SPC Final

Is persuasion a psychological process or strictly logical?

psychological

logical fallacy

reasoning based upon something (emotion, tradition,opinion) which is not proven evidence. An error in reasoning.

either/or fallacy

sometimes referred to as a false dilemma, forces listeners to choose between two alternatives when more than two alternatives exist.

ad hominem fallacy

substitutes an attack on the person for discussion of the real issue in dispute.ex:A lawyer attacking a defendant's character rather than addressing or questioning based on the case - in a case of theft pointing out the defendant's level of poverty.

Visualization (Monroe's Motivated Sequence)

- addresses objections/concerns - imagine the solution fixing the problem

Informative vs. Persuasive Speech

-Informative: a speech given to inform, demonstrate, explain. -Persuasive: The process of creating, reinforcing, or changing people's beliefs or actions.

Monroe's Motivated Sequence

-Monroe's Motivated Sequence is a pattern of organization that was designed to be especially effective for persuasive speeches on questions of policy that seek immediate action. This sequence has 5 steps (ANSVA) that are designed to follow the psychology of persuasion. Attention, Need, Satisfaction, Visualization, Action -Attention: Grab audiences attention. The first thing to do is gain the attention of the audience. This is step is now the "Intro" of your speech. To gain favorable attention, you will use methods similar to the attention getting methods you use in informative speeches -Need/Problem: Present the problem. Make the audience feel a need for change; show the problems with the current situation.-Before you move to the next step the audience should be concerned about the problem and ready to hear about your proposed solution. The need should be stated clearly and illustrated with strong, credible supporting materials, such as the following: Detailed examples that illustrate the need; Statistical data, but don't overwhelm us with statistics; Testimonials or other forms of support to show the extent of the need -Satisfaction: Present a solution and plan. Satisfy the need by providing a solution to the problem. This is the step where you present your plan or solution and show your audience how and why it will work. Means of doing this include: Concisely and completely explain your plan; Demonstrate how this plan will solve the problem; give examples showing that this plan has worked effectively and is a PRACTICAL solution; use facts, figures, and the testimony of experts to support your claim; Address objections to your solution -Visualization: Make audience visualize the benefits of your solution and plan. Show benefits of your plan by helping them to visualize your plan. You want to help your audience look into the future and see the potential benefits of your plan. In this step, use vivid imagery to show how your audience will benefit if your plan is implemented. You must be sure that the visualization step is REALISTIC and that what you describe is attainable. -Action: Tell the audience exactly what they can do. The "Conclusion" of your speech. The purpose of the action step is to translate the desire created in the visualization step into overt action. This is the step where you will make a call to action. Tell your audience what you want them to do TODAY, and then tell them how they can do it. Don't make the action step too long or involved.

Different ways persuasive speech can be organized

-Monroe's motivated sequence: Attention, Need, Satisfaction, Visualization, Action -Fact and value: Topically -Policy: Problem-Solution or Problem-Cause-Solution -Comparative advantage order: when your audience already agrees with the problem that exist, explain why your solution is the best one, each main point explains why this is the best solution

Question of policy organization

-Problem-solution order: A method of organizing persuasive speeches in which the first main point deals with the existence of a problem and the second main point presents a solution to the problem. -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 to the problem. -comparative advantages order: A method of organizing persuasive speeches in which each main point explains why a speaker's solution to a problem is preferable to other proposed solutions. -Monroe's motivated sequence: A method of organizing persuasive speeches that seek immediate action. The five steps of the motivated sequence are attention, need, satisfaction, visualization, and action.

Why is persuasive more challenging

-When speaking to persuade, you have to make sure your goals are ethically sound in order to have an effective speech. The objective of a persuasive speech is more ambitious and audience analysis and adaptation become more demanding. Your speech must be backed up by credible facts. Opinion is not strong enough to back up a persuasive speech. -A persuasive speaker will touch on listeners believes, values, and specific actions. No matter how well the speech is organized, prepared, or delivered, some people will not agree with you.

question of fact

-when a speaker seeks to persuade people about how to interpret facts -Seek to persuade an audience to accept the speaker's view of the facts of an issue. -"To persuade my audience that there is a serious shortage of participants in the Teach for America program." -"To persuade my audience that a major source of new revenue is needed to reduce national debt"

Aristotle's Pillars of Persuasion

1. Ethos- appeal to ethics; refers to the effort to convince your audience of your credibility or character. Before you can convince an audience to accept anything you say, they have to accept you. 2. Pathos- appeal to emotions; refers to the effort to persuade your audience by making an appeal to their feelings. Your audience is more receptive to being persuaded by someone with whom they can identify. 3. Logos- appeal to logic, refers to the effort to convince your audience by using logic and reason. You need to ensure that you have found facts, stories and information that 'matter' to your audience and that you will present them in a way that makes sense to the audience.

Three types of credibility

1. Initial Credibility- credibility of the speaker before she or he starts to speak 2. Derived Credibility- credibility of the speaker produced by everything she or he says and does during the speech itself 3. Terminal Credibility- the credibility of the speaker at the end of the speech

How does a persuasive speaker engage in mental dialogue

As you prepare your persuasive speech, put yourself in the place of your audience and imagine how they will respond. Be as tough on your speech as your audience will be. Every place they will raise a question, answer it. Every place they will have a criticism, deal with it. Look for the holes in your own argument.

Give an example of a specific purpose statement of each type of persuasive speech

Fact: to persuade my audience that an earthquake of 9.0 will hit Florida in the next 10 yearsValue: to persuade my audience that bike riding is the best form of transportation.Policy: To persuade my audience to participate in annual blood donations.

need, plan, practicality

For questions of policy: need: is there a serious problem or need that requires a change from current policy plan: if there is a question with current policy, does the speaker have a plan to solve it? practicality: will the speaker's plan solve the problem? Will it create new, more serious problems?

Types of Fallacy Reasoning (5)

Hasty generalization - occurs when a claim is either not supported with evidence or is supported with only one weak example., False cause - occurs when the alleged cause fails to be related to, or to produce, the effect., Either/Or Fallacy - occurs by suggesting there are only two alternatives when, in fact, others exist., Straw Man - occurs when a speaker weakens the opposing position by misrepresenting it in some way and then attacks that weaker (straw man) in position., Ad Hominem - attacks or praises the person making the argument rather than addressing the argument itself.

True/False about what's involved in Monroe's Motivated Sequence

N/A

Does Aristotle believe you need all three pillars of persuasion?

Need all three

What's more challenging: Persuasion or Informing

Persuasion

How would you adjust need, plan, practicality based on persuasion scale

Persuasion scale allowed us to see were the majority of our audience stood on each of our topics and the mean score told us where we should focus most of our time on either time, need or practicality.

Questions of policy (example)

Questions of policy deal with specific courses of action, deciding whether something should or should not be done. Seek to gain passive agreement and motivate immediate action from your listeners. -Passive agreement: A 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. -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.

Audiences and persuasive speakers engage in mental dialogue

The mental give and take between the speaker and listener during a persuasive speech. You must anticipate possible objections the audience will raise to your point of view and answer them in your speech. You cannot convert skeptical listeners unless you deal directly with the reasons for their skepticism. As you prepare your persuasive speech, put yourself in the place of your audience and imagine how they will respond. Be as tough on your speech as your audience will be. Every place they will raise a question, answer it. Every place they will have a criticism, deal with it.

Important to grab audiences attention even if they support

True

question of value

a persuasive speech about the rightness or wrongness of an idea, action, or issue

Bandwagon fallacy

assumes that because something is popular, it is therefore good, correct, or desirable.ex:Katie likes to read and would rather do that than play sports. Her friends make fun of her and tell her that reading is for nerds. Katie stops reading so much and starts to play sports more.

slippery slope fallacy

assumes that taking a first step will lead inevitably to a second step and so on down the slope to disaster.ex:We cannot unlock our child from the closet because if we do, she will want to roam the house. If we let her roam the house, she will want to roam the neighborhood. If she roams the neighborhood, she will get picked up by a stranger in a van, who will sell her in a sex slavery ring in some other country. Therefore, we should keep her locked up in the closet.

red herring fallacy

introduces an irrelevant issue in order to divert attention from the subject underex:When your mom gets your phone bill and you have gone over the limit, you begin talking to her about how hard your math class is and how well you did on a test today

False Cause

occurs when a speaker assumes that because one event follows another, the first event is the cause of the second.ex:it is dark now, which makes it very dangerous. [It is not the dark that causes danger].

appeal to novelty fallacy

occurs when a speaker assumes that because something is new, it is therefore superior to something that is older.

appeal to tradition fallacy

occurs when a speaker assumes that something old is automatically better than something new.ex: breaking a family tradition would be frowned upon

Hasty Generalization

occurs when a speaker jumps to a conclusion on the basis of too few cases, or on the basis of atypical cases.

Invalid analogy

occurs when two cases being compared are not essentially alike.ex:"No one objects to a physician looking up a difficult case in medical books. Why, then, shouldn't students taking a difficult examination be permitted to use their textbooks?"

question of policy

when a speaker takes a position on whether an action should or should not be taken