GETTING THE ADOPTION
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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

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Getting the adoption duncan prowse

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


Getting the adoption duncan prowse

Do you play SCRABBLE?


Getting the adoption duncan prowse

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


Getting the adoption duncan prowse

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


Getting the adoption duncan prowse

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


Getting the adoption duncan prowse

Empathy or sympathy… or both?

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


Getting the adoption duncan prowse

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


Getting the adoption duncan prowse

Six habits of Empathetic people

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/


Getting the adoption duncan prowse

Empathise or sympathise with the teacher?


Getting the adoption duncan prowse

  • Who is the:

  • CUSTOMER?

  • CLIENT?

  • CONSUMER?

Who does the teacher also have to consider?


Getting the adoption duncan prowse

Double Word Score: 32

Who does the adoption DECISION belong to ….?


Getting the adoption duncan prowse

B.A.N.T.

Budget

Authority

Need

Time


Getting the adoption duncan prowse

Keeping a running record of deals in progress


Getting the adoption duncan prowse

Asking better questions – FORMATIVE or SUMMATIVE?

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?


Getting the adoption duncan prowse

What else is involved in the decision ….?

  • 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


Getting the adoption duncan prowse

Have the exam chart in your head (and CEFR)


Getting the adoption duncan prowse

Critical thinking – ancient and modern:

Triple Word Score: 48

Learning to THINK and DO

Learning through DISCOVERY and DISCUSSION

Double Word Score: 20


Getting the adoption duncan prowse

The Results: Income for you and jobs for the students

The person as BRAND

Double Word Score: 26


Getting the adoption duncan prowse

  • Content

  • Communication

  • Cognition

  • Culture


Getting the adoption duncan prowse

Playing sales SCRABBLE –

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


Getting the adoption duncan prowse

[email protected]

LONDON  SAN FRANCISCO


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