Chapter 18

3. persuasive strategy & way of organizing your speech
7. indicator of what you feel is good or bad, ethical or unethical
9. overt, observable actions
13. conviction in the existence or reality of something
14. tell the audience what they should do to satisfy the need you have identified
15. you're showing your listeners that many people do what they should not do
16. persuade the audience to give you their undimmed attention
17. your audience regards you as a believable spokesperson
18. focus on influencing listeners

1. tendency to behave a certain way
2. you're showing your listeners that many people do what you want them to also do
4. are appeals to your listeners' feelings, needs, desires & wants
5. present the "solution" that satisfies the need
6. concern what is or is not true
7. intensify the audience's feelings or beliefs
8. designed to raise the spirits of an audience
10. favorable self-image
11. delivering a persuasive speech, stress that you have examined both sides
12. process of demonstrating a similarity with your audience
19. prove to audience members that they meed to learn or do something