Project Management and Soft Skills

Prof. Roberto Verdone

www.robertoverdone.org

Project Management and Soft SkillsCultures and Persuasion

Roberto Verdonewww.robertoverdone.org

[email protected]

+39 051 20 93817



Exam

Written questionnaire:

30 questions, 4 answers (+1 -1/3 -1/3 -1/3)

30 min

Open book

Oral:

5 min presentation of the project

discussion on delivered documents

discussion on your soft skills*

* for students who signed the DA



Exam Dates (softskills4success.org/pmss)

Pre-Exam

(if passed, valid until end of July):

June 7, 9 am: written questionnaire (via Teams)

Exam Dates

(no more than 32 stud/date, list open on June 4, noon)

June 11, 9 am: written/oral (Teams or presence)

June 25, 9 am: written/oral (Teams or presence)

July 9, 9 am: written/oral (Teams or presence)

July 23, 9 am: written/oral (Teams or presence)



Exam Documents

Before the exam (unless you did submit already):

• project proposal → template

• CV and cover letter

• SWOT chart → template

• written letter → template

At the exam:

• powerpoint presentation



Exam Deadlines

Pre-Exam: registration via form by May 26, 12 pm

Written Letter: May 26, 12 pm

Project proposal: June 4, 12 pm

Exams (project, letter, SWOT, CV/cover + registration)

June 11 → June 7, 12 pm

June 25 → June 21, 12 pm

July 9 → July 5, 12 pm

July 23 → July 19, 12 pm



III Part: Human Communication

Your feedback (1-5)

I. Project Management 4.2

II. Aptitudes, Soft Skills 4.4

III. Human Communication ???

- Today: culture and persuasion; communication in writing

- Friday, May 28: inter-personal communication

- Friday, June 4: public speaking



Disclaimer

2019: Nicest part of the course

2020/21: Human touch is missing…



Summary

1. The Role of Culture

2. Fundamentals of Human Communication

3. Persuasion

4. Pre-suasion

5. Written Communication



1. The Role of Culture



The mix of traditions, religion, racial, social characteristics

of a Country or Region

The education, instruction a person has received

Culture



Cultural differences are an advantage,

should not be a disadvantage

Erin Meyer

Culture Map





https://globalleadership.org/videos/leading-others/the-culture-map-2

Culture in

Communication

Culture Map



Culture Map

My experience!



Culture Map



Culture Map

Said vs Unsaid? → Non Verbal / Para-Verbal Communication



Where are you?

Culture Map





https://globalleadership.org/videos/leading-others/the-culture-map-2

Culture in

Communication (Feedback)

Culture Map



Where are you?

Culture Map



Use of language

Culture Map



2. Human Communication



Human Communication

Source Destination



Human Communication

Source

message

1) Your message



Human Communication

Source

message

1) Your message

attract attention



Human Communication

Source

message

1) Your message

attract attention

persuade



Human Communication

Source Destination

2) Received message

message message?



Human Communication

Source Destination

2) Received message

message

adapt to the listener

message?



Human Communication

Source Channel Destination

3) Channel(s)

message message?

distortion, noise



Human Communication


3) Channel(s)

message message?

distortion, noise

mind the channel



Human Communication

Source Verbal Destination

Non Verbal

Para-Verbal

3) Channels in presence communication

1) Tone

2) Rhythm

3) Volume

4) Timbre

1) Gesture

2) Position

3) Gaze

4) Proximity



Human Communication


Non Verbal

Para-Verbal

3) Channels in remote communication

1) Tone

2) Rhythm

3) Volume

4) Timbre

1) Gesture

2) Position

3) Gaze

4) Proximity



Human Communication


Para-Verbal

3) Channels in written communication

1) Appearance

2) Font

3) Structure



Human Communication


4) Feedback

message message?

feedback



Human Communication


4) Feedback

message message?

feedback

look for feedback



Human Communication


5) Environment

message message?

feedback

adapt to the environment



Human Communication

Ego Channel Ego

Id Channel Id

Super-Ego Channel Super-Ego

behavioural

rules

basic

istincts

Three persons in one

Source Destination



Human Communication: Main Rules




Human Communication: First Principle


It is impossible not to communicate.

Ref: Paul Watzlawick and others, “Pragmatics of Human Communication”, 1967.



Human Communication: Second Principle


It is impossible not to influence.

Ref: Kahneman, Thaler, Cialdini et al.



Human Communication: Empirical Law 1

According to Kahneman and Thaler:

such decision will be taken by System 1;

motivation is the nudge for triggering the listener’s System 2

“Rule of 5%”

the destination of your communication will decide

whether to focus on your message

during the first 5% of the time

he/she dedicates to your communication.

Ref: Daniel Kahneman, “Thinking, Fast and Slow”, 2011.

Ref: Richard Thaler, Cass Sunstein, “Nudge. Improving decisions about …”, 2008.




SourceChannel

DestinationChannelChannel

“Rule of consistency”

your body, your slides, your talk

should be consistent with your message

According to Merhabian:

Non-verbal communication accounts for 55%

of the received message (when communicating feelings)

Ref: Albert Merhabian, “Non Verbal Communication”, 1971.




“Rule of personality”

Personality dominates.

You will be remembered forever

because of your personality,

not because of the contents of your speech.

According to Kahneman:

first impression is dominated by System 1

Ref: Daniel Kahneman, “Thinking, Fast and Slow”, 2011.



Break



*** Attendance Check ***

Fill the attendance form

softskills4success.org

PMSS

“Attendance Today”



3. Persuasion



Persuasion: Introduction

• Prestige and Credibility

• Clarity

• Emotions

• Sequence

• Language



• Prestige and Credibility

• Clarity

• Emotions

• Sequence → Pre-Suasion (Cialdini)

• Language

Persuasion: Introduction



Persuasion

A. Ethos, Pathos, Logos: the Triune Brain

B. Pain, Claim, Gain

C. M.I.C.R.O.

D. Dictionary

E. Kahneman’s Pillars of Persuasion



A. Ethos, Pathos Logos*; the Triune Brain

EthosPathosLogos

* Aristotle, “Τέχνη ῥητορική”, approx. 330 B.C.

Three steps, in sequence:



Persuasion: the Triune Brain*

reptilian

superior

* Paul D. MacLean, “The Triune Brain in Evolution. Role in Paleocerebral Functions”, 1990.

intermediate



reptilian

superior

* Paul D. MacLean, “The Triune Brain in Evolution. Role in Paleocerebral Functions”, 1990.

intermediate

ethos

pathos

logos

Persuasion: the Triune Brain*



Persuasion: Theory of Two Systems*

brain

stem

limbic system

neocortex (left/right)

cerebellumsystem 1

system 2

frontal

lobe

* Daniel Kahneman, “Thinking, Fast and Slow.”, 2011.



B. Pain, Claim, Gain*

• Most TV adverts

• Maslow’s pyramid of needs

* Christophe Morin, Patrick Renvoisé, “Persuasion Code.”, 2019.



C. M.I.C.R.O.*

Sequence of five steps:

- Motivation

- Information

- Criteria

- References

- Operational

* Paolo Borzacchiello, “Il codice del linguaggio.”, 2019.



Persuasion: M.I.C.R.O. – PMSS20 / 1Dearstudent,

welcometoPMSS,whichwillstartnextFriday,Feb21.Iamenthusiasticallylookingforwardtosharingthreemonthswithyou.Theinformationcontainedinthisemailisessentialforyourattendance;youwillfruitfullyenjoythestartofthecourse,onlybyreadingnowandcarefullytheinstructionsIamprovidingbelow.

OnFeb28(secondlecture),thelecturewillstartwitha“MadnessSession”.Eachofyouwillbeassignedoneminute(60seconds,notonemore)tointroduceher/himselfinfrontofalltheothers.Iexpecttolearnfromallofyou:1)yournameandorigin,2)whatisyourpassioninlife,3)whatisyourambitioninprofessionallife,3)whatisyourbestpersonalitytrait,4)whateverelseyoubelievedescribesyou.Feelfreetobecreativeandinformal.Tosupportyourspeech,youhavetoprepareonepowerpointslide(onlyone,nomorethanone).Feelfreetousesuchsupportingtoolinthewayyoufeelmoreappropriateandusefulforthemessageyouwanttoconvey.

Howcanyouprovidesuchamountofinformationinonlyoneminute?Byusingthecombinationofyourwords,voice,gestureandslide,inasmartandpersonalisedway.

Thiskindofapproachisusedsometimesinrecruitingprocessesbybigcompanies,andothercontexts;therearesomanyaspectsofyourpersonalitythatcanbepresentedin60seconds!

Pleaseconsiderpreciselythefollowinginstructions.Weneedtoreceiveviaemailyourslide(.pptor.pptx)byWednesday,February26,at12am.StudentsfailingtodelivertheslidebythisprecisedeadlinewillnotbeadmittedtotheMadnessSession.Thefilewillbenamed:yourUI_yourfamilyname,e.g.23_Verdone.pptxor03_Baldini.ppt.Whatis“yourUI”?ItisyourUniqueIdentifier,whichyoucanreadfromthefile“Studentsattendingthecourse,2020”nowpublishedinthetopofthiswebpage:http://www.robertoverdone.org/project-management-and-soft-skills/.Theemailyouwillsendshallhavesubject:"PMSS-Madness".Ithastobesent(only)to:a.baldini[at]unibo.it.

LookingforwardtomeetingyouallonFeb21.

Bestregards

RobertoVerdone

I

M

C

R

O



Persuasion: M.I.C.R.O. – PMSS20 / 1

welcome to PMSS, which will start next Friday, Feb 21. I am

enthusiastically looking forward to sharing three months with you.

The information contained in this email is essential for your

attendance; you will fruitfully enjoy the start of the course, only by

reading now and carefully the instructions I am providing below.

M - Motivation




On Feb 28 (second lecture), the lecture will start with a “Madness

Session”. Each of you will be assigned one minute (60 seconds, not

one more) to introduce her/himself in front of all the others. I expect

to learn from all of you: 1) your name and origin, 2) what is your

passion in life, 3) what is your ambition in professional life, 3) what

is your best personality trait, 4) whatever else you believe describes

you. Feel free to be creative and informal. To support your speech,

you have to prepare one powerpoint slide (only one, no more than

one). Feel free to use such supporting tool in the way you feel more

appropriate and useful for the message you want to convey.

I - Information




How can you provide such amount of information in only one

minute? By using the combination of your words, voice, gesture and

slide, in a smart and personalised way.

C - Criteria




This kind of approach is used sometimes in recruiting processes by

big companies, and other contexts; there are so many aspects of

your personality that can be presented in 60 seconds!

R - References




Please consider precisely the following instructions. We need to

receive via email your slide (.ppt or .pptx) by Wednesday, February

26, at 12 am. Students failing to deliver the slide by this precise

deadline will not be admitted to the Madness Session. The file will

be named: yourUI_yourfamilyname, e.g. 23_Verdone.pptx or

03_Baldini.ppt. What is “yourUI”? It is your Unique Identifier, which

you can read from the file “Students attending the course, 2020”

now published in the top of this webpage:

http://www.robertoverdone.org/project-management-and-soft-skills/ .

The email you will send shall have subject: "PMSS - Madness". It

has to be sent (only) to: a.baldini [at] unibo.it.

O - Operational



PMSS20 / 1 – Empirical LawsDearstudent,







Bestregards

RobertoVerdone



PMSS20 / 1 – Empirical Law #1Dearstudent,







Bestregards

RobertoVerdone

Rule of 5%





PMSS20 / 1 – Empirical Law #1

Openness

Positivity

Passion





An other (bad) option:

I am thanking you for having chosen this course which will start next

Friday, Feb 21. I will do my best, to make it memorable.


Obligation

Uncertainty

Focus on me










Bestregards

RobertoVerdone

Rule of

consistency

Rule of

consistency

Rule of

consistency





The information contained in this email is essential for your

attendance; you will fruitfully enjoy the start of the course, only by

reading now and carefully the instructions I am providing below.


Openness

Emotions



On Feb 28 (second lecture), the lecture will start with a “Madness

Session”. Each of you will be assigned one minute (60 seconds, not

one more) to introduce her/himself in front of all the others. I expect

to learn from all of you: 1) your name and origin, 2) what is your

passion in life, 3) what is your ambition in professional life, 3) what

is your best personality trait, 4) whatever else you believe describes

you. Feel free to be creative and informal. To support your speech,

you have to prepare one powerpoint slide (only one, no more than

one). Feel free to use such supporting tool in the way you feel more

appropriate and useful for the message you want to convey.


Openness

Emotions



Please consider precisely the following instructions. We need to

receive via email your slide (.ppt or .pptx) by Wednesday, February

26, at 12 am. Students failing to deliver the slide by this precise

deadline will not be admitted to the Madness Session. The file will

be named: yourUI_yourfamilyname, e.g. 23_Verdone.pptx or

03_Baldini.ppt. What is “yourUI”? It is your Unique Identifier, which

you can read from the file “Students attending the course, 2020”

now published in the top of this webpage:

http://www.robertoverdone.org/project-management-and-soft-skills/ .

The email you will send shall have subject: "PMSS - Madness". It

has to be sent (only) to: a.baldini [at] unibo.it.

Precision, Timeliness, Rules











Bestregards

RobertoVerdone

Rule of

personality



PMSS21 / 1 – Would you check?



D. Dictionary

• Toxic words

• Positive words

• Positive metaphors



E. According to Kahneman

Fundamental principle:

if you do not persuade System 1, System 2 has no say



Persuasion according to Kahneman

• Clarity




• Clarity*

Adolf Hitler was born in 1892.

Adolf Hitler was born in 1887.

When was he born?

* Daniel Oppenheimer, “Consequences of Erudite Vernacular Utilized Irrespective of Necessity:

Problems With Using Long Words Needlessly , 2006.




• Clarity

• Cognitive Fluency





ease of understanding

→ sense of trust, truth

→ persuasion (system 1 will decide)

1) Clarity

2) Déjà vu

3) Priming

4) Positive feelings





four secrets for persuading:

clarity, déjà vu, priming, and feeling



4. Pre-Suasion



Pre-Suasion*

* Robert B. Cialdini, “Pre-suasion: A Revolutionary Way to Influence and Persuade.”, 2016.

What we do

before

we start delivering the message

is dramatically relevant

in terms of chances to persuade



Pre-Suasion

How to raise and channel attention?



Pre-Suasion


Change



Pre-Suasion


Change

Motivation



Pre-Suasion


Change

Motivation

• You



Pre-Suasion


Change

Motivation

• You

• The Unfinished*

* Zeigarnik Effect



Pre-Suasion


Change

Motivation

• You

• The Unfinished

• Mystery



Pre-Suasion


Change

Motivation

• You

• The Unfinished

• Mystery

My first lecture



Pre-Suasion

What does attract attention?



Pre-Suasion


• Reciprocity (unexpected, personalised)



Pre-Suasion



• Liking (similarity, compliments)



Pre-Suasion




• Consensus



Pre-Suasion




• Consensus

• Authority



Pre-Suasion




• Consensus

• Authority

• Scarcity



Pre-Suasion




• Consensus

• Authority

• Scarcity

• Coherence



Pre-Suasion




• Consensus

• Authority

• Scarcity

• Coherence

• Unity



5. Written Communication



• To update your boss on the status of an activity/project

• To inform your boss after a meeting you participated to

• To submit an idea in written form to your boss

• …

→ written report

→ business letter

Written Communication

For the sake of the exam

you can choose either of the two options



One page document

EL #1 – 5% → title and general appearance

EL #2 – consistency → adapt the language to the content

EL #3 – personality → style, precision, care

Written Report



One page document

• A non-trivial title

• Executive Summary (max four lines)

• Introduction (about five lines)

• Main Facts (max twenty lines)

• Conclusions (few lines)

Written Report



Option 1:

Provide report describing an event you have participated to.

Use structure of previous slide.

Template available on website:

softskills4success.org → PMSS

To be delivered in .pdf form to [email protected]

with subject “PMSS – report” by May 26, 12 pm

or by the deadline set for the date of exam

following instructions reported on website

Written Report



Based on M.I.C.R.O. approach

• A non-trivial subject

• Motivation

• Information

• Criteria

• Reference

• Operational

Business Letter



Option 2:

Propose participation to an event or initiative.

Use the M.I.C.R.O. approach.

Template available on website:

softskills4success.org → PMSS

To be delivered in .pdf form to [email protected]

with subject “PMSS – report” by May 26, 12 pm

or by the deadline set for the date of exam

following instructions reported on website

Business Letter



Final Message of the Day

There are two types of persuaders:

those who persuade

1 – by authority and force

2 – through openness and emotions

Which option will you choose?



See you next week



Don’t forget

your homework!

• Written Report or Business Letter

in pdf form

by May 26, 12 pm (noon)

To be sent to [email protected]

with subject “PMSS – report”

• Registration for the pre-exam

on softskills4success.org/pmss

by May 26, 12 pm (noon)

Project Management and Soft Skills

Documents

Transcript of Project Management and Soft Skills