Features, techniques and examples of persuasive speech

Both in daily communication and at work, people have to confront the other person’s point of view.

In order not only to defend his opinion, but also to demonstrate its correctness, it is necessary to understand the structure and methods of persuasion.

This article discusses the methods, techniques and rules of persuasion.

What is a conviction?

Conviction - this is a way to prove your position, point of view in such a way that the interlocutor accepts it and acts in accordance with it.

Persuasion is applied both in the daily informal dialogue, and in conversation with colleagues, in the workforce, with partners (business communication).

Purpose of persuasion - to prove the correctness of their own positions, to justify their effectiveness. A person must understand that it is necessary to do so, because it is more profitable, more effective.

Persuasion is always inseparable from the concept of persuasion - the ability of the interlocutor to accept the point of view of the partner.

If one can substantiate his position logically, demonstrating the benefit, resorting to the opinion of experts, then the other will not work in any of the ways.

Because this type of people can't go on a constructive dialogue, is not able to perceive information from the outside and considers his own opinion the only correct one.

Structure

Persuasion is divided into 4 factors:

Inductor. This is the sender of the information message, the person who convinces, conveys information. The success of the whole process depends partly on the personality of the inductor. If a person is pleasant to the interlocutor, then the probability of accepting a point of view is high. It can be pleasant both physically (external attractiveness) and psychologically (respect for the opinion, admiration for the intellect - when a person logically argues the position). Also plays a role the social factor - the credibility of the individual in society. If the speech is conducted by a famous person who is competent in the topic that he reveals, trust in him automatically arises due to considerable authority. Also influenced by the skills of persuasion inductor, his ability to choose the context and format of communication, depending on the person.
Message. The information that the inductor operates with the purpose of persuasion. The better the inductor understands the interlocutor, the better will be able to adapt to his psyche and find the right way of persuasion.
The message format depends on the interlocutor’s ability to receive a certain type of information.
The movement of the message. In this case, it is understood the analysis of what was said by the interlocutor, whether the information reached him. If he began to think about it, it means. This is influenced both by the ability of an inductor to operate with facts and other methods, and by a person's ability to perceive information - cognitive activity. Cognitive activity is expressed in the search and acceptance of new data, in the ability to change one's point of view in connection with the newly acquired knowledge, as well as in the curiosity of the person, the desire to obtain new information.

Recipient. The man who is persuaded. The success of communication depends on his character, social status, personal values. For example, there is a type of people whose values are a constant search for benefits. Therefore, in the message you need to appeal to the fact that if a person does a certain way - his situation will improve. For example, “Go to work on Saturday. The boss appreciates the prompt and loyal company of people, so maybe he will pick you up for promotion next month. ” Here the manager (inductor) speaks of a significant benefit for the employee (recipient), and the latter understands how best to proceed. Other people are socially dependent and pay attention to the opinions of others. In this case, the message “Most colleagues agreed to go to work on a day off” can be effective.
The recipient does not want to go against the opinion of the overwhelming part, to oppose himself to the team, and therefore he will agree.

Features of persuasive speech

Unlike plain speaking, persuasion based on evidence. A person always justifies his position, gives arguments, facts, resorts to theoretical studies or practical experience.

If, in an informal setting, a person can say, “I just think so and everything”, then in the context of persuasion, such behavior is unacceptable.

Difference from suggestion

If conviction refers to conscious direct action, then suggestion has an effect on the subconscious.

Suggestion does not necessarily resort to objective arguments or arguments.

Many have a weakness of suggestibilitytherefore, suggestion as a method of influencing a person is ineffective.

Ways and methods

Methods of persuasion are applied depending on the personality of the interlocutor and his attitude towards the speaker.

Under the mechanism of persuasion is understood a series of actions aimed at changing the point of view of the recipient in order to achieve certain results from him.

Ways:

Straight (fundamental). It consists in a direct appeal to the recipient, reporting information in its pure form.

Evidential. In the interlocutor's speech, the inductor finds gaps in the knowledge of information or logical errors. And then he proves on the facts why he is mistaken. The method is used if the recipient does not possess reliable data, the essence is in bringing counter arguments proving the erroneous judgment of the interlocutor.
Partial evidence. It is realized in the case when the interlocutor is right only in part of his arguments. Then the persuader skips the discussion about the right arguments and emphasizes the wrong ones.
Accentuating. The inductor uses the point of view of the recipient and refers to it. For example, "you yourself say ...", "as you said." The method is aimed at finding common interests for the interlocutors, agreement with them.
"Yes, but ...". Manipulation, the essence of which is in agreement with the arguments, but later arguments are presented on their disadvantage. The inductor does not refute the point of view of the interlocutor, but shows that it can lead to failure.
Inversion method (boomerang). The inductor does not refute the point of view, and uses the facts against the interlocutor. The goal is to invert, flip the arguments "for" into arguments "against."
Persuasive performance. When there is a long monologue on the problem with a detailed disclosure of arguments, the emphasis is set on key positions.
Most often, the performance is public, and therefore has a greater impact on each listener.

Techniques

Techniques of persuasion based on psychological and social features of communication.

The techniques described in this section do not resort to standard arguments, operating with factors.

On the contrary, they tied to the emotions and manipulation of the interlocutor. Receptions:

Sympathy. The goal is to please the person. People tend to agree with those who are like them. The technique is aimed at men, because the appearance of the interlocutor for them usually does not play a role. To please a person, you can demonstrate agreement with his worldview, values, principles (sympathy at the level of reason, logic), and also mirror (copy) posture, gestures, facial expressions, often smile (sympathy at the level of emotions).
Reciprocity. If a person owes you something or you have previously rendered a service to him, then the probability of persuasion increases. Since successful communication was before this, trust and sympathy for you was formed.
People tend to help those who have already helped them. The task is to recall past assistance, cooperation.
Exclusivity. People pay attention to the scarcity, the rarity of something. Therefore, you can appeal to the rarity of opportunities in principle or in time. For example, you want to convince a person to buy a guitar. In this case, the exclusivity has the offer of the sale itself. You describe the properties of the instrument, its positive characteristics, good quality - “Such a decent thing for such money in few places you will find.” This is rare in principle. “Besides, I sell her last day” - this is an illusion of limited time.

Authority. Mentioning the opinion of someone who is respected in society or sympathetic personally interlocutor. This can be a recognized expert (“Scientists have proved”, “A well-known artist also believes”), society as a whole (“Most prefer ...”, “90% agree with ...”).

The rules of persuasion interlocutor

Methods and techniques of persuasion may be useless if a number of rules are not followed:

Emotional calm. Persuasion is possible only in the case of successfully sent and received information. On emotions, not only part of the data is lost, but also the attitude towards the inductor deteriorates, which destroys any arguments.
Politeness and cultural communication. The task of persuading - not to demonstrate hostility or disregard for the interlocutor.
Therefore, the use of foul language, ridicule, jokes, rudeness is not allowed.
Argument. Confirm what has been said with experience, facts, real evidence. You should not push your point persistently, otherwise the interlocutor will be negatively disposed and it will be more difficult to convince him.

Psychological aspects

The success of persuasion depends on human persuasion factorwhich consists of two components:

Hardness convictions. When a person is extremely confident in his views - they have been formed for a long period, confirmed by practical experience or are common in the environment. In this case, it is difficult for a person to change the point of view, since the old installations are convenient and familiar.
The ability to perceive the new. A person can be closed from external sources of data psychologically. He refuses new information, is rigid in the worldview. He does not want to change positions, even if he argues in detail her wrongness.

The lower the persuasion, the harder it is to explain and all the more impress the interlocutor with their point of view.

NLP technique

NLP (Neuro Linguistic Programming) - way to influence the interlocutor through emotions and personal beliefs. In everyday life, everyone is guided by their own convictions (values). Changing the value - you can change the behavior of a person. This is the aim of NLP.

NLP is widely used in advertising, in negotiations, in the field of active sales. The task is to say something conceived in a different form, manipulating consciousness.

For example, a man wants to rule over his wife, but he does not speak openly (“You must obey me”), but manipulatively (“Good wives obey beloved men”), thereby achieving the desired effect.

Persuasive speech: examples of texts

Consider a situation where parents want to convince the child in higher education:

“A good education allows you to earn a lot, make new acquaintances, get a high position in society” (direct method).
“Without education you will not get anywhere, you will work in a bad position” (negative reasoning).
“All your classmates come in - they think about the future” (appealing to the public majority).

The ability to convince allows achieve your goals, influence people.

We recommend the classic work of Robert Chaldini "The Psychology of Influence: Convince, Impact, Defend" - the book perfectly reveals the methods of persuasion that can be applied immediately after reading.

The secret of persuasive speech from professionals: