Chapter 14

1. Chapter 14 Persuasion

2. Persuasive Speaking • Persuasive speaking is a process in which a speaker presents a message intended to affect an audience in specific ways. • The speaker communicates their position and tries to motivate someone to change their beliefs, attitudes and behaviors.

3. Two types of P.S. • Direct: The purpose of the persuasion is not disguised in any way. • Indirect: The speaker disguises or de-emphasizes the speaker’s purpose in some way. True purpose is not known until the end of the speech.

4. Aristotle’s Rhetorical Proofs • Logos: {lō-, gäs} -,gōs • Logical support in a speech • This is your logic, reasoning, and evidence

5. Evidence • anything that establishes a fact or gives us reasons to believe something • Specific examples, illustrations • Comparisons/contrasts • Statistics • Statements from authority “Quotes” • Definitions

6. Reasoning • The mental process by which humans reach conclusions concerning what to believe or what course of action to take. • Popular forms of reasoning are: induction and deduction.

7. Induction • The process of reasoning from specific instances to make a general conclusion about something. • Patterns such as: Criteria-Satisfaction, Negative Method, and Monroe’s Motivated Sequence. • Also sign and analogy are inductive.

8. Inductive-Examples • Criteria-Satisfaction Method: • I. Most of us are likely to agree on the criteria for class president. • II. Jon Medlock meets all three of these criteria.III. Therefore, you should vote for Jon Medlock for senior class president.

9. Inductive-Examples • Negative Method I. Joe Camel has no real leadership experience. II. Crazy Carrie has no real leadership experience. III. Farmer Bob has little experience but not has shown an inclination to be willing to pitch in with the work. IV. Jon Medlock has leadership experience, has proven himself to be a hard worker, and has fresh ideas. V. Therefore, you should vote for Jon Medlock for senior class president.

10. Deduction • Reasoning from general to specific: what is true of an entire class of things applies to a specific member of that class. • Syllogism: All teachers have a college degree Mrs. Bartel is a teacher. Therefore, Mrs. Bartel has college degree. • Patterns such as: statement of reasons approach, problem-solution method, and comparative advantage method.

11. Examples-Deductive • Statement of Reasons Approach • Thesis: Vote for Jon Medlock for senior class president. I. Jon has proven leadership skills. II. Jon is a hard worker who will work for you! III. Jon has fresh ideal that will benefit you!

12. Examples-Deductive • Problem-Solution • Thesis: Vote for Jon Medlock for senior class president. I. Our senior class members face several problems. A. Students do not feel they have any input. B. Teachers do not respect student opinion.

13. Examples-Deductive • Problem-Solution: II. Jon Medlock can solve these problems. A. Jon can generate student interest. B. Jon is respected by faculty.

14. Examples-Deductive • Comparative Advantage Method: Thesis: Vote for Jon Medlock for senior class president. • Jon has more experience than any other candidate. • Jon has shown the ability to work harder than any other candidate. • Jon’s fresh ideas will benefit you more than any other candidate’s ideas will.

15. Fallacies • Hasty Generalization • False Premise • False sign (circumstantial evidence) • False cause • False analogy • Begging the question (circular reasoning)

16. Aristotle’s Rhetorical Proofs • Ethos: {ē- thäs} Speaker Credibility • This includes: honesty, sincerity, competency, credentials, composure, image, dynamism, and goodwill • In your speech this means? Prior Ethos vs. Demonstrative Ethos

17. Aristotle’s Rhetorical Proofs • Pathos: {pā-thäs, -thȯs, -thōs} • Emotional Appeal • Arousal of: fear, anger, pity, joy, sadness, etc.

18. Audience Analysis • Favorable/Supportive Audience Tips -Use Emotional appeals to intensify your listeners’ support. -Get your audience to make a public commitment. -Provide several specific alternatives for action. -Prepare your audience to carry your message to others.

19. Audience Analysis • Uncommitted or Neutral Audience Tips: -Stress attention factors! Why? -Stress material that clarifies and illuminates your information -establish strong credibility -use strong logical and emotional appeals

20. Audience Analysis • Indifferent/Apathetic audience: -captive audiences: like this class! -Stress attention factors! Why? -Stress relevancy factors! Why? -Dynamism!

21. Audience Analysis • Hostile/Opposed Audience Tips: -Set realistic goals: one speech most likely will not change everyone’s attitudes/beliefs -Stress Common Ground! -Extensive logos and establish strong ethos -DO NOT USE EMOTIONAL APPEALS!

22. Goals of Persuasive Speaking • Change attitudes-state of mind or emotion toward a person or situation (opinion-verbal expression of attitude) • Change beliefs-an unwavering conviction in the truth of a statement or in the existence of something, especially when supported by evidence • Change in behavior-call to action

23. Propositions of Persuasion • Proposition of fact: speaker and listener differ over the alleged validity of a fact • Proposition of value: Speaker and listener differ the validity of a value judgement such as: good or bad, right or wrong, better or worse, justified or unjustified • Proposition of policy: