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Time tested organizational pattern that follows our normal, human process of thinking, and it motivates us to respond affirmatively to a speakers purpose

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Monroe's Motivated Sequence

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What we see as good or bad, useful or not useful

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Attitudes

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What we believe to be true or not

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Beliefs

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Our most enduring ideas about what is right and wrong

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Values

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The way we act

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Behaviors

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When doing a persuasive speech, or using any type of persuasion, what 4 things are targeted

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Attitudes, Beliefs, Values, Behaviors

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Articulating a position with support of evidence and reason - our willingness to argue and support our point of view

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Argument

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What are the 5 distinct steps of Monroe's Motivated Sequence?

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1. Attention 2. Need 3. Satisfaction 4. Visualization 5. Action

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What are the 4 parts of establishing "NEED" in Monroe's Motivated Sequence?

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Need, Illustration, Ramifications, Pointing

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The practical and concise solution that explains, provides a theoretical demonstration, provides practical experience, and meets objections.

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Satisfaction

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What are the 3 approaches visualization provides?

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Positive, Negative, Contrast

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Exactly what we want our audience to do

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Action

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The Call to Action involves 4 steps:

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1. Tell audience exactly what we want them to doe 2. Make it easy 3. Personal Statement 4. All other elements of conclusion

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Oneness is not __________

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Sameness

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If you're audience agrees with your argument, you're attempting to __________ their viewpoint

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reinforce

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If you're audience is neutral on your argument, you attempting to help them ______________

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Form a position

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If you're audience disagrees with you, you are attempting to help them ___________

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Reform their position

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Persuading people starts with 2 basic assumptions:

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All people have needs, People can be persuaded by claims to satisfy their needs

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Based on his cultural upbringing and his personal experience, Dante argues that all people should be treated equally under the law, regardless of race, sex, religion, or sexual orientation. This is a ________ of his.

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Value

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Our author suggests an "aerial view" when seeking expansive primary research, and highlights _____________ as an excellent resource for such information

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The Federal Census

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Our author uses the two spatial metaphors of depth and proximity to emphasize the ethical obligation we have to carefully research and learn more about any topic on which we may speak. True or False

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True

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When it comes to research, our author discusses the importance of knowing our own biases and being willing to research both/all sides of an issue for all of the following reasons EXCEPT?

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So we can find only the information that supports our argument

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When it comes to transforming our research into supporting material, our author suggests the we seek to contextualize our research by _____. (3)

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Statements that summarize research findings, Statistics that crystalize the weight of the arguments, put human face and story on impersonal data

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Attacking the person rather than their logic

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Ad Hominem

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Attacking a weaker argument than the one being made

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Straw Man

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An argument unrelated to the one being made

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non-sequitur

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Arguing that one step will lead inevitably to drastic change

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slippery slope

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Our author states the preferred definition of persuasion is:

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a verbal and/or non-verbal process in which attitudes, values and beliefs are formed, reformed or reinforced

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Aristotle's artistic proof of _____ is the use of well-reasoned speech to influence listeners

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Logos

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When it comes to persuasion, to _____ someone means to change that person's mind, and is by far the hardest sort of persuasion

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reform

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Our author suggested a number of ways we can incorporate Aristotle's emphasis on emotion and proximity to our persuasive advantage, including: (3)

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1. Bring object as part of whole 2. Tell as story 3. Invent creative ways to plant evidence

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symbolic, non-coercive influence

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persuasion

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Arguing to create understanding (not just to win)

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Communicative Action

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This says that we process info in different ways depending on motivation and ability

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Elaboration Likelihood Model (ELM)

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Thoughtful consideration to ideals. Persuasion that provokes one's thinking and intellect.

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Central Processing

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Persuasion by peripheral cues, based on weak messages, humor, fears, desires, etc.

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Peripheral Processing

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What are 3 factors to consider when making your persuasive speech to be ethical?

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Context, Agent, Reciever

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Receiver = __________

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Audience

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Agent = _________

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Speaker (you)

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Where communication takes place

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Context

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When considering the Context of your persuasive speech, to be ethical you must have: (3)

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1. Equal opportunity to persuade 2. Complete revelation of agendas 3. Critical recievers

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When considering the Agent of your persuasive speech, to be ethical you must have: (3)

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1. Take communication seriously 2. Foster informed decisions 3. Appeal to best in people

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When considering the Receiver of your persuasive speech, to be ethical the receiver must: (4)

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1. Be aware of attempts of influence 2. Be Informed about important topics 3. Know their own biases 4. Be aware of methods of persuasion

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We want to get our way while acknowledging others want to get their own way too.

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Enlightened self-interest

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When it comes to using visual aides, our authors suggests all of the following except: a. Make sure to use as much color as possible to gain attention b. Make sure visual aids are large enough for everyone to see c. Do not pass visual aids around the room while speaking d. Keep film and videos clips to under a minute. More than a minute is too long

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Make sure to use as much color as possible to get attention

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True or False: Our author suggests that even though our appearance is inconsequential, we should "dress the part" for our speeches

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False

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Which type of visual aid typically uses proportions and color to relay information?

answer

Pie chart

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Our author suggests that leaving up a visual aid for an extended period, becoming enamored with our own visual aids, and spelling errors in any text we project are: ___________

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Common Mistakes to Avoid

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The ancient Greeks developed a concept called _____, or the fitting time or moment in a speech

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Kairos

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A _________ organizes information based typically on directional logic provided by yes or no

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flow chart

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A ______ typically involves arranging words and/or numbers based on a fairly obvious organizing principle; often times those words and numbers are graphically illustrated.

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chart

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A visual aid that uses an X an Y axis

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Graph

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A ______ is a deliberate attempt to hide or misinterpret the truth

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Lie

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Pistos = _________

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proof

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Winning by inflicting psychological pain by attacking the other person or their self-concepts of the issue

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Aggression

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What are the 5 motives for lying:

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Saving face, Avoid Conflict, Guide Social Interaction, Affect Interpersonal Relationships, Achieve personal power

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Wholeness/Soundness

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integrity

question

What is the gap in integrity?

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the difference between who you are and who you think you are

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Credibility we have when we come to the table

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Initial Credibiltiy

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Credibility we earn during communication

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Derived Credibility

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Credibility we give the speaker at the end of speech or interaction

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Terminal Credibility

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What are the 3 cornerstones of ethical fitness?

answer

Credibility, Integrity,Civility

question

What are the "4 pillars of character"?

answer

1. Trustworthiness 2. Respect 3. Responsibility 4. Fairness

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