Persuasive Argumentation Structured Thinking Pitching workshop Fonden for

Persuasive Argumentation & Structured Thinking Pitching workshop Fonden for Entreprenørskab

communication “the imparting or exchanging of information by speaking, writing, or using some other medium”

discussion “the action or process of talking about something in order to reach a decision or to exchange ideas”

argument “an exchange of diverging or opposite views, typically a heated or angry one”

You can achieve communicative advantages by using Grouping and SCQA when you communicate, discuss and argue. Active presenting Thinking Answering question

Effective communication is about 3 things Understanding Convincing 6 remembering

Grouping and SCQA also give personal advantages Grouping • Makes your messages easier to understand • Makes your message easier to remember SCQA • Makes your conclusion more convincing • Makes you able to communicate in a way that is appeling Personal • Makes you more structured • Gives you a better insight to the subject your are working with • Being able to formulate the conclusion before you begin writing and talking 7

Agenda 12. 00 – 12. 10 – 12. 30 – 13. 00 – 13. 15 15 min. 13. 30 – 13. 45 – 14. 30 15 min. 14. 45 – 15. 15 – 15. 30 – 15. 45 – 16. 00 8 Velkomst m/agenda Gruppering Øvelse Gennemgang Pause SCQA Øvelse Pause Putting it all together Præsentation 1 Præsentation 2 Afslutning med tips & tricks og Q&A

A little exercise 9

How many can you remember? Wheel Paper Marker Fork Gearbox Knife Plate Cup Battery Spoon Motor Pen 10 Paper clip Eraser Brake

Information structured in a logical pyramid structure is easier to remember and understand Kitchen Car office • Plate • Knife • Fork • Spoon • Cup • Wheel • Battery • Gearbox • Motor • Brake • Paper • Marker • Pen • Paper clip • Eraser 11

Groups are created from the MECE principle MECE • Mutually Exclusive • Collectively Exhaustive Groups • Never more than 5 object in a group • Always insightful headlines to each of the groups 12

Grouping helps you to keep the overview Grouping helps to structure your argumentation into a logical pyramid that makes it easier to understand remember for the audience Elevator Pitch Grouping also helps you to navigate in your argumentation (overview contra detail) Argument 1 Grouping also helps you to move back and forth in your argumentation 13 Argument 2 Argument 3

A typically mistake is to go into detail to quickly Elevator tale Argument 1 Argument 2 … Argument 2. 1 Argument 2. 2 Argument 2. 3 2. 2. 1. 1 14

Exercise – Grouping 15

Walkthrough – Grouping

15 min. break

Agenda 12. 00 – 12. 10 – 12. 30 – 13. 00 – 13. 15 15 min. 13. 30 – 13. 45 – 14. 30 15 min. 14. 45 – 15. 15 – 15. 30 – 15. 45 – 16. 00 18 Welcome w/agenda Grouping Exercise Walkthrough Break SCQA Exercise Break Putting it all together Presentation 1 Presentation 2 Round off with tips & tricks – plus Q&A

Have something to say and say it as clearly as you can “Before they start, they do not know what they are going to say; when they are speaking, they do not know what they are saying; and when they have finished, neither they nor their audience know what they have said” Winston Churchill, 1912 19

Too often this happens From: Sørensen Date: jan 08 2015 12: 24 To: Kim Pedersen Subject: FW: SAS plane delayed James Filmore telephoned o say that his flight has been cancelled by SAS and the new flight doesn’t get in until 10: 15 for the regional meeting in Oakland. I checked with Greg Toms says he’d rather make it later, as it will be a more convenient time to dial in from New York. Claire’s secretary says that she is fine for the meeting to start and finish later – she has a client meeting from 9 am – 11 an with our customers who are flying in from Beijing (they wont be there till 8 am) and so she wants to start her meeting after her meeting. Can you let me know what you think. 20

. . . When this is much more effective From: Sørensen Date: jan 08 2015 12: 24 To: Kim Pedersen Subject: Can you make Monday 11 -12 for the Oakland regional meeting Could we delay the Oakland regional meeting until 11 am and finish an hour later? This would be easier for all given flight delays, for dialing in from NYC and would also allow Claire to attend from the start 21

How can you convenience the audience that you have a good idea/conclusion/business plan It’s all in the introduction 22

Situation Complication Question Answer (SCQA) Situation Start with a situation that can’t be discussed from the audience point of view. It has to be fact based or a general accepted truth. Complication The situation creates a change or it’s being altered from some outside force that creates new possibilities/challenges that needs action Question ”Situation” and the following “complication” should create a natural question in the mind of the audience. It should be so intuitive that you don’t have to communicate it directly Answer ”Answer” should answer the question that pops up in the head of the audience. It should be structured in as an elevator pitch 23

The introduction shall automatically lead into your argumentation pyramid Situation Complication Question Elevator Pitch Argument 1 24 Argument 2 Argument 3

Examples Situation Complication Question Answer • Situation/fact that can not be discussed from the audience point of view • It’s going bad for the company • We’re losing money • Our plan failed • New opportunities • We have to react • Etc. • How can back? • How can it? • How can • Elevator Pitch 25 we solve it? we win it we improve we use it?

SCQA can also be used in writhing Situation Complication Answer Arguments 26 SCQA can also be used for executive summaries, onepagers, structure in Power. Points, answer to questions, business cases, etc.

Exercise – SCQA 27

15 min. break

Agenda 12. 00 – 12. 10 – 12. 30 – 13. 00 – 13. 15 15 min. 13. 30 – 13. 45 – 14. 30 15 min. 14. 45 – 15. 15 – 15. 30 – 15. 45 – 16. 00 29 Welcome w/agenda Grouping Exercise Walkthrough Break SCQA Exercise Break Putting it all together Presentation 1 Presentation 2 Round off with tips & tricks – plus Q&A

Putting it all together

Presentation 1

Presentation 2

Round off with tips & tricks – plus Q&A Audience Decision making style? Role and expectations? Concerns and issues? Media preferences? Your goals with them? Likely reaction to your presentation?

Round off with tips & tricks – plus Q&A • Action titles • Display numerical data in charts • Structure ideas to give conclusions up -front • Title and units must be included under headings and on axes. Be sure to label all items • Sources should always be identified