1. Chapter Twelve: Making the Persuasive Case at Work H.L. Goodall & Sandra Goodall Communicating in Professional Contexts Skills, Ethics, and Technologies 2ed

2. Ch12: Making the Persuasive Case at Work Copyright © 2006 Wadsworth 2 Concierge Persuasion “Discrete Problem-Solving and Assiduous Service.”

3. Ch12: Making the Persuasive Case at Work Copyright © 2006 Wadsworth 3 Persuasion Continuum  Brutal

4. Ch12: Making the Persuasive Case at Work Copyright © 2006 Wadsworth 4 Persuasion Continuum  Rational

5. Ch12: Making the Persuasive Case at Work Copyright © 2006 Wadsworth 5 Persuasion Continuum  Rational/Emotional

6. Ch12: Making the Persuasive Case at Work Copyright © 2006 Wadsworth 6 Persuasion Continuum  Mindful

7. Ch12: Making the Persuasive Case at Work Copyright © 2006 Wadsworth 7 Persuasion Continuum  Conscious Communication Choices

8. Ch12: Making the Persuasive Case at Work Copyright © 2006 Wadsworth 8 Logos, Pathos, and Ethos  Logos - Logic  Pathos - Emotion  Ethos - Credibility or Expertise Microsoft Image

9. Ch12: Making the Persuasive Case at Work Copyright © 2006 Wadsworth 9 Choosing a Persuasive Strategy A Brutal Strategy  When Not Offering a Choice  Audience Has History of Resistance  Audience Needs Less Important than Outcome  Private when Need to Avoid Embarrassment

10. Ch12: Making the Persuasive Case at Work Copyright © 2006 Wadsworth 10 Choosing a Persuasive Strategy  Persuasion Resides in Position not Credibility  All other Forms of Persuasion Exhausted  Main Goal is Compliance A Brutal Strategy

11. Ch12: Making the Persuasive Case at Work Copyright © 2006 Wadsworth 11 Choosing a Persuasive Strategy Using A Brutal Strategy  Be Sure  Be Kind  Be Considerate  Be Prepared  Be Firm Microsoft Image

12. Ch12: Making the Persuasive Case at Work Copyright © 2006 Wadsworth 12 Choosing a Persuasive Strategy Brutal Strategy - Creating the Message  Clearly State the Problem  Cite Supporting Evidence  Clearly State the Proposal Microsoft Image

13. Ch12: Making the Persuasive Case at Work Copyright © 2006 Wadsworth 13 Choosing a Persuasive Strategy Choosing the Rational Persuasive Strategy  You Want to Lead to Consensus  Your Audience in Receptive  Needs of Audience Must Be Met  Persuasion Lies with Knowledge, not Position  Main Goal is Consensus

14. Ch12: Making the Persuasive Case at Work Copyright © 2006 Wadsworth 14 Choosing a Persuasive Strategy  Creating the Rational Persuasive Message  Coordinating the Rational Persuasive Message  Delivering the Rational Persuasive Message Microsoft Image

15. Ch12: Making the Persuasive Case at Work Copyright © 2006 Wadsworth 15 Using a Rational Strategy  Select Appropriate Organizational Pattern  Prepare Organizational Chart  Practice Presentation and Get Feedback  Develop Visual Support  Dress to Enhance Credibility  Deliver with Confidence and Enthusiasm

16. Ch12: Making the Persuasive Case at Work Copyright © 2006 Wadsworth 16 Persuading Through Emotion Choosing the Rational/Emotional Strategy  Your Goal is Action  Your Audience is Open and Receptive  You Need to Persuade Audience You are Meeting Their Needs  Persuasion Lies with Meeting Emotional Needs

17. Ch12: Making the Persuasive Case at Work Copyright © 2006 Wadsworth 17 Monroe’s Motivated Sequence  Attention-Getter  Need  Satisfaction  Visualization  Call to Action Microsoft Image

18. Ch12: Making the Persuasive Case at Work Copyright © 2006 Wadsworth 18 Monroe’s Motivated Sequence Wadsworth Student Speeches

19. Ch12: Making the Persuasive Case at Work Copyright © 2006 Wadsworth 19 Persuading Through Mindful Communication  Your Goal is Commitment from Audience  Audience has History of Being Open  Needs of Audience are Vital to Outcome  Persuasion Lies in Credibility and Organizational Authority

20. Ch12: Making the Persuasive Case at Work Copyright © 2006 Wadsworth 20 Creating a Mindful Persuasive Message  Analyze Situation  Adapt Message to Audience  Evaluate Feedback  Be Willing to Risk for Understanding  Listen Consciously  Provide Feedback

21. H.L. Goodall & Sandra Goodall Communicating in Professional Contexts Skills, Ethics, and Technologies 2ed