Persuasion: Principles and method

Charles H. Woolbert
1919 The Quarterly journal of speech  
I N THE two earlier papers in this series the following points were made: All speech and writing is intended to secure action; the type of action common to all verbal address is incorporated in the idea of Acceptance; every act of Acceptance implies the presence of propositions which can be stated in words and which can be shown to be logically coherent; the inducing of Acceptance is a matter of finding and using such propositions as^ when accepted as true, lead to the granting by the hearers
more » ... ng by the hearers of the speaker *s wish ? or purpose; thus in all communication or persuasion there are three factors to be reckoned on, the speaker^ the hearer ? and the propositions presented for acceptance; the standard whereby propositions shall be chosen to win results must be that of Sufficiency, surely not that of absolute finality. Turning these principles then into specific steps, for purposes of method, we find the following stages in Analysis necessary: STEP 1. Choose definitely the action desired. STEP 2. Convert this into a demand made upon the given audience for the action desired, thus connecting speakers purpose and audience^s acting nature. This properly takes the form of an imperative sentence. STEP 3. Convert this demand, imperatively stated, into a proposition, stated declaratively, which will incorporate action desired, demand for it, and the audience's relation to the demand. This takes the form commonly known as the Proposition, or resolution, for discussion. Being in prepositional form, it is the groundwork of logical processes that necessarily arise upon it. In this way full connection is made between the psychological factors of wish of speaker and acting nature of audience, and the logical factors implied in the framing of a proposition. STEP 4. Analyse the hearers* acting natures, as individuals; ascertain the balance of the biological needs and tendencies of 1 The third of a series of papers appearing in the QUARTERLY JOURNAL OF SPEECH EDUCATION on this general subject. For the previous parts see the two preceding numbers of this publication.
doi:10.1080/00335631909360742 fatcat:id57wsstvnaq5cw7gnsugv36ty