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19 Cards in this Set

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What is persuasion?
the process fo reinforcing attitudes, beliefs, values, or behavior
attitude
a learned predisposition to respond favorably or unfavorably toward something
value
an enduring conception of right or wrong, good or bad.
belief
the degre of confidence with something is perceived as true or false
cognitive dissonance
the sense of disorganization that prompts a person to change when new information conflicts with previous thought patterns
How do listeners cope with cognitive dissonance?
1. discredit the source 2. interpret the message 3. seek new information
discredit the source
listener may believe there is a bias, the speaker is not credible or is providing falsified information
interpret the message
listener may choose what s/he would like to hear
seek new information
listener may seek more information to learn more
List in order Maslow's hierarchy of needs
1. Psychological needs 2. Safety needs 3. social needs 4. esteem needs 5. Self actualization
Psychological needs
necessities such water and food
safety needs
need for security and protection
social needs
sense of belonging and loved
esteem needs
believing in yourself
Self actualization
need to reach our highest potential
propisition
a statement that summarizes the idea with which you want your audience to agree
proposition of fact
focuses on whether something is true or false; on whether it did or did not happen
proposition of value
calls for the listener to judge the worth or importance of something
proposition of policy
advocate a specific action- changing of policy, procedure, or behavior