Midterm II Flashcards
Conclusion Indicators
Therefore, hence, so, thus, consequently, it follows that, as a result
What are some premise indicators?
Because since if as shown by given that, shown by, the reasons are
Qualifiers do what?
Set limits
Counter arguments do what?
Build credibility, you demonstrate fairness and evenhandedness
5) Things to keep an eye on when analyzing an argument are?
Assumptions, qualifiers, counterarguments, and credibility
Langer et al did a classic study involving what?
Standing at a copier; “Can I make copies?” Request alone- 60%, Request with a valid reason 94%, Request with an implied reason- 93%; found that we tend to focus our attention on the premise indicator “because”
How strong is your argument? 3 criteria used to tell if you have a strong arguent
- Acceptable and consistent Premises
- Premises that Support the Conclusion
- Missing Components
What is an Expert?
- Recognized authority
- Are they an independent part?
- Someone with credentials
- Someone with first hand knowledge?
- Method used
Name the persuasion techniques
Foot in the Door, Door in the Face, Double Door, Low Ball, That’s not all
10) What is the foot in the door? And why is it effective?
It is a small request followed by a larger one. It is effective because people are then committed and want to b seen as being consistent (self image)
What is the Door in the face and why is it effective?
It is the large request followed by a smaller one. (the union demands 14% raise (that’s way too much) well then a 2% raise isn’t asking for alot…)
It is effective because reciprocity is powerful. Since someone lowered their demands they feel obligated to do something of the same.
What is the Double Door in the face? Why effective?
It is a huge request followed by large request which is then followed by a smaller one
It is effective because reciprocity along with a sense of obligation is powerful
What is the Lowball? Why effective?
Lowball is changing the deal midstream.
It is effective because of commitment and consistency. Once you cross the line you are reluctant to change. Written is more powerful than verbal.
What is the “That’s not all”? Why is it effective?
It is when someone sweetens the deal midstream. Why is it effective? Reciprocity along with a sense of obligation is powerful.
15) What are the classic findings in Persuasion or winning the argument?
- experts are moe persuasive
- Attractive sources are more persuasive than unattractive
- Soft cell is better than hard- let them think it is their idea
- provide a counter argument- you will appear fair and evenhanded
- Distract them
16) What are the 10 items Diane provides for persuasion/winning arguments?
- Provide a credible source 2. Anticipate counter arguments, give the opponent fewer points 3. Don’t be one sided- audience may be predisoposed to otherside 4. Be direct 5. Encourage discussion and public commitment, the simple act of committing makes a difference 6. Repeat the conclusion and the reasons that support the conclusion several times 7. Provide as many reasons to support the conclusion as is feasible 8. The message should be easy to comprehend 9. You could use any of the 21 common fallacies 10. Use vivid images
17) Guilt by Association
When something negative is attached to something- making it seem bad even though the two are unrelated. The reverse is true in virtue by association
Appeals to Pity
Appeals to pity have nothing to do with the main question
19) Testimonials
When respected people endorse a product then it is good, it is believed people will want to be similar to the people they respect
20) Slippery Slope or the fallacy of continuum
“If we do ____ then all of this crazy stuff will happen! We don’t want that to happen!” when really there is no evidence to say that all of the crazy stuff would happen
21)Straw Person
Weak and easy to knock down.
22) What is appeals to authority?
Much of what we know and believe comes from what authorities have told us. Appeals to authority occurs when the authority we use to support the premises in an argument is the wrong authority. Example- Bart Simpson says that the Ipad has the highest picture quality for viewing his face. Bart Simpson is not an expert on picture quality. A better source would be an Ipad technician. (p277)
23) What is the fallacy of tradition?
“That’s the way we’ve always done it.” “If it ain’t broke, don’t fix it” These examples of the fallacy of tradition. Appeals to tradition is the unstated assumption that what exists is best. Appeals to tradition deny the possibility that a different way must be an improvement.
24) What is the Elaboration Likelihood Model (ELM) and its relation to winning the argument?
(AMBER WILL SHOW YOU THE DIAGRAM ON MONDAY, but it is in our notes on a slide titled Elaboration Likelihood Model if you want it sooner) The elaboration likelihood model says hat there are two ways to win an argument- the “Central Route” and the “Indirect Route” (or peripheral route). Strong arguments use the central route which included critical thinking skills. The indirect route uses distraction to win the argument. The indirect route uses the idea that if you can distract them then you are more likely to persuade them. It falls back on the study with the photocopier where we only pay attention to the premise indictor.
25)Langer et al. (1978) did a study that said…?
Langer et al did the photocopier study. His study is related to the Elaboration Likelihood Model (ELM) because in his study he had groups use the “central route” (using an actual reason) or “indirect route” (no real reason) or just make the request alone (just ask without attempting to have a reason or persuade the person) to persuade someone to allow them to make a photocopy. People were just as equally persuaded by the indirect route as they were with the central route, showing that you don’t necessarily need a reason to persuade someone, it just needs to sound like you have a reason.
How to persuade someone:
(Diane pg. 285)
- Provide a credible source
- Anticipate counter arguments and raise them
- Do not appear one-sided
- Be direct
- Encourage discussion and public commitment (it is a kind of promise to believe or act in a certain way)
- Repeat the conclusion and reasons for supporting the conclusion several times
- Provide as many reasons to support the conclusion as is feasible
- The message should be easy to understand
- You could use any of the 21 common fallacies she provides (but this is not recommended)
- Use vivid images that will be difficult to forget and be sure that they make your point.
* keep in mind the anatomy of an argument (premie, conclusion, assumptions, qualifiers, counter-arguments)
What is confirmation bias?
An expeirment was done whee people were told limited information about a picture and then asked to provide what they believe about what is happening in the picture. What was found is that we have a tendency to extract the information that confirms or supports our views.
