Class Notes 6 3 Persuasive Speaking You have to change someone s mind on something Have to be more prepared Have to think about other people s beliefs and attitudes Attitudes are evaluations of people ideas objects or events It s how we evaluate things Beliefs are the way we perceive reality based on our attitudes about what s good and bad Harder to change someone s belief Values are what you think is right and wrong Shape who we are and learn from our family friends Very hard to change a value Beliefs shape values Shapes daily decisions we make Argument is a good thing can solve problems get out a new point of key o Key is to use supporting evidence ex statistical evidence personal testimony Monroe s Motivated Sequence Attention Need o Stories narratives quotes etc creatively pull someone s attention o Tell us what the problem is o Make a clear statement of what the need is o Give illustration of what the problem is Can also use ramification supporting material to clarify o Pointing tell audience importance of issue Satisfaction o What is the solution you are proposing o Need another statement which explains the solution o Link solution to need can use practical experience o Meet objection Visualization o Picture solution o 3 methods Positive take on suggestion here s how things will change for the better Negative describing adverse conditions if solution is not upheld Contrast compare positive and negative sides Action o Tell us what to do o Can be an action or just a new way of thinking about something New Lecture Ethical Persuasion Goal is to reach desired end through HONEST means not ANY means Aristotle founder of persuasion Called persuasion as rhetoric Looking at a topic and knowing how to persuade based on evidence based on appeals Defined as faculty of observing in a given case the available means of persuasion Defined three appeals ethos logos pathos Logos appeal to logic to critical thinking Ethos appeal to credibility as a speaker Appeal to the fact that you know the topic matter Pathos emotional appeal Define persuasion as symbolic noncorrosive influence not forced enlightenment oppurtunity to view a different perspective opens us up to other ideas Hobbermas Theory of communicative action German philosopher and critical theorist If our sense of community sharing of communication can we get back to real communication really understanding ideas How do we become consumers and producers of ideas Strategic communication focused on getting what we want Hobbermans says if we have focus on strategic communication and all we want is focusing on the goal we are forgetting the means how were getting there Arguing AGAINST strategic communication Arguing for communication action arguing to create an understanding not just to win Enlightenment is the goal Getting the idea out there and share information with one another Think of it as the force Persuasion is the dark side of the force There is no right or wrong way of getting what we want with the dark side well take any action we need to win Want to get away of this Ellaboration Likelyhood Model ELM Model that talks about how we process information We subconsciously pick a route each time were presented with information 2 routes central or peripheral Central Based on facts and figures evaluations Peripheral feelings fears outside things Process thing different depending on motivation and experience If get audience to care about our topic most likely they re going to go through the central route Going to take time to critically evauate what they re saying look at the facts and figures Message has to have substance Central route is more preferred Peripheral route we don t process things as deeply low receiver involvement people are not motivated to listen just letting the cues drive them 6 10 Want persuasive to be symbolic noncorrosive Give listener all the info they need to make good decisions can make a check list context agent receiver Context what s surrounding the info that s being exchanged 1 Should be equal opportunity to persuade All sides need to be heard to get their point of view out there you as speaker has to get every point out there can address the opposite side 2 complete revelation of agendas so you can see what the intentions are behind the message 3 Critical receivers Important because we want people engaged in the context that will be critical listeners They will take in the message and think about it and compare it to what they think about they question the message what we want to happen Agent speaker person giving the message Receiver 1 Takes communication seriously Feel like they are responsible for their communication can t take back what you said 2 Fosters informed choice you give the audience both sides As speaker you tell us all sides of argument 3 Appeals to the best in people instead of the worst Don t take advantage of audience s fears or bias Take advantage of opportunity to enlighten someone bad ex politicians use the fear factor during elections informed about important topics staying up to date especially if they re important to 1 Aware of attempts to influence Through this we are alert and critical and judge message more critically ex when friend is talking to you you think what do they want from me 2 your life 3 Know your own biases Know what hurtles you need to cross to be convinced of something keeps u from completely not listening to a message 4 Be aware of methods of persuasion Credibility and Integrity Argument articulating a position with support of evidence and reason this is good Aggressiveness winning by inflicting psychological pain by attacking the other person or their self concept instead of the tissue this is bad lose track of the argument itself our goal should be communicating ethically vs communicating simply to win Enlightened Self Interest Recognizing that we want to get our way but so does the other person Going to keep u more focused on the goals of the argument ex Harvard negotiation project lead to book getting to yes looking into how ppl negotiate successfully ex 2 sisters arguing over an orange its the last one their mother comes in and tries to figure out what s going on one needs juice and one needs zest of orange so have 2 different interests if keep arguing and not look at specifics its a bad thing didn t even realize they needed totally different parts of the orange fallacious reasoning we attack the person more than issue or provide false arguments goal is to get