Chapter 16 Speaking to Persuade

persuasion

the process of creating reinforcing, or changing people’s beliefs or actions

mental dialogue with the audience

the mental give and take between speaker and listener during a persuasive speech

target audience

the portion of the whole audience that the speaker most wants to persuade

question of fact

a question about the truth or falsity of an assertion

question of value

a question about the worth, rightness, morality, and so forth of an idea or action

question of policy

a question about whether a specific course of action should not be taken

speech to gain passive agreement

a persuasive speech in which the speaker’s goal is to convince the audience that a given policy is desirable without encouraging the audience to take action in support of the policy

speech to gain immediate

a persuasive speech in which the speaker’s goal is to convince the audience to take action in support of a given policy

need

the first basic issue in analyzing a question of policy: Is there a serious problem or need that requires a change from current policy?

burden of proof

the obligation facing a persuasive speaker to prove that a change from current policy is necessary

plan

the second basic issue in analyzing a question of policy: If there is a problem with current policy, does the speaker have a plan to solve the problem?

practicality

the third basic issue in analyzing a question of policy: Will the speaker’s plan solve the problem? Will it create new and more serious problems?

problem-solution order

a method of organizing persuasive speeches in which the first main point deals with the existence of a problem and the second main point presents a solution to the problem

problem-cause-solution order

a method of organizing persuasive speeches in which the first main point identifies a problem, the second main point analyzes the causes of the problem, and the third main point presents a solution to the problem

comparative advantages order

a method of organizing persuasive speeches in which each main point explains why a speaker’s solution to a problem is preferable to other proposed solutions

Monroe’s motivation sequence

a method of organizing persuasive speeches that seeks immediate action, The five steps of the motivated sequence are attention, need, satisfaction, visualization, and action