16 Speaking to Persuade The Mc GrawHill Companies

Persuasion Creating, reinforcing, changing people’s beliefs or actions The Mc. Graw-Hill Companies ∙ The

Ethics & Persuasion • Ethical goals • Ethical methods The Mc. Graw-Hill Companies ∙

Degrees of Persuasion The Mc. Graw-Hill Companies ∙ The Art of Public Speaking, 11

Mental Dialogue Mental give & take between speaker & listener The Mc. Graw-Hill Companies

Target Audience Portion of audience speaker most wants to persuade The Mc. Graw-Hill Companies

Persuasive Speeches • Questions of fact • Questions of value • Questions of policy

Question of Fact Deals with truth or falsity of assertion The Mc. Graw-Hill Companies

Question of Fact Specific Purpose: To persuade my audience that an earthquake of 9.

Question of Fact I. California is long overdue for a major earthquake. II. Many

Question of Value Deals with worth, rightness of idea or action The Mc. Graw-Hill

Question of Value Specific To persuade my audience that Purpose: capital punishment is morally

Question of Value I. Capital punishment violates the biblical commandment “Thou shalt not kill.

Question of Policy Whether course of action should or should not be taken The

Passive Agreement • Convinces audience policy is desirable • Avoids encouraging action to support

Passive Agreement “To persuade my audience that a balanced-budget amendment should be added to

Immediate Action Convinces audience to act in support of policy The Mc. Graw-Hill Companies

Immediate Action “To persuade my audience to vote in the next student election. ”

Calling for Action (click above to play) The Mc. Graw-Hill Companies ∙ The Art

Policy Issues • Need • Plan • Practicality The Mc. Graw-Hill Companies ∙ The

Need Is there a problem that requires change from current policy? The Mc. Graw-Hill

Plan What is speaker’s plan to solve the problem with current policy? The Mc.

Presenting Plan (click above to play) The Mc. Graw-Hill Companies ∙ The Art of

Practicality • Will plan solve problem? • Will plan create new problems? The Mc.

Addressing Practicality (click above to play) The Mc. Graw-Hill Companies ∙ The Art of

Policy Organization • Problem-solution • Problem-cause-solution • Comparative advantages • Monroe’s motivated sequence The

Problem-Solution Main Point I: Documents existence of problem Main Point II: Presents solution to

Problem-Solution Specific To persuade my audience that Purpose: the U. S. Congress should pass

Problem-Solution I. The spread of phony pharmaceuticals is a serious problem. II. Solving the

Problem-Cause-Solution Main Point I: Documents problem Main Point II: Analyzes causes Main Point III:

Problem-Cause-Solution Specific To persuade my audience that Purpose: action is required to deal with

Problem-Cause-Solution I. Childhood obesity is a major problem in the United States. II. There

Problem-Cause-Solution (click above to play) The Mc. Graw-Hill Companies ∙ The Art of Public

Comparative Adv. Each main point explains why one solution is preferable to other The

Comparative Adv. Specific To persuade my audience that Purpose: automakers should put greater emphasis

Comparative Adv. I. Unlike hybrid cars, hydrogen cars run entirely without gasoline. II. Unlike

Motivated Sequence Five-step sequence for speeches that seek immediate action The Mc. Graw-Hill Companies

Motivated Sequence Attention: Gain attention Need: Show need for change Satisfaction: Provide solution Visualization:

Motivated Sequence (click above to play) The Mc. Graw-Hill Companies ∙ The Art of

Sample Speech (click above to play) The Mc. Graw-Hill Companies ∙ The Art of

The Mc. Graw-Hill Companies ∙ The Art of Public Speaking, 11 th Edition ©

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Question of Fact Specific Purpose: To persuade my audience that an earthquake of 9. 0 or above on the Richter scale will hit California in the next ten years. The Mc. Graw-Hill Companies ∙ The Art of Public Speaking, 11 th Edition © 2012 Stephen E. Lucas. All rights reserved.

Question of Fact I. California is long overdue for a major earthquake. II. Many geological signs indicate that a major earthquake may happen soon. III. Experts agree that an earthquake of 9. 0 or above could strike California any day. The Mc. Graw-Hill Companies ∙ The Art of Public Speaking, 11 th Edition © 2012 Stephen E. Lucas. All rights reserved.

Question of Value Specific To persuade my audience that Purpose: capital punishment is morally and legally wrong. The Mc. Graw-Hill Companies ∙ The Art of Public Speaking, 11 th Edition © 2012 Stephen E. Lucas. All rights reserved.

Question of Value I. Capital punishment violates the biblical commandment “Thou shalt not kill. ” II. Capital punishment violates the constitutional ban on “cruel and unusual punishment. ” The Mc. Graw-Hill Companies ∙ The Art of Public Speaking, 11 th Edition © 2012 Stephen E. Lucas. All rights reserved.

Passive Agreement • Convinces audience policy is desirable • Avoids encouraging action to support policy The Mc. Graw-Hill Companies ∙ The Art of Public Speaking, 11 th Edition © 2012 Stephen E. Lucas. All rights reserved.

Passive Agreement “To persuade my audience that a balanced-budget amendment should be added to the U. S. Constitution. ” The Mc. Graw-Hill Companies ∙ The Art of Public Speaking, 11 th Edition © 2012 Stephen E. Lucas. All rights reserved.

Policy Organization • Problem-solution • Problem-cause-solution • Comparative advantages • Monroe’s motivated sequence The Mc. Graw-Hill Companies ∙ The Art of Public Speaking, 11 th Edition © 2012 Stephen E. Lucas. All rights reserved.

Problem-Solution Main Point I: Documents existence of problem Main Point II: Presents solution to problem The Mc. Graw-Hill Companies ∙ The Art of Public Speaking, 11 th Edition © 2012 Stephen E. Lucas. All rights reserved.

Problem-Solution Specific To persuade my audience that Purpose: the U. S. Congress should pass legislation curbing the spread of phony pharmaceuticals. The Mc. Graw-Hill Companies ∙ The Art of Public Speaking, 11 th Edition © 2012 Stephen E. Lucas. All rights reserved.

Problem-Solution I. The spread of phony pharmaceuticals is a serious problem. II. Solving the problem of phony pharmaceuticals requires action by the federal government. The Mc. Graw-Hill Companies ∙ The Art of Public Speaking, 11 th Edition © 2012 Stephen E. Lucas. All rights reserved.

Problem-Cause-Solution Main Point I: Documents problem Main Point II: Analyzes causes Main Point III: Presents solution The Mc. Graw-Hill Companies ∙ The Art of Public Speaking, 11 th Edition © 2012 Stephen E. Lucas. All rights reserved.

Problem-Cause-Solution Specific To persuade my audience that Purpose: action is required to deal with the problem of childhood obesity. The Mc. Graw-Hill Companies ∙ The Art of Public Speaking, 11 th Edition © 2012 Stephen E. Lucas. All rights reserved.

Problem-Cause-Solution I. Childhood obesity is a major problem in the United States. II. There are two major causes of the increase in childhood obesity. III. Solving the problem requires dealing with both causes. The Mc. Graw-Hill Companies ∙ The Art of Public Speaking, 11 th Edition © 2012 Stephen E. Lucas. All rights reserved.

Comparative Adv. Specific To persuade my audience that Purpose: automakers should put greater emphasis on developing hydrogen fuel-cell cars than gas-electric cars. The Mc. Graw-Hill Companies ∙ The Art of Public Speaking, 11 th Edition © 2012 Stephen E. Lucas. All rights reserved.

Comparative Adv. I. Unlike hybrid cars, hydrogen cars run entirely without gasoline. II. Unlike hybrid cars, hydrogen cars do not emit any air- polluting exhaust. The Mc. Graw-Hill Companies ∙ The Art of Public Speaking, 11 th Edition © 2012 Stephen E. Lucas. All rights reserved.

Motivated Sequence Attention: Gain attention Need: Show need for change Satisfaction: Provide solution Visualization: Enhance solution by visualizing benefits Action: Urge action for solution The Mc. Graw-Hill Companies ∙ The Art of Public Speaking, 11 th Edition © 2012 Stephen E. Lucas. All rights reserved.