Chapter 8 – Persuasive Speaking

This set of flashcards covers the key concepts related to persuasive speaking, including Cialdini's principles of persuasion, the functions of persuasive speeches, Maslow's hierarchy, and persuasive techniques.

Persuasion

The process of motivating or influencing people to think or act differently.

Cialdini’s Principle of Reciprocity

People return favors.

Cialdini’s Principle of Scarcity

People desire what is limited.

Cialdini’s Principle of Authority

People follow credible experts.

Cialdini’s Principle of Commitment & Consistency

People act in ways consistent with their beliefs.

Cialdini’s Principle of Consensus

People follow group behavior.

Cialdini’s Principle of Liking

People are persuaded by those they like.

Functions of persuasive speeches

Convince (change beliefs), Call to action (motivate behavior), Adoption, continuance, deterrence, discontinuance.

Maslow’s Hierarchy of Needs

A theory in psychology comprising five levels: Physiological, Safety, Love/Belonging, Esteem, Self-actualization.

Persuasive techniques

Use logic, emotion, and credibility together; support claims with examples, analogies, evidence, and authority; recognize and use appeals ethically.