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100speakpers - Charisma(engaging likable enthusiastic Three...

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Com 100 Principles of Persuasion Sample issues: Don’t drive drunk (change behavior) Will a new fence at the border reduce immigration (change belief) Gay partners should/should not benefit from legal unions (change attitude) Start a block watch in your neighborhood. Persuasion = The use of communication (arguments, evidence) to reinforce, modify, or change attitudes, beliefs, values, or actions. Why is it important (Aristotle)? 1. to prevent the triumph of injustice 2. a method of instruction 3. understanding both sides of an issue (e.g., debates) 4. a means of self defense Unethical means of persuasion 1. coercion 2. manipulation Ethical Persuasive Appeals Logic (Ethos): deductive vs inductive Emotional (Pathos ): Fear appeals (be cautious) 1. established a real danger or threat 2. moderate fear can work best 3. speaker/arguments must be credible Credibility (ethos appeals) Expertise Trustworthiness (honest/objective)
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Unformatted text preview: Charisma (engaging, likable, enthusiastic) Three Persuasion hierarchies Classical Emotional Compliance Cognition Emotion Behavior Emotion Cognition Cognition Behavior Behavior Emotion “Central” vs “peripheral” processing Persuasive appeals (samples): “Foot in the door” strategy Sex appeals Humor appeals Snob (status) Appeals Motivated sequence (for persuasive speeches): 1. Get the audience’s attention 2. Establish need/problem 3. Propose a satisfying solution 4. Help audience visualize a solution 5. Motivate audience to take action Recognize bad arguments 1. Ad hominen (personal attacks) 2. Red herring (distraction, irrelevance) 3. Straw man (focusing on a poor example of the large issue) 4. Sweeping generalizations (includes stereotypes) 5. Non sequiter: a true claim that does not follow from the previous argument...
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100speakpers - Charisma(engaging likable enthusiastic Three...

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