LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor1

SPEAKING TO PERSUADE Psychological Persuasion Is A Psychological Process LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor2 What are we up against when we seek to persuade? We are playing with people’s minds, with their thought processes. Consider this: Will everyone always agree with everything you have to say?

Without Disagreement, There Would Be No Need For Persuasion Complete Opposition Two Or More Points Of View In Complete Opposition By Degree Disagreement By Degree LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor3 SPEAKING TO PERSUADE

Persuasion Is The Most Complex & Challenging Of All Types Of Public Speaking, Persuasion Is The Most Complex & Challenging LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor4 SPEAKING TO PERSUADE

Controversial Topics Controversial Topics People’s most basic attitudes, values, & beliefs Some listeners may be so committed to these attitudes, values & beliefs that they cannot be persuaded LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor5 SPEAKING TO PERSUADE

Realistic Goals Speakers Must Enter A Speaking Situation With Realistic Goals reexamine Consider the speech a success if the speaker has persuaded even a few audience members to reexamine their views LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor6 SPEAKING TO PERSUADE

Audiences Engage In A Mental Give-and-Take With The Speaker LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor7 SPEAKING TO PERSUADE

Make Judgments As To Credibility Credibility Delivery Delivery Supporting Materials Supporting Materials Language Language Mental Argument With Speaker LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor8 SPEAKING TO PERSUADE

Target Audience Target Audience Part Of The Audience The Speaker Most Wants To Reach Uncommitted Listeners Who Are Leaning Towards Agreement With The Speaker’s Views LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor9 SPEAKING TO PERSUADE

During Speech Preparation, Consider The Values & Concerns Of The Target Audience LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor10 SPEAKING TO PERSUADE

Questions Of Persuasion Questions Of Persuasion Questions Of Fact Questions Of Fact Questions Of Value Questions Of Value Questions Of Policy Questions Of Policy LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor11 SPEAKING TO PERSUADE

Questions of Fact Questions of Fact facts Seek to persuade based on the facts of the particular issue LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor12 SPEAKING TO PERSUADE

Questions of Fact Questions of Fact Some questions of fact can be answered with certainty How far is it from Schnecksville to Carbon? LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor13 SPEAKING TO PERSUADE

Questions of Fact Questions of Fact Other questions of fact are not so certain Will the economy be better or worse next year? LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor14 SPEAKING TO PERSUADE

Questions Of Fact Questions Of Fact Aim Is Different Than For An Informative Speech LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor15 SPEAKING TO PERSUADE

Questions Of Fact Questions Of Fact LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor16 SPEAKING TO PERSUADE The Speaker’s View Of The Facts To Persuade — Present Facts In A Way That Listeners Accept The Speaker’s View Of The Facts Example: The Legal System Unbiased To Inform — Impart Info In An Unbiased Manner

Questions Of Fact Questions Of Fact Topical Order Topical Order Each Main Point Presents A Reason Why The Audience Should Agree Logical Consistent Must Be Logical & Consistent LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor17 SPEAKING TO PERSUADE

Questions Of Value Questions Of Value Require Judgments Based Upon One’s Beliefs Right/Wrong Good/Bad Moral/Immoral LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor18 SPEAKING TO PERSUADE

Questions Of Value Questions Of Value Clearly Defined Standards Speaker needs to Justify Value Judgments According to Clearly Defined Standards 1 st Step — Define Speaker’s Standards For Value Judgment 1 st Step — Define Speaker’s Standards For Value Judgment 2 nd Step — Judge the Subject Against Those Standards 2 nd Step — Judge the Subject Against Those Standards LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor19 SPEAKING TO PERSUADE

Questions Of Value Questions Of Value Topical Order Topical Order First Main Point Establishes Standards For Speaker’s Value Judgments Second Main Point Applies Those Standards To The Speech Topic LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor20 SPEAKING TO PERSUADE

Questions of Policy Questions of Policy Deal With Specific Courses of Action Make a Decision Should Should Not Be Done May involve Questions of Fact & Value, But Go Beyond To Make a Decision On What Should Or Should Not Be Done LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor21 SPEAKING TO PERSUADE

Questions Of Policy Questions Of Policy 2 Types: Passive Agreement To Gain Passive Agreement That Policy Is Desirable Immediate, Decisive Action To Motivate The Audience To Take Immediate, Decisive Action LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor22 SPEAKING TO PERSUADE

Questions Of Policy Questions Of Policy 3 Basic Issues: 3 Basic Issues: LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor23 SPEAKING TO PERSUADE

Need Need Prove There Is A Need For Change LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor24 SPEAKING TO PERSUADE

Plan Plan Suggest A Specific Plan (Policy) That Will Solve The Need LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor25 SPEAKING TO PERSUADE

Practicality Practicality Show That The Plan Is Workable & Will Solve The Need Without Creating New Problems LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor26 SPEAKING TO PERSUADE

Questions Of Policy Questions Of Policy Types Of Organization: Types Of Organization: Problem Solution Problem Solution Prove Existence Of Problem State The Solution LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor27 SPEAKING TO PERSUADE

Questions Of Policy Questions Of Policy Problem — Cause — Solution Problem — Cause — Solution Prove Existence Of Problem Analyze Causes Of Problem State The Solution LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor28 SPEAKING TO PERSUADE

Questions Of Policy Questions Of Policy Comparative Advantages Comparative Advantages Devotes Each Main Point To Why Speaker’s Plan Is Preferable To Other Plans LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor29 SPEAKING TO PERSUADE

Questions of Policy Questions of Policy Monroe’s Motivated Sequence Monroe’s Motivated Sequence 5 Steps: LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor30 SPEAKING TO PERSUADE

Attention Attention Gain Attention & Interest LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor31 SPEAKING TO PERSUADE

Need Need Show Need For Change LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor32 SPEAKING TO PERSUADE

Satisfaction Satisfaction Present Plan That Will Remedy The Need LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor33 SPEAKING TO PERSUADE

Visualization Visualization Visualize Benefits & Practicality of The Plan LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor34 SPEAKING TO PERSUADE

Action Action Urge Audience To Take Action To Support The Plan LCCC ENG 111 KimAlyse Popkave, M.Ed., CMI, CPPC Instructor35 SPEAKING TO PERSUADE