After you have established the need, you then describe the future benefits if your proposal is accepted. This is the visualization step: Talk about how accepting your proposal will have positive future outcomes or maybe how not accepting it will have negative outcomes. ついに, you need to make a concrete, specific call to action – what the audience can do right now to implement your proposal.
Let’s finish listening to Steve give his proposal to Swift management. See if you can identify the satisfaction, visualization and action steps in his speech.
リスニングの質問
1. How long will it take Swift to get back the investment in air conditioning? 2. How much extra profit can Swift make per year by adopting Nick’s proposal? 3. What specific action does Steve ask his manager’s to take?
Do you ever need to persuade or convince someone of your point of view? Do you need to win support for a proposal, or get backing for a project? Of course you do. 説得 – convincing someone of something – is an essential part of almost everything we do, from informal discussions to formal negotiations. To be successful, you need to be persuasive. You need to get people to accept a different point view, to see things your way. How can you be more persuasive? In this three-part series, we’ll be giving you some answers.
Throughout the years, many talented speakers and researchers have been developing ways to persuade people effectively. One of the most widely used methods is Alan H. Monroe’s. In the mid-1930s, Monroe created a persuasive process called the “Monroe sequence” that has become a standard in business, media and politics. Once you know it, you’ll recognize it everywhere – in speeches, ステートメント, proposals, advertisements. It’s popular because it is logical and effective.
そう, over the next three Business English Pod episodes, we’ll be studying language and strategies for persuasion based on the Monroe Sequence.
This lesson will focus on the first step, getting the audience’s attention.
The listening takes place at Swift, a bicycle manufacturer whose major market is the U.S. We’ll be listening to a good example and a bad example of persuasion. First let’s examine the bad example.
リスニングの質問
Bad example 1. Whose needs does Franz focus on? あれは, whose needs is he taking into consideration when he makes the proposal? 2. Why is Franz’s proposal so ineffective?
Good example 1) What does Steve do at the beginning of his presentation? 2) Whose needs does Steve focus on – the workers’ or the management’s?
