Heinrichs Chapters 16 17 Presented by Lizzy Salmon

Heinrichs Chapters 16 -17 Presented by: Lizzy Salmon and Kyoung

Chapter 16: Know whom to trust ¡What made the mother buy the pool table for her husband? ¡Basic ethos technique: Disinterest, virtue, and practical wisdom ¡Understanding what your audience or customer wants and needs are ¡Look for the disconnects!

Terms for Chapter 16 ¡ A state of character- Means rhetorical virtue, exists only during the argument itself, and it adapts to the audience’s expectations, not the persuader’s. ¡ Concerned with choice- lacks rhetorical virtue, a persuader who tries to distract you or threatens you by pitching an argument. ¡ 1. ) Apply the needs test (disinterest)- are the persuader’s needs your needs? Whose needs is the person meeting? ¡ 2. ) Check the extremes (virtue)- How does he describe the opposing argument? How close is her middle-of-theroad to yours?

Example of knowing who to trust ¡https: //www. youtube. com/watch? v=9 t. Icnydrw. FY

Chapter 17: Find the sweet spot ¡ Caring- Do you share the same needs, and interpret them the same way? ¡ Cause- Do you share the same values? ¡ Craft- What is likely to happen and what are the best decisions under the circumstances? ¡ The “that depends” filter: Does the persuader want to know the exact nature of your problem? ¡ Comparable experience: Where did they get their information? ¡ “Sussing” ability: Can the persuader cut to the case of an issue?

Spotting problems ¡Can the person answer your question in a timely manner? ¡Be aware of the “that depends” ¡Ethos (caring, cause, and, craft) are used many different reasons

Example: Find the sweet spot ¡ https: //www. youtube. com/watch? v=HSh 7 FRalwdg