#1-10 Flashcards
Explain the genres of deliberative, epideictic and forensic rhetoric. According to the textbook, how are epideictic and forensic both extensions of deliberative?
Deliberative > Future Epideictic > Past Forensic > Present Epideictic and forensic have a motivation for the future. pg210/ch17
What are the McClelland’s three motivations? Explain each. How do these relate to persuasion?
- Power - ability to take effective action
- Affiliation - social connection to others
- Achievement - the result of doing something well.
Motivators are tool to ignite emotions in people, which will in turn be used as persuasion.
pg212/222/ch17/18
What is the problem with categorizing emotions as “positive” and “negative.” According to the book, what is the better way of categorizing emotions?
Emotions can be viewed as negative from one angle and positive from another. Categorizing them bottlenecks our understanding of them.
pg222/ch18
Explain the 4 step emotional process? How can we reverse it to understand how an emotion is caused?
- Behavior - we experience some occurrence
- Emotion - we tell ourselves a story in relation to the occurrence
- Character - we experience the emotion
- Event - a situation occurs based on the emotion
- Event - notice how you are acting
- Character - get in touch with your emotions
- Emotion - analyze the story you are telling yourself
- Behavior - get back to the facts
What are the 9 painful emotions? What is the object of each? What character and event causes each?
Anger- conspicuous revenge / apparent slighting by friends/family
Disdain- wishes something didn’t exist / our group is a victim of another
Fear- painful imagination of the brain / when a threat seems unavoidable.
Shame - to hide from disrepute / afraid of what others will think
Disgust - to flee a situation or fix a problem / being disturbed by the source of revulsion
Pity - to feel sad about people’s misfortunes / feeling empathy for the one suffering.
Indignation - to feel wronged and pity ourselves / when the process of equal work reward falls out of balance out of our favor
Envy - to selfishly pity ourselves / when we want what people at or below us have
Sorrow: to accept the source of the pain / when we encounter pain too larger to dodge.
pg225ch18
Why is it more advantageous to appeal within the realm of the pleasurable emotions as a general rule? Why are the painful emotions still important for a speaker to be able to evoke?
We don’t want to prompt flight or fight responses in our audience. But, stirring up fear, anger, or anxiety is exactly what some situations need.
What are the 9 pleasurable emotions? What is the object of each? What character and event causes each?
Calmness - to achieve a state of peace / when others show us helpfulness, humility, and honor.
Affection - to deepen the bonds that commonality shows us / when we desire what’s good for the person
Confidence - to believe that security and success are in our future / when we can avoid or endure a perceived danger.
Indifference - to remain unscathed despite others’ actions / believe we’ve done nothing wrong
Wonder - overwhelmed by something beautiful or enchanting
Kindness - when we desire to help others and believe their need is genuine
Vindication - something felt when we’ve been wronged and someone gets what they deserve
Emulation - someone’s success inspires us to achieve success (opp. of envy)
Happiness - when someone flourishes
According to Tony Robbins TED Talk, what are the 6 basic human needs?
- Certainty - need to know if we will survive a chaotic onslaught of unpredictability and pain, money health family
- Uncertainty - variety and surprise
- Significance - violence
- Connection and love - need for our core community, friendship, romance
- Growth - need to know that we are growing in an appreciable way
- Contribution - something bigger than ourselves
How do the 6 basic needs relate to persuasion?
they provide for deep human needs
Explain Foa’s resource theory. What are the 6 basic resources people trade? How can we discern which resources are most important to a person?
Our values align with 6 resources. Love, status, information, service, goods, and money.
- Complaining and bragging
- Nonverbal cues
- Behavior patterns
- Worries and sources of stress
Explain the process of lie detection whereby we can discern whether a person is telling the truth about what he or she wants?
- Watch for the baseline
- Listen for a baseline
- Establish an emotional baseline
- Dig deeper and look for mixed signals
- Find mixed signal clusters
