PERSUASIVE SPEECH ON A QUESTION OF FACT
PERSUASIVE SPEECH ON A QUESTION OF VALUE
PERSUASIVE SPEECH ON A QUESTION OF POLICY
NEED, PLAN, PRACTICALITY
MONROE'S MOTIVATIONAL SEQUENCE
PERSUASIVE SPEAKING DEFINITION:
intended to
affect the attitudes and belief of listeners
-- using combination of
logic and appeal
-- always consider the
needs of audience
example:
explaining the electoral college is speaking to inform
advocating popular election of president is speaking to persuade
NATURE OF PERSUASION
* urging group to change attitude and/or belief
-- take action
-- do things they may be
reluctant to do
When you speak to persuade: acting as an advocate
* change people's minds
* get them to agree to you
* act on that belief
Your goal might be:
* defending idea
* refuting an opponent
* sell a program or idea
* inspire to action
To do it, you must communicate info clearly>>
-- informative speaking
an important aspect of persuasive speaking
persuasive speaking more complex and ambitious
-- audience analysis
more important
controversial topics: it is easy to "polarize" your audience
you are dealing with audience knowledge of topic AND beliefs
-- some will, some
will not, already be on your side
-- only some can be persuaded
-- you need realistic sense
of what you can accomplish
Aristotle: brief notes
Aristotle's passion: to record the known world
-- with 1,000 employees,
created 400 books
-- one was the foundation
of persuasion
in the Rhetoric: Aristotle described the types of "appeals" speaker could use
2 kinds: ARTISTIC and INARTISTIC proofs
artistic: kinds of appeals persuader could create, control, use
-- how the persuader presented
his/her case
inartistic: out of control of persuader but still influence outcome
-- the weather on the day
speech took place
-- physical location of
speech
ARTISTIC PROOFS included
ETHOS: kind of person you are
-- your education,
honesty, reputation, delivery skills
LOGOS: appeals to the rational intellect
-- proving that we
need a change
PATHOS: appeals to our passions and will; using emotional proofs
-- appealing to deeply
held values
PERSUASIVE SPEECH ON A QUESTION OF
FACT
PERSUASIVE SPEECH ON A QUESTION OF VALUE
PERSUASIVE SPEECH ON A QUESTION OF POLICY
NEED, PLAN, PRACTICALITY
MONROE'S MOTIVATIONAL SEQUENCE
FIRST: QUESTIONS or PROPOSITIONS OF FACT
Similar to informative speech: statements that something is true
* trying to find a true answer when there isn't an absolute answer
* evaluating inconclusive issues
* persuading that your answer is best
HOW? prove position by compiling evidence
* introduce enough information to convince audience of factual truth
* processed primarily in left side of brain (logos)
* often arranged topically, (spatial possible)
example
argue that UFO's exist
* unexplained sightings/visitations
* show by factual evidence that many sightings cannot be explained
* collect testimony
-- people that have gone
on rides
-- psychologists that have
studied them
specific purpose: to persuade my audience that extraterrestrials
visit the earth
central idea: Many military reports of UFO's and the testimony of
those that have been taken inside them are proof of extraterrestrials
2 main points
others examples (from book)
-- to persuade my audience...
that long term exposure to EMAG fields can cause health problems
-- to persuade my audience...
standardized achievement tests discriminate against minorities
What do the examples have in common?
* purpose limited to accepting particular view of facts
SECOND TYPE:
PERSUASIVE SPEECH ON A QUESTION
OF FACT
PERSUASIVE SPEECH ON A QUESTION OF VALUE
PERSUASIVE SPEECH ON A QUESTION OF POLICY
NEED, PLAN, PRACTICALITY
MONROE'S MOTIVATIONAL SEQUENCE
QUESTIONS/PROPOSITIONS OF VALUE
appeals based on value judgments
-- establishes something
as good, bad; valuable, worthless, moral, immoral
examples:
Stalin was more dangerous than Hitler
Swimming is the best form of exercise
bicycling is the ideal form of land transportation
Euthanasia is humane
Goes beyond knowledge and into beliefs, morals, values
HOW? introduce appeals, information, criteria
* provide evidence: make listeners arrive at your conclusion
-- claims should agree with what listeners already feels and believes
* justifying your claim with facts
* consider the personal feelings and values of audience
THIRD TYPE:
PERSUASIVE SPEECH ON A QUESTION
OF FACT
PERSUASIVE SPEECH ON A QUESTION OF VALUE
PERSUASIVE SPEECH ON A QUESTION OF POLICY
NEED, PLAN, PRACTICALITY
MONROE'S MOTIVATIONAL SEQUENCE
QUESTIONS/PROPOSITIONS ON POLICY
* argue that some action be taken
* characterized as "should" or "ought"
* asking for passive agreement or immediate action (preferred!)
passive agreement
* asking audience to make a judgment
* appeals to reason and emotion
immediate action
not just agreement but "call to action"
* what the audience should do
* take this approach whenever possible
-- action reinforces belief
-- you're gaining more serious commitment
* make recommendations as specific as possible
* tell what to do and how to do itPERSUASIVE SPEECH ON A QUESTION OF FACT
PERSUASIVE SPEECH ON A QUESTION OF VALUE
PERSUASIVE SPEECH ON A QUESTION OF POLICY
NEED, PLAN, PRACTICALITY
MONROE'S MOTIVATIONAL SEQUENCEHOW? Three basic issues: NEED, PLAN, PRACTICALITY
first step: need:
* convince listeners there's a need or problem
* more willing to accept recommendations if they believe problem exists
- flip side: speaker believes no need for change:
--convincing problem does not existsecond, plan:
* what is the solution to the problem?
* it is easy to complain, difficult to offer better alternatives
* identify major features (7 to 9 minute speech)
* explain aspects that might affect audience's willingness to acceptthird: practicality:
* how well will it work? what are the implications?
* showing plan is workable
* citing expert testimony
* citing successful implementation elsewhere
- flip side: opposing shift in policy
- show it is impractical
- causes more problems
how much time to devote to need, plan, practicality,
* depends on knowledge on topic of audience
-- low: spend more
time on need
-- high: spend more
time on plan and practicality
common to use PROBLEM/SOLUTION
* problem: need
* solution: plan and practicality
PROBLEM-CAUSE-SOLUTION
requires speaker to identify causes, preferable approach
COMPARATIVE-ADVANTAGE
* audience knows of problem
* different solutions exists
* compare and contrast to establish your solution as better
PERSUASIVE SPEECH ON A QUESTION
OF FACT
PERSUASIVE SPEECH ON A QUESTION OF VALUE
PERSUASIVE SPEECH ON A QUESTION OF POLICY
NEED, PLAN, PRACTICALITY
MONROE'S MOTIVATIONAL SEQUENCE
MONROE'S MOTIVATIONAL SEQUENCE
* motivational sequence used often by advertisers
* effective! useful to the student
1-ATTENTION
(introduction)
* getting attention of audience
* relating to audience
* showing importance
* startling opening
* arousing curiosity
* stories, visual aids
example:
higher tuition
imagine a college with no choice of classes
each year mapped out for you
severe limitation of choices
2-NEED
* establish a need for change--state it clearly
* illustrate with supporting materials
* statistics, examples, testimony
* relate to values/vital concerns of audience
* prime audience to listen to your solution
example:
testimony from university officials
3-SATISFACTION (plan)
* provide solution
* present plan
* show how it will work
* offer details
* make sure audience has clear understanding
example:
higher tuition
more financial aid
4-VISUALIZATION (practicality)
* intensify desire by visualizing benefits
* use vivid language and imagery
* show what audience will get from it
* how will they profit
example:
more classes
more teachers
scheduling choices
5-ACTION (conclusion)
* specific call to action
* what to do, how to do it
* final, stirring appeal that reinforces commitment to act
example:
petition to university
petition to congress (Pell Grants)
PERSUASIVE SPEECH ON A QUESTION OF FACT
PERSUASIVE SPEECH ON A QUESTION OF VALUE
PERSUASIVE SPEECH ON A QUESTION OF POLICY
NEED, PLAN, PRACTICALITY
MONROE'S MOTIVATIONAL SEQUENCE