Oratory is the power to talk people out of their sober and natural opinions.  ~Joseph Chatfield

Oratory is the power to talk people out of Oratory is the power to talk people out of their sober and natural opinions.  their sober and natural opinions. 

~Joseph Chatfield~Joseph Chatfield

http://www.google.com/imgres?q=persuasion&start=92&hl=en&sa=X&biw=1146&bih=556&addh=36&tbm=isch&prmd=imvnsb&tbnid=dszJy6JxdRxpaM:&imgrefurl=http://lapersuasion.blogspot.com/&docid=PdRMlQnNyIexCM&imgurl=http://1.bp.blogspot.com/_0oKoTN4-zdk/Ssuz9tPhCNI/AAAAAAAAAAk/bqgh2Oiacio/S1600-R/persuasion.jpg&w=800&h=296&ei=LS6UT4bWN-Lk6QGEgum1BA&zoom=1&iact=hc&vpx=611&vpy=212&dur=33&hovh=136&hovw=369&tx=237&ty=63&sig=102736526451148650688&page=7&tbnh=72&tbnw=195&ndsp=17&ved=1t:429,r:4,s:92,i:13

Persuasion DefinedPersuasion Defined the process of motivating the process of motivating

someone, through communication, someone, through communication, to change a particular belief, to change a particular belief, attitude, or behaviorattitude, or behavior

http://www.google.com/imgres?q=persuasion&hl=en&sa=X&biw=1146&bih=556&tbm=isch&prmd=imvnsb&tbnid=ZoId95B6ke574M:&imgrefurl=http://youngmogulsociety.com/persuasion-strategies-of-a-good-leader&docid=b05A0I4ST13v0M&imgurl=http://youngmogulsociety.com/wp-content/uploads/2012/02/Persuasion.jpg&w=336&h=387&ei=1CuUT9oG5eTpAeCb2YUE&zoom=1&iact=rc&dur=237&sig=102736526451148650688&page=2&tbnh=163&tbnw=141&start=13&ndsp=16&ved=1t:429,r:6,s:13,i:181&tx=103&ty=49

http://recoveringengineer.com/communication-skills/five-secrets-for-more-persuasive-writing/

AristotleAristotle

-wrote -wrote RhetoricRhetoric over 2,500 years ago; still over 2,500 years ago; still considered most influential book written on the considered most influential book written on the subject subject

-three sources of persuasion come from -three sources of persuasion come from Aristotle (Aristotle (11Ethos, Ethos, 22Pathos, Pathos, 33Logos).Logos).

A: History of PersuasionA: History of Persuasion

**Can **Can the the audiencaudience trust, e trust, respect, respect, and and believe believe the the speakerspeaker??

**Does the **Does the speaker speaker show show he/she is he/she is deserving deserving of trust?of trust?

Eth

ical

Ap

pea

l or

Cre

dib

ility

convinced by the convinced by the character of the character of the

personperson

• Personality (image)Personality (image)• ReputationReputation

we believe ppl we we believe ppl we respectrespect

• Character/Appearance of theCharacter/Appearance of thespeakerspeaker

Typ

es of E

tho

sT

ypes o

f Eth

os

• appeal to age and experienceappeal to age and experience• reverence for civic virtuereverence for civic virtue• patriotism and public-spiritednesspatriotism and public-spiritedness• display of piety: devoted to religiondisplay of piety: devoted to religion• follow rules of decorum: avoid follow rules of decorum: avoid delicate issuesdelicate issues• model restraintmodel restraint

Improve your ethical appeal!Improve your ethical appeal!

Show a high degree of confidence and competenceShow a high degree of confidence and competence Be sincere Be sincere Be well prepared Be well prepared Be Be honesthonest

Responsible (ethical) persuasion means telling the truth as you Responsible (ethical) persuasion means telling the truth as you have discovered it.have discovered it.

Show genuine interest in the audienceShow genuine interest in the audience Charisma Charisma Speak directly to a member or two of your audienceSpeak directly to a member or two of your audience

Refer to your personal experienceRefer to your personal experience Mention your qualificationsMention your qualifications Identify common interests with the audienceIdentify common interests with the audience

Use questions and outside evidenceUse questions and outside evidence

2. Pathos2. Pathos

Emotional Emotional AppealAppeal

appealing appealing persuading persuading by to the by to the audience’s audience’s emotionsemotions

Cartoon-homework: Cartoon-homework: http://www.blgconsultinggroup.com/blog/bid/39081/Best-Practices-in-Sales-The-Six-Principles-of-Persuasion

Types of PathosTypes of Pathos

Write down 2-3 of the following:Write down 2-3 of the following: lay claim to qualities that the audience will lay claim to qualities that the audience will

respectrespect

stress disadvantages of speaker’s situation stress disadvantages of speaker’s situation as a claim to pityas a claim to pity

arouse hostility against opponentarouse hostility against opponent

generate prejudice through irrelevant generate prejudice through irrelevant informationinformation

incite fearincite fear

plea for pityplea for pity

Types of audiencesTypes of audiences

positive: keep them positive: keep them happy or make them happy or make them happierhappier

neutral: needs more neutral: needs more informationinformation

disinterested: needs to disinterested: needs to be shown how the be shown how the subject affects them subject affects them (light a fire).(light a fire).

negative: needs to be negative: needs to be “softened up,” use “softened up,” use evidenceevidence

3. Logos3. Logos

Lo

gic

Arg

um

en

tL

og

ic A

rgu

me

nt

htt

ph

ttp

://

:// b

log

s.o

ucs

.ox.

ac.u

k/o

pen

spir

es/2

011/

03/1

8/en

gag

ing

-sta

ff-i

n-o

er-p

ersu

asio

n-s

up

po

rt-a

nd

-rew

ard

blo

gs.

ou

cs.o

x.ac

.uk/

op

ensp

ires

/201

1/03

/18/

eng

agin

g-s

taff

-in

-oer

-per

suas

ion

-su

pp

ort

-an

d-r

ewar

d//

Logical AppealsLogical Appeals

persuading persuading through the through the use of use of reasoning:reasoning:

•argumentargument•evidenceevidence•expert expert OpinionOpinion

argument:argument: a set of one or more a set of one or more declarative sentences (premises) declarative sentences (premises) along with another declarative along with another declarative sentence (conclusion)sentence (conclusion)

deductive reasoning:deductive reasoning: an argument an argument that is that is validvalid and and soundsound Ex: Ex: P1:P1: All men are mortal.All men are mortal.

P2: Zeus is a man.P2: Zeus is a man.C.: C.: Zeus is mortal.Zeus is mortal.

valid:valid: if the conclusion seems to logically follow the if the conclusion seems to logically follow the premisespremises

sound:sound: when the conclusion logically follows and when the conclusion logically follows and the premisesthe premises

Evidence + Reasoning = ProofEvidence + Reasoning = ProofDataData + Warrant = Claim + Warrant = Claim Data/Evidence: Materials shown and facts Data/Evidence: Materials shown and facts

given by the speaker.given by the speaker.

Warrant/Reasoning: Words providing a Warrant/Reasoning: Words providing a transition or mental jump from transition or mental jump from datadata to to claim.claim.

Claim/Proof: That which the speaker wants Claim/Proof: That which the speaker wants the audience to believe.the audience to believe.

Each listener has their own thinking Each listener has their own thinking process (what they think is logical).process (what they think is logical).

Persuasion Activity $10,000Persuasion Activity $10,000

Group 1: you should get all the money.Group 1: you should get all the money.

Group 2: you should spend the money on a Group 2: you should spend the money on a teacher appreciation day.teacher appreciation day.

Group 3: you should spend the money on the Group 3: you should spend the money on the class.class.

Group 4: you should give the money to an Group 4: you should give the money to an organization of your choice.organization of your choice.

Group 5: you should spend the money on a Group 5: you should spend the money on a Senior class field trip to ______. (1 day)Senior class field trip to ______. (1 day)

Group 6: you should give all the money to Tech Group 6: you should give all the money to Tech High School.High School.

C: Conditions for C: Conditions for Persuasive SpeechesPersuasive Speeches

1.1. know your own reasoningknow your own reasoning

2.2. need to believe what you are need to believe what you are arguingarguing

3.3. answer the question: Why do answer the question: Why do these ppl not already believe these ppl not already believe or do like I do on this matter?or do like I do on this matter?

4.4. strive to avoid offending deeplystrive to avoid offending deeply

D: Types of Persuasive D: Types of Persuasive SpeechesSpeeches

1.1. Speech to ConvinceSpeech to Convince speaker attempts only to modify the speaker attempts only to modify the

audiences’ attitudes, opinions, or beliefs, audiences’ attitudes, opinions, or beliefs, rather than to motivate them to take actionrather than to motivate them to take action

2.2. Speech to ActuateSpeech to Actuate speaker supplies motivation; tries to motivate speaker supplies motivation; tries to motivate

the audience to do something in particularthe audience to do something in particular

3.3. Speech to StimulateSpeech to Stimulate urges an audience to do/believe something urges an audience to do/believe something

that they already do/believethat they already do/believe must have a fresh approach for each must have a fresh approach for each

encounter with the audienceencounter with the audience

E: Monroe’s Motivated E: Monroe’s Motivated SequenceSequence

1.1. Attention stepAttention step draw attention to your subject draw attention to your subject

2.2. Need stepNeed step establish the problemestablish the problem

3.3. Satisfaction stepSatisfaction step propose a solutionpropose a solution

4.4. Visualization stepVisualization step describe the result of the solutiondescribe the result of the solution

5.5. Action stepAction step direct appeal for the audience to do somethingdirect appeal for the audience to do something

F: Creating a Persuasive F: Creating a Persuasive MessageMessage

1.1. Describe the ProblemDescribe the Problem discuss nature of problem; show how problem discuss nature of problem; show how problem

affects audienceaffects audience

2. Describe the Solution2. Describe the Solution show plan will work; discuss the advantages of show plan will work; discuss the advantages of

the planthe plan

3. Describe the desired audience reaction3. Describe the desired audience reaction explain exactly what audience should do; explain exactly what audience should do;

describe benefits of the response you are describe benefits of the response you are seekingseeking

Work CitedWork Cited

Stephen E. Lucas’ Stephen E. Lucas’ The Art of The Art of Public Speaking (8th ed.)Public Speaking (8th ed.)