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Prof. Roberto Verdone www.robertoverdone.org
Roberto Verdone www.robertoverdone.org
+39 051 20 93817
Office Hours: Monday 4 – 6 pm
Project Management and Soft Skills Culture and Persuasion
Prof. Roberto Verdone www.robertoverdone.org
III Part: Human Communication
Your Appreciation (1 to 5)
I. Project Management 4.07
II. Aptitudes, Soft Skills 4.35
III. Human Communication ???
- Today: culture and persuasion; communication in writing - Friday, May 29: inter-personal contacts - Friday, June 5: public speaking Friday 12, 3 pm: written questionnaire (via TEAMS)
Prof. Roberto Verdone www.robertoverdone.org
Disclaimer
Prof. Roberto Verdone www.robertoverdone.org
Disclaimer
2019: Nicest part of the course 2020: Human touch is missing
Prof. Roberto Verdone www.robertoverdone.org
Disclaimer
2019: Nicest part of the course 2020: Human touch is missing Any suggestion is welcome (drop me an email)
Prof. Roberto Verdone www.robertoverdone.org
Summary
1. The Role of Culture
2. Fundamentals of Human Communication
3. Persuasion
4. Written Communication
Prof. Roberto Verdone www.robertoverdone.org
1. The Role of Culture
Prof. Roberto Verdone www.robertoverdone.org
The mix of traditions, religion, racial, social characteristics of a Country or Region The education, instruction a person has received
Culture
Cultural diversity is an advantage, should not be a disadvantage
Prof. Roberto Verdone www.robertoverdone.org
Cultural differences are an advantage, should not be a disadvantage Erin Meyer
Culture Map
Prof. Roberto Verdone www.robertoverdone.org
Cultural differences are an advantage, should not be a disadvantage Erin Meyer
Culture Map
Prof. Roberto Verdone www.robertoverdone.org
Cultural differences are an advantage, should not be a disadvantage https://globalleadership.org/videos/leading-others/the-culture-map-2 Culture in Communication
Culture Map
Prof. Roberto Verdone www.robertoverdone.org
Culture Map
Prof. Roberto Verdone www.robertoverdone.org
Culture Map Reference Points? Said vs Unsaid? à Non Verbal / Para-Verbal Communication
Prof. Roberto Verdone www.robertoverdone.org
Where are you?
Culture Map
Prof. Roberto Verdone www.robertoverdone.org
Cultural differences are an advantage, should not be a disadvantage https://globalleadership.org/videos/leading-others/the-culture-map-2 Culture in Communication (Feedback)
Culture Map
Prof. Roberto Verdone www.robertoverdone.org
Where are you?
Culture Map
Prof. Roberto Verdone www.robertoverdone.org
• Strength & Energy • Emotional Expressiveness • Vertical / Horizontal • Analytical / Systemic • Limitation / Opportunities • Listening • Analysis • Project • Decision
Attitudinal Profile
Prof. Roberto Verdone www.robertoverdone.org
Latin Afro-Asian Average
• Strength & Energy 0.64 0.64 0.64 • Emotional Expressiveness 0.48 0.26 0.40 • Vertical / Horizontal • Analytical / Systemic • Limitation / Opportunities • Listening irrelevant differences • Analysis • Project • Decision
Attitudinal Profile: Outcomes
Prof. Roberto Verdone www.robertoverdone.org
STEM non-STEM Average
• Strength & Energy 0.65 0.63 0.64 • Emotional Expressiveness 0.38 0.47 0.40 • Vertical / Horizontal 0.51 0.44 0.50 • Analytical / Systemic • Limitation / Opportunities • Listening irrelevant differences • Analysis • Project • Decision 0.23 0.16 0.21
Attitudinal Profile: Outcomes
Prof. Roberto Verdone www.robertoverdone.org
F M Average
• Strength & Energy 0.67 0.63 0.64 • Emotional Expressiveness 0.34 0.43 0.40 • Vertical / Horizontal • Analytical / Systemic • Limitation / Opportunities • Listening irrelevant differences • Analysis • Project • Decision 0.17 0.24 0.21
Attitudinal Profile: Outcomes
Prof. Roberto Verdone www.robertoverdone.org
Use of language
Culture Map
Prof. Roberto Verdone www.robertoverdone.org
2. Human Communication
Prof. Roberto Verdone www.robertoverdone.org
Human Communication
Source Destination
Prof. Roberto Verdone www.robertoverdone.org
Human Communication
Source message
Your message
Destination
Prof. Roberto Verdone www.robertoverdone.org
Human Communication
Source message
Your message
Destination
attract attention
Prof. Roberto Verdone www.robertoverdone.org
Human Communication
Source message
Your message
Destination
attract attention persuade
Prof. Roberto Verdone www.robertoverdone.org
Human Communication
Source Destination
Received message
message message?
Prof. Roberto Verdone www.robertoverdone.org
Human Communication
Source Destination
Received message
message
adapt to the listener
message?
Prof. Roberto Verdone www.robertoverdone.org
An example
Culture Map
Prof. Roberto Verdone www.robertoverdone.org
Human Communication
Source Channel Destination
Channel(s)
message message?
distortion, noise
Prof. Roberto Verdone www.robertoverdone.org
Human Communication
Source Channel Destination
Channel(s)
message message?
distortion, noise
adapt to the channel
Prof. Roberto Verdone www.robertoverdone.org
Human Communication
Source Verbal Destination
Non Verbal
Para-Verbal
Channels in presence communication 1) Tone 2) Rhythm 3) Volume 4) Timbre
1) Gesture 2) Position 3) Gaze 4) Proximity
Prof. Roberto Verdone www.robertoverdone.org
Human Communication
Source Verbal Destination
Non Verbal
Para-Verbal
Channels in remote communication 1) Tone 2) Rhythm 3) Volume 4) Timbre
1) Gesture 2) Position 3) Gaze 4) Proximity
Prof. Roberto Verdone www.robertoverdone.org
Human Communication
Source Verbal Destination
Para-Verbal
Channels in written communication 1) Appearance 2) Structure
Prof. Roberto Verdone www.robertoverdone.org
Human Communication
Source Channel Destination
Feedback
message message?
feedback
distortion, noise
Prof. Roberto Verdone www.robertoverdone.org
Human Communication
Source Channel Destination
Feedback
message message?
feedback
distortion, noise
look for feedback
Prof. Roberto Verdone www.robertoverdone.org
Human Communication
Ego Channel Ego
Id Channel Id
Super-Ego Channel Super-Ego
behavioural rules
basic istincts
Three persons in one
Source Destination
Prof. Roberto Verdone www.robertoverdone.org
Human Communication: Main Rules
Source Channel Destination
Prof. Roberto Verdone www.robertoverdone.org
Human Communication: First Principle
Source Channel Destination
It is impossible not to communicate.
Ref: Paul Watzlawick and others, “Pragmatics of Human Communication”, 1967.
Prof. Roberto Verdone www.robertoverdone.org
Human Communication: Empirical Law 1
According to Kahneman and Thaler:
such decision will be taken by System 1; motivation is the nudge for triggering the listener’s System 2
“Rule of 5%”
the destination of your communication will decide whether to focus on your message during the first 5% of the time he/she dedicates to your communication.
Ref: Daniel Kahneman, “Thinking, Fast and Slow”, 2011. Ref: Richard Thaler, Cass Sunstein, “Nudge. Improving decisions about …”, 2008.
Prof. Roberto Verdone www.robertoverdone.org
Human Communication: Empirical Law 2
Source Channel Destination Channel Channel
“Rule of consistency”
your body, your slides, your talk should be consistent with your message
According to Merhabian:
Non-verbal communication accounts for 55% of the received message (when communicating feelings)
Ref: Albert Merhabian, “Non Verbal Communication”, 1971.
Prof. Roberto Verdone www.robertoverdone.org
Human Communication: Empirical Law 3 “Rule of personality”
Personality dominates. You will be remembered forever because of your personality, not because of the contents of your speech.
According to Kahneman:
first impression is dominated by System 1
Ref: Daniel Kahneman, “Thinking, Fast and Slow”, 2011.
Prof. Roberto Verdone www.robertoverdone.org
Break
Prof. Roberto Verdone www.robertoverdone.org
*** Attendance Check ***
Fill the attendance form
www.robertoverdone.org Teaching
PMSS end of webpage
“Attendance Today”
Prof. Roberto Verdone www.robertoverdone.org
3. Persuasion
Prof. Roberto Verdone www.robertoverdone.org
Persuasion
• Prestige and Credibility
• Clarity
• Emotions
• Sequence
• Language
Prof. Roberto Verdone www.robertoverdone.org
Persuasion 1. Ethos, Pathos, Logos: the Triune Brain 2. Pain, Claim, Gain 3. M.I.C.R.O. 4. Dictionary 5. Kahneman’s Pillars of Persuasion
Prof. Roberto Verdone www.robertoverdone.org
Persuasion*
Ethos Pathos Logos
* Aristotle, “Τέχνη ῥητορική”, approx. 330 B.C.
Prof. Roberto Verdone www.robertoverdone.org
Persuasion: the Triune Brain*
reptilian
superior
* Paul D. MacLean, “The Triune Brain in Evolution. Role in Paleocerebral Functions”, 1990.
intermediate
Prof. Roberto Verdone www.robertoverdone.org
reptilian
superior
* Paul D. MacLean, “The Triune Brain in Evolution. Role in Paleocerebral Functions”, 1990.
intermediate
ethos
pathos
logos
Persuasion: the Triune Brain*
Prof. Roberto Verdone www.robertoverdone.org
Persuasion: Theory of Two Systems*
brain stem
limbic system
neocortex (left/right)
cerebellum system 1
system 2
frontal lobe
* Daniel Kahneman, “Thinking, Fast and Slow.”, 2011.
Prof. Roberto Verdone www.robertoverdone.org
Persuasion: Pain, Claim, Gain*
• Most TV adverts
• Maslow’s pyramid of needs
* Christophe Morin, Patrick Renvoisé, “Persuasion Code.”, 2019.
Prof. Roberto Verdone www.robertoverdone.org
Persuasion: M.I.C.R.O.*
Sequence of five steps: - Motivation - Information - Criteria - References - Operational
* Paolo Borzacchiello, “Il codice del linguaggio.”, 2019.
Prof. Roberto Verdone www.robertoverdone.org
Persuasion: M.I.C.R.O. – PMSS / 1 Dearstudent,
welcome toPMSS,whichwill startnextFriday,Feb21. I amenthusiastically looking forward tosharing threemonthswith you. The information contained in this email is essential for your attendance; youwill fruitfullyenjoythestartofthecourse,onlybyreadingnowandcarefullytheinstructionsIamprovidingbelow.
OnFeb28 (second lecture), the lecturewill startwith a “Madness Session”. Eachof youwill be assignedoneminute(60seconds,notonemore)tointroduceher/himselfinfrontofalltheothers.Iexpecttolearnfromallofyou:1)yournameandorigin,2)what isyourpassion in life,3)what isyourambition inprofessional life,3)what is your best personality trait, 4) whatever else you believe describes you. Feel free to be creative andinformal.Tosupportyourspeech,youhavetoprepareonepowerpointslide(onlyone,nomorethanone).Feelfreetousesuchsupportingtool inthewayyoufeelmoreappropriateanduseful forthemessageyouwanttoconvey.
Howcanyouprovidesuchamountofinformationinonlyoneminute?Byusingthecombinationofyourwords,voice,gestureandslide,inasmartandpersonalisedway.
Thiskindofapproachisusedsometimesinrecruitingprocessesbybigcompanies,andothercontexts;therearesomanyaspectsofyourpersonalitythatcanbepresentedin60seconds!
Pleaseconsiderprecisely the following instructions.Weneed toreceiveviaemailyourslide(.pptor .pptx)byWednesday, February 26, at 12 am. Students failing to deliver the slide by this precise deadline will not beadmitted to the Madness Session. The file will be named: yourUI_yourfamilyname, e.g. 23_Verdone.pptx or03_Baldini.ppt. What is “yourUI”? It is your Unique Identifier, which you can read from the file “Studentsattendingthecourse,2020”nowpublishedinthetopofthiswebpage:http://www.robertoverdone.org/project-management-and-soft-skills/ .Theemailyouwill sendshallhavesubject: "PMSS -Madness". Ithas tobesent(only)to:a.baldini[at]unibo.it.
LookingforwardtomeetingyouallonFeb21.
Bestregards
RobertoVerdone
I
M
C R
O
Prof. Roberto Verdone www.robertoverdone.org
Persuasion: M.I.C.R.O. – PMSS / 1 welcome to PMSS, which will start next Friday, Feb 21. I am enthusiastically looking forward to sharing three months with you. The information contained in this email is essential for your attendance; you will fruitfully enjoy the start of the course, only by reading now and carefully the instructions I am providing below.
M - Motivation
Prof. Roberto Verdone www.robertoverdone.org
Persuasion: M.I.C.R.O. – PMSS / 1 On Feb 28 (second lecture), the lecture will start with a “Madness Session”. Each of you will be assigned one minute (60 seconds, not one more) to introduce her/himself in front of all the others. I expect to learn from all of you: 1) your name and origin, 2) what is your passion in life, 3) what is your ambition in professional life, 3) what is your best personality trait, 4) whatever else you believe describes you. Feel free to be creative and informal. To support your speech, you have to prepare one powerpoint slide (only one, no more than one). Feel free to use such supporting tool in the way you feel more appropriate and useful for the message you want to convey.
I - Information
Prof. Roberto Verdone www.robertoverdone.org
Persuasion: M.I.C.R.O. – PMSS / 1 How can you provide such amount of information in only one minute? By using the combination of your words, voice, gesture and slide, in a smart and personalised way.
C - Criteria
Prof. Roberto Verdone www.robertoverdone.org
Persuasion: M.I.C.R.O. – PMSS / 1 This kind of approach is used sometimes in recruiting processes by big companies, and other contexts; there are so many aspects of your personality that can be presented in 60 seconds!
R - References
Prof. Roberto Verdone www.robertoverdone.org
Persuasion: M.I.C.R.O. – PMSS / 1 Please consider precisely the following instructions. We need to receive via email your slide (.ppt or .pptx) by Wednesday, February 26, at 12 am. Students failing to deliver the slide by this precise deadline will not be admitted to the Madness Session. The file will be named: yourUI_yourfamilyname, e.g. 23_Verdone.pptx or 03_Baldini.ppt. What is “yourUI”? It is your Unique Identifier, which you can read from the file “Students attending the course, 2020” now published in the top of this webpage: http://www.robertoverdone.org/project-management-and-soft-skills/ . The email you will send shall have subject: "PMSS - Madness". It has to be sent (only) to: a.baldini [at] unibo.it.
O - Operational
Prof. Roberto Verdone www.robertoverdone.org
PMSS / 1 – Empirical Laws Dearstudent,
welcome toPMSS,whichwill startnextFriday,Feb21. I amenthusiastically looking forward tosharing threemonthswith you. The information contained in this email is essential for your attendance; youwill fruitfullyenjoythestartofthecourse,onlybyreadingnowandcarefullytheinstructionsIamprovidingbelow.
OnFeb28 (second lecture), the lecturewill startwith a “Madness Session”. Eachof youwill be assignedoneminute(60seconds,notonemore)tointroduceher/himselfinfrontofalltheothers.Iexpecttolearnfromallofyou:1)yournameandorigin,2)what isyourpassion in life,3)what isyourambition inprofessional life,3)what is your best personality trait, 4) whatever else you believe describes you. Feel free to be creative andinformal.Tosupportyourspeech,youhavetoprepareonepowerpointslide(onlyone,nomorethanone).Feelfreetousesuchsupportingtool inthewayyoufeelmoreappropriateanduseful forthemessageyouwanttoconvey.
Howcanyouprovidesuchamountofinformationinonlyoneminute?Byusingthecombinationofyourwords,voice,gestureandslide,inasmartandpersonalisedway.
Thiskindofapproachisusedsometimesinrecruitingprocessesbybigcompanies,andothercontexts;therearesomanyaspectsofyourpersonalitythatcanbepresentedin60seconds!
Pleaseconsiderprecisely the following instructions.Weneed toreceiveviaemailyourslide(.pptor .pptx)byWednesday, February 26, at 12 am. Students failing to deliver the slide by this precise deadline will not beadmitted to the Madness Session. The file will be named: yourUI_yourfamilyname, e.g. 23_Verdone.pptx or03_Baldini.ppt. What is “yourUI”? It is your Unique Identifier, which you can read from the file “Studentsattendingthecourse,2020”nowpublishedinthetopofthiswebpage:http://www.robertoverdone.org/project-management-and-soft-skills/ .Theemailyouwill sendshallhavesubject: "PMSS -Madness". Ithas tobesent(only)to:a.baldini[at]unibo.it.
LookingforwardtomeetingyouallonFeb21.
Bestregards
RobertoVerdone
Prof. Roberto Verdone www.robertoverdone.org
PMSS / 1 – Empirical Law #1 Dearstudent,
welcome toPMSS,whichwill startnextFriday,Feb21. I amenthusiastically looking forward tosharing threemonthswith you. The information contained in this email is essential for your attendance; youwill fruitfullyenjoythestartofthecourse,onlybyreadingnowandcarefullytheinstructionsIamprovidingbelow.
OnFeb28 (second lecture), the lecturewill startwith a “Madness Session”. Eachof youwill be assignedoneminute(60seconds,notonemore)tointroduceher/himselfinfrontofalltheothers.Iexpecttolearnfromallofyou:1)yournameandorigin,2)what isyourpassion in life,3)what isyourambition inprofessional life,3)what is your best personality trait, 4) whatever else you believe describes you. Feel free to be creative andinformal.Tosupportyourspeech,youhavetoprepareonepowerpointslide(onlyone,nomorethanone).Feelfreetousesuchsupportingtool inthewayyoufeelmoreappropriateanduseful forthemessageyouwanttoconvey.
Howcanyouprovidesuchamountofinformationinonlyoneminute?Byusingthecombinationofyourwords,voice,gestureandslide,inasmartandpersonalisedway.
Thiskindofapproachisusedsometimesinrecruitingprocessesbybigcompanies,andothercontexts;therearesomanyaspectsofyourpersonalitythatcanbepresentedin60seconds!
Pleaseconsiderprecisely the following instructions.Weneed toreceiveviaemailyourslide(.pptor .pptx)byWednesday, February 26, at 12 am. Students failing to deliver the slide by this precise deadline will not beadmitted to the Madness Session. The file will be named: yourUI_yourfamilyname, e.g. 23_Verdone.pptx or03_Baldini.ppt. What is “yourUI”? It is your Unique Identifier, which you can read from the file “Studentsattendingthecourse,2020”nowpublishedinthetopofthiswebpage:http://www.robertoverdone.org/project-management-and-soft-skills/ .Theemailyouwill sendshallhavesubject: "PMSS -Madness". Ithas tobesent(only)to:a.baldini[at]unibo.it.
LookingforwardtomeetingyouallonFeb21.
Bestregards
RobertoVerdone
Rule of 5%
Prof. Roberto Verdone www.robertoverdone.org
welcome to PMSS, which will start next Friday, Feb 21. I am enthusiastically looking forward to sharing three months with you.
PMSS / 1 – Empirical Law #1
Openness Positivity Passion
Prof. Roberto Verdone www.robertoverdone.org
welcome to PMSS, which will start next Friday, Feb 21. I am enthusiastically looking forward to sharing three months with you. An other (bad) option: I am thanking you for having chosen this course which will start next Friday, Feb 21. I will do my best, to make it memorable.
PMSS / 1 – Empirical Law #1
Obligation Uncertainty Focus on me
Prof. Roberto Verdone www.robertoverdone.org
PMSS / 1 – Empirical Law #2 Dearstudent,
welcome toPMSS,whichwill startnextFriday,Feb21. I amenthusiastically looking forward tosharing threemonthswith you. The information contained in this email is essential for your attendance; youwill fruitfullyenjoythestartofthecourse,onlybyreadingnowandcarefullytheinstructionsIamprovidingbelow.
OnFeb28 (second lecture), the lecturewill startwith a “Madness Session”. Eachof youwill be assignedoneminute(60seconds,notonemore)tointroduceher/himselfinfrontofalltheothers.Iexpecttolearnfromallofyou:1)yournameandorigin,2)what isyourpassion in life,3)what isyourambition inprofessional life,3)what is your best personality trait, 4) whatever else you believe describes you. Feel free to be creative andinformal.Tosupportyourspeech,youhavetoprepareonepowerpointslide(onlyone,nomorethanone).Feelfreetousesuchsupportingtool inthewayyoufeelmoreappropriateanduseful forthemessageyouwanttoconvey.
Howcanyouprovidesuchamountofinformationinonlyoneminute?Byusingthecombinationofyourwords,voice,gestureandslide,inasmartandpersonalisedway.
Thiskindofapproachisusedsometimesinrecruitingprocessesbybigcompanies,andothercontexts;therearesomanyaspectsofyourpersonalitythatcanbepresentedin60seconds!
Pleaseconsiderprecisely the following instructions.Weneed toreceiveviaemailyourslide(.pptor .pptx)byWednesday, February 26, at 12 am. Students failing to deliver the slide by this precise deadline will not beadmitted to the Madness Session. The file will be named: yourUI_yourfamilyname, e.g. 23_Verdone.pptx or03_Baldini.ppt. What is “yourUI”? It is your Unique Identifier, which you can read from the file “Studentsattendingthecourse,2020”nowpublishedinthetopofthiswebpage:http://www.robertoverdone.org/project-management-and-soft-skills/ .Theemailyouwill sendshallhavesubject: "PMSS -Madness". Ithas tobesent(only)to:a.baldini[at]unibo.it.
LookingforwardtomeetingyouallonFeb21.
Bestregards
RobertoVerdone
Rule of consistency
Rule of consistency
Rule of consistency
Prof. Roberto Verdone www.robertoverdone.org
welcome to PMSS, which will start next Friday, Feb 21. I am enthusiastically looking forward to sharing three months with you. The information contained in this email is essential for your attendance; you will fruitfully enjoy the start of the course, only by reading now and carefully the instructions I am providing below.
PMSS / 1 – Empirical Law #2
Openness Emotions
Prof. Roberto Verdone www.robertoverdone.org
On Feb 28 (second lecture), the lecture will start with a “Madness Session”. Each of you will be assigned one minute (60 seconds, not one more) to introduce her/himself in front of all the others. I expect to learn from all of you: 1) your name and origin, 2) what is your passion in life, 3) what is your ambition in professional life, 3) what is your best personality trait, 4) whatever else you believe describes you. Feel free to be creative and informal. To support your speech, you have to prepare one powerpoint slide (only one, no more than one). Feel free to use such supporting tool in the way you feel more appropriate and useful for the message you want to convey.
PMSS / 1 – Empirical Law #2
Openness Emotions
Prof. Roberto Verdone www.robertoverdone.org
Please consider precisely the following instructions. We need to receive via email your slide (.ppt or .pptx) by Wednesday, February 26, at 12 am. Students failing to deliver the slide by this precise deadline will not be admitted to the Madness Session. The file will be named: yourUI_yourfamilyname, e.g. 23_Verdone.pptx or 03_Baldini.ppt. What is “yourUI”? It is your Unique Identifier, which you can read from the file “Students attending the course, 2020” now published in the top of this webpage: http://www.robertoverdone.org/project-management-and-soft-skills/ . The email you will send shall have subject: "PMSS - Madness". It has to be sent (only) to: a.baldini [at] unibo.it.
Precision, Timeliness, Rules
PMSS / 1 – Empirical Law #2
Prof. Roberto Verdone www.robertoverdone.org
PMSS / 1 – Empirical Law #3 Dearstudent,
welcome toPMSS,whichwill startnextFriday,Feb21. I amenthusiastically looking forward tosharing threemonthswith you. The information contained in this email is essential for your attendance; youwill fruitfullyenjoythestartofthecourse,onlybyreadingnowandcarefullytheinstructionsIamprovidingbelow.
OnFeb28 (second lecture), the lecturewill startwith a “Madness Session”. Eachof youwill be assignedoneminute(60seconds,notonemore)tointroduceher/himselfinfrontofalltheothers.Iexpecttolearnfromallofyou:1)yournameandorigin,2)what isyourpassion in life,3)what isyourambition inprofessional life,3)what is your best personality trait, 4) whatever else you believe describes you. Feel free to be creative andinformal.Tosupportyourspeech,youhavetoprepareonepowerpointslide(onlyone,nomorethanone).Feelfreetousesuchsupportingtool inthewayyoufeelmoreappropriateanduseful forthemessageyouwanttoconvey.
Howcanyouprovidesuchamountofinformationinonlyoneminute?Byusingthecombinationofyourwords,voice,gestureandslide,inasmartandpersonalisedway.
Thiskindofapproachisusedsometimesinrecruitingprocessesbybigcompanies,andothercontexts;therearesomanyaspectsofyourpersonalitythatcanbepresentedin60seconds!
Pleaseconsiderprecisely the following instructions.Weneed toreceiveviaemailyourslide(.pptor .pptx)byWednesday, February 26, at 12 am. Students failing to deliver the slide by this precise deadline will not beadmitted to the Madness Session. The file will be named: yourUI_yourfamilyname, e.g. 23_Verdone.pptx or03_Baldini.ppt. What is “yourUI”? It is your Unique Identifier, which you can read from the file “Studentsattendingthecourse,2020”nowpublishedinthetopofthiswebpage:http://www.robertoverdone.org/project-management-and-soft-skills/ .Theemailyouwill sendshallhavesubject: "PMSS -Madness". Ithas tobesent(only)to:a.baldini[at]unibo.it.
LookingforwardtomeetingyouallonFeb21.
Bestregards
RobertoVerdone
Rule of personality
Prof. Roberto Verdone www.robertoverdone.org
Persuasion: Dictionary
• Toxic words
• Positive words
• Positive metaphors
Prof. Roberto Verdone www.robertoverdone.org
Persuasion according to Kahneman
Fundamental principle: if you do not persuade System 1, System 2 has no say
Prof. Roberto Verdone www.robertoverdone.org
Persuasion according to Kahneman
• Clarity
Prof. Roberto Verdone www.robertoverdone.org
Persuasion according to Kahneman
• Clarity*
Adolf Hitler was born in 1892.Adolf Hitler was born in 1887.
When was he born?
* Daniel Oppenheimer, “Consequences of Erudite Vernacular Utilized Irrespective of Necessity: Problems With Using Long Words Needlessly , 2006.
Prof. Roberto Verdone www.robertoverdone.org
Persuasion according to Kahneman
• Clarity
• Cognitive Fluency
Prof. Roberto Verdone www.robertoverdone.org
Persuasion according to Kahneman
• Cognitive Fluency
ease of understanding, clarity à sense of trust, truth à persuasion (system 1 will decide)
1) Clarity 2) Déjà vu 3) Priming 4) Positive feelings
Prof. Roberto Verdone www.robertoverdone.org
Persuasion according to Kahneman
• Cognitive Fluency
four secrets for persuading: clarity, déjà vu, priming, and feeling
Prof. Roberto Verdone www.robertoverdone.org
4. Written Communication
Prof. Roberto Verdone www.robertoverdone.org
• To update your boss on the status of an activity/project
• To inform your boss after a meeting you participated to
• To submit an idea in written form to your boss
• …
à written report à business letter
Written Communication
For the sake of the exam you can choose either of the two options
Prof. Roberto Verdone www.robertoverdone.org
One page document EL #1 – 5% à title and general appearance EL #2 – consistency à adapt the language to the content EL #3 – personality à style, precision, care
Written Report
Prof. Roberto Verdone www.robertoverdone.org
One page document
• A non-trivial title
• Executive Summary (max four lines)
• Introduction (about five lines)
• Main Facts (max twenty-five lines)
• Conclusions (few lines)
Written Report
Prof. Roberto Verdone www.robertoverdone.org
Provide report describing the contents of THIS lecture. Template available on website: www.robertoverdone.org à teaching à PMSS To be delivered in .pdf form to [email protected] with subject “PMSS – report” by June 3, 12 am or by the deadline set for the date of exam following instructions reported on website
Written Report
Prof. Roberto Verdone www.robertoverdone.org
Based on M.I.C.R.O. approach
• A non-trivial subject
• Motivation
• Information
• Criteria
• Operational
Business Letter
Prof. Roberto Verdone www.robertoverdone.org
Propose participation to an event or initiative. Use the M.I.C.R.O. approach. Template available on website: www.robertoverdone.org à teaching à PMSS To be delivered in .pdf form to [email protected] with subject “PMSS – letter” by June 3, 12 am or by the deadline set for the date of exam following instructions reported on website
Business Letter
Prof. Roberto Verdone www.robertoverdone.org
Final Message of the Day
There are two types of persuaders: those who persuade
1 – by authority and force
2 – through openness and emotions
Prof. Roberto Verdone www.robertoverdone.org
See you next week