Chapter 16 Persuasive Public Speaking I Persuasive Speaking Intended to influence the opinion or behavior of an audience A Speech of Conviction speaker persuading listeners to believe as the speaker B Speech of Actuation influence the members of the audience to act a certain does way C Processes of Persuasion 3 not all people reach conclusions in 1 Theory of Field Related Standards the thinking of a particular group use as a the same way and thus may react differently to the same evidence or psychological material 2 Group Norm Standards guide for developing an argument Individual Norm Standards of a person may be powerful enough to influence others the criteria how it is the most desirable workable and practical establish criteria and then match the solutions with 5 Comparative Advantage Reasoning 6 Monroe s Motivated Sequence state possible solutions and say being on the side of or getting the backing 4 Critical Thinking a Attention get listeners to focus on message b Need identify problem show it relates to listener c Satisfaction propose a plan of action to satisfy need d Visualization describe beneficial results when plan is implemented e Action challenge to listener to do as requested 1 Elaboration Likelihood Model D Persuasive Strategies persuasive messages 2 6 Principles of Persuasion used to explain how listeners process a Principle of Liking people like those that like them find a common bond and offer support and praise b Principle of Reciprocity people will repay in kind so give what you want c Principle of Social Proof People will follow lead of those similar to them so use examples of peers to reinforce others d Principle of Consistency People will make commitments if based on active voluntary choice e Principle of Authority People defer to experts don t assume people know you re an expert so let the audience know f Principle of Scarcity people wants more of what they have less of Limiting opportunities of a commodity will cause a mobilizing effect Persuasion to influence to get the listener to take action or believe in a concept Coercion listener perceives that he or she has no choice but to accept what the speaker proposes E Components of a Persuasive Speech speaker credibility logical arguments psychological appeals 1 Ethos 2 Logos 3 Pathos F Structure III Body A Identify Situation What is wrong B Identify Problem What has to be changed C List possible solutions to problem D Evaluate Solutions for workability desirability practicality E Recommendations of a solution
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