Com 325 Exam 1 -Aristotles basic tenets of persuasion Ethos: The credibility of the orator Logos: The orators speech Pathos: Appeal to the emotions of the audience -Goals of persuasion 1) Focus on attitudes and behaviors 2) Attempt to change attitudes/beh
Test 2 Lecture Notes 2-19-08 Laswell's model Laswell's model of persuasion: Who (source) Says what (message) To whom (target) Through which channel With what effect? Today we are going to start talking about the message. We are going to see how we ca
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COM 325 Exam 1 Review
What is interpersonal influence?
The way in which people are affected by the real and imagined pressures
Attitude: an individuals evaluation of an object, person or issue
COM 325 STUDY GUIDE EXAM #1
- History of Persuasion and Social Influence
Intro to Social Influence
Getting to Yes Notes
Negotiation is a basic means of getting what you want from others. It is back-and-forth communication
designed to reach an agreement when you and the other side have some interests that are shared and others
that are opposed (as
Exam #2 Review
COM 325 Fall, 2015
Getting to Yes
Basically, understand the premise and techniques of the entire text. There are many
good outlines online
Be sure to examine:
The Problem of Reaching an Agreement
Just being "nice" doesn't help you an optima
Learnings from chapter 1
Economic impact of meetings
- 260 billion in direct spending
- 0.06% of the national GDP
- American Express Global Meetings Activity report
- Economic value to host destination
- Meetings Mean Busin
to record an equipment purchased
to record an inventory bought
to record cash re
Lecture 11: Power & Leadership
Developing your Leadership Talk Card
Some minor edits were made to this slideshow by Bri DeAngelis
I. What is Power?
A. Do You Have Power?
1. Control vs. influence.
2. Who has the most power over you?
B. Power is:
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P age |1 Notes for test 2 Cyberspace (and the internet) can be liberating Shy individuals can use online dating sites to overcome inhibitions Low self-esteem individuals prefer asking people out on dates via email People find it allows for a safe pla
Fatal attraction: occurs when a quality now reported as being least attractive was similar to, or a negative interpretation of, a quality once thought to be attractive o Fatal not in a deadly sense but in the "foretelling of a sequence" o Fatal attra
Com 425 (3-13-08)
Rewards Costs Proximity Familiarity Physical attraction Reciprocity Similarity (dissimilarity)
The three things that people ultimately want and feel like they need. These are the rewards that p
Class Notes 2-14 Campaign Contributions o Political action committees (PACs) Real estate ($43M) Securities/investment (34.7M) Health professional ($34M) Insurance ($18.8M) General contractor ($15.5M) Commercial bank ($15.4M) Oil and gas ($14.4
-How is deception related to persuasion? Is this ethical? Deception has persuasive ends to change beliefs, by means of deliberate distortion of the message. We arent good at picking up on deception. Strategies: Distortion: distort the message to better se
-Basics about sequential persuasion techniques 1) Pregiving: Giving the persuade something in advance before asking for compliance, increases liking and reciprocity. Bad: if seen as a bribe. 2) Foot in the door: Making a small request first, and, once it
-Understand the concept of a commitment growing legs Once you are committed to something you rationalize that commitment, which gives it strength without increased influence. -Scarcity definition and connection to psychological reactance Scarcity: cost is
-Definition and three basics of reciprocity Reciprocity: We should try to repay, in kind, what another person has provided for us. Rule runs through all human societies. Punishment for noncompliance = social rejection. Rule Basics: 1) Rule is very powerfu
-Most effective message ordering strategies e.g., primacy, recency Primacy: first thing one hears is most persuasive in a persuasive message. Better if info. Is relevant and interesting. More effective when there is a time delay after both messages. Recen
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