Digital Key Concepts Management 102 Persuasive Presentations Crimson Written and Oral Assignments plus Test Blue Test Professor Estenson

Convince and Bring to Action

Your ability to persuade depends on the following: Logos- evidence and logic Ethos- credibility Pathos- meeting psychological needs of listeners Opinion- what do key people in audience think Remember: Persuasion is taking a stand and doing everything in your power to convince listeners that your idea is the best.

Establishing Logos Assertion plus evidence plus source of evidence (works inside because of familiarity with evidence) Assertion plus evidence Assertion plus evidence, plus source plus qualifications of source. (Best method outside organization) Assertion plus first hand experience (works inside if you have credibility

Inoculation Theory - McGuire Present both side of an argument When presenting a side you do not support point out one two areas you do not agree with

Establishing Ethos (believable) Trustworthy (honesty, fairness, integrity) Competence (knowledge and experience) Dynamic (enthusiastic, vocal variety yet conversational) Objective Rank in organization

Persuasion Cialdini Reciprocity Commitment and consistency Social Proof (Power of the pack) Likeability Authority Scarcity of what is offered

Pathos Established by Addressing Psychological Needs of Listeners Maslow Involvement of audience

Organize All Your Persuasive Tools Establish reason to take action – Problem Solution – Comparative Advantages – Cause and Effect – Meets Person’s Criteria Motivate – Get Attention – Establish Need – Present Satisfaction of Need – Create Visual Image of Them Using Service or Product – Take Action Prepare and Polish (Practice)

Check List for Persuasive Presentations Audience Analysis Clear Purpose Determine Your Credibility Research Organize