BUSINESS WRITING: USING EVIDENCE TO PROVE YOUR POINT Center for Professional Communication

Types of Reports INFORMATIONAL REPORTS: offer data, facts, feedback, and other types of information without analysis or recommendations. ANALYTICAL REPORTS: offer both information and analysis, and they can also include recommendations.

is the ability to use argument or discussion to influence an individual’s beliefs or actions Persuasion

is a term commonly used to describe the supporting material in persuasive writing Evidence

Types of Evidence  Facts and figures  Examples  Narratives  Testimony  Definition

are interpretations drawn from evidence that provide readers with good reasons for changing an attitude or following a course of conduct or action. Proofs

Using Logical Proof in Your Work  Lay out each statement/premise clearly  Use clear, well-edited, declarative sentences  Provide evidence for each premise  Use credible sources; use cites  Draw a clear connection to the conclusion  Connect the dots for the reader; don’t make them guess

Compare and Contrast Evidence  Compare and contrast can build author credibility  Use reliable sources to demonstrate knowledge  Can demonstrate impartiality, disinterest, fairness

An Example… Statement/Premise “Better Communication will improve our recruiting record.” Evidence “We are losing recruits to other schools.” (data, data, data) Bridge “Recruits are more likely to choose schools which communicate with them often during the recruiting process.”

An Example… Foundation “Research shows that frequency and quality of communication were key factors in influencing recruits to attend a specific school. Communication strengthened recruits’ initial interest and helped overcome objections. Our informal survey of recruits show that they receive more mail and phone calls from other schools than from us.” (provide concrete data)

An Example… Claim/Point of Persuasion “We should contact all potential recruits by telephone and follow up in writing.” Counterclaim “Our communication style might be poor. Frequent communication might hurt rather than help.”

An Example… Rebuttal “We will offer training sessions to our coaches and hire a consultant to help them write effective letters.” Limiter “Better communication will help us recruit more effectively.”

Common Flaws in Cluster Projects

 Slippery Slope  If A happens, then B through Z will happen  Hasty Generalizations  Insufficient or biased evidence  Either/or  Oversimplifies the arguments

Persuasive Techniques in High-Context Cultures Much of Asia, Africa, South America, and the Middle East Persuasive Techniques in High-Context Cultures IndirectnessPoliteness Soft-Sell Approach Relationship Appeal Long-Term Goal Collectivist View

Persuasive Techniques in Low-Context Cultures Much of Northern Europe, North America, Scandinavia, and Australia Persuasive Techniques in Low-Context Cultures DirectnessSuperlatives Hard-Sell Approach Short-Term Goal “You” View

Remember…

Your job is to connect the dots! Remember…