Studied by 34 peoplePersuasion
Is the process of influencing your audience to agree with your point of view, recommendation, or request.
What are the 4 parts of the analysing phase of the ACE communication process?
Purpose, Audience, Content, Medium
Primary Audience
The direct recipients of a message
Secondary Audience
Other people who may read or hear your message
In order to create a persuasive message, what should you focus on?
Information needs, motivation & benefits, and potential resistance
Refutation
A response intended to prove an objection is wrong (e.g. “No that is wrong, and here’s why”)
Concession
An admission that the opposing point of view has merit but does not invalidate your argument (e.g. “Yes, that may be true, but…”)
What are the 3 elements of effective persuasion?
Building Credibility
Constructing a logical argument
Appealing to your audience’a emotions
Credibility
An audience’s belief that you have expertise and are trustworthy based on your knowledge, character, reputation, and behaviour.
Logical Fallacy’s - Appeal to Popular Opinion
Offering as evidence statements such as “everybody knows”
Logical Fallacy’s - Hasty Generalization
Drawing a conclusion from a sample that is either too small or does not represent the larger population
Logical Fallacy’s - Ignoring the Burden of Proof
Stating a claim but providing no evidence to support it
Logical Fallacy’s - False Cause
Assuming that there is a cause and effect between two things without providing the relationship
Logical Fallacy’s - False Analogy
Supporting an idea by comparing it to something that is not comparable
Logical Fallacy’s - False Dilemma
Asserting that only two choices exist, while ignoring other options
Logical Fallacy’s - Red Herring
Focusing on an irrelevant issue to draw attention away from a central issue
Logical Fallacy’s - Ad Hominem Attack
Attacking a person who disagrees with you rather than addressing the issues
Pre-suasion
The process of influencing an audience’s state of mind before delivering a persuasive message
What does AIDA stand for in sales messages?
Attention
Interest
Desire
Action
What type of buffer?
“Over the past 6 months, the economy has slowed, and our sales have dropped significantly.”
Background Information
What type of buffer?
“In order to stay in business, our store needs to meet its payroll obligations.”
Facts That Signal a Problem
What type of buffer?
“Despite the soft economy and slowing sales, we have identified a way to keep the store open and meet our payroll obligations.”
Good News
What type of buffer?
“Thank you for your efforts this past year to improve sales at our store. Your knowledge of the merchandise and concern for customers have resulted in our highest-ever customer satisfaction rating, even in these difficult economic times.”
Thanks or Compliments
What type of buffer?
“In these lean times, we need to watch our budget and eliminate all unnecessary spending. These cuts will require sacrifices from us all.”
Generally Accepted Truths
What type of buffer?
“I know how hard you have worked to keep costs down, so I understand that you might think we’re unfair coming back to you this year with yet another request.”
Empathy with Audience
What does the BET framework stand for when delivering constructive criticism (For POSITIVE Feedback)
Behaviour
Effect
Thanks
What does the BEAR framework stand for when delivering constructive criticism? (For NEGATIVE Feedback)
Behaviour
Effect
Alternative
Results
What are the 3 A’s in determining the reliability and relevance of print or online sources?
Authorship
Accuracy
Age
Survey
Research that uses a predetermined list of questions to collect a structured set of information from a selected audience.
What does CRAAP stand for when evaluating information?
Current
Relevance
Accuracy
Authority
Purpose
Note
Flashcard