Index

Abele, Andrea, 37–38

Adaptation (movie), 26

affiliate, need to, 41

Alioto, Erica Galos, 71, 75–78

AlliedSignal, 50

analogies, 63–66

Anderson, Chris, 1–14

Angelou, Maya, 46

antagonists, 29

apologies, 95–109

being unapologetic vs., 103

determining necessity of, 98–101

formula for, 101–108

issues around, 96–98

legal concerns and, 97–98

preparing for, 108–109

substance of, 104–105

value created by, 97–98

when to make, 106–107

where to make, 105–106

whom to make to, 102–103

written vs. spoken, 107–108

Aristotle, 116, 143

art presentations, 11

Ash, Mary Kay, 65–66

Ashford, Susan J., 79–93

Atlantic, 95

audiences. See also persuasion

being open with, 20–21

choosing, getting buy-in and, 92–93

connecting with, 18–19, 22

emotional connection and persuasion of, 53, 54

framing for common ground with, 52–53, 61–63

interest level of, 4

keeping the attention of, 22

listening to, 19, 23–24

nonverbal communication by, 19

for pep talks, 73–75

for rehearsing, 12–13

subject knowledge of, 3–4

tailoring your pitch for, 81–83

authenticity, 14, 15–24

body language and, 16–18

the brain’s perceptions of, 16–18

connecting with the audience and, 18–19

intents in, 18, 19–24

persuasion and, 29–30

rehearsing, 18–19

Barra, Mary, 102, 107

Battle Exhortation: The Rhetoric of Combat Leadership (Yellin), 74

Berinato, Scott, 127–142

Big Mac, 103

Blankfein, Lloyd, 105

bliss, describing the new, 145–146

BOB project, 60, 64–65

body language. See nonverbal communication

body movement, 8–9, 47

Boeing, 127

Bossidy, Lawrence, 50

BP, 102, 108

Bradford, Rob, 100

brain

chemistry, leadership, and, 40–41

judgments of others and, 38

perceptions of authenticity and, 16–17

brainstorming, 134–135

Brooks, Alison Wood, 95–109

bullet points, 6, 7

signposting and reviewing, 20–21

slides and, 10–11

buy-in, getting, 79–93

adhering to norms and, 85, 89–90

creating campaigns for, 91–93

emotion management and, 84, 86–87

framing the issue and, 83–86

involving others and, 85, 89

suggesting solutions and, 85, 90–91

tailoring your pitch and, 81–83, 84

timing and, 84, 87–89

Cain, Susan, 10

calls to action, 145–146

candor, 104

career changes, 111–125

challenge of storytelling for, 116–117

citing reasons for, 120–121

coherence in, 117–119

continuity and causality and, 113, 119–122

drama in your story and, 114–115

fact tellers and, 111

rehearsing your story for, 124–125

telling multiple stories for, 123–124

why you need a story for, 112–113

Carney, Dana, 42

catalysts, 116

causality, 113

CEOs. See leaders and leadership

Chambers, John, 103

change

commitment to, apologies and, 104–105

getting buy-in for, 79–93

character and characterization, 119–120

charts and graphs. See visualizations, data

childhood trauma, 34

Chrysler, 68–70

Cisco, 103

coaching, 16–17

Coca-Cola, 98–99, 106

coherence, 117–119

Coleman, John, 20–21

collaboration, 134–135

Collins, Jim, 34

coming-of-age stories, 122

command-and-control leadership, 49, 50

common ground, 52–54, 61–63

common sense, 43–44

compassion, 32

competence, 35–36

projecting, 45–47

trustworthiness and, 37–38

compromise, 52–53

getting buy-in and, 90

resisting, 54–55

confidence, 2, 42

projecting, 46–47

transition stories and, 117

conflict, in storytelling, 28–33

Conger, Jay A., 49–70

connection with audiences, 18–19, 22

persuasion and, 53, 54, 66–70

consultants, 57, 58, 132–133

context

getting buy-in and, 80

pep talks and, 73

transition stories and, 123–124

continuity, 113, 119–122

cooperation, 39

cortisol, 40

Cox, Brian, 26

credibility

in persuasion, 52, 53, 54–61

self-assessment of, 55

sources of, 52, 55–61

Cuddy, Amy J. C., 10, 35–47

culture, 38

curriculum vitae, 120, 121

cyber-security breaches, 101, 103, 105

data

limiting, 21

mixing narrative and, 4, 5

scope of, 136

visualizations of, 127–142

dataviz, 127–142

deadlines, 88–89

Deepwater Horizon oil spill, 108

defensiveness, 20, 104

delivery, 6–7

filler words in, 8–9

pauses in, 8–9

projecting warmth through, 43

rote, 13

design thinking, 134

desire, 33

detective stories, 4

Detert, James R., 79–93

DiGiorno, 107

Duarte, Nancy, 5, 128, 143–146

Dutton, Jane, 80

education plot, 122

ego

tone and, 4, 6, 7

video clips and, 12

Eisenberger, Naomi, 41

emotion

authenticity and, 22–23

connecting with audiences and, 19

dealing with struggles and, 32–33

identifying listeners’, 19

leadership styles and, 39

managing to get buy-in, 84, 86–87

matching to your audience’s, 70

passion, 22–23

persuasion and, 53, 54, 64–65, 66–70

self-regulation of, 87

smiling and, 44–45

toward competent vs. connected leaders, 35–36

in transition stories, 117

understanding audiences’, 19, 23–24

warmth, leadership, and, 35–47

emotional contagion, 95–96

emotional intelligence, 80

empathetic language, 72–76

empathy, 32

pep talks and, 75–76

projecting warmth and, 43–44

endings, 145–146

envy, 35

evidence, in persuasion, 54, 63–66

executives. See leaders and leadership

expectations, in storytelling, 28–29

expertise

credibility and, 52, 55–71

getting buy-in and, 80

improving, 57

self-assessment of, 55, 56

exploration, visualizations for, 128, 130–131, 138–142

eye contact, 9–10

Facebook, 95–96, 99, 104

fear, leading through, 35–36

feedback, 12–13

fidgeting, 8–9, 47

filler words, 8–9

Fiske, Susan, 35, 39

flexibility, 39

Folkman, Joseph, 36

force-directed diagrams, 139

framing, 2, 3–6

business, 86

to get buy in from the boss, 83–86

goals, 52–54, 61–63

as a journey, 3–4

moral, 86

persuasive, 52–53, 61–63

transition stories, 121–122

Fries, Karen, 59–60, 64–65

Fryer, Bronwyn, 25–34

Galinsky, Adam D., 95–109

Gardner, John, 114

Garg, Anmol, 139–140

Gartner Hype Cycle, 129–130

gas-scrubbing technology, 79

Gates, Bill, 60

General Electric, 32

gestures, 9. See also nonverbal communication

Giussani, Bruno, 12–13

Glick, Peter, 35, 39

GM, 102, 107

goals, framing, 52–54, 61–63, 121. See also pep talks

Goldman Sachs, 105

Grant, Adam, 87

group dynamics, 41

habits, changing, 9

happy warriors, 40–42

hard sell, 54

Hayward, Tony, 102, 108

Hello Barbie, 99

Home Depot, 101, 105

Hype Cycle, 129–130

Iacocca, Lee, 69

Ibarra, Herminia, 111–125

idea generation, 131, 134–135

idea illustration, 131, 132–133

inciting incidents, 27–28

influence, through connection vs. competence, 35–47

intention, authenticity and, 18, 19–24

issue selling, 80–81

adhering to norms and, 89–90

creating campaigns for, 91–93

emotion management and, 84, 86–87

framing the issue and, 83–86

involving others and, 85, 89

prompts for, 84–85

suggesting solutions and, 90–91

tailoring your pitch and, 81–83, 84

timing and, 87–89

trust and, 39

vivid language and compelling evidence in, 54, 63–66

Ivester, M. Douglas, 98–99

JetBlue, 102, 103, 106

John Wayne approach to persuasion, 54

Josephs, Robert, 40

journeys, framing talks as, 3–4

Kelly, Gary, 106

Keltner, Dacher, 46

key points, 20–21

KNP, 44

Kohut, Matthew, 35–47

Kolko, Jon, 134

Kozlowski, Dennis, 36

Lay, Kenneth, 31

leaders and leadership

apologies by, 95–109

command-and-control, 49, 50

connection vs. competence and, 35–47

dealing with dark realities by, 32–33

fear, leading through, 35–36

getting buy-in from, 79–93

as happy warriors, 40–42

pep talks, 71–78

persuasion and storytelling for, 27–34, 49–70

strength of, 39–42

styles, emotional reactions to, 39

warmth of, 39–42

Lerner, Jennifer, 40

Liang-Tan, Min, 102

Linde, Charlotte, 119, 120

Lineback, Kent, 111–125

Linnett, Barry, 59–60, 64–65

lion lights, 1–2

listening to audiences, 19, 23–24

Lovegrove, Ross, 11

Lululemon, 102, 103

Machiavelli, Niccolò, 35, 40

manipulation, 29–30, 49–50

Marcell, Robert, 68–70

Margolin, Reuben, 11

Maruster, Rob, 102, 103

Mary Kay Cosmetics, 53, 65–66

Massena, Darrin, 60

Mattel, 99

maturation plot, 122

Mayfield, Jacqueline, 72, 73, 76

Mayfield, Milton, 72, 73, 76

McChrystal, Stanley, 75

McDonald’s, 103

McGinn, Daniel, 71–78

McKee, Robert, 25–34

meaning-making language, 72–75, 77–78

Mehta, Pranjal, 40

memorization, 6–7, 13

memory, auditory vs. visual, 20

metaphors, 63–66, 132

Microsoft, 59–60, 64–65

military speeches, 74–75

mission, 38, 99–100

Morgan, Nick, 15–24

motivating language theory (MLT), 72–78

multimedia, 10–12, 13–14

Nass, Clifford, 60

Neffinger, John, 35–47

nervousness, 9, 10

acknowledging, 10

power poses and, 10

neuropeptides, 40

News International, 106

New York Times, 105

nonverbal communication, 8–9

of audience responses, 19

of audiences, 19, 23–24

authenticity and, 16–18, 21

authenticity in, 21–22

judgments based on, 42

practicing, 42

rehearsing, 42

smiling, 44–45

of strength, 45–47

of warmth, 36, 42, 43–45

norms, 85, 89–90

note cards, 6, 7, 10–11

openness, 20–21, 39

to compromise, persuasion and, 51–53

vulnerability and, 21

organizational norms, 89–90

oxytocin, 40

passion, 22–23

pauses, 8–9, 11

PC Works, 60

pep talks, 71–78

audiences for, 72–75

context and, 72–75

elements of good, 72–75

empathy and, 72–75

personality, 2

persuasion, 25, 49–70

adhering to norms and, 85, 89–90

argument quality and, 55

compromise and, 52–53

creating campaigns for, 91–93

credibility and, 52, 53, 54–61

dialogue phase in, 50, 51–52

discovery phase in, 50, 51

emotional connection and, 53, 54, 66–70

emotional vs. intellectual, 26–27

emotion management and, 84, 86–87

framing goals and, 52–53, 61–63

framing the issue and, 83–86

getting buy-in with, 79–93

identifying benefits and, 61–62, 84–86

importance of, 49

involving others and, 85, 89

issue selling and, 80–81

manipulation and, 29–30, 49–50

mistakes in, 54–55

phases in, 50

the power of, 70

preparation phase in, 50, 51

as process, 55

reinforcing your position in, 53

story structure and, 143–144

suggesting solutions and, 85, 90–91

tailoring your pitch and, 81–83, 84

timing and, 84, 87–89

pilot projects, 57, 59

pitches, tailoring, 81–83, 84

posture, 21, 46–47. See also nonverbal communication

power poses, 10, 42, 46

projecting warmth through, 45

PowerPoint, 10–12, 26

power poses, 10, 42, 46

presentations

about art, 11

framing your story in, 3–6

presenting data in, 4, 5

structure for, 143–146

ways to ruin, 13

presentation software, 11

Prezi, 11

profluence of development, 114

protagonists, 29, 33, 114–115, 116

prototypes, 60

psychological contract, 99

Publisher, 60

pyramid searches, 132–133

rapport, 20–21

Razer, 102

Reardon, Kathleen, 55

Reeves, Bryon, 60

rehearsing, 6–7

apologies, 109

authenticity and, 18–19

body language, 18–19, 42

feedback and, 12–13

getting rid of filler words through, 9

transition stories, 124–125

relational knowledge, 89–90

relationships

credibility and, 52, 55–61

in getting buy-in, 89

improving, 57–58

self-assessment of, 56

remorse, 104, 107–108

resolution, 116

résumés, 120–121

Richards, Ann, 40–41

Ritz-Carlton, 108

Ruffo, Monica, 61–62

Saint Paul, 114

Sanfey, Alan, 38–39

Schweitzer, Maurice E., 95–109

scope, limiting, 4

screenwriting, 26–27

self-confidence, 42, 46, 112–113

self-doubt, 46

self-knowledge, 34

self-regulation, 87

Sherman, Gary, 40

silence, 11

skepticism, 31–32

slides, 10–12, 13, 26, 68–69

smiling, 44–45

social media, 95–96, 99, 100–101, 104

apologies via, 106

Southwest Airlines, 106

spontaneous trait inferences, 38

stability, 113

stage presence, 7–10

filler words and, 8–9

Steinhafel, Gregg, 103

stories and storytelling, 25–34

beginning, 144–145

boasting vs. sharing in, 4, 6

career changes and, 111–125

cognitive psychology of, 28

coherence in, 117–119

continuity and causality in, 113, 119–122

data vs., 21

defining, 27–28, 112

drama in, 114–115

education plot in, 122

elements of classic, 116

elements of good, 28–29

ending, 145–146

fact telling vs., 111

finding good, 33

framing, 2, 3–6

maturation/coming-of-age, 122

the middle of, 145

mixing data with, 5

in persuasion, 54, 63–66

resolution in, 116

role of struggles in, 29–30

self-knowledge and, 33–34

skepticism in, 31–32

structure of, 27–28, 116, 143–146

struggles in, 28–33, 114–115, 116

turning points in, 114–115, 116

Story: Substance, Structure, Style, and the Principles of Screenwriting (McKee), 26

strategic knowledge, 89–90

strength, projecting, 45–47. See also competence

struggles, in storytelling, 28–33, 114–115, 116

Target, 101, 103, 105

Taylor, Jill Bolte, 6–7

TEDGlobal, 12–13

TED Talks, 1–2

multimedia in, 11–12

reading of, 6

teleprompters, 6

Tesla Motors, 139–140

testosterone, 40–41

threats, highlighting to get buy-in, 86

timing, 84, 87–89

to-do lists, 145

Todorov, Alex, 38

tone

in apologies, 107–109

authenticity and, 21

boasting vs. sharing, 4, 6

condescending, 7

persuasion and, 53

projecting warmth through, 43

topics

introducing quickly, 3–4

organizations as, 6

passion about, 22–23

scope of, 4

substance in, 13–14

transition stories, 111–125

challenge of, 116–117

citing reasons for change in, 120–121

coherence in, 117–119

context and multiple versions of, 123–124

continuity and causality in, 113, 119–122

drama in, 114–115

fact telling vs., 111

rehearsing, 124–125

why you need, 112–113

trust

apologies and, 96

benefits of toward leaders, 39–40

coherence and, 118

competence-based, 37–38

economic benefits of, 38–39

job interviews and, 123

personal stories and, 113

storytelling and, 31

transition stories and, 117

truthfulness, 31

Turere, Richard, 1–2

turning points, 114–115, 116

Two-Arts, 25

Tyco, 36

uncertainty, 41

uncertainty-reducing language, 72–75

understanding, desire for, 41

United Airlines, 100

urgency, 86

“us” vs. “them,” 41

valley of awkwardness, 7

values, 38, 99

Vancouver Taxi Association, 105

van’t Wout, Mascha, 38–39

Vargas, Tiffanye, 74

vasopressin, 40

video, 12

vision, 144–145

visual confirmation, 136–138

visual discovery, 131, 135–140

visual exploration, 138–142

visualizations, data, 127–142

for conceptual or data-driven information, 128–130

for declarations or exploration, 128, 130–131

everyday, 140–142

idea generation, 131, 134–135

idea illustration, 131, 132–133

nature and purpose of, 128–131

simplicity in, 141–142

types of, 131–142

visual confirmation, 136–138

visual discovery, 131, 135–140

visual exploration, 138–142

vulnerability, 10, 117

openness and, 21

warmth, 35–36

economic benefits of, 38–39

projecting, 42, 43–45

Washington Post, 95

Welch, Jack, 32

Well-Designed: How to Use Empathy to Create Products People Love (Kolko), 134

Wilson, Chip, 102, 103

Wojciszki, Bogdan, 37–38

Yap, Andy, 42

Ybarra, Oscar, 38

Yellin, Keith, 74

Yelp, 71, 75–78

Zandan, Noah, 8–9

Zenger, Jack, 36

Zuckerberg, Mark, 104, 107