The Art Of Public Speaking (10e) - Columbia University

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0YGEW 8LI %VX SJ 4YFPMG 7TIEOMRK 8IRXL )HMXMSR 3VKERM MRK XLI &SH] SJ XLI 7TIIGL8I\X3VKERM MRK XLI &SH] SJ XLI 7TIIGL3VKERM EXMSR -W -QTSVXERX 1EMR 4SMRXW 2YQFIV SJ 1EMR 4SMRXW 7XVEXIKMG 3VHIV SJ 1EMR 4SMRXW 8MTW JSV 4VITEVMRK 1EMR 4SMRXW 7YTTSVXMRK 1EXIVMEPW 'SRRIGXMZIW 8VERWMXMSRW -RXIVREP 4VIZMI[W -RXIVREP 7YQQEVMIW 7MKRTSWXW Q 8LI 1G VE[n,MPP 'SQTERMIW

0YGEW 8LI %VX SJ 4YFPMG 7TIEOMRK 8IRXL )HMXMSR 3VKERM MRK XLI &SH] SJ XLI 7TIIGL8I\X 8LI 1G VE[n,MPP 'SQTERMIW

0YGEW 8LI %VX SJ 4YFPMG 7TIEOMRK 8IRXL )HMXMSR 3VKERM MRK XLI &SH] SJ XLI 7TIIGL8I\X 8LI 1G VE[n,MPP 'SQTERMIW LMRO EFSYX WLSTTMRK MR E WXSVI WYGL EW -OIE 8EVKIX SV &IWX &Y] 1ER] SJ XLI MXIQW JSV WEPI EVI SVKERM IVWhHVE[IV SVKERM IVW HIWO SVKERM IVW GPSWIX SVKERM IVW OMXGLIR SVKERM IVW FEXLVSSQ SVKERM IVW SJJMGI SVKE RM IVW EYHMS ERH ZMHIS SVKERM IVW ;L] EPP XLMW UYIWX JSV SVKERM EXMSR# 3FZMSYWP] [LIR XLI SFNIGXW ]SY TSW WIWW EVI [IPP SVKERM IH XLI] WIVZI ]SY FIXXIV 3VKERM EXMSR EPPS[W ]SY XS WII [LEX ]SY LEZI ERH XS TYX ]SYV LERHW MQQIHMEXIP] SR XLI KEVQIRX XLI XSSP XLI TMIGI SJ TETIV XLI '( ]SY [ERX [MXLSYX E JVIR MIH WIEVGL 1YGL XLI WEQI MW XVYI SJ ]SYV WTIIGLIW -J XLI] EVI [IPP SVKERM IH XLI] [MPP WIVZI ]SY FIXXIV 3VKERM EXMSR EPPS[W ]SYhERH ]SYV PMWXIRIVWhXS WII [LEX MHIEW ]SY LEZI ERH XS TYX QIRXEP qLERHWr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t EXXM XYHIW XS[EVH XLI WTIEOIVW 8LI] JSYRH XLEX TISTPI [LS LIEVH XLI [IPP SVKERM IH WTIIGL FIPMIZIH XLI WTIEOIV XS FI QYGL QSVI GSQTIXIRX ERH XVYWX[SVXL] XLER HMH XLSWI [LS LIEVH XLI WGVEQFPIH WTIIGL 8LIWI EVI NYWX X[S SJ QER] WXYHMIW XLEX WLS[ XLI MQTSVXERGI SJ SVKERM EXMSR MR IJJIGXMZI WTIIGLQEOMRK 0MWXIRIVW HIQERH GSLIVIRGI 9RPMOI VIEHIVW XLI] GERRSX JPMT FEGO XS E TVIZMSYW TEKI MJ XLI] LEZI XVSYFPI KVEWTMRK E WTIEOIVt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hMRXVSHYGXMSR FSH] ERH GSRGPYWMSRhERH XLI WXVEXIKMG VSPI SJ IEGL -R XLMW GLETXIV [I HIEP [MXL XLI FSH] SJ XLI WTIIGL 8LI RI\X GLETXIV [MPP XEOI YT XLI MRXVSHYGXMSR ERH XLI GSRGPYWMSR 8LIVI EVI KSSH VIEWSRW JSV XEPOMRK JMVWX EFSYX XLI FSH] SJ XLI WTIIGL 8LI FSH] MW XLI PSRKIWX ERH QSWX MQTSVXERX TEVX %PWS ]SY [MPP YWYEPP] TVITEVI XLI ',%48)6 36 %2- -2 8,) &3( 3* 8,) 74))',

0YGEW 8LI %VX SJ 4YFPMG 7TIEOMRK 8IRXL )HMXMSR 3VKERM MRK XLI &SH] SJ XLI 7TIIGL8I\X 8LI 1G VE[n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q8S MRJSVQ Q] EYHMIRGI EFSYX XLI HIZIPSTQIRX XIGLRSPSK] ERH FIRIJMXW SJ L]HVSKIR JYIP GIPPW r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tW WE] ]SYV WTIGMJMG TYVTSWI MW q8S MRJSVQ Q] EYHMIRGI SJ XLI FEWMG WXITW MR QEOMRK WXEMRIH KPEWW [MRHS[W r SY 1EMR 4SMRXW

0YGEW 8LI %VX SJ 4YFPMG 7TIEOMRK 8IRXL )HMXMSR 3VKERM MRK XLI &SH] SJ XLI 7TIIGL8I\X 8LI 1G VE[n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q8S TIVWYEHI Q] EYHMIRGI XLEX SYV WXEXI WLSYPH RSX ETTVSZI TVSTSWEPW JSV SRPMRI ZSXMRK r SY ORS[ XLEX IEGL QEMR TSMRX MR XLI WTIIGL [MPP TVIWIRX E VIEWSR [L] SRPMRI ZSXMRK WLSYPH RSX FI MRWXMXYXIH MR ]SYV WXEXI &YX ]SY EVIRt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

0YGEW 8LI %VX SJ 4YFPMG 7TIEOMRK 8IRXL )HMXMSR 3VKERM MRK XLI &SH] SJ XLI 7TIIGL8I\X 8LI 1G VE[n,MPP 'SQTERMIW 6IWIEVGL WXYHMIW GSRJMVQ XLEX GPIEV SVKERM EXMSR MW ZMXEP XS IJJIGXMZI TYFPMG WTIEOMRK 0MWXIRIVW QYWX FI EFPI XS JSP PS[ XLI TVSKVIWWMSR SJ MHIEW MR E WTIIGL JVSQ FIKMRRMRK XS IRH :- SKE TSWXYVIW MRGVIEWI JPI\MFMPMX] :-- SKE TSWXYVIW WXVIRKXLIR QYWGPI XSRI :--- SKE TSWXYVIW HIQERH TVIGMWI QSZIQIRXW SY LEZI IMKLX QEMR TSMRXWh[LMGL MW XSS QER] &YX MJ ]SY PSSO EX XLI PMWX ]SY WII XLEX XLI IMKLX TSMRXW JEPP MRXS X[S FVSEH GEXIKSVMIW ]SKE FVIEXLMRK ERH ]SKE TSWXYVIW SY QMKLX XLIVIJSVI VIWXEXI ]SYV QEMR TSMRXW XLMW [E] - 3RI TEVX SJ TVEGXMGMRK ]SKE MRZSPZIW TVSTIV FVIEXLMRK -- %RSXLIV TEVX SJ ]SKE MRZSPZIW FSH] TSWXYVIW 786%8) -' 36()6 3* 1%-2 43-2873RGI ]SY IWXEFPMWL ]SYV QEMR TSMRXW ]SY RIIH XS HIGMHI XLI SVHIV MR [LMGL ]SY [MPP TVIWIRX XLIQ 8LI QSWX IJJIGXMZI SVHIV HITIRHW SR XLVII XLMRKWh]SYV XSTMG ]SYV TYVTSWI ERH ]SYV EYHMIRGI 'LETXIVW ERH [MPP GSZIV WTIGMEP EWTIGXW SJ SVKERM MRK MRJSVQEXMZI WTIIGLIW ERH TIVWYEWMZI WTIIGLIW ,IVI [I PSSO FVMIJP] EX XLI JMZI FEWMG TEXXIVRW SJ SVKERM EXMSR YWIH QSWX SJXIR F] TYFPMG WTIEOIVW 'LVSRSPSKMGEP 3VHIV7TIIGLIW EVVERKIH GLVSRSPSKMGEPP] JSPPS[ E XMQI TEXXIVR 8LI] QE] REVVEXI E WIVMIW SJ IZIRXW MR XLI WIUYIRGI MR [LMGL XLI] LETTIRIH *SV I\EQTPIGSRRIGXPYGEW GSQ:MI[ ER I\GIVTX JVSQ q SKE 9RMXMRK 1MRH &SH] ERH 7TMVMXr MR XLI SRPMRI 1IHME 0MFVEV] JSV XLMW GLETXIV :MHIS 'PMT GLVSRSPSKMGEP SVHIV% QIXLSH SJ WTIIGL SVKERM EXMSR MR [LMGL XLI QEMR TSMRXW JSPPS[ E XMQI TEXXIVR 7TIGMJMG 4YVTSWI 8S MRJSVQ Q] EYHMIRGI LS[ XLI VIEX ;EPP SJ 'LMRE [EW FYMPX 1EMR 4SMRXW

0YGEW 8LI %VX SJ 4YFPMG 7TIEOMRK 8IRXL )HMXMSR 3VKERM MRK XLI &SH] SJ XLI 7TIIGL8I\X 8LI 1G VE[n,MPP 'SQTERMIW 'IRXVEP -HIE 8LI VIEX ;EPP SJ 'LMRE [EW FYMPX MR XLVII QENSV WXEKIW 1EMR 4SMRXW - & YMPHMRK SJ XLI VIEX ;EPP FIKER HYVMRK XLI 5MR H]REWX] SJ i & ' -- 2I[ WIGXMSRW SJ XLI VIEX ;EPP [IVI EHHIH HYVMRK XLI ,ER H]REWX] SJ & ' i % ( --- 8 LI VIEX ;EPP [EW GSQTPIXIH HYVMRK XLI 1MRK H]REWX] SJ i 'LVSRSPSKMGEP SVHIV MW EPWS YWIH MR WTIIGLIW I\TPEMRMRK E TVSGIWW SV HIQ SRWXVEXMRK LS[ XS HS WSQIXLMRK *SV I\EQTPIGSRRIGXPYGEW GSQ:MI[ ER I\GIVTX JVSQ q8LI VIEX ;EPP SJ 'LMREr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

0YGEW 8LI %VX SJ 4YFPMG 7TIEOMRK 8IRXL )HMXMSR 3VKERM MRK XLI &SH] SJ XLI 7TIIGL8I\X 8LI 1G VE[n,MPP 'SQTERMIW 8LI QEMR TSMRXW SJ E WTIIGL WLSYPH FI SVKERM IH XS GSQ QYRMGEXI XLI WTIEOIVtW QIW WEKI 'LVSRSPSKMGEP SVHIV [SYPH [SVO ZIV] [IPP JSV E WTIIGL SR XLI LMWXSV] SJ XLI 9 7 WTEGI TVSKVEQ -- 'IRXVEP -XEP] MW LSQI XS 6SQI ERH MXW LMWXSVMGEPXVIEWYVIW --- 7SYXLIVR -XEP] MW LSQI XS 7MGMP] ERH MXW GYPMREV]XVEHMXMSRW 7TEXMEP SVHIV PMOI GLVSRSPSKMGEP SVHIV MW YWIH QSWX SJXIR MR MRJSVQEXMZI WTIIGLIW 'EYWEP 3VHIV7TIIGLIW EVVERKIH MR GEYWEP SVHIV SVKERM I QEMR TSMRXW WS EW XS WLS[ E GEYWI IJJIGX VIPEXMSRWLMT ;LIR ]SY TYX ]SYV WTIIGL MR GEYWEP SVHIV ]SY LEZI X[S QEMR TSMRXWhSRI HIEPMRK [MXL XLI GEYWIW SJ ER IZIRX XLI SXLIV HIEPMRK [MXL MXW IJJIGXW (ITIRHMRK SR ]SYV XSTMG ]SY GER IMXLIV HIZSXI ]SYV JMVWX QEMR TSMRX XS XLI GEYWIW ERH XLI WIGSRH XS XLI IJJIGXW SV ]SY GER HIEP JMVWX [MXL XLI IJJIGXW ERH XLIR [MXL XLI GEYWIW 7YTTSWI ]SYV WTIGMJMG TYVTSWI MW q8S TIVWYEHI Q] EYHMIRGI XLEX E KVS[MRK WLSVXEKI SJ EMV XVEJJMG GSRXVSPPIVW MW E WIVMSYW TVSFPIQ JSV 9 7 EZMEXMSR r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

0YGEW 8LI %VX SJ 4YFPMG 7TIEOMRK 8IRXL )HMXMSR 3VKERM MRK XLI &SH] SJ XLI 7TIIGL8I\X 8LI 1G VE[n,MPP 'SQTERMIW ;LIR XLI IJJIGXW ]SY EVI HMWGYWWMRK LEZI EPVIEH] SGGYVVIH ]SY QE] [ERX XS VIZIVWI XLI SVHIV ERH XEPO JMVWX EFSYX XLI IJJIGXW ERH XLIR EFSYX XLIMV GEYWIWh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q8LI ,SVVSVW SJ 4YTT] 1MPPWr MR XLI SRPMRI 1IHME 0MFVEV] JSV XLMW GLETXIV :MHIS 'PMT 7TIGMJMG 4YVTSWI 8S TIVWYEHI Q] EYHMIRGI XLEX XLI IPIGXSVEP GSPPIKI WLSYPH FI EFSPMWLIH 'IRXVEP -HIE&IGEYWI XLI IPIGXSVEP GSPPIKI HSIW RSX KMZI IUYEP [IMKLX XS XLI ZSXI SJ IEGL GMXM IR MX WLSYPH FI VITPEGIH [MXL HMVIGX TSTYPEV IPIGXMSR SJ XLI 4VIWMHIRX 1EMR 4SMRXW - 8 LI IPIGXSVEP GSPPIKI MW E WIVMSYW TVSFPIQ MR XLI 9 7 TSPMXMGEP W]WXIQ FIGEYWI MX HSIW RSX KMZI IUYEP [IMKLX XS IEGL GMXM IRtW ZSXI MR IPIGXMRK XLI 4VIWMHIRX -- 8LI TVSFPIQ GER FI WSPZIH F] EFSPMWLMRK XLI IPIGXSVEP GSPPIKI ERH IPIGXMRK XLI 4VIWMHIRX F] TSTYPEV ZSXI %W XLIWI I\EQTPIW MRHMGEXI TVSFPIQ WSPYXMSR SVHIV MW QSWX ETTVSTVMEXI JSV TIVWYEWMZI WTIIGLIW ',%48)6 36 %2- -2 8,) &3( 3* 8,) 74))',

0YGEW 8LI %VX SJ 4YFPMG 7TIEOMRK 8IRXL )HMXMSR 3VKERM MRK XLI &SH] SJ XLI 7TIIGL8I\X 8LI 1G VE[n,MPP 'SQTERMIW 8STMGEP 3VHIV8STMGEP SVHIV VIWYPXW [LIR ]SY HMZMHI XLI WTIIGL XSTMG MRXS WYFXSTMGW IEGL SJ [LMGL FIGSQIW E QEMR TSMRX MR XLI WTIIGL 7YTTSWI ]SYV WTIGMJMG TYVTSWI MW q8S MRJSVQ Q] EYHMIRGI SJ XLI QENSV OMRHW SJ JMVI[SVOW r 8LMW XSTMG HSIW RSX PIRH MXWIPJ XS GLVSRSPSKMGEP WTEXMEP GEYWEP SV TVSFPIQ WSPYXMSR SVHIV 6EXLIV ]SY WITEVEXI XLI WYFNIGXhOMRHW SJ JMVI[SVOWh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tW WE] ]SYV WTIGMJMG TYVTSWI MW q8S MRJSVQ Q] EYHMIRGI EFSYX XLI EGLMIZIQIRXW SJ -HE ;IPPW &EVRIXX r ;IPPW &EVRIXX ER %JVM GER %QIVMGER [LS PMZIH EX XLI XYVR SJ XLI XL GIRXYV] [EW ER SYXWTSOIR GLEQTMSR SJ WSGMEP ERH TSPMXMGEP NYWXMGI JSV LIV VEGI SY GSYPH SVKERM I ]SYV WTIIGL GLVSRSPSKMGEPP]hF] HMWGYWWMRK ;IPPW &EVRIXXtW I\TPSMXW HYVMRK IEGL HIGEHI SJ LIV GEVIIV 3R XLI SXLIV LERH ]SY GSYPH EVVERKI XLI WTIIGL XSTMGEPP]hF] HMZMHMRK ;IPPW &EVRIXXt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tW EGLMIZIQIRXW &YX WYTTSWI ]SYV QEMR TSMRXW PSSO PMOI XLMW - %W E XIEGLIV ;IPPW &EVRIXX WTSOI SYX EKEMRWX MRJIVMSV WGLSSP JEGMPMXMIW JSV %JVMGER %QIVMGER GLMPHVIR -- %W E NSYVREPMWX ;IPPW &EVRIXX GEQTEMKRIH EKEMRWX P]RGLMRK --- -R XLI IEVP] XL GIRXYV] ;IPPW &EVRIXX I\TERHIH LIV EGXMZMXMIW ERH XLI WGSTI SJ LIV MRJPYIRGI 1EMR 4SMRXW

0YGEW 8LI %VX SJ 4YFPMG 7TIEOMRK 8IRXL )HMXMSR 3VKERM MRK XLI &SH] SJ XLI 7TIIGL'LIGOPMWX )78I\X 8LI 1G VE[n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t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

0YGEW 8LI %VX SJ 4YFPMG 7TIEOMRK 8IRXL )HMXMSR 3VKERM MRK XLI &SH] SJ XLI 7TIIGL8I\X 8LI 1G VE[n,MPP 'SQTERMIW 8LI TVSFPIQ [MXL XLI PIJX LERH PMWX MW XLEX TSMRX --- GSRXEMRW X[S QEMR TSMRXW -X WLSYPH FI HMZMHIH EW WLS[R MR XLI VMKLX LERH PMWX 8V] XS 9WI XLI 7EQI 4EXXIVR SJ ;SVHMRK JSV 1EMR 4SMRXW'SRWMHIV XLI JSPPS[MRK QEMR TSMRXW JSV ER MRJSVQEXMZI WTIIGL EFSYX XLI FIR IJMXW SJ I\IVGMWI -RIJJIGXMZI 1SVI )JJIGXMZI - 6IKYPEV I\IVGMWI MRGVIEWIW ]SYV IRHYVERGI -- SYV WPIITMRK TEXXIVR MW MQTVSZIH F] VIKYPEV I\IVGMWI --- -X MW TSWWMFPI XS LIPT GSRXVSP ]SYV [IMKLX F] VIKYPEV I\IVGMWI - 6IKYPEV I\IVGMWI MRGVIEWIW ]SYV IRHYVERGI -- 6IKYPEV I\IVGMWI MQTVSZIW ]SYV WPIITMRK TEXXIVR --- 6IKYPEV I\IVGMWI LIPTW GSRXVSP ]SYV [IMKLX 8LI WIX SJ QEMR TSMRXW SR XLI VMKLX JSPPS[W E GSRWMWXIRX TEXXIVR SJ [SVHMRK XLVSYKLSYX 8LIVIJSVI MX MW IEWMIV XS YRHIVWXERH ERH IEWMIV XS VIQIQFIV XLER XLI WIX SR XLI PIJX SY [MPP JMRH XLEX MX MW RSX EP[E]W TSWWMFPI XS YWI XLMW OMRH SJ TEVEPPIP [SVH MRK 7SQI WTIIGLIW NYWX HSRt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tX VIEPP] QEMR TSMRXW ERH ]SY LEZI SRP] SRI QEMR TSMRX SV TSMRXW -- ERH --- LEZIRt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