10 13 2015 Strategies of persuasion Determine your purpose o To get audience members to believe a certain way Maybe not love hate abortion but at least consider all sides o To get audience members to act To go to a volleyball game to give blood o To change or reinforce beliefs If you smoke then you don t have to waste money Re inspire Enrolling at FSU was a decision o To continue doing what they re doing o To avoid doing something Don t text and drive Don t wear shoes o To continue NOT doing something Ethos Pathos and Logos How Aristotle defines rhetoric all the available means of persuasion As you research write practice deliver this speech USE ALL OF THESE If you go to any audience and forget one of these you re going to leave one of the groups alienated Logos logic o Deductive reasoning General to specific Ex Work out more because this this and this I have an idea and then I find things to fit it o Inductive reasoning Specific to general Ex Based on this this and this people need to work out more I find a lot of things and then it leads me to an idea o Casual reasoning It s hard to establish causation o Reasoning by analogy Pathos emotion Maslow s hierarchy of needs Ethos ethics credibility believability o Dynamism Energy Some people walk into the room and they lift it up You feel like you re a better person or at least you want to be Some people walk into the room and depress you Mark Zeigler Santa Clause vs Dementors Adolf Hitler o Trustworthiness Do you sign up for your speech and then ACTUALLY show up on speech day PREPARED o Expertise o Ethics Have you shown me that you ve spent a lot of time doing community service or researching something Commitment Experience EXPERTISE One transgression can derail your life Do you park in a handicapped spot Do I flip someone off when they cut me off in traffic Do I steal the paperclips from the office Verbal Communication 1 How Words Work Denotative meaning Connotative Semantic triangle thought symbol referent Ladder of abstraction 2 People Determine Meanings 3 Language online credibility 4 The Language Environment people actual talk 5 Appropriate Language their purpose rules of communication by which they achieve that purpose Euphemisms individuals do this Hamburgers instead of ground up cow patty Doublespeak institutions do this Operation Iraq Freedom bombing the crap out of people Racist language the confederate flag means one thing to you but something else to an African American person Sexist language Automatically think doctor is male and nurse is female Ableist language 6 Language Specialization 7 Language Style Roles Group Membership Gender and language o Rapport talk women use this they establish connection and make friendships I bought a blue shirt for the game on Friday and Sue is wearing this and its going to be a ball How was the game It was alright but o Report talk men use this they use it to jump the ladder The game starts at 7 pm How was the game Good o Powerful talk Men use powerful talk they just make a statement Women use tag questions I am so glad we skipped the gym to see that movie did you like it She is waiting for approval 8 Culture and language Dialect changes in every state and country 9 Working on your Verbal Communication What do you want to say What are you trying to say How do you want to say it What are your goals when speaking o Clarity Learn the difficult information and be able to describe it to a kindergartener o Vividness make it colorful and interesting To whom are you talking Be careful recognize that you are potentially talking to everyone with media how it is What metamessages are you sending There is a lot of subtext to the things you say hard to develop people s trust Ethics your choice of words is your choice of worlds Do not use aggressive language with people Persuasive Speaking 1 Influence the power of a person or a thing to affect others 2 Motivation the stimulation or inducement that causes you to act 3 Ethical Persuasion Treat audience with respect don t dumb things down for them Don t exaggerate or distort facts stretching the truth news anchor told everyone his helicopter got shot down in Afghanistan Avoid lying or name calling Donald trump is terrible with this Avoid suppressing key information things that may disprove If you have something to gain personally from your speech tell the audience what it is is it time for a real truck silver Silverado truck vs piece of shit truck salesman says him and his friend are having a competition and he is one truck behind Values ideas we have about what is good and what is bad and how Values Beliefs and Attitudes things should be Beliefs statements of knowledge opinion and faith Attitudes predispositions to respond favorably or unfavorably toward a person subject or situation Why Persuasion is Challenging It works slowly over time Sheer amount that daily occurs What you are trying to change may be firmly entrenched Laziness A Threat to freedom Structure your Material Effectively 1 Cause Effect explain then tell people how to counter the effect 2 Problem Solution kids don t do math tie bright futures to it kids must do math now 3 Motivational Sequence coach telling team what people are saying about them show them how to satisfy the need to change people s mind visualize themselves doing so then doing it how brands get you to buy their clothes Attention Need Satisfaction Visualization Action The Inoculation Theory of Persuasion One sided vs Two sided arguments Counter arguments and refutation people sit there are think of all the reasons they are not going to do what you are telling them to do so you must bring up counter arguments and refute them during the speech to get them on your side and weaken their defense Nonverbal Communication Differences between NV and Verbal o Brain processing verbal is linear NV is holistic o Can stop verbal cannot stop NV We believe the nonverbal communication before the Characteristics of Nonverbal Communication verbal 1 NV is culturally determined 2 NV messages may conflict with verbal how you say things 3 NV messages are largely unconscious girl raised in military family doesn t notice she has a harsh tone 4 NV shows your feeling and attitudes if you carry yourself in a defeated way people don t see confidence 5 NV varies by gender socialized to be a particular way 6 NV displays power Jimbo s posh office women reaching to shake hands first Types of Nonverbal Communication but the words themselves 2 Body