persuasive strategies chapter 22. identify whether you need a proposition of fact, value, or of...

Persuasive Strategies

Chapter 22

• Identify whether you need a proposition of fact, value, or of policy (more shortly)

• Use stock issues to help you analyze your topic

• ** Use a specific, planned organizational pattern **

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Analyze your Persuasive Goals

• Favorable audience• Neutral audience • Unfavorable audience

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Adjust Your Content Based on Your Audience Attitudes

• Use emotional appeals to intensify your listeners’ support

• Seek a public commitment from listeners

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Favorable Audience

• Tell your audience exactly what actions they can take

• Give your listeners ammunition to answer opposing points

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Favorable Audience

• Create an environment by letting your listeners “fill in the blanks” in your argument– Enthymeme -- an informally stated

syllogism (a three-part deductive argument) with an unstated assumption that must be true...

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Favorable Audience

• Use plenty of attention factors• Make sure your point is clear

and understandable

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Neutral Audience

• Present the most recent evidence and examples you can find

• Send your message in multiple ways to engage the senses

• Blend logic and emotional appeals

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Neutral Audience

• Be realistic about what change you ask listeners to make

• Emphasize common ground• Be very thorough in your

reasoning• Build your credibility by being

fair and open minded

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Unfavorable Audience

• Use Monroe’s Motivated Sequence to engage your audience

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Organize Your Points for Optimal Persuasive Impact

1. Attention step2. Need step3. Satisfaction step4. Visualization step5. Action step

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Organize Your Points for Optimal Persuasive Impact

• Compare the advantages of two proposals as a way of organizing your speech

• Place Your Strongest Points First or Last

• Consider Dealing with Opposing Arguments

What kind of proposition?• Proposition of fact

– Draw inferences from available date– Is / is not

• Proposition of value– Good or bad, right or wrong

• Proposition of policy– Most common, most complex– Advocates specific course of action– Should / should not

Types of claims (propositions)

• When addressing whether something is true or not, or something will or won’t happen--make a claim of fact

• When addressing an issue that relies on individual judgment of right or wrong for its resolution, make a claim of value.

• When proposing a specific outcome or solution to an issue, make a claim of policy.

• Write your specific purpose to include one

Organizing Persuasive Messages

• Problem-solution (p. 148)• Comparative Advantages (p. 324)• Refutation Pattern (p. 325)• Motivated Sequence

1. Attention2. Need3. Satisfaction4. Visualization

5. Action

• You must use one of these -- list at top of outline

Example: Problem-Solution

• I. The Nature of the Problem

• II. Reasons for the Problem

• III. Unsatisfactory Solutions

• IV. Proposed Solution

The Bottom Line

• Read and peruse lots of sources

• Use the best 10 or so sources -- Retrievable reminder

• Make it clear to the audience where your information comes from

• Define terms, identify people

• Know the topic well and speak with conviction

What type evidence?• Examples, stories, testimony, facts,

statistics…• Distortion -- what is truth?• Historical vs. contemporary views• Sources of your evidence• Sources of visual aids• APA style -- accurate does matter

Ethics and appeals

• Teleological vs. deontological• Emotional vs. rational appeals• Audience sensitivity• Life Cycle analysis• Demographics differences• Culture and subcultures

Persuasive Speech final topics...

...questions

Modes of Delivery

Chapter 23

• Begin with a fully developed outline

• Convert the full-sentence outline into a key word or key phrase outline

• Word the speech• Convert your keyword outline to

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Use of Four Steps to Prepare an Extemporaneous Speech

• Keep your composure• Select a theme• Select organizational framework• Whenever possible, plan your

first and last sentence

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Remember Four Steps When Speaking Impromptu

• When the time allotted is specific and inflexible / duplicate deliveries required

• The wording is extremely critical• The style is extremely important

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Speaking from a Manuscript

• Don’t write it out by hand• Use capital and lowercase letters

in a standard sentence format• Print on heavy paper• Make sure letters are dark and

legible

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Prepare an Easily Readable Manuscript

• Memorize the structure first• Read the speech aloud several

times, then paragraph by paragraph

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Memorize Certain Manuscript Speeches

• As you practice, visualize giving the speech

• Do not go into a trance when delivering the speech

• If you go blank, recall the structure of the speech

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Memorize Certain Manuscript Speeches

Practice Sessions

Chapter 24

• Form a feedback support group• Get guidelines for feedback

Get Effective Feedback

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• Use early sessions to flesh out your outline

• Use middle sessions to get feedback

Allow Time for Three Stages of Practice

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• Practice in front of others and ask for their feedback

• Record your practice session and analyze your performance

Allow Time for Three Stages of Practice

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• Use final sessions for refinements

• Make it as realistic as possible

Allow Time for Three Stages of Practice

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• Include key words, phrases and material that is to be cited directly

• Prepare speech notes in a format that aids delivery

• Preparing speech notes on note cards

Prepare Speech or Speaker’s Notes

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• If your speech is too long– Consider cutting out an entire point– Eliminate redundant evidence– Reduce narratives

Fit Your Speech into the Time Limit

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• If your speech is too long– Eliminate long stories– Use visuals or handouts– Speak simply– Is this too complex a topic?

Fit Your Speech into the Time Limit

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• If your speech is too short– Make sure all of your points are

well developed– Use repetition– Is this a good enough topic?

Fit Your Speech into the Time Limit

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• If your speech is too short– Make sure you have proved all of

your points– Do some more research– Change organizational pattern?

Fit Your Speech into the Time Limit

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• Doing mental rather than oral / physical practices

• Avoid too many critics

Avoid Common Practice Pitfalls

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• Avoid over preparation• Avoid self-consciousness rather

than audience consciousness

Avoid Common Practice Pitfalls

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Adapting to the Speech Situation

Chapter 28

• If your audience seems bored or restless

• If you are not getting the agreement from the audience you expected

Prepare & Adapt to Audience Reactions

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• If your audience is less informed that you expected

• If your audience is more informed than you expected

Prepare & Adapt to Audience Reactions

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• If you audience is more heterogeneous than you expected

Prepare & Adapt to Audience Reactions

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• Check for possible sources of distractions

• Ignore low level distractions in your speech

• Incorporate distractions into your speech

Take Steps to Prevent Distractions

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• Make necessary interruptions as short as possible and draw your listeners back into the speech

Take Steps to Prevent Distractions

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• The verbal heckler– First-level tactics– Second-level tactics

• The nonverbal heckler

Responding to Hecklers

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Answering Questions

Chapter 29

• Come prepared• Invite & answer audience

questions straightforwardly

Answering Questions

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• The person who wants to give a speech

• The person who wants to have an extended dialogue

• The person who wants to pick a fight

Manage Self-Indulgent Questioners

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