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In previous articles, I have talked about strategies for creating a strong opening to your presentation. Once you’ve grabbed your audience’s attention, it’s time to move into the body of your presentation. Here, you’ll discuss your topic in more detail. If your purpose is to inform, you’ll use the body of your presentation to describe your topic and demonstrate how it relates to your audience. If you’re goal is to persuade, you’ll use the body of the presentation to define the problem and offer your solution. In this article, we’ll discuss proven methods for developing the body of your presentation.

Remember, you have a limited amount of time in which to address your audience, therefore you must limit the number/breadth of main ideas covered in your presentation. Depending on the time allotted to you, it’s best to stick to two to five main points. You need to provide supporting evidence for each main point, so allow enough time to develop each point in adequate detail. It’s usually best to err on the conservative side – if there’s a question in your mind about how many points you can reasonably discuss, go with the lower number.

Once you’ve determined the most important issues to illuminate during your speech, the next thing you should plan is the appropriate organizational structure for your speech. Yes, you really do need to plan your presentational structure. There’s nothing more frustrating than listening to a speaker who jumps from one topic to another without explaining how the topics are related, repeats herself often, and never seems to get to the point. These are just a few the side effects of poor organizational structure. You should organize the body of our presentation in a manner that makes sense for your subject. In fact, most subjects naturally lend themselves to a particular structure.

The most common organizational patterns are:

1) Topical – use when several ideas relate to your theme, each distinct idea becomes a main point. This structure is useful for informative speeches.

2) Chronological – uses time sequence for a framework. This structure is useful for both informative and persuasive speeches, both of which require the presentation of background information

3) Spatial – organizes material according to physical space. This structure is useful for informative speeches.

4) Classification – organizes material by putting things into categories. This structure is useful for both informative and persuasive speeches.

5) Problem/Solution – organizes material by describing a problem and then presenting a solution. This structure is useful for persuasive speeches.

6) Cause/Effect – organizes material by describing the cause of a problem and then presenting the effects of the problem. This structure is useful for persuasive speeches.

As you can see, some subjects could easily be organized by a number of different patterns. Chose a structure that supports the presentation of the supporting materials you plan to share with your audience. Whatever organizational structure you chose, make sure to stick with it throughout your presentation.

It was that far away look in my students’ eyes that told me something was wrong. I was teaching grade 8-mathematics and trying to show the kids how to solve expressions with exponents. But what I didn’t realize was that they didn’t know how to solve algebraic equations yet, so I might as well have been speaking to them in a foreign language. As a newly minted teacher, early on in my career, I hadn’t yet learned that before you start holding forth you’d better find out what the students already know! Otherwise, you risk losing them, and your lesson flops.

In many ways, this same principle applies to business communication. If you want to be an effective communicator – whether it’s a presentation or a written document such as an email message, a letter, or a report – you really do have to know who your audience is and what their needs are.

We’ve probably all experienced opening an email from someone who is anxious for our business only to find the message is totally irrelevant. What’s the first thing you do when this happens? Right! You hit the delete button. No doubt you’re grumbling why this message was sent to you in the first place, since its content clearly doesn’t apply to you. And that’s not a good start for building a business relationship!

The fact is; it’s hard to persuade your audience to respond to your message if you haven’t done your homework. The Plain Language and Action Information Network (PLAIN) which is at the forefront of a movement promoting communication that’s clear and simple, makes the idea of focusing on audiences their first defining principle:

“Written material is in plain language if your audience can:

• Find what they need;
• Understand what they find; and
• Use what they find to meet their needs.”

Or if you think of it in retail terms: the customer truly does come first. As I like to put it, “It’s not about me, it’s really about you.”

So how do you figure out who your audience is? Do a little homework.

Here are My Top Tips for Getting to Know Your Audience:

1. Talk To Me: A good old-fashioned conversation is frequently the best way to find out what your audience knows, doesn’t know, and wants to know. Whether it’s a casual chat or a formal interview the goal is the same – find out who your audience is, and what their needs are.
2. Make Google Your Friend: Do a little research online before you write that proposal or send that email message. If you’re working with a new company, their website may reveal a great deal about their current status and future goals.
3. Survey The Crowd: Much like a pollster or a broadcast measurement organization, you may want to send out a survey to your audience. It may be the best option when you have a new client with a complex catalogue of needs, and limited interest in face-to-face or phone meetings.
4. Get Social: Sometimes social media (Facebook and Twitter) are a good way to conduct research. Facebook recently introduced Facebook Questions, which some feel can be a useful tool for polling your already existing community.

Getting to know your audience so that you can be an effective communicator isn’t terrifically complicated. It’s more a matter of taking the time to do your due diligence. Of course, sometimes it’s tempting to skip this step. After all, many people find the thought of “research” and “interviewing” a little dry and dusty. But what outcome would you prefer – reaping the rewards because you put in the time? Or watching as their eyes glaze over?

Negotiation is one of those aspects of life we face on a daily basis. It is essential that a person have powerful negotiation skills, as everything in life requires it. Through great negotiation techniques, you can be very successful in your work, as well as your personal life.

The most important thing is you must understand that negotiation is a skill or a talent. Not everyone has the ability to negotiate; however it is achievable through learning and practice. Everyone should try to become proficient at this skill, to ensure you get the best deal for what it is you require. In order to be a great, successful and powerful negotiator, there are some important tips you need to keep in mind.

When negotiating it important you focus on the particular outcome you want and you must be able to successfully present your argument. At the same time, if money is involved, it is essential that you talk about it before finalizing a deal. Do not be shy and avoid the topic. There should be no surprises at the last minute. Being calm focused and patient while negotiating is very important. You should always keep your emotions away from the discussion. There’s a saying that goes “When emotion is high, intelligence is low”. If you can remain calm, cool and collected, you are more likely to negotiate a successful deal.

Never take the first step when negotiating. If negotiating on a wage rate and someone asks you what rate you are expecting, ideally respond with a question back to them by asking them their budget and what amount they are willing to pay. Believe in what you are asking for. You can choose an amount and not budge, or you can ask for more than the amount you intend on receiving and be willing to negotiate. Do not be arrogant in your conversation but have very good reasons to convince them that they can give you a better offer than the present one.

Be very clear on your bottom line. In order to be a successful negotiator you should be able to give the impression that you may walk away from the deal that is being offered to you, if that is what you are actually willing to do. You must also be ready to offer the other party those things which do not have any impact on your side of the deal or the things you are willing to compromise on. This way, everyone feels they have contributed to the negotiation process and ensures a good relationship between both parties at the end of the conversation.

If you have other options you are looking at, ensure the other party is aware of them, albeit not the specifics.

A successful negotiator should be able to read body language and use it in order to read what the other person is thinking or to send a message to the other party. Body language is of great assistance in assessing when it is time to move to another subject and take a different tack.

These are some important points and tips every successful negotiator should keep in mind and work on. Read books on negotiation, body language and influencing. Negotiation is a skill that can be learned and with practice you will be a far more confident negotiator.