Chapter 12 Persuasive Speaking Copyright © 2014, 2011, 2008 Pearson Education, Inc. All Rights Reserved.

The Goal of Persuasive Speaking Persuasion is defined as a process involving both verbal and nonverbal messages, that attempt to reinforce or change listeners’ attitudes, beliefs, values, or behaviors. Adoption asks listeners to demonstrate their acceptance of attitudes, beliefs, or values by performing the behavior suggested by the speaker. Discontinuance asks listeners to demonstrate their alteration of an attitude, belief, or value by stopping the behavior. Deterrence asks listeners to demonstrate their acceptance of an attitude, belief, or value by avoiding it. Continuance asks listeners to demonstrate their acceptance of an attitude, belief, or value by continuing to perform the behavior. Copyright © 2014, 2011, 2008 Pearson Education, Inc. All Rights Reserved.

Topics for Persuasive Speeches Current and controversial subjects are especially adaptable for persuasive speaking. Select a topic you are interested in or know something about. Select a subject that is worthwhile and of potential concern to the audience. Select a topic with a goal for influence or action. Select an issue that is current. Copyright © 2014, 2011, 2008 Pearson Education, Inc. All Rights Reserved.

1st Step: Select a Topic Recycle Safe Sex Abortion Krispy Kreme Dogs Marijuana Having kids Cohabitation in relationships

2nd Step: Determine your claim Questions of Fact Asks what is true and what is false. Questions of Value Asks if something is good or bad, desirable or undesirable. Values are relatively long-lasting ideals that guide behaviors. Questions of Policy Goes beyond seeking a judgmental response to seeking a course of action. Photo chapter 12, p.331 © Corbis RF; 346, Kevin Dodge/Alamy Copyright © 2014, 2011, 2008 Pearson Education, Inc. All Rights Reserved.

http://www. youtube. com/watch http://www.youtube.com/watch?v=lcllrqZgxwE Toulmin’s Model for Everyday Argument: Gather Evidence What the persuader wants or hopes will be believed, accepted, or done. (Fact, value, or policy) Claim Data Evidence—the supporting materials that should influence the listener. Warrant The relationship between the claim and the data. Copyright © 2014, 2011, 2008 Pearson Education, Inc. All Rights Reserved.

Patterns of Organization Specifically developed for persuasive speaking that combines logic and practical psychology. Five steps are involved: attention, need, satisfaction, visualization, and action. Monroe’s Motivated Sequence Speaker first explains the causes of an event, problem, or issue and then discusses its consequences. Cause-Effect First discusses a problem and then suggests a solution. Problem Solution Copyright © 2014, 2011, 2008 Pearson Education, Inc. All Rights Reserved.

Persuasive Support https://www.youtube.com/watch?v=oKtQEnERhSY Ethos Speaker’s character as perceived by the listeners. Logos The substance of the speech or the logical appeals the speaker makes. Pathos The speaker’s evoking of appropriate emotion from the listeners. Copyright © 2014, 2011, 2008 Pearson Education, Inc. All Rights Reserved.

Supporting Materials Appeals to Needs Logical Appeals Physical needs Safety needs Self-esteem needs Logical Appeals Use of evidence and proof Emotional Appeals Play on feelings Rhetorical Sensitivity Being aware of the audience, the situation, the time limits, and what listeners are willing and want to hear. Copyright © 2014, 2011, 2008 Pearson Education, Inc. All Rights Reserved.

Fallacies in Argument Development Fallacies of Reason Ad Hominem Fallacies of Evidence Red Herring Hasty Generalization https://www.youtube.com/watch?v=clKi92j6eLE Copyright © 2014, 2011, 2008 Pearson Education, Inc. All Rights Reserved.

Chapter 12 Copyright © 2014, 2011, 2008 Pearson Education, Inc. All Rights Reserved.