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Learning Objectives
- Identify common persuasive strategies.
- Explain how speakers appeal to logos.
Persuasive Strategies
Do you think you are easily persuaded? If you are like most people, you aren’t swayed easily to change your mind about something. Persuasion is difficult because changing views often makes people feel like they were either not informed or ill-informed, which also means they have to admit they were wrong about something. We will learn about nine persuasive strategies that you can use to more effectively influence audience members’ beliefs, attitudes, and values. They are ethos, logos, pathos, positive motivation, negative motivation, cognitive dissonance, appeal to safety needs, appeal to social needs, and appeal to self-esteem needs.In this excerpt, we will learn about logos.
Ethos, Logos, and Pathos
Ethos, logos, and pathos were Aristotle’s three forms of rhetorical proof, meaning they were primary to his theories of persuasion.
Logos refers to the reasoning or logic of an argument. The presence of fallacies would obviously undermine a speaker’s appeal to logos. Speakers employ logos by presenting credible information as supporting material and verbally citing their sources during their speech. Using the guidelines from our earlier discussion of reasoning will also help a speaker create a rational appeal. Research shows that messages are more persuasive when arguments and their warrants are made explicit (Stiff & Mongeau, 2003). Carefully choosing supporting material that is verifiable, specific, and unbiased can help a speaker appeal to logos. Speakers can also appeal to logos by citing personal experience and providing the credentials and/or qualifications of sources of information (Cooper & Nothstine, 1996). Presenting a rational and logical argument is important, but speakers can be more effective persuaders if they bring in and refute counterarguments. The most effective persuasive messages are those that present two sides of an argument and refute the opposing side, followed by single argument messages, followed by messages that present counterarguments but do not refute them (Stiff & Mongeau, 2003). In short, by clearly showing an audience why one position is superior to another, speakers do not leave an audience to fill in the blanks of an argument, which could diminish the persuasive opportunity.
Speakers should strive to appeal to ethos, logos, and pathos within a speech. A speech full of facts and statistics appealing to logos would result in information overload.
Review of Logos
- Logos relates to the reasoning and logic of an argument. Speakers appeal to logos by
- presenting factual, objective information that serves as reasons to support the argument;
- presenting a sufficient amount of relevant examples to support a proposition;
- deriving conclusions from known information; and
- using credible supporting material like expert testimony, definitions, statistics, and literal or historical analogies.
Review of Persuasive Strategies
- Logos. Evokes a rational, cognitive response from the audience.
“Getting Competent”
Identifying Persuasive Strategies in Mary Fisher’s “Whisper of AIDS” Speech
Mary Fisher’s speech at the 1992 Republican National Convention, “A Whisper of AIDS,” is one of the most moving and powerful speeches of the past few decades. She uses, more than once, all the persuasive strategies discussed in this chapter. The video and transcript of her speech can be found on theAmerican Rhetoric website(www.americanrhetoric.com/speeches/maryfisher1992rnc.html). As you watch the speech, answer the following questions:
- Logos. List specific examples of how the speaker uses logic to persuade her audience.
Key Takeaways
- Logos refers to the reasoning or logic of an argument. Speakers appeal to logos by presenting factual objective information, using sound reasoning, and avoiding logical fallacies.
References
Cooper, M. D., and William L. Nothstine, Power Persuasion: Moving an Ancient Art into the Media Age (Greenwood, IN: Educational Video Group, 1996), 48.
Fletcher, L., How to Design and Deliver Speeches, 7th ed. (New York: Longman, 2001), 342.
Maslow, A. H., “A Theory of Human Motivation,” Psychological Review 50 (1943): 370–96.
Stiff, J. B., and Paul A. Mongeau, Persuasive Communication, 2nd ed. (New York: Guilford Press, 2003), 105.
