21BCIC Lecture1-Intro Basics PDF

Welcome to
“Communication and Influence

for Engineers”
Course GNG5130
© Trevor Græme Wilkins 1 BCIM001
Business Communication
& Influence for Engineers
Build What People Truly Want, Need & Value...

Our Course has “Purpose”
BCI is for Humans…we all have…
1. A Learning Cycle
2. A World View
3. Buying Drivers
4. A Hierarchy of Knowledge & Ideas
5. A Human Communication Model
6. Ways to Interact

Peter Fillmore: BCI
What right do I have to teach you?
5 years — Elect Engineering project management
12 years in IBM – SE, Sales, Marketing, Prod Mgmt
3 startups – 20+ years of consulting on tech innovation
Past Affiliate “The Chasm Group” – Trainer “Entrepreneur’s Edge” (OCRI)
…and 5 kids! …Taught all how to ride a bike
How will I teach lead
this class?
this class?
ACTIVE & FACILITATIVE
1. Reveal the PROBLEM – videos, stories, sketches, tasks etc.
2. Discover TECHNIQUES to Fix Problem  Words, Actions & Insights
3. Practice (then & later) those Techniques  they become SKILLS

Distance Learning ?
BCI is now “online” and evolving
Each Lecture has Part 1 / Breakout / Part 2
1. Breakout Assignments Video material or a problem at your own
pace  engagement via “Front of Class”
2. Practice In Class/Case Studies/Teams/Projects
Detailed Lecture Part 1 and Part 2 Strategy:

1. TedEd/Video/Self Assessment before each class
2. Quizzes and Discussions to ‘fire up’ BCI memory
3. Practice in pairs, BCI Teams /Use Case

My BCI Outcomes Quadrant
For each Student: “After this course is complete, I want to…”
…for Myself with friends and family: …for My Work or Profession:
‘TOWARDS’ OUTCOMES
…be better at/able to: …be better at/able to:
…for Myself with friends and family: …for My Work or Profession:

‘AWAY FROM’ OUTCOMES
…stop this happening: …stop this happening:

Some pre-Class
Did you watch it?
Did you take the test?
Has it changed you?
What’s needed to help you use ideas?

Communication & Influence with …
whom ?
Bosses
Colleagues
Partners
?
Customers
Product Managers
Budget Holders
Investors
Employers
Suppliers
End Users
Competitors

Your Course Communications…
Brightspace: Primary messaging channel
Faculty Emails:
Prof pfillmor@uottawa.ca Peter Fillmore, Part Time Professor
TA fanik@uottawa.ca Fahim Anik, M Eng Student
TW: twilkins@uottawa.ca Trevor Wilkins, Principal ESS
Connections:
LinkedIn: linkedin.com/in/peterfillmore
linkedin.com/in/sellingtobuying

Textbook – “Turning Selling into Buying”
Course has 10 Lectures ….. Book has 10 Chapters

Course Set Book usually @$60 + tax
ALL Students purchase your own copy

Online Purchase (tax 13%):
>> PDF E-book $29.95+tax = $33.84
>> Paper+E-book $53.95+tax = $60.96
Links: http://www.turningsellingintobuying.com/uoess-set_book/
(also in Brightspace Announcement “BCI Textbook”)

BCI Marks Allocation
Attendance & Engagement: 5%
4 Weekly Quizzes: 20%
Midterm Test: 25%
Final Assessed Presentation: 20%
Final Exam: 30%
100%

“Practice” Quiz – in Brightspace
(set for Lecture 2)

We will have Team Exercises
e.g. Case Study “ABS”

Case Study – “Anti-lock Brakes”
Planes Cars

Case Study – “Anti-lock Brakes”
>> Who on the

Planes “other side of table”?
Operations
Maintenance
Marketing
Finance / Admin
40 min change of pace (still “in class”)
Go to “eBCI” session 1A for a fine educational video on

the “Universal Learning Cycle”– at link:
https://uottawa.brightspace.com/d2l/le/content/252820/Home
>> Rejoin this Zoom meeting at __:__ pm

Part 2 – BCI Lecture #1

The Learning Cycle
Unconscious
Incompetence
Unconscious
Competence Conscious
Incompetence
Conscious
Competence

The Learning Cycle
Naïvete
Regular

Use
Unconscious
Self/Peer
Review
& Practice Incompetence
Demonstration
of Inadequacy
Unconscious New Techniques

Competence Conscious & Insights
Intuitive
Use
Incompetence
Discovery
Conscious of Reality
Competence
Aha! Discouragement
 Taught New

Mentoring
& Advice Techniques
Practice
 Skills
© Trevor Græme Wilkins  23 BCIM001

Learning Cycle Learnings ?
1. 95% of what we do is ‘unconscious’
2. Even ‘conscious’ decisions use unconscious strategies
3. Exactly the same applies to other people
4. We need to wonder “Why Did I Do/Say That?” more often
5. We need tools to helps answer 2 key questions:
“Why Did They / Didn’t They Do That?”

“What Will Motivate Them To Do What’s Needed?”

Unconscious Experiences you
fromhave?
(ex-)Students
Shifting gears on a bicycle Using Software
‘Double declutching’ a gearbox (e.g. CTRL-SHIFT C)
Pole Vaulting Learning a Language

Cooking a curry Drawing Chinese characters
Typing Dancing
Playing an instrument Tying shoelaces
Riding a Unicycle! Always correct speed on road
Using Chopsticks

Distance Learning – we will “meet” again!
1. Take your photo …e.g. 

2. Individual Mugshot
a. In Brightspace / Email
b. In LinkedIn
3. Future use for Team Intro” (PowerPoint)

Assignments this week
1. Prepare your “BCI Outcomes Quadrant ” (private)
2. Do “eBCI” 1B re “Personal Representation Systems” –

with TedEd video “How to have a Conversation” …link:
https://uottawa.brightspace.com/d2l/le/content/252820/Home
2. Textbook “TSB” Reading: Preface and Chapter 1

Course Outline – Progress
Learn BCI: Techniques + Insights Use BCI: Real life use  new Skills
1. Basics of Communication & Teams Mid Term Test (Oct 20-21)

2. What Motivates Decisions? (TIRES) 7. Presentations that Influence
3. Universe of Buying Drivers (Offers) 8. So Where’s the Money?
4. The Hierarchy of Ideas (Chunking) 9. Meetings that Rock! (GECKOS)
10. Proposals that Sell (ESPOSITAA)
5. Human Communication Model (DDG)
6. Other Side of the Table (Four-See)
Practical – Team Presentations

Fin – Day 1

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Welcome to

“Communication and Influence

Build What People Truly Want, Need & Value...

© Trevor Græme Wilkins 2 BCIM001

© Trevor Græme Wilkins 3 BCIM001

© Trevor Græme Wilkins 4 BCIM001

Detailed Lecture Part 1 and Part 2 Strategy:

© Trevor Græme Wilkins 5 BCIM001

…for Myself with friends and family: …for My Work or Profession:

…stop this happening: …stop this happening:

© Trevor Græme Wilkins 6 BCIM001

Did you watch it?

Did you take the test?

Has it changed you?

What’s needed to help you use ideas?

© Trevor Græme Wilkins 8 BCIM001

© Trevor Græme Wilkins 9 BCIM001

© Trevor Græme Wilkins 10 BCIM001

Course has 10 Lectures ….. Book has 10 Chapters

ALL Students purchase your own copy

© Trevor Græme Wilkins 11 BCIM001

© Trevor Græme Wilkins 12 BCIM001

© Trevor Græme Wilkins 14 BCIM001

e.g. Case Study “ABS”

© Trevor Græme Wilkins 17 BCIM001

>> Who on the

Go to “eBCI” session 1A for a fine educational video on

>> Rejoin this Zoom meeting at __:__ pm

© Trevor Græme Wilkins 20 BCIM001

© Trevor Græme Wilkins 22 BCIM001

Unconscious New Techniques

© Trevor Græme Wilkins  23 BCIM001

“Why Did They / Didn’t They Do That?”

© Trevor Græme Wilkins 24 BCIM001

Pole Vaulting Learning a Language

© Trevor Græme Wilkins 25 BCIM001

1. Take your photo …e.g. 

3. Future use for Team Intro” (PowerPoint)

1. Prepare your “BCI Outcomes Quadrant ” (private)

2. Do “eBCI” 1B re “Personal Representation Systems” –

2. Textbook “TSB” Reading: Preface and Chapter 1

© Trevor Græme Wilkins 28 BCIM001

1. Basics of Communication & Teams Mid Term Test (Oct 20-21)

© Trevor Græme Wilkins 29 BCIM001

© Trevor Græme Wilkins 30 BCIM001

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>> Rejoin this Zoom meeting at : pm