Persuasive Speaking

Persuasion

Persuasion

• Critically assess the message
• influence choices
• limit alternatives (at least 2 views)
• the choice is the audience's to make
• know your audience to understand how to reach reach them

Key Factors

• Meet Psychological needs
• Minor change
• common ground
• satisfaction
• Moderately different
• reward
• establish credibility

Aristotle's Rhetorical Proof

• Logos = reasoning
• Pathos = emotion
• Ethos = character

syllogism

• a major premise-
• a minor premise-
• A conclusion
• EXAMPLE----regular aerobic exercise improves heart health-swimming is an aerobic exercise- swimming regularly will improve your cardiovascular health

enthymeme -an informal syllogism

• a case is not stated but is assumed (either major or minor) a conclusion is given
• regular aerobic exercise improves heart health---so swimming regularly should improve your cardiovascular health

Maslow's Hierarchy of Need

• Self Actualization
• Self-Esteem
• Social
• Safety
• Physiological

Expectancy Outcome Values Theory components:

• 1-Attitudes- feelings associated with the behavior
• 2-Subjective norms- what audience members think other people may say
• 3-Intentions- a choice to do the behavior
• 4-Behavior-action taken

Elaboration Likelihood Model

• Central Processing
• Peripheral Processing

Persuasive speaking

• 1-credibility
• 2-trustworthiness
• we will respond favorably to persuasive appeals when the speaker is like us

Untitled Slide