1. 2010 May 6

2. ? Yes!

3. 1. Communication ? 2. ? 3. WHISP , W H I S P! 4. WHISP WHISP ?

4. Communication

5. ? 14M 7M 6M Orangutan 1M Gorilla Human Bonobos Chimpanzee

6. ? Joint Attention ( ) !

7. ? Communication is the process of attempting to suggest information from a sender to a receiver with the use of a medium. -Wikipedia Message Context Sender Receiver

8. ? . , . - ( , )

9. ? Gemeinschaft vs. Gesellschaft , , , , ,

10. Human Model Communication Quadrants WHISP

11.

12. ? MacLeans triune brain theory Atilla the Hun Frame: coin betting The ultimatum game

13. P , . . , . " 15 . , ." . ". ?" " ." . " . ... ." " ?" *** , . . ? . (" " )

14.

15. , : ,

16. Coin Test What shall I do?

17. Communication Quadrants Information Interest One way (Argument) (Persuasion) Both way (Dialog) (Negotiation)

18. WHISP Wakeup Hot Interest Story Persona

19. 4 WHISP W (Argument) (Persuasion) H I S (Dialog) (Negotiation) P

20. WHISPer, !

21. ?

22. WHISP Wakeup: 3 Hot: Interest: Story: Persona: ()

23. 1. Wake-up: GABA , , , ,

24. 2. Hot: visual 70% (prop) : what if? Rehearse (image training)

25. 3. Interest: Vitamine vs. painkiller : uniqueness : carpe diem : High-concept : eye-contact, rapport, mirror motion, listening, eating, skinship, we-words

26. 4. Story: : (Personal) (Fable) (Identity) (Review)

27. 4. Story: Parallel structure (safety buffer) Lesson for emotional change

28. 4. Story: 1588, Elizabeth I I

29. 4. Story: Moleskin Marketing Reveal nature to bulid up emotion and relationship

30. 4. Story: Peer review Viral marketing Herding effect 3F: You Feel They Felt They Found

31. 4. Story: (Personal) (Fable) (Identity) (Review) .

32. 5. Persona: Persona = ()

33. 5. Persona: : - (tough initiation) -accumulating small YES ( ) -How was it? -Gesture / Posture / Feature

34. 5. Persona: > (Information) (1) (2) (Attitude) (Behavior) (3)

35. 5. Persona: -YES, but -YES, and - - / /

36. Remember WHISP Wakeup Hot Interest Story Persona

37. WHISP

38. Information Interest 1 One way PT (Argument) (Persuasion) e-mail Both way (Dialog) (Negotiation)

39. (Argument) : ? (Goal) : TPO (Time Place Occasion) (Key arguments) (rehearse)

40. (Dialog) -Parinello case -Old Brain + Info - : -Power of Half-smile , , , - (Prixemics) -Public space > Social Space > Personal Space > Intimate space

41. (Persuasion) , - -, -, -, Chronos vs. Kairos - > > > > Action words - / / / - / /

42. (Negotiation) , -= -= -= (Joint problem solving)

43. : 1 PREP model Point Reason Example Point

44. : -: , -: . -: . . -: . .

45. : What is your story? - (prop) : eye-contact (roman column) Rehearse!

46. :

47. : & (motivation) -, , (Empowerment) (Coaching) - > >

48. : -, , , Group thinking GREAT -Goal / Role / Expectation / Agenda / Time

49. :

50. : : demo, prop, paper :

51. : : : value proposition : head-first

52. : : do not duplicate ,

53. : Anticipated regret we-word

54. : : (Interest) : , ZOPA (standards) (BATNA) -Best / Reasonable / Bottome Line

55. : - / / - , - , , -Why? Why not? What if?

56. : . OK, if (nibble) BL (small talk)

57. : -: > yes, and.. -: -: ,

58. : - ? - , -

59. Human Model Communication Quadrants WHISP

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