Persuasion Flashcards
Persuasion: Values
What someone believes is good bad right or wrong or what they hold as important in persuasion your sometimes challenging those values.
Persuasion: Beliefs
I know this, I believe this, this is something I hold on to.
Persuasion: Attitudes
Responding to someone’s ideas in some way or another and what they are feeling.
Persuasion: Values, Beliefs, Attitudes
When you are challenging these things there are a lot of defenses that come up.
Persuasion: Influence
You also look at the idea of influence. Someone does something with their words to make you think a particular way
Persuasion: Motivation
Makes you behave in a particular way, motivates you.
Ethical Framework
If you have something to gain tell the audience what it is and let them know.
Ethical Framework: Examples
- Later you find out that they get the sales of the year award for the sale they made because og you and this gives you a jolt.
- The person that does Mr. Ziegler’s financial planning was chosen because he was honest and said I get commissions when I sign you up as a client, and Mr. Zeigler said, and now I trust you because you’re the first person to tell me that. And the salesman says, I thought you trusted me before, and Mr. Ziegler said I did but now you’re an ethical man.
Other factors of ethical framework
Never lie, tell the truth, if you have something to gain from the speech you tell them, don’t hold back information that might be against your side.
Other factors of ethical framework: Example
(Ex. If your selling something to someone and something comes out about the consumer reports that say’s this particular thing, as a salesman it’s to your best to bring it up before that person listening brings it up and say listen and explain that the study says, it makes the person think you know what I trust them because their bringing up what I was thinking all along.
Why is Persuasion challenging
People are lazy, threat to our freedom, don’t like being told what to do, working with attitudes and beliefs that are firmly entrenched,
- TEST QUESTION, WHICH OF THE FOLLOWING REASONS IS NOT A REASON WHY PERSUASION IS CHALLENGING
Persuasion Strategies: General Purpose
To persuade
Persuasion Strategies: Specific Purpose
The statement of your topic.
Persuasion Strategies: Central Idea/Purpose
Be very specific and clear at what were trying to do get my audience to act and, to get my audience to continue acting and, get my audience to change their thinking. What is the goal of the speech
All of the means of persuasions. (Aristotle)
Ethos, Pathos, Logos
All of the means of persuasions: Ethos and the four parts
Is credibility or your believability; four parts are dynamism or charisma, energy, enthusiasm, ethics
All of the means of persuasions: Pathos
Is emotional arguments, which are built on pathos hierarchy of needs in order to get an audience to feel and or come your way.
- emotional appeals work. Basic needs to be met first then you can appeal on bigger things. (Think of where your audience needs are and meet those basic needs) Maslow’s hierarchy of needs
All of the means of persuasions: Logos
Is logic or deductive reasoning, casual reasoning, correlational reasoning
Logos: Deductive Reasoning
Going from the general to specific,
- Ex. Someone tells you something they say and then when you experience It you look for what that person said to support their belief.
Logos: Inductive reasoning
Basis of stereotyping
Logos: Casual reasoning
A powerful logical argument), reasoning by analogy (figured out to do something based on results) using a logical argument.
Ethos: Dynamism
Energy of some kind and enthusiasm
Ethos: Trustworthiness
Must follow through, “don’t do as I say, do as I do”
Ethos: Expertise
Must become an expert, You must have a method,
- 3 ways to develop expertise are research, through a commitment, get experience)
Ethos: ethics
What you beileve is right or wrong, what you believe in
Credibility Organization/Structure your Material Effectively: Cause and Effect
Reasons (why), the purpose (objectives) and the results.
Credibility Organization/Structure your Material Effectively: Problem Solution
A speech structure in which the first main point argues that a problem exists, the second indicates its cause, and the third provides a plan to remedy the problem
Credibility Organization/Structure your Material Effectively: Motivational Sequence
Step One: Get Attention. Get the attention of your audience. …
Step Two: Establish the Need. Convince your audience there’s a problem. …
Step Three: Satisfy the Need. Introduce your solution. …
Step Four: Visualize the Future. Describe what the situation will look like if the audience does nothing.
Credibility Organization/Structure your Material Effectively:
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Inoculation theory in persuasion
The audience stars fighting back when they are introduced to something that want to argue against something. As a persuader its is your job then to bring up what the audience is thinking and refute it because it you do that you weaken their defense making them more likely to be persuaded., need counter arguments and refutation
