Chapter Eight

Control Your Cadence: The Phrase

Case Studies: Elmore Leonard • Ludwig van Beethoven • Leonard Bernstein/Stephen Sondheim • Dr. Krzysztof Izdebski • Garrison Frost • Stephen Fry • George W. Bush • Jill Abramson • Mark Carney, Bank of England • Mary Barra, GM • Indra Nooyi, PepsiCo

I’m very much aware in the writing of the dialogue, or even in the narrative too, of a rhythm. There has to be a rhythm with it...a beat.1

Elmore Leonard

Cadence

Although Elmore Leonard wrote countless novels and short stories that have sold tens of millions of copies, he is best known for the films that have been made from his published writing, and particularly for the pungent dialogue his characters speak.

Cadence in speech is the equivalent of rhythm in music. Music needs a beat, and speech needs a beat—a metric. For our speech metric, we turn to the Verbal, or the content. In text—the written form of the Verbal—the metric is a sentence.

Spoken language, however, is different from written text. When we speak, we don’t form full sentences; we speak in incomplete or partial sentences. ­Spoken ideas are formed in fractions, interrupted by ellipses, or ramble as prolonged thoughts that veer off into discontinuity. When written, spoken language appears fragmented. Look at any newspaper or magazine article that contains a transcription of an interview and, more than likely, you will have to back up and reread a given passage to understand it.

The audience for your presentation does not have a rewind button. If they lose track of what you are saying, they will fall behind and will have to work hard to catch up with you. Before long, they will stop trying and tune out. On the other hand, if you speak in a clear and coherent cadence, you will make it easy for your audience to follow you.

Speak in a rhythm that meters the progression of your verbal presentation. Speak with a beat. In speech, that metric is a subdivision of a sentence, the ­irreducible unit of spoken language, the phrase.

Some phrases are very long and very convoluted, consisting of many, many words.

Some phrases are shorter, consisting of fewer words.

Others are shorter.

Shorter still.

Shortest.

Therefore, a phrase can be multiple words, two words, or even one word.

Regardless of the number of words, every phrase shares a common ­characteristic with every other phrase: every phrase is a complete unit of logic. Every phrase is an entity. Every phrase is an integer. Every phrase is a complete transaction. Every phrase parses your content. Every phrase has a clear beginning and a distinct end.

To express that ending, drop your voice at the end of the phrase. Use a ­falling inflection to resolve the logic. This vocal pattern is a unique skill called Complete the Arc®.

Complete the Arc®

Complete the Arc of the logic of your content with the sound of your voice. Complete the logic of the Verbal with the Vocal. Mark your logic by dropping your voice at the ends of your phrases. When you do, you culminate each of your ideas and, most of all, you create clarity for your audience.

You’ll note that there are no numbers in this instruction—no word count and no length of time. That’s because each phrase is different from the next. Moreover, it’s impossible to speak and count words or seconds simultaneously. Complete the Arc measures and defines the length of each phrase conceptually rather than numerically.

Stay in EyeConnect until you Complete the Arc. Stay in EyeConnect with one person for an entire phrase, regardless of its length, and then drop your voice. Stay engaged with that one person for the full meaning of the phrase. In the previous chapter, I defined the duration of EyeConnect as lasting until you Read the Reaction of the person you’re addressing. Now I’m defining the other side of the equation: the optimal length of your engagement.

The reason I gave you instructions for EyeConnect in two stages—a ­minimum and maximum length of engagement—is that Time Warp drives you to do the opposite, to keep scanning the room. Complete the Arc helps to manage Time Warp by combining both stages: Reading the ­Reaction and providing the logic.

Complete the Arc in Music

Think of the main theme from Ludwig van Beethoven’s famous Fifth Symphony and its familiar pattern of three short notes followed by a long one: Bam-Bam-Bam BAM. The final BAM completes the arc of the musical phrase. If you were to hear only Bam-Bam-Bam…it would sound incomplete.

In music, this pattern is called tension and resolution, it refers to a rising progression of musical chords that culminates in a release.

From the sublime of Beethoven to the simple. Think of the universally familiar knock-on-the-door pattern composed of four short notes followed by two long ones: BAM-Bam-Bam-Bam-Bam, BAM BAM (also known as “Shave and a haircut, two bits”). If you were to hear only BAM-Bam-Bam-Bam-Bam...it would sound incomplete.

Composer Leonard Bernstein and lyricist Stephen Sondheim used this familiar rhythmic pattern in their legendary musical West Side Story as the climax to their comedic song “Gee, Officer Krupke.”2

Image    (Video 36) West Side Story—Gee Officer Krupke!
https://youtu.be/j7TT4jnnWys?t=239

To get a better idea of the power of Complete the Arc, try the following exercise.

Complete the Arc Exercise

When you are next with a group of friends in a restaurant or with colleagues around a conference table, out of the blue, rap your knuckles on the tabletop: BAM-Bam-Bam-Bam-Bam…and then stop short. Odds are that one or two of your companions, without any prompting, will rap their knuckles on the tabletop: BAM BAM—to Complete the Arc.

This instinctive impulse to resolve the logic of a musical phrase transcends cultural borders. Dr. Krzysztof Izdebski, the chair of the Pacific Voice & Speech Foundation, invited me to present the Complete the Arc concept at one of the organization’s annual conferences. The attendees were voice and speech scientists from all over the world: Japan, Russia, Scandinavia, and Western Europe. After Dr. Izdebski’s introduction, I stepped onto the stage and, without uttering a word, rapped my knuckles on the lectern: BAM-Bam-Bam-Bam-bam, then stopped short. Without a word, several people in the audience rapped their knuckles on whatever hard surface was nearby—their armrests, their laptops, or their briefcases—BAM BAM!

Complete the Arc.

Complete the Arc in Film and Video

Film and video editing offer another example of the importance of Complete the Arc. Think about the time you saw a television news clip in which a subject, such as a public official, says “I think that’s a great idea…” and then, with the official’s rising voice suspended in midair, the clip abruptly switches to a shot of a reporter, who comments on the statement. The rise in the official’s voice at the edit point is known by film and video editors as an “upcut” because it sounds incomplete and makes a viewer wonder whether there was something more to the statement. Did the official go on to say “but…” and then disparage the idea? Did the editor alter or manipulate the meaning of the official’s statement? Most likely not, but in the deadline-driven news business, editors are forced to cut on the copy, not the tone.

Rising/Falling Inflection

If you do not drop your voice at the end of a phrase, or if your voice rises and you let it hang in midair, it sounds incomplete. For example, suppose I were to look you straight in the eye and say, “The most important aspect of presenting is…” and then suddenly dart my eyes away as I finished the phrase: “…confidence!” How would that feel? Abrupt at best and rude at worst.

Finish the phrase to the eyes of the person with whom you are engaged. Stay in EyeConnect with them all the way to the end of the phrase: “The most important aspect of presenting is confidence!” Then move your eyes to engage with a different person. Staying connected for one additional word may seem insignificant, but the difference in impact is quite significant. You can hear the impact in the following exercise.

Rising/Falling Exercise

Deliver the two variations of the same phrase above to a person you know. Watch that person’s reactions to each version. Even as an exercise, the difference will be palpable.

Rising/Falling: The Question

If your voice rises at the end of a phrase, it converts a statement into a question. A question sounds uncertain or dubious; a statement sounds confident, the perception every presenter wants to project. The following exercise demonstrates the difference between the uncertainty in a question and the conviction of a statement.

Question Exercise

Say a simple phrase such as “I grew up in (your hometown”) but do it twice, first as a question with rising inflection and then as a statement with falling inflection. Hear the difference?

Rising/Falling Exception

I discovered an interesting exception to the rising/falling effect in my car’s voice guidance system. After I enter a destination, a recorded male voice provides directions using a rising or falling pattern to convey different meanings. Every time the voice provides an update, he ends the phrase with rising inflection on the last words: “Continue on El Camino Real for three miles…” “Continue on El Camino Real for two miles…” “In 200 feet, turn left…” The rise in his voice creates suspense and indicates that we’re not there yet. But then, when he delivers his last instruction, “You have arrived at your destination,” his inflection falls on the last word, concluding the journey.

This pattern works well for guidance systems because it indicates a continuing journey, but works against presenters because a rising inflection pattern indicates uncertainty.

Rising/Falling: UpSpeak

Image    (Video 37) A quick example of uptalk.
https://youtu.be/pPZMy_JWsOU

At the far end of the rising/falling vocal spectrum is what is known as UpSpeak, where the inflection rises at the end of a phrase even further than it does for a question and continues upward until it veers off into complete meaninglessness. In a YouTube video, Garrison Frost demonstrated UpSpeak by simply speaking the first sentence of Abraham Lincoln’s Gettysburg Address two ways: conventionally and with UpSpeak. In the latter, Frost’s voice rose at the end of each phrase in the sentence—at each comma—weakening the power of those immortal words3:

Four score and seven years ago our fathers brought forth on this continent, a new nation, conceived in liberty, and dedicated to the proposition that all men are created equal.

UpSpeak is often identified with teenagers because the pattern makes their words—and their personas—sound immature. Comedians have labeled this pattern “Valley Girl Talk.”

Image    (Video 38) Stephen Fry. Room 101—“AQI”—2001.
https://youtu.be/xs5fH1ECzWc

British comedian and writer Stephen Fry demonstrated Valley Girl talk as it occurs “particularly on the West Coast of America and a particularly female way of talking”4:

My name is Mandy… [rising]

and I want to be class president… [rising]

But UpSpeak is not limited to Valley Girls; presidents do it, too. George W. Bush fell into an UpSpeak pattern during a speech in Florida:

This trip’s a little different from the last time I spent the night here in Miami. Last night Jeb and I had some crabs… [rising inflection]

…with like members of the 1972 Miami Dolphins… [rising]

…Dan Marino and his really dynamic wife… [rising]

…TV stars, Andy Garcia… [rising]

…movie stars, we had a fantastic experience! It’s a lot better, by the way, than preparing for a presidential debate.5

Rising/Falling: Vocal Fry

Image    (Video 40) Faith Salie on speaking with “vocal fry.”
https://youtu.be/R6r7LhcHHAc

At the far other end of the rising/falling vocal spectrum is “Vocal Fry,” a mannerism in which speakers end their phrases by dropping their voice into a raspy, low-pitched growl.6 The mannerism has drawn much attention because it has been adopted by many young women who are said to be emulating celebrities7 like Kim Kardashian, Paris Hilton, and Britney Spears.8 It has also generated considerable media attention and controversy because it casts females who use it in a negative light. An article in The Guardian concluded that “this pattern makes young women who use it sound less competent, less trustworthy, less educated.”9

Image    (Video 41) Jill Abramson: Her new book and possible plagiarism.
https://www.pbs.org/video/jill-abramson-her-new-book-and-possible-plagiarism-claims-xo/

But here, too, the pattern is not limited to young women. It can also make a mature woman sound less trustworthy.

Jill Abramson is an experienced and respected journalist who rose through the ranks to become the first female executive editor of The New York Times. She lasted in that role for only four years due to conflicts with management and was abruptly dismissed. Returning to her journalistic roots, she wrote a book called Merchants of Truth: The Business of News and the Fight for Facts.

When the book was published, however, it landed her in more trouble: Jake Malooley, an alert reporter for Rolling Stone, discovered that she had used ­several passages written by other writers, duplicated word-for-word, without attribution—the literary world’s cardinal sin of plagiarism, made worse because it was perpetrated by an editor. “The irony was thick,” Malooley wrote. “Here was a veteran of the industry, a Harvard journalism lecturer no less, getting facts wrong in a book about ‘the fight for facts’ in contemporary news.”10

In an effort to defend herself, Abramson made the media rounds. One stop was an interview on PBS, conducted by the respected Walter Isaacson, a former managing editor of Time Magazine, now a professor of history at Tulane University, and the author of biographies of Steve Jobs and Leonardo da Vinci.

Isaacson said, “You’ve been accused of plagiarism in the book because there are a few passages that are pretty much verbatim from sources that weren’t cited well.…Were you cutting and pasting?”11

In her halting answer, Abramson repeatedly dropped her voice into Vocal Fry, indicated by underlines:

I wasn’t doing that much cutting and pastingsomeuh—you know, but I don’t think that in—there are three examples of things that just went uncited, either authors or publications. I have, you know, 70 pages of footnotes and 835 separate citations. I was using—uh—a form of footnoting that I’d never used before called “trailing phrase end notes”—uh—which I’m certain—whether for a source—some people were angry because I credited some material but used other quotes from someone’s interview and didn’t do a separate end note on that. I didn’t think that is what that form required. But looking back I—I wish I had been more careful.12

The remedy for both UpSpeak and Vocal Fry is to Complete the Arc.

Complete the Arc in Action

Let’s now turn to three positive role models who Complete the Arc of their phrases flawlessly, although each of them does so in different patterns.

Image    (Video 42) EU referendum result—Statement by the Governor of the Bank of England.
https://youtu.be/IK3By6uQ8gU

Mark Carney, the governor of the Bank of England, who grew up in ­Canada and studied at Harvard, speaks in compound phrases. When he announced ­Britain’s intention to resign from the European Union (Brexit), he used falling inflection at the ends of his long phrases:

Good morning. The people of the United Kingdom have voted to leave the European Union. [falling]

Inevitably there’ll be a period of uncertainty and adjustment following this result, but as the Prime Minister said just this morning there’ll be no initial change in the way our people can travel and the way our goods can move or the way our services can be sold.13 [falling]

He also used a string of several phrases culminated by Complete the Arc:

And it will take some time for the United Kingdom to establish new relationships with Europe and the rest of the world. [falling]

So some market and economic volatility can be expected as this process unfolds, but we are well prepared for this.14 [falling]

Complete the Arc.

Image    (Video 43) Mary Barra—GM Switch Recall Update.
https://youtu.be/s5Mt-PHyKdI?t=60

General Motors CEO Mary Barra, who grew up and was educated in ­Michigan, speaks in short, simple phrases. When she spoke to GM employees about a defective ignition switch that led to the recall of 2.6 million cars, she also used falling inflection at the end of her phrases, indicated below by the line breaks:

But as I lead through this crisis, I want everyone to know I am guided by two clear principles.

First, we will do the right thing for those who were harmed,

and second, we’ll accept responsibility for our mistakes,

and commit to doing everything within our power to make sure this never happens again.

I hate sharing this with you just as much as you hate hearing it.

But I want you to hear it.

In fact, I want you to remember it,

I want you to never forget it.15

Complete the Arc.

Image    (Video 44) Never be happy with what you know: Indra Nooyi.
https://youtu.be/24d4rfnsOxg?t=47

Indra Nooyi was the CEO of PepsiCo for 12 years, during which time she became widely regarded as one of the most powerful and influential women in business. She grew up speaking Tamil in her native India.16

Like other Indian languages and dialects, Tamil is characterized by rising inflections that give it a lilting, melodic pattern. But when Nooyi speaks in English, she Completes the Arc of her phrases, projecting the authority and confidence she clearly possesses. A year after her tenure at PepsiCo concluded, she was honored for her many achievements at a gala held at the official residence of the president in New Delhi. In her acceptance speech below, she, too, used ­falling inflection at the ends of her phrases, indicated by the line breaks:

Greatness comes not from a position but from helping build the future.

All of us in positions of power have an obligation to pull others up.

You know as I stand here today, I look at my responsibility not as accepting an honor.

I look upon it as accepting a challenge and a responsibility,

…an obligation to actually make it possible for the people who are younger to come up and achieve levels of greatness so they too can be on the stage sometime in the future.

So, thank you…for this incredible honor.17

Complete the Arc.

To make the phrase the basic rhythm of your spoken cadence, you must also consider what separates one phrase from another. In written text, that would be a comma or a period. The Vocal equivalent of a written punctuation mark is a pause, the subject of the next chapter.

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