3 Keys to persuading an audience: ethos, logos and pathos

April 16, 2012

Recently I was coaching a group of high school students for a public speaking competition.

The art of persuasion dates back to the ancient Greeks. Aristotle identified the three main elements of persuasion as ethos, logos and pathos. We talked about these classical rhetorical devices that are considered the keys to a persuasive speech:

Ethos (Ethical appeal)

The English word “ethics” is derived from this Greek word.

Your audience must find you ethical and believable. As a speaker, it is your job to convince your audience that you are credible and that you are worth listening to.

Speak with authority, but not arrogance. Be confident, but not condescending. Be the best version of your truly authentic yourself.

An audience’s respect must be earned. Do not take it for granted.

But your credibility alone is not enough. You also need these other elements:

Logos (Logical appeal)

The English word “logic” is derived from this Greek word.

A well-crafted speech is well organized. It has a logical flow. The message is consistent. It can be helpful out outline a speech as part of your preparation. Check that every element of the speech relates to the point you are trying to make.

Do not ramble or go off on tangets. Focus on the point you want to make and stick to your topic.

Scientists and academics will often have a speech that is laden with logical arguments, but forget to include this next critical element…

Pathos (Emotional appeal)

The English words “passion”  and “compassion” are derived from this Greek word.

Your speech must appeal to the audience on an emotional level. Engage their imagination. Take them on a journey of hope. Say something they will remember and that will impact them on a deep level.

End your speech on a positive note to ensure that you are using pathos for maximum effect. Just remember to include your ethical appeal and a logical argument to balance off a passionate delivery.

Together, ethos, logos and pathos are considered the perfect trifecta of a persuasive speech.  Do you incorporate all three when you’re trying to convince someone of your point of view?

For those of you who are teachers: When you teach presentation skills to students do you teach them about ethos, pathos and logos?

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Update – January 2018 – This blog has had over 1.8 million views thanks to readers like you. If you enjoyed this post, please “like” it or share it on social media. Thanks!

Sarah Elaine Eaton is a faculty member in the Werklund School of Education, University of Calgary, Canada.


Everything I needed to know about relationships, I learned from a hotel maid

November 29, 2011

There I was, rushing out of my hotel room to head down to the conference when I suddenly realized I hadn’t left a tip for the maid. I’m one of those people who leaves a tip every day for the hotel maid, rather than leaving it all at the end. The cleaning staff have different schedules and throughout my years of travelling, I have noticed, sometimes, that there can be different maids on different days. I figure that if I leave the entire tip at the end, then one person can clean up and any others might go without.

Leaving smaller tips every day has its drawbacks. It means that you can’t be carrying all $20 bills in your purse (unless, of course, you leave the maid a $20 every day.)

Although I haven’t seen her (or him, or them), I suspect that it has been the same person cleaning my room during the three days of my conference. Here’s why:

After the first day, I left a reasonable tip. I had mostly $20s with me, but I cobbled together enough of a tip that it wasn’t an insult. I came back to the room at the end of the day, and my room was clean and nicely arranged. There were a couple of extra drinking glasses in the bathroom. I always stick my toothbrush in one to dry out during the day, leaving only one other glass. The housekeeping staff had added a couple of extra so I wouldn’t run out. Nice touch. (When your job involves enough travelling, you notice the little details in hotels.)

On the second day, I realized that I’d forgotten to get change. All I had were larger bills. “Oh well,” I thought. “I don’t like to do it, but I’ll leave double tomorrow.” I knew in my head what my plan was, but it never occurred to me to leave a note for the housekeeping staff. I went on my way, with a small twinge of guilt in my gut — and a plan to correct my wrong the next day.

When I came back to my room that night, the bare minimum had been done… and the extra bed pillows I’d tossed onto the  arm chair before bed the night before remained there. Again, when you spend enough time in hotels, you notice.

During the day, I had made a point to get some smaller denominations. So, at the beginning of the third day, I did as I had intended and left a double tip.

What happened? I came back to an immaculate and sparkling room. The pillows were arranged perfectly, my personal toiletries were neatly organized on the bathroom counter and there were even extra towels that I had not asked for. Oh yeah, and there were extra bars of soap and bottles of shampoo and conditioner, too.

Of course, we don’t know for sure if it has been the same maid for the last three days. But let’s say, for the sake of argument, that it was. If I reflect on this possibility, then it occurs to me that there is much to learn from this. Here are 7 things I learned from this exchange:

1. Show appreciation. A little acknowledgement goes a long way in letting others know that you are thinking about them.

2. Non-verbal communication speaks volumes. I have never spoken with the hotel maid. I don’t even know what he or she looks like. But over the last three days, we have communicated with each other in non-verbal ways. Sometimes, it isn’t what you say, it is what you do not say that speaks the loudest.

3. Notice what is going on. Non-verbal communication may say a great deal, but if you are not listening, you will not hear the message. Take the time to notice what is going on around you, what is communicated silently and perhaps, deliberately.

4. Say what needs to be said. I just didn’t have any cash on me yesterday to leave a tip. It wasn’t a sign that I was dissatisfied or that I was being cheap. I could have left a note to say, “No cash with me today. Promise a double tip tomorrow.” I didn’t. In fact, it didn’t occur to me until much later.

5. Consistency creates security. The first day I left a tip and the next day I did not. I was inconsistent in that unspoken language of between a customer and a service worker. If I had been consistent I would have been sending the message that I was consistently pleased with how things were going. In relationships, it is helpful to act in a consistent way.

6. If you screw up, fix it — and fast. I understood from the minimum services that were performed on the second day (the day I didn’t leave a tip) that my house keeper was not happy. In the unspoken rituals of being a hotel guest, I screwed up. I corrected the situation the next day by leaving a double tip. In other words, I fixed the faux pas as soon as it was appropriate.

7. What matters is reality, not theory. Really, it shouldn’t matter if I leave a tip or not. The maid gets paid to do a job and certain duties are expected. That’s the theory. The reality is that to people in the service industry, tips matter. Whether or not you agree with reality is a different issue entirely from the fact that reality itself matters very much.

I’ve learned a great deal over the course of this three-day, silent exchange with this hotel housekeeper whose face I have never seen. I silently salute her (or him) and say, “Thank you for this lesson in human relationships.”

What relationships do you have where non-verbal communication speaks louder than any words between you? How are you listening? How do you address what is real in a relationship, rather than the way you think things “should” be?

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Update – January 2018 – This blog has had over 1.8 million views thanks to readers like you. If you enjoyed this post, please “like” it or share it on social media. Thanks!

Sarah Elaine Eaton is a faculty member in the Werklund School of Education, University of Calgary, Canada.


When Leadership Styles Clash (and 9 things you can do about it)

October 4, 2011

Tonight I was reminded (yet again) that differences in leadership style can cause friction in a relationship. This is true whether that relationship is at work, at school, or at home.

Imagine this scenario: Two leaders are arguing about how to do something. They disagree based on their approach to the situation. They both believe they are right.

Leader profile #1: Project manager at a national corporation; Gets along with just about everyone; Laid back; Believes that rules are important, but not when they are just downright stupid; thinks everyone should play by the same rules and that equality is important.

Leader profile #2: Small business owner, educator, PhD in Leadership; Relentless about “leading by example”; Believes in “equitable, not equal” leadership; High achieving and not particularly laid back. (Oh yes, and she writes this blog, too.)

Conversation:

Me: You need to put this parking tag in your vehicle.

Leader #1: Why? It’s your spot and you’ve rented it.

Me: Yes, but you need the tag.

Leader #1: That’s just dumb. Everyone knows you. They know it’s your spot. It’s dark out and I’m tired. I don’t feel like going out to the car again. Just leave it. It’ll be fine.

Me: No, it won’t. I’m on the board of this community and we agree that we need the parking tags. I’m not saying it’s a perfect system. I’m saying that you need the tag in your car, particularly because I’m on the board and we can’t ask others to use tags if we, as board members, don’t do it ourselves.

Leader #1: But I’m not on the board.

Me: No, but the parking spot belongs to me and I’m on the board. Please put the tag in the car.

Reluctantly Leader #1 (who happens to be my other half, and the parking spot in question is in the complex where we live), trudged out to the car and displayed the tag.

This happens all the time. We are two strong, good people, with very different approaches. The same thing can happen at work or at school.

Here’s what to do:

1. Talk about it. Let each person explain their point of view and justify their stance.

2. Remain calm. Avoid yelling, screaming and name-calling.

3. Focus on the problem, not the person. Just because you don’t like the other person’s leadership style, doesn’t mean you have the right to be nasty. As my friend, Lisa Chell, says, words are powerful tools in relationships.

4. Pick your battles. Decide when it is worth fighting to the bitter end and when it is OK to give in.

5. Give in sometimes.. and stand your ground when you need to. In this case, the other person conceded the point. Sometimes, I’m the one to make a concession.

6. Acknowledge the other person’s efforts to communicate with you.  If the other person gives you the space to express yourself, listens and works with you to find an agreement, then acknowledge that. It takes more effort and self-control to do that than it does to fly off the handle in a rage.

7. Be prepared to act. If the other person digs in their heels, and you don’t want to deal with the repercussions, then be prepared to do some things yourself. This should be the exception to the rule though, not a modus operandi.

8. Acknowledge that your differences may be due to individual styles or approaches. Usually, there is more than one way to solve a problem. The amount of risk involved in each option may be different. Some people have a lower tolerance for risk than others. By acknowledging that often there is no single “right” way, conflicts are minimized.

9. Work together as much as possible. Ask questions like, “What can we do to figure this out in a way that makes sense for both of us?” By focussing on solving the problem using a teamwork approach, you take the focus off the problem and put it on the solution. By doing so, conflict transforms into collaboration.

These are not foolproof suggestions and I can’t guarantee they’ll work 100% of the time. What I can say is that I’ve used these techniques at home and at work and often the result is even better than I expected.

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Update – January 2018 – This blog has had over 1.8 million views thanks to readers like you. If you enjoyed this post, please “like” it or share it on social media. Thanks!

Sarah Elaine Eaton is a faculty member in the Werklund School of Education, University of Calgary, Canada.

 


21 Leadership Tips for Chairing Difficult Meetings

September 30, 2011

I was recently asked to chair a meeting with a group I’ve been volunteering with for a number of years now. The President was away and as part of my duties as Vice-President, it fell to me to organize and chair the meeting.

We are a dedicated group of people and most of us have volunteered together for at least two years, with a few members being newer than that. There are strong personalities in the group, each of whom has different ideas on how things should be done. Meetings typically run over time and at least half a dozen items get moved from one month’s agenda to the next without resolution. Frustration levels in this group are high. Once you pair that with a couple of strong personalities that sometimes clash, it makes for challenging meetings. Here’s how I handled it:

Before the meeting

1. Read documents from the previous meeting. I prepared by reading over the financial statements and minutes from the previous meeting. You’d think this would be a no-brainer, but you’d be surprised how often that we, as a group, don’t do this. (I’ve been guilty of it myself, at times.) Since I was chairing the meeting, I wanted to set a tone of “leading by example”. So I sat down and reviewed every single document, which included a 43-page set of new proposed By-Laws for the group. In total, I reviewed over 80 pages of documentation to prepare for the meeting.

2. Prepare an agenda. I used the minutes and agenda from the previous meeting to prepare a first draft of the agenda. Then I went back to my e-mail history and reviewed all the issued we had discussed in the previous month. The group had exchanged over 100 e-mails in the month since our last meeting. Not all members receive all the e-mails, but as VP, I get copied on most of them. I didn’t re-read them all, but I scanned the subject lines and reviewed key messages, ensuring that important items made it to the agenda. Knowing that our meetings typically run over time, I put the most pressing issues at the beginning of the agenda, so that if we ran out of time, we would not have important matters outstanding. I could have circulated a call for agenda items, but in this case, I chose not to. I knew we had a lot of issues to cover and I was confident that I’d captured the most important ones. This was a strategic choice on my part. I also didn’t want to open up too many new issues with our President being absent. There are times, however, when sending out a call for agenda items can be useful.

3. Prepare a progress report. It is not typical of our group to have executive members prepare a report, but I thought it would be useful to have a 1-pager with highlights of work that had been completed. I made sure that my report just gave updates and that there were no action items or decisions to be made.

4. Collect the necessary documents in an e-mail. I attached a copy of the agenda, the minutes from the previous meeting and various financial documents and my report so participants would have all the documents in one place. I made a list of the attachments in my e-mail and asked everyone to print their own copies or bring them in digital format on their laptop.

5. Send the reminder e-mail with clear instructions and expectations the day before the meeting. In addition to the list of attachments mentioned above, I also reminded members where the meeting was being held, the time it started and asked them point blank to budget two hours for the meeting. In the past there have been varying ideas on how long our meetings are. The reality is that nobody really knows how long they should be. But as someone who has been part of the group for several years, I’ve seen people get frustrated (or just get up and leave) after about 2 hours. I made it clear how long I expected them to be there, and in turn, I promised them that the meeting would not run over time.

6. Politely decline demands to change the agenda once it has been circulated. In my case, I had someone write to me with new items that had never been on the table before, demanding that they be included on the agenda. This was done via e-mail to our entire group. I politely responded, using “Reply All”, saying that I had reviewed the request and that they would not be included for three reasons: 1) agenda had already been set, 2) members have complained about meetings running over time and it was my intention to honour the 2-hour time limit for the meeting and 3) these items were both new and not urgent and could therefore be addressed by the President at the next meeting.

7. Arrive early and prepared. This not only gives you a chance to select the seat you want, but it also sends a clear, non-verbal message to people when they arrive that you are organized and prepared. This in itself sends a message that you are taking a leadership role for the meeting.

During the meeting

8. Stick to the agenda and follow it in order. In our meetings, we typically jump all over the place, going from one item to another. The agenda becomes more of a wish list of things we’d like to talk about than a step-by-step guide as to what issues we are going to address and in what order.

9. Hold the agenda in your hand. By doing this, you give yourself a physical reminder of the meeting plan you prepared. You also send a visual cue to others in the meeting that the agenda is important and that you are paying attention to it.

10. Allow one speaker at a time. Our group has developed this habit of all talking over one another. It is not uncommon that 2 or 3 people will be talking at once. This is a personal pet peeve of mine, not only because it makes it difficult to follow the conversation, but it makes it almost impossible for the meeting secretary to take good minutes and record the events of the meeting accurately. I’m a stickler for good minutes, but it’s hard to prepare good minutes when three people are all talking at once. For this meeting, when someone interrupted someone else, I literally put up my hand in a “Stop!” position and said, “Just a minute, please, Jane is speaking. Let her finish and then it’ll be your turn.” Members responded well to this and it made it easier to hear the ideas being presented, and made it easier for the minutes secretary.

11. Ensure everyone is heard. If I promised someone I’d let them speak, I kept that promise. Everyone got a chance to say something. One thing that happens when you have two or three loud extroverts all talking is that the introverts become even quieter, shrinking away from animated conversation. A couple of times I did a “round robin”, going around the table one-by-one, so each person could give their comments.

12. Give each person the spotlight, even if it is only briefly. In the case of our group, each person is responsible for mini-projects that they take the lead on. I prepared the agenda so that everyone would have a few moments in the spotlight, where they were responsible for reporting on the work they’d completed in the past month, as well as proposing solutions and asking for feedback on their projects. People tend to be most interested in what they are directly responsible for, so I ensured that everyone’s projects got some attention and that everyone was publicly accountable for their contributions to the group.

Business - Group - team hands

Unite your group by focussing on finding solutions to problems.

13. Focus on solutions to problems. Differences happen, especially in a group of alpha personalities with distinct values and opinions. By focussing on how to solve the issues on the table, you are united in your cause, not divided by your differences.

14. Thwart attempts to hijack or derail the meeting. There were three attempts during the meeting to either hijack it (which is when someone other than the chair tries to take control of the situation) or derail it (which is when someone attempts to get you off track or divert the conversation away from the agenda). I did not take this personally, as our group has developed a culture of people all jumping in, demanding that things be done in a certain way, or trying to take over because they don’t like the fact that we jump all over the place. In all three cases, I acknowledged what was happening, reminded everyone that we had an agenda to follow and we had a lot of material to cover in a short period of time. As the chair of a meeting, it was my job to keep us on track, keep us organized and maintain control. I still wanted decisions to be democratic, but I also wanted to send a clear message that I had no intention of letting the meeting get chaotic.

15. Ask tough questions. Our group has a habit of going off on tangents, with people telling stories and getting away from the business at hand. I took on the role of asking some tough questions. I did it in a polite and respectful way that was intended to keep us focussed on our agenda. I asked questions like, “How does this story move us toward a solution?”, “What’s your action plan to move this forward?”, “What are your specific recommendations on this issue?” and “Are you making a motion on this item?”

16. Allow some humour. The tough questions and “tough love” approach to running a meeting can be oppressive. In our case, we have one member of the group who has a mischievous sense of humour. She made a few jokes throughout the meeting and I let her do so, without getting off track. The comic relief helped add some lightness, which kept people engaged and ultimately helped the meeting to be productive.

17. Conclude by reviewing the details of the next meeting date. Ensure that everyone leaves the meeting knowing when and were the next meeting will be held. This also sends a message that the current meeting is about to conclude.

18. Thank everyone for their attendance. Whether they are volunteers or not, people made a point to be there. I acknowledged the time they took and their contributions.

19. End on time. I promised everyone a two-hour meeting. With 20 minutes to go, there were still a number of items to address. I made it clear that whatever was not addressed would be tabled, with a view to moving it to the top of the agenda next month. I was pleased that people later came up with their own ideas on how to make the next meeting more efficient (e.g. have questions prepared beforehand and not waste time shuffling through papers to find an important piece of information).

After the meeting

20. Follow up right away on your action items. As chair of the meeting, it fell to me to lead by example. I made a point to follow up on each of my action items as soon as I could, to set the tone that we are accountable to do what we say we are going to do.

21. Follow up with a group thank you note. This is a strategy I learned from Patricia Morgan, a specialist in resilience. I once sat on a board chaired by Patricia and within 24-hours of every meeting she sends a follow-up e-mail to all members of the group. She lists each person who was present by name, thanking them for something specific that he or she contributed to the meeting (a good sense of humour, diligent preparation, thoughtful input on a particular issue, providing the space to host the meeting, etc.) Each person is acknowledged for their individual strengths and contributions. I have found this practice to be extremely helpful, particularly in a group where personalities differ. It highlights the entire meeting in terms of the constructive and positive contributions made by each person. Even though personalities may differ, we are all investing our time and expertise. Acknowledging people’s contribution publicly and by name has a profound effect on their perceptions of one another and helps us focus on each others’ strengths.

Will these steps ensure a perfect meeting? No. But they can help set the tone of a meeting, ensure that expectations are clear from the start, that things move ahead in an orderly way and that each person’s contributions are valued.

I wasn’t expecting a perfect meeting and I didn’t get one. But in general, it was very good. And I got three thank you notes from members of the group, acknowledging how well the meeting went. That made it all worth it.

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Update – January 2018 – This blog has had over 1.8 million views thanks to readers like you. If you enjoyed this post, please “like” it or share it on social media. Thanks!

Sarah Elaine Eaton is a faculty member in the Werklund School of Education, University of Calgary, Canada.


12 Great Resources on Strength-Based Leadership

July 10, 2011

Last Thursday I did a leadership workshop with the Southern Alberta Institute of Technology Students Association (SAITA) in Calgary. We did an entire afternoon around strength-based leadership. I led the group through a personal and large-group strengths inventory. Then, we did another activity to see how people can leverage the strengths of the associations and groups they belong to. We wrapped up by helping the newly elected student leaders revisit their goals to see how they could achieve them more effectively using an asset-based approach.

A few of the participants asked for the titles of some reading materials on this topic. This post is dedicated to the wonderful leaders at SAITSA. Here are a dozen of my favorite books on asset-based or strength-based leadership. The authors may call it by different terms, but the underlying ideas are shared among these works:

Appreciative Inquiry Commons. (n.d.).   Retrieved May 1, 2008, from http://appreciativeinquiry.case.edu/

Cooperrider, D. L., Whitney, D., & Stavros, J. M. (2003). Appreciative inquiry handbook. Bedford Heights, OH: Lakeshore Publishers.

Cooperrider, D. L. (2007). Business as an agent of world benefit: Awe is what moves us forward.   Retrieved February 21, 2008, from http://appreciativeinquiry.case.edu/practice/executiveDetail.cfm?coid=10419

Cooperrider, D. L., & Whitney, D. (2008). A positive revolution in change: Appreciative inquiry.   Retrieved March 27, 2008, 2008, from http://appreciativeinquiry.case.edu/uploads/whatisai.pdf

Cramer, K. D., & Wasiak, H. (2006). Change the way you see everything through asset-based thinking. Philadelphia: Running Press.

Eliot, C. (1999). Locating the Energy for Change: An Introduction to Appreciative Inquiry. Winnipeg: International Institute for Sustainable Development / Insitut International du Developpment Durable.

Faure, M. (2006). Problem solving was never this easy: Transformational change through appreciative inquiry. Performance Improvement, 45(9), 22-31.

Kretzmann, J. P., & McKnight, J. L. (1993). Building Communities from the Inside Out: A Path Toward Finding and Mobilizing a Community’s Assets. Skokie, IL: ACTA Publications.

Kretzmann, J. P., McKnight, J. L., Dobrowolski, S., & Puntenney, D. (2005). Discovering Community Power: A Guide to Mobilizing Local Assets and Your Organization’s Capacity. Asset-Based Community Development Institute, School of Education and Social Policy,
Northwestern University. http://www.abcdinstitute.org/docs/kelloggabcd.pdf

Murrell, K., L. (1999). International and intellectual roots of appreciative inquiry. Organization Development Journal, 17(3), 49-61.

Northwestern University. (n.d.). The Asset-Based Community Development Institute: School of Education and Social Policy.   Retrieved October 1, 2010, from http://www.abcdinstitute.org

Tzu, Sun. The Art of War (L. Giles, Trans.). London: Arcturus Publishing Ltd. (The original was believed to have been written between 505 B.C. and 473 B.C., though exact date unknown).

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Update – January 2018 – This blog has had over 1.8 million views thanks to readers like you. If you enjoyed this post, please “like” it or share it on social media. Thanks!

Sarah Elaine Eaton is a faculty member in the Werklund School of Education, University of Calgary, Canada.