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GETTING THE ADOPTION Duncan Prowse Educational Centre, Sofia, July 6 th - 8 th 2013. Applying educational ideas to sales Identifying the customer Empathising with the customer Empathy and the Internet, netiquette Training and/or education ONLINE.

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GETTING THE ADOPTION Duncan Prowse

Educational Centre, Sofia, July 6th - 8th 2013

Applying educational ideas to sales

Identifying the customer

Empathising with the customer

Empathy and the Internet, netiquette

Training and/or education ONLINE

LONDON  SAN FRANCISCO



Sales SCRABBLE –

SCRABBLING for text book adoptions

  • Who is your customer?

  • Who are all the people involved and what do they do?

  • EMPATHISE with each of them


em·pa·thy

ɛmpəθi [em-puh-thee] noun

1. the intellectual identification with or vicarious experiencing of the feelings, thoughts, or attitudes of another.

2. the imaginative ascribing to an object, as a natural object or work of art, feelings or attitudes present in oneself: By means of empathy, a great painting becomes a mirror of the self.

Origin: 1900–05;  < Greek empátheia  affection

Can be confused:sympathy

First word on the Scrabble board – EMPATHY


QSE Pre-Intermediate A2-B1, CLIL section: EMPATHY and social media

Cambridge ESOL TKT course: 4Cs

  • Content – concept of empathy

  • Communication – describing trends and behaviour

  • Cognition – analysing your own internet time/use

  • Culture – How social media affects people's behaviour


Empathy or sympathy… or both? social media

EMPATHY

SYMPATHY

What is he / she feeling?

What is he / she saying?

Identification

Judgement

Perspective taking

Analysis

Theory of mind

(understanding the

minds of others)

Advice, suggestions


An attitude of care in teaching and learning emerges through profound empathy in one-to-one relationships … .

The degree of empathy shown by the teacher affects the degree of empathy shown by the student and the student’s ability to share with and learn from others.

Despite an overwhelming desire to support, care for and relate deeply to pupils, teachers were continually constrained by the conditions in which they worked.

Time was stolen from them by the nature of the current education system; the fragmented and rigid curriculum; the time poor nature of their working conditions; the bureaucracy of modern education and the large numbers of pupils and low frequency of contact.

Empathy, Interaction and Caring: Teachers' Roles in a Constrained Environment,

Bridget Cooper, Leeds Metropolitan University, 2004


Six habits of Empathetic people profound empathy in one-to-one relationships … .

Roman Krznaric, University of California, Berkeley

  • Curiosity about strangers

  • Challenge prejudices and discover commonalities

  • Try another person’s life

  • Listen hard and open up

  • Inspire mass action and social change

  • Develop an ambitious imagination

http://greatergood.berkeley.edu/


Empathise or sympathise with the teacher? profound empathy in one-to-one relationships … .


  • Who is the: profound empathy in one-to-one relationships … .

  • CUSTOMER?

  • CLIENT?

  • CONSUMER?

Who does the teacher also have to consider?


Double Word Score: 32 profound empathy in one-to-one relationships … .

Who does the adoption DECISION belong to ….?


B.A.N.T. profound empathy in one-to-one relationships … .

Budget

Authority

Need

Time


Keeping a running record of deals in progress profound empathy in one-to-one relationships … .


Asking better questions – FORMATIVE or SUMMATIVE? profound empathy in one-to-one relationships … .

FORMATIVE questions

SUMMATIVE questions

Statements with time for responses

Closed questions with yes/no answers

Short quick questions

Open ended with many possible answers

Answers require recall of learned information

Higher order thinking

Promoting discussion which forms the direction of future learning

Most computer based learning and tests

Filling the pot….OR… Lighting the fire?


What else is involved in the decision ….? profound empathy in one-to-one relationships … .

  • Cambridge ESOL

  • YL (3 levels)

  • KET

  • PET

  • FCE

  • CAE (CPE)

  • IELTS

  • Trinity College, London

  • GESE

  • ISE

Why take exams?

Types of Exam?

Levels and Ages?

Local Exams


Have the exam chart in your head (and CEFR) profound empathy in one-to-one relationships … .


Critical thinking – ancient and modern: profound empathy in one-to-one relationships … .

Triple Word Score: 48

Learning to THINK and DO

Learning through DISCOVERY and DISCUSSION

Double Word Score: 20


The Results: Income for you and jobs for the students profound empathy in one-to-one relationships … .

The person as BRAND

Double Word Score: 26


  • C profound empathy in one-to-one relationships … .ontent

  • Communication

  • Cognition

  • Culture


Playing sales SCRABBLE – profound empathy in one-to-one relationships … .

SCRABBLING for text book adoptions

  • Is the money available to make the order? BUDGET

  • Who is going to authorise this? Who is your real customer? AUTHORITY

  • What can you do for them? What do they need? NEED

  • When do they need it? TIME

  • THIS IS ABOUT HOW THEY FEEL EMPATHY

  • You are there to being them solutions, not problems. SYMPATHY

  • Solutions by understanding, discussion, analysis CRITICAL THINKING


dp@brookemead.com profound empathy in one-to-one relationships … .

LONDON  SAN FRANCISCO


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