Chapter 14 Outline: Part I

Instructions go here.

persuasion
social judgment theory
anchor
latitudes of acceptance
latitudes of rejection
latitudes of noncommitment
ethical persuasion
propositions of fact
propositions of value
propositions of policy
convincing
actuating
direct persuasion
indirect persuasion

is the process of motivating someone, through communication, to change a particular belief, attitude, or behavior.
1. Persuasion is not coercive; it makes a listener want to act or think differently.
2. argues that listeners compare the opinions of persuasive speakers to those they already hold. The preexisting opinion is known as the
  , around which exist
  ,
  , and
  .
3. Persuasion is interactive, consistent with the transactional model of communication.
4. is communication in the best interests of the audience that does not depend on false or misleading information to change the audience’s attitude or behavior.
Persuasive topics fall into a number of categories, depending on the type of proposition, the desired outcome, and the directness of approach.
1. occur when the audience is asked to choose the truth about conflicting information between two or more sides.
  go beyond issues of truth or falsity and explore the worth of an idea, person, or object.
  go beyond questions of fact or value and recommend a specific course of action.
2. an audience to change the way it thinks is one desired outcome.
  aspires to move an audience to a specific behavior.
3. makes the message clear early in the speech.
  deemphasizes the purpose to allow a hostile or unfriendly audience time to adjust to the proposal.

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