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Vera Dodds

Commerce 3S03Chapter 2 Communication Communication is sharing information with others To be effective communication requires that people reach a common understandingFor communication to work listeners need to understand what is being sad to them and interpret that information in a similar way to the person making the original statement It affects almost every aspect of managerial behaviour Communication MythsIf you have a strong case everyone will be convincedWords mean what they mean PowerPoint presentations are always the best way to persuade Assertive communication means being a jerkListening is a passive activityCreative Persuasive MessagesAudience AnalysisAnalyze your audienceDevelop an argument that speaks to your listeners Will always be more persuaded by issues that directly affect them First we are persuaded by the personal credibility or ethos of a speakerSecond we respond to emotional appeals or pathos in a message Finally we are moved by the logical arguments or logos supporting a position Ethos Personal CredibilityWe believe they know what there talking about Believe that the speakers shares your valuesBased on personal credibility People find your message most appealing when it is clear that you truly understand them Establish yourself as an expert on your topic of choice Go the extra step to prove your knowledge and skills About expertise and relationships Expertise involves knowledge and a history of sound judgment Relationships stem from demonstrating you can be trusted to listen and work in the best interests of others Make sure your quality of presentation reflects your expertisePathos Arousing Others Emotions To arouse your emotions Most effective when speakers use stories and examples that are highly relevant to their listenersThe first technique is one of fairness Relies on the universal human tendency for people to treat others as they are themselves treated Being trusting cooperative pleasant or responsive to others needs will encourage others to act similarly toward you Another technique is storytelling which is one of the most powerful modes of communication Logos Using EvidenceThe logical arguments presented by speakers is compelling Facts figures and other forms of persuasion help listeners believe they are making an informed rational choice You have 2 obligations Construct a logical sound arguments and to find evidence in support of your claims 2 basic kinds of arguments1 Deductive moves from general to specific We make an assertion and then provide evidence in support of that assertion 2 Inductive moves from talking about specific things to generalizingWe present the evidence and then draw conclusions The types of evidence available to you include1 Statistics
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