ENGL2311: Assignment 2 for nyanya

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Chapter 13

Persuading Others

Chapter Outline

Persuading with Reasoning

Persuading with Values

Help: Persuading Readers Online

Persuasion in High-Context Cultures

Persuading with Reasoning

Persuasion is about Giving People Reasons to Do Things

Reasoning Is the Use of Logic and Examples to Show Others the Strengths and Merits of Your Ideas

Persuading with Reasoning (cont.)

Reasoning With Logic

If . . . then

Either . . . or

Cause and effect

Costs and benefits

Better and worse

When using logic, you are trying to appeal to your readers’ common sense or beliefs.

If . . . Then – persuade readers by demonstrating that something they already believe leads logically to something else they should also accept.

Either . . . Or – offering readers a choice between two paths. This may be risky because readers may choose path you don’t want them to take, or they may reject both.

Cause and effect – demonstrating to readers how specific causes lead to specific effects. The word because can signal a cause and effect relationship.

Costs and benefits – In most cases, you will want to show readers that the benefits outweigh the costs, but it could be that the costs are too high for the benefits.

Better and worse – show that your ideas are better than alternatives.

Persuading with Reasoning (cont.)

Reasoning With Examples and Evidence

For example

Experiences and observations

Facts and data

Quotes from experts

Examples and evidence allow you to reason with your readers by showing them real or realistic support for your claims.

For example – using an example can clarify and support a complex idea while making it seem more realistic to readers. Phrases like for example, for instance, in a specific case, to illustrate and such as signal that you are using an example.

Experiences and observations – if readers trust the credibility of the source, personal experiences and observations can be persuasive.

Facts and data – empirically proven facts and data generated from experiments and measurements can offer some of the strongest forms of evidence. People generally trust observed facts and numbers. Cite sources when referring to facts and data.

Quotes from experts – use quotes from a recognized authority on the subject to back up your claims.

“The safety mechanism failed because of the material used,” is an example of which type of logic?

If . . . then

Cause and effect

Costs and benefits

Better and worse

“The safety mechanism failed because of the material used,” is an example of which type of logic?

If . . . then

Cause and effect

Costs and benefits

Better and worse

Persuading with Values

Values-Based Persuasion Can Be More Subtle than Reasoning-Based Persuasion

Values-Based Persuasion Is Effective because People Prefer to Say Yes to Someone Who Holds Similar Values and Beliefs

Persuading with Values (cont.)

Goals and Ideals

Goals

Needs

Shared Values

Attitudes

To appeal to goals and ideals, begin by looking closely at your reader profile to determine readers’ goals, needs, values, and attitudes.

Goals – discuss readers’ goals with them and show them how your product or services with help them reach those goals.

Needs – needs are the basic requirements for survival.

Shared values – identify values that your readers, you, and your company have in common. Look at readers’ websites.

Attitudes – show that you empathize with your readers’ point of view.

Persuading with Values (cont.)

Framing Issues from the Readers’ Perspective

Framing

Reframing

See and describe an issue from your readers’ perspective. By doing this (framing,) you can appeal to your readers’ sense of values.

Framing – look closely at reader profiles. Locate one or two words or phrases that characterize your readers’ perspective on the issue. Use logical mapping to show you the frame from which your readers understand the issue.

Reframing – If your readers don’t see an issue in a way that is compatible, “reframe” the issue. Use logical mapping after you locate a common value.

What should you do if your readers don’t see an issue in the way that you want them to?

Frame the issue

Use logical reasoning

Reframe the issue

None of the above

What should you do if your readers don’t see an issue in the way that you want them to?

Frame the issue

Use logical reasoning

Reframe the issue

None of the above

Help: Persuading Readers Online

Ten Strategies for Online Persuasion

Create an impression of scarcity

Decrease the number of options

Label the reader into a specific group

Tell people their prior beliefs were correct

Ask them to help

Create an impression of scarcity – suggest that the product or service will be available in limited amounts or for a short time.

Decrease the number of options – too many choices can cause hesitation

Label the reader into a specific group – accurately label the person you are trying to persuade

Tell people their prior beliefs were correct – people like consistency.

Ask them to help – readers respond more positively if they think you are asking them to help.

Help: Persuading Readers Online (cont.)

Ten Strategies for Online Persuasion (Ccnt.)

Admit your were wrong (if you were)

Use “you” to refer to readers

Use he word “because” to make your arguments sound rational

Rhyme phrases to make them more convincing

Face time beats e-mail time

Admit you were wrong (if you were) – taking responsibility will build trust.

Use “you” to refer to readers – people from Western cultures respond favorably to the word “you” in persuasive situations.

Use the word “because” to make your arguments sound rational – “Because” will signal that you have thought things through.

Rhyme phrases to make them more convincing – rhymed phrases are easier to agree with.

Face time beats e-mail time – people reach agreement and resolve problems better face to face than through e-mail.

Persuasion in High-Context Cultures

High-Context Cultures Tend to Place More Emphasis on Community and Consensus

Guideline 1: Develop long-term relationships

Guideline 2: Use intermediaries to build relationships

Guideline 3: Rely on facts and reasoning

Guideline 4: Avoid arguing strongly for or against

Guideline 5: Strive to reach consensus

Guideline 1 – High-context cultures put a high value on existing relationships and reputations. Familiarize readers with your company’s reputation.

Guideline 2 – In high-context cultures, strangers tend to be treated skeptically. Look for a trusted intermediary to help you make connections.

Guideline 3 – Direct persuasion is often viewed negatively. Use fact-based presentation with solid reasoning.

Guideline 4 – Outward argumentativeness can be viewed as threatening and disrespectful. Arguing with another might be perceived as an attack. If you disagree, restate facts of and use reasoning.

Guideline 5 – Present ideas as a win-win for both sides.

Persuasion in High-Context Cultures (cont.)

Guideline 6: Speak collectively, not individually

Guideline 7: Be patient and wait for the “point”

Guideline 8: Remember that “no” is rarely used

Guideline 9: Don’t be informal

Guideline 10: Defer to hierarchy

Guideline 11: Minimize emotions

Guideline 6 – Characterize what is best for all.

Guideline 7 – The main point often comes at the end. Wait for it patiently.

Guideline 8 – Handle refusals with care. A direct refusal can be considered an insult. Sometimes “Yes, but” means “no.”

Guideline 9 – Hierarchy, rituals, and respect for social status are important. Informality and familiarity can be viewed as disrespectful or aggressive. Use titles.

Guideline 10 – People of lower standing are expected to defer to someone of higher standing.

Guideline 11 – Emotions other than smiles are serious. Don’t show anger, hilarity, annoyance, etc.

Which of the following is not true of high-context cultures?

They value consensus

They tend to be formal

They tend to be skeptical of strangers

All of these things are true

Which of the following is not true of high-context cultures?

They value consensus

They tend to be formal

They tend to be skeptical of strangers

All of these things are true