Chapter 7 Flashcards
Types of persuasion
stasis
the basic issue in dispute between one or more speaking parties
definitive stasis
when the issue in dispute is the meaning of a term
conjectural stasis
when the issue in dispute is whether something occurred or not
qualitative stasis
when the issue in dispute involves the morality, ethicality, or value of an action
translative stasis
when the issue in dispute is the competency of the judge or arbiter
question of fact
when a speaker seeks to persuade people about how to interpret facts
question of value
a persuasive speech about the rightness or wrongness of an idea, action, or issue
question of policy
when a speaker takes a position on whether an action should or should not be taken
deliberative messages
one or two forms of persuasive speech proposed by Aristotle; it often takes place in legislative settings and focuses on discussing policies and actions to be taken
forensic messages
arguments where speakers debate the facts of a case and attempt to answer questions of justice
kategoria
a forensic speech that makes an accusation
apologia
a forensic speech that makes a defense against an accusation
rebuttal
a speech that involves overcoming the opposition’s argument by introducing other evidence that reduces the appeal of the opposition’s claims
refutation
a speech that seeks to prove the opposition’s argument is wrong, or false
issue awareness
the first step in the persuasive process whereby the speaker alerts the audience to the issue requiring its attention
comprehension
the second step in the persuasive process in which the speaker provides context for the issue in dispute so the audience understands what the speaker is talking about
acceptance
the third step in the persuasive process in which the audience decides whether or not to agree with the speaker advocated
integration
the fourth stage in the persuasive process in which the audience makes the speaker’s position a part of its own philosophy and worldview
initial credibility
the level of believability a speaker has before beginning his or her speech
derived credibility
the level of credibility during a speech that comes from what you say and how you say it
dynamism
a social science term for strong delivery that creates the impression with the audience that the speaker has practiced and thus cares about what he is talking about
terminal credibility
the credibility with which you end the speech
lying by commission
when a speaker willfully makes untrue statements to the audience
lying by omission
when a speaker willfully chooses not to acknowledge facts about his or her argument that might damage its effectiveness
