persuasive – Flashcards

which Aristotle referred to as ethos, is the audience's perception of a speaker's competence, trustworthiness, and dynamism.

PASSIVE AGREEMENT - goal is to convince the audience that a given policy is desirable without encouraging the audience to take action in support of the policy. IMMEDIATE ACTION - goal is to convince the audience to take action in support of a given policy

You show competence by being informed, skilled, or knowledgeable about your subject. One way to enhance your competence is to cite credible evidence to support your point.

INITIAL - Credibility of the speaker before she or he starts to speak. DERIVED - Credibility produced by everything said and done during the speech. TERMINAL - Credibility at the end of the speech

While delivering your speech, demonstrate your trustworthiness by conveying honesty and sincerity. One way to earn the audience's trust is by demonstrating that you have had experience dealing with the issues you talk about. Your sincerity may be suspect, however, if you advocate something that will result in a direct benefit to you.❯

You project dynamism, or energy, through your delivery. Charisma is a form of dynamism. A charismatic person possesses charm, talent,

is the impression of your credibility that listeners have even before you speak. Give careful thought to your appearance, and establish eye contact before you begin your talk. Prepare a brief description of your credentials and accomplishments so that the person who introduces you can use it in his or her introductory remarks.

5steps: attention, need, satisfaction, visualization, action

arouse dissonace-why topic should concern listeners and convince need for change and that the needs affect directly them

identify the solution-satisfy need-give understanding

positive- how wonderful your proposal is negative- how aweful things would be if not adopted

give audeince clear step by step direction on how to implement need

Speakers can evoke persuasive levels of pleasure, arousal, and dominance among listeners by using examples, emotion-arousing words, nonverbal behavior, shared myths, and selected appeals to fear and other emotions.

Three general types of reasoning are inductive, which includes reasoning by analogy and by sign, deductive, and causal. Evidence includes facts, examples, opinions, and statistics.

Four patterns for organizing a persuasive speech are problem-solution, refutation, cause-and-effect, and the motivated sequence.

Your competence, trustworthiness, and dynamism contribute to your credibility before, during, and after you speak.

1. Summarize the common misconceptions about the issue or idea you are discussing. 2. State why these misconceptions may seem reasonable. 3. Dismiss the misconceptions. Provide evidence to support your point; you need sound and credible data to be persuasive. 4. State the accurate information that you want your audience to remember. With a clear summary statement, reinforce the conclusion you want your listeners to draw from the information you presented.

change or reinforce attitusdes, beliefs, values or behavior

Aristotle suggested using ethos, logos, and pathos to persuade. The elaboration likelihood model suggests that listeners either follow a direct route to persuasion, in which they elaborate (think about) the issues and evidence, or an indirect route, in which they don't elaborate.

.Persuasive speakers can motivate listeners through cognitive dissonance, satisfying listeners' needs, positive motivational appeals, or fear appeals

.You can apply principles of persuasion at all steps in the audience-centered speechmaking process.

suggest listeners will come to your speech with one of three positions: (1) a latitude of acceptance, in which they generally agree with you; (2) a latitude of rejection, in which they disagree; or (3) a latitude of noncommitment, in which they are not yet committed.7 If most of your listeners are in the latitude of rejection, it will be difficult to move them to the latitude of acceptance in a single speech. A more realistic goal might be to make them less certain of their rejection.

it will be difficult to move them to the latitude of acceptance in a single speech. A more realistic goal might be to make them less certain of their rejection.

learned predisposition to respond favorably or unfavorably toward something attitudes (likes or dislikes) easier to change

understand true/false

right or wrong

ELM and aristotle ELM classic approach-how listeners process info they hear aristotle-what speaker should do to influence

think about info, ideas, issues related to content of message

underlying internal force that drives us to achieve goals

presented with info inconsistent with current attitudes, beliefs, and experience discomfort

reasoning from a general statement or principle to reach a specific conclusion

Maslow's hierarchy provides a useful checklist of potential listener motivations that a persuasive speaker can activate in order to change or reinforce attitudes, beliefs, values, or behavior.

1Physiological Needs 2 Safety Needs 3. Social Needs 4. Self-esteem 5. self actualization

1 The most basic needs for all humans are physiological: We all need air, water, and food. According to Maslow's theory, unless those needs are met, it will be difficult to motivate a listener to satisfy other needs. Try to ensure that listeners are physically comfortable before making appeals based on higher-level needs. 2Once basic physiological needs are met, listeners are concerned about their safety. We all need to feel safe, secure, and protected. Persuasive speakers often appeal to our need to provide for our own and our loved ones' safety. 3. Social Needs We all need to feel loved and valued. We need contact with others and reassurance that they care about us. According to Maslow, these social needs translate into our need for a sense of belonging to a group (a fraternity, a religious organization, a circle of friends). Powerful persuasive appeals are based on our need for social contact. 4. reflects our desire to think well of ourselves 5. need to full realize ones highest potential addressed only after other four are met

1) Need - is there an actual need for the policy. 2) Plan - does the speaker have a plan to solve the problem. 3) Practicality - will the plan solve the problem

false reasoning that occurs when someone attempts to persuade without adequate evidence or with arguments that are irrelevant

Use concrete examples that help your listeners visualize what you describe.•Use emotion-arousing words.•Use nonverbal behavior to communicate your emotional message.•Use visual images to evoke emotions.•Use appropriate metaphors and similes.•Use appropriate fear appeals.•Consider using appeals to several emotions, including hope, pride, courage, and reverence.

comparing two similar objects, processes, concepts, or events and suggesting that what holds true for one also holds true for another

1fallacy in claims; speaker reduces choices to only two even though others exist (either-or fallacy) 2fallacy in claims; uses a premise to imply the truth of the conclusion or asserts that it is evident (circular reasoning) 3fallacyin claims; one event will necessarily lead to another without showing any logical connection between the two events 4fallacy in claims; hasn't been proven false, must be true 5fallacy in evidence; introduces irrelevant evidence to distract an audience from the real issue 6fallacy in evidence; uses stats or numbers that misrepresent the evidence and mislead the audience 7fallacy in evidence; appeals to popular attitudes and emotions without evidence supporting the claims (bandwagon) 8fallacy in evidence; status quo is better than any new ideas 9fallacy in reasoning; what is true of the whole must be true of the parts 10fallacy in reasoning; draws conclusion based on too few or inadequate examples; what is true of the few must be true of the whole 11fallacy in reasoning; (false cause) causal relationship exists simply because one event follows another in time 12fallacy in reasoning; compares two dissimilar things and making an inaccurate comparison 13fallacy in responding; (against the person) rejects another speaker's claim based on that speaker's character rather than the evidence he presents 14fallacy in responding; (bad company) another speaker associates the speaker with someone the audience finds objectionable 15fallacy in responding; speaker misrepresents another speaker's argument so that only the shell of the opponent's argument remains 16fallacy in responding; emotionally laiden words to evaluate claims

emotional responses vary among 3 dimensions, pleasure, arousal, and dominance

To solve problems, groups must (1) identify and define the problem, (2) analyze the problem, (3) generate possible solutions, (4) select the best solution, and (5) test and implement the solution.

.Group members often share leadership responsibility to help groups accomplish tasks and maintain a healthy social climate. Styles of leadership include authoritarian, democratic, laissez-faire, and transformational.

...Group presentations rely on the same principles of audience-centered speaking as individual speeches, but also require a coordinated team effort.

...refer to the Occasion Awards are often given to mark the anniversary of a special event, the completion of a long-range task, the accomplishments of a lifetime, or high achievement in some field.

... This section of the speech may be fairly long if the audience knows little about the award; it will be brief if the audience already knows the history and purpose of the award. Whatever the award, a discussion of its significance will add to its meaning for the person who receives it.

is the mistaken use of a word that sounds much like the intended word—destruction for instruction, for example

when someone switches the initial sounds of words in a single phrase like sublic peaking

double meaning to create humor

exaggeration

an incident that takes an unexpected turn

1. Causal fallacy 2. Bandwagon fallacy 3. either/or fallacy 4. Hasty generalization- conclusion from too little evidence 5. Ad Hominem- attacking irrelevant personal characteristics of someone proposing an idea rather than attacking the idea 6. Red herring - faulty facts 7. Appeal to misplaced authority- authority given to wrong guy in a field they are not an expert, like a pro baseball player talking about basketball 8. Non sequitur- evidence has nothing to do with the problem

What are some tips for using emotion to persuade? 1.use concrete examples that help your listener to visualize what you describe 2. Use emotion arousing words 3. Use nonverbal behavior to communicate your emotional response 4. Use visual images to evoke emotion 5. Use appropriate metaphors and similes 6. Use appropriate fear appeals 7. Consider using appeals to several emotions 8. Tap audiences beliefs in shared myths

How can you persuade the receptive audience? 1. Identify with audience 2. Clearly state your speaking objectives 3. Tell your audience exactly what you want them to do 4. Ask listeners for immediate show of support 5. Use emotional appeal effectively 6. Make it easy for your listeners to act

How can you persuade the neutral audience? 1. Capture listener's attention early in the speech 2. Refer to beliefs that many listeners share 3. Relate your topic not only to your listeners, but also their families, friends and loved ones 4. Be realistic about what you can accomplish

competence, trustworthiness, dynamism before during and after speech

Identify objections to your position that your listeners might raise and then refute those objections with arguments and evidence

Evidence to document the truth of your initial generalization

What evidence do you need for the causal reasoning strategy? Evidence is vital to show what caused an effect

What is initial credibility? Impression of your credibility that your listeners have before you speak

What is terminal credibility? The way your audience sees you after your speech is over

What is derived credibility? Credibility your audience gives you after you present yourself and they meet you and hear your message How can you get derived credibility? Establish common ground, provide evidence, be well organized, and a good delivery

1) Use Emotional Language. 2) Develop Vivid Examples. 3) Speak with Sincerity and Conviction What are the THREE purposes of a speech of introduction? 1) Build enthusiasm for the upcoming speaker. 2) Build enthusiasm for the speaker's topic. 3) Establish a welcoming climate that will boost the speaker's credibility.

1) Build enthusiasm for the upcoming speaker. 2) Build enthusiasm for the speaker's topic. 3) Establish a welcoming climate that will boost the speaker's credibility.

Be brief. Make sure your remarks are completely accurate. Adapt your remarks to the occasion. Adapt your remarks to the main speaker. Adapt your remarks to the audience. Try to create a sense of anticipation and drama.

To tell the audience why the recipient is receiving the award. Point out his/her contributions, achievements, and so forth.

1) Explain the award to the audience. 2) If the award was won in a competition, praise the losers.

Brevity, humility, and graciousness

When speaking you want to express feelings, to stir sentiments

A collection of three to twelve people who assemble for a specific purpose

1) No specific leader. 2) Implied Leader. 3) Emergent Leader. 4) Designated Leader

1) Procedural Needs. 2) Task Needs. 3) Maintenance Needs

1) Commit yourself to the goals of your group. 2) Fulfill individual assignments. 3) Avoid interpersonal conflicts. 4) Encourage full participation. 5) Keep the discussion on track

What are the THREE methods for presenting orally the recommendations of a problem-solving group? 1) Oral report. 2) Symposium. 3) Panel Discussion

1) Define the problem. 2) Analyze the problem. 3) Establish criteria for solutions. 4) Generate potential solutions. 5) Select the best solution

1) Commit yourself to the goals of your group. 2) Fulfill individual assignments. 3) Avoid interpersonal conflicts. 4) Encourage full participation. 5) Keep the discussion on track