Chapter 16: Speaking to Persuade
Degrees of Persuasion
1. strongly opposed 2. moderately opposed 3. slightly opposed 4. neutral 5. slightly in favor 6. moderately in favor 7. strongly in favor
problem-cause-solution order
a method of organizing persuasive speeches in which the first main point identifies a problem, the second main point analyzes the causes of the problem, and the third main point presents a solution
Monroe's motivated sequence
a method of organizing persuasive speeches the seek immediate action. The five steps of the motivated sequence are: attention, need, satisfaction, visualization, and action
comparative advantages order
a method or organizing persuasive speeches in which each main point explains why a speaker's solution to a problem is preferable to other proposed solutions
problem-solution order
a method or organizing persuasive speeches in which the first main point deals with the existence of a problem and the second a solution
speech to gain immediate action
a persuasive speech in which the speaker's goal is to convince the audience to take action in support of a given policy
question of fact
a question about the truth of falsity of an assertion
question of value
a question about the worth, rightness, morality, and so forth of an idea or action
questions of policy
a question about whether a specific course of action should or should not be taken
The Importance of Persuasion
benefit in every part of life
The Challenge of Persuasive Speaking
depends on how you tailor your message to the values, attitudes, and beliefs of your audience
Analyzing Questions of Fact
informative speech = nonpartisan persuasive speech = partisan
Ethics and Persuasion
need to make sure that your goals are ethically sounds and communicate your ideas
How Listeners Process Persuasive Messages
not what a speaker does "to" an audience but "with" and audience
speech to gain passive agreement
persuasive speech in which the speaker's goal is to convince the audience that a given policy is desirable without encouraging the audience to take action in support of the policy
Organizing Speeches on Questions of Fact
persuasive speeches on questions of fact are usually organized topically
target audience
portion of the whole audience that the speaker most wants to persuade
need
the first basic issue in analyzing a question of policy: Is there a serious problem or need that requires a change from current policy?
mental dialogue with he audience
the mental give-and-take between speaker and listener during a persuasive speech
burden of proof
the obligation facing a persuasive speaker to prove that a change from current policy is necessary
persuasion
the process of creating, reinforcing, of changing people's beliefs or actions
plan
the second basic issue in analyzing a question of policy: If there is a problem with current policy, does the speaker have a plan to solve the problem?
practicality
the third basic issue in analyzing a question of policy: Will the speaker's plan solve the problem? Will it create new and more serious problems?
The Psychology of Persuasion
where two or more points of a view exist
Types of Speeches on Questions of Policy
your goal it to: gain passive agreement or motivate immediate action from your listeners