1. PERSUASION Get ready to take notes. These will be helpful for your persuasive speech.

2. What is persuasion?

3. Persuasion is like a VERB.

4. Persuasion is 1. Bring your audience to believe as you do and/or; 2. influence your audience to take action. 1. Bring your audience to believe as you do and/or; 2. influence your audience to take action.

5. Answer the following question on your worksheet. Where or when do you use persuasion in your life?

6. Where does persuasion take place?  You wish to convince your parents that you should be able to attend a local concert.  You want to convince your teacher that more time is needed to complete a class project.  You wish to show your friends that drinking and driving do not add up to an intelligent way to have a good time.  You wish to convince your parents that you should be able to attend a local concert.  You want to convince your teacher that more time is needed to complete a class project.  You wish to show your friends that drinking and driving do not add up to an intelligent way to have a good time.

7. Each of these situations calls for you to persuade your audience. In order to persuade you would have to: 1. Awaken a belief on the part of your listeners that what you are proposing is a good idea. 2. Show the audience that you have a well-thought-out plan of action available. 3. Be able to convince your audience that your plan of action is realistic and the right thing to do. 4. Be able to “push the right buttons,” or know your audience. 1. Awaken a belief on the part of your listeners that what you are proposing is a good idea. 2. Show the audience that you have a well-thought-out plan of action available. 3. Be able to convince your audience that your plan of action is realistic and the right thing to do. 4. Be able to “push the right buttons,” or know your audience.

8. Persuasion  Claim: what you believe & are trying to persuade  Reasoning: the process of thinking, understanding, and drawing conclusions about a claim  Evidence (or proof): anything that establishes a fact or gives us reasons to believe the reasoning  Logic: the science of reasoning which uses a system of rules to help one think correctly  Logical appeal: the use of sequence, analysis, organization, and evidence to prove a point and persuade  Warrants: logical connection between reasons and claim  Claim: what you believe & are trying to persuade  Reasoning: the process of thinking, understanding, and drawing conclusions about a claim  Evidence (or proof): anything that establishes a fact or gives us reasons to believe the reasoning  Logic: the science of reasoning which uses a system of rules to help one think correctly  Logical appeal: the use of sequence, analysis, organization, and evidence to prove a point and persuade  Warrants: logical connection between reasons and claim

9. Persuasion Questions  Claim: what you are trying to persuade  What do I believe?  Reasons: support for claim, not factual  Why do I believe this?  Evidence: factual support for reasons, proof  Who says?  Warrants: glue that holds it together, logic  Does this work?  Claim: what you are trying to persuade  What do I believe?  Reasons: support for claim, not factual  Why do I believe this?  Evidence: factual support for reasons, proof  Who says?  Warrants: glue that holds it together, logic  Does this work?

10. Evidence  Support your reasons with evidence or proof.  Facts - can be proven.  Expert opinions or quotations  Definitions - statement of meaning of word or phrase  Statistics - offer scientific support  Examples - powerful illustrations  Anecdote - incident, often based on writer's personal experiences  Present opposition - and give reasons and evidence to prove the opposition wrong  Support your reasons with evidence or proof.  Facts - can be proven.  Expert opinions or quotations  Definitions - statement of meaning of word or phrase  Statistics - offer scientific support  Examples - powerful illustrations  Anecdote - incident, often based on writer's personal experiences  Present opposition - and give reasons and evidence to prove the opposition wrong

11. Getting a raise  Make an argument for deserving a raise.  What is the claim, the reasons, the evidence and the warrant?  Make an argument for deserving a raise.  What is the claim, the reasons, the evidence and the warrant?

12. Analyze Your Audience  Read pages 359-362 and take notes.

13. Analyze your audience A.Supportive audience: you start with their support EX: president, no school B.Uncommitted audience: neutral EX: jury, extending life expectancy C.Indifferent audience: have to get them to pay attention EX: a student who wants to drop out & you have to convince them its important, Sarah getting a new cell phone A.Opposed audience: against you before you start EX: giving a speech about cell ph.s to the principal, more homework A.Supportive audience: you start with their support EX: president, no school B.Uncommitted audience: neutral EX: jury, extending life expectancy C.Indifferent audience: have to get them to pay attention EX: a student who wants to drop out & you have to convince them its important, Sarah getting a new cell phone A.Opposed audience: against you before you start EX: giving a speech about cell ph.s to the principal, more homework

14. Once you determine what kind of audience you have on your issue you need to figure out how to persuade them. Through the use of Aristotle's Appeals, you will persuade your audience.

15. Aristotle, 384 B.C.-322 B.C.  Greek philosopher & scientists  Logic was designed for science “ for the purpose of attaining the truth ”  Philosophized about existence & challenged Plato ’ s thinking  Greek philosopher & scientists  Logic was designed for science “ for the purpose of attaining the truth ”  Philosophized about existence & challenged Plato ’ s thinking “Aristotle.” Greek and Latin Authors 800 B.C.-A.D. 1000. 1980. Wilson Web. Lincoln High. 31 Mar. 2008

16. Appeal to your audience  Logos (logic)  Ethos (personal credibility)  Pathos (emotions)  Logos (logic)  Ethos (personal credibility)  Pathos (emotions)

17. Logos (logic)  Inductive reasoning Reason which begins with specifics and moves toward a generalization is inductive. Example: Several clubs have reported difficulty completing their business during lunch period. This proves that lunch periods should be longer. Example: You have never had problems with your Honda and it ’ s 15 years old. Your neighbor has a Honda and has not had a problem for the first 50,000 miles. Thus, you reason that Hondas are reliable and good cars.  Inductive reasoning Reason which begins with specifics and moves toward a generalization is inductive. Example: Several clubs have reported difficulty completing their business during lunch period. This proves that lunch periods should be longer. Example: You have never had problems with your Honda and it ’ s 15 years old. Your neighbor has a Honda and has not had a problem for the first 50,000 miles. Thus, you reason that Hondas are reliable and good cars.

18. Inductive examples  If he did his homework (specific), then the whole class has done their homework (general); therefore, we shouldn’t have to do another assignment.  My cat is easy to take care of (specific), therefore all cats must be easy to take care of (general).  If he did his homework (specific), then the whole class has done their homework (general); therefore, we shouldn’t have to do another assignment.  My cat is easy to take care of (specific), therefore all cats must be easy to take care of (general).

19. Logos (logic)  Deductive reasoning Reason which starts with a general observation and moves to specifics is deductive. Example: When people hurry, inefficiency and poor communication are the results. Under current conditions clubs must hurry during meetings times. Therefore, the periods should be lengthened to allow for better club meetings. Example: All students (A) go to school (B). You (C) are a student (A). Therefore, you (C) go to school (B).  Deductive reasoning Reason which starts with a general observation and moves to specifics is deductive. Example: When people hurry, inefficiency and poor communication are the results. Under current conditions clubs must hurry during meetings times. Therefore, the periods should be lengthened to allow for better club meetings. Example: All students (A) go to school (B). You (C) are a student (A). Therefore, you (C) go to school (B).

20. Deductive examples  If the class is going on a fieldtrip (general), and Tom is in the class; then Tom must be going too (specific).  The law says you must wear a helmet when riding a bike (general). Therefore, Jimmy must be wearing a helmet when he rides a bike (specific).  If the class is going on a fieldtrip (general), and Tom is in the class; then Tom must be going too (specific).  The law says you must wear a helmet when riding a bike (general). Therefore, Jimmy must be wearing a helmet when he rides a bike (specific).

21. Deductive: Syllogism  A=B, B=C, THEN C=A (or A=B=C)  Example: (A) To graduate, you need to pass OC. (B) You need to do your informative and persuasive speech to pass OC. Therefore, to graduate (C) you must do your persuasive and informative speech.  A=B, B=C, THEN C=A (or A=B=C)  Example: (A) To graduate, you need to pass OC. (B) You need to do your informative and persuasive speech to pass OC. Therefore, to graduate (C) you must do your persuasive and informative speech.

22. Deductive: Syllogism  Another example:  How would you use syllogism to persuade about global warming?  A= global warming is affecting our world  B= we live on the world  C= we will be affected by global warming  Another example:  How would you use syllogism to persuade about global warming?  A= global warming is affecting our world  B= we live on the world  C= we will be affected by global warming

23. Give your own examples of Inductive and Deductive reasoning on your worksheet. The example can be about anything.

24. Pathos (emotions)  A carefully reasoned argument will be strengthened by an emotional appeal, especially love, anger, disgust, fear, compassion, and patriotism. * “ feeling ” the speech  A carefully reasoned argument will be strengthened by an emotional appeal, especially love, anger, disgust, fear, compassion, and patriotism. * “ feeling ” the speech

25. Pathos (emotions) Examples  If you loved me you would do this.  Gas prices are so high. Doesn’t this anger or frustrate you nothing is being done about it.  Ads that try to get you to sponsor a child.  S.T.O.P. class using your love for your family to get you to drive safe.  News shows showing voting lines to put fear in you to vote early (news uses fear a lot).  If you loved me you would do this.  Gas prices are so high. Doesn’t this anger or frustrate you nothing is being done about it.  Ads that try to get you to sponsor a child.  S.T.O.P. class using your love for your family to get you to drive safe.  News shows showing voting lines to put fear in you to vote early (news uses fear a lot).

26. Ethos (personal credibility)   Convince your audience that you are honest, unbiased, and well informed. They will then trust your values and intentions because you have integrity.  Honesty: Your audience is looking for you to have a strong sense of right and wrong. If you have a good reputation with this people are more likely to listen to you. Don ’ t lie to get your point across.  Competency: Meaning capable of getting the job done. Also, you have a POV that looks at all angles to the issue.  Energy: Through nonverbals like eye contact and gestures,and a strong voice and inflections, a speaker will come across as charismatic.   Convince your audience that you are honest, unbiased, and well informed. They will then trust your values and intentions because you have integrity.  Honesty: Your audience is looking for you to have a strong sense of right and wrong. If you have a good reputation with this people are more likely to listen to you. Don ’ t lie to get your point across.  Competency: Meaning capable of getting the job done. Also, you have a POV that looks at all angles to the issue.  Energy: Through nonverbals like eye contact and gestures,and a strong voice and inflections, a speaker will come across as charismatic.

27. Ethos  How does reputation play into ethos?  Believable  Trustworthy  Knowledgeable  Makes you the one to listen to over others  How does reputation play into ethos?  Believable  Trustworthy  Knowledgeable  Makes you the one to listen to over others

28. Ethos (personal credibility)  How can you gain credibility? 1.Dress up to show you’re serious 2.Be prepared and organized *** 3.Do your research and use it in your speech *** 4.Eye contact *** 5.Relate to your audience (in your speech)  How can you gain credibility? 1.Dress up to show you’re serious 2.Be prepared and organized *** 3.Do your research and use it in your speech *** 4.Eye contact *** 5.Relate to your audience (in your speech)

29. On your worksheet, give an example of your own of persuasion through pathos.

30. Faulty Logic Logic isn’t always right. Sometimes persuasion is used that is faulty with the hope that the listener will not catch the illogic. As a consumer you must watch for faulty logic.

31. Logical Fallacies  The following is not a complete list of logical fallacies.  You don’t need to be able to identify the fallacy’s name in order to know the logic does not work.  Be ready to look for logical fallacies in your own life and arguments.  The following is not a complete list of logical fallacies.  You don’t need to be able to identify the fallacy’s name in order to know the logic does not work.  Be ready to look for logical fallacies in your own life and arguments.

32. Faulty Logic 1.Causal : making a connection b/c one event follows another. EX: Pers. sp. is less important b/c it’s after info. Sp 2.Non Sequitur: an idea or logic that doesn’t follow the previous idea or conclusion. EX: arguing that students should give blood b/c it is final exam week 3.Bandwagon: suggesting that b/c everyone believes something or does something, it must be valid, accurate, or effective. EX: Everybody knows that taxes are too high. 4.Either-or: oversimplifying an issue as offering only 2 choices. EX: solution is either getting portables or raising money 1.Causal : making a connection b/c one event follows another. EX: Pers. sp. is less important b/c it’s after info. Sp 2.Non Sequitur: an idea or logic that doesn’t follow the previous idea or conclusion. EX: arguing that students should give blood b/c it is final exam week 3.Bandwagon: suggesting that b/c everyone believes something or does something, it must be valid, accurate, or effective. EX: Everybody knows that taxes are too high. 4.Either-or: oversimplifying an issue as offering only 2 choices. EX: solution is either getting portables or raising money

33. Faulty Logic 5.Personal Attack: name-calling EX: “She’s just a republican.” 6.Red Herring: irrelevant facts or information used to distract from the issue. EX: in a sp. to address ID problems, the speaker talks about the danger of guns 7.Appeal to Misplaced Authority: using someone w/o the appropriate credentials or expertise to endorse an idea or product. EX: Mrs. Aten endorsing a kind of football 8.Hasty Generalization: reaching a conclusion w/o adequate supporting evidence. EX: One person fails the math test & that means the test was too hard. 5.Personal Attack: name-calling EX: “She’s just a republican.” 6.Red Herring: irrelevant facts or information used to distract from the issue. EX: in a sp. to address ID problems, the speaker talks about the danger of guns 7.Appeal to Misplaced Authority: using someone w/o the appropriate credentials or expertise to endorse an idea or product. EX: Mrs. Aten endorsing a kind of football 8.Hasty Generalization: reaching a conclusion w/o adequate supporting evidence. EX: One person fails the math test & that means the test was too hard.

34. Faulty Logic Examples On your worksheet, come up with one example not listed in the PowerPoint for each of the 8 faulty logics. They may be about whatever you would like as long as they represent the type of faulty logic.

35. Maslow’s Hierarchy of Needs Look at the triangle side.

36. Motivation  Whether your purpose is to affect attitude or behavior, you must provide motivation, an incentive for your audience to believe or act in a certain way. Think about why you do things.

37. What motivates you to:  Why do you come to school?  Why do you say no to drugs?  Why do you exercise everyday?  Why do you refuse to take notes in class?  Why do you listen to what your parents tell you to do?  Why do you come to school?  Why do you say no to drugs?  Why do you exercise everyday?  Why do you refuse to take notes in class?  Why do you listen to what your parents tell you to do?

38. Fear as motivation  Sometimes the motivation is fear. Sometimes it’s the possibility of a reward.  In many instances, you do something because the behavior satisfies a need or desire.  Whatever the case may be, you wouldn’t have changed without it. Thus, when trying to persuade people you need to appeal to what motivates them.  Sometimes the motivation is fear. Sometimes it’s the possibility of a reward.  In many instances, you do something because the behavior satisfies a need or desire.  Whatever the case may be, you wouldn’t have changed without it. Thus, when trying to persuade people you need to appeal to what motivates them.

39. 1. Physiological Need  Are those things that keep a person alive.  Examples: food, water, shelter, sleep  Are those things that keep a person alive.  Examples: food, water, shelter, sleep

40. 2. Safety Need  Involve one’s well-being or sense of security. Safety might need to be felt in physical, family, health, money, etc.  Examples: It’s hard to fall asleep until you know the front door is locked.  Involve one’s well-being or sense of security. Safety might need to be felt in physical, family, health, money, etc.  Examples: It’s hard to fall asleep until you know the front door is locked.

41. 3. Belongingness Need  involve wanting to have friends or to be loved by others  Example: Everyone needs human contact. Everyone needs to feel accepted by others.  involve wanting to have friends or to be loved by others  Example: Everyone needs human contact. Everyone needs to feel accepted by others.

42. 4. Self-esteem Need  Refers to the feelings people have about themselves. People need to like themselves. Humans have a need to be respected, to self-respect and to respect others.

43. 5. Self-Actualization Need  the final level of need, means realizing your full potential. It is the instinctual need of humans to make the most of their unique abilities.

44. Actual product slogans. What’s the motivation?

45.  1.“You can help the victims of the spring tornadoes and thousands of disasters across the country each year by making a financial gift to the Disaster Relief Fund, which enables the Red Cross to provide shelter, food, counseling and other assistance to those in need.”  Self-esteem  1.“You can help the victims of the spring tornadoes and thousands of disasters across the country each year by making a financial gift to the Disaster Relief Fund, which enables the Red Cross to provide shelter, food, counseling and other assistance to those in need.”  Self-esteem

46.  “Hungry? Grab a snickers!”  physiological  “Hungry? Grab a snickers!”  physiological

47.  “ Get a great night's sleep on a Dormia foam mattress, designed for orthopedic support. ”  physiological  “ Get a great night's sleep on a Dormia foam mattress, designed for orthopedic support. ”  physiological

48.  “ Be all that you can be in the Army. ”  Self-actualization  “ Be all that you can be in the Army. ”  Self-actualization

49.  “ You ’ re in good hands. Allstate. ”  safety  “ You ’ re in good hands. Allstate. ”  safety

50. Article Practice  Now, you will be given a product and audience that you need to sell to. Use the above four elements to sell your product. Create a 30 second commercial to get your target audience to buy your product. Write down your commercial as you will be presenting them to the class. The following is an example.  Self-esteem  Now, you will be given a product and audience that you need to sell to. Use the above four elements to sell your product. Create a 30 second commercial to get your target audience to buy your product. Write down your commercial as you will be presenting them to the class. The following is an example.  Self-esteem

51. Example: PRODUCT: hurricane insurance AUDIENCE: someone living in Nebraska  First think about what are you trying to persuade?  “ You might think that hurricanes can ’ t strike the Midwest, but why not? The chances of a hurricane aren ’ t as small as you think. What if they did strike? Would you be prepared? The solution is in Hurricane Insurance from Hurricane Progressive. This is the only way to make sure that if a hurricane did hit the Midwest you would be prepared. Don ’ t be left out in the storm; get the insurance that counts incase of a hurricane, Hurricane Insurance from Hurricane Progressive!  First think about what are you trying to persuade?  “ You might think that hurricanes can ’ t strike the Midwest, but why not? The chances of a hurricane aren ’ t as small as you think. What if they did strike? Would you be prepared? The solution is in Hurricane Insurance from Hurricane Progressive. This is the only way to make sure that if a hurricane did hit the Midwest you would be prepared. Don ’ t be left out in the storm; get the insurance that counts incase of a hurricane, Hurricane Insurance from Hurricane Progressive!