Persuasive Techniques

Slides:



Advertisements
Similar presentations
MYPF 4.1 Communicating in the Workplace 4.2 Thriving in the Workplace
Advertisements

Speaking To Persuade & Appendix B – Sample Speech
The Persuasive Process
Rhetorical Appeals ETHOS, PATHOS, and LOGOS.
Persuasion Rhetoric: The art of persuasion.
Speaking to Persuade Persuasion Defined Motivating Your Audience
Persuasive Speaking Chapter 14.
Persuasive Speaking Chapter 14
Desia Dunn Elaboration Likelihood Model (Chapter 5- Persuasion)
USING MODERN PERUASION THEORY IN PROFESIONAL COMMUNICATION.
Public Speaking Chapter Sixteen
Persuasive Speaking.  Define the goals of persuasive speaking  Know how to develop a persuasive topic and thesis  Understand your listeners and tailor.
Persuasive Speaking. The process of influencing attitudes, beliefs, and behaviors.
Michael Montero & Cassie Bischoff Persuasive Speaking Pages
Chapter Twenty-Four The Persuasive Speech. Chapter Twenty-Four Table of Contents zWhat Is a Persuasive Speech? zThe Process of Persuasion zClassical Persuasive.
Central Core CD Unit B 2-5 Employability in Agriculture/Horticulture Industry.
Chapter 6 Attitudes.
Persuasion The ability to get someone to do something.
Copyright ©2011, 2008, 2005 Pearson Education, Inc. All rights reserved. Essentials of Human Communication, 7 th Edition Joseph A. DeVito Hunter College.
Aristotle’s Three Ways to Persuade Logos Ethos Pathos.
Understanding Persuasive Messages © Stockbyte / SuperStock.
©2006 by The McGraw-Hill Companies, Inc. All rights reserved. Chapter 15 Persuasive Communications.
Attitudes and Attitude Change
The Persuasive Speech Ch. 24 Continued. Classic Persuasive Appeals: Using Proofs Pathos: Proof by Emotion – Aristotle taught that successful public speakers.
Persuasive Speaking. The nature of persuasive speeches Persuasive Speeches attempt to influence audience members Speakers want to: –have audience adopt.
Write down 3 sentences 2 sentences should be truths about yourself. 1 sentence should be a lie about yourself. For example: I was raised in Houston. I.
Speech Drafting Basics June 1/2 Do Now – 5 Minutes List 5 Promises You would make if elected President Number them Most Important to You 1 Least.
1 Chapter 14 Persuasive Presentations © 2008 McGraw-Hill Higher Education. All rights reserved.
A SPEAKER’S GUIDEBOOK 4 TH EDITION CHAPTER 24 The Persuasive Speech.
Mental & Emotional health
Writing the Critical Analysis
Persuasion Defined Persuasion is the process of changing or reinforcing attitudes, beliefs, values, or behaviors. In a persuasive speech, the speaker explicitly.
Warm Up List and explain/describe 5 ways that you think you will need to change from your current self to adapt to working with other professionals.
Your Mental and Emotional Health
Types of Speeches Informative Persuasive Special Occasion.
Your Mental and Emotional Health
Principles of Persuasive Speeches
Explaining human behavior…trying to answer the “why” of what we do.
Persuasion, Attitudes & Behavior
Reminders! Revised essay is due typed, printed, and stapled by 5:00pm.
The Nature and Role of Attitude
A Communication Theory Sampler
Speeches 9 TRIV.
MYPF 4.1 Communicating in the Workplace 4.2 Thriving in the Workplace
Chapter 16 and 17 Review December 8, 2008.
Elaboration Likelihood Model
ATTITUDES Attitudes include beliefs (cognitive) and feelings (affective) that predispose us to act (behavior) in a certain way toward objects, people,
From Groups to Persuasion
Chapter 3: Mass Communication, Propaganda, and Persuasion
Attitudes and Influencing Attitudes
A POCKET GUIDE TO PUBLIC SPEAKING 5TH EDITION Chapter 23
Human Needs.
University of Northern IA
University of Northern IA
RHETORICAL READING Paying attention to the author's purposes for writing and the methods used in the writing.
Chapter 12 Persuasive Speaking
Chapter 14: Persuasive Presentations
A POCKET GUIDE TO PUBLIC SPEAKING 5TH EDITION Chapter 23
Chapter Fourteen The Persuasive Speech.
Essentials of Public Speaking
Rhetorical Appeals.
NINE STEPS OF STRATEGIC PUBLIC RELATIONS
Introduction of Psychology
Rhetorical Appeals ETHOS, PATHOS & LOGOS.
Persuasion is All Around US.
Maslow’s Hierarchy of Needs

Basic Human Needs and Behaviors
Aristotle’s Three Ways to Persuade
Presentation transcript:

Persuasive Techniques Involvement Persuades

Technique #1: E.L.M. (Elaboration likelihood) Central Processing Influenced by strength and quality of arguments More likely to affect an enduring change Peripheral Processing Respond to message as being too complex or unimportant Audience is influenced by non-content issues like appearance, reputation, one-liners, emotional appeals without logic

Use a variety of appeals Involvement persuades: People who feel involved in your message will react differently than the uninvolved. Involve by using a variety of appeals: Ethos: credibility Logos: Reasoning Pathos: Emotion

Ethos: Enhance Your Credibility p. 353 Your personality and character plays a role in how willing the audience is to accept your message and be involved. Demonstrate your competence Skilful research (quality sources?) Wikipedia vs. American Medical Association for information on diabetes Knowledge of the topic Personal experiences External collaboration from experts that condone your experience

Good will Towards the Audience Show the audience how you care for them Speaker attractiveness Looking good equates to.. Organization Confidence Don’t violate the rules of the situation though!! Play up similarities Listeners respond to people who are like them (attitudes and morals) Respond to people who are ‘different’ if they’re perceived as an expert

Logos: Appeal to Reasoning People are persuaded by ideas that make sense

Strategy #1: Door in the Face Premise: Make a large initial request that will be rejected Come back with a realistic request By comparison: realistic request will look more do-able contrasted against the impossible.

Strategy #2 Foot in the door (AKA stone soup strategy) Premise: make a series of requests, starting small and getting gradually larger People are more likely to do the small request Will feel the escalating investment—In for a penny, in for a pound

Strategy #3 Appeals to Needs (p. 358) Determine what the audience needs Show them how your claim fulfills that need Maslow’s Hierarchy of Needs (p. 359) Physiological needs (survival needs) Safety needs (security, shelter) Social needs (belonging, sense of place) Self esteem needs (who am I? Why am I important?) Self actualization needs (what makes my life worthy?) *fill the lower needs first—appeals to higher needs will not be successful if lower needs are unmet.

Strategy #4 Expectancy-Outcome Values Theory (p. 359 Ajzen-Fisher) Recognize that the audience is a conscious body of people who make decisions from free will We constantly evaluate costs and benefits of actions As we evaluate, we consider our attitude towards the behavior—do I think it is good or bad to do this? We also consider what our friends/family might think of the behavior

Expectancy Outcomes Continued When persuading audiences to change a behavior: Identify currently held attitudes about the behavior Identify attitudes about the consequences associated with the behavior and without Try to guess the people who might influence audience members’ decisions

Potential Structure Mainpoint I: Reasons to adopt the change Main point II: Consequences of the change Main point III: Dealing with what others might say or think Main point IV: Demonstrate positive outcomes of your course of action

Strategy #5: Elaboration Likelihood Model (E.L.M.) There are two routes to persuasive Routes are dependent on our involvement with the message. Central Processing: motivated and able to think critically about the message Peripheral Processing: lack motivation to pay attention

List of Persuasive Strategies at your Disposal! WOW! Door in the face Foot in the door Needs appeals Expectancy outcomes E.L.M. Ethos Pathos Logos