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Chapter 17 - Chapter 17 Using Persuasive Strategies...

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Unformatted text preview: Chapter 17 Using Persuasive Strategies Professor Krueger Establishing Credibility Credibility = the audience's perception of a speaker's competence, trustworthiness, and dynamism The more believable you are to your listening audience, the more success you will have with persuasion Your listeners determine your credibility--NOT you. Three factors of Credibility: competence, dynamism, and trustworthiness Importance of Competence To gain credibility, should have competence. A speaker should be considered informed, skilled, or have knowledge about the subject she/he is talking about. You will be more persuasive if you appear to have knowledge about your topic. Importance of Trustworthiness People will not be persuaded by someone they perceive as lacking honesty. Audiences will look for evidence to prove your believability. Audiences will be skeptical is you are advocating something that directly benefits you. The Importance of Dynamism Dynamism = if the speaker is perceived as energetic A part of dynamism is charisma. Having charisma, means possessing charm, talent, magnetism and other attractive/energetic qualities. Enhancing Credibility Speakers do this in 3 phases: 1.initial credibility 2.derived credibility 3. terminal credibility Organization of Persuasive Speeches Two Most Common Formats: 1. Monroe's Motivated Sequence ProblemCauseSolution Format 1. 1. Attention Gain the attention of the audience relevant to the audience based on the audience's core concerns 2. Need Make the audience feel a need for change help the audience realize that there is a problem to solve 3. Satisfaction Satisfy the sense of need by providing a solution to the problem realistic relevant 4. Visualization Intensify desire for the solution by visualizing its Benefits help the audience see the solution or outcomes; help them see the relevancy 5. Action Urge the audience to take action in support of the solution Depends on the Audience... Help them: Rethink their present way of thinking Continue to believe as they do but with renewed vigor Implement a new set of behaviors or plan of action Monroe's Motivated Sequence Lucas, S. (2005). The Art of Public Speaking. ProblemCauseSolution Format Three main points: 1. Indentifying a problem 2. Analyzing the causes of the problem 3. Presenting a Solution to the Problem ...
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