SPEAKING TO PERSUADE

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor

SPEAKING TO PERSUADE Consider this: Will everyone always agree with everything you have to say? What are we up against when we seek to persuade? We are playing with people’s minds, with their thought processes. • Persuasion Is A Psychological Process KimAlyse Popkave, M.Ed., CMI, CPPC Instructor

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Without Disagreement, There Would Be No Need For Persuasion • Two Or More Points Of View In Complete Opposition • Disagreement By Degree

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Of All Types Of Public Speaking, Persuasion Is The Most Complex & Challenging

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Controversial Topics • People’s most basic attitudes, values, & beliefs • Some listeners may be so committed to these attitudes, values & beliefs that they cannot be persuaded

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Speakers Must Enter A Speaking Situation With Realistic Goals • Consider the speech a success if the speaker has persuaded even a few audience members to reexamine their views

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor Audiences Engage In A Mental Give-and-Take With The Speaker

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Make Judgments As To • Credibility • Delivery • Supporting Materials • Language • Mental Argument With Speaker

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Target Audience • Part Of The Audience The Speaker Most Wants To Reach • Uncommitted Listeners Who Are Leaning Towards Agreement With The Speaker’s Views

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • During Speech Preparation, Consider The Values & Concerns Of The Target Audience

SPEAKING TO PERSUADE ? ? ? ? ? • Questions Of Persuasion • Questions Of Fact • Questions Of Value • Questions Of Policy KimAlyse Popkave, M.Ed., CMI, CPPC Instructor

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Questions of Fact • Seek to persuade based on the facts of the particular issue

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Questions of Fact • Some questions of fact can be answered with certainty • How far is it from Schnecksville to Carbon?

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Questions of Fact • Other questions of fact are not so certain • Will the economy be better or worse next year?

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Questions Of Fact • Aim Is Different Than For An Informative Speech

SPEAKING TO PERSUADE • To Persuade — Present Facts In A Way That Listeners Accept The Speaker’s View Of The Facts • Example: • The Legal System • To Inform — Impart Info In An UnbiasedManner Questions Of Fact KimAlyse Popkave, M.Ed., CMI, CPPC Instructor

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Questions Of Fact • Topical Order • Each Main Point Presents A Reason Why The Audience Should Agree • Must Be Logical & Consistent

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Questions Of Value • Require Judgments Based Upon One’s Beliefs • Right/Wrong • Good/Bad • Moral/Immoral

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Questions Of Value • Speaker needs to Justify Value Judgments According to Clearly Defined Standards • 1st Step — Define Speaker’s Standards For Value Judgment • 2nd Step — Judge the Subject Against Those Standards

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Questions Of Value • Topical Order • First Main Point Establishes Standards For Speaker’s Value Judgments • Second Main Point Applies ThoseStandards To The Speech Topic

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Questions of Policy • Deal With Specific Courses of Action • May involve Questions of Fact & Value, But Go Beyond To Make a Decision On What Should Or Should Not Be Done

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Questions Of Policy • 2 Types: • To Gain Passive AgreementThat Policy Is Desirable • To Motivate The Audience To Take Immediate, Decisive Action

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Questions Of Policy • 3 Basic Issues:

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Need • Prove There Is A Need For Change

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Plan • Suggest A Specific Plan (Policy) That Will Solve The Need

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Practicality • Show That The Plan Is Workable & Will Solve The Need Without Creating New Problems

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Questions Of Policy • Types Of Organization: • Problem Solution • Prove Existence Of Problem • State The Solution

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Questions Of Policy • Problem — Cause — Solution • Prove Existence Of Problem • Analyze Causes Of Problem • State The Solution

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Questions Of Policy • Comparative Advantages • Devotes Each Main Point To Why Speaker’s Plan Is Preferable To Other Plans

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Questions of Policy • Monroe’s Motivated Sequence • 5 Steps:

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Attention • Gain Attention & Interest

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Need • Show Need For Change

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Satisfaction • Present Plan That Will Remedy The Need

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Visualization • Visualize Benefits & Practicality of The Plan

SPEAKING TO PERSUADE KimAlyse Popkave, M.Ed., CMI, CPPC Instructor • Action • Urge Audience To Take Action To Support The Plan

SPEAKING TO PERSUADE