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Chapter 14 Outline

I. Persuasive Presentation Definition and Types

A. Definition

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B. Types

1. Convince
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2. Actuate
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C. Persuasive Presentations in Business

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I I. Persuasive Theory

A. Evidence and Logic

1. Evidence

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2. Logic

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                3. Research on Methods of Using Evidence


                    a.
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                    b.
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                    c.
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                    d.
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4. Persuasion Within the Organization

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5. Persuasion Outside the Organization

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                 6. Presenting One or Both Sides of Your Position


                    a.
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                    b.
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                    c.
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B. Credibility of the Speaker

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1. Trustworthiness
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2. Competency
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3. Dynamism
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4. Objectivity
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5. Organizational Rank
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C. Psychological Needs of the Listeners

1. Hierarchy of Needs

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2. Needs that Motivate Employees

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3. Needs that Motivate Managers

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D. Opinions of Other Listeners

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I I I. Persuasive Presentation Preparation Steps

A. Analyze Expected Listeners and Their Needs

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B. Write Your Purpose as a position Statement

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C. Determine Credibility and Plan to Increase

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D. Research Topic and Plan Best Method for Presenting Evidence

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E. Decide How to Organize

1. Claim Pattern

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a. Inductive Reasoning

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b. Deductive Reasoning

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2. Causal Pattern

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3. Problem-Solution Pattern

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4. Comparative Advantages Pattern

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5. Criteria Satisfaction Pattern

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6. Motivated Sequence (note the steps)

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F. Prepare An Outline and Check Support

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G. Review Presentation and Ethical Dimension

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H. Practice Considerations

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IV. Team Presentations

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A. Three Successful Team Presentation Characteristics

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B. Adapting Team Presentations to the Media

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