Category Archives: Communication

Take a Solution Oriented Approach in Presentation Skills – Part 2 of 2

Let’s see how the W4H1 Approach Works to bring solutions to your audience in your next presentation.

For example, let’s say that you were talking to a group of professionals who were concerned about upcoming layoffs. After first tapping into the pain and anguish this is undoubtedly producing in a group of staff, you could discuss how you successfully prepared for and transitioned through a lay off experience by starting your own consulting business. Let’s look at the W4H1 approach and how it would apply to this example of starting a consulting business. Notice that the questions are also written in an audience focused manner by dealing with what THEY can do, rather than a pure history of what YOU yourself did.


– What Can You Do?

 – Where Can You Find Customers?

 – When Should You Start Your Business?

 – Why Promote Your Services?

 – How Can You Promote Your Services?


By answering each of these questions in a clear and concise manner you are directing your audience to solution oriented steps that they can take to resolve their issue. Your audience will thank you for not only connecting with their dilemma, but for explicitly helping them to understand a solution and take action! Still not sure how to get started? Visit us at or at for more tips and tools.

 For more information on how to communicate with your audience visit our website at where you will learn about presentation skills training, business communication seminars, and presentation skills intensives. You can learn more about improving your presentation skills independently by checking out our free report available at or at



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Solution Focused Presentation Skills – Part 1 of 2

Ever struggled to engage your audience when giving a presentation?  Solution Focused presentations may be your answer!  Join us for this 2 part Series on How to Help Your Listeners

Generally speaking, professionals in your work world are busy people. More to the point, they have limited time and interest in other people’s problems. However, they do possess an unwavering interest in their own lives and predicaments. That said; if you want to engage an audience you need to identify the problem faced by your listeners and then go on to SOLVE it!! Moreover, you want to impress upon them that they can solve their own predicament by listening to your talk and following the steps you provide.

Solution focused speaking is an important tool in your communication tool box. By highlighting the pain or dilemma your listeners face you can then let them know that your presentation will provide key tools to assist them in resolving their own issue. One way to share your solution and how it applies to your listener is to outline your experience and how it applies to the audience by using the W4H1 Approach. This W4H1 approach has long been used by writers to convey information in a concise and organized manner. It involves utilizing a five-pronged explanatory approach by asking and answering five questions; these questions start with either a "W" or an "H". For example, look at questions that start with: What? Where? When? Why? & How? This combination of five helps you to provide a concise overview of your own experience.

For more information on how to communicate with your audience visit our website at to find out about presentation skills training, communication seminars, and more!  Or join us at where you can download a free report on top tips to grow your communication skills.

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Part 3 of 3 Part Series: Managing Organizational Change

In earlier articles we explored Steps 1 & 2 in helping your organization move effectively through organizational change.  Let’s take a closer look at Step 3.

Step 3: Clarify Roles That Fit The New Organization

Equally important to clarifying organizational vision, is clarifying individual vision. What should each staff member do to support the organization? How does their work support the overall vision? If significant shifts have occurred new teams and roles may need to be defined. Some roles may no longer be needed. The role clarification process can serve as a time of renewal as staff with key skill sets may be utilized in new ways. Bottom line, each member of the organization should be able to articulate how their work will support the overall vision of the company, and in turn, how they can support others in their staff team. Again, open and ongoing communication is essential as role clarification often occurs over time. While broad brush strokes are required immediately upon organizational change, details of roles may not get filled in for several months as the change unfolds within the organization. Savvy managers can create processes that enable staff and teams to discuss, shape and refine roles as time goes by.

By keeping these three steps in mind and involving staff teams in part step of the process, management teams can reduce confusion, uncertainty and helplessness. Moreover, by getting employees on board with the new vision, communicating regularly, and involving them in role clarification processes, organizations can optimize staff skillsets and organizational potential in changing times.

For more resources about management skills training, managing change, or free reports on building team effectiveness, visit our website at: or learn about management training at

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Redirecting Your Negotiations – Part 3 in a 3 Part Series on Improving Negotiation Skills

Redirecting The Negotiations is an important skill set.

 Now that you’ve learned about tactics and how to determine their use, it’s helpful to learn how to redirect the negotiations back to positive ground.  This is part 3 in a 3 part series on How To Improve Your Negotiation Skills.

When you learn that the other party in your negotiation has been using a tactic against you need to tell the other party what the consequences are for dealing negatively.  Stay objective during this phase of negotiations if you can.  Judging the other party to be “wrong” may feel natural but all it will do is get their defenses up.   Just call it for what it is from an objective place. Take the lead in returning the negotiations to a mutuality-based, win-win process. Be the enlightened negotiator; be the model. That goes a long way in appearing powerful in a very positive way during any negotiation process.

Remember, test and probe with questions when you think someone is using tactics. Be the leader. Go for win-win! Visit us at

Or look to our free resources at to take your negotiations skills to the next level of success!

Improve Your Negotiation Skills By Discerning Tactics – Part 2 in a 3 Part Series

Uncovering a Tactic


If you suspect that a tactic is being used against you, the best strategy is to ask questions. It’s usually that simple in negotiations. You probe. You discuss. Let’s say the other party in your negotiation sets a deadline.  How can you determine if it’s a tactic or not? Test the deadline. Ask questions about it. Who set it? Why that time and date? What happens if the deadline is not met? In any negotiation it’s important to get conversational. Use objective criteria – the facts.  Alternatively if they say this is the last item for sale, ask about replacement items, possible shipping dates for new inventory.  Bottom line – determine if they were using scarcity as a tactic to pressure you during the negotiation.  Find out more at


To Learn More About Uncovering Tactics

To learn more about uncovering tactics you can click here to go to   where you will find more information about negotiations plus a free report on How to Improve Your Negotiations.  Download the free report and improve your negotiation skills on the spot.  To learn about hosting an onsite negotiation skills training course please contact us at or again visit



About The Author Jim Hornickel

Jim Hornickel is the Director of Training at Negotiations Training Institute and CEO of Bold New Directions, ,  a transformational learning organization that offers corporate  learning programs including negotiations training, communications training, and presentation training.   Bold New Directions faculty work with Fortune 500 companies, mid-sized firms and educational institutions to grow people and performance. Find out more about Jim Hornickel and Bold New Directions at or visit our specialized negotiations training site via