Speaking To Persuade Chapter 15

Front 1

Define Persuasion

Back 1

The process of attempting to change or reinforce a listener's attitudes, beliefs, values, or behavior.

Front 2

Motivate with Dissonance:

Back 2

Deliberately create dissonance by focusing on something that makes the audience uncomfortable and then offer solutions.

Front 3

Motivating with Needs:

Back 3

Be aware of the needs of your audience and focus on solutions to solve them.

Front 4

Motivate with Fear:

Back 4

Arrousing fear creates dissonance. Compeling the audience to take action that will reduce the fear. Ex. quit smoking live longer

Front 5

Motivating with Postitive Appeals:

Back 5

Describe what good, positive things will happen if they follow your advice4.

Front 6

Explain Maslow's hierarchy of needs.

Back 6

Theory that humans have 5 levels of needs. The lower-level needs must be met before they can be concerned about the higher-level needs.

Front 7

5 levels of Maslow's Hierarchy

Back 7

Self-actualization needs
Self-esteem needs
Social needs
Safety needs
Physiological needs

Front 8

Attitude

Back 8

A learned predisposition to respond favorably or unfavorably to something; a like or dislike.

Front 9

Belief

Back 9

A sense of what is true or false

Front 10

Value

Back 10

An enduring conception of right or wrong, good or bad.

Front 11

Proposition of fact

Back 11

A claim with which you want your audience to agree.

Front 12

Proposition of value

Back 12

A claim that calls for the listener to judge the worth or importance of something.

Front 13

Proposition of policy

Back 13

A claim advocating a specific action or change of policy, procedure, or behavior.

Front 14

Credibility

Back 14

An audience's perception of a speaker's competence, trustworthiness, and dynamism.

Front 15

Ethos

Back 15

The credibility or ethical character of a speaker.

Front 16

Logos

Back 16

Logical arguments

Front 17

Pathos

Back 17

Emotional appeals

Front 18

Competence

Back 18

Being perceived as informed, skilled or knowledgeable.

Front 19

Trustworthiness

Back 19

Being perceived as believable and honest.

Front 20

Dynamism

Back 20

Being perceived as energetic.

Front 21

Charisma

Back 21

Characteristic of a talented, charming, attractive speaker.

Front 22

Logos

Back 22

Using Evidence and Reasoning

Front 23

Evidence

Back 23

Material used to support a point or premise.

Front 24

Reasoning

Back 24

The process of drawing a conclusion from evidence.

Front 25

Inductive

Back 25

Using specific instances or examples to reach a probable general conclusion

Front 26

Deductive

Back 26

Moving from a general statement or principle to reach a certain specific conclusion.

Front 27

Casual Reasoning

Back 27

Relating two or more events in such a way as to conclude that one or more of the events caused the others.

Front 28

Logical Fallacy

Back 28

False reasoning that occurs when someone attempts to persuade without adequate evidence or with arguments that are irrelevant or inappropriate.

Front 29

Casual Fallacy

Back 29

Making a faulty cause-and-effect connection between two things or events.

Front 30

Bandwagon fallacy

Back 30

Suggesting that because everyone else believes something or does something, it must be valid, accurate or effective.

Front 31

Either-or Fallacy

Back 31

Oversimplifying an issue as offering only two choices.

Front 32

Hasty Generalization

Back 32

Reaching a conclusion without adequate supporting evidence.

Front 33

Personal Attack

Back 33

Attacking irreleveant personal characteristics of someone connected with an idea, rather than addressing the idea itself.

Front 34

Red herring

Back 34

Using irrelevant facts or information to distract someone from the issue under discussion.

Front 35

Appeal to misplaced authority

Back 35

Using someone without the appropriate credentials or expertise to endorse an idea or product.

Front 36

Non sequitur

Back 36

Latin for "it does not follow"; an idea or conlusion that does not logically follow the previous idea or conclusion.

Front 37

Emotional verbal messages

Back 37

Use words such as mother, flag and freedom which trigger emotional responses in listeners

Front 38

Concrete illustrations

Back 38

Using illustrations and descriptions as types of evidence or supporting material.
Ex. loving mother buckles child in car seat

Front 39

Nonverbal presentation aids

Back 39

Visual aids, pictures, slides videos etc.

Front 40

Problem and Solution

Back 40

Organization by discussing first a prbblem and then its various solutions

Front 41

Cause and Effect

Back 41

Organization by discussing a situation and its causes, or a situation and its effects.

Front 42

Refuation

Back 42

Organization according to objections your listeners may have to your ideas and arguments

Front 43

Motivated sequence

Back 43

Alan H. Monroe's five-step plan for organizing a persuasive message: attention, need, satisfication, visualization, and action.

Front 44

Strategies for persuading a receptive audience

Back 44

Identify with your audience.
Emphasize common interests.
Provide a clear objective.
Appropriate emotional appeals.

Front 45

Strategies for persuading a neutral audience

Back 45

Gain and maintain attention.
Refer to beliefs & concerns.
Show how topic affects them.
Be realistic.

Front 46

Strategies for persuading unreceptive audiences.

Back 46

Don't tell them your are going to try to convince them.
Present strongest points first.
Acknowledge opposing views.
Don't expect a major change in attidues.