Category: Glossary

Noise of intention in decision
It is a way to raise the quality of work as well as the product quality because it is the intention variation in the decision.
Let’s lead to business improvement and lead to profits.

What is variation?

The way of thinking of dispersion is important in considering quality as well as bias.
We will be involved in many things such as business efficiency improvement, business quality, business strategy, product image.

Variations in product manufacturing are very important items.
The way of thinking of variation in product manufacturing is detailed in this page.
“Variance and process capability”

What is variation in decision

Variation is “noise, difference between measurements”.
Especially in the case of this “decision making intention” it becomes a difference of way of thinking.
Actually there is something close to consistency thought.

As a result, this way of thinking will vary depending on time and individual.

Have not you felt like this in the company?

It can be said that the variation of the way of thinking appears large.
It can be said that noise is great.

Differences in thinking, it comes out by time and individual

Should we manage the variation?

Should I actually manage that bias?

The idea here is exactly the same as intention bias in decision .

Let’s think about things at factories and other production sites.
Variation and Process Capability But we are talking in detail, but the product has variability / bias It is important to secure quality considering that.
As a result, there are standards in products, which will be passed to the world and the quality will be kept.

The way of variation as a natural phenomenon is represented by a normal distribution.
The deviation and variation of product manufacturing are as shown in the figure below.

The curve in blue is the ideal target distribution, the curve in red is a distribution with large variation, the curve in brown color is in distribution with bias.

We will adjust it to approach the ideal target distribution.
This reduces reworking and disposal and improves profitability.

Exactly the same thing can be said in other work.
Manufacturers · factories say that this is the only way to secure quality and efficiency, but the business itself does not say much.

If you think that the object is central to the center, the ideal distribution in other tasks, the distribution with large dispersion, and the distribution with bias are as follows.

Depending on the work, there are few visible parts that are actually visible, and it is difficult to judge whether the quality is bad or bad.
However, it becomes very useful for the company by managing it.

Since the dispersion is a state of noise / difference distribution, it is necessary to modify as follows.

Efficiency improvement of work · Management is necessary for business quality assurance

The following book also details the way of thinking about business improvement in detail.
Please try it.
6ステップで職場が変わる！ 業務改善ハンドブック

Types of variations in thinking

As I mentioned earlier, the variation is “noise / difference”.
There are several kinds of “noise / difference” in the way of thinking.

Variation with time

It will be a variation of ideas related to time.
The decision content for the same case also happens when the decision content differs if the time differs.

Although this is not the limit, I posted it as an example.

· Changing mood of person in charge
Judgments and decisions are human.
Because it is a human being, it tends to change to decided contents due to the change of mood.

· When it’s fun → easily judge projects
· When you are angry → Judge relatively projects strictly

It may change like like.

· Changes in attributes of the previous judgment material
Differences will arise if the judgment remains unclear among the personnel responsible for the material whose judgment changes over time (change in amount of change and material itself).

· Changes in will ability
Although I mentioned during biasing, the ability to judge things firmly “Will power” will be exhausted in the same way as physical strength.

Because its will will be exhausted, it will be relatively accurate even if you make difficult judgments after waking up (usually in the morning if you work).
On the contrary, in the case of exhaustion (usually after work in the afternoon if you work) it is easy to make mistakes in your judgment.

“Variance” that occurs as judgment contents change with time

Individual variation

It becomes a variation of the way of thinking concerned among individuals.
It is a case that the decision content differs for people who are different for the same matter.

Here as well, this is not the limit, but I posted it as an example.

– Character of person in charge
Even with the character of the person in charge, there are variations from case to case.

Compared with others
· Decision content is sweet → Easy judgment of projects
· Careful judgment → Judge relatively projects strictly

· Difference in judgment materials
Because judgment materials are different for each individual, judgment varies and variations in intention arise.

· Difference in judgment materials
· Grouping and segment differences
· Difference of each element

Accuracy and variation are born by the difference.
In order to approximate this to an ideal distribution,

· Difference in judgment method
The judgment differs depending on the individual judgment method, which causes variations in intention.
· Difference in priority
· Evaluation method
Work procedure

“Variance” that occurs when judgment contents change for individuals

Case of intention variation

There are no cases related directly to variation within the business.
Unlike bias, it is often caused by not only top judgment but also accumulation of fine parts.

First, I will introduce examples of intention variability as exercise.
The other one can not be said to involve variations in intention, but introduces examples in business that could be improved by modifying thinking and view.

Example of intention variation

As an example it will be the choice for the following situation.

---

Now you are looking for a job place.
Both You will be a company of industry and occupation you want to take.
The number and scale of employees are the same.

Which of the following companies would you like to work for?

Company ①
Average annual income: 8 million yen

Company ②
Average annual income: 6 million yen

Company ③
Average annual income: 5.5 million yen

Next, I will look at the contents of the company shown above.
It is when each company, the total number of employees is 10 people.

Company ① Annual income distribution with an average annual income of 8 million yen
2 million yen: 7 people
2 million yen: 2 people
60 million yen: 1 person

Company ② Annual income distribution with an average annual income of 6 million yen
2 million yen: 2 people
3 million yen: 1 person
7 million yen: 3 people
8 million yen: 4 people

Company ③ Annual income distribution with average annual income of 5.5 million yen
5.5 million yen: 10 people

· Median: The annual income of the middle ranked person
· Mode: The annual income of those who apply the most
· Standard deviation σ: degree of noise
(Average value ± σ → range value of distribution of 68.3% of the whole)

I will ask you again.

---

Now you are looking for a job place.
Both You will be a company of industry and occupation you want to take.
The number and scale of employees are the same.

Which of the following companies would you like to work for?

Company ①
Average annual income: 8 million yen
Median value: 2 million yen
Mode: 2 million yen
Standard deviation: 17.34 million yen

Company ②
Average annual income: 6 million yen
Median value: 7 million yen
Mode: 8 million yen
Standard deviation: 2.45 million yen

Company ③
Average annual income: 5.5 million yen
Median value: 5.5 million yen
Mode: 5.5 million yen
Standard deviation: 0 million yen

Did you have any change in your intentions?
Have you included other judgment materials in the new information?
If there is a change it is also “variation” (noise, difference).

Judging materials are also important to get close to the ideal distribution.
The tendency of the group as a whole and the tendency when divided into groups may be different.
Materials of judgment that take them into account are also necessary.

If there was a change that also “variation”

Examples in Business – Regeneration of Japan Airlines –

It is a case of Japan Airlines (JAL).
Japan Airlines’ profit at the time of applying the Corporate Rehabilitation Act: March 2010 ▲ 133.7 billion (loss)

As a management method at that time, it roughly looks like the following.

· Revenue is judged only on the whole in each business unit
· Ambiguous estimation We thought that “Da is small”
→ Variation in management judgment was great

Kazuo Inamori started regenerating Japan Airlines and improved it as follows.

· Revenue is determined individually
· Allocate to the right place
→ We decided to use individual judgment criteria by using appropriate judgment materials for business judgment.

Profit after two years from the application of the Corporate Rehabilitation Law: March 2012 ¥ 204.9 billion (surplus)
As management judgment approaches an ideal distribution, it can be said that the result was derived as a profit.

Clarified judgment materials and information, I approached ideal distribution according to individual criteria

To avoid variations

How do I avoid variations?
First, I will explain the concept of basic variation avoidance and the decision algorithm to avoid variation.

Concept of basic variation avoidance

Having a basic idea will reduce the dispersion to a certain extent and the judgment will approach the ideal distribution.

· common information
Variance will increase if you have different information.
If we collect information acquired by individual, we will share it and make it common information.

On the contrary, let’s have a system that can accept common information.

· common judgment material
As I mentioned in the previous example, in order to bring it closer to an ideal distribution with less variation, it is necessary to have a judgment material suitable for it.
For that reason, we must consider the relationship of judgment materials to the quality of the project.
Of course, I think that there is also a related direction in the positive direction if there is also a related direction in the minus direction, but I put both.

In addition, we will use judgment materials as common recognition without changing.
Even if there is common information, common judgment method if it changes, it differs.

· Common judgment method
By deciding the common judgment method, it will be difficult for differences to appear in the judgment difference.

· Clarify procedures
· Clarify priorities
· Clarify judgment criteria of evaluation method
Let’s do common methods such as.

Common information, common judgment materials, judgment method are necessary to reduce the variation

Judgment algorithm for avoiding variation

Common judgment materials and judgment methods are necessary to avoid variations.
However, judgment is often difficult.
This will be a useful way.

This method can be judged logically by giving “rare degree” of appearance to judgment material as a numerical value.
Moreover, this method can compare even if there is no unit of judgment material.

– List six or more items related to results
I list six or more items that apply to common judgment materials.
Of course you can also include content related to minus direction.
(In that case, the coefficient for outputting the standard score is -1)

If judgment items change for a case, start from here.
There is no need to change it once you decide it.

Evaluate multiple items, example of comparison : Lunch selection (judgment item)
As an example, consider an example of choosing a menu for lunch.

In this case we will compare five types of deals (A lunch, B lunch, C lunch, ramen, curry).
I gave the following as a judgment item.
· Little people lined up
· Expected unit price
· Appearance deliciousness
· Calorie low
· Presence of events
· Low price
Each unit is different.

Next, average values ​​and standard deviations for each item are output from past data.

· Generate average value / standard deviation for each item from a certain amount of past data
Calculate the average value and standard deviation value of the items listed above for a certain period of time.
Therefore, we can not do things that have no judgment materials in the past.
(I think that it can not be said that the judgment material is also related to the case that there is no value of judgment materials in the past, but,

Once you acquire the average value and standard deviation, there is no need to update frequently.
To use standard deviation in Excel, use “STDEV.P” function.

Examples of evaluating and comparing multiple cases : Selection of lunch (average value / standard deviation from past data)
I got it from the value of the item (menu) of the past week of each item.
The average value and standard deviation for each item are as follows.

Next, look at the value you want to evaluate.

· Get the value you want to evaluate (the value of the opportunity)
Fill in the value of the item for the case.
Since lunch selection is for multiple projects, if you want to evaluate one case you can fill in one column of example.

Evaluate multiple cases, example of comparison : Selection of lunch (value of case)
I will give out the evaluation value of today’s lunch menu.
For clarity, coefficients are also added here.

The coefficient “-1” is when the value of the item is better in the minus direction.
The value of this coefficient may be increased according to importance.
(However, please change when the judgment item changes for the case as for the change of the coefficient.)

This time it will be as follows.

I will give out a standard score from here.

· Issue “standard score” for each item for each item
Also, when you want to evaluate one case as well as “When evaluating and comparing multiple cases” also fill in the items, we will issue (item value x – mean value μ) / standard deviation σ for the item.

However, for items with negative judgment, multiply this calculation result by “-1”.
Also, depending on the importance of the item, multiply this calculation result by a factor. (Basically, you do not have to multiply the coefficient.)

Evaluate multiple cases, example of comparison : Selection of lunch (standard score)
For each item, we calculate the standard score “coefficient × (value x of project case – average value μ) / standard deviation σ”.

· Issue “summary score” for each case
Find the average value of the standard score for the case. (Standard score 1 + Standard score 2 + ⋯ + Standard score n) / Number of items n

Evaluate multiple cases, example of comparison : Selection of lunch (summary score)
We will calculate the average value for each item (for each menu) from the standard score you asked earlier.

– ranking of summary scores, determining responses according to numbers
We will make decisions based on summary score values.

· When you want to evaluate one case
Decision contents are decided for numerical value of summary score.

· When you want to evaluate and compare multiple items
Decision contents are decided for numerical value of summary score.
Alternatively, the determination content is determined with respect to the ranking of the numerical value of the summary score.

Evaluate multiple cases, example of comparison : Lunch selection (judgment)
I have decided the evaluation correspondence.
Here
Choose the highest summary score as lunch

Therefore, the judgment will be “A lunch”.
This reduced variance in choosing lunch …⁈

Through these, common judgment materials and judgment methods will be established.
Variation can be minimized.

These concepts are exactly the same as “process capability” in product manufacturing.
It is the same as assigning the process capability to each judgment material for the case.

Please see this page for details. “Variance and process capability”

Judgment algorithm can be used to judge by common judgment materials and judgment method

Intention bias in decision

What is bias?

The idea of ​​bias becomes very important in business.
We will be involved in many things such as business efficiency improvement, business quality, business strategy, product image.

The fact that you do not know that you know the way of thinking of bias is the same as not having one weapon in business.
The way of thinking is very deep, here we will briefly explain, but if you want to know more deeply please try to find out more.

What is bias in decision

Bias is “prejudice, bias, and paranoid”.
Especially in the case of this “decision making intention” it becomes bias of the way of thinking.
It is actually what everyone has, it comes out to personality, personality, life.

The bias of this way of thinking is very important in referencing various ways of thinking.
In other words, it is said that “people who have ideas can not make the same decision”.

Also, even if you make intuitive judgment bias will be involved.
Power to judge things firmly “Will power” will be consumed in the same way as physical strength.
In order to suppress its will, I think that it is equipped with an automatic judgment function called a bias.

Have not you felt like this in the company?

It can be said that the bias of the way of thinking appears greatly.

Biases of thinking, it comes out in personality and character

Should biases be managed?

Should I actually manage that bias?

Let’s think about things at factories and other production sites.
Variation and Process Capability But we are talking in detail, but the product has variability / bias It is important to secure quality considering that.
As a result, there are standards in products, which will be passed to the world and the quality will be kept.

The way of variation as a natural phenomenon is represented by a normal distribution.
The deviation and variation of product manufacturing are as shown in the figure below.

The curve in blue is the ideal target distribution, the curve in red is a distribution with large variation, the curve in brown color is in distribution with bias.

We will adjust it to approach the ideal target distribution.
This reduces reworking and disposal and improves profitability.

Exactly the same thing can be said in other work.
Manufacturers · factories say that this is the only way to secure quality and efficiency, but the business itself does not say much.

If you think that the object is central to the center, the ideal distribution in other tasks, the distribution with large dispersion, and the distribution with bias are as follows.

Depending on the work, there are few visible parts that are actually visible, and it is difficult to judge whether the quality is bad or bad.
However, it becomes very useful for the company by managing it.

The bias is corrected as follows because of bias state distribution state.

Efficiency improvement of work · Management is necessary for business quality assurance

Type of bias

Bias is “biased / paranoid”, so there are enormous numbers of subjects.
Here I will explain some of the biases that are likely to be related to business, among the countless biases.

General bias

Generally, it becomes bias of wrong idea.

· Thunk cost bias
It becomes a bias against sunk cost (burial cost: time spent, effort, money).
In order to recover the sunk cost once spent, it becomes a bias to further increase the sunk cost.
As a way of thinking, it is equivalent to thinking into gambling that costs can be recovered if you invest a little more.

For companies, this bias has become an inseparable one.
It is said that it is a mission for each company how to judge where.
I would like to take up a detailed story later on “Failure cases with bias in business”.

· Overconfident, Under bias
This bias is biased by the difference from the objective position as to how to grasp own evaluation.

Relatively male is said to have a strong bias of “overconfidence”, women are said to be “biased too much confidence” bias.
In addition, those who continue to be praised on a daily basis are said to have a strong bias of “overconfidence”, and those who continue to be blamed are said to have a strong bias of “self-confidence underestimation”.

• Loss avoidance bias
It is very similar to Thunk Cost Bias.
It is biased to emphasize ‘lose’ rather than ‘get’ and to avoid risk.
It is an essential bias that moves away from human fear.

· Example: If you shake a dice, “1, 2, 3” comes out you will lose “eyes out * 1000”, if “4, 5, 6” comes out you will get “outgoing eyes * ¥ 1000” .
Chance is only once.

Do you do?

Even if the amount of money you get is doubled, there are things to lose, so you should think for a while to avoid “losing”.
If it is an excessive loss avoidance bias, it will be impossible to do something new.

Generally wrong idea bias

Social bias

As a society it becomes a biased idea related to groups.

Social bias is very persistent because the group as a whole may fall into a sort of collective thinking.
Therefore, it is a difficult bias to change your mind.

Bias against gender
It is biased toward thinking like male and female base and discrimination on work on gender discrimination.

It will be contents that distinguish between jobs given to men and jobs given to women.
Of course, men and women are heterogeneous so it would be fine if the right materials are right, but men and women have to be treated equally.

· bias against ethnicity
It is biased toward thinking among ethnic groups.
Even if it crosses the country or ethnic group, even if it is in the same country, there is a similar bias depending on regional differences.

Bias for culture
It is biased toward thinking about culture and country.

For example, how to eat noodles
·Japan:
Eat it by sipping noodles → How to eat the best use of olfaction
·overseas:
Noodle softly eating → eating it with sound makes manners violate

The idea that “Japanese at the time of meal = how to eat is dirty” is biased.

· bias against religion
It is biased toward thinking about religion.
This bias is strong among social bias.
Because it is often called a bias, since you often create images for your religion without permission, there is also a place close to “hypothesis verification bias” which we will discuss later.

It does not become “way of thinking of correspondence religion = person’s way of thinking”.
“Many ways of thinking belonging to correspondence religion = not that person’s way of thinking” does not become.

Biased ideas related to groups

cognitive bias

It becomes a bias of the idea born by recognition and recognition.

· heuristic bias
By knowing heuristics (tacit knowledge, implicit rules, near accurate hypothesis), it becomes a bias of the way of thinking about it.

It is not grounds to accept that it is based on implicit rules.
It can not be said to be a bad thing, but do not neglect the most important theoretical part (grounds) where priority is given to it.

Example: Heuristic bias in folk remedy
Although it has not been elucidated medically, if there is information that it acts as folk remedy, it will take precedence and practice it.

· Validation bias
It is biased towards thinking that listens only opinions that strengthen self-esteem

We collect only information based on our own hypothesis, we will not gather the opposite information.
Therefore, it seems that my own hypothesis became an established theory as self-suggestion was applied.

Example: Rumor · Gossip
I talked about the contents of rumors and gossip around and strengthened my opinion though the information came back to me.
Furthermore, if there are a lot of stories, there is no confirmation of the rumor itself, but it turns into conviction.

Another example as an example: appearance
Judgment of those who are likely to have money (psychology)

· Suit suits
Dressed well → company workers → “Are you making money?”
· Regular clothes
Rough appearance → Not on occupation → “Do not you earn much money with freeters?”

This is also one of the confirmation bias.
Depending on the case, there is never such a thing.
Even those who actually have money have plenty to live in, there are many people who live.

· Anchoring
The information given earlier is biased towards thinking distorting and influencing the information after it

After showing a large number it is biased toward the larger numerical value, after showing a small numerical value it is biased toward the smaller numerical value.
In the business world we use a lot of anchoring.

Example: Advertisement
Have you seen ads like the one below?
· Place one numerical value
· Put the numerical value to be compared (big one) in front

①
②

How is that? Did not you feel cheaper ②?
In other businesses, for example, in the business display the highest brand store ‘s products from the outside of the brand store, customers who enter the store after seeing it feel that the items in the store are cheap. It is contents.

Biased idea born by recognizing / recognizing

Failure example with bias in business

Concorde case

Frequently issued in the case of thunk cost bias is the story of a supersonic aircraft “Concorde”.

As a supersonic aircraft, “Concorde” finally managed by British Airways and Air France.
Various problems such as restricted airport use, sound problems, cruising distance problems and others remained.
The investment amount expanded steadily.

Example of service: London ~ New York

 
 
 


 
 
 


 
 
 


 
 
 


 
 
 


 
 
 


 
 
 

	Concorde	General jet aircraft
Fare (round trip)	About 1.8 million yen	About 100,000 yen (LCC) About 1.4 million yen (first)
Time	3 hours 45 minutes	7 hours 40 minutes
Maximum cruising distance	20	1
fuel ratio [per passenger]	7,229 km	Approximately 15,000 km
Number of seats	100	about 200 – 300
Seating size	Economy class degree	–

Approximate sunk cost transition of Concorde

The psychology of recovery of investment was not dispelled, it continued investment as it was, and it came to the end in 2003.
If you include sunk cost as decision intention, it will be biased like this, not only can not be decided at an early stage, but it will make the situation worse.

Surely there is a way to solve the problem, or if the technology is more advanced it may have been different.
But, as a result, that judgment was wrong.

Do not use sunk cost as a criterion

To avoid bias

How should we avoid the bias?

· certain information
It also supports the theoretical underlying information
Make the source solid.

Judgment check for information
Information incorporates not only one way but also disputational opinion.
As a judgment method
If there is a bias in the group, check if there is any bias situation in education.

To reduce the bias “certain information” and “judgment check”

Enchanting presentation me-we-now talking method

Before entering a lot of people, I would like to talk as if you are dignified and that people listening to it are visible.
I think that it can not be said that suddenly a good way of speaking, but here I would like to talk about that speech.

Obama is also the way he used it during the presidential election, some of whom actually speak in front of the masses and are doing these naturally.
I would like to explain not only the me-we-now talking style (self-us-now talking method) but also the way of talking to convince other people and convincing other people and creating environments in the second half.

It is recommended for the following people as a society person.

me-we-now story

There is a me-we-now talking way to persuade people to persuade people.
This is also called a self-us-now talking method and it becomes a talking story when it gives a favorable impression and the opponent persuade · interest.

me: About me, my life and weakness

Talk about yourself and have a sense of affinity
Let’s talk about private rather than a superficial story and link to we and now.

By telling the private you do not know of, the listener removes the category “other people” and thinks it as being close to “friends”.
Especially, if you listen to content such as “I do not talk to others if I am an emphasis on private, the tendency to feel that way is strong.

Talk about private things and make it content that leads to we and now

we: Common point of yourself and contents of the same view

Talk about commonalities, contents of the same view and have empathy
Let’s think about the person you are listening to rather than talk about the content you want to speak unilaterally.

The content here is important.
We will make content that appeals as a common problem with our opponent who leads to the next now.
If you do not give content to sympathize to everyone, you will not be considered as your own thing.

Make the content that gives the same idea to the listeners

now: I want to tell you, I want to appeal

Let people think that they need to know what they are telling / content of complaint
After having my sympathy, I will tell you what I have to do now.

If you have the opportunity to talk about similar content several times, you can not change the direction of what you want to tell or appeal.
If the direction of what you want to tell or change is changing, let’s not talk about it.

Contents to what we have to do now, or to address problems with we

Usage example (me-we-now talking method)

Me – we – now speech method (self – us – now talking method) would be as follows.
 
※ Presentation in front of company executives
 Planner “I used our ZZZ product, which was the No. 1 share in this field before joining the company.”
 Planner “Because of the appeal of ZZZ products at the time, I am here now.”
 Planner “Our company was a specialty in this field, but since 5 years ago it fell from No.1, and sales have fallen to the right.”
 Planner “You know that there are sufficient technologies and abilities, just let me have a little budget turn around.”
 Planner: “With a little effort, we can regain that time, let’s regain the success of that time again!”
 Planner “Now if you do not do XXX product development, you can not recover in this field!”

Here I will break down the way of talking now and explain.
me: Yourself, your birth or weakness
→ “Because I had the appeal of the ZZZ product at that time, I am here now.”
Here it is the content that leads to “the appeal of ZZZ product” → “me now.”
Specific examples of private content and more embrace the sense of affinity.

we: Common with your opponent, contents of the same view
→ “You know that there are sufficient technologies and abilities, you only need to have a little budget turn around.”
Here, it is assumed that you talk about what the executives are aware of, “There is enough technology and abilities” “Only not budgeted”.

→ “With a little effort, we can regain that time”
Here is the content that makes the executive think about the success experience that the executives would have.

now: What I want to tell you, I want to appeal
→ “Now that we do not do XXX product development, we will not be able to recover in this field!”
I will tell you what I’d like to say at the end.
It will be the content that “XXX product development” wanted to say.

By talking in the me-we-now step you get a sense of affinity and sympathy, and the talk is conveyed to the listener

 

Benefits and Disadvantages

I briefly summarized the advantages and disadvantages.

Benefits

Disadvantage

Me-we-now It becomes a book that explains concretely not only the talk but also the contents to be explained next.
Please try it if you do not mind.
How to Design TED Worthy Presentation Slides: Presentation Design Principles from the Best TED Talks (How to Give a TED Talk Book 2) (English Edition)

Talking manner and persuading other popular people to persuade and environment

There is a worst dictator who used to persuade the public to persuade and persuade the public in history, using techniques of manipulation and manipulation.
As you know, it is “Hitler”. It was wonderful if used for good people, but I used it for the worst one.

Why did German people agree with Hitler at that time?
I would like to explain it as a manner of speaking and persuading the public to persuade them.

There are not a few parts that will overlap with the previous me-we-now talking method.
Also, please be careful not to mistake the usage and use.

Talking way

By persuading from now on to speak, it increases persuasive power.
I strongly set my thoughts to the listeners and can make me think that “that idea is also there?”

· Use simple phrases many times
Simple phrases are easy to remain in your ears.
Especially the one that can be called a catch phrase of the content to persuade is the best.
By using it many times, from the person who is listening “the content which the speaker can not be removed” is transmitted firmly.

· Use between spaces successfully
It is also related to “to make me think that it is a special space, magnificent” in “creating an environment” to talk later.
If those who listen at the time of starting to speak are squatting, waiting until it gets quieted, the scene changes, · Before talking about the core of the story, I will open up the space and produce a special feeling.
Although the speaker is in front of me, the unnatural state of “silence silently” gives the idea of ​​”what it is” of the listener.

· Present common enemies and problems, expressing anger against it and getting sympathy
Human feelings tend to be strong against repulsion.
Therefore, you can sympathize with those who have something strong discontent by showing their dissatisfaction.
It is no exaggeration to say that it is said that a spokesman appeared if people with dissatisfaction to express “anger” in public in response to the dissatisfaction.
If you do so, you can become a leader of those who are dissatisfied at that point.

· Overreaction
Like “anger” it is important to make it appear emotional.
Therefore, I use gesture hand gestures to think that it is overreaction.

· Keep acting practice and rehearsing
By doing this, it may be the strongest to eliminate anxiety.
It is because you can say that you are acting speaking in words that are useful instead of your own words.
Without further anxiety, we can also control emotional expressions and gestures and hand gestures, so we can respond to the situation of people listening.

Even if you can not get empathy from everyone, you push through
Even those who originally thought that “This person is upset with this with such things” will change to “This is important and I must have that idea.”

Lift pride
Everyone has a lot of pride.
For those who have injured pride, you can pull into pride by lifting pride.
Never say to people who are not like things that hurt their pride.

Creating an environment

Creating an environment to persuade people is also very important.
What you can not do with individuals will also increase your persuasive power by creating that situation for groups.

Time zone during which people ‘s judgment slows down
As a way to change the way people are listening, we will talk at a time when their judgment becomes dull.
It is said that there is a limit to the will of a person. It will be consumed if you use it and will recover if you go to bed.
As a result, ordinary people are exhausted to some extent in the time zone after the afternoon.
The part which those people have not handed down and the part to judge are dull.

Using cherry
If an enthusiastic group to listen is around, the speaker is easy to talk.
If those who are not like are enthusiastic group around, “Why are you so enthusiastic?” I will be interested.
People who are not will listen and start listening.

· make you think special space, magnificent
The heat directed to one thing, such as live and concert, is contagious.
Even people with different mindset will get overwhelmed by ideas like collective hypnosis if they enter the group.
Directions such as live and concert lighting are necessary in some cases.

– Increase sense of solidarity with clothes and other
For example, suppose you saw someone who has the live goods at a place far away from the live venue on your way back to the live.
Although I am quite a stranger, I think that I feel a sense of affinity somewhat.
Even if you use other special gestures or signs as well, it feels like that.

I am explaining, but I can not do these.
I think that my daily efforts and reading skills are very important.
Since it is to be in contact with people, I think that it will not be all right if you do according to the manual.

Please try it and change to the method that suits yourself and try using it.

Me-we-now I talked about how to talk and persuade the public, including the speech, and environmental creation.
The following is a book that explains these concretely. Please try it if you do not mind.

How to make suggestions easier DESC’s way of speaking

Is there a way to talk through suggestions?
Is the proposal really transmitted to the other party?
For this time, I would like to talk about the way of talking to “proposal” “DESC talking law”.

What is DESC talking

DESC talking stands for “Describe” “Explain” “Specify” “Choose”.
These are “Explain” → “Express” “Specify” → “Suggest” “Choose” → “Consequence”
It may change to. The content is the same.
As a way of speaking it is below.

“Describe”: depiction (current situation)
“Explain” “Express”: to preach, to express (sympathize)
“Specify” “Suggest”: Specific presentation, suggestion (to suggest)
“Choose” “Consequence”: selection, conclusion (to conclude)

It can be used as a method to tell the other party “proposal” “request”.
It is of great use even in negotiating scenes.

There are advantages and disadvantages, and it will be as follows.

merit

Explanation contents are conveyed concisely and clearly
The other party is easy to understand the situation (easy to feel)
You can respect the opinions of the opponent
Proposal / alternative plan is easy to pass
It tends to be constructive discussion

disadvantage

I can not push my opinion hard
We need to have multiple proposals
The right of selection and decision becomes opponent
Responsibilities become partners

Therefore, it becomes a perfect way of speaking for “suggestions” of things.
Use it when you want to tell the other party ‘Request’, or when you want to leave it to the other party’s judgment.

 
Anybody who is a member of society thinks that we must “request”, “suggest” and “negotiate”.
For me, I would like to be able to use it in various situations together with “PREP Speech” .

DESC talking method can propose suggestions and requests in various scenes

Let’s propose a great deal of time, let’s grasp the opportunity firmly.
This book is a book detailing how to talk about opportunities.
チャンスを生かせる人の話し方

Talking way to convey the proposal briefly and clearly

· Example of how to use (without DESC speech)

If it is bad at suggesting it might be as follows.

Salesman “Chief, I would like to have one person attached.”
 Section chief “Why do you want to put on a single person?”
 Salesman “It is because there are plenty of counterparts in charge.”
 Section manager “Everyone is busy.”
 Salesman “Although it seems that sales are increasing in XXX district.”
 Chief “So? It’s just speculation, is not she?”
 Section Chief: “What are you saying, do not make your district satisfied, too?”
…

It will be disappointing.
Although I make a proposal, I am only interfering with my boss’ s job.
Salespeople are not bad, but this is also likely to be said from the boss (section chief) “Do more firmly!”
Even if there is good information, I will miss the opportunity depending on how you speak.

· Example of usage (DESC talking method)

If it is DESC talking it will be as follows.

  Salesman “Chief, the percentage of 7% products purchased in XXX district in the past three months is increasing.”
 Salesman “If I can, I would like to respond, but I am full of requests from the district concerned.”
 Salesman “I’d like to have a salesperson alone.”
 Section chief “I can not handle it now …”
 Salesman “If so, how about letting those who failed to meet their business goals be awarded only three days a week and trying to meet their business goals?”
 Section manager “OK, let’s do it!”

Here I will break down the way of talking now and explain.

“Describe”: depiction (current situation)
→ “The section manager, the percentage of 7% products purchased in the XXX district is increasing in the past three months.”
Here, it is a problem situation for the proposal that “7% products are increasing in the XXX area in the past 3 months”.

The important thing in the way of speaking is to “speak the problem situation objectively to the current proposal”.

“Explain” “Express”: to preach, to express (sympathize)
→ “I would like to respond if possible, but I am full of requests from the district concerned.”
Here, “I want to do” → “You can not do it” will talk about your feelings.
The boss (section chief) can also draw out the feelings of the salesperson from the situation that you can understand the back of the word (actions you have done so far).

What is important in the manner of speaking is “to feel empathy, to talk about their feelings and empathy.
However, I will not do anything to impose my own opinion.

“Specify” “Suggest”: Specific presentation, suggestion (to suggest)
→ “I’d like to have one salesperson on hand.”
Here, “to put one salesman on” is a “request” and will be “a proposal”.

What is important in the manner of speaking is “to talk about content that can be concretely realized, content that can improve the problem”.
Even if the partner is involved in the problem, I will not speak to the other party.

“Choose” “Consequence”: selection, conclusion (conclude, connect)
→ A salesperson took an alternative plan in the case of “No” taking “No” as the section manager “Now that there are no hands” … = No.
The alternative was “to add people only three days a week” or “to make it an opportunity to achieve business goals”. That will be “connected” content.

What is important in the way of speaking is “to suggest the next proposal or action to be taken regardless of whether the proposal is Yes or No”.
Let the other party tell the selection result or conclusion.
It is one of the ways to make proposals easier to have some suggestions and chosen first.
Also, bringing “what you really wanted to do” as an alternative proposal is one way to pass higher requests.

If you use the DESC speech method, you can talk proposing constructively based on the partner’s idea

Question how to make the other party easier to talk and make it easier to deepen your talk than

As mentioned earlier, as a way to make the proposal easier, I told you to “have the proposal picked up.”
The reason is because people are easy to answer “limited questions”.

Therefore, when you want to listen closely, “limited question” → “expanded question” becomes.
Although I derail a bit, I think that I will explain it because it is important content.

I will talk about the difference between “limited question” and “expanded question”.

· Limited questions

It will be a fixed question with specific answers such as “Yes” “No”, “Yes” “No”.
Easy to reply, you can know the question briefly. In the case of

· Enlarged question

It is a way of talking about “what” “like” “5W1H”, “how” “and so on.
It takes time to respond because we have to think about it. You can know the idea of ​​the partner in detail in detail.

Inquire deeply the idea of ​​the opponent by changing from the limited question to the expanded question

Let’s propose a great deal of time, let’s grasp the opportunity firmly.

Let’s make an accurate report Talking about PREP

Do you know how to talk when you report?
Do you speak clearly and clearly to your partner accurately and clearly?
For this time, I would like to talk about the way to talk about “report” “PREP talking”.

What is PREP talk

The PREP talking stands for “Point” “Reason” “Example” “Point”.
As a way of speaking it is below.

“Point”: main point (what you want to say)
“Reason”: Reason (why did you want to say)
“Example”: Case (Because there was such a thing, because it was there)
“Point”: main point (what you want to say)

It will be the way to speak with.
Although I talk about it as a report here, this method also works for presentations and others.
Also, by using an effective table etc. (Pareto chart etc) together, more convincing Will increase.

There are advantages and disadvantages, and it will be as follows.

merit

Strongly convey your opinion.
Transmitted concisely and clearly

disadvantage

I do not care about the opponent’s opinion (one-sided opinion)
Buy contention as opponent does not agree
I will be responsible for what I say

Therefore, it will be a perfect way to speak of things “reports”.
I use it when I want to penetrate my opinion or to tell the other party what I think is correct.
I believe that anyone who is a member of society must “report”.
For me, I would like to extend it from there so that it can be used in various situations.

There is another way of speaking in the case of “proposal” consulting how to respect future direction by respecting the opinion of the other party.
There is DESC talking talk how to talk about “suggestion”, but when that time is detailed I want to tell.

How to tell your opinion in a concise, easy-to-understand manner

The following books are very useful as a way to talk to people and to others.
Please try it if you do not mind.
伝え方が9割

How to use PREP talk
I will give you an example here as an example.

· Example of usage (without PREP)

For example, a salesman reports to his boss (section manager).

Salesman “Section chief, XXX trading company is angry.”
Section manager “Why are you angry?”
Salesperson “I think that it is because complaints came from XXX trading company.”
Section Chief: “What claims were there?”
Salesman “There was a claim about our new product.”
Section manager “What specifically happened?”
Salesman “There seems to be five initial defects in 10 of the new products.”
Section manager “Did XXX trading company say something?”
Salesperson “I was told that I would take the section chief at once.”

Section chief “Why not say that before …”

It will be disappointing.
My boss (section chief) needs a lot of labor to get the point of the story.
In this report my boss (section chief) also has a hard time.
Salespeople are also not bad, but the boss (section chief) seems to say “Do more!

· Example of usage (PREP talking method)

When it is PREP speech, it becomes as follows.

Salesperson “Chief, XXX Commercials offer to see the section chief immediately.”
Salesperson “I heard that complaints came out of XXX trading company in our new product, and I would like to hear from the section chief about that.”
Salesperson “Specifically, initial failure was found in 5 out of 10 new products purchased by XXX Shoji.”
Salesman “For that reason, XXX Shoji says that he wants to meet the section chief at once.”
Section manager “I understand, I will go soon.”

Here I will break down the way of talking now and explain.

“Point”: main point (what you want to say)
→ “The section chief, XXX commercials have requested to see the section chief at once.”
Here, “I want to meet the section chief immediately with XXX trading” becomes the main point.

‘Reason’: Reason (why you wanted to say)
→ “A complaint came out from XXX trading company in our new product, and I would like to hear from the section chief about it.”
Here we are talking about “Refusing on new products” ⇨ “I’d like to hear the talk from the section chief”.

“Example”: Case (Because there was such a thing, because it was)
→ “Specifically, because the initial failure was found in 5 out of 10 new products purchased by XXX Shoji.”
Here we are talking about “complaint contents: initial failure of new product”.

“Point”: main point (what you want to say)
→ “Therefore, XXX Shoji says that he wants to see the section chief at once.”
Here again we emphasize the point “XXX commercials want to meet the section chief immediately”.

The impression of that person is totally different with one report.
As a way of speaking, “My opinion” = “Speaking is your own responsibility”
Also, if you can do this talking everyday, I think that both customers and bosses will be trusted as businessmen.
Let ‘s try it as much as possible.

Talk with “Point” “Reason” “Example” “Point” at the time of reporting and be responsible for the contents to talk about.

Before reporting

Let’s grasp the content to report before reporting.
If you can not grasp it firmly, you will not be responsible for what you talk about and will not be able to talk to PREP.

With the intention to “tell the contents of the report responsibly”, if you gather information, nothing is afraid.
Let’s make sure of the facts.

If you try to make a report with a sense of responsibility, nothing is afraid of disgusting reports

The following is useful from a different point of view as a way of communicating to the other party.
Please try it if you do not mind.

Revenue patterns in companies

It is commonplace to think about it, but I will briefly chew and explain about the pattern of earnings in companies that I do not know unexpectedly.
It is very important to show the direction of product development and product model change.

To make money

Procuring revenue means that there is a large proportion of income (amount to be acquired) in expenditure (amount to be used) and income (amount to be earned).
We will consider by relative comparison from the present moment.

(Income / expenditure)> 0
If it is, it will be profitable as a company, and there is a survival value as a company.

General companies have no survival value if they do not make profits

Below is a book which will be useful for considering corporate profits.
なぜ良い戦略が利益に結びつかないのか―――高収益企業になるための5つの実践法

Patterns of earnings in companies

There are 5 patterns as revenue.
Each will also change depending on the state and direction of the company.

· Increase in income (Up), decrease in spending (Down)

It is the pattern I want to aim.
If precise strategies and policies and motivation of employees is not high, it is not easy to do.
It is very difficult to maintain this pattern, but it is also said that the profit is maximized efficiently.
It is this pattern, such as the rebuilding of JAL, but I think it is truly Kazuo Inamori.

· Increase in income (Up), expenditure does not change (Stay)

In terms of the survival of a company, it is the pattern with the least risk and effort.
There are many trends in companies in service industries where variable costs (variable costs) are small.

· Revenue increases greatly (VeryUp), spending also increases (Up)

Immediately after a lot of companies start a business or many venture companies, this pattern is this pattern.
It becomes a pattern to promote the growth of companies by increasing expenditure.
Most of the fastest growing patterns are in this pattern, and if you succeed you can expect more revenue in a short period of time.

· Revenue does not change (Stay), spending decreases

There are such parts in Japan’s many manufacturing industries and factories in Japan.
Especially in factories that adopt the lean production method and the Toyota production method, we will gradually improve efficiency and reduce spending.
This is the case if you can return to the customer instead of making it into revenue by the amount of expenditure, leading to the next order.
And we are doing this because it becomes ideal that “Increase incomes and reduce expenditure” as the quantity of orders increases.

· Income decreases (Down), spending decreases greatly (VeryDown)

This is the pattern, for example, the sale of business results of businesses with poor business performance.
(In some cases, revenue will increase, but it will decrease as corporate asset.)
This pattern is valid if it is temporary.
If this is going on, companies are in a downward trend, and unless some countermeasures are taken, it is dangerous to survive.
It is because there is a limit to greatly reducing expenditure.

If you make a mistake in the direction of earnings you are doing now, you may think that you are in the red indefinitely despite aiming for a surplus.
Let ‘s work based on the direction with the direction in mind.

General companies have no survival value if they do not make profits