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"Communicating to Influence" by Ben Decker and Kelly Decker


This is a very good overview of how to be a more impactful presenter. The advice provided is appropriate for standard business meetings and formal stand up speeches. The authors give some practical tools to help you organize and prepare properly.

Key points:

1) Common mistakes when communicating

a. Focusing too much on content……….. People want to be moved. Don’t overanalyze things.

b. Lack of authenticity………. You need to be honest and genuine. We can all see through the fakers.

c. Failure to prepare is doomed to failure.

d. Lack of self awareness………Film/record yourself. OMG, what you will learn.

e. Adhere to the status quo…………. Yes, you can change….

2) Communications style roadmap. This is interesting. Which type do you use?

a. Informing

b. Directing

c. Entertaining

d. Inspiring

Look at where you fall and perhaps lean in to one of the others.

3) Non verbal communication is key. Visual displays of warmth, confidence and trust will foster communications.

a. Use your eyes. Eye contact is critical

b. Ready position. Balanced. Shoulders over knees over toes.

c. Enthusiasm. Use your hands.

d. Smile. (I know I suffer from RBF. It’s not good.)

4. Pause. …… again.

5. Effectively use materials to support your argument.

SHARP Stories / Humor / Analysis / References / Pictures.

6. Audience analysis.. Whats in it for them? What do they know? Want? Expect?

7. Decker grid.

Here they provide a format for preparation. It is a 4 column/5 row box that asks you to fill in your POV, SHARP/ACTIONS/BENEFITS. It is an interesting tool, though I doubt many will use it. Go to www.decker.com to download it. All in all, worth a quick read.

Please feel free to comment on any of these recommendations and suggest other sources that might be helpful.


"Granted" Newsletter, September 2018 by Adam Grant


In this month's "Granted" newsletter, Adam Grant brings us articles about: the emerging science of decision making, the importance of a strong social relationships, and Adam's newest New York Times piece about who are the best teachers and mentors. Click on each article title to read more. You can subscribe to the "Granted" newsletter here.

Granted: September 2018

Good teachers introduce new thoughts. Great teachers introduce new ways of thinking. Good teachers care about their subjects. Great teachers care about their students. Good teachers teach us what they know. Great teachers teach us how to learn. Here are three articles that opened up new ways of thinking for me this month:

The hallmark of a bad decision is only considering two options. Adding a third alternative to the table increases the odds of success. Instead of asking "whether or not," expand your pool of options by asking "which one?"

On average, it takes 50 hours of interaction to go from acquaintance to friend and 200 hours to get to close friend. Real friendships rarely happen overnight. They build over time through sharing moments of joy and moments of heartache.

3. Problem-Solving Techniques Take on New Twist Solving a problem in a group leads you to more good ideas but fewer great ideas. The opposite is true if you solve it alone. The best of both worlds is intermittent collaboration: alternating between independent and group work.

From My Desk:

In my latest New York Times piece, I explore why the best doers sometimes make the worst teachers and how to choose a teacher, mentor, or coach. Hint: instead of seeking out prodigies who were naturals in their fields, learn from overachievers who overcame a lack of talent or opportunity.

I spent part of my summer vacation reading a slew of autumn nonfiction releases, and these are my top recommendations. They cover finding joy and gaining wisdom, making long-term decisions and driving change, overcoming bias and making sense of cultures, scaling startups and predicting the future of work and technology. Finally, a huge thanks to Lindsay Miller for four exceptional years of collaboration. She dreamed up this newsletter with me, and if there’s such a thing as mental ambidexterity, she defines it. GRANTED would not exist without her left-brained logic and right-brained creativity—it’s been a joy to build this together.

See you at the end of the month with some thoughts on your latest questions in Wondering.

Cheers, Adam

Adam Grant, Ph.D.

Author of ORIGINALS and GIVE AND TAKE, coauthor of OPTION B, and Wharton professor.

Do you have any thoughts on these topics? Please leave a comment below


"5 Ways to Project Confidence in Front of an Audience" Harvard Business Review


Excellent primer for anyone who wants to project more confidence. Most of his recommendations are what I discuss with my clients.

Here the author Carmine Gallo, author and Harvard University instructor in the department of Executive Education at the Graduate School of Design, quotes a study at Harvard where first impressions mean everything and they are formed in the first 30 seconds:

  1. Dress 25% better than your audience. He quotes my good friend Jim Citrin, get clothes that fit, look professional.

  2. PACE. When I work with my clients we discuss pausing as the best way to get your audience to process what you are saying. He agrees. He discusses speaking more slowly, but it is the pause that matters.

  3. Use short words. I agree. $25 SAT words don’t work. the K.I.S.S. principle should always apply.

  4. REHEARSE. OMG . If I could only get my clients to understand that this is one of the most important issues in winning business. Try it. Your hit rate will jump!

  5. Have an open Posture. Your body language matters. We tend to trust people who come across as open. The opposite, defensive postures, send the wrong signals.

Do you have any thoughts on these topics? Please leave a comment below


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