Chapter 18

7. speaker gives an idea, a group of people a bad name
8. present the "solution" that satisfies the need
10. intensify the audience's feelings or beliefs
11. tell the audience what they should do to satisfy the need you have identified
13. favorable self-image
16. prove to audience members that they meed to learn or do something
17. you're showing your listeners that many people do what you want them to also do
18. conviction in the existence or reality of something
20. part information and part persuasion

1. persuade the audience to give you their undimmed attention
2. indicator of what you feel is good or bad, ethical or unethical
3. process of demonstrating a similarity with your audience
4. focus on influencing listeners
5. tendency to behave a certain way
6. persuasive strategy & way of organizing your speech
9. designed to congratulate & inspire the recents graduates
12. involve accusing another person of some wrongdoing
14. are appeals to your listeners' feelings, needs, desires & wants
15. you're showing your listeners that many people do what they should not do
19. overt, observable actions