Persuasion Principles and Ethos, Pathos, Logos (Chapters 1–19) – Practice Flashcards

A comprehensive set of QUESTION_AND_ANSWER flashcards covering key concepts from Chapters 1–19 on persuasion, ethos, logos, pathos, and rhetorical strategies.

What is the main purpose of argument as described in Chapter 1?

To move people toward your goal, not to fight or win a debate.

Name two key tools of persuasion introduced in Chapter 1.

Concession and syncrisis.

What does syncrisis mean?

Reframing the issue so it looks different.

What is the main lesson of Chapter 1 about persuasion’s appearance?

Persuasion can look like losing but actually be winning.

What should you do before arguing, according to Chapter 2?

Set a clear goal (change mood, change mind, or move to act).

Why is a clear goal important in persuasion?

Without a goal, you end up fighting.

What example illustrates goal setting in Chapter 2?

Conceding and redirecting the conversation to avoid a ticket.

In Chapter 3, what are the three issues of tense control?

Blame (past), values (present), and choice (future).

Which tense does persuasion work best in?

Future tense.

What should you do instead of blaming when arguing about a problem?

Focus on what to do now (the choice).

What are the three appeals of persuasion?

Ethos, logos, and pathos.

What does ethos emphasize?

Character and trust, credibility through shared values.

What does logos emphasize?

Logic and rational arguments.

What does pathos emphasize?

Emotion and feelings.

In persuasive strategy, which appeal should start the argument?

Ethos.

Why might politicians use pathos according to Chapter 4?

When logic alone fails to persuade.

What does decorum mean in Chapter 5?

Fitting in with the audience; aligning behavior and style with audience expectations.

What example illustrates decorum in Chapter 5?

Eminem disarming critics by mocking his own flaws first.

Why is decorum important in persuasion?

Increases likelihood the audience will listen by matching expectations.

What are the three parts of ethos discussed in Chapter 6?

Virtue, disinterest, and practical wisdom.

What does disinterest mean in the context of ethos?

Appearing unbiased and not self-serving.

What is practical wisdom in ethos?

Knowing what actually works in a situation; good judgment in real time.

What example demonstrates practical wisdom mentioned in Chapter 7?

John Belushi showing down-to-earth common sense.

How should you show you care for the audience in Chapter 8?

Demonstrate genuine concern and admit flaws or doubts.

What is Quintilian's view on doubt in persuasion?

Doubt can increase trust.

What happens if you appear too perfect, according to Chapter 8?

You may seem fake.

What is mood control and why is it important?

Shaping the audience's mood; emotions drive decisions; set mood before arguing.

Name four mood tools mentioned in Chapter 9.

Humor, anger, calm, and sympathy.

What is understatement and its effect on credibility?

Downplaying delivery; makes you seem rational and trustworthy.

What are commonplaces in Chapter 11?

Shared beliefs and values the audience already accepts.

Why use commonplaces in persuasion?

To align arguments with what the audience already values.

What is framing in Chapter 12?

Defining the terms of the debate; controlling how the issue is defined.

Who usually wins in framing, according to Chapter 12?

Whoever sets the frame.

What are the five canons of logic mentioned in Chapter 13?

Invention, arrangement, style, memory, and delivery.

What is an enthymeme?

A logical argument with a hidden/unstated assumption.

Give an example of an enthymeme from the notes.

Homer Simpson argues humans are better than dolphins by listing inventions—hidden assumption is that inventions prove superiority.

What does connection mean in Chapter 14?

Tailoring your argument to the audience; aligning with their priorities.

Who is used as an example of connection in Chapter 14?

Chandler Bing using humor to connect in awkward moments.

What are the seven deadly fallacies listed in Chapter 15?

False comparison, bad example, ignorance as proof, tautology, false choice, red herring, and wrong ending.

What is the fallacy of 'ignorance as proof'?

Claiming something is true because no one disproved it.

What is 'calling a foul' in Chapter 16?

Pointing out unfair arguments calmly; avoid escalation.

What is emphasized about credibility in Chapter 17?

Disinterest, virtue, and practical wisdom; check consistency over time.

What makes ethos strongest according to Chapter 18?

Balanced disinterest, expertise, and caring.

What is the strategy for dealing with bullies in Chapter 19?

Use indirect tactics; stay calm (virtue pose); ask questions until they trip up; reveal their weaknesses; do not match aggression.

What is the overall lesson about winning in persuasion by the end of Chapter 19?

Win by deflecting aggression, not matching it.