Chapter 16: Speaking to Persuade

Comparative Advantages Order

A method of organization persuasive speeches in which each main point explains why a speaker's solution to a problem is preferable to other proposed solutions

Problem - Cause- Solution Order

A method of organization persuasive speeches in which the first main point identifies the problem, the second main point analyzes the cause of the problem, and the third main point presents a solution to the problem Requires speaker to identify causes of the problem before the solution

Monroe's Motivated Sequence

A method of organization persuasive speeches that seek immediate action. The five steps are attention, need, satisfaction, visualization, and action

Speeches to Gain Passive Agreement

A persuasive speech in which the speaker's goals is to convince the audience that a given policy is desirable without encouraging the audience to take action in support of policy Convince speaker's policy is necessary and pratical

Speeches to Gain Immediate Agreement

A persuasive speech in which the speaker's goals is to convince the audience to take action in support of the policy Easier to evoke Passive agreement than Immediate action Urge listeners to tell them exactly what to do and how to do it

What Are Questions of Fact?

A question about the truth or falsity of an assertion There is a true answer but not enough information to know what it is

What are Questions of Value?

A question about the worth, rightness, morality and so forth of idea or action Involve matters of fact also demand value judgements: based on a person's beliefs about what is right or wrong, good or bad, moral or immoral, proper or improper, fair or unfair

Question of Policy

A question about whether a specific course of action should or should not be taken All questions deal with specific courses of action

Organizing Speeches On Questions Of Value

Almost always organized topically First main point est. the standards of your value judgment Second main point applying those standards to the subject of your speech

Satisfaction

Aroused sense of need, satisfy it by providing a solution to a problem

Learn all sides on an issue, seek out computing viewpoints, and get facts right

Be honest in what you say No room in ethical speech making for false statements Avoid name calling and abusive language Present statistics, testimony, and evidence fairly and accurately More sure emotional appeal is appropriate towards the topic and build your speech on firm base of logic and facts before you appeal your audience's emotions

Attention

Gain attention of audience by using one or more methods described in chapter 10

Types of Speech on Questions Of Policy

Gain passive agreement Motivate immediate action from your listeners

What you speak to persuade, you act as an advocate

Get listeners to agree with you, and perhaps act on that belief Defend an idea, refute an opponent, sell a program, inspire people to action Communicate information clearly and concisely Need all of the same skills as speaking to inform Affecting listeners attitudes, beliefs, or actions

Visualization

Given your plan, intensify desire for it by visualizing benefits How listeners will profit from policy Make them see how much better conditions will be once plan is adopted

Principles crucial to the psych of persuasion

How listeners process and respond to persuasive messages Target audience for persuasive speeches

Need

Make audience feel a need for change. Show there is a serious problem with an existing solution.

Ethics and Persuasion

Make sure goals are ethically sound and that you are ethical modes to communicate your ideas Maintaining bond of trust with listeners vital to a speaker's credibility Make sure goals are ethically sound so you can defend them

Analyzing Questions of Policy

Need Plan Practicality

Burden of Proof

Obligation facing a persuasive speaker to prove that a change from current policy is necessary Speaker advocates change

The Psychology of Persuasion

Persuasion is a psychological process Different points of view may be completely opposed or may be different in degree

How Listeners Process Persuasive Messages?

Persuasion is something the speaker does with an audience Listeners engage in mental give-and -take with the speaker. While they listen, they assess the speaker's credibility, delivery, supporting materials, language, reasoning, and emotional appeals May respond positively at one point negatively at another

Importance of Persuasion

Persuasion vital to becoming an informed citizen and consumer More you know about persuasion, more effective you can be in using your powers of critical thinking assess the barrage of persuasive messages you are exposed to everyday

The Challenge of Persuasive Speaking

Persuasive speeches deal with controversial topics' that touch your listeners' basic attitudes, values, and beliefs. Make increase their resistance to persuasion and make your task more difficult Contend with audience's knowledge and attitudes toward subject

Organizing Speeches On Questions Of Fact

Persuasive speeches on questions of fact are usually topically organized Question of Fact will turn into Question of Value

Organizing Questions of Policy

Problem - Solution Order Problem -Cause- Solution Comparative Advantages Order Monroe's Motivated Sequence

Action

Reinforces listeners to act

Partisan

Situation for a persuasive speech on question of fact Speaker acts as advocate Present one view of the facts as persuasively as possible Speaker may mention competing views of facts, but only refute them

Nonpartisan

Situation for an informative speech Speaker acts like a teacher Aim to give information impartially as possible

Analyzing Questions Of Value

Statement about your personal tastes Justify your claim: Define what you mean and Establish your standards Give special thought to the standards for your value judgment

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? Convince listeners there is a serious problem with things they are

Problem Solution Order

The first main point deals with the existence of the problem and the second main point presents a solution to the problem Opposing change in policy

Mental Dialogue with the audience

The mental give-and- take between the speaker and listeners during a persuasive speech Anticipate possible objections the audience will raise your point of view and answer in your speech Be tough on your speech

Target Audience

The portion of the whole audience that the speaker most wants to persuade Aim at the target

Persuasion

The process of creating, reinforcing, or changing people's belief or actions

Plan

The second basic issue Is there a problem with the current policy, does the speaker have a plan to solve the problem? You will not have time to explain the plan

Practically

Will the speaker's plan solve the problem ? Will it cause new and more serious problems? Show the plan is workable

Some listeners will not agree with you

You will face listeners who strongly favor your position, neutral , and some opposed If listeners are moderate you can persuade them into choosing your side Persuasion involves any movement by a listener from left to right on the scale