Term
|
Definition
| the portion of the whole audience that the speaker most wants to persuade |
|
|
Term
|
Definition
| a question about the truth or falsity of an assertion |
|
|
Term
| organizing questions of fact |
|
Definition
| each main point your speech will present a reason why someone should agree with you |
|
|
Term
|
Definition
| a question about the worth, rightness, morality, and so forth of an idea or action |
|
|
Term
| organizing questions of value |
|
Definition
1st main point to establishing the standards for your value judgment
2nd main point to applying those standards to the subject of the speech |
|
|
Term
|
Definition
| a question about whether a specific course of action should or should not be taken |
|
|
Term
| speeches to gain passive agreement |
|
Definition
| a persuasive speech in which the speaker's goal is to convince the audience that a given policy is desirable without encouraging the audience to take action in support of the policy |
|
|
Term
| speeches to gain immediate action |
|
Definition
| a persuasive speech in which the speaker's goal is to convince the audience to take action in support of a given policy; need, plan, and practicality |
|
|
Term
| what is need, plan, and practicality? |
|
Definition
need-is there a serious problem or need that requires change?
plan-what's the plan to solve the problem?
practicality-will it work? |
|
|
Term
|
Definition
| the obligation facing a persuasive speaker to prove that a change from current policy is necessary |
|
|
Term
|
Definition
| a method of organizing persuasive speeches in which the first main point deals with the existence of a problem and the second main point presents a solution to the problem |
|
|
Term
| problem-cause-solution order |
|
Definition
| a method of organinzing persuasive speeches in which the 1st main point identifies a problem, the second main point analyzes the causes of the problem, and the third main point presents a solution to the problem |
|
|
Term
| comparative advantages order |
|
Definition
| a method of organizing persuasive speeches in which each main point explains why a speaker's solution to a problem is preferable to other proposed solutions |
|
|
Term
| monroe's motivated sequence |
|
Definition
attention - get audience's attention
need- make the audience feel the need for change
satisfaction - satisfy the need by providing a solution
visualization 0 use vivid imagery to show the audience how they will benefit from the solution
action-tell the audience what they need to do and how to do it |
|
|
Term
|
Definition
| credibility of a speaker before she or he starts to speak |
|
|
Term
|
Definition
| credibility of a speaker produced by everything he/she says or does during speech |
|
|
Term
|
Definition
| credibility of a speaker at the end of the speech |
|
|
Term
|
Definition
| technique in which speaker connects himself with the values, attitudes, or experiences of the audience |
|
|
Term
|
Definition
| show evidence that is new to audience (more likely persuasive) |
|
|
Term
|
Definition
| an error in reasoning from specific instances, in which a speaker jumps to a general conclusion on the basis of insufficient evidence |
|
|
Term
|
Definition
| an error in causal reasoning in which a speaker mistakenly assumes that because one event follows another, the first event is the cause of the second |
|
|
Term
|
Definition
| an analogy in which the two cases being compared are not essentially alike |
|
|
Term
|
Definition
| a fallacy that introduces an irrelevant issue to divert attention from the subject under discussion |
|
|
Term
|
Definition
| a fallacy that attacks the person rather than dealing with the real issue in dispute |
|
|
Term
| either-or (false dilemma) |
|
Definition
| a fallacy that forces listeners to choose between two alternatives when more than two alternatives exist |
|
|
Term
|
Definition
| a fallacy that assumes that because something is popular, it is therefore good, correct, or desirable |
|
|
Term
|
Definition
| a fallacy that assumes that taking a first step will lead to subsequent steps that cannot be prevented |
|
|
Term
| theory of cognitive dissonance aka CD (basically repeating shit like hell) |
|
Definition
people like consistency;
exposure to CD;
people are driven to reduce CD;
to persuade, create CD and offer a way to reduce the dissonance |
|
|
Term
|
Definition
competence - speaker's intelligence and knowledge of subject
character - speaker's sincerity and trustworthiness
dynamism - enthusiasm |
|
|
Term
| general strategies for cultivating emotions |
|
Definition
use language intensity;
use vivide exmaples with imagery;
use sincere and enthusiastic delivery;
use emotionally laden visual aids |
|
|
Term
| strategies for establishing credibility |
|
Definition
explain your experience;
cite many credible sources;
cite credible sources respected by the audience;
esablish common ground with the audience;
use sound reasoning;
use language intensity;
use sincere delivery;
use enthusiastic delivery |
|
|
Term
| deductive reasoning - reasoning from principle |
|
Definition
reasoning from the general to specific;
syllogism - formal logic consisting of a major premise, minor premise and a conclusion
support both premises with evidence if needed |
|
|
Term
| inductive reasoning - reasoning from reality |
|
Definition
reasoning from the specific to the general;
avoid hasty generalizations - jumping to conclusions with insufficient evidence
reinforce inductive reasoning with statistical data |
|
|
Term
| causal - cause and effect relationship |
|
Definition
a force (cause) that is sufficient and necessary to produce a particular outcome (effect)
avoir oversimplifying effects to one cause |
|
|
Term
| analogical - reasoning from parallel cases |
|
Definition
a comparison of two similar cases for inferring what is true for the first case is also true for the second
make sure the two cases (or points of comparison) are essentially alike |
|
|
Term
| two-sided appeals: when to use with an audience |
|
Definition
when they will be exposed to opposing side
when they initially disagree with your position
when the audience is intelligent |
|
|
Term
| two-sided appeals: presenting a two-sided appeal |
|
Definition
present your case first
clearly state counterargument
refute the counterargument with reasoning and evidence |
|
|
