1. Chapter 16: Speaking to Persuade

2. Do Now:
As we briefly discussed in the beginning of the year, or based on what you have learned in other classes, what are ethos, pathos, and logos?
How presentation will benefit audience: Adult learners are more interested in a subject if they know how or why it is important to them.
Presenter’s level of expertise in the subject: Briefly state your credentials in this area, or explain why participants should listen to you.

3. Review Ethos: Pathos: Logos:
The appeal of a text to the credibility and character of the speaker, writer, or narrator.
Pathos:
The appeal of the text to the emotions or interests of the audience.
Logos:
The appeal of the text based on the logical structure of its argument or mental ideas.
How presentation will benefit audience: Adult learners are more interested in a subject if they know how or why it is important to them.
Presenter’s level of expertise in the subject: Briefly state your credentials in this area, or explain why participants should listen to you.

4. Persuasion & Public Speaking KWL
Know Want to Know Learned
Lesson descriptions should be brief.

5. Journal Write
Think of a time when you successfully convinced someone to do or not do something (a friend, a teacher, and parent, a sibling.) Write about how you convinced them. Be as detailed as possible.
Example objectives
At the end of this lesson, you will be able to:
Save files to the team Web server.
Move files to different locations on the team Web server.
Share files on the team Web server.

6. Analyze Persuasive Ads
What is the advertisement advertising?
Who is the target audience for the advertisement?
What elements of ethos, pathos or logos do you see?
Ethos
Pathos
Logos
Which appeal--ethos, pathos or logos--is most prominent in this advertisement? Why do you think this appeal was chosen for the target audience?

7. Rhetorical Triangle
Ethos: The appeal of a text to the credibility and character of the speaker, writer, or narrator.  
Pathos: The appeal of the text to the emotions or interests of the audience.
Logos: The appeal of the text based on the logical structure of its argument or mental ideas.

8. Now You Try! In your groups, analyze your advertisement.
Answer the questions on the worksheet together
Fill out the Rhetorical Triangle for your Ad

9. Now You Try!

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15. Now You Try!

16. The Importance of Persuasion
The process of creating, reinforcing, or changing people’s beliefs or actions
You will use all the speaking skills learned to inform, as well as learning how to affect your listeners attitudes, beliefs, or actions

17. Ethics and Persuasion
Make sure your goals when persuading are ethically sound
It is more challenging to speak ethically when trying to persuade
Shading the truth, juggling statistics, using stereotypes
Make sure you can defend your goals and statements if they are challenged
Learn all sides of an issue, seek competing viewpoints, and get your facts right
Be honest in what you say
Aim for high and ethical standards in your speech

18. The Psychology of Persuasion
Persuasion occurs when two or more points of view exist
The Challenge:
It is the most complex
You deal with controversial topics
You must compete with audience knowledge as well as audience attitude
Different opinions will clash with your own
You must be realistic

19. The Psychology of Persuasion
Degrees of Persuasion:
Strongly Opposed
Moderately Opposed
Slightly Opposed
Neutral
Slightly in Favor
Moderately in Favor
Strongly in Favor
Persuasion involves any movement by a listener on the scale

20. How Listeners Process Persuasive Messages
Persuasion is not something we do to an audience, but do with an audience
There is a mental give and take between audience and speaker
Mental Dialogue with the Audience:
The mental give and take between the speaker and listener during a persuasive speech
You must anticipate possible objections-put yourself in their place

21. The Target Audience You will rarely be able to convert all listeners
The portion of the whole audience that the speaker wants to persuade
Use questionnaires to see where your audience stands on your topic
Tailor you speech to fit their concerns and values

22. Persuasive Speeches on Questions of Fact
What are Question of fact?
A question about the truth or falsity of an assertion
Some have a clear answer
“How many years has GCIT been open?”
Some cannot be answered absolutely yet
“Who will win the election?”
Some deal with strong beliefs from either side
“Is there intelligent life on other planets?”

23. Persuasive Speeches on Questions of Fact
Analyzing Questions of Fact
Nonpartisan:
Speaker acts as a lecturer
Partisan:
Speaker acts as an advocate
Example:
Nonpartisan: This is how homelessness in America has grown and its effects
Partisan: This is how homelessness in America has grown, these are its effects, and here is why we need to put a stop to it and how we are going to do it

24. Persuasive Speeches on Questions of Fact
Organizing Questions of Fact
Usually organized topically
Example:
Specific Purpose: To persuade my audience that William Shakespeare did not write the plays attributed to him
Central Idea: There is a considerable amount of evidence that plays attributed to Shakespeare were actually written by Francis Bacon or Edward de Vere
Biographical and Textual Evidence
Historical events connected to Bacon and de Vere

25. Persuasive Speeches on Questions of Value
What are Questions of Value?
A question about the worth, rightness, or morality of an idea or action
Utilize a question of fact, but also a question of value
“Is solitary confinement morally justifiable?”
Answer depends on facts of the topic but also your moral values
“What is the best movie of all time?”
Questions the value of an idea

26. Persuasive Speeches on Questions of Value
Analyzing Questions of Value
You must be able to back up your claim
I enjoy driving vs. Driving is the ideal form of transportation
You must establish standards
What makes an idea form of transportation and how does driving measure up?

27. Persuasive Speeches on Questions of Value
Organizing Questions of Value
Usually organized topically
Example:
Specific Purpose: To persuade my audience that driving cars is the ideal form of land transportation
Central Idea: Driving cars is the ideal form of land transportation because (A. B. C)
Main points
Standards of Ideal Transportation
How driving meets those standards

28. Persuasive Speeches on Questions of Policy
What are Questions of Policy?
A question about whether a specific course of action should or should not be taken
Goes beyond questions of fact or value to decide what should be done
“What measures should be taken to protect people’s privacy online?”
Question typically involves “should”

29. Persuasive Speeches on Questions of Policy
Types of Speeches
Speech to gain passive agreement
Speaker’s goal is to convince the audience that a given policy is desirable without encouraging them to take action
“There should be stricter safety standards at amusement parks”
Speech to gain immediate action
Speaker’s goal is to convince the audience to take action in support of a given policy
Sign a petition, contribute to a fund, etc.
“Give time to Big Brothers or Big Sisters”

30. Persuasive Speeches on Questions of Policy
Analyzing Questions of Policy
Need
Is there a serious problem that requires a change?
Show your audience that there is one
Plan
What is the plan to solve the need?
Show your audience that you have one
Practicality
Will the plan solve the problem or will it create more?
Show your audience that it is practical

31. Persuasive Speeches on Questions of Policy
Organizing Questions of Policy
Problem-Solution
1st main point deals with the problem
2nd main point deals with the solution
Can be used for why something is not a problem
Problem-Cause-Solution
1st main points deals with the problem
2nd main points analyzes the cause of the problem
3rd main point presents a solutions
Comparative Advantage
Why your solution is the best solution

32. Persuasive Speeches on Questions of Policy
Organizing Questions of Policy
Monroe’s Motivated Sequence
Seeks immediate action in 5 steps
Gain audience Attention
Show there is a Need
Provide a solution to their problem through Satisfaction
Have vivid imagery to allow the audience to use Visualization of the success
Call them to Action by telling them what to do next and how to do it