© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Chapter 16 Speaking to Persuade

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Goals of Persuasive Speaking Win over your listeners Know your subject thoroughly Maintain a high standard of ethical behavior

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Persuasion is a process It is a complex psychological process of reasoning and emotion Skill is required to convince people Discovering audience POV offers clues on how to go about it There is no magic bullet and it is a layering process We fail more than we succeed

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Persuasive Speeches Speech to influence thinking Speech to motivate action

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Speech to Influence Thinking

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Statement of Fact Goal is to demonstrate the “truth” or “falsity” of something Kobe Bryant will win the MVP this year The moon landing is a hoax The earth is flat The CIA turned their back on the JFK assasination

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Statement of Value This speech is concerned with “right” versus “wrong” or what is moral versus immoral. Abortion is immoral The death penalty is immoral It is the moral obligation of the gov’t to provide health care for its citizens

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Speech to Motivate Action

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Statement of Policy The expression “should” or “should not” is typically included in your position (thesis statement) You should buy a plasma TV You should eat fish as a source of protein You should not smoke We should legalize marijuana

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Speech to Motivate Action Ask for precise action

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Patterns of Organization

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Motivated Sequence 1. Attention 2. Need 3. Satisfaction 4. Visualization 5. Action

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Motivated Sequence Attention

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Motivated Sequence Need

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Motivated Sequence Satisfaction

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Motivated Sequence Visualization

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Motivated Sequence Action

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Problem-Solution Problem Solution

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Problem-Solution Problem

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Problem-Solution Solution

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Problem Solution Checklist Your first step is to demonstrate that a problem exists/that the status quo is not working optimally Your Solution (2 nd step) advances a proposal, argues it’s merits, and addresses the how’s, why’s and what it will take— rewards vs costs.

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Problem Cause Solution This approach includes an analysis which identifies and/or makes an attribution of what factors are to blame Thus, this is a three point speech. When people fail to address or eliminate the cause, the problem usually represents itself, or things go unchecked

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Stock Issues Policy Speeches using the PS, PCS, or Monroe’s Motivated Sequence organizational pattern should at the minimum cycle through the stock issues of problem solving.

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Stock Issue Step #1 Need: Is the current “arrangement” viewed as a problem. People must be brought to the position of recognizing that a serious problem exists This leads to an exigency (a situation which requires immediate attention to address the issue) The audience is now open to a proposal

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Stock Issue #2 Plan: Once you have shown that a problem exists, you must explain your plan for solving it Advance a single solution (avoid sounding like a politician and over-promising and under-delivering with complicated schemes) Explain your solution

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Stock Issue #3 Practicality: Now that you have presented your plan, you must show how it will work. This is where Argumentation and evidence supporting your position is critical You must explain, and speak to the workability and feasibility of your proposal (the how’s, the why’s and a cost benefit analysis)

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Statement-of-Reasons 1 st reason 2 nd reason 3 rd reason

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Statement-of-Reasons 1 st reason

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Statement-of-Reasons 2 nd reason

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Statement-of-Reasons 3 rd reason

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Statement of Reasons As a general rule, this is akin to a sales pitch and you lay out arguments best suited to convince the specific audience you are talking to Using a statement of reasons is essentially a topical pattern and there is usually no reason to address from a problem solution mindset

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Comparative-Advantages 1 st advantage 2 nd advantage 3 rd advantage

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Comparative-Advantages 1 st advantage

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Comparative-Advantages 2 nd advantage

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Comparative-Advantages 3 rd advantage

© 2013 The McGraw-Hill Companies, Inc. All rights reserved. Comparative Advantages Can you say comparison shopping Generate fair and responsible arguments in order to make your case to the class