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
60. . http://inuit.co.kr [email protected]
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