Persuasive Speaking

Persuasive
Speaking

Introduction to Persuasive Speaking

Types of Persuasive Speeches

Sample Persuasive Speech

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Persuasive Speaking > Introduction to Persuasive Speaking

Introduction to Persuasive Speaking
• Defining a Persuasive Speech
• The Goals of a Persuasive Speech: Convincing, Actuation, and/or
Stimulation
• Persuasive versus Informative Speaking
• The Psychology of Persuasion
• The Ethics of Persuasion

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Defining a Persuasive Speech
• Persuasive speeches can come in many forms, such as sales pitches, debates,
and legal proceedings.

• Persuasive speeches may utilize emotional and/or logical appeals.
• Factors such as body language, the willingness of the audience, and the
environment in which the speech is given, all affect the success of a persuasive
speech.

Carter and Ford in a Debate, September 23,
1976
View on Boundless.com

www.boundless.com/communications/persuasive-speaking/introduction-to-persuasive-speaking/defining-a-persuasive-speech


The Goals of a Persuasive Speech: Convincing, Actuation,
and/or Stimulation
• Convincing speeches aim to get the audience to change their mind to accept the
view put forth in the speech.

• Actuation speeches seek to incite a certain action in the audience.
• Stimulation speeches are designed to get an audience to believe more
enthusiastically in a view.

Vote

www.boundless.com/communications/persuasive-speaking/introduction-to-persuasive-speaking/the-goals-of-a-persuasive-speech-convincingactuation-and-or-stimulation


Persuasive versus Informative Speaking
• Informative speeches (or informational speeches) seek to provide facts, statistics,
or general evidence. They are primarily concerned with the transmission of
knowledge to the audience.
• Persuasive speeches are designed to convince the audience that a certain
viewpoint is correct. In doing so, the speaker may utilize information.
• Informative and persuasive speeches are exemplified by academic lectures and
sales pitches, respectively.

Walter Cronkite

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The Psychology of Persuasion
• Each person is unique, so there is no single psychological key to persuasion.
• Cialdini proposed six psychological persuasive techniques: reciprocity,

commitment and consistency, social proof, authority, liking, and scarcity.
• The Relationship Based Persuasion technique has four steps: survey the
situation, confront the five barriers to a successful influence encounter, make the
pitch, and secure the commitments.

Milgram's Obedience Experiment

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The Ethics of Persuasion
• Methods such as torture, coercion, and brainwashing are always unethical.
• Ethical persuasion has three components: the exploration of the other person's

viewpoint, the explanation of your viewpoint, and the creation of resolutions.
• Tests such as the TARES test and the Fitzpatrick & Gauthier test are used to
determine if a persuasion attempt is ethical.

Al Capone

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Persuasive Speaking > Types of Persuasive Speeches

Types of Persuasive Speeches
• Persuasive Speeches on Questions of Fact
• Persuasive Speeches on Questions of Value

• Persuasive Speeches on Questions of Policy



Persuasive Speeches on Questions of Fact
• Questions of fact contrast with questions of policy (which state that
something <i>should be) </i>and questions of value (which state
that <i>something is good, bad, beautiful, or worthwhile)</i>.
• Threebasic types of questions of fact are historical controversy, questions of
current existence, and predictions.
• The speaker presents competing evidence in topical order and uses inductive
reasoning to draw a conclusion from the evidence. The conclusion asserts that
the speaker's view is most likely true.

• The speaker has an ethical responsibility to provide reliable, valid evidence to the
audience, and to be aware of and avoid bias in the selection of the evidence.

Lock Ness Monster

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Persuasive Speeches on Questions of Value
• Persuasive speeches on questions of value imply certain actions, but they are not
a call to action.

• Persuasive speeches of value depend on a judgement that something is right or
wrong, moral or immoral, or better or worse than another thing.
• The speech should include an appeal, criteria for judgement, and facts that
support the appeal using the judgement criteria.

Coke vs Pepsi

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Persuasive Speeches on Questions of Policy
• There are four basic organizational patterns for question of policy: problemsolution, problem-solution with cause, comparative advantage of solutions, and
Monroe's motivated sequence.
• Problem-solution considers the need (or the problem to be solved), the plan (or
the solution to the problem), and the practicality (how well the solution will work).
• Problem-solution with causes considers the nature and extent of the problem and
the direct relationship between the problem and its causes, and uses the causes
as criteria to evaluate potential solutions.

• Comparative advantages of solutions summarizes the problem briefly, compare
different solutions to find the one that solves the most aspects of the problem, and

Official Policy

ask the audience to accept and implement the most advantageous solution.
• Monroe's motivated sequence is Attention, Need, Satisfaction, Visualization, and
Action.

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Persuasive Speaking > Sample Persuasive Speech

• Sample Persuasive Speech


Persuasive Speaking > Sample Persuasive Speech

• Most persuasive speeches are based on policies that require the
acknowledgement and support of governments, public bodies, and constituents.

• President Eisenhower takes a clear stance against increased military spending,
and attempts to change the audience's attitudes and beliefs by drawing
comparisons.
• Ending with a strong conclusion that restates the argument and main points, or
proposes a call-to-action as Eisenhower does in "Chance for Peace," is another
tool used in persuasive speaking.
President Dwight D. Eisenhower

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Appendix

Persuasive Speaking

Key terms
• actuate To incite to action; to motivate. (CC BY-SA 3.0)
• coercion Use of physical or moral force to compel a person to do something, or to abstain from doing something, thereby
depriving that person of the exercise of free will. (CC BY-SA 3.0)
• constituent A resident of a place represented by an elected official. (CC BY-SA 3.0)

• convince To make someone believe, or feel sure about something, especially by using logic, argument or evidence. (CC BY-SA 3.0)
• evidence The available body of facts or information indicating whether a belief or proposition is true or valid.

(CC BY-SA 3.0)

• informative Providing knowledge, especially useful or interesting information. (CC BY-SA 3.0)
• Monroe's Motivated Sequence A method of persuasion developed by Alan H. Monroe, based on establishing a psychological
need for action in the audience and demonstrating how to satisfy the need by taking action. (CC BY-SA 3.0)
• persuasion the process aimed at changing a person's (or a group's) attitude or behavior (CC BY-SA 3.0)
• policy A principle of behavior, conduct, etc., thought to be desirable or necessary, especially as formally expressed by a
government or other authoritative body. (CC BY-SA 3.0)
• policy A principle of behavior, conduct, etc., thought to be desirable or necessary, especially as formally expressed by a
government or other authoritative body. (CC BY-SA 3.0)
• reciprocity the responses of individuals to the actions of others (CC BY-SA 3.0)
• simile A figure of speech in which one thing is compared to another, in the case of English generally using like or as.

(CC BY-SA 3.0)


Persuasive Speaking

• social proof People tend to do things that they see others are doing. (CC BY-SA 3.0)
• status quo The state of things; the way things are, as opposed to the way they could be. (CC BY-SA 3.0)
• stimulation An activity causing excitement or pleasure. (CC BY-SA 3.0)


Persuasive Speaking

Carter and Ford in a Debate, September 23, 1976

Wikipedia. "Carter and Ford in a debate, September 23, 1976." Public domain
http://en.wikipedia.org/wiki/File:Carter_and_Ford_in_a_debate,_September_23,_1976.jpg View on Boundless.com

Persuasive Speaking

Vote

David Westerfield. CC BY http://oldschool.davidwesterfield.net/index.php?m=11&y=08&entry=entry081111-225416 View on Boundless.com

Persuasive Speaking

Walter Cronkite

Wikimedia. "Walter Cronkite." Public domain http://commons.wikimedia.org/wiki/File:Walter_Cronkite.jpg View on Boundless.com

Persuasive Speaking

Milgram's Obedience Experiment

Wikimedia. "Milgram box." Free Art License http://commons.wikimedia.org/wiki/File:Milgram_box.jpg View on Boundless.com

Persuasive Speaking

Al Capone

Wikimedia. "Al Capone-around 1935." Public domain http://commons.wikimedia.org/wiki/File:Al_Capone-around_1935.jpg View on Boundless.com

Persuasive Speaking

Lock Ness Monster

Flickr. "Loch Ness Monster | Flickr - Photo Sharing!." CC BY http://www.flickr.com/photos/unukorno/3920685282/ View on Boundless.com

Persuasive Speaking

Cold, hard facts

Wikimedia. "Cold Hard Facts - NARA - 533985.tif." Public domain http://commons.wikimedia.org/wiki/File:Cold_Hard_Facts_-_NARA_-_533985.tif#file View on
Boundless.com

Persuasive Speaking

Coke vs Pepsi

Flickr. "Pepsi Challenge | Flickr - Photo Sharing!." CC BY http://www.flickr.com/photos/haggismac/5090028513/ View on Boundless.com

Persuasive Speaking

Official Policy

Wikimedia. "Gold seal policy." Public domain http://commons.wikimedia.org/wiki/File%253AGold_seal_policy.svg View on Boundless.com

Persuasive Speaking

President Dwight D. Eisenhower

Flickr. "All sizes | Dwight D. Eisenhower, Thirty-fourth President (1953-1961) | Flickr - Photo Sharing!." CC BY-SA http://www.flickr.com/photos/nostriimago/2872023782/sizes/o/ View on Boundless.com

Persuasive Speaking

A successful persuasive speech

A) All of these answers.

B) appeals to the audience's emotions.

C) appeals to the audience's sense of logic.

D) may not necessarily convince the audience immediately.


Persuasive Speaking

A successful persuasive speech

A) All of these answers.

B) appeals to the audience's emotions.

C) appeals to the audience's sense of logic.

D) may not necessarily convince the audience immediately.

Boundless - LO. "Boundless." CC BY-SA 3.0 http://www.boundless.com/

Persuasive Speaking

the process aimed at changing a person's (or a group's) attitude
or behavior
A) persuasion

B) audience

C) emotional appeal

D) evidential appeal


Persuasive Speaking

the process aimed at changing a person's (or a group's) attitude
or behavior
A) persuasion

B) audience

C) emotional appeal

D) evidential appeal

Boundless Learning. "Boundless." CC BY-SA 3.0 http://www.boundless.com//communications/definition/persuasion

Persuasive Speaking

Which of the following is a description of the goal of actuation?
A) The speech is designed to cause the audience to believe a viewpoint
they did not previously hold.
B) The speech is designed to enhance how fervently the audience
believes in an idea.

C) The speech is designed to cause the audience to take action.

D) All of these answers.


Persuasive Speaking

Which of the following is a description of the goal of actuation?
A) The speech is designed to cause the audience to believe a viewpoint
they did not previously hold.
B) The speech is designed to enhance how fervently the audience
believes in an idea.

C) The speech is designed to cause the audience to take action.



Persuasive Speaking

Which of the following persuasive goals is the most difficult to
accomplish?
A) To change a person’s attitude

B) To change a person’s values

C) To change a person’s core beliefs

D) To change a person’s dispositional beliefs


Persuasive Speaking

Which of the following persuasive goals is the most difficult to
accomplish?
A) To change a person’s attitude

B) To change a person’s values

C) To change a person’s core beliefs

D) To change a person’s dispositional beliefs

Saylor OER. "Communication « Saylor.org – Free Online Courses Built by Professors." CC BY 3.0 http://www.saylor.org/majors/Communication/

Persuasive Speaking

To make someone believe, or feel sure about something,
especially by using logic, argument or evidence.
A) informative

B) convince

C) social proof

D) coercion


Persuasive Speaking

To make someone believe, or feel sure about something,
especially by using logic, argument or evidence.
A) informative

B) convince

C) social proof

D) coercion

Wiktionary. "convince." CC BY-SA 3.0 http://en.wiktionary.org/wiki/convince

Persuasive Speaking

To incite to action; to motivate.

A) informative

B) reciprocity

C) coercion

D) actuate


Persuasive Speaking

To incite to action; to motivate.

A) informative

B) reciprocity

C) coercion

D) actuate

Wiktionary. "actuate." CC BY-SA 3.0 http://en.wiktionary.org/wiki/actuate

Persuasive Speaking

An activity causing excitement or pleasure.

A) informative

B) social proof

C) stimulation

D) coercion


Persuasive Speaking

An activity causing excitement or pleasure.

A) informative

B) social proof

C) stimulation

D) coercion

Wiktionary. "stimulation." CC BY-SA 3.0 http://en.wiktionary.org/wiki/stimulation

Persuasive Speaking

Providing knowledge, especially useful or interesting information.

A) informative

B) persuade

C) pathos

D) toast


Persuasive Speaking


A) informative

B) persuade

C) pathos

D) toast

Wiktionary. "informative." CC BY-SA 3.0 http://en.wiktionary.org/wiki/informative

Persuasive Speaking

Which of the following is a quality of an informative speech?

A) It is designed to convince the audience of a certain viewpoint.

B) It seeks to provide facts, statistics, or evidence to transmit knowledge
to the audience.

C) One of its goals is to excite the audience.

D) It appeals to the emotions of the audience members in order to
convince them of something.


Persuasive Speaking


A) informative

B) actuate

C) social proof

D) reciprocity


Persuasive Speaking


A) informative

B) definition

C) description

D) demonstrate


Persuasive Speaking


A) informative

B) speech

C) toast

D) audience


Persuasive Speaking

Which of the following is a description of Robert Cialdini's
reciprocity weapon of influence?
A) People tend to return a favor.

B) Once committed to something, people are likely to honor that, even if
the motivation is removed.
C) People will tend to obey authority figures, even if they are asked to
perform objectionable acts.

D) Perceived scarcity will generate demand.


Persuasive Speaking

People tend to do things that they see others are doing.

A) actuate

B) social proof

C) stimulation

D) convince


Persuasive Speaking

People tend to do things that they see others are doing.

A) actuate

B) social proof

C) stimulation

D) convince

Boundless Learning. "Boundless." CC BY-SA 3.0
http://www.boundless.com//communications/definition/social-proof

Persuasive Speaking

What is the overall theory of Relationship Based Persuasion?

A) There is no single key to a successful persuasive speech.

B) Persuasion is the art of winning over others.

C) Some people take longer than others to be persuaded.



Persuasive Speaking

the responses of individuals to the actions of others

A) informative

B) reciprocity

C) actuate

D) coercion


Persuasive Speaking

the responses of individuals to the actions of others

A) informative

B) reciprocity

C) actuate

D) coercion

Wiktionary. "reciprocity." CC BY-SA 3.0 http://en.wiktionary.org/wiki/reciprocity

Persuasive Speaking

Which of the following is a component of ethical persuasion?

A) The exploration of the other person's viewpoint.

B) The exploration of your viewpoint.

C) All of these answers.

D) The creation of resolutions.


Persuasive Speaking

Which of the following is a component of ethical persuasion?

A) The exploration of the other person's viewpoint.

B) The exploration of your viewpoint.


D) The creation of resolutions.


Persuasive Speaking

Use of physical or moral force to compel a person to do
something, or to abstain from doing something, thereby depriving
that person of the exercise of free will.
A) actuate

B) stimulation

C) coercion

D) reciprocity


Persuasive Speaking

Use of physical or moral force to compel a person to do
something, or to abstain from doing something, thereby depriving
that person of the exercise of free will.
A) actuate

B) stimulation

C) coercion

D) reciprocity

Wiktionary. "coercion." CC BY-SA 3.0 http://en.wiktionary.org/wiki/coercion

Persuasive Speaking

The available body of facts or information indicating whether a
belief or proposition is true or valid.
A) search engine

B) evidence

C) database

D) peer review


Persuasive Speaking

A) search engine

B) evidence

C) database

D) peer review

Boundless Learning. "Boundless." CC BY-SA 3.0
http://www.boundless.com//communications/definition/evidence

Persuasive Speaking

A) Deductive reasoning

B) logic

C) evidence

D) fallacy


Persuasive Speaking

A) Deductive reasoning

B) logic

C) evidence

D) fallacy

Boundless Learning. "Boundless." CC BY-SA 3.0 http://www.boundless.com//communications/definition/evidence

Persuasive Speaking

"When developing a persuasive speech, begin with a statement
that something is true, meaning that it happened or did not
happen, exists or does not exist."The previous statement
describes the speech's
A) thesis.

B) reasoning.

C) evidence.

D) organization.


Persuasive Speaking

Which of the following is a type of question of fact?

A) Historical controversy

B) Questions of current existence


D) Predictions for the future


Persuasive Speaking

A persuasive speech of value is a speech which
A) argues that something is right or wrong, moral or immoral, or better or
worse than something else.
B) argues that something is, something exists, or something doesn't
exist.

C) advocates a change from the status quo.



Persuasive Speaking

A principle of behavior, conduct, etc., thought to be desirable or
necessary, especially as formally expressed by a government or
other authoritative body.
A) Monroe's Motivated Sequence

B) status quo

C) policy

D) evidence


Persuasive Speaking


B) status quo

C) policy

D) evidence

Wiktionary. "policy." CC BY-SA 3.0 http://en.wiktionary.org/wiki/policy

Persuasive Speaking

The primary function of the speech Ian’s Entertaining Speech –
You Should Date a CS Student was to entertain; however, it was
also persuasive. Which type of policy claim did it make?
A) Passive agreement

B) Delayed agreement

C) Immediate action

D) Delayed action


Persuasive Speaking

The primary function of the speech Ian’s Entertaining Speech –
You Should Date a CS Student was to entertain; however, it was
also persuasive. Which type of policy claim did it make?
A) Passive agreement

B) Delayed agreement

C) Immediate action

D) Delayed action

Saylor OER. "Communication « Saylor.org – Free Online Courses Built by Professors." CC BY 3.0 http://www.saylor.org/majors/Communication/

Persuasive Speaking

Which of the following best describes the Satisfaction step of Alan
Monroe's motivated sequence?
A) Solve the issue and provide solutions that the government or
community can implement.
B) Show how the topic applies to the psychological needs of the
audience members.

C) Describe what will happen if the solution is or is not implemented.

D) Grab the audience's attention using a shocking or dramatic story,
example, statistic, or quotation.


Persuasive Speaking

Which of the following is an example of a way to organize a
persuasive speech on a policy issue?
A) Define the need to address a problem, a plan to solve it, and how the
plan will succeed.
B) Name the problem, discuss the causes of the problem, and connect
the solution to the causes.


D) Summarize the problem, compare different solutions, and explain why
one solution is best.


Persuasive Speaking

A method of persuasion developed by Alan H. Monroe, based on
establishing a psychological need for action in the audience and
demonstrating how to satisfy the need by taking action.

B) evidence

C) policy

D) informative


Persuasive Speaking

A method of persuasion developed by Alan H. Monroe, based on
establishing a psychological need for action in the audience and
demonstrating how to satisfy the need by taking action.

B) evidence

C) policy

D) informative

Wikipedia. "Monroe's Motivated Sequence." CC BY-SA 3.0 http://en.wikipedia.org/wiki/Monroe's+Motivated+Sequence

Persuasive Speaking

The state of things; the way things are, as opposed to the way
they could be.
A) policy

B) evidence

C) coercion

D) status quo


Persuasive Speaking

The state of things; the way things are, as opposed to the way
they could be.
A) policy

B) evidence

C) coercion

D) status quo

Wiktionary. "status quo." CC BY-SA 3.0 http://en.wiktionary.org/wiki/status+quo

Persuasive Speaking


B) status quo

C) evidence

D) policy


Persuasive Speaking


B) status quo

C) evidence

D) policy

Wiktionary. "policy." CC BY-SA 3.0 http://en.wiktionary.org/wiki/policy

Persuasive Speaking

A figure of speech in which one thing is compared to another, in
the case of English generally using like or as.
A) delimit

B) weasel phrases

C) pandering

D) simile


Persuasive Speaking

A) delimit

B) weasel phrases

C) pandering

D) simile

Wiktionary. "simile." CC BY-SA 3.0 http://en.wiktionary.org/wiki/simile

Persuasive Speaking

A) hyperbole

B) prosopopoeia

C) simile

D) parallelism


Persuasive Speaking

A) hyperbole

B) prosopopoeia

C) simile

D) parallelism

Wiktionary. "simile." CC BY-SA 3.0 http://en.wiktionary.org/wiki/simile

Persuasive Speaking

A resident of a place represented by an elected official.

A) informative

B) coercion

C) constituent

D) status quo


Persuasive Speaking

A resident of a place represented by an elected official.

A) informative

B) coercion

C) constituent

D) status quo

Wiktionary. "constituent." CC BY-SA 3.0 http://en.wiktionary.org/wiki/constituent

Persuasive Speaking

Eisenhower's "Chance for Peace" speech was successful
because of its effective use of
A) similes.

B) descriptive language.

C) an appeal to the audience's emotions.



Persuasive Speaking

Attribution
• Wikispaces. "themillionairemess03 - Public Speaking - Types of Speeches." CC BY-SA
http://themillionairemess03.wikispaces.com/Public+Speaking+-+Types+of+Speeches
• Wikispaces. "Concepts in Communication Studies - Persuasion." CC BY-SA http://commconcepts.wikispaces.com/Persuasion
• Wikipedia. "Persuasion." CC BY-SA 3.0 http://en.wikipedia.org/wiki/Persuasion#List_of_methods

• Wikipedia. "Persuasion." CC BY-SA 3.0 http://en.wikipedia.org/wiki/Persuasion
• Wiktionary. "actuate." CC BY-SA http://en.wiktionary.org/wiki/actuate
• Wikispaces. "Concepts in Communication Studies - Persuasion." CC BY-SA http://commconcepts.wikispaces.com/Persuasion
• Wikispaces. "themillionairemess03 - Public Speaking - Types of Speeches." CC BY-SA
http://themillionairemess03.wikispaces.com/Public+Speaking+-+Types+of+Speeches
• Wikipedia. "Persuasion." CC BY-SA 3.0 http://en.wikipedia.org/wiki/Persuasion
• Wikipedia. "Ethical persuasion." CC BY-SA 3.0 http://en.wikipedia.org/wiki/Ethical_persuasion
• Wikipedia. "Persuasion." CC BY-SA 3.0 http://en.wikipedia.org/wiki/Persuasion#Neurobiology_of_persuasion
• Wikispaces. "Ethics in PR - Persuasion and ethics." CC BY-SA http://ethicsinpr.wikispaces.com/Persuasion+and+ethics
• Wikipedia. "Inductive reasoning." CC BY-SA 3.0 http://en.wikipedia.org/wiki/Inductive_reasoning
• Wikipedia. "Inductive reasoning." CC BY-SA 3.0 http://en.wikipedia.org/wiki/Inductive_reasoning

• Wikispaces. "JTEnglish - Persuasive Speaking." CC BY-SA http://jtenglish.wikispaces.com/Persuasive+Speaking
• Wikipedia. "Motivated sequence." CC BY-SA 3.0 http://en.wikipedia.org/wiki/Motivated_sequence
• Wikipedia. "Monroe's motivated sequence." CC BY-SA 3.0 http://en.wikipedia.org/wiki/Monroe's_motivated_sequence


Persuasive Speaking

• Wikipedia. "Chance for Peace speech." CC BY-SA 3.0 http://en.wikipedia.org/wiki/Chance_for_Peace_speech
• Wikipedia. "Individual events (speech)." CC BY-SA 3.0 http://en.wikipedia.org/wiki/Individual_events_(speech)#Persuasion


Persuasive Speaking

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