Index – HBR's 10 Must Reads on Public Speaking and Presenting (with featured article "How to Give a Killer Presentation" By Chris Anderson)

Index

Abele, Andrea, 3738

Adaptation (movie), 26

affiliate, need to, 41

Alioto, Erica Galos, 71, 7578

AlliedSignal, 50

analogies, 6366

Anderson, Chris, 114

Angelou, Maya, 46

antagonists, 29

apologies, 95109

being unapologetic vs., 103

determining necessity of, 98101

formula for, 101108

issues around, 9698

legal concerns and, 9798

preparing for, 108109

substance of, 104105

value created by, 9798

when to make, 106107

where to make, 105106

whom to make to, 102103

written vs. spoken, 107108

Aristotle, 116, 143

art presentations, 11

Ash, Mary Kay, 6566

Ashford, Susan J., 7993

Atlantic, 95

audiences. See also persuasion

being open with, 2021

choosing, getting buy-in and, 9293

connecting with, 1819, 22

emotional connection and persuasion of, 53, 54

framing for common ground with, 5253, 6163

interest level of, 4

keeping the attention of, 22

listening to, 19, 2324

nonverbal communication by, 19

for pep talks, 7375

for rehearsing, 1213

subject knowledge of, 34

tailoring your pitch for, 8183

authenticity, 14, 1524

body language and, 1618

the brain’s perceptions of, 1618

connecting with the audience and, 1819

intents in, 18, 1924

persuasion and, 2930

rehearsing, 1819

Barra, Mary, 102, 107

Battle Exhortation: The Rhetoric of Combat Leadership (Yellin), 74

Berinato, Scott, 127142

Big Mac, 103

Blankfein, Lloyd, 105

bliss, describing the new, 145146

BOB project, 60, 6465

body language. See nonverbal communication

body movement, 89, 47

Boeing, 127

Bossidy, Lawrence, 50

BP, 102, 108

Bradford, Rob, 100

brain

chemistry, leadership, and, 4041

judgments of others and, 38

perceptions of authenticity and, 1617

brainstorming, 134135

Brooks, Alison Wood, 95109

bullet points, 6, 7

signposting and reviewing, 2021

slides and, 1011

buy-in, getting, 7993

adhering to norms and, 85, 8990

creating campaigns for, 9193

emotion management and, 84, 8687

framing the issue and, 8386

involving others and, 85, 89

suggesting solutions and, 85, 9091

tailoring your pitch and, 8183, 84

timing and, 84, 8789

Cain, Susan, 10

calls to action, 145146

candor, 104

career changes, 111125

challenge of storytelling for, 116117

citing reasons for, 120121

coherence in, 117119

continuity and causality and, 113, 119122

drama in your story and, 114115

fact tellers and, 111

rehearsing your story for, 124125

telling multiple stories for, 123124

why you need a story for, 112113

Carney, Dana, 42

catalysts, 116

causality, 113

CEOs. See leaders and leadership

Chambers, John, 103

change

commitment to, apologies and, 104105

getting buy-in for, 7993

character and characterization, 119120

charts and graphs. See visualizations, data

childhood trauma, 34

Chrysler, 6870

Cisco, 103

coaching, 1617

Coca-Cola, 9899, 106

coherence, 117119

Coleman, John, 2021

collaboration, 134135

Collins, Jim, 34

coming-of-age stories, 122

command-and-control leadership, 49, 50

common ground, 5254, 6163

common sense, 4344

compassion, 32

competence, 3536

projecting, 4547

trustworthiness and, 3738

compromise, 5253

getting buy-in and, 90

resisting, 5455

confidence, 2, 42

projecting, 4647

transition stories and, 117

conflict, in storytelling, 2833

Conger, Jay A., 4970

connection with audiences, 1819, 22

persuasion and, 53, 54, 6670

consultants, 57, 58, 132133

context

getting buy-in and, 80

pep talks and, 73

transition stories and, 123124

continuity, 113, 119122

cooperation, 39

cortisol, 40

Cox, Brian, 26

credibility

in persuasion, 52, 53, 5461

self-assessment of, 55

sources of, 52, 5561

Cuddy, Amy J. C., 10, 3547

culture, 38

curriculum vitae, 120, 121

cyber-security breaches, 101, 103, 105

data

limiting, 21

mixing narrative and, 4, 5

scope of, 136

visualizations of, 127142

dataviz, 127142

deadlines, 8889

Deepwater Horizon oil spill, 108

defensiveness, 20, 104

delivery, 67

filler words in, 89

pauses in, 89

projecting warmth through, 43

rote, 13

design thinking, 134

desire, 33

detective stories, 4

Detert, James R., 7993

DiGiorno, 107

Duarte, Nancy, 5, 128, 143146

Dutton, Jane, 80

education plot, 122

ego

tone and, 4, 6, 7

video clips and, 12

Eisenberger, Naomi, 41

emotion

authenticity and, 2223

connecting with audiences and, 19

dealing with struggles and, 3233

identifying listeners’, 19

leadership styles and, 39

managing to get buy-in, 84, 8687

matching to your audience’s, 70

passion, 2223

persuasion and, 53, 54, 6465, 6670

self-regulation of, 87

smiling and, 4445

toward competent vs. connected leaders, 3536

in transition stories, 117

understanding audiences’, 19, 2324

warmth, leadership, and, 3547

emotional contagion, 9596

emotional intelligence, 80

empathetic language, 7276

empathy, 32

pep talks and, 7576

projecting warmth and, 4344

endings, 145146

envy, 35

evidence, in persuasion, 54, 6366

executives. See leaders and leadership

expectations, in storytelling, 2829

expertise

credibility and, 52, 5571

getting buy-in and, 80

improving, 57

self-assessment of, 55, 56

exploration, visualizations for, 128, 130131, 138142

eye contact, 910

Facebook, 9596, 99, 104

fear, leading through, 3536

feedback, 1213

fidgeting, 89, 47

filler words, 89

Fiske, Susan, 35, 39

flexibility, 39

Folkman, Joseph, 36

force-directed diagrams, 139

framing, 2, 36

business, 86

to get buy in from the boss, 8386

goals, 5254, 6163

as a journey, 34

moral, 86

persuasive, 5253, 6163

transition stories, 121122

Fries, Karen, 5960, 6465

Fryer, Bronwyn, 2534

Galinsky, Adam D., 95109

Gardner, John, 114

Garg, Anmol, 139140

Gartner Hype Cycle, 129130

gas-scrubbing technology, 79

Gates, Bill, 60

General Electric, 32

gestures, 9. See also nonverbal communication

Giussani, Bruno, 1213

Glick, Peter, 35, 39

GM, 102, 107

goals, framing, 5254, 6163, 121. See also pep talks

Goldman Sachs, 105

Grant, Adam, 87

group dynamics, 41

habits, changing, 9

happy warriors, 4042

hard sell, 54

Hayward, Tony, 102, 108

Hello Barbie, 99

Home Depot, 101, 105

Hype Cycle, 129130

Iacocca, Lee, 69

Ibarra, Herminia, 111125

idea generation, 131, 134135

idea illustration, 131, 132133

inciting incidents, 2728

influence, through connection vs. competence, 3547

intention, authenticity and, 18, 1924

issue selling, 8081

adhering to norms and, 8990

creating campaigns for, 9193

emotion management and, 84, 8687

framing the issue and, 8386

involving others and, 85, 89

prompts for, 8485

suggesting solutions and, 9091

tailoring your pitch and, 8183, 84

timing and, 8789

trust and, 39

vivid language and compelling evidence in, 54, 6366

Ivester, M. Douglas, 9899

JetBlue, 102, 103, 106

John Wayne approach to persuasion, 54

Josephs, Robert, 40

journeys, framing talks as, 34

Kelly, Gary, 106

Keltner, Dacher, 46

key points, 2021

KNP, 44

Kohut, Matthew, 3547

Kolko, Jon, 134

Kozlowski, Dennis, 36

Lay, Kenneth, 31

leaders and leadership

apologies by, 95109

command-and-control, 49, 50

connection vs. competence and, 3547

dealing with dark realities by, 3233

fear, leading through, 3536

getting buy-in from, 7993

as happy warriors, 4042

pep talks, 7178

persuasion and storytelling for, 2734, 4970

strength of, 3942

styles, emotional reactions to, 39

warmth of, 3942

Lerner, Jennifer, 40

Liang-Tan, Min, 102

Linde, Charlotte, 119, 120

Lineback, Kent, 111125

Linnett, Barry, 5960, 6465

lion lights, 12

listening to audiences, 19, 2324

Lovegrove, Ross, 11

Lululemon, 102, 103

Machiavelli, Niccolò, 35, 40

manipulation, 2930, 4950

Marcell, Robert, 6870

Margolin, Reuben, 11

Maruster, Rob, 102, 103

Mary Kay Cosmetics, 53, 6566

Massena, Darrin, 60

Mattel, 99

maturation plot, 122

Mayfield, Jacqueline, 72, 73, 76

Mayfield, Milton, 72, 73, 76

McChrystal, Stanley, 75

McDonald’s, 103

McGinn, Daniel, 7178

McKee, Robert, 2534

meaning-making language, 7275, 7778

Mehta, Pranjal, 40

memorization, 67, 13

memory, auditory vs. visual, 20

metaphors, 6366, 132

Microsoft, 5960, 6465

military speeches, 7475

mission, 38, 99100

Morgan, Nick, 1524

motivating language theory (MLT), 7278

multimedia, 1012, 1314

Nass, Clifford, 60

Neffinger, John, 3547

nervousness, 9, 10

acknowledging, 10

power poses and, 10

neuropeptides, 40

News International, 106

New York Times, 105

nonverbal communication, 89

of audience responses, 19

of audiences, 19, 2324

authenticity and, 1618, 21

authenticity in, 2122

judgments based on, 42

practicing, 42

rehearsing, 42

smiling, 4445

of strength, 4547

of warmth, 36, 42, 4345

norms, 85, 8990

note cards, 6, 7, 1011

openness, 2021, 39

to compromise, persuasion and, 5153

vulnerability and, 21

organizational norms, 8990

oxytocin, 40

passion, 2223

pauses, 89, 11

PC Works, 60

pep talks, 7178

audiences for, 7275

context and, 7275

elements of good, 7275

empathy and, 7275

personality, 2

persuasion, 25, 4970

adhering to norms and, 85, 8990

argument quality and, 55

compromise and, 5253

creating campaigns for, 9193

credibility and, 52, 53, 5461

dialogue phase in, 50, 5152

discovery phase in, 50, 51

emotional connection and, 53, 54, 6670

emotional vs. intellectual, 2627

emotion management and, 84, 8687

framing goals and, 5253, 6163

framing the issue and, 8386

getting buy-in with, 7993

identifying benefits and, 6162, 8486

importance of, 49

involving others and, 85, 89

issue selling and, 8081

manipulation and, 2930, 4950

mistakes in, 5455

phases in, 50

the power of, 70

preparation phase in, 50, 51

as process, 55

reinforcing your position in, 53

story structure and, 143144

suggesting solutions and, 85, 9091

tailoring your pitch and, 8183, 84

timing and, 84, 8789

pilot projects, 57, 59

pitches, tailoring, 8183, 84

posture, 21, 4647. See also nonverbal communication

power poses, 10, 42, 46

projecting warmth through, 45

PowerPoint, 1012, 26

power poses, 10, 42, 46

presentations

about art, 11

framing your story in, 36

presenting data in, 4, 5

structure for, 143146

ways to ruin, 13

presentation software, 11

Prezi, 11

profluence of development, 114

protagonists, 29, 33, 114115, 116

prototypes, 60

psychological contract, 99

Publisher, 60

pyramid searches, 132133

rapport, 2021

Razer, 102

Reardon, Kathleen, 55

Reeves, Bryon, 60

rehearsing, 67

apologies, 109

authenticity and, 1819

body language, 1819, 42

feedback and, 1213

getting rid of filler words through, 9

transition stories, 124125

relational knowledge, 8990

relationships

credibility and, 52, 5561

in getting buy-in, 89

improving, 5758

self-assessment of, 56

remorse, 104, 107108

resolution, 116

résumés, 120121

Richards, Ann, 4041

Ritz-Carlton, 108

Ruffo, Monica, 6162

Saint Paul, 114

Sanfey, Alan, 3839

Schweitzer, Maurice E., 95109

scope, limiting, 4

screenwriting, 2627

self-confidence, 42, 46, 112113

self-doubt, 46

self-knowledge, 34

self-regulation, 87

Sherman, Gary, 40

silence, 11

skepticism, 3132

slides, 1012, 13, 26, 6869

smiling, 4445

social media, 9596, 99, 100101, 104

apologies via, 106

Southwest Airlines, 106

spontaneous trait inferences, 38

stability, 113

stage presence, 710

filler words and, 89

Steinhafel, Gregg, 103

stories and storytelling, 2534

beginning, 144145

boasting vs. sharing in, 4, 6

career changes and, 111125

cognitive psychology of, 28

coherence in, 117119

continuity and causality in, 113, 119122

data vs., 21

defining, 2728, 112

drama in, 114115

education plot in, 122

elements of classic, 116

elements of good, 2829

ending, 145146

fact telling vs., 111

finding good, 33

framing, 2, 36

maturation/coming-of-age, 122

the middle of, 145

mixing data with, 5

in persuasion, 54, 6366

resolution in, 116

role of struggles in, 2930

self-knowledge and, 3334

skepticism in, 3132

structure of, 2728, 116, 143146

struggles in, 2833, 114115, 116

turning points in, 114115, 116

Story: Substance, Structure, Style, and the Principles of Screenwriting (McKee), 26

strategic knowledge, 8990

strength, projecting, 4547. See also competence

struggles, in storytelling, 2833, 114115, 116

Target, 101, 103, 105

Taylor, Jill Bolte, 67

TEDGlobal, 1213

TED Talks, 12

multimedia in, 1112

reading of, 6

teleprompters, 6

Tesla Motors, 139140

testosterone, 4041

threats, highlighting to get buy-in, 86

timing, 84, 8789

to-do lists, 145

Todorov, Alex, 38

tone

in apologies, 107109

authenticity and, 21

boasting vs. sharing, 4, 6

condescending, 7

persuasion and, 53

projecting warmth through, 43

topics

introducing quickly, 34

organizations as, 6

passion about, 2223

scope of, 4

substance in, 1314

transition stories, 111125

challenge of, 116117

citing reasons for change in, 120121

coherence in, 117119

context and multiple versions of, 123124

continuity and causality in, 113, 119122

drama in, 114115

fact telling vs., 111

rehearsing, 124125

why you need, 112113

trust

apologies and, 96

benefits of toward leaders, 3940

coherence and, 118

competence-based, 3738

economic benefits of, 3839

job interviews and, 123

personal stories and, 113

storytelling and, 31

transition stories and, 117

truthfulness, 31

Turere, Richard, 12

turning points, 114115, 116

Two-Arts, 25

Tyco, 36

uncertainty, 41

uncertainty-reducing language, 7275

understanding, desire for, 41

United Airlines, 100

urgency, 86

“us” vs. “them,” 41

valley of awkwardness, 7

values, 38, 99

Vancouver Taxi Association, 105

van’t Wout, Mascha, 3839

Vargas, Tiffanye, 74

vasopressin, 40

video, 12

vision, 144145

visual confirmation, 136138

visual discovery, 131, 135140

visual exploration, 138142

visualizations, data, 127142

for conceptual or data-driven information, 128130

for declarations or exploration, 128, 130131

everyday, 140142

idea generation, 131, 134135

idea illustration, 131, 132133

nature and purpose of, 128131

simplicity in, 141142

types of, 131142

visual confirmation, 136138

visual discovery, 131, 135140

visual exploration, 138142

vulnerability, 10, 117

openness and, 21

warmth, 3536

economic benefits of, 3839

projecting, 42, 4345

Washington Post, 95

Welch, Jack, 32

Well-Designed: How to Use Empathy to Create Products People Love (Kolko), 134

Wilson, Chip, 102, 103

Wojciszki, Bogdan, 3738

Yap, Andy, 42

Ybarra, Oscar, 38

Yellin, Keith, 74

Yelp, 71, 7578

Zandan, Noah, 89

Zenger, Jack, 36

Zuckerberg, Mark, 104, 107