Chapter 17: Persuasive Speaking

These flashcards cover key concepts and vocabulary related to persuasive speaking, including types of propositions, reasoning methods, and audience engagement strategies.

Persuasive Speaking

A type of speaking aimed at reinforcing or changing listeners’ attitudes, beliefs, and motivating them to take action.

Coercion

The practice of forcing others against their will, often using threats, manipulation, or violence.

Proposition of Fact

Establishes whether something is or isn't true.

Proposition of Value

Urges judgment on a topic, whether it is good or bad.

Proposition of Policy

Argues whether a specific action should or shouldn’t be taken.

Elaboration Likelihood Model (ELM)

A theory that describes how listeners process persuasive messages, either through a central route or a peripheral route.

Central Route

A method of processing persuasive messages that occurs when listeners are highly interested and carefully evaluate points.

Peripheral Route

A method of processing persuasive messages that occurs when the audience is less motivated and only selectively listens.

Credibility (Ethos)

The perception of the speaker's trustworthiness and validity.

Charisma

The warmth, personality, and dynamism of a speaker that can engage the audience.

Deductive Reasoning

Starts with a general principle and shows how a specific instance relates to that principle.

Inductive Reasoning

Connects specific, related facts to arrive at a more general conclusion.

Analogical Reasoning

Draws a comparison between two ideas to highlight their potential truths.

Cause-Effect Reasoning

Draws connections between two events, asserting that one caused the other based on evidence.

Fallacies

Faulty reasoning that leads to untrue claims and disconnection between arguments and evidence.

Post hoc ergo propter hoc

A fallacy claiming that if one event follows another, the first event must be the cause of the second.

Ad hominem

A fallacy that attacks the person rather than addressing the argument.

Motivational Appeals (Pathos)

Statements designed to speak to the audience's needs and feelings.

Maslow's Hierarchy of Needs

A motivational theory in psychology that prioritizes human needs, from basic physical needs to self-actualization.

Foot-in-the-door Technique

A strategy where a small request is made first, intending to gain compliance with a larger request later.