Chapter 18

2. overt, observable actions
5. part information and part persuasion
7. involve accusing another person of some wrongdoing
8. prove to audience members that they meed to learn or do something
9. favorable self-image
10. are appeals to your listeners' feelings, needs, desires & wants
11. intensify the audience's feelings or beliefs
13. you're showing your listeners that many people do what you want them to also do
14. present the "solution" that satisfies the need
18. process of demonstrating a similarity with your audience
20. tendency to behave a certain way

1. focus on influencing listeners
3. you're showing your listeners that many people do what they should not do
4. designed to congratulate & inspire the recents graduates
6. indicator of what you feel is good or bad, ethical or unethical
12. persuasive strategy & way of organizing your speech
15. speaker gives an idea, a group of people a bad name
16. tell the audience what they should do to satisfy the need you have identified
17. conviction in the existence or reality of something
19. persuade the audience to give you their undimmed attention