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Chapter 16 communication Notes: Understanding Persuasive Principles

Terms in this set (37)

In your daily activities how often are you exposed to persuasive messages
Persuasion is a central feature of every aspect of human communication and it happens where ever you find people communicating on a daily basis
Why should a person study persuasion
Because you have been and will continue to be bombarded with attempts to influence your decisions
What is the benefit of better understanding persuasion
That you will become a more informed and critical consumer of persuasive messages
As consumers we face persuasive appeals every day
True
By familiarizing yourself with a few basic principles of persuasive communication you can go along way toward enhancing your own efforts to persuade others
True and you will have a better understanding of these principles will help you shield yourself against the persuasive attempts of others
Communication scholars have been studying persuasive techniques for a long time and have developed a great number of empirically tested persuasive techniques that can help you in every facet of your life
True and persuasion can influence family and friends influence buying a new car resist the persuasive attempt of others ---persuasion is not inherently bad or negative critical thinkers are often persuaded for the right reasons
When presented with high-quality evidence and sound reasoning ethical communicators change their minds and except the conclusions and recommendations of the persuasive speaker
True
What reasons does the text mention for studying persuasion
1. That you have been and will continue to be bombarded with attempts to influence your decisions 2. understanding persuasive principles help us to become better consumers of information
What is persuasive public speaking
When someone is persuading you even if indirectly to adopt a particular view of the world
What are the goals of persuasive public speaking
When presented with high-quality evidence and sound reasoning ethical communicators change their minds and except the conclusions and recommendations of the persuasive speaker
More than 2000 years ago the Greek philosopher Aristotle identified important elements of persuasion in his book entitled what
The Rhetoric
According to Aristotle what can speakers do to persuade their audience members
They can use particular appeals of logos, pathos, ethos
What is persuasive communication
Any message that is intended to shape, reinforce, or change the response in another or others
What is the difference between informative and persuasive speaking
1. The informative speaker is informing while the persuasive speaker is an advocate for a position, policy, a way of viewing the world 2. the goal of the persuasive speaker is to influence the audiences attitudes, beliefs, or values, therefore, an effective persuasive speaker must conduct a thorough analysis of the audience in order to develop compelling arguments
What is one of the first choices you'll have to make is a persuasive speaker
1. Selecting a topic for your speech 2. you also have to develop a very good understanding of your audiences position on your topic and carefully address their concerns throughout the speech
What are the questions that you have to ask yourself when analyzing the audience
Does your audience agree with your position are they generally undecided? Does your audience oppose your advocacy? The answers to these questions will necessarily influence your development of the speech
It is quite likely that members of your audience will have different opinions on your topic as you analyze the positions you should be able to identify a majority group and this group will be the focus of your persuasive efforts as they represent the portion of the whole audience that you most want to influence what is this group called
A target audience
How might you select specific claims against a topic for a speech to a hostile audience what types of argument should you present to change the attitudes of the audience?
Their attitudes
what is belief
The acceptance that something is true even if we can't prove that it is true
What is A value
A deeply held, stable conviction about what is good or bad, right or wrong with respect to human existence, including such concepts as fairness, justice, freedom, laugh, security, and honesty values are very difficult to change because they are much more stable than attitudes and beliefs
what is burden of proof
A burden of proof refers to the obligation of persuasive speaker faces to provide sufficient reasons for changing what already exists and is excepted in the status quo
What is status quo
This term refers to all of the laws, regulations, and attitudes that currently exist if you are advocating change as a persuasive speaker you must recognize and develop strategies to overcome the status quo bias
What is the status quo bias
People are generally predisposed to favor what they currently believe as well as what currently exists
When a speaker address claims the fact what are they concerned with
What is or is not true, what does or does not exist, what did or did not happen. In addition these types of claims may focus on whether something did or did not happen in the past whether something is true or not currently true, or whether something will be true or not true in the future these are called past fact present fact and projection
What is one of the key considerations for speakers advocating factual claims
To pick a topic that is controversial enough to allow for a meaningful conversation
The persuasive speaker working with a factual persuasive claim faces the burden of proving that the fact support his or her position
True
It is essential that the speaker clearly defines key terms
True
What is the topical organization format of a persuasive speech on a claim of fact
TOPICS Specific purpose, thesis statement, main points by topic! and then subtopics underneath
What is the chronological format of a persuasive speech on claim of fact
TIME ORDER Specific purpose, thesis statement, and main points that have times in chronological order
What is the spatial format of a persuasive speech on claim of fact
PLACE OR AREAS Specific purpose thesis statement and main points designating places, or areas that information took place in
What is a claim of value
It concerns what you might consider to be right or wrong, moral are in world, just or unjust, or good or bad the following topics are developed around value claims-capital punishment is justified, product testing on animals is in humane, protection of the environment is much more important than industrial growth, all Americans have the right to marry the person I love, regardless of gender, national security is more important and freedom of expression these are just a few examples
What is criterion
HOW SOMETHING IS JUDGED----WHAT IT IS JUDGED BY IS CRITERION!!!! Standard by which the value judgment is to be made it is the measuring stick by which the value judgment is made
What are claims of value
Claims of value are typically organized topically. However, the speaker may choose to either we've the criteria into the main points of the body of the speech or to separate them into different sub points. When you advocate value claims, you may also consider dividing your first name. To setting forth the criteria for your value judgment and the second to applying those criteria to your topic. Speech is the focus on claims of value don't advocate any specific action a policy. Once you move from setting a standard or criterion into the realm of questioning what should be done, you knew from a value claim to a policy claim.
How do you move from a value claim to a policy claim
A policy claim is simply a value claim that is questioned and wants an answer to the question: WHAT SHOULD BE DONE? What policy should be changed or implemented to fix/change the value?
How do you know whether your speech topic needs to be argued for fact, value, or policy?
IMMEDIATE ACTION, SPECIF BEHAVIOR/ACTION or PASSIVE AGREEMENT You need to know whether you want to gain immediate action to motivate the audience to either engage in a specific behavior or to take specific action or gain passive agreement where you want the audience to adopt a new attitude without asking them to engage in a specific behavior
What do claims of policy concern
They are concerned with what should be done, what should be changed, what policy should be followed. Policy claims can be easily identified by the word should as well as existence of an agent of action, or the entity who is responsible for taking action
Organizing speeches on claim as a policy can use the following formats
PROBLEM SOLUTION FORMAT/ PROBLEM CUASE SOLUTION FORMAT/ COMPARITIVE ADVANTAGES FORMAT AND MONROE"S MOTIVATED SEQUENCE
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