CH.16: persuasive speaking

Question 1

persuasive speeches

Answer 1

aim to change others by prompting them to think, feel, believe, or act differently

Question 2

persuasion:

Answer 2

• is transactional
• uses artistic proofs
• is usually incremental

Question 3

ethos

Answer 3

the perceived personal character of the speaker; tips on p.315

Question 4

pathos

Answer 4

emotional reasons for attitudes, beliefs, or actions; p.316

Question 5

logos

Answer 5

rational or logical proof

Question 6

inductive reasoning

Answer 6

begins with specific examples and uses them to draw a general conclusion

Question 7

deductive reasoning

Answer 7

begins with a broad claim that listeners accept, followed by a specific claim

Question 8

toulmin model of reasoning

Answer 8

includes claims, grounds (evidence), warrants (link between grounds and claim), qualifier, and rebuttal; p.317

Question 9

claim

Answer 9

an assertion

Question 10

grounds

Answer 10

evidence or data that support the claim

Question 11

warrant

Answer 11

an explanation of the relevance of the grounds to the claim

Question 12

qualifier

Answer 12

a word or phrase that limits the scope of your claim

Question 13

rebuttal

Answer 13

anticipates and addresses reservations that listeners are likely to have about claims

Question 14

credibility

Answer 14

the perception that a person is informed and trustworthy

Question 15

initial credibility

Answer 15

the expertise and trustworthiness recognized by listeners before a presentation begins

Question 16

derived credibility

Answer 16

the expertise and trustworthiness that listeners confer on speakers as a result of how speakers communicate during presentations

Question 17

terminal credibility

Answer 17

the credibility of a speaker at the end of a presentation

Question 18

motivated sequence pattern

Answer 18

consists of five steps: attention, need, satisfaction, visualization, and action

Question 19

inoculation

Answer 19

“immunization” of listeners to opposing ideas and arguments that they may later encounter

Question 20

identification

Answer 20

recognition of commonalities

Question 21

fallacy

Answer 21

an error in reasoning

Question 22

ad hominen arguments

Answer 22

attack the integrity of the person instead of the person’s ideas

Question 23

post hoc, ergo propter hoc

Answer 23

suggesting or assuming that because event B follows event A, event A caused event B

Question 24

bandwagon appeal

Answer 24

argues that because most people believe or act a particular way, you should too

Question 25

slippery slope

Answer 25

claims that once we take the first step, more and more steps will follow until some unacceptable consequence results

Question 26

hasty generalization

Answer 26

a broad claim based on insufficient evidence

Question 27

red herring arguments

Answer 27

irrelevant to the topic; an attempt to divert attention from something the speaker can’t or doesn’t want to address

Question 28

either-or logic

Answer 28

suggesting or assuming that only two options exist

Question 29

halo effect

Answer 29

tendency to assume that an expert in one area is also an expert in other unrelated areas