Ch. 16- Persuasive Speaking Flashcards
Coercion
The act of using manipulation, threats, intimidation, or violence to gain compliance.
Attitude
Our general evaluation of people, ideas, objects, or events.
Beliefs
Was in which people perceive reality-what is true and real
Behavior
Manner in which we act or function.
Proposition of fact
a claim of what is or what is not
Proposition of value
Something meets or does not meet a specific standard of goodness or quality or right or wrong
Proposition of policy
Claims about what goal, policy, or course of action should be pursued.
Social judgment theory
Ability to persuade depends on audience’s current attitudes or dispositions toward your topic, as well as how strongly they feel about their current position.
Anchor positions
Position on the topic at the outset of the speech.
Latitudes
Ranges of acceptable and unacceptable viewpoints.
Name the five stages of change
Pre-contemplation Contemplation Preparation Action Maintenance
Precontemplation
State where people are note ready to change behavior, and might think their behavior isn’t a problem.
Contemplation
When an individual begins to recognize the consequences of their behavior. People experience uncertainty and conflict at this stage.
Preparation
Individuals move to planning and preparing for the changes they have been contemplating.
Action
Individual has made a change and enacted new behaviors which require a great deal of willpower.
