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tribal grooming

Code Words & Tribal Grooming

You may not have noticed it but, throughout this video series, we’ve been talking mainly about deliberative presentations.  In such a presentation, you present a logical argument and your audience deliberates on it.  You’re recommending a course of action and trying to convince the audience of the wisdom of your logic.  There’s an entirely different animal called the demonstrative presentation — where logic is simply not needed.  In a demonstrative presentation, you’re building group solidarity, a sense of belonging, and esprit de corps.  It’s sometimes called identity politics. Jay Heinrichs calls it “tribal grooming” and logic has nothing to do with it.  Before you develop your presentation, you should decide whether you want to be deliberative or demonstrative. Learn more in this week’s Persuasive Communication Tip of the Week.

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