Chapter 16

Persuasive Speaking

The nature of persuasive speeches• Persuasive Speeches attempt to influence

audience members

Incorporating persuasive strategies:Relate main and supporting points to

your audience

• If you can relate your message to your listener’s various needs, you are more likely to persuade them.

The nature of a persuasive speech:Fact, value, or policy claims

Organize your persuasive speech:

• Use a Causal pattern in which one main point causes another.

• Example: – Thesis: Fast-food restaurants are a significant

cause of health problems in the United States.

Organize your persuasive speech:

• Use a comparison pattern when you want to claim that two things are similar or different.

• Example:– Thesis: There are

significant differences between the two candidates for the legislature in our district.

Organize your persuasive speech:

• Use a categorical pattern when each main point reflects a different reason that you believe your fact claim is true.

• Example:– Thesis: The earth is

experiencing global warming.

Organize your persuasive speech:

• Use a criteria-application pattern when one point establishes standards for the value judgment you make and the next point applies it to your thesis.

• Example:– Thesis: Community service

is a valuable part of the college experience.

Organize your persuasive speech:Value claims

• Use a categorical pattern when listeners understand each point’s relevance to the claim, making it unnecessary for you to explain how each main point supports your value judgment.

• Example:– Thesis: Advanced driver-training courses are

beneficial.

Organize your persuasive speech:Policy claims

• Use a motivated sequence pattern that uses the following five steps:– Attention– Need– Satisfaction– Visualization– Action

Organize your persuasive speech:Policy claims

• Use a problem-cause-solution pattern that consists of the following three points:– Present the problem.– Demonstrate how the

existing organizational or institutional policies will not solve it.

– Present a solution to minimize the problem.

Organize your persuasive speech:Policy claims

• Use a comparative advantage format to persuade listeners that your proposal would be better than the status quo, although a policy change is not urgent.– The first point on your outline reveals your

solution.– Each subsequent point details an advantage

of your solution.

Chapter 17Methods of persuasion

Methods of persuasion: Introduction

• To influence your audience’s attitudes, values, beliefs, and behaviors, you should focus on three persuasive skills in your presentation:

• ethos (establishing her credibility as a speaker)

• logos (presenting sound reasoning behind her claims)

• pathos (using emotional appeals)

Logos (facts and reasoning):Avoid fallacies!!

• Reasoning is faulty when link between claim and supporting material is weak.