Ch 16 & 17 Final Exam Flashcards
Figure 16.1 Degrees of Persuasion
Strongly opposed || Moderately Opposed || Slightly Opposed
|| Neutral ||
Slightly in Favor || Moderately in Favor || Strongly in Favor
Persuasion
process of creating, reinforcing, or changing beliefs or actions.
The Importance of Persuasion (4 Points)
- Benefits every part of your life
- Vital being an informed.
- Helps to use critical thinking.
- Goals defend:
A. idea
B. refute opponent
C. sell a program
D. inspire people
Ethics of Persuasion
ensure goals are ethically sound
Psychology of Persuasion
occurs where 2 or more points of view exist.
List the 3 ways How Listeners Process Persuasive Messages
- Engages in mental give and take w/ speaker
- Audience assess the speakers delivery, supporting materials, language, reasoning, and emotional appeals.
- Mental dialogue with audience: the mental give and take between the audience and speaker.
Target Audience
the portion of the whole audience that the speaker wants most to persuade.
Questions of Fact
question about the truth, or falsity of an assertion.
Questions of Value
question about the worth, rightness, morality, and so forth of an idea or action.
Questions of Policy (need, burden of proof, plan, practicality)
question about whether a specific course of action should or should not be taken
Questions of Policy on Need
- 1st basic issue: Analyzing Question of policy
* is there a serious problem / need requiring a change from current policy?
Questions of Policy on Burden of Proof
obligation facing a persuasive speaker to prove that a change from current policy is necessary
Questions of Policy on Plan
- 2nd Basic Issue –> Analyzing Question of Policy
* if Problem w/current policy; Does speaker have plan to solve problem?
Questions of Policy on Practically
- 3rd basic issue: Analyzing a Question of policy;
- Will speakers plan solve the problem?
- Will it create new or more serious problems?
Problem-Cause-Solution Order
Organizing Persuasive Speeches: • 1st main point identifies a problem
• 2nd main point analyzes the cause of the problem
• 3rd main point presents a solution to the problem.
Comparative Advantages Order
Organizing Persuasive Speeches:
• Each main point explains
• Why a speaker’s solution to problem is preferable to other proposed solutions
Monroe’s Motivated Sequence
organizing persuasive speeches that seek immediate action
The 5 steps of motivated sequence
- Attention: 1st Gain Attention of Audience
- Need: 2nd make audience feel need for a change
- Satisfaction: satisfy the sense of need–> provide solution
- Visualization: intensify desire–> Visualize benefits
- Action: once audience is convinced policy is beneficial–> call to action
Speech to Gain Passive Agreement
persuasive speech in which the speakers goal is to convince the audience that a given policy is desirable without encouraging the audience to take action in support of the policy.
Speech to Gain Immediate Action
persuasive speech in which the speaker’s goal is to convince the audience to take action in support of a given action.
Credibility
audience’s perception of whether or not a speaker is qualified to speak on
a given topic. 2 major factors influencing a speaker’s credibility are competence &
character.
3 Types of Credibility
- Initial Credibility: Credibility of speaker before they start to speak.
- Derived Credibility: Credibility of speaker produced by everything they say during the speech.
- Terminal Credibility: Credibility of speaker at end of the speech.
2 Factors of Credibility
- Competence: how audience regards a speakers intelligence, expertise, and knowledge of the subject.
- Character: how audience regards a speaker’s sincerity, trustworthiness, and concern for the well being of the audience.
Enhancing Credibility
say and do everything in a way that makes you look capable and trustworthy.
Creating Common Ground
speaker connects himself with the values, attitudes, or experiences of the audience.
Evidence
supporting materials used to prove or disprove something.
4 Tips for Using Evidence
- Use specific evidence.
- Use novel evidence.
- Use evidence from credible sources.
- Make clear the point of your evidence.
Reasoning and Types
process of drawing a conclusion on the basis of evidence.
Reasoning from Specific Instances
reasoning that moves from particular facts to a general conclusion.
Reasoning from Principle
Reasoning that moves from a general principle to a specific conclusion.
Casual Reasoning
Reasoning that seeks to establish relationship between causes & effects.
Analogical Reasoning
Reasoning in which a speaker compares 2 similar cases and infers that what is true for the 1st case is also true for the 2nd.
Fallacies
an error in reasoning.
Fallacies: 5 Types
- Red Herring: introduces irrelevant issue/diverts attention from the subject under discussion.
- Ad Hominem: attacks the person rather then dealing with the real issue in dispute.
- Either-or: forces listeners to choose between two alternatives when more than 2 alternatives exist.
- Bandwagon: assumes that b/c something is popular it is therefore good, correct, or desirable.
- Slippery Slope: assumes taking a 1st step will lead to subsequent steps that can’t be prevented.
Appealing to Emotions
Aristotle referred to as pathos: intended to make listeners feel sad, angry, guilty, afraid, happy, proud, sympathetic, reverent, or the like.
List of 6 Emotions evoked most often by public speakers
- Fear: serious illness || natural disasters || sexual assault || persona rejection.
- Compassion: physically disabled || battered women || neglected animals || starving children || victims of AIDs.
- Pride: ones country || ones family || ones school || ones ethnic heritage || in ones personal accomplishments.
- Anger: terrorists & their supporters || business leaders acting unethically || members of congress abusing public trust || landlords exploiting tenants || vandals & thieves.
- Guilt: not helping people less fortunate than ourselves || not considering the rights of others || not doing ones best.
- Reverence: admired person || traditions & institutions || ones deity.
