Power: Why Some People Have it and Others Don't

by Jeffrey Pfeffer

your care, or would you like to leave those decisions to you and your doctor? The use of contrast as a rhetorical device relies in part on the “us versus them” construct, but it also invites explicit comparison that is structured to be favorable to the ideas advocated by the speaker. 5. Avoid using a script or notes. If you speak without aids, the implication is that you have a mastery of the subject and are spontaneous. In addition, not using notes or a script permits the speaker to maintain eye contact with the audience. Jack Valenti of the MPAA testified often before Congress. He commented that many of those testifying used notes. He didn’t, as he wanted the language to be vibrant and spontaneous and to illustrate his mastery of the issues. As he put it, “If you can’t speak five minutes without a note in front of you, about a subject you know cold, you’re not working at your job.”30 The use of PowerPoint presentations is effective in executing this strategy, as the presumption is that the presentation is there for the audience rather than the speaker.