Persuasive Speaking

i'm pretty sure the week before everyone was enjoying the presentations of products or service which was based on persuasive speaking by our friends.

Well, i found out that according to the psychologists, they have found that successful speakers and basically, salespeople use several persuasion techniques:

• Yes-yes. Start with points with which the audience agrees to develop a pattern of "yes" answeres. Getting agreement to a basic premise often means that the receiver will agree to the logically developed conclusion.

• Offer structure choice. Give choices that force the audience to choose between A and B. College officials may ask audiences, "Do you want to raise taxes or raise tuition?" Political candidates ask, "Do you want more free enterprise or government telling you what to do?"
  

• Seek partial commitment. Get a commitment for some action on the part of the receiver. This leaves the door open for commitment to other parts of the proposal at a later date. "You don't need to decide on the new insurance plan now, but please attend the employee orientation program on Thursday."

• Ask for more, settle for less. Submit a complete public relations program to management, but be prepared to compromise by dropping certain parts of the program. It has become almost a cliche' that a department asks for a larger budget than it expects to receive.
  

A persuasive speech can either be one-sided, or offer servceral sides of an issue, depending on the audience. A series of 1950s studies by Carl hovland and his associates at Yale determined the one-sided speeches were most effective with persons favorable to the message, whereas two-sided speeches were most effective with audiences that might be opposed to the message.

credit to: Public Relations (Stragegies and Tactics / 9th edition) by Dennis L.Wilcos & Glen T. Cameron

I personally think the facts above are straight foward, realistic and amazingly true.




@ posted by, grace (B0800335)