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| the process of attempting to change or reinforce attitudes, beliefs, values, or behavior |
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| using force to achieve your goal. using weapons, threats, and other unethical strategies may momentarily achieve what you want, but it certainly is not appropriate or ethical to use such means |
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| when you are presented with information that is inconsistent with your current thinking or feelings, you experience a kind of mental discomfort |
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| motivates the behavior of all people. basic physiological needs (such as needs for food, water and air) have to be satisfied before we attend to any other concern |
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| a learned predisposition to respond favorably or unfavorably to something |
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| the way in which we structure our perception of reality--our sense of what is true or false |
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| an enduring conception of right or wrong, good or bad |
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| statement with which they want their audience to agree |
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| claims that something is or is not the case or that something did or did not happen |
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| a call for the listener to judge the worth or importance of something |
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| advocates a specific action--changing a regulation, procedure, or behavior |
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| emphasizing the credibility or ethical character of a speaker |
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| using emotional appeals to move an audience |
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| an audience's perception of a speaker's competence, trustworthiness, and dynamism |
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| a speaker should be informed, skilled, or knowledgable about the subject he or she is discussing |
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| while delivering a speech, you need to convey honesty and sincerity to your audience |
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| a form of dynamism. a characteristic speaker possesses charm, talent, magnetism, and other qualities that make the person attractive and energetic |
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| this is the impression of your credibility listeners have even before you begin speaking |
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| this is the perception your audience forms as you deliver your presentation |
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| the perception of your credibility your listeners have when you finish your presentation |
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| consists of both evidence and reasoning |
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| another word for the illustrations, definitions, statistics, and opinions that are your supporting material |
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| the process of drawing conclusions from your evidence |
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| reasoning that arrives at a general conclusion from specific instances or examples |
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| a special type of inductive reasoning. an analogy demonstrates how an unfamiliar idea, thing, or situation is similar to something the audience already understands |
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| reasoning from a general statement or principle to reach a specific conclusion |
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| a three part argument that consists of a major premise, a minor premise, and a conclusion |
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| when you relate two or more events in such a way as to conclude that one or more of the events probably caused the others |
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| false reasoning that occurs when someone attempts to persuade without adequate evidence or with arguments that are irrelevant or inappropriate |
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| making a faulty cause-and-effect connection between two things or events |
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| someone who argues that "everybody things that, so you should too" |
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| This oversimplifies the issue by offering only two choices and ignores the fact that there may be other solutions |
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| a person who tries to draw a conclusion from too little evidence or nonexistent evidence |
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| making this on someone connected with an idea, rather than addressing the idea itself |
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| someone who argues against an issue by bringing up irrelevant facts or arguments to distract others from this issue |
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| appeal to misplaced authority |
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| using someone without the appropriate credentials or expertise to endorse an idea or product |
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| your idea or conclusion does not logically follow from the previous idea or conclusion |
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| an organizational strategy by which you identify objections to your proposition and then refute those objections with arguments and evidence |
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| a five-step organizational plan that integrates the problem-and-solution organizational method with principles that have been confirmed by research and practical experience. The five steps involved are attention, need, satisfaction, visualization, and action |
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| a word or picture of the future |
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| you paint a rosy picture of how wonderful the future will be if your satisfaction step is implemented |
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| you paint a bleak picture of how terrible the future will be if nothing is done; you use a fear appeal to motivate your listeners to do what you suggest to avoid further problems |
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