Communication Chapter 16- Persuasive Presentations Persuasion- the altering or modifying of a person’s attitudes, beliefs, values, or outlook about a topic Types of Persuasive Claims Questions of policy- refer to persuading for a change to an existing law Questions of value- used when trying to persuade relative merits- good/bad Questions of fact- used when one person tries to persuade another that a fact is true or not Crafting Persuasive Arguments Argument by example- using an example as the main support for your persuasive appeal Argument by analogy- compares different ideas or examples to reach a conclusion. The analogy can be literal or metaphorical Argument by definition-using the definition of an idea or concept as part of your persuasive appeal Argument by relationship- refers to a general relationship or correlation of two ideas or concept Strategies to Persuade Sufficiency of Evidence- providing overwhelming evidence that any reasonable person would have to accept your position Ask for suspended judgement Demonstrate cost benefits Seek out micro changes- micro changes are small changes in behavior Social judgement theory- maintains that individuals can be persuaded on a topic by being convinced to accept changes that are close to their already held beliefs - Latitude of acceptance- close to an individual’s already held beliefs - Latitude of rejection- occurs when a new line of argument is still too close to the reject category - Latitude of noncommitment- occurs when the new information causes the person not to accept or reject the position, but to instead maintain his or her original position Organizing your presentation Problem-cause-solution Monroe’s Motivated Sequence 1. Attention- draw attention to the issue 2. Need- why the issue needs to be addressed 3. Satisfaction- solutions to the problem 4. Visualization- what will happen if we do/do not act 5. Action- ask to act on given