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we strive to find harmony with others through persuasion
saying is believing, what we do we become
Canons of Rhetoric
the amount of dissonance is directly proportional to the amount of effort one hast invested in the behavior: fraternities, clubs
Identity through verbal and nonverbals
presenting the problem before it becomes one: Bill Clinton
how we order perceptions based on needs and values
Psychological Reactance Theory
Predicts resentment when person threatens a desired action
Stimulous responce theory
react to stimuli in absence of though: Pavlovs Dogs
Social Constructionist Theory
we create ideas based on experiences
philisophical study of value, right and wrong
THeory of knowledge/knowing
Ethos, Pathos, Logos, Mythos
- M-Story or legend
Stories we live by
Way to remember things: ROYGBIV
The study of being
Aristotle and 3 types of rhetoric
- Present-most important
Fond view of communication and rhetoric. Was boisteros and spoke of the grandeur of language.
Quiet. Saw Language as a disruptive force.
Persuasion as a process
Certain steps must be followed for it to be effective. It is a mutual activity, people must participate.
Comm between two parties, roles switch, feedback direct
fewer role changes, comm is primarily one-way, feedback less direct
No role changes, mltiple audiences, persuader initiates process, influences perception of self, others.
Co-Active vs Confrontational persuasion
- Co-Active- seeks common ground
- Confrontational- Seeks conflict and one loses
Funtions of persuasion
- Consumer Protection