1. Chapter 12 Persuasive Speaking
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2. 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.
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3. 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.
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4. 1st Step: Select a Topic Recycle Safe Sex Abortion Krispy Kreme Dogs
Marijuana
Having kids
Cohabitation in relationships

5. 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
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6. http://www. youtube. com/watch
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.
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7. 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
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8. 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.
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9. 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.
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10. Fallacies in Argument Development
Fallacies of Reason
Ad Hominem
Fallacies of Evidence
Red Herring
Hasty Generalization
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11. Chapter 12
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