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10  发表于: 2004-03-31   
6: Speaking to Persuade
 

 WHAT IS A PERSUASIVE SPEECH

  Persuasive speaking is all around us. Any speech is persuasive if its purpose is to convince others to change their feelings, beliefs, or behavior. A salesperson trying to convince someone to buy a product, a political leader trying to get someone to vote a certain way, and a teacher lecturing about why a history class should be required are all speaking to persuade.

  When do we make persuasive speeches? We make them all the time. When we ask a friend to lend us money, ask our teacher for a higher grade, try to convince a sibling to lose some weight, or try to persuade a parent to buy us something, our goal is to try to change or influence others.

  In this chapter, you will learn how to build a persuasive speech.

  

PREPARING THE INTRODUCTION, BODY AND CONCLUSION

  Step 1: Prepare an Opener Building on Areas of Agreement

  The introduction to a persuasive speech is very important. Insgroupsto convince listeners to agree with you, it is essential to first make them trust you and to see you as a person who thinks as they do. The best way to do this is to begin your speech by talking about common areas of agreement. You can do this by first discussing:

  common goals (we all want the same basic things in life)

  common problems (we are all concerned about this particular problem)

  common experiences (we all know what it is like to ...)

  Example A:“Highway Speech Limits Are Too High”

  Most of us know people who have had friends or family injured or killed in terrible car accidents on the highways. Certainly we’ve all read or heard about these tragedies in the news. We all want to live long, happy, healthy lives and not worry about the possibility of accidents. No one wants to worry about whether they will arrive at their destination safely every time they get in a car.

  Example B:“Capital Punishment Should Be Legal”

  I’m sure everyone here is concerned about crime in our community. Many of us know that it isn’t always safe to go out alone at night or even to walk through a dark parking lot to get to our car. All of us want to feel safe in our homes, in our cars, and on the streets. We would all like to see the amount of crime reduced.

  Example C:“Donate Money to the Red Cross”

  Although we take many things for granted, we all know how fortunate we are to have nice clothes to wear, all places in the world aren’t so lucky. There are many starving and homeless people on every continent. Most of you would be willing to help people less fortunate than yourselves if you know what to do.Step 2: Prepare a Statement of Purpose

  Now that you have shown your audience that you are a sensible person who shares their values and beliefs, the next step is to clearly state the specific purpose of your speech.

  Example A:“Highway Speech Limits Are Too High”

  The maximum speed limit on U.S. highways should be fifty miles per hour.

  Example B:“Capital Punishment Should Be Legal”

  Legalizing capital punishment can help prevent crime.

  Example C:“Donate Money to the Red Cross”

  Everyone in this class should donate five dollars to the Red Cross.

  Step 3: Prepare the Body

  Now that your listeners know your specific purpose, the next step is to present evidence that will convince them to agree with you. Your audience analysis can help at this stage. Review your opinion survey,before deciding how to convince indifferent or hostile listeners.

  Often, people are indifferent about a topic because they do not see how it relates to them. Insgroupsto persuade listeners with this attitude, you must convince them that your topic is interesting, important, and relevant to them.

  Example A

  One student wanted to persuade the class to buy water-purification systems. According to this speaker’s opinion survey, his classmates were indifferent to this topic because they had never given it any thought and didn’t believe it was important. However, he found a newspaper story claiming that the quality of water in their community was the worst in the United States. In the article, doctors warned that drinking this water could increase the risk of contracting cancer.

  Example B

  One student gave a speech entitled“Casino Gambling Should Be Legal in Miami.”After doing her audience analysis, she found that her classmates were indifferent to her topic for several reasons. Some students said they don’t gamble, while some international students said they will only live in Miami for a couple of years. The speaker explained that casino gambling would help the city’s finances, so a proposed sales tax increase would not be necessary. If the sales tax weren’t increased, prices in all stores and restaurants would be lower. Then, everyone (gamblers and no gamblers, permanent residents, and students on temporary visas) would benefit.

  Hostile listeners are those who completely disagree with your opinion or belief. Insgroupsto persuade such listeners, you need to learn their reasons for disagreeing with you and convince them that these reasons are not valid.

  Example A

  One student wanted to persuade the class to donate blood to a hospital blood bank. According to this student’s audience analysis, there were two reasons why his classmates didn’t want to be blood donors.

  One reason was that they were afraid of catching a disease from a dirty hypodermic needle. To refute this reason, the student interviewed the nurse in charge of the hospital blood bank, who explained that individually wrapped and sterilized needles are used for every blood donor and thrown away after each use. Therefore, it is impossible to catch a disease from a dirty needle.

  Another reason was that some students didn’t have cars and thought it was too much trouble to get to the hospital. To refute this reason, the speaker explained that it is very easy to get to the hospital because a bus goes from campus directly to the hospital every fifteen minutes, and the hospital offers a free transportation service to all blood donors.

  Example B

  One student gave a speech entitle“Capital Punishment Should Be Legal throughout the United States.”This student’s audience analysis showed that his classmates strongly disagreed with his claim for several reasons.

  One reason was that some believe that capital punishment does not reduce crime. To refute this reason, the student presented evidence that there are fewer murders committed in states and also quoted a law enforcement expert who stated that criminals are less likely to commit murder if they fear the death penalty.

  Step 4: Prepare a Summary

  An effective persuasive speech includes a summary of the evidence presented. This will remind your audience of why they should agree with you. The example below show how evidence was summarized in two speeches.

  Example A:“Donate Blood to a Hospital Blood Bank”

  I’m sure you now realize that you should donate blood.

  Ⅰ.It’s rewarding and worthwhile.

  A. Think of a dying person whose life you might save.

  B. Think of the great personal satisfaction you’ll have.

  Ⅱ. It’s perfectly safe and painless.

  A. Donating blood doesn’t hurt a bit.

  B. There is no chance of catching any kind of disease.

  Ⅲ. It’s very convenient.

  A. It will only take a few minutes of your time.

  B. Free round-trip transportation to the hospital is available.

  Example B:“Casino Gambling Should Be Legal in Miami”

  As you can now see, legalizing casino gambling in Miami would greatly benefit you and all residents of the city.

  Ⅰ. A proposed sales tax increase will not be necessary.

  A. This will keep prices you pay in restaurants lower.

  B. This will keep prices you pay in retail stores lower.

  Ⅱ. Miami’s finances will improve.

  A. More money will be spent to improve the roads you use.

  B. More money will be spent to improve the public parks and beaches you enjoy.

  C. More money will be spent on educational materials for children in public schools.

  Step 5: Prepare Memorable Concluding Remarks

  The last part of your speech to prepare is the conclusion. The conclusion of a persuasive speech should remind the audience why they should change a belief, opinion, or behavior. An effective way to do this is to make them think about the future and to remind them that the best way to redirect the future is to take some type of action.

  Example A

  You might be healthy now, but think about your health in a few months or in several years. We all know that the water in this city can kill us! With a home purification system, you’ll never worry about drinking polluted water again. For less than seventy-five dollars, turn your kitchen faucet /into/ an ocean of fresh water. Buy a water purification system for your sink today!

  Example B

  Be the best you can be! Just think - in a few short weeks a beautiful, slender, athletic body can be yours. Heads will turn as you walk down the street. Be sure to make an appointment at your local health club right away!

 

 OUTLINING A PERSUA-SIVE SPEECH

  The outline that follows shows how one student outlined a persuasive speech. Notice how it includes the following components:

  1. Opener building on areas of agreement

  2. Statement of purpose

  3. Body

  4. Summary

  5. Memorable concluding remarks

  Also, notice how transitions have been used to connect the components.

  OPENER BUILDING ON AREAS OF AGREEMENT

  Have you ever wanted to go on vacation somewhere exciting but worried that it would cost too much or that you might be bored once you got there? We all have these concerns when planning a vacation.

  We all want adventure, excitement, great food, and nice hotels without spending a lot of money!

  STATEMENT OF PURPOSE

  Plan a trip to Chengde, China, for your next vacation!

  TRANSITION: Many of you may be worried that such a vacation will cost too much. You will be amazed to learn this is not the case.

  BODY

  Ⅰ. A trip to Chengde, China, is very inexpensive.

  A. Many airlines offer off-season discounts.

  B. The best hotel costs twenty-five dollars a night.

  C. You can eat three delicious meals a day for less than five dollars.

  D. Local transportation is extremely inexpensive.

  a. A rickshaw anywhere in the city costs fifteen cents.

  b. You can rent a bicycle for pennies a day.

  TRANSITION: You might think that Chengde is ugly and you’ll be bored there. Let me assure you that this is not the case.

  Ⅱ. There are many things to see and do in Chengde.

  A. See the most beautiful and unusual temples in the world.

  a. The Lamaist Temple of Universal Tranquility

  It was built by Emperor Qian Long in the eighteenth century.

   It has the largest wooden image of the Buddhist Goddess of Mercy, Guanyin.

  b. The Temple of Universal Joy

   It was built in 1766.

  It has an incredible double terrace.

   It has a fabulous double roof of yellow tiles.

  c. The eighteenth-century Temple of Universal Love

  B. Photograph the most beautiful gardens in China.

  C. Rent a rowboat and ride on one of Chengde’s magnificent lakes.

  D. Go on a shopping spree.

  a. Visit a unique shop for department store.

  b. Chengde is famous for several products.

  Silk

   Furs

   Wood carvings

   Handmade Oriental rugs

  TRANSITION: Some people fear getting ill and not finding a doctor if they travel to a small city in China. This should not be a concern either.

  Ⅲ. Medical care in China is excellent.

  A. Chinese hospitals and doctors provide excellent care.

  B. There are many local clinics in all cities.

  C. A variety of medicines are available.

  a. Standard antibiotics

  b. Herbal medicines

  SUMMAY

  I hope I’ve convinced you to make your next vacation Chengde, China. Remember:

  Ⅰ.Chengde is a very inexpensive place to visit.

  Ⅱ. You’ll never get bored because there is so much to see and do.

  Ⅲ. In the unlikely event you need it, excellent medical care is available.MEMORABLE CONCLUDING REMARKS

  You can stand on the same spotswheresChina’s most powerful emperors have stood. Your eyes will see the same green mountains they saw. The spectacular scenery, cool breezes, and striking sounds will amaze you. You will find your trip was worth the time and money you spent to get there. So, see your travel agent and make plans to visit Chengde, China, soon!
        风来疏竹,风过而竹不留声;
                   雁渡寒潭,雁去而潭不留影。
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11  发表于: 2004-03-31   
第六章: 说服性演讲
 

 什么是说服性演讲

  说服性演讲在我们身边到处都是,只要演讲的目的是说服别人改变他们的感受、信仰或行为就是说服性演讲。销售人员试图说服人们购买产品,政治家试图说服人们投他一票,教师则试图说服学生选他的历史课,都是在进行说服性演讲。

  什么时候我们要做说服性演讲呢?事实上每时每刻都有。当我们向一个朋友借钱时,让老师给我们的成绩更高时,试图劝说兄弟姐妹减肥时,或说服父母为我们买东西时,我们的目标都是要改变或影响他人。

  在本章,你将学到如何做一篇说服性的演讲。

 

 准备开场白、正文和结尾

  第一步:在共同的领域上准备开头

  说服性演讲的开场白很重要。为了说服听众同意你的观点,首先很有必要让他们信任你,并以为你与他们的想法是相同的。最好的方法是在你演讲的开始部分谈论一些共同的领域。你可以这样开头:

  共同的目的(我们都想得到生活中相同的基本事物)

  共同的问题(我们都关注这个特殊问题)

  共同的经历(我们都知道它像是……)

  例A:“高速公路速限太高”

  我们都知道有一些人的朋友或家庭是在高速公路的车祸中受伤或丧生的,一般我们都在新闻中读到或听到这些悲剧。我们都想过得长久、幸福、健康,不想为可能发生的事故而担心,没有人想在每次进入车内时忧虑自己是否能安全到达终点。

  例B:“死刑应当合法化”

  我敢确定这里的每一个人都是关注我们社区的犯罪案件,我们都知道晚上独自外出,或者甚至是到黑暗的停车场去取车都不是很安全的,我们想在自己的家里、车上和街上都感到安全,我们都期待看到犯罪数量的减少。

  例C:“为红十字协会捐款”

  尽管我们以为许多事情都是理所应当的,我们很幸运,有华美的衣服可以穿着,但在这个世界上有些地方却没有这么幸运,在每块陆地上都有许多饥饿和无家可归的人。如果你们知道能够做些什么,你们中的大部分都会愿意帮助这些比你们不幸的人的。

  第二步:准备一个对目标的陈述

  现在你已经向听众表明你是一个明智的人,与他们有共同的价值和信仰,下一步应当清楚地阐明你演讲的具体目的。

  例A:“高速公路速限太高”

  美国高速公路的最高速限应当是每小时50英里。

  例B:“死刑应当合法化”

  将死刑合法化可以帮助防止犯罪。

  例C:“向红十字协会捐款”

  班上的每个人都应向红十字会捐5美元。

  第三步:准备正文

  现在你的听众知道了你的具体目标,下一步要拿出证据来说服他们同意你的观点。对听众的分析调整可能会对你有帮助。在决定如何说服冷漠或敌对的听众之前,再回顾一下你的意见调查表。

  人们对你的主题表现冷漠经常是因为他们觉得与自己无关,对这种人,你必须说服他们你的主题很有趣,很重要,并与他们有关。

  例A:

  一个学生想说服班上的同学购买纯净水系统,但根据他做的意见调查,同学们对这个主题很冷淡,因为他们从没想过并且也不相信那很重要。然而,他在报纸上看到一条消息说他所在的社区的水质是全美国最差的,在这篇文章中,医生们提醒大家:饮用这种水会增加得癌的危险。

  例B:

  一个学生做的演讲的题目是“赌场赌博在迈阿密应当合法”。在做了受众调查后,她发现班上的同学由于几种原因而对她的主题不感兴趣。一些同学说他们不赌博,而一些外国同学则称他们只在迈阿密住了没几年。演讲者解释说赌场赌博会有助于城市的经济,就不再需要增加销售税。如果销售税不增加,所有商店和饭店的价格就会更低。那么,每一个人(赌博者和不赌者,永久居民和拿着临时签证的同学)都将受益。

  敌对的听众是那些完全不赞同你的观点或信仰的人,为了说服这些听众,你要了解他们不同意你的理由,并说服他们这些理由是没有根据的。

  例A:

  一个学生想说服班上的人向医院血库献血,根据他的受众调查,有两个原因使他的同学不想做献血者。

  一个原因是他们害怕因为用了脏的注射器针头而得病。为了反驳这种理由,演讲者采访了医院血库的护士,她解释说针头都是独立包装并消过毒的,每个针头用完一次就被扔掉了。因此,由于脏针头而染病是不可能的。

  另一个原因是许多学生都没有汽车,他们觉得去医院太麻烦了。为了反驳这个原因,演讲者说明到医院很容易,因为有一辆公车是从学校直接到医院的,每15分钟发一次,并且医院也为所有献血者提供免费的交通服务。

  例B:

  一个学生的演讲题目是“死刑应在美国合法化”。他的受众调查显示他的同学因几种原因而不赞同他的意见。

  一个原因是有些人不相信死刑会减少犯罪。为了驳斥这一理由,演讲的学生举出一些证据,在一些实施死刑的州有较少的犯罪,并且引用法律专家的话:罪犯如果害怕被判死刑,他就较少会去杀人。

  第四步:准备一个总结

  一篇有效的说服性演讲包括一个对所举证据的总结,这会提醒你的听众他们为什么要赞同你。下面的例子表明在两篇演讲中证据是如何被总结的。

  例A:“向医院血库献血”

  我相信你现在意识到你应该献血了。

  Ⅰ.你会得到回报,并且这么做值得。

  A.想想你会挽救一个垂死病人的生命。

  B.想想你将会拥有巨大的个人满足感。

  Ⅱ.它完全是安全的,并且不会疼痛。

  A.献血不会有一点损害。

  B.没有感染任何疾病的可能。

  Ⅲ.它很方便。

  A.它只需占用你几分钟的时间。

  B.免费的到医院的交通服务。

  例B:“赌场赌博在迈阿密应当合法”

  现在你看到了,使赌博在迈阿密合法化会给你和全城的居民都带来巨大的利益。

  Ⅰ.不需要增加销售税。

  A.这会使你在饭店的花费降低。

  B.这会使你在零售店的花费降低。

  Ⅱ.迈阿密的经济会改善。

  A.更多的钱会用来改善道路。

  B.更多的钱会用来改善公共公园和你喜欢的海滩。

  C.更多的钱会用来改善公共学校里孩子们的教学设备。

  第五步:准备一个让人印象深刻的结尾

  你要准备的最后一部分是结尾,它会提醒听众他们为什么要改变信仰、观点或行为。最有效的途径是让他们想到未来,并提示他们改变未来最好的方式是采取某种行为。

  例A:

  你或许现在很健康,但想想几个月后或几年以后,我们都知道这座城市的水会致我们于死地!如果有了家庭纯净水系统,你将不再担心会再次喝到污染的水,只需少于75美元的钱便可使你厨房的水龙头变成新鲜水源的海洋。今天就去为你的水池买一套纯净水系统吧。

  例B:

  做最好的你!只要想想看--在很短的几个星期后你就会拥有漂亮、苗条、健美的身体了。你走在街上回头率会很高的,记住马上去你当地的健身俱乐部登记吧。


概述说服性演讲

  下面的大纲表明了一篇说服性演讲的轮廓,注意下面的要素是如何包含其中的:

  1.在共同领域上的开头

  2.目标陈述

  3.正文

  4.总结

  5.印象深刻的结尾部分

  同样要注意是如何使用过渡把上述要素联在一起。

  1.共同领域上的开头

  你曾经计划去一个令人兴奋的地方度假,但又担心要花太多钱或是你可能一旦到了那儿又会厌烦吗?当我们计划假期时,总有这些顾虑。

  我们都想不花太多钱便得到奇遇、兴奋、美味的食品和舒适的旅馆!

  2.目标陈述

  为你的下个假期计划去中国承德旅行吧。

  过渡:你们可能会担心这种假期会花费很多,但你们会惊喜地发现并不是这样的。

  3.正文

  Ⅰ.到中国承德的旅行很便宜。

  A.许多航空公司都提供淡季打折。

  B.最好的旅店每晚只需25美元。

  C.每天你可以花少于5美元的钱吃到美味的三餐。

  D.当地的交通也很便宜。

  a.市里随处可见的人力车只需15美分。

  b.你可以租用自行车,每天几美分。

  过渡:你或许以为承德很丑陋,你在那儿会感到厌烦,让我向你保证事实决不是这样。

  Ⅱ.在承德有很多东西可看,很多事情可做。

  A.观赏世界上最美丽、最非凡的寺庙。

  a.喇嘛的普宁寺

  它是18世纪乾隆皇帝修建的。

  在其中有最大的观音菩萨木像。

  b.普乐寺

  建于1766年。

  它有惊人的双层梯形建筑。

  它有美妙的琉璃双层屋顶。

  c. 18世纪的普慈寺

  B.拍摄中国最美的园林。

  C.租一条游艇饱览湖景。

  D.购物狂欢。

  a.参观特别的店铺。

  b.承德的几种物产很有名。

  丝绸毛皮木雕漂亮的东方地毯

  过渡:有些人担心如果他们在中国的小城市生了病会找不到医生,这也是没必要忧虑的。

  Ⅲ.中国的医务也很不错。

  A.中国医院的医生会提供周到的照顾。

  B.在所有的城市都有许多当地的诊所。

  C.多种药物可供选择。

  a.一般的抗生药

  b.草药

  4.总结

  我希望我已经说服你们下次假期到中国的承德来。记住:

  Ⅰ.承德是一个不需花很多钱的地方。

  Ⅱ.你不会感到厌烦,因为这儿有很多可看可做的事物。

  Ⅲ.即使你生病,优质的医务随时提供。

  5.印象深刻的结尾

  你可以站在中国最强大的君主站过的地方,你会看到他们曾看到的相同景观。壮观的景象、清凉的微风以及清晰的声音都将会使你惊喜。你会发现这趟旅行真正的有所值。所以,赶快到旅行社去计划你的承德之行吧。
        风来疏竹,风过而竹不留声;
                   雁渡寒潭,雁去而潭不留影。
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12  发表于: 2004-04-01   
7: Effective Listening

 A PSYCHOLOGY PROFESSOR

  A Psychology Professor had dedicated his life to teaching and worked hard to prepare interesting lectures, yet he found his student sitting through his talks with glass-eyed expressions. To learn what was wrong, and also find out what was on his students-minds if they were not focusing on psychology, he would, without warning, fire a blank from a gun and then ask his students to record their thoughts at the instant they heard the shot. Here is what he found:

  20 percent were pursuing erotic thoughts or sexual fantasies. 20 percent were reminiscing about something or thinking about lunch.

 

 STAGES IN EFFECTIVE LISTENING

  Listening is the process of creating meaning from verbal and nonverbal messages. When we listen,we hear words and try to make sense of what we hear. Listening involves selecting, attending, understanding, and remembering. Let’s look at each of these four stages of the listening process in greater detail.

  1. Selecting

  Stop reading this book for a moment and take note of the sounds you hear. Do you hear the whir of an air conditioner or furnace, the wind, a ticking clock, voices, a car, a train, or a plane? You have the ability to select what you will listen to. Instead of listening to the noises around you, you can read this book and concentrate on the ideas in it, or you can focus on your own thoughts. When the time comes to deliver your speech to an audience, keep in mind that your potential listeners have the same choice. Your job as a speaker is to motivate them to select your message.

  2. Attending

  The sequel to selecting is attending. For most people, the average attention span while listening to someone talk is about eight seconds. When you select a sound, you attend to it; you focus on it. Even though you may pay attention to sound for only a fraction of a second, your mind must be focused on it for listening to occur. One of your key challenges as a public speaker will be to capture and hole the attention of your audience. What helps an audience listen to a message?

  ACTIVITY AND MOVEMENT An audience is more likely to listen to an action-packed message than to one that listlessly lingers on an idea too long. Incorporating meaningful movement /into/ your delivery and using visual aids also help hole an audience’s attention.

  CONCRETE WORDS AND IMAGES Effective speakers use words and images that the audience can visualize. Vividly describing a Shinto marriage ceremony will more likely hold an audience’s attention than will reciting research conclusions about marriage in Japan.

  ISSUES AND EVENTS CLOSE TO AN AUDIENCE To make an audience more concerned about the state of medical care, focus on the problems in the audience’s own community rather than on those in a large city a thousand miles away. People pay attention to what affects them directly.

  FAMILIAR IDEAS AND EVENTS Listeners can more easily summon up an image of something they have already seen than of something totally foreign. Referring to people, places, and events in the community that the audience has seen and heard can focus a listener’s attention.

  NEW, DIFFERENT, OR NOVEL IDEAS, ISSUES, AND EVENTS While this may seem to contradict the previous points, audiences can become intrigued with something new or unseen if you relate it to something that concerns them, their communities, or their families.

  STORIES THAT CREATE SUSPENSE Everyone likes a good story, especially one that keeps listeners on the edge of their seats. Whether the story is true or hypothetical, a well-told yarn can keep listeners tuned in.

  CONFLICT Stories that pit one side against another, and descriptions of opposing ideas and forces in government, religion, or interpersonal relationships foster attention. The Greeks learned long ago that the essential ingredient for a good play, be it comedy or tragedy, is conflict.

  HUMOR A fisherman went /into/ a sporting goods store. The salesperson offered the man a wonderful lure for trout: It had beautiful colors, eight hooks, and looked just like a rare Buckner bug. Finally, the fisherman asked the salesperson,“Do fish really like this thing?”

  “I don’t really know,”admitted the salesperson.“I don’t sell it to fish.”

  The speaker using this story could have simply said,“It’s important to know your audience.”Using a bit of humor makes the point while holding the listener’s attention.

  All of these factors help an audience pay attention. Your job as a speaker is to make sure that you incorporate these factors /into/ your speech, so your audience will not have to work hard to attend to your message.

  3. Understanding

  Boiled down to its essence, communication is the process of making sense out of the world and sharing that sense with others. Understanding is the process of making sense out of our experiences. To understand something, we assign meaning to the stimuli that comes our way.

  Although there is no single theory that explains how people make sense of the world, we do know that you understand what you hear by relating it to something you have already seen or heard. If you are talking about oxymoron’s (a combination of seemingly contradictory words in the same phrase) and your audience does not know what on oxymoron is, the best way to tell them is with an example that draws on their store of knowledge:“Efficient bureaucracy”would probably work. Your job as a speaker is to make sure your audience has the knowledge to understand what you are saying.

  4. Remembering

  How do you know whether someone listened to you or not? Most listening experts believe that you can find out whether someone has listened to you only by testing whether they can remember what they heard. Your geography professor determines how well you understand geography by testing you on the content of his of her lecture. But intentionally or not, the professor is testing your listening skill as well as your knowledge of geography.

  

PRINCIPLES OF EFFECTIVE LISTENINGE

  ffective listening is extremely important because you spend so much time listening. In fact, if you measured importance by the time you spend on an activity, listening would be your most important communication activity. Most of your communication time is spent in listening. You will improve your listening if you listen actively, for total meaning, with empathy, and with an open mind.

  1. Listen Actively

  The first step in listening improvement is to recognize that it is not a passive activity. You cannot listen without effort. Listening is a difficult process. In many ways it is more demanding than speaking. In speaking you control the situation; you can talk about what you like in the way you like. In listening, however, you have to follow the pace, the content, and the language of the speaker.

  The best preparation for active listening is to act like an active listener. Recall, for example, how your body almost automatically reacts to important news. Almost immediately you sit up straighter, cock your head toward the speaker, and remain relatively still and quiet. You do this almost reflexively because this is how you listen most effectively. This is not to say that you should be tense and uncomfortable, but only that your body should reflect your active mind. In listening actively:

  - Use the thought-speech time differential effectively. Because your mind can process information faster than the average rate of speech, there is often a time lag. Use this time to summarize the speaker’s thoughts, formulate questions, draw connections between what the speaker says and what you already know.

  - Work at listening. Listening is hard work so be prepared to participate actively. Avoid what James Floyd (1985) calls“the entertainment syndrome,”the expectation to be amused and entertained by a speaker. Combat sources of“noise”as much as possible. Remove distractions or other interferences (newspapers, magazines, stereos) so that your listening task will have less competition.

  - Assume there is value in what the speaker is saying, resist assuming that what you have to say is more valuable than the speaker’s remarks.

  2. Listen for Total Meaning

  The meaning of a message is not only in the words used, it is also in the speaker’s nonverbal behavior. Sweating hands and shaking knees communicate as surely as do words.

  The meanings communicated in a speech will also depend on what the speaker does not say. For example, the speaker who omits references to the homeless or to drugs in a speech on contemporary social problems communicates meaning by these very omission. Exactly what inferences listeners will draw from such omissions will depend on a variety of factors. Some possible inferences might be:

  - the speaker is poorly prepared- the speaker’s research was inadequate- the speaker forgot part of the speech- the speaker is trying to fool the audience by not mentioning this- the speaker is trying to cover up certain issues and thinks we won’t notice- the speaker thinks we are uninformed, stupid, or both

  As a listener, therefore, be particularly sensitive to the meanings that significant omission may communicate. As a speaker,recognize that most inferences that audiences draw from omissions are negative. Most such inferences will reflect negatively on your credibility and on the total impact of the speech. Be careful, therefore, to mention significant issues that the audience expects to be discussed. In listening for total meaning:

  - Focus on both verbal and nonverbal messages. Recognize both consistent and inconsistent“packages”of messages and take these cues as guides for drawing inferences about the meaning the speaker is trying to communicate. Ask questions when in doubt. Listen also to what is omitted.- See the forest, then the trees. Connect the specifics to the speaker’s general theme rather than merely remembering isolated facts and figures.- Balance your attention between the surface and the underlying meanings. Do not disregard the literal (surface) meaning of the speech in your attempt to uncover the more hidden (deep) meanings.

  3. Listen with an Open Mind

  Listening with an open mind is difficult. It is not easy to listen to arguments attacking your cherished beliefs. It is not easy to listen to statements condemning what you fervently believe. Listening often stops when such remarks are made. Yet it is in these situations that it is particularly important to continue listening openly and fairly. In listening with an open mind:

  - Avoid prejudging. Delay both positive and negative evaluation until you have fully understood the intention and the content of the message being communicated.- Avoid filtering out difficult, unpleasant, or undesirable messages.

  - Avoid distorting messages through oversimplification or leveling, the tendency to eliminate details and to simplify complex messages to make them easier to remember.- Recognize your own biases; they may interfere with accurate listening and cause you to distort message reception through assimilation, the tendency to interpret what you hear (or think you hear) in terms of your own biases, prejudices, and expectations. Biases may also lead to sharpening - when an item of information takes on increased importance because it seems to confirm your stereotypes or prejudices.
        风来疏竹,风过而竹不留声;
                   雁渡寒潭,雁去而潭不留影。
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13  发表于: 2004-04-01   
第七章: 有效倾听
 

 一个心理学教授

  一个心理学教授花费一生的时间来教授并致力于如何准备有趣的演讲,但他却发现听他课的学生常常两眼发直,注意力不集中。为了搞清楚到底哪儿出了问题,并想知道学生们如果不能专注于心理学,那他们到底在想些什么。他在完全没有警告的情况下突然开了一枪,然后他让学生们记下他们在听到枪响的那一刻的想法。下面是他发现的结果:20%的人正在做某种性幻想;20%的人正在回忆往事或正在想他们的午餐。

  

有效倾听的阶段

  听是一种从有文字和无文字的信息创造出含义的过程。当我们听的时候,我们将听到的文字变得有意义,倾听包括选择、倾听、理解和记忆。下面让我们具体来看这四个阶段:

  1.选择阶段

  停止阅读本书,用你的耳朵仔细听一下细微的声响,你听到空调、火炉、微风、滴答的钟声、话语、汽车、火车或飞机的声音了吗?你有能力选择你要听的东西,不再听这些你周围的噪音。你重新阅读本书并关注其中的观点或关注你自己的想法,当轮到你做演讲的时候,要记住你的潜在听众与你有同样的选择,作为演讲者你要做的是刺激他们选择你的信息。

  2.注意阶段

  选择的下一步是倾听。对许多人来说,听某人演讲的一般注意力集中时间为8秒钟。你选择了一种声音后,便会去倾听去关注它,即使你可能对一种声音只关注短短的1秒钟,但你也必须关注它,因为倾听已经发生了。作为演讲者你面临的最大挑战是抓住听众的注意力,什么可以帮助听众倾听信息?

  (1)行为和动作:听众更喜欢听到有动作包装的演讲,而不爱听那些无精打采地在一

  (2)个问题上徘徊不前的演讲,有意义的动作和可视的辅助物能够帮你抓住听众注意力。

  (2)生动具体的单词和比喻:有影响力的演讲者使用那些让听众有想像空间的单词和比喻,生动地描述日本神道婚典要比单纯地引述日本婚姻调查结论更能抓住听众注意力。

  (3)与听众接近的事件和问题:为了让听众更加关注国家的医疗状况,把聚焦点放在听众本社区的问题要比放在几千英里外的一个大城市要好得多,人们总是注意那些会有直接影响的事物。

  (4)熟悉的思想和事件:听众很容易便会想到的是他们曾亲眼见过的事物,而不是陌生的事物,引用听众所在社区的人、地点和事件作为例证会吸引听众注意力。

  (5)新鲜,与众不同的事件问题:这点看起来与前面几点是相矛盾的,但听众很容易对那些与他们本身、他们的社区或他们的家庭有关的新鲜事物感兴趣。

  (6)造悬念的故事:每个人都喜欢好听的故事,特别是那种引人入胜的故事。不管它是真实的还是虚构的,一桩好听的奇谈总能让听众认真倾听。

  (7)冲突:故事中两方的对抗,以及对政府、宗教或人与人之间相反意见和力量的冲突总能吸引注意力。希腊在很早以前就已经知道,一出戏剧,不管它是悲剧还是喜剧,冲突都是必备要素。

  (8)幽默:一个渔民去了一家体育用品商店,售货员向他推荐了一种极好的钓鲑鱼的诱饵:它有美丽的色彩,有八个钩,看上去就像鲑鱼爱吃的一种小虫。最后,这个渔民问售货员:“那些鱼真的喜欢这种诱饵吗?”

  “我真的不知道”,售货员回答,“我没向鱼卖过它。”

  演讲者用这个故事想简单地说明“了解你的听众是很重要的。”在幽默的同时抓住了听众的注意力。

  所有这些要素都有助于吸引听众的注意。作为演讲者,你的任务是将这些要素用于你的演讲中,让你的听众不需要太费劲便能倾听你的信息。

  3.理解阶段

  从实质上讲,交流就是认识世界并与他人分享的过程。理解是从经验获知意义的过程,为了理解,我们给刺激我们的事物赋予意义。

  尽管还没有一种理论可以解释人们是如何认识世界的,但我们都知道你是通过把你听到的东西与你以前听到的联系在一起来理解它的。如果你在谈论矛盾修饰法(在同一个词组中看起来矛盾的单词的组合),而你的听众不明白它是什么,最好的办法是用他们已有的知识举个例子,比如“有效的官僚作风”。作为演讲人,你要确保你的听众所拥有的知识足以理解你的演讲。

  4.记忆阶段

  你怎样才能知道一个人是否在听你的演讲呢?许多专家认为你可以通过检测他是否记住了你讲的内容来得到答案。你的地理教授通过测试你对他讲座内容的记忆程度来得知你理解了几分,但不管是不是故意的,教授在测试你地理知识的同时也测试了你的倾听技巧。


有效倾听的原则

  由于你花费很多时间用来倾听,有效的倾听是很重要的。事实上,如果以你花费时间的长短来衡量一种行为的重要性,那么倾听或许是你最重要的社会行为了,你大部分的交流时间都花在倾听上。如果你带着感情和开放思维积极主动倾听全部演讲时,你将改善你的倾听效果。

  1.积极倾听

  改善倾听效果的第一步是认识到这不是一种被动的行为,你不能不作努力地倾听。听是一个困难的过程,在很多方面它比说要吃力。在说的过程中,你可以控制局面,可以按自己的方式说话。但在倾听时,你必须跟随着演讲者的速度、内容和语言走。

  积极倾听最好的准备是扮演一个主动的听众。比如,想一想在听到重要新闻时你的身体会自动做出什么反应。你会几乎立刻就坐直了,你的头倾向演讲者,并且保持着相对的静止和安静。你几乎是下意识地这样做,因为这是你最有效收听的方式,但这并不表明你紧张和不舒服,只是你的身体应当反映你主动的思维。在主动倾听时:

  -要有效地使用思想和语气之间的时间差。由于你的思想接受信息要比语言的一般速度快,通常有一个时间间隔。利用这个时间总结一下演讲者的想法,提出问题,并将他所说的与你已知的连在一起。

  - 下些功夫倾听,听是一项困难的工作,所以要准备好主动积极地参与进去。要避免弗洛伊德(1985)所谓的“娱乐并发症”,它表现为期待演讲者使听众发笑、娱乐听众。要尽可能地与“噪音”源做斗争,拿走分散注意力或干扰的物品(报纸、杂志、音响)。这样你的倾听任务才不会受到太多挑战。

  - 要承认演讲者所说的是有价值的,而不要认为你比他强。

  2.倾听全部意思

  不仅仅是文字才有含义,演讲者的行为动作也是有意义的。出汗的手掌心和发抖的双膝与文字一样有含义。

  有时从演讲者没有说的话中也可以看到一些含义,比如:演讲者没有提到现实社会问题中的无家可归和吸毒问题,这也传达了一些含义。听众从这种省略中得到的提示要取决于几种原因,一些可能的原因是:

  - 演讲者准备不充分

  - 演讲者调整做得不够

  - 演讲者忘了演讲的一部分

  - 演讲者想愚弄听众

  - 演讲者试图掩盖一定的问题并认为我们不会注意

  - 演讲者认为我们没有学问,愚蠢

  因此,作为听众要对这种有意义的省略所传达的意思很敏感;作为演讲者则要意识到听众从省略中得到的提示大部分都是负面的,这会影响你的信任度和演讲的整个效果,所以对于听众期待讨论的有意义的问题不要回避。在倾听全部意思时:

  - 要关注文字或无文字的信息,前后一致或前后不连贯的信息,并把这些作为线索来帮助你获取演讲者想要传达之意,有疑问时就提出问题,同样也要注意听什么被省略了。

  - 先见森林,再见树木。将具体事件与演讲者的主题联系起来,不要只记下那些孤立的事实和数据。

  - 将你的注意力在表面与隐含意思之间保持平衡,不要为了揭示隐含意义而忽视了表面的意义。

  3.带着宽容的思想倾听

  带着宽容的思想倾听是很难的。让你保持倾听那些攻击或诋毁你宝贵忠诚的信仰的演讲是很难的。听到这些话语,听的过程可能会中断,尽管在这种情况下,继续公正、宽容地倾听是显得更为重要的。在这个过程中:

  - 要避免过早作出判断,等到你完全理解了演讲的意图和内容后,再作出正面或负面的判断。

  - 要避免将困难的、令人不悦的或不满意的信息筛选出来。

  - 要避免通过过度简化和粗化而曲解信息,不要去掉细节和简化复杂的信息而使它们易于记忆。

  - 意识到你自己的偏见,它们会干扰你的倾听并使你通过同化来错误地接受信息,不要将你听到的(或认为你听到的)以你自己的偏见、歧视和期望来理解,偏见往往会起到加强作用,即你听到的信息看起来会加强你的思维模式或意见。
        风来疏竹,风过而竹不留声;
                   雁渡寒潭,雁去而潭不留影。
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14  发表于: 2004-04-02   
8: Non-Verbal Communication in a Speech

  Visualize yourself in this situation: you are giving a presentation to a customer group. In the room there are about ten people, not including yourself. Sitting at the head of a long conference table is the senior member of the group. She is the decision maker. You begin your presentation and you focus your attention on the boss. After all, she’s the one you have to convince, right?

  As you proceed, you notice that the boss is paying close attention. She is watching you and occasionally, you see her nod her head at you and indicate that you have made a good point.

  You think to yourself:“Hot dog! The boss is on my side!”

  As you continue your presentation, you say something that seems to bother the person sitting mid-table, a few seats down to the left of the boss. This guy is in clear view of the boss at all times. The person reacts, but does not say anything. You don’t notice his reaction because you are so mesmerized by the fact that the boss agrees with you that you can’t take your eyes off her.

  You finish your presentation with a flourish and say:“Well, what do you think?”(You secretly giggle to yourself because you already know the answer. You are going to get the deal and you’re already planning the celebration!)

  In a split second the boss glances over at our friend at mid-table. He looks back at her and gives a single, slight shake of the head. She looks back at you and says:

  “We really appreciate your coming to visit us this morning. We will take what you have to say under consideration and someone will get back to you. Thank you so much for joining us.”

  “Now, what’s next on the agenda?”

  In complete shock your wonder:“What the heck happened!?”

  Here’s what happened:

  You blew it!

  You missed the opportunity!

  They’re not going to ever call you back!

  They just kissed you off!

  You snatched defeat form the jaws of victory!

  How could this have happened? Everything seemed to be going fine! What went wrong?

  Here’s what went wrong:

  You weren’t watching what was going on in the room so you missed the nonverbal dialogue.

  We have learned every procedure to make a successful speech. But you still may have a number of specific questions about enhancing the effectiveness of your delivery. Typical concerns include these:“What do I do with my hands?”“Is it all right to move around while I speak?”“How can I make my voice sound interesting?”While these concerns may seem overwhelming, presenting a well-prepared and well-rehearsed speech is the best antidote to jitters about delivery. To help answer specific questions about presenting a speech, we will consider three major categories of nonverbal behavior that affect delivery: body language, eye contact, facial expression.

 

 BODY LANGUAGE

  Gesture, movement, and posture are the three key attributes of physical delivery, or body language. Your body language will influence whether your audience sees you as credible and competent. It also helps determine whether you successfully gain and hold audience interest. A good public speaker knows how to use effective gestures and maintain an appropriate posture while speaking to an audience.

  1. Functions of Gestures

  If you don’t know what to do with your hands, think about the message you want to communicate. As in ordinary conversation, your hands should simply help emphasize or reinforce your verbal message. Specifically, note the following ways in which your gesture can lend strength to what you have to say: (1) repeating, (2) contradicting, (3) substituting, (4) complementing, (5) emphasizing, and (6) contradicting.

  Repeating. Gestures can help you repeat your verbal message. For example, you can say,“I have three major points to talk about today,”while holding up three fingers. Or you can describe an objects as twelve inches long while holding your hands about a foot apart. Repeating what you say through nonverbal means can reinforce your message.

  Contradicting. Since your audience will sooner believe what you communicate nonverbally than verbally, you need to monitor your gestures to make sure that you are not contradicting what you say. It is difficult to convey an image of control and confidence by using flailing gestures and awkward poses. You dont want to display behavior that will conflict with your intended image or message, not do you want to appear stiff and self-conscious. So the crucial thing to keep in mind while monitoring your own behavior is to stay relaxed.

  Substituting. Not only can your behavior reinforce or contradict what you say, but your gestures can also substitute for your message. Without uttering a word, you can hold up the palm of your hand to calm a noisy crowd. Flashing two fingers to form a V for victory or raising a clenched fist are other common examples of how gestures can substitute for a verbal message.

  Complementing. Gestures can also add further meaning to your verbal message. A politician who declines to comment on a reporter’s question while holding up her hands to augment her verbal refusal, uses her gesture to complement or provide further meaning to her verbal message.

  Emphasizing. You can give emphasis to what you say by using an appropriate gesture. A shaking fist or a slicing gesture with one or both hands help emphasize a message. So does pounding your fist /into/ the palm of your hand. Other gestures can be less dramatic but still lend emphasis to what you say. You should try to allow your gestures to arise from the content of your speech and your emotions.

  Regulating. Gestures can also regulate the exchange between you and your audience. If you want the audience to respond to a question, you can extend both palms to invite a response. During a question-and-answer session, your gestures can signal when you want to talk and when you want to invite others to do so.

  2. Using Gestures Effectively

  Turn-of-the-century elocutionists taught their students how to gesture to communicate specific emotions or messages. Today teachers of speech act differently. Rather than prescribe gestures for specific situations, they feel that it is more useful to offer suitable criteria (standards) by which to judge effective gestures, regardless of what is being said. Here are some guidelines that you can think about when working on your delivery.

  Stay natural. Gestures should be relaxed, not tense or rigid. Your gestures should flow with your message. Avoid sawing or slashing through the air with your hands unless you are trying to emphasize a particularly dramatic point. The pounding fist or raised forefinger in hectoring style will not necessarily enhance the quality of your performance.

  Be definite. Gestures should appear definite rather than as accidental brief jerks of your hands or arms. If you want to gesture, go ahead and gesture. Avoid minor hand movements that will be masked by the lectern.

  Use gestures that are consistent with your message. Gestures should be appropriate for the verbal content of your speech. If you are excited, gesture more vigorously. But remember that predeceased gestures that do not naturally arise from what you are trying to say are likely to appear awkward and stilted.

  Vary your gestures. Strive for variety and versatility in your use of gesture. Try not to use just one hand or one all-purpose gesture. Gestures can be used for a variety of purposes, such as enumerating, pointing, describing, and symbolizing an idea or concept (such as clasping your hands together to suggest agreement or a coming-together process).

  Don’t overdo it. Gestures should be unobtrusive; your audience should focus not on the beauty or appropriateness of your gestures but on your message. Your purpose is to communicate a message to your audience, not to perform for your listeners in such a way that your delivery receives more attention than your message.

  Coordinate gestures with what you say. Gestures should be well times to coincide with your verbal message. When you announce that you have three major points, your gesture of enumeration should occur simultaneously with your utterance of the word three. It would be poor timing to announce that you have three points, pause for a second or two, and then hold up three fingers.

  Make your gestures appropriate to your audience and situation. Gestures must be adapted to the audience. In more formal speaking situations, particularly when speaking to a large audience, bolder, more sweeping, and more dramatic gestures are appropriate. A small audience in a less formal setting calls for less formal gestures.

  In summary, keep one important principle in mind: Use gestures that work best for you. Don’t try to be someone that you are not. Jesse Jackson’s style may work for him, but you are not Jesse Jackson. Your gestures should fit your personality. It may be better to use no gestures - just comfortably put your hands at your side - rather than to use awkward, distracting gestures or to try to counterfeit someone else’s gestures. Your nonverbal delivery should flow from your message.

 

 EYE CONTACT

  Of all of the delivery features discussed in this chapter, the most important one in a public speaking situation for North Americans is eye contact. Eye contact with your audience opens communication, makes you more believable, and keeps your audience interested. Each of these functions contributes to the success of your delivery. Eye contact also provides you with feedback about how your speech is coming across.

  Most audiences in the United States prefer that you establish eye contact with them even before you open your speech with your attention-catching introduction. When it’s your time to speak, walk to the lectern (or the front of the audience if you’re not using a lectern), pause briefly, and look at your audience before you say anything. Eye contact nonverbally sends the message,“I am interested in you; tune me in; I have something I want to share with you.”You should have your opening sentence well enough in mind that you can deliver it without looking at your notes or away from your listeners.

  Try to establish eye contact with the entire audience, not just with the front row or only one or two people. Look to the back and front and from side to side of your audience, selecting an individual to focus on and then moving on to someone.

 

 FACIAL EXPRESSION

  Media experts today doubt that Abraham Lincoln would have survived as a politician in our appearance-conscious age of telegenic politicians. His facial expression, according to those who saw him, seemed wooden and unvaried.

  Your face plays a key role in expressing your thoughts, and especially your emotions and attitudes. Your audience sees your face before they hear what you are going to say. Thus, you have an opportunity to set the emotional tone for your message before you start speaking. We are not advocating that you adopt a phony smile that looks insincere and plastered on your face, but a pleasant facial expression helps establish a positive emotional climate. Your facial expression should naturally vary to be consistent with your message. Present somber news with a more serious expression. To communicate interest in your listeners, keep your expression alert and friendly.

  Although we are technically capable of producing over 250,000 different facial expressions, we most often express only three primary emotions: happiness, anger, blend of expressions rather than communicator of a single emotion. According to cross-cultural studies by social psychologist Paul Ekman, the facial expressions are able to read your emotional expressions clearly. When you rehearse your speech, note whether you are allowing your face to help communicate the emotional tone of your thoughts.
        风来疏竹,风过而竹不留声;
                   雁渡寒潭,雁去而潭不留影。
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第八章: 演讲中的非语言交流
  想像你处在这样一种情境中:你正在对一个顾客组做演讲,你面对着10个人,不包括你自己。坐在长会议桌首席的是这个组的领导,她是决策制定人。你开始了讲演并以这个老板为焦点,毕竟,她是你必须要说服的人,对吗?

  在你演讲的过程中,你注意到老板的注意力很集中。她注视着你,并时不时地点一下头,这表明你的观点很不错。

  你暗暗想到:“噢!老板同意我的看法。”

  你继续着,你说的一些东西似乎触犯了坐在桌子中部与老板相隔几个座位的一个人,他总在老板的视野之内,这个人虽有反应但却没说什么,你也不在意他的反应,因为你已经着迷于老板对你的赞同,你是不能把视线从她身上移走的。

  你做了精彩的结尾,然后问道:“好吧,你们怎么认为?”(你窃笑着,因为你已经知道答案了,你会做成生意并已在计划庆祝活动了!)

  老板侧眼看了几秒钟坐在中部的那个人,他仅仅只做了一个轻微的摇头动作,然后,老板对你说:

  “我们很感激你今早的到来,我们会考虑你的意见的,有人会回复你。感谢你参加我们的会议。

  “下面一项是什么?”

  你很惊讶并想知道:“到底发生了什么?”

  下面就是发生的事实:

  你把演讲搞砸了!

  你错过了机会!

  他们不会再给你打电话!

  他们解雇了你!

  你与成功擦肩而过!

  怎么会这样?一切都进行得很好,哪儿出错了?

  下面就是你的错误所在:

  你没有观察房间里发生的一切,所以你错失了非语言交流。

  我们已经学到了做一个成功演讲的每个步骤,但你仍然会有许多关于如何加强你发言有效性的疑问。典型的问题有:“我的手该放在哪里?”“发言时走来走去好吗?”“我怎样才能使自己的声音听起来更有趣?”这些问题看起来是无穷无尽的,充分的准备和排练才是医治演讲紧张的特效药。为了帮助解答演讲的具体问题,我们将影响发言的无文字行为分为三大类型:肢体语言、眼神交流、面部表情。

 

 肢体语言

  手势、走动和姿势是肢体语言的三个主要因素,你的肢体语言影响到你的听众是否认为你是可信的、能干的,它还有助于你是否能成功吸引并抓住听众的兴趣。一个优秀的公共演说家知道在演讲的过程中如何有效地使用手势和姿势。

  1手势的作用

  如果你不知道自己的手该怎样做,考虑一下你想传达的信息,就像在日常交谈中,你的手用来帮助强调或加强文字语言信息。具体地来说,在以下方面你的手势会对你有所帮助:(1)重复,(2)冲突,(3)代替,(4)补充,(5)强调,(6)规范。

  (1)重复。手势有助于你重复语言信息。例如,你可以说:“今天我要说的主要有三点,”同时举起三根手指。或者你描述一个物体有12英寸长时,可以用你的手比划出大概长度。通过手势重复你的话会加强你的信息。

  (2)冲突。由于听众会更直接明白你无语言的信息,所以你要时刻调节自己的手势以确定没有与你说的话发生冲突,使用甩动的手势和笨拙的姿势很难塑造有控制能力、自信的形象。你不会想要展示那些与你的理想形象和信息相冲突的行为动作,也不想表现得僵硬和羞怯,所以最重要的一点是在监督自己手势的同时要保持轻松状态。

  (3)代替。你的动作不仅会加强信息或与信息冲突,它还可以代替你的信息,不用说话。你举起两个手掌便可以平息噪乱的人群,举起两个手指做成“V”字状或举起一个紧握的拳头是可以代替成功意思的手势。

  (4)补充。手势还可以给你的语言信息增加更多的含义。一个政治家在谢绝回答记者提问时会举起双手,使用这种手势来补充或提供比语言信息更多的含义。

  (5)强调。你可以通过使用适当的手势来强调你要说的话,一只摇动的拳头、一只或两只手、一个切下去的手势都有助于强调信息,还有一种将拳头击手掌的手势也可起到相同作用。其他的手势虽然没有这么戏剧化但也会加强你的信息,你应当根据你演讲的内容和感情来使用手势。

  (6)规范。手势还可以规范你与听众之间的交流,如果你想让听众回答问题,你可以伸开两个手掌欢迎回答。在这一问一答的环节中,当你想发言或想让别人发言时,你的手势可以起到信号作用。

  2有效地使用手势

  本世纪(20世纪)之初的雄辩家教他们的学生如何通过手势来传递特定的感情和信息。今天,讲演老师做的各有不同,不仅仅要规定特定情境的手势,他们还以为有必要提供一种标准来判断手势是否有效。下面是一些对你发言中手势运用的指导:

  保持自然状态。手势要轻松,不要紧张或僵硬。手势应当与信息保持一致,除非你是在强调一个特别戏剧化的要点,否则不要用手在空中乱划乱砍。砸拳或竖起食指的手势带有威吓的含义,它对提高你表演的质量是无意义的。

  要明确清晰。手势必须要明确,不能看起来像是你的手或胳膊的暂时抽筋。如果你想做手势就尽管去做,避免做那种被演讲台掩盖的微小的手的动作。

  使用与你的信息一致的手势。手势应当与演讲的语言内容相吻合。如果你很兴奋,手势要做得更有力一些,但要记住如果不根据你话语的意思而过早地做手势会让你看起来尴尬和僵硬。

  使你的手势多样化。使用手势时追求多样性和多面性,不要只使用一只手或只做单一的手势。做手势的目的多种多样,比如列举、强调、描述和表达一种想法或观点(如互握双手表示一种赞同或一种需要合作的过程)。

  不要滥用手势。手势不应该太引人注目,你的听众关注的并不是你的手势是否美观或合适,而是你的信息。你的目的是向听众传递信息,而不是让你的表演得到比信息更多的关注。

  使用时与你的演讲相协调。手势应当适时地与你的语言信息相配合,当你说到有三点时,你列举的动作应当在你说到“三”的时候同时做出。如果你说完三点后又停顿了一两秒才竖起三根手指,那就糟糕了。

  使手势适合于你的听众和当时的情境。手势必须适合听众。在许多正式的演讲场合,特别是向一大群听众演讲时,更大胆、更大幅度的、更戏剧性的手势比较合适,而非正式情境下小范围内的听众则适合较为不正式的手势。

  总的来说,记住一条重要的原则:使用那些最有效的适合你的手势,不要试图让自己成为另外一个人。耶西·杰克逊的风格或许会对你有用,但你毕竟不是耶西·杰克逊。你的手势应与你的性格相配,或许不做任何手势--只是轻松地将手放在两边--要比做笨拙、令人分心的手势或模仿别人的手势好得多。你的手势应根据你的演讲内容而做。

 

 眼神交流

  在本章讨论过的所有演讲特点中,对北美人来说,在公共演讲场所最重要的一点是眼神的交流。与听众的眼神交流开拓了交流局面,使你更可靠,并保持了听众的兴趣。这些作用每一个都有助于你演讲的成功。眼神交流还可以让你得到观众对你演讲效果的反馈。

  许多美国的听众更喜欢在你开始演讲之前便与他们进行眼神的交流。当轮到你演讲时,走上讲台(如果没有讲台就走到听众的前面),暂停一下,在讲话之前先看一下你的听众,眼神交流无声地传送信息。“我对你们很感兴趣,请听我说,我有一些东西想和你们分享。”你应该记住你的开场白句子,这样你才能不需要看笔记或将视线移离听众便开始发言。

  要与所有的听众都建立眼神的交流,而不仅仅是盯着前排或一两个听众。前后左右地环视你的听众,选择一个人作为焦点,然后再换另一个人。

  

面部表情

  媒体专家们对亚伯拉罕·林肯如果活到今天是否成为一个适于广播电视的政治家表示怀疑,见过他的人都说他的面部表情看起来很僵硬并保持不变。

  你的脸在表达你的思想特别是你的感情和态度时扮演着重要的角色。你的听众在听到你说话之前看到你的脸,所以,你就有机会在讲话前给你的演讲确定一种有感情的语调。我们不提倡你采用那种看似不真诚或做作的虚伪的微笑,但令人愉快的面部表情则会帮你营造一个主动的感情的氛围。你的面部表情应当自然地与信息相配合地作出相应改变,说到严肃的问题时要有更严肃的表情,与听众谈判兴趣时则要保持机敏、友好的表情。

  尽管我们能够技术地做出250,000种不同的面部表情,但一般我们只能表达三种主要的表情:高兴、生气、不只是一种表情的混合表情。根据社会心理学家保罗·埃克曼交叉文化的研究,面部表情能清晰地反应你的情感表达。当你在排练讲演时,注意你的面部表情是否有助于表达你思想的感情基调。
        风来疏竹,风过而竹不留声;
                   雁渡寒潭,雁去而潭不留影。
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9: Thinking on Your Feet


 WHAT IS AN IMPROMPTU SPEECH

  Thinking is something people do all day long.“Thinking on your feet”means being able to organize one‘s ideas quickly and speak about a subject without advance time to prepare. This type of speech is often called an impromptu speech.

  When do we make impromptu speeches? We make them all the time. Most of our conversations with friends, parents, teachers, and employers answering questions, giving opinions, or sharing knowledge about the many topics we discuss with people on a daily basis. As you can see, you already have experience giving impromptu speeches.

  In this chapter, you will learn how to think on your feet and give short speeches without advance preparation.

 

 ORGANIZING AN IMPROMPTU

  SPEECH Perhaps the most important tip for giving impromptu speeches is to be prepared. You can often predict when you might be asked to say a few words. Chances are small that you’ll be asked to speak on a topic you know nothing about. However, if you’re going to a meeting and you’re an expert on the subject under discussion, you’ll probably be asked to say a few words.

  The next most important tip is to take a few seconds to organize your thoughts before you begin speaking–don’t start speaking without some idea of what you’ll say, only to stop and struggle for words. Experienced speakers use a variety of techniques to help them quickly organize what they plan to say. Here’s one good approach adapted from the critical thinking skills that debaters develop. It takes only a few seconds in most cases.

  (1) Identify the single most important idea you plan to communicate.

  (2) Identify two or three support points for that single idea.

  (3) Piece together an opening sentence, preferably one that ties what has just gone on in the room with what you’re going to say.

 

 OUTLINING AN IMPROMPTU SPEECH

  When preparing for an impromptu speech, it can be helpful to create an outline for your ideas. This outline can be a real outline, which you write on paper, or a mental outline, which you keep in your head. When you create an outline, try to choose an organizational pattern that fits your topic. When Marco was asked to give an impromptu speech on“Addictions,”he divided the topic /into/ several parts. Notice how he used the pattern of related subtopics in the outline that follows.

  Example: Marco’s Outline

  Introduction

  Ⅰ. I’ll bet everyone in this room knows an addict! That’s right, I said addict. Before you get angry, please let me explain.

  Ⅱ. When we hear the word addiction, we usually think of harmful substances like drugs or alcohol. We forget there are many other kinds of addictions. I’d now like to remind you of some.

  Body

  Ⅰ. Television addictions

  A. Soap operas

  B. Detective shows

  C. Sports

  (1) Football

  (2) Baseball

  (3) Wrestling

  Ⅱ. Book addictions

  A.Romance novels

  B. Mysteries

  C. Science fiction

  Ⅲ. Eating addictions

  A.Ice cream

  B. Chocolate

  Ⅳ. Other addictions

  A. Shopping

  (1) Clothes

  (2) CDs

  (3) Antiques

  B. Hobbies

  (1) Stamp collecting

  (2) Photography

  C. Sports

  (1) Golf

  (2) Jogging

  (3) Swimming

  Conclusion

  Ⅰ. As you can see, not all addictions are bad for you. And, much to your surprise, you probably know someone who is an addict!

  Ⅱ. What kind of addict are you?

 

 GUIDELINES FOR IMPROMPTU SPEECH

  It’ll happen sooner or later in life, so you might at well get ready for it, sometime, somewhere, a finger will point your way, and you’ll be asked to get up and say a few words. Here are some principles to help turn these potentially embarrassing situations /into/ positive opportunities.

  Consider your audience. Just as you have learned to do in other speaking situations. When you are called on for impromptu remarks, think first of your audience. Who are the members of your audience? What are their common characteristics and interests? What do they know about your topic? What do they expect you to say? What is the occasion of your speech? A quick mental check of these questions will help ensure that even impromptu remarks are audience-centered.

  Be brief. When you are asked to deliver an off-the-cuff speech, your audience knows the circumstances and will not expect or even want a lengthy discourse. One to three minutes is a realistic time frame for most impromptu situations. Some spur-of-the-moment remarks, such as press statements, may be even shorter.

  Organize. Even off-the-cuff remarks need not falter or ramble. Effective impromptu speakers still organize their ideas /into/ an introduction, body, and conclusion. Consider organizing your point using a simple organizational strategy such as chronologicalsgroupsor a topical pattern. A variation on the chronological pattern is to use the past, present, future model of addressing an issue. This pattern is well known to students who compete in impromptu speaking contests. The speaker organizes the impromptu speech by discussing (1) what has happened in the past, (2)what is happening now, and (3) what may happen in the future.

  Speak honestly, but with reserve, from personal experience and knowledge. Because there is no opportunity to conduct any kind of research before delivering an impromptu speech, you will have to speak from your own experience and knowledge. Remember, audiences almost always respond favorably to personal illustration, so use any appropriate and relevant ones that come to mind. Of course, the more knowledge you have the subject to be discussed, the easier it will be to speak about it off the cuff. But do not make up information or provide facts or figures about which you are not certain. An honest“I dont know”or a very brief statement is more appropriate.

  Be cautious. No matter how much knowledge you have, if your subject is at all sensitive or your information is classified, be careful when discussing it during your impromptu speech. If asked about a controversial topic, give an honest but noncommittal answer. You can always elaborate later, but you can never take back something rash you have already said. It is better to be cautions than sorry!
        风来疏竹,风过而竹不留声;
                   雁渡寒潭,雁去而潭不留影。
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第九章: 即席演讲
 

 什么是即席演讲

  思考是人们每天都要做的一件事情。“现场站立思考”是指能够快速组织自己的观点,不要提前准备便能针对某个主题发表演讲,这种类型的演讲常常被称为即席演讲。

  我们什么时候要做即席演讲?随时随刻。我们与朋友、父母、老师以及老板的日常交谈、回答问题、发表意见或是分享知识的过程中,都有即席演讲的成分。就像你看到的,事实上你已经有过做即席演讲的经验了。

  在本章中,你会学到如何现场站立思考和如何不做任何准备地发表短小的演说。

 

 组织一篇即席演讲

  或许即席演讲最重要的一个秘诀是要随时做好准备,你应该能够预先通知自己将要发言。那种要求你对一天所知的主题做演讲的机会是微乎其微的,但如果你去参加某个会议而你又是讨论的问题方面的专家,你就很有可能被要求发言。

  另一个重要的秘诀是在开始演讲前要拿出几秒钟的时间组织一下自己的思想,不要头脑空空地便开始,否则你会因为选择一个合适的词语而常常停下来。有经验的演讲者使用不同的技巧来帮助他们快速组织想说的话。下面是一些有经验的辩论者总结出的一个很好的方法,在大多数情况下,它只需用几秒钟的时间。

  (1)明确你想传达的最重要的一个观点。

  (2)对这一观点想出两或三条支持论据。

  (3)开场白句子最可能把房间里刚发生的事和你想说的联系在一起。

  

列出即席演讲的大纲

  在准备即席演讲时,列出一个你思想的大纲是很有帮助的。这个大纲可以写成一个真正的大纲,你把它写在纸上,或者也可以是头脑中的一个大纲,你只是把它记在心里。在概括要点的时候,尽量选择一种适合你主题的有组织的模式。举个例子,马可要做一个关于“嗜好”的即席演讲,他将这个主题分成了几部分,注意下面他在大纲中是如何运用有关联副主题模式的。

  例子:马可的大纲

  导语:

  Ⅰ.我敢打赌在座的每个人都认识一个瘾君子!是的,我说的是瘾君子。在你们生气前,请先听我解释。

  Ⅱ.当我们听到“嗜好”这个词时,一般总是将它与毒品或酒精等有害物质联系在一起,我们忘了其实还有其他很多种嗜好,现在我就要提到一些。

  正文:

  Ⅰ.电视方面的嗜好

  A.肥皂剧B.侦探剧C.体育(1)足球

  (2)棒球

  (3)摔跤

  Ⅱ.书本方面的嗜好

  A.爱情小说B.侦探小说C.科幻小说

  Ⅲ.饮食方面的嗜好

  A.冰激凌B.巧克力

  Ⅳ.其他的嗜好

  A.购物(1)衣服

  (2)CD

  (3)古董B.业余爱好(1)集邮

  (2)摄影

  C.体育(1)高尔夫

  (2)慢跑

  (3)游泳

  结尾:

  Ⅰ.现在你明白了,并不是所有的嗜好都是坏的。并且,让你吃惊的是你可能就认识一个瘾君子。

  Ⅱ.你是哪种瘾君子呢?

  

即席演讲的指导原则

  即席演讲在你的生活中迟早会出现的:某一时刻,某一地点,一个手指会指向你,你必须站起来说点什么,所以你最好早做准备。下面是一些原则,它或许有助于把这种潜在的尴尬局面转化为主动的局面。

  考虑你的听众。与你学过的其他演讲一样,当你要做即席演讲时,先考虑你的听众。你的听众中包括一些什么人?他们的共同特征和兴趣爱好是什么?关于你的主题他们了解多少?他们期望你说些什么?你演讲的起因是什么?对这些问题快速地考虑一下,就会保证你的即席演讲以听众为中心。

  简短。当要求你做即兴演讲时,你的听众已经知道背景并且不期望你的话太长。1到3分钟比较合适,一些即席演讲,比如媒体声明,应该更短一些。

  组织。即使是即兴演讲也不要支支吾吾或拖长音。好的即兴演讲者仍会把他的思想组织成开场白、正文和结尾,试着考虑一下用简单的组织策略,比如时间顺序,或话题模式来组织你的观点,对时间顺序模式的一种变化方法是使用“过去-现在-未来”模式来说明一个问题。参加即席演讲比赛的学生们都知道这种方法。演讲者是这样组织他的即席演讲的:(1)过去发生的事物,(2)现在正在发生的,(3)未来将会发生的事物。

  诚实。有知识积累,从自身的经验和知识出发。由于在做即席演讲时没有机会做任何调整,你最好从自己的经验和知识来谈。记住,听众总是对个性的描述比较喜爱,所以讲一些脑海中与自己有联系的东西。当然,你掌握的关于主题的知识越多,做即席演讲就会越容易。但不要捏造信息或使用你不了解的事实或数据,一句诚实的“我不知道”或一个简洁的声明会更合适。

  小心谨慎。如果你的演讲主题比较敏感或者你的信息涉及到机密,不管你掌握多少知识,在演讲中谈论到这些问题时都要小心谨慎。被问到争论的问题时,你要做出一个诚实但中立的答案。尽管事后你可以精心地推敲,但你却不能将说过的话收回,所以小心谨慎总比事后遗憾要好一点。
        风来疏竹,风过而竹不留声;
                   雁渡寒潭,雁去而潭不留影。
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18  发表于: 2004-04-03   
10: Special Speech
 

 PRESENTATION SPEECH

  An award presentation speech can be longer than introducing a speaker, depending on the situation. The emphasis is on the recipient’s past actions, not what the recipient will say when accepting the award. Here’s a classic example.

  Example: Presentation Speech

  

Colorado Beautification Award

  

By Mayor Mary Herron

  As Mayor of Colorado, California, I am frequently called on to present awards and commendations, but this particular award has great meaning for our community. We have inaugurated the Colorado Beautification Award to recognize the outstanding efforts of our citizens who provide this island community with its memorable elegance, its visual refreshment - in short, some of the most beautiful gardens we’ve seen anywhere in the world!

  As you all know, Colorado frequently plays host to presidents and dignitaries, and not a few celebrities, officials, men and women of the Armed Forces, America’s Cup racers, and other fascinating people from around the world. As they travel our small-town streets, gazing at the mansions, the Victorians, and the cozy cottages, one of the most commonly heard remarks is,“Oh, look at that beautiful garden!”The world has come to our doorstep and appreciates what it sees. We felt it was time to honor our next-door neighbors for the hours, thought, expense, and good old-fashioned toil they’re invested to make our island community a blooming paradise.

  This choice was not an easy one for our judges to make, as they’ll be glad to tell you, but after much study and consideration, our judges have named Brian and Andrea Applegate of 555“B”Avenue as our first recipients of the Colorado Beautification Award. If you’ve driven or walked by the Applegate home, you know that they have not been content to keep their roses, wisteria vines, flowering plums and exotic annuals well-tended inside the walls of their classic cottage garden. For the passersby who might feel shy about peeking through the arched trellis for a glimpse, the Applegate have extended this floral profusion outside their garden walls. They’re planted a colorful abundance of roses, shrubs, annuals, and perennials along the sidewalks of their corner lot,swhereseveryone can enjoy them.

  Mr. and Mrs. Applegate, if you’ll step up here please... I am honored to present you with this plaque which pays tribute to your selfless toil and investment. You have truly beautified our community, and you richly deserve the first Colorado Beautification Award!

  (She presents the plaque, steps aside, and joins the applause for the beaming couple.)

 

 ACCEPTANCE SPEECH

  The key to a successful acceptance speech is to be brief, especially if other people are receiving awards or honors after you. The dancer Mikhail Baryshnikov once accepted an award for actress Marlene Dietrich. When he asked her what he should say, she told him,“Take the thing, look at it, thank them, and go. That’s it! They don’t have time to listen anyway.”This is extreme - but good - advice. You want to let the audience know that you sincerely appreciate the honor without wasting too much of their time.

  Be sure to credit other people who helped you achieve what you are being honored for, but keep the list short and meaningful. The help might have been direct (such as co-workers contributing to a project) or indirect (such as your family not complaining about the extra time you spent on the project rather than with them).

  Avoid being overly effusive. You’ll usually want to avoid phrases like“greatest day of my life”or“best thing that has ever happened to me.”These tend to sound insincere. Express sincerely what the honor means to you, limiting the use of superlatives. Temper your enthusiasm with humility.

  Elie Wiesel spent most of his adult life tracking down Nazi war criminals, and when he was awarded the Nobel Peace Prize, he began his acceptance speech with the following paragraphs.

  Example: Acceptance Speech

  

Nobel Peace Prize

  

By Elie Wiesel

  It is with a profound sense of humility that I accept the honor you have chosen to bestow upon me. I know your choice transcends me. This both frightens and pleases me. It frightens me because I wonder: Do I have the right to represent the multitudes who have perished? Do I have the right to accept this great honor on their behalf? I do not. That would be presumptuous. No one may speak for the dead, no one may interpret their mutilated dreams and visions.

  It pleases me because I may say that this honor belongs to all the survivors and their children, and through us, to the Jewish people with whose destiny I have always identified.

  This introduction by Wiesel to his acceptance speech is so effective that he almost could have stopped right there.

  The acceptance speech given by the couple who won the garden contest is a model of graciousness. Notice how they thank people who’ve helped them along the way and share the joy they experience as gardeners, rather than focusing on their own talents or accomplishments.

  Example: Acceptance Speech

 

 Coronado Beautification Award

  

By Mr. Brian Applegate & Mrs. Andrea Applegate

  Mr. Brian Applegate:

  Thank you, Mayor Herron, friends, judges of the committee. My wife and I are quite touched by this honor, considering the many beautiful homes and gardens that cover this island. It has always been our joy to fill our garden with new plants, and things just kept expanding, until I believe we have finally run out of room for more. If our joy brings pleasure to others, then so much the better. Andrea, would you like to add a word?

  Mrs. Andrea Applegate:

  I would just like to thank our many friends who have given us cuttings from their own gardens; our children, who have endured our passion for pulling weeds and digging in the manure every spring; my mother, who taught me how to prune a rose; and the committee for bestowing this honor upon us. We’ve just been doing what we love to do, and we’re glad you’ve enjoyed it, too. Thank you all.

  Example: Acceptance Speech

  

The Nobel Prize for Literature

  

By William Faulkner

  I feel that this award was not made to me as a man, but to my work - a life’s work in the agony and sweat of the human spirit, not for glory and least of all for profit, but to create out of the materials of the human spirit, something which did not exist before. So this award is only mine in trust. It will not be difficult to find a dedication for the money part of it commensurate with the purpose and significance of its origin. But I would like to do the same with the acclaim too, by using this moment as a pinnacle from which I might be listened to by the young men and women already dedicated to the same anguish and travail, among whom is already that one who will some day stand hereswheresI am standing.

  Our tragedy today is a general and universal physical fear so long sustained by now that we can even bear it. There are no longer problems of the spirit. There are only the questions: When will I be blown up? Because of this, the young man or woman writing today has forgotten the problems of the human heart in conflict with itself which alone can make good writing about, worth the agony and the sweat.

  He must learn them again. He must teach himself that the basest of all things is to be afraid; and, teaching himself that, forget it forever, leaving no room in his workshop for anything but the old verities and truths of the heart, the old universal truths lacking which any story is ephemeral and doomed - love and honor and pity and pride and compassion and sacrifice. Until he does so, he labors under a curse. He writes not of love but of lust, of defeats in which nobody loses anything of value, of victories without hope and, worst of all, without pity or compassion. His griefs grieve on no universal bones, leaving none of the heart but of the glands.

  Until he relearns these things, he will write as though he stood among and watched the end of man. I decline to accept the end of man. It is easy enough to say that man is immortal simply because he will endure: that when the last ding-dong of doom has clanged and faded from the last worthless rock hanging tideless in the last red and dying evening, that even then there will still be one more sound: that of his puny inexhaustible voice, still talking. I refuse to accept this. I believe that man will not merely endure: he will prevail. He is immortal, not because he alone among creatures has an inexhaustible voice, but because he has soul, a spirit capable of compassion and sacrifice and endurance. The poet’s, the writer’s, duty is to write about these things. It is his privilege to help man endure by lifting his heart, by reminding him of the courage and honor and hope and pride and compassion and pity and sacrifice which have been the glory of his past. The poet’s voice need not merely be the record of man, it can be one of the props, the pillars to help him endure and prevail.

 

 KEYNOTE SPEECH

  The keynote speech is intended to make participants feel comfortable. As the presenter of the keynote speech, you represent the people who organized the event. What you say helps set the tone for the entire event.

  While limiting your speech to between three and five minutes, be sure to include vital information, such as information about the organization or event, about the people being welcomed, about the location of important facilities (if needed), and about what the audience can expect from the rest of the event. If you think your audience has other pressing questions or concerns that may keep them from paying attention to or enjoying the programs that follow, it’s a good idea to address these points at the beginning. On the other hand, you don’t want to spend five minutes pointing out the location of the restrooms and the procedure for getting a lunch ticket.

  In the following keynote speech, the speaker starts on a high note: pointing out the growth and importance of telecommuting, which is the subject of the conference. The speaker goes on to describe some highlights of the conference and the organization behind it. Notice how the speaker refers listeners to an information packer that contains all the details they’ll need without spending any valuable time going over the details.

  Example: Keynote Speech

  

National Conference of the Telecommuting

  

Advisory Council

  By Laine Downs

  Good morning and welcome to the tenth National Conference of the Telecommuting Advisory Council. We are glad to see so many of you here today, proving what we have known since our inception in 1987: that telecommuting is a viable and important work style which has grown tremendously in recent years, largely due to your efforts. Many of you are responsible for implementing telecommuting programs at your companies; others among you are responsible for the government programs that are funding community telecasters throughout the nation; and still others among you are businesspeople who recognize the economic bonus telecommuting can offer, not only to the telecommunications industry, but to community businesses that benefit as workers stay closer to home.

  Our purpose this weekend is to provide you with the most current information available about advances in the U.S. telecommuting sector. We have scheduled important forums throughout the conference covering the economic, environmental, social, technological, and legislative issues related to the telecommuting workforce. On Saturday morning, we’re offering a special workshop on“How to Implement a Pilot Telecommuting Program”and I’m told that there are a few spaces left, so if you’re interested, please head over to the registration table in the lobby as soon as we’re finished here.

  When you came in you received a packet of information about the conference; inside you’ll find a complete schedule of conference events and a detailed map of the hotel, which will show youswheresevery event is being held. If you need more information or if you wish to change or add to your workshop registrations, our staff will be glad to help you after this morning’s session.

  As you know, the Telecommuting Advisory Council began as a grass-roots organization and we have grown phenomenally, gaining our nonprofit status in 1993 and expanding to encompass regional chapters in Arizona, Texas, Colorado, New Jersey, and Oregon, with city chapters in San Diego, Los Angeles and Oranges County, Sacramento, Atlanta, Seattle, San Francisco, Chicago, and of course, our national headquarters in Washington, D.C. Were proud to announce the formation of our International/European Community Telework / Telematics Forum or ECTF, which you’ll be hearing more about later.

  The Telecommuting Advisory Council has also established a presence on the World Wide Web, our newsletter is growing every month, and our quarterly audio conferences have met with enthusiastic approval from our membership. We expect more of the same in the next ten years as larger numbers of the working population discover the benefits of telecommuting and as employers and community governments discover the economic, qualitative, and environmental benefits of allowing workers to telecommute.

  We’re very excited about being at the forefront of this new development, and we know that by the end of this weekend, you will leave our conference not only with new friends and associates who can support your efforts in the telecommuting field but also with new information, ideas, and skills gained from the distinguished faculty and panel representatives we’ve been able to assemble. So, again, I welcome you, and look forward to seeing all of you at our breakfast forum on Sunday.

 

 EULOGY

  One milestone at which you may be asked to speak is funeral. Here are a few things to remember if you are asked to give a eulogy, a tribute delivered at a funeral service.

  ●Talk to other friends and family; find out what they think is important to say.●Emphasize the positive aspects of the deceased’s life, but again, be realistic.●Keep it short. Avoid using poems or long quotes, unless requested by the family. The audience wants to hear about the person being eulogized, not the wisdom of somebody else.

  Senator Edward Kennedy delivered a eulogy at the funeral of his brother, Senator Robert Kennedy. He ended with the following words.

  Example: Eulogy

 

 Funeral of Robert Kennedy

  

By Edward Kennedy

  Those of us who loved him and who take him to his rest today pray that what he was to us, and what he wished for others, will some day come to pass for all the world.

  As he said many times, in many parts of this nation, to those he touches and who sought to touch him:“Some men see things as they are and say why. I dream things that never were and say, why not.”

  Obviously, words of eulogy as fitting as these were no doubt prepared with great care before the speech.

  When you deliver a eulogy, you should mention-indeed, linger over - the unique achievements of the person to whom you are paying tribute and, of course, express a sense of loss.

  At the funeral of former First Lady Jacqueline Kennedy in 1994, Senator Edward Kennedy remembered his sister-in-law in the following way.

  Example: Eulogy

  

Funeral of Jacqueline Kennedy

  

By Edward Kennedy

  She was a blessing to us and to the nation, and a lesson to the world on how to do things right, how to be a mother, how to appreciate history, how to be courageous.

  No one else looked like her, spoke like her, wrote like her, or was so original in the way she did things.

  Finally, turn to the living, and encourage them to transcend their sorrow and sense of loss and feel instead gratitude that the dead person had once been alive among them. In eulogizing his sister, Diana, the Princess of Wales, Earl Spencer affirmed in the following way.

  Example: Eulogy

  

Funeral of Diana

  

By Earl Spencer

  Today is our chance to say thank you for the way you brightened our lives, even though God granted you but half a life. We will all feel cheated, always, that you were taken from us so young, and yet we must learn to be grateful that you came along at all.
        风来疏竹,风过而竹不留声;
                   雁渡寒潭,雁去而潭不留影。
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 COMMEMORATIVE SPEECH

  The following commemorative speech was delivered to the people of South Africa on May 10, 1994.Nelson Mandela was celebrating the hard-won liberty and equality for all South Africans. The noble rhetoric and lofty language are appropriate for this auspicious occasion. In fact, this speech is a good example of how the needs of the speaking situation dictate what is said and how the speaker says it. In addition to well-chosen and inspiring words, President Mandela uses repetition and alliteration to build momentum throughout the speech. With repeated references to We, he attempts, rhetorically, to unite the people of South Africa and heal the wounds that have divided his country. This speech proudly marches to conclusion and ends on a high note. Readers today can almost see the sun streaming down on South Africa as freedom begins its reign.

  Example: Commemorative Speech

 

 Glory and Hope: Let There Be Work,

  

Bread, Water, and Salt for All

  By Nelson Mandela, President of South Africa

  Your majesties, your royal highnesses, distinguished guests, comrades and friends:

  Today, all of us do, by our presence here, and by our celebrations in other parts of our country and the world, confer glory and hope to newborn liberty.

  Out of the experience of an extraordinary human disaster that lasted too long must be born a society of which all humanity will be proud.

  Our daily deeds as ordinary South Africans must produce an actual South African reality that will reinforce humanity’s belief in justice, strengthen its confidence in the nobility of the human soul and sustain all our hopes for a glorious life for all.

  All this we owe both to ourselves and to the peoples of the world who are so well represented here today.

  To my compatriots, I have hesitation in saying that each one of us is as intimately attached to the soil of this beautiful country as are the famous jacaranda trees of Pretoria and the mimosa trees of the bushel.

  Each time one of us touches the soil of this land, we feel a sense of personal renewal. The national mood changes as the seasons change.

  We are moved by a sense of joy and exhilaration when the grass turns green and the flowers bloom.

  That spiritual and physical oneness we all share with this common homeland explains the depth of the pain we all carried in our hearts as we saw our country tear itself apart in terrible conflict, and as we saw it spurned, outlawed and isolated by the peoples of the world, precisely because it has become the universal base of the pernicious ideology and practice of racism and racial oppression.

  We, the people of South Africa, feel fulfilled that humanity has taken us back /into/ its bosom, that we, who were outlaws not so long ago, have today been given the rare privilege to be host to the nations of the world on our own soil.

  We thank all our distinguished international guests forshavingscome to take possession with the people of our country of what is, after all, a common victory for justice, for peace, for human dignity.

  We trust that you will continue to stand by us as we tackle the challenges of building peace, prosperity, nonsexist, nonracialism and democracy.

  We deeply appreciate the role that the masses of our people and their democratic, religious, women, youth, business, traditional and other leaders have played to bring about this conclusion. Not least among them is my Second Deputy President, the Honorable E. W. de Clerk.

  We would also like to pay tribute to our security forces, in all their ranks, for the distinguished role they have played in securing our first democratic elections and the transition to democracy, from bloodthirsty forces which still refuse to see the light.

  The time for the healing of the wounds has come.

  The moment to bridge the chasms that divide us has come.

  The time to build is upon us.

  We have, at last, achieved our political emancipation. We pledge ourselves to liberate all our people from the continuing bondage of poverty, deprivation, suffering, gender and other discrimination.

  We succeeded to take our last steps to freedom in conditions of relative peace. We commit ourselves to the construction of a complete, just and lasting peace.

  We have triumphed in the effort to implant hope in the breasts of the millions of our people. We enter /into/ a covenant that we shall build the society in which all South Africans, both black and white, will be able to walk tall, without any fear in their hearts, assured of their inalienable right to human dignity - a rainbow nation at peace with itself and the world.

  As a token of its commitment to the renewal of our country, the new Interim Government of National Unity will, as a matter of urgency, address the issue of amnesty various categories of our people who are currently serving terms of imprisonment.

  We dedicate this day to all the heroes and heroines in this country and the rest of the world who sacrificed in many ways and surrendered their lives so that we could free.

  Their dreams have become reality. Freedom is their reward.We are both humbled and elevated by the honor and privilege that you, the people of South Africa, have bestowed on us, as the first president of a united, democratic, nonracial and nonsexist South Africa, to lead our country out of the valley of darkness.

  We understand it still that there is no easy road to freedom.

  We know it well that none of us acting alone can achieve success.

  We must therefore act together as a united people, for national reconciliation, for nation building, for the birth of a new world.

  Let there be justice for all.

  Let there be peace for all.

  Let there be work, bread, water and salt for all.

  Let each know that for each the body, the mind and the soul have been freed to fulfill themselves.

  Never, never and never again shall it be that this beautiful land will again experience the oppression of one by another and suffer the indignity of being the skunk of the world.

  The sun shall never set on so glorious a human achievement!

  Let freedom reign, God bless Africa!

  The following commemorative speech was presented by Dr. Martin Luther King, Jr. In Washington, D.C. on August 28, 1963.

  Dr. Kings powerful message about continuing the struggle for civil rights is one of the most famous speeches of the twentieth century. King was speaking to crowd of 200,000 supporters who had gathered at the Lincoln Memorial to demonstrate their support for a civil rights bill that was stalled in Congress. King’s concrete, compelling language portrays the consequences of racial discrimination in human terms rather than as vague conceptual issues. Using vivid imagery, metaphor, and rhythm, King speaks eloquently of his dream of freedom for all. The phrase“I have a dream”echoes throughout the second half of the speech and is answered by the phrase“let freedom ring”as it’s repeated throughout the conclusion. These recurring phrases reinforce the mental images created by King’s words, and they help motivate listeners to take action. King’s dramatic delivery was so effective that by his closing words, listeners were rising to their feet and applauding thunderously in acclamation.

  Example: Commemorative Speech

  

I Have a Dream

  

By Martin Luther King

  I am happy to join with you today in what will go down in history as the greatest demonstration for freedom in the history of our nation.

  Five score years ago, a great American, in whose symbolic shadow we stand today, signed the Emancipation Proclamation. This momentous decree came as a great beacon light of hope to millions of Negro slaves, who had been seared in the flames of withering injustice. It came as a joyous daybreak to end the long night of their captivity.

  But one hundred years later, the Negro still is not free. One hundred years later, the life of the Negro is still sadly crippled by the manacles of segregation and the chains of discrimination. One hundred years later, the Negro lives on a lonely island of poverty in the midst of a vast ocean of material prosperity. One hundred years later, the Negro is still languished in the corners of American society and finds himself an exile in his own land. And so we’ve come here today to dramatize a shameful condition.

  In a sense we’ve come to our nation’s Capitol to cash a check. When the architects of our republic wrote the magnificent words of the Constitution and the Declaration of Independence, they were signing a promissory note to which every American was to fall heir. This note was a promise that all men - yes, black men as well as white men - would be guaranteed the unalienable rights of life, liberty, and the pursuit of happiness.

  It is obvious today that America has defaulted on this promissory note insofar as citizens of color are concerned. Instead of honoring this sacred obligation, America has given the Negro people a bad check - a check which has come back marked“insufficient funds.”

  But we refuse to believe that the bank of justice is bankrupt. We refuse to believe that there are insufficient funds in the great vaults of opportunity of this nation. And so we’ve come to cash this check - a check that will give us upon demand the riches of freedom and the security of justice.

  We have also come to this hallowed spot to remind America of the fierce urgency of now. This is no time to engage in the luxury of cooling off or to take the tranquilizing drug of gradualism. Now is the time to make real the promises of democracy. Now is the time to rise from the dark and desolate valley of segregation to the sunlit path of racial justice. Now is the time to lift our nation from the quicksand’s of racial injustice to the solid rock of brotherhood. Now is the time to make justice a reality for all of God’s children.

  It would be fatal for the nation to overlook the urgency of the moment. This sweltering summer of the Negro’s legitimate discontent will not pass until there is an invigorating autumn of freedom and equality. Nineteen sixty-three is not an end, but a beginning. Those who hope that the Negro needed to blow off steam and will now be content business as usual. There will be neither rest nor tranquility in America until the Negro is granted his citizenship rights. The whirlwinds of revolt will continue to shake the foundations of our nation until the bright day of justice emerges.

  But there is something that I must say to my people, who stand on the warm threshold which leads /into/ the palace of justice. In the process of gaining our rightful place, we must not be guilty of wrongful deeds. Let us not seek to satisfy our thirst for freedom by drinking from the cup of bitterness and hatred.

  We must forever conduct our struggle on the high plane of dignity and discipline. We must not allow our creative protest to degenerate /into/ physical violence. Again and again we must rise to the majestic heights of meeting physical force with soul force.

  The marvelous new militancy which has engulfed the Negro community must not lead us to a distrust of all white people. For many of our white brothers, as evidenced by their presence is tied up with our destiny. They have come to realize that their freedom is inextricably bound to our freedom.

  We cannot walk alone. As we walk, we must make the pledge that we shall always march ahead. We cannot turn back. There are those who are asking the devotees of civil rights.“When will you be satisfied?”We can never be satisfied as long as the Negro is the victim of the unspeakable horrors of police brutality. We can never be satisfied as long as our vain lodging in the motels of the highways and the hotels of the cities. We cannot be satisfied as long as the Negro’s basic mobility is from a smaller ghetto to a larger one. We can never be satisfied as long as our children are stripped of their selfhood and robbed of their dignity by signs stating“For Whites Only.”We cannot be satisfied as long as a Negro in Mississippi cannot vote and a Negro in New York believes he has nothing for which to vote. No, no, we are not satisfied, and we will not be satisfied until justice rolls down like waters, and righteousness like a mighty stream.

  I am not unmindful that some of you have come here out of great trials and tribulations. Some of you have come fresh from narrow jail cells. Some of you have come from areasswheresyour quest for freedom left you battered by the storms of persecution and staggered by the wounds of police brutality. You have been the veterans of creative suffering. Continue to work with the faith that unearned suffering is redemptive.

  Go back to Mississippi, go back to Alabama, go back to South Carolina, go back to Georgia, go back to Louisiana, go back to the slums and ghettos of our Northern cities, knowing that somehow his situation can and will be changed. Let us not wallow in the valley of despair.

  I say to you today, my friends, so even though we face the difficulties of today and tomorrow, I still have a dream. It is a dream deeply rooted in the American dream.

  I have a dream that one day this nation will rise up and live out the true meaning of his creed,“We hold these truths to be self-evident, that all men are created equal.”

  I have a dream that one day on the red hills of Georgia the sons of former slaves and the sons of former slave owners will be able to sit down together at the table of brotherhood.

  I have a dream that one day even the state of Mississippi, a state sweltering with the heat of injustice, sweltering with the heat of oppression, will be transformed /into/ an oasis of freedom and justice.

  I have a dream that my four little children will one day live in a nationswheresthey will not be judged by the color of their skin but by the content of their character. I have a dream today.

  I have a dream that one day, down in Alabama, with its vicious racists, with the words of interposition and nullification, one day right there in Alabama little black boys and black girls will be able to join hands with little white boys and white girls as sisters and brothers. I have a dream today.

  I have a dream that one day every valley shall be exalted, every hill and mountain shall be made low, the rough places will be made plane and the crooked places will be made straight, and the glory of the Lord shall be revealed, and all flesh shall see it together.

  This is our hope. This is the faith that goes back to the South. With this faith we will be able to hew out of the mountain of despair a stone of hope. With this faith we will be able to transform the jangling discords of our nation /into/ a beautiful symphony of brotherhood. With this faith we will be able to work together, to pray together, to struggle together, to go to jail together, to stand up for freedom together, knowing that we will be free one day.

  This will be the day - this will be the day when all of God’s children will be able to sing with new meaning.“Mr country’s of thee, sweet land of liberty, of thee I sing, Landswheresmy fathers died, land of the pilgrim’s pride, from every mountainside, let freedom ring.”And if America is to be a great nation, this must become true.

  So let freedom ring from the prodigious hilltops of New Hampshire.

  Let freedom ring from the mighty mountains of New York.

  Let freedom ring from the heightening Alleghenies of Pennsylvania!

  Let freedom ring from the snowcapped Rockies of Colorado!

  Let freedom ring from the curvaceous slopes of California!

  But not only that. Let freedom ring from Stone Mountain of Georgia!

  Let freedom ring from Lookout Mountain of Tennessee!

  Let freedom ring from every hill and molehill of Mississippi. From every mountainside, let freedom ring.

  And when this happens, when we allow freedom to ring - when we let it ring from every village and every hamlet, from every state and every city - we will be able to speed up that day when all of God’s children, black men and white men, Jews and Gentiles, Protestants and Catholics, will be able to join hands and sing in the words of the old Negro spiritual,“Free at last! Free at last! Thank God almighty, we are free at last!”
        风来疏竹,风过而竹不留声;
                   雁渡寒潭,雁去而潭不留影。
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