Persuasion 2
Terms
undefined, object
copy deck
- Functional language
- what words do
- Weaver's grammatical categories
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simple sentences = simple perception of the world
compound sentences = set things either in balance or opposition, perception of world in terms of similarities or opposites
complex sentences = not all parts can stand alone, several causes and effects, some parts more important than others
adjectives = make the noun special - Semantic language
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what words mean
different things to different people
maps (perceptions) v territories (realities) - strategic ambiguity
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words that can be interpreted in different, often contradictory ways
combining words or phrases in startling ways or presenting issues in new light
examining connotations and denotations - thematic language
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how words feel
alliteration = repeating consonants
assonance = repeating vowels
onomatopeia
metaphors
sensory language
"god", "devil" and charismatic terms - four elements of signification
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object/condition that exists
signs available to represent
set of choices
set or rules used to decode - Burke's identification
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linguistic sharing of substances, the essence of oneself
sharing of essential beliefs, values, experiences, attitudes - Types of evidence
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direct experience
dramatic or vicarious
narratives
anecdotes
testimony
demonstration
participation
logic
statistics - cognitive dissonance in persuasion
- causing an imbalance between current beliefs and desired beliefs in order to get persuadees to change their stance
- Types of reasoning
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cause to effect - most common
effect to cause - finding causes of food poisoning
from symptoms - identify series of signs and draw conclusions
criteria to application - a,b and c are the criteria for a product or cause, X is the product/cause that will meet the criteria
comparison or analogy
figurative analogy
deductive reasoning - general to specific
inductive reasoning - specific to general - Cultural myths
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wisdom of the rustic
possibility of success
coming of a messiah
conspiracy theory
value of challenge
eternal return
"man's man" and "woman's woman"
Jeremiad - inherent struggle
REICH'S
mob at the gates
triumphant individual
benevolant community
rot at the top - American value system
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puritan and pioneer morality
value of individual
achievement and success
change and progress
ethical equality
effort and optimism
efficiency, practicality and pragmatism - nonverbal channels
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appeals to attractiveness, similarity, intimacy, trust
dominance and power displays
expectancy signaling and violations
appearance
kinesics
proxemics
chronemics
artifactual communication
facial expression
eye behavior
vocal factors
haptics (tactile communication)
gestures - proxemics (space)
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public space - 15-25 feet or more
social/formal space - 7-12 feet
personal/informal - 3 1/2-4 feet
intimate - 6-18 inches - kinesics (body language)
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posture - open/closed, erect and relaxed/tense or slouched
gestures - positive/negative/neutral evalutations, emblems
head movement - nodding, shaking, tilting, thrust jaw, etc
eye contact - Deceptive claims
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Irrelevant claim - manmade, all natural, fat free, low carb
Advantage - less or more
Hazy - I'm for/against X
Question - Why not the original?
Magic ingredient