Chapter 17: Persuasive Speaking

Question 1

Persuasive speechs

Answer 1

• reinforce, change listeners’ attitudes, beliefs
• sometimes motivate listeners to take action

Question 2

Coercion

Answer 2

• forcing others against their will
• uses threats, manipulation, violence

Question 3

Types of persuasive propositions

Answer 3

• proposition of fact
• proposition of vaule
• proposition of policy

Question 4

Propostion of fact

Answer 4

• establishes whether something is/isn’t true

Question 5

Proposition of vaule

Answer 5

• urges judgment on topic, good or bad

Question 6

Proposition of policy

Answer 6

• argues whether action should/shouldn’t be taken

Question 7

Elaboration Likelihood Model (ELM)

Answer 7

Listeners put forth more effort if
- speech is interesting
- speech is easily understandable

Question 8

Central route

Answer 8

• highly interested audience will pay more attention and carefully evaluate points

Question 9

Peripheral route

Answer 9

• less motivated audience not fully engaged with speech
• may only selectively listen

Question 10

Encourage audience to use central route

Answer 10

• make topic personally relevant to audience
• compose main point on positive outcomes/benefits of accepting your speech thesis
• tell them what highly credible experts have said about the issue
• use conversational language style and familiar words

Question 11

Specific purposes for persuasive speeches

Answer 11

• reinforce audience’s existing attitudes, beliefs
• change audience’s attitudes, beliefs
  -motivate audience to take action

Question 12

Credibility (ethos)

Answer 12

• perceptions of speaker’s trustworthiness, validity

Question 13

Rhetorical proofs

Answer 13

• appeal to speaker’s credibility (ethos)
• offers logical evidence (logos)
• appeal to audience’s emotions (pathos)

Question 14

Character

Answer 14

Showing audience that the speaker….
- understand their needs
- have their best interest in mind
- genuinely believe in the topic

Question 15

Competence

Answer 15

• degree of expertise perceived by audience

Question 16

Charisma

Answer 16

• warmth, personality, dynamism
• use nonverbal impact tools

Question 17

Logos

Answer 17

• logical reasons supporting a persuasive postion

Question 18

Topical pattern

Answer 18

• used to organize propositions of fact or vaule

Question 19

Problem- solution

Answer 19

• organize speech based on a proposition of policy

Question 20

Motivated sequence

Answer 20

• method for organizing persuasive speech

Question 21

Steps to organizing a persuasive speech

Answer 21

• ANSVA

Question 22

Step 1

Answer 22

Attention
- introduce the topic to your audience
- give them a reason to listen

Question 23

Step 2

Answer 23

Need
- clearly state problem you want the audience to be concerned about as a main point

Question 24

Step 3

Answer 24

Satisfaction
- show audience that plan is reasonable
- by supporting plan, they can help solve or prevent problem

Question 25

Step 4

Answer 25

Get listener’s to imagine
- the good things that can happen if the problem is fixed
- the negative consequences if nothing is done

Question 26

Step 5

Answer 26

Action
- summarize your main points
- challenge the audience to make a specific commitment
- give details on how to pursue action

Question 27

Reasoning

Answer 27

• identifying patterns in supporting materials
• summarizing those patterns into arguments
• become main points of your speech

Question 28

Deductive reasoning

Answer 28

• starts with generally held principle
• shows how specific instance relates to principle

Question 29

Major premise

Answer 29

• general statement being presented

Question 30

Minor premise

Answer 30

• specific instance of general claim

Question 31

Conclusion

Answer 31

• relationship between the two

Question 32

Qualifers

Answer 32

• level of certainty about major premise

Question 33

Inductive reasoning

Answer 33

• connects specific, related facts
• arrives at more general conclusion

Question 34

Analogical reasoning

Answer 34

• draws comparison between two ideas
• shows potential truth of both

Question 35

Cause-effect reasoning

Answer 35

• draws connection between two events, things
• claims that one produced other
• claims need to be based in evidence

Question 36

Fallacies

Answer 36

• faulty reasoning
• drawing untrue claims
• not connecting arguments to evidence

Question 37

Post hoc ergo propter hoc

Answer 37

• “afterward, therefore, because of”

Question 38

Ad hominem

Answer 38

• “to the main”

Question 39

Fallacies to avoid

Answer 39

• hasty generalizations
• bandwagon appeals
• straw person claims

Question 40

Motivational appeals (pathos)

Answer 40

• statements that speak to needs, feelings

Question 41

Hierarchy of needs

Answer 41

• behavior motivated by basic needs
• show how specific needs are impacted by call to action

Question 42

Providing testimony and stories

Answer 42

• listeners pay more attention when presented relevant testimony

Question 43

Testimony

Answer 43

• the words or experiences of others

Question 44

Using descriptive language

Answer 44

• use informative, honest, relevant, and clear language as required
• use language that’s powerfully descriptive

Question 45

Establish goodwill w/ your audience

Answer 45

• show listeners you’re genuinely concerned about their wellfare
• note in introduction how topic relates to audience
• use “we” language
• emphasize inclusion and feeling of similarity
• if talking about controversial issue, goodwill will be evident if you stay objective

Question 46

Foot-in-the-door technique

Answer 46

• asking for small action first
• hoping for compliance with larger requests over time

Question 47

Deciding how to present an issue

Answer 47

• how to deal with points of view that differ from yours?
• how much time do you have?
• does the audience know what you are talking about?

Question 48

Maintain high ethical standards

Answer 48

• give listeners valid and reliable information based on sound research