2 management - School of International Business and ...

Günter Lehmann
– Recognize the viewpoints of the participants:
– To the goal of the presentation,
– To the presenter,
– Possible reservations,
– Conditions under which the participants might engage
– Classify the audience into one of the five types, and structure the communications strate-
gy to the appropriate recommendations for action.
– In mixed groups, orient yourself either to the followers or to the decision-makers.
2.4 WORK ON THE CONTENTS
– Collect all factual and method statements from the scientific work which are related to the
theme of the presentation.
– Check the acceptance of value statements as a criterion for the assessment/judgment of
the recommendations given.
– Check the acceptance of standards as a guide for behavior in situations related to the case.
– Pay attention to the recording of values and norms statements in your context to the
gathered fact and method statements.
– Choose from the collected statements using the criteria of target, time, audience and
content of the lecture method.
– Weigh the chosen statements using an A-B-C structure and prepare to react flexibly to
changing situations (e. g. shortened time).
– Determine the series of core statements depending upon the goal and object of the pre-
sentation, as well as the demands and expectations of the participants. Offer several me
thods of solution for decision recommendations.
2.5 EXPRESS APPRECIATION
– Build a relationship to the audience in which you direct all information to the situation,
interests and ideas of the participants.
– Continuously invest in the stabilization or improvement of the relationships through
– participant-oriented approaches,
– visualize the knowledge and orientation to the purpose
– use participant-oriented approaches
– positive approaches,
– messages from me,
– »you« standpoints,
– active listening,
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