persuasive language strategies and techniques in political speeches

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• Published: 11 December 2023

The art of rhetoric: persuasive strategies in Biden’s inauguration speech: a critical discourse analysis

• Nisreen N. Al-Khawaldeh 1 ,
• Luqman M. Rababah   ORCID: orcid.org/0000-0002-3871-3853 2 ,
• Ali F. Khawaldeh 1 &
• Alaeddin A. Banikalef 2  

Humanities and Social Sciences Communications volume  10 , Article number:  936 ( 2023 ) Cite this article

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• Language and linguistics

This research investigated the main linguistic strategies used in President Biden’s inauguration speech presented in 2021. Data were analyzed in light of Fairclough’s CDA framework: macro-structure (thematic)—intertextually; microstructure in syntax analysis (cohesion); stylistic (lexicon choice to display the speaker’s emphasis); and rhetoric in terms of persuasive function. The thematic analysis of the data revealed that Biden used certain persuasive strategies including creativity, metaphor, contrast, indirectness, reference, and intertextuality, for addressing critical issues. Creative expressions were drawn highlighting and magnifying significant real-life issues. Certain concepts and values (i.e., unity, democracy, and racial justice) were also accentuated as significant elements of America’s status and Biden’s ideology. Intertextuality was employed by resorting to an extract from one of the American presidents in order to convince the Americans and the international community of his ideas, vision, and policy. It appeared that indirect expressions were also used for discussing politically sensitive issues to acquire a political and interactional advantage over his political opponents. His referencing style showed his interest in others and their unity. Significant ideologies encompassing unity, equality, and freedom for US citizens were stated implicitly and explicitly. The study concludes that the effective use of linguistic and rhetorical devices is important to construct meanings in the world, be persuasive, and convey the intended vision and underlying ideologies.

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Introduction.

The significance of language in political and academic realms has gained prominence in recent times (Iqbal et al., 2020 ; Kozlovskaya, et al., 2020 ; Moody & Eslami, 2020 ). Language serves as a potent instrument in politics, embodying a crucial role in the struggle for power to uphold and enact specific beliefs and interests. Undeniably, language encompasses elements that unveil diverse intended meanings conveyed through political speeches, influencing, planning, accompanying, and managing every political endeavor. Effectiveness in political speeches relies on meeting criteria such as credibility, logic, and emotional appeal (Nikitina, 2011 ). Credibility is attained through possessing a particular amount of authority and understanding of the selected issue. Logical coherence is evident when the speech is clear and makes sense to the audience. In addition, establishing an emotional connection with the audience is essential to capture and maintain their attention.

Political speech, a renowned genre of discourse, reveals a lot about how power is distributed, exerted, and perceived in a country. Speech is a powerful tool for shaping the political thinking and political “mind” of a nation, allowing the actors and recipients of political activity to acquire a certain political vision (Fairclough, 1989 ). Political scientists are primarily interested in the historical implications of political decisions and acts, and they are interested in the political realities that are formed in and via discourse (Schmidt, 2008 ; Pierson & Skocpol, 2002 ). Linguists, on the other hand, have long been fascinated by language patterns employed to deliver politically relevant messages to certain locations in order to accomplish a specific goal.

Critical discourse analysis (CDA) is a crucial approach for analyzing language in depth so as to reveal certain tendencies within political discourse (Janks, 1997 ). CDA is not the same as other types of discourse analysis. That is why it is said to be “critical.” According to Cameron ( 2001 ), “critical refers to a way of understanding the social world drawn from critical theory” (p. 121). Fairclough ( 1995 ) also says, “Critical implies showing connections and causes which are hidden; it also implies intervention, for example, providing resources for those who may be disadvantaged through change” (p. 9). In short, it can be applied to both talk and text delivered by leaders or politicians who normally have a lot of authority to reveal their hidden agenda (Cameron, 2001 ) and decipher the meaning of the crucial concealed ideas (Fairclough, 1989 ). Therefore, it is a useful technique for analyzing texts like speeches connected with power, conflict, and politics, such as Martin Luther King’s speech (Alfayes, 2009 ). Fairclough concludes that CDA can elucidate the hidden meaning of “I Have a Dream,” the speech that has a strong and profound significance and whose messages concerning black Americans’ poverty and struggle have inspired many people all around the world. The ideological components are enshrined in political speeches since “ideology invests language in various ways at various levels and that ideology is both properties of structures and events” (Fairclough, 1995 , p. 71). Thus, meanings are produced through attainable interpretations of the target speech.

CDA has obtained wide prominence in analyzing language usage beyond word and sentence levels (Almahasees & Mahmoud, 2022 ). CDA, also known as critical language study (Fairclough, 1989 ) or critical linguistics (Fairclough, 1995 ; Chouliaraki & Fairclough, 1999 ), considers language to be a critical component of social and cultural processes (Fairclough, 1992 ; Fairclough, 1995 ; Chouliaraki & Fairclough, 1999 ). The goal of this strategy, according to Fairclough ( 1989 ), is to “contribute to the broad raising of consciousness of exploitative social connections by focusing on language” (p. 4). He also claims that CDA is concerned with studying linkages within language between dominance, discrimination, power, and control (Fairclough, 1992 ; Fairclough, 1995 ) and that the goal of CDA is to link between discourse practice and social practice obvious (Fairclough, 1995 ). The CDA is a type of critical thinking which means, according to Beyer ( 1995 ), “developing reasoned conclusions.” Thus, it might be viewed as a critical perspective and interpretation that focuses on social issues, notably the role of discourse in the production and reproduction of power abuse or dominance (Wodak & Meyer, 2009 ). Furthermore, the ‘Sapir–Whorf hypothesis’ indicates that the goal of critical discourse interpretation is to retrieve the social meanings conveyed in the speech by analyzing language structures considering their interactive and larger social contexts (Fairclough, 1992 ; Kriyantono, 2019 ; Lauwren, 2020 ).

Political communication is generally classified as a persuasive speech since it aims to influence or convince people that they have made the right choice (Nusartlert, 2017 ). Persuasive discourse is a very powerful tool for getting what is needed or intended. In such a type of discourse, people use communicative strategies to convince or urge specific thoughts, actions, and attitudes. Scheidel defines persuasion as “the activity in which the speaker and the listener are conjoined and in which the speaker consciously attempts to influence the behavior of the listener by transmitting audible, visible and symbolic” ( 1967 , p. 1). Thus, persuasive language is used to fulfill various reasons, among which is convincing people to accept a specific standpoint or idea.

Political speeches are considered eloquent pieces of communication oriented toward persuading the target audience (Haider, 2016 ). Politicians often use many persuasive techniques to express their agendas in refined language in order to convince people of their views on certain issues, gain support from the public, and ultimately achieve the envisioned goals (Fairclough, 1992 ). Leaders who control uncertainty, build allies, and generate supportive resources can easily gain enough leverage to lead. This means that their usage of language aims to put their intended political, economic, and social acts into practice. The inaugural speech is a very political discourse to analyze because it marks the inception of the new presidency, mainly focusing on infusing unity among people. In light of the scarcity of research on this significant speech, this study aims to investigate the main linguistic persuasive strategies used in President Biden’s inauguration speech presented in 2021.

Literature review

Political speeches are a significant genre within the realm of political discourse in which politicians use language intentionally to steer people’s mindsets and emotions in order to achieve a specific outcome. Since politics is mainly based on a constant struggle for power among concerned individuals or parties, persuasive techniques are crucial elements politicians use to manipulate others or make them accept their entrenched ideas and plans. Persuasion involves using rhetoric to convince the target audience to embrace certain ideologies, adopt specific attitudes, and control their behavior toward a particular issue (Van Dijk, 2015 ). The inaugural speeches are quite diplomatic and rhetorical, as they constitute a golden chance for the leaders to assert their leadership style. Thus, they are open to different types of interpretations and form a copious source of data for politicians and linguists. The linguistic choices politicians make are rational because of the underlying ideologies that determine the way their speeches should be structured. Considering this idea, it is vital to study the rhetoric of the American presidential inaugural speech since it was presented at a time full of critical political events and scenarios by a very influential political figure in the world, marking the inception of a new phase in the lives of Americans and the world. The significance of studying such a piece of discourse lies in the messages that the new president seeks to deliver to the American nation and the world at large.

Biden’s speeches have attracted researchers’ attention. For example, Renaldo & Arifin ( 2021 ) examined Biden’s ideology evident in his inaugural speech. The analysis of the data revealed three types of presuppositions manifested in his speech, i.e., lexical, existential, and factive, where lexical presupposition is the most frequent one. The underlying ideology was demonstrated in issues regarding immigrants, healthcare, racism, democracy, and climate change.

Prasetio and Prawesti ( 2021 ) analyzed the underlying meanings based on word counts considering three subcategories: hostility, use of auxiliaries, and noun-pronoun discourse analysis. The results revealed Biden’s hope of helping Americans by overcoming problems, developing many fields, and enhancing different aspects. It was evident that his underlying ideology was liberalism and his cherished values were democracy and unity.

Pramadya and Rahmanhadi ( 2021 ) studied the way Biden employed the rhetoric of political language in his inauguration speech in order to show his plans and political views. Each political message conveyed in his inauguration speech revealed his ideology and power. Sociocultural practices that supported the text were explored to view the inherent reality that gave rise to the discourse.

Amir ( 2021 ) investigated Biden’s persuasive strategies and the covert ideology manifested in his inaugural speech. Numerous components including “the rule of three,” the past references, the biblical examples, etc., were analyzed. The results emphasized the strength of America’s heroic past, which requires that Americans mainly focus on American values of tolerance, unity, and love.

Bani-Khaled and Azzam ( 2021 ) examined the linguistic devices used to convey the theme of unity in President Joe Biden’s Inauguration Speech. The qualitative analysis of this theme showed that the speaker used suitable linguistic features to clarify the concept of unity. It revealed that the tone of the speech appeared confident, reconciliatory, and optimistic. Both religion and history were resorted to as sources of rhetorical and persuasive devices.

The review of the literature shows a bi-directional relationship between language and sociocultural practices. Each one of them exerts an influence on the other. Therefore, CDA explores both the socially shaped and constitutive sides of language usage since language is viewed as “social identity, social relations, and systems of knowledge and belief” (Fairclough, 1993 , p. 134). It shows invisible connections and interventions (Fairclough, 1992 ). Consequently, it is significant to disclose such unobserved meanings and intentions to listeners who may not be aware of them.

Despite the plethora of critical discourse analysis research on political speeches, few studies were conducted on Biden’s inauguration speech. Thus, this study aims to enrich the existing research by complementing the analysis and highlighting some other significant aspects of Biden’s inauguration speech. Therefore, it is expected that this study will enrich critical discourse analysis research by focusing mainly on political speech. It can be a helpful source for teachers studying and teaching languages. They will learn how to properly analyze discourses by following a critical thinking approach to fully comprehend the relationship linking individual parts of discourses and creating meaning. Besides, the study casts light on distinctive features of societies manifested in political speech.

Methodology

The present study analyses President Biden’s inauguration speech (Biden, 2021 ). Data were analyzed in light of the CDA framework: macro-structure (thematic)—intertextually; microstructure in syntax analysis (cohesion); stylistic (lexicon choice to display the speaker’s emphasis); and rhetoric in terms of persuasive function. Fairclough’s discourse analysis approach was adopted to analyze the target speech in terms of text analysis, discursive practices, and social practices. The main token and the frequency of the recurring words were statistically analyzed, whereas the persuasive strategies proposed by Obeng ( 1997 ) were analyzed based on Fairclough’s ( 1992 ) CDA mentioned above.

Results and discussion

In the United States, presidents deliver inaugural speeches after taking the presidential oath of office. Presidents use this occasion to address the public and lay forth their vision and objectives. These speeches can also help to unify the United States, especially after difficult times or conflicts. Millions of people in the United States, as well as millions of people throughout the world, listen to the inaugural speeches to gain a glimpse of the new president’s vision for the world. This speech is particularly intriguing to analyze using the CDA framework in many aspects. Fairclough ( 1992 ) emphasizes that language must be regarded as an instrument of power as well as a tool of communication. Actually, there is a technique for utilizing language that seeks to encourage individuals who are engaged to do particular things.

The analysis of the ideological aspect of Biden’s inaugural speech endeavors to link this speech with certain social processes and to decode his invisible ideology. From the opening lines, it is apparent that Biden’s ideology is based on inclusiveness and a citizen-based position. At the beginning of his speech, he uses the first few minutes of his inaugural speech to thank and address his predecessors and audience as ‘my fellow Americans,’ lumping all sorts of nationalities and ethnicities together as one nation.

Biden then continues to mark a successful and smooth transition of power with an emphasis on a citizen-based attitude. He underlines that the victory belongs not only to him but to all Americans who have spoken up for a better life in the United States, saying “We celebrate the triumph not of a candidate, but of a cause. The cause of democracy. The people, the will of the people has been heard and the will of the people has been heeded.” With this victory, he promised to take his position seriously to unify America as a whole, regardless of its diversity by eliminating discrimination and reuniting the country’s divided territories in order to rebuild fresh faith among Americans. People of all races, ethnicities, sexual orientations, faiths, and origins should be treated equally. There is no difference between red and blue states except for the United States. Through this technique, he tries to accentuate that the whole American system depends on grassroots diplomacy, rather than an exclusive system of presidency. The beginning and the end of his speech successfully emphasize the importance of the oath that he took on himself to serve his nation without bias where he begins with “I have just taken a sacred oath each of those patriots took” and reminds the audience of the holiness of this oath at the end of his speech; as he says “ I close today where I began, with a sacred oath ”.

This section is divided into seven parts. Each of these parts analyses the speech in light of the selected persuasive strategies, which are creativity, indirectness, intertextuality, choice of lexis, coherence, modality, and reference. These strategies were selected among others due to their knock-on effect on explicating the core ideas of the speech.

Creativity is an essential part of any successful political speech. That is because it plays a significant role in structuring the facts the speaker wants to convey in a way that is accessible to the audience. It helps political figures persuade the public of their ideas, initiatives, and agendas. Indeed, Biden’s speech abounds with examples of creativity which in turn shapes the policies and expectations he adopts.

By using the expression “ violence sought to shake the Capitol’s very foundation ”. The speaker alluded with some subtlety and shrewdness to the riots made by a pro-Trump crowd that assaulted the US Capitol on Jan. 6 in an attempt to prevent the formal certification of the Electoral College results. Hundreds of fanatics walked onto the same platform where Biden had taken his oath of office, they offended the democracy and prestige of the place and the US reputation. He left unsaid that they were sent to the Capitol by the previous president, and described them in another part of his speech:

Here we stand, just days after a riotous mob thought they could use violence to silence the will of the people, to stop the work of our democracy, and to drive us from this sacred ground.

Biden won the popular vote by a combined (7) million votes and the Electoral College. The election results were frequently confirmed in courts as being free of fraud. Nevertheless, the rioters who attacked the Capitol claimed differently and never completely admitted these results.

The other thing that stood out was Biden’s emphasis on racism. He highlighted the Declaration of Independence’s goals, as he often does, and depicted them as being at odds with reality:

I know the forces that divide us are deep and they are real. But I also know they are not new. Our history has been a constant struggle between the American ideal that we are all created equal and the harsh, ugly reality that racism, nativism, fear, demonization have long torn us apart.

Of all, this isn’t the first time a president has spoken about racism at an inauguration. However, in the backdrop of the (Black Lives Matter) riots and the continued attack on voting rights, Biden’s adoption of that phrase as his own is both strategically and ethically significant. The pursuit of racial justice has previously been mentioned by Biden as a significant government aim. To lend substance to his rhetoric, society will have to take action on criminal justice reform and voting rights.

President Biden also argued that there has been great progress in women’s rights.

Here we stand, where 108 years ago at another inaugural, thousands of protesters tried to block brave women marching for the right to vote. Today we mark the swearing-in of the first woman in American history elected to national office—Vice President Kamala Harris.

In 1913, a huge number of women marched for the right to vote in a massive suffrage parade on the eve of President-elect Woodrow Wilson’s inauguration, but the next day crowds of mostly men poured into the street for the following day’s inauguration, making it almost impossible for the marchers to get through. Many women heard ‘indecent epithets’ and ‘barnyard banter,’ and they were jeered, tripped, groped, and shoved. But now the big difference has been achieved. During his primary campaign, Biden promised to make history with his running mate selection, claiming he would exclusively consider women. He followed through on that commitment by choosing a lawmaker from one of the most ardent supporters of his campaign, black women, as well as the fastest-growing minority group in the country, Asian Americans.

On a related note, the president touched on the issue of racism, xenophobia, nativism, and other forms of intolerance in the United States “ And now, a rise in political extremism, white supremacy, domestic terrorism that we must confront and we will defeat .” He stressed that every human being has inherent dignity and deserves to be treated with fairness. That is why, on his first day in office, he signed an order establishing a whole-government approach to equity and racial justice. Biden’s administration talks of “restoring humanity” to the US immigration system and considering immigrants as valuable community members and employees. At the same time, Biden is signaling that the previous administration’s belligerent attitude toward partners is over, that the US’s image has plummeted to new lows, and that America can once again be trusted to uphold its commitments in a clear attempt to heal the rift in America’s foreign relations and rebuild alliances with the rest of the world.

So here is my message to those beyond our borders: America has been tested and we have come out stronger for it. We will repair our alliances and engage with the world once again.

Indirectness

Politicians avoid being obvious and speak indirectly while discussing politically sensitive issues in order to protect and advance their careers as well as acquire a political and interactional advantage over their political opponents. It’s also possible that the indirectness is driven by courtesy. Evasion, circumlocution, innuendoes, metaphors, and other forms of oblique communication can be used to convey this obliqueness. Indirectness is closely connected with politeness as it serves politicians’ agendas by spreading awful stories about their opponents (Van Dijk, 2011 ).

Many presidents have been more inclined to draw comparisons between their policies and those of their predecessors. Therefore, Biden was so adamant about avoiding focusing on the previous president that he didn’t criticize or blame the Trump administration’s shortcomings on the epidemic or anything else. In other words, he does not want to offend Republicans, Trump’s party. When Biden was talking about the attack on the US Capitol by the supporters of Trump, he didn’t mention that Trump had sent them. He talked about the lies of Trump and his followers without naming them, but the idea was clear.

There is truth and there are lies. Lies told for power and for profit” he declared. “Each of us has a duty and responsibility, as citizens, as Americans, and especially as leaders—leaders who have pledged to honor our Constitution and protect our nation—to defend the truth and to defeat the lies.

Of course, such lies were spread not merely by Trump and his horde, but also by the majority of Republicans in Congress, who relentlessly promoted the myth that Trump had won the election. One of the most striking aspects of Biden’s speech is this: while appealing for unity, he admitted that some of his opponents aren’t on the same page as him and that their influence has to be addressed. Biden didn’t use his speech to criticize those who believe his victory was skewed, but he appeared to acknowledge that his plan would be tough to implement without tackling the spread of lies. It was an interesting choice for a man who promotes compromise.

Biden’s speech is enriched with numerous conceptual metaphors and metonymies stemming from various domains. Metaphor is perceived as an effective pervasive technique used frequently in our daily communication (Lakoff and Johnson, 1980 ; Van Dijk, 2006 ). It helps the addressees understand and experience one thing in terms of another. It is closely related to cognition as it affects people’s reasoning and giving opinions and judgments (Thibodeau and Boroditsky, 2011 ). For example, Biden used the metaphor ‘Lower the temperature’ to lessen the tension and chaos caused in the previous presidential period. In another example, he utilized ‘ Politics need not be a raging fire ’ to portray politics as something dangerous and might destroy others.

Biden presents examples of metonymy when he portrays periods of troubles, setbacks, and difficult times as dark winter ‘We will need all our strength to persevere through this dark winter’ to emphasize the gloomy days Americans experience in times of crises and wars. The representation of the concept of ‘unity as the path forward’ implicitly alludes to Biden’s path for the previously created divided America, emphasizing the significance of following and securing the necessary solution, which is unity as the path for moving forward. The depiction of crises facing Americans such as ‘ Anger, resentment, hatred. Extremism, lawlessness, violence, Disease, joblessness, hopelessness’ as foes, make people feel the urgent need to unite in order to combat these foes. The expression of ‘ ugly reality ’ reflects an atrocious world full of problems such as racism, nativism, fear, and demonetization . Integrating such conceptual metaphors and metonymy is conventional and deeply rooted and can lead to promoting ideologies by presenting critical political issues in a specific way (Charteris-Black, 2018 ). They make the speech more persuasive as they facilitate people’s understanding of abstract and intricate ideas through using concrete experienceable objects (Lakoff & Johnson, 1980 ). In other words, they perfectly and politely portray serious issues confronting Americans as well as the course of action required to overcome them. Democracy is depicted as both a precious and fragile object. This metonymy makes people appreciate the value of democracy and encourages them to cherish and protect it. Biden declares that democracy, which has been torn during the previous period, has triumphed over threats. Using this metonymy succeeded in connecting logos with pathos, which is one of the goals of using metaphors in political speeches (Mio, 1997 ).

The metonymy of America as a symbol of good things ‘ An American story of decency and dignity. Of love and of healing. Of greatness and of goodness ’ is deliberately created to represent America as an honest and good country. Through this metaphor, Biden appeals not only to the emotions of all people but also to their minds to persuade them that America has been a source of goodness. This finding supports the researchers’ outcomes (Van Dijk, 2006 ; Charteris-Black, 2011 ; Boussaid, 2022 ) that figurative language reveals how important issues are framed in order to advocate specific ideologies by appealing to people’s emotions. Hence, it is a crucial persuasive technique used in political speeches. This implies that Biden is aware of the significance of metaphor as a persuasive rhetoric component.

Intertextuality

Intertextuality has been defined as “the presence of a text in another text” (Genette, 1983 ). Fairclough claims that all texts are intertextual by their very nature and that they are thus constituents of other texts (Fairclough, 1992 ). It is an indispensable strategic feature politicians employ in their speeches to enhance the strength of the speech and reinforce religious, sociocultural, and historical contexts (Kitaeva & Ozerova, 2019 ). Antecedent texts and names are significant components of rhetoric in politics, especially in presidential speeches, because any leader of a country must follow historical, state, moral, and ethical traditions and conventions; referring to precedent texts is one way to get familiar with them. This linguistic phenomenon is necessary for reaching an accurate interpretation of the text, conveying the intended message (Kitaeva & Ozerova, 2019 ), and increasing the credibility of the text, thus getting the audience’s attention to believe in the speaker’s words (Obeng, 1997 ).

Presidents and political intellectuals in the United States have made plenty of statements that will be remembered for years to come. These previous utterances have been unchangeably repeated by other presidents of the USA in different situations throughout American history and are familiar to all Americans. Presidents of the United States frequently quote their predecessors. Former US presidents are frequently mentioned in the corpus of intertextual instances. The oath taken by all presidents—a set rhetorical act of speech—contains a lot of intertextuality. On a macro-structure level, the speaker utilizes intertextuality to give the general theme an appearance by recalling ‘old’ information. Biden quoted Psalm 30:5: “ Weeping may endure for the night, but joy cometh in the morning .” It is a verse that has great resonance for him, given the loss of his wife and daughter in a car accident and his adult son Beau to cancer. On this occasion, he links it to the suffering, with more than 400,000 Americans having died from COVID-19. This biblical and religious type of intertextuality implies that Biden links people’s intimate connection to God with their social and ethical responsibilities.

Another example is when Biden refers to a saying of President Abraham Lincoln in 1863: “ If my name ever goes down into history, it will be for this act and my whole soul is in it .” Although he leads at a completely different time, much like President Lincoln, Biden is grappling with the challenge of a deeply divided country. Deep political schisms have existed in the United States for a long time, but tensions seem to have been exacerbated lately. These nods to Lincoln bring an element of familiarity back to US politics and, potentially, a sense of return to stability after years of turbulence. The president has also quoted a part of the American Anthem Lyrics. He has recited a few lines of the song that highlight his values of hard work, religious faith, and concern for the nation’s future.

The work and prayers of century have brought us to this day. What shall be our legacy? What will our children say… Let me know in my heart When my days are through America, America I gave my best to you.

Choice of lexis

This choice of lexis may have an impact on the way the listeners think and believe what the speaker says. As Aman ( 2005 ) argues, the use of certain words shows the seriousness of the speech to convince people. Regarding this choice of vocabulary, Denham and Roy ( 2005 ) argue that “the vocabulary provides valuable insight into those words which surround or support a concept” (p. 188).

When you review the entire speech of President Biden, one key theme stands out above all others: Democracy. This was reiterated early in his speech and was repeated several times throughout. He has picked the most under-assaulted ideal: ‘democracy’. This word was used (11) times “We’ve learned again that democracy is precious. Democracy is fragile. And at this hour, my friends, democracy has prevailed,” Biden remarked. This would be evident in another period, but after the 2020 election and the attempt to reverse it, the concept is profound.

The president made lots of appeals to unity in his inaugural speech and ignored the partisan conflicts to achieve the supreme goal of enhancing cooperation between all to serve their country. He repeated the words ‘unity’ and ‘uniting’ (11) times.

And we must meet this moment as the United States of America. If we do that, I guarantee you, we will not fail. We have never, ever, ever, failed in America when we have acted together.

This was Biden’s most forceful call for unity. It would be difficult to achieve, however, not just because of the Trump-supporting Republican Party, but also because of the historically close balance of power in the House and Senate.

Biden’s pledge to bridge the divide on policy and earn the support of those who did not support him, rather than seeing them primarily as political opponents, was a mainstay of his campaign, and it was a major theme of his acceptance speech. “ I will be a president for all Americans .” He also tried to play down the dispute between the two parties (Republican and Democratic) “ We must end this uncivil war that pits red against blue, rural versus urban, conservative versus liberal .” This is evident by addressing his opponents from the Republican Party.

To all of those who did not support us, let me say this:Hear me out as we move forward. Take a measure of me and my heart. And if you still disagree, so be it That’s democracy.That’s America. The right to dissent peaceably, within the guardrails of our Republic, is perhaps our nation’s greatest strength. Yet hear me clearly: Disagreement must not lead to disunion. And I pledge this to you: I will be a President for all Americans. I will fight as hard for those who did not support me as for those who did.

The use of idiomatic expressions is also evident in the speech; Biden says ‘If we’re willing to stand in the other person’s shoes just for a moment’ when talking about overcoming fear about America’s future through unity. This expression encourages the addresses to empathize with the speakers’ circumstances before passing any judgment.

The analysis of syntax helps the addressees sense more specifically cohesion. Within a text or phrase, cohesion is a grammatical and lexical connection that keeps the text together and provides its meaning. Halliday, Hasan ( 1976 ) state that “a good discourse has to take attention in relation between sentences and keep relevance and harmony between sentences. Discourse is a linguistic unit that is bigger than a sentence. A context in discourse is divided into two types; first is cohesion (grammatical context) and second is coherence (lexical context)”.

This was shown with the most frequent form of cohesion for the grammatical section, which is the reference with 140 pieces of evidence. Biden employed a variety of conjunctions in his speech to make it easier for his audience to understand his oration, such as “and” (97) times, “but” (16) times, and “so” (8) times.

The analysis also shows that Biden has used various examples of cohesive lexical devices, repetitions, synonyms, and contrast in order to accomplish particular ends such as emphasis, inter-connectivity, and appealing for public acceptance and support. All of these devices contribute to the accurate interpretation of the discourse. It is evident that Biden used contrast/juxtaposition as in:

‘There is truth and there are lies’; ‘Not to meet yesterday’s challenges, but today’s and tomorrow’s’; ‘Not of personal interest, but of the public good’; ‘Of unity, not division’; ‘Of light, not darkness’; ‘through storm and strife, in peace and in war’, ‘We must end this uncivil war that pits red against blue, rural versus urban, conservative versus liberal’. ‘open our souls instead of hardening our hearts’; ‘ we shall write an American story of hope’ .

The use of juxtaposition makes the scene vivid and enhances the listener’s flexible thinking meta-cognition by focusing on important details drawing conclusions and reaching an accurate interpretation of communication.

The use of synonyms such as ‘ heeded-heard; indivisible-one nation; battle-war; victory-triumph; manipulated-manufactured; great nation-our nation-the country; repair-restore-heal-build; challenging-difficult; bringing America together-uniting our nation; fight-combat; anger-resentment-hatred; extremism-lawlessness-violence-terrorism ’ is evident in Biden’s speech. This type of figurative language helps in building cohesion in the speech, formulating and clarifying thoughts and ideas, emphasizing and asserting certain notions, and expressing emotions and feelings. The results are in line with other researchers’ (Lee, 2017 ; Bader & Badarneh, 2018 ) finding that political speeches are emotive; politicians can express feelings and attitudes toward certain issues. Lexical cohesion has also been established through repetition. The most repeated words and phrases in Biden’s speech are democracy, nation, unity, people, racial justice, and America. The repetitive usage of these concepts highlights them as the main basic themes of his speech.

The speaker employed deontic and epistemic modality, which implies that he has used every obligation, permission, and probability or possibility in the speech to exhibit his power by displaying commands, truth claims, and announcements. The speaker’s ideology can be revealed by the modality of permission, obligation, and possibility.

The usage of medium certainty “will” is the highest in numbers (30) times, but the use of low certainty “can” (16) times, “may” (5) times, and high certainty “must” (10) times was noticeably present. The usage of medium certainty is mainly represented by the usage of “will” to introduce future policies and present goals and visions. In critical linguistics terms, the use of low modality in a presidential address may reflect a lack of confidence in the abilities or possibilities of achieving a goal or a vision. That is, the usage of low modality gives more space to the “actor” to achieve the “goal”. For example, the usage of “can” in “ we can overcome this deadly virus ” and “ we can deliver social justice ” does not reflect strong belief, confidence, and assurance from the actor’s side to achieve the goals (social justice, overcoming the deadly virus). The usage of modal verbs in Biden’s speech reflects a balanced personality.

In modality, by using “will”, the speaker tries to convince the audience by giving a promise, and he may hope that what he says will be followed up. By using “can”, the speaker is expressing his ability. In cohesion, it is well organized, which means the speaker tries to make his speech easier to follow by everyone by using “additive conjunctions” or “transition phrases” that have the function of “listing in order”. Lastly, the generic structure of the speech is well structured.

The use of pronouns in political speeches reveals rich information about references to self, others, and identity, agency (Van Dijk, 1993 ). Biden has used the first and second pronouns meticulously to express his vision. The most frequent pronoun Biden has used is ‘we’ with a frequency of (89) which helps him establish trust and credibility in the speech, and a close relationship between him and his audience. This frequency implies that they are one united nation. Whereas he has used the pronoun ‘ I ’ with a frequency of (32). Using these types of pronouns allows the speaker to convey his ideas directly to his audience and make his intended message comprehensible. This balanced usage of pronouns reflects Fairclough’s ( 1992 ) notion of discourse as a social practice rather than a linguistic practice. The analysis demonstrates that the most prominent themes emphasized by Biden are ‘democracy and unity’. These themes have also been accentuated by the overall dominance of the pronoun “we,” which reflects Biden’s perception of America as a good society that needs to be united to successfully go through difficult times. Such notions represent his policies.

Political speech is functional and directive in its very nature. Thus, the language of politics in inaugural speeches is a significant and unique event since it affects people’s minds and hearts concerning certain pressing issues. It is a powerful tool that newly elected political leaders use to promote their new leadership ideas and strategic plans in order to convince people and attract their support. The analysis of the speech reveals that Biden’s language is easy and understandable. Biden employed a variety of rhetorical features to express his ideology. These figurative devices and techniques include creativity, indirectness, intertextuality, metaphor, repetition, cohesion, reference, and synonymy to achieve his political ideologies; assuring Americans and the world of his good intentions towards uniting Americans and working collaboratively with other nations to persevere through difficult times.

The overall themes expressed in this speech are the timeless values of unity and democracy. They are the cornerstones and key ideological components of Biden’s speech. This value-based orientation indicates their paramount recurrent semantic-cognitive features. The construction of the meaning of such values lies in the sociocultural and political context of the USA and the whole world in general and America in particular. Biden’s speech includes certain ideals, like "unity" to work together for the nation’s development, "democracy" to exhibit the "democracy" that has recently been assaulted, "equality" to treat all American people equally, and "freedom" to let individuals do whatever they want. Such themes are essential, especially in times of the worst crisis of COVID-19 encountering the world since they help him reassure his nation and the world of some improvements and promise them progress and prosperity in the years to come. To sum up, the results showed that the speaker used appropriate language in addressing the theme of unity. The speaker used religion and history as a source of rhetorical persuasive devices. The overall tone of the speech was confident, reconciliatory, and hopeful. We can say that language is central to meaningful political discourse. So, the relationship between language and politics is a very significant one.

The study examined the main linguistic strategies used in President Biden’s inauguration speech presented in 2021. The analysis has revealed that Biden in this speech intends to show his feelings (attitudes), his goals (reviewing the US administration), and his power to take over the US presidential office. It has also disclosed Biden’s ideological standpoint that is based on the central values of democracy, tolerance, and unity. Biden’s speech includes certain ideals, like "unity" to work together for the nation’s development, "democracy" to exhibit the "democracy" that has recently been assaulted, "equality" to treat all American people equally, and "freedom" to let individuals do whatever they want. To convey the intended ideological political stance, Biden used certain persuasive strategies including creativity, metaphor, contrast, indirectness, reference, and intertextuality for addressing critical issues. Creative expressions were drawn, highlighting and magnifying significant real issues concerning unity, democracy, and racial justice. Intertextuality was employed by resorting to an extract from one of the American presidents in order to convince Americans and the international community of his ideas, vision, and policy. It appeared that indirect expressions were also used for discussing politically sensitive issues in order to acquire a political and interactional advantage over his political opponents. His referencing style shows his interest in others and their unity. The choice of these strategies may have an influence on how the listeners think and believe about what the speaker says. Significant ideologies encompassing unity, equality, and freedom for US citizens were stated implicitly and explicitly. The study concluded that the effective use of linguistic and rhetorical devices is recommended to construct meaning in the world, be persuasive, and convey the intended vision and underlying ideologies.

The study suggests some implications for pedagogy and academic research. Researchers, linguists, and students interested in discourse analysis may find the data useful. The study demonstrates a sort of connection between political scientists, linguistics, and discourse analysts by clarifying distinct issues using different ideas and discourse analysis approaches. It has important ramifications for the efficient use of language to advance certain moral principles such as freedom, equality, and unity. It unravels that studying how language is used in a certain context allows people to disclose or analyze more about how things are said or done, or how they might exist in different ways in other contexts. It also shows that studying political language is crucial because it helps language users understand how a language is used by those who want power, seek to exercise it and maintain it to gain public attention, influence people’s attitudes or behaviors, provide information that people are unaware of, explain one’s attitudes or behavior, or persuade people to take certain actions. Getting students engaged in CDA research such as the current study would help them be more adept at navigating and using rhetorical devices and CDA tactics, as well as considering the underlying ideologies that underlie any written piece. Based on the analysis, it is recommended that more research studies be conducted on persuasive strategies in other political speeches.

Data availability

All data analyzed in this study are included in this published article. They are available at this link: https://www.whitehouse.gov/briefing-room/speeches-remarks/2021/01/20/inaugural-address-by-president-joseph-r-biden-jr/ .

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Al-Khawaldeh, N.N., Rababah, L.M., Khawaldeh, A.F. et al. The art of rhetoric: persuasive strategies in Biden’s inauguration speech: a critical discourse analysis. Humanit Soc Sci Commun 10 , 936 (2023). https://doi.org/10.1057/s41599-023-02450-y

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Tap into the power to persuade by using these 6 techniques of clear and compelling speech

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Politicians and other public figures deploy particular rhetorical devices to communicate their ideas and to convince people, and it’s time that we all learned how to use them, says speechwriter Simon Lancaster.

This post is part of TED’s “How to Be a Better Human” series, each of which contains a piece of helpful advice from someone in the TED community; browse through all the posts here.

There is a secret language of leadership — and it’s one that anyone can learn, says UK speechwriter Simon Lancaster in a TEDxVerona talk . He has made a career out of crafting addresses, remarks and talks for top politicians and CEOs of international corporations such as Nestle and Unilever, and continues to do so . Refreshingly, rather than clinging Gollum-like to what he’s learned and knows, he believes everyone should have access to the same tools that he and his colleagues use.

By tools, he’s not talking about special software or databases — he’s referring to rhetoric. Rhetoric has its roots in ancient Greece ( think: Aristotle ) as clear, convincing speech was seen as an essential component of communication and participation in a democracy. Instruction in rhetoric remained part of the curriculum in many secondary schools in Europe and the US until the 19th century.

“The reason we all used to learn rhetoric at school was because it was seen as a basic entry point to society,” explains Lancaster, who is based in London. “How could society be fair, unless everyone had equal ability to articulate and express themselves? Without it, your legal systems, your political systems, your financial systems are not fair.”

Yes, the power to persuade is just that — power.

Lancaster states there is only one school in England that still teaches rhetoric: Eton, the alma mater of 20 Prime Ministers (including current officeholder, Boris Johnson). He adds, “It should be of intense concern to all of us that education in this has been narrowed to a very small … elite.”

While Lancaster can’t send the world to Eton, he can share the 6 rhetorical building blocks needed to speak persuasively. Here they are:

Building block #1: Breathless sentences or phrases

Barack Obama gave an acceptance speech for the ages in 2008 after he was first elected president of the US. He spoke vividly of the challenges that lay ahead for the country: “Even as we celebrate tonight, we know that the challenges tomorrow will bring are the greatest of our lifetime: Two wars, a planet in peril, the worst financial crisis in a century.”

Lancaster wants us to pay special attention to the last part of that sentence, the “two wars, a planet in peril, the worst financial crisis in a century” part. Yes, it’s a stressful mouthful — not just because of the content but because of how it’s delivered. Short, staccato phrases like these mimic how we speak when we’re anxious and in a hurry. This technique helps communicate urgency to an audience.

Building block #2: Speaking in 3s

What’s the other rhetorical trick underlying “two wars, a planet in peril, the worst financial crisis in a century”? The rule of 3.

Humans are accustomed to things coming in 3s: whether it’s judges on American Idol , bowls of porridge in a fairy tale , or sides in a triangle. Our minds and ears have been trained by speeches (Abraham Lincoln’s “government of the people, for the people, by the people”); slogans (reduce, reuse, recycle); and book titles ( Elizabeth Gilbert ‘s memoir Eat, Pray, Love ). “You put your argument in 3s, it makes it sound more compelling, more convincing, more credible. Just like that,” says Lancaster.

Recall British PM Winston Churchill’s stirring triplet from the speech he delivered to Parliament on June 4, 1940 : “We shall fight on the beaches, we shall fight on the landing grounds, we shall fight on the fields and in the streets.” Besides the rule of 3, he gave the line additional rhetorical firepower by repeating the opening clause.

Lancaster explains, “When we are emotional about things, our perspective distorts, and this then manifests in our speech. So this is the authentic sound of passion.” Doing this can catch an audience in the speaker’s enthusiasm.

Building block #3: Balanced statements

“Ask not what your country can do for you — ask what you can do for your country.” It’s a line from president John F Kennedy’s inspiring 1961 inaugural address , and one that’s stood the test of time. Why? Its balanced construction, says Lancaster. “If the sentence sounds as if it’s balanced, we imagine that the underlying thinking is balanced and our brain is tuned to like things that are balanced.”

Grouping balanced statements in 3s further amplifies the effect:

“We’re looking to the future, not the past.

We’re working together, not against one another.

We’re thinking about what we can do, not what we can’t.”

Building block #4: Metaphor

According to Lancaster, people use a metaphor once every 16 words on average ( side question: Where do statistics like this even come from? ). He declares, “Metaphor is probably the most powerful piece of political communication.”

Metaphors are rich in imagery and awake immediate feelings in people, so it follows that politicians love them and sprinkle them like birdseed (“like birdseed” is a simile, not a metaphor , and similes are other strong rhetorical tools to have in your kit). At times, they can employ them to point us to an ideal or aspiration. For example, in his farewell address , president Ronald Reagan movingly invoked America, h/t to John Winthrop, as a “shining city upon the hill.”

Too often, however, metaphors are used to manipulate, incite and denigrate. Politicians and talking heads could have called the 2015-16 refugee encampment in Calais, France, a “refugee camp” or “refugee settlement.” Instead, they deployed this loaded word: “jungle.” Lancaster says,“It’s planting in your mind the idea that migrants are like wild animals to be afraid of, that they are dangerous, that they represent a threat to you. This is a very dangerous metaphor because this is the language of genocide; it’s the language of hate.” Unfortunately, media outlets picked up “Calais jungle” and used it as their shorthand identifier of the camp, extending the metaphor’s reach.

Building block #5: Exaggeration

In the same way that we get breathless when they’re speaking with passion, our speech distorts in another significant way. We exaggerate. So when we’re sitting down to a meal after having eaten little that day, we tell our family and friends: “I love this pizza.” But when we say things like this to each other, we also realize it’s a bit of distortion: We do not love the pizza in the same way that we love our children or parents or the planet, and everyone present knows that.

Similarly, politicians and leaders might say things like “I’ve waited my whole life to say these words” or “I will work to achieve this with all my heart and soul.” These utterances are indeed over the top, but because they’re acceptable and even welcome since they echo how we speak.

Building block #6: Rhyming

Starting from childhood, many of us are taught concepts through rhymes — such as “an apple a day keeps the doctor away” or “i before e except after c.” With their musicality, they’re a pleasing informational snack that sticks in memories like a musical earworm .

Rhymes can seem corny, but sprinkled in at the right time, they can be incredibly potent. We all  remember the pithy “If it doesn’t fit, you must acquit” from defense attorney Johnnie Cochran during O.J. Simpson’s 1995 murder trial.

Rhyming’s appeal comes “down to what linguists talk about as the processing fluency of language — how easy is language to swallow?” says Lancaster. “If you speak using long words and long sentences, it’s like giving someone a steak and asking them to swallow it. Whereas if you give them something pithy, like a rhyme, it’s like asking them to just sip on some Prosecco.”

These six tricks can help us speak directly to people’s instinctive, emotional and logical brains, and they are extremely effective, says Lancaster. There’s no need for us to be in the public eye to use them in order to sway others or make our words stay in people’s minds. Even if we never employ them in our own lives, it’s equally important for us to recognize them. Politicians, con artists and advertisers utilize them to win votes, spread opinions, or sell products people don’t need. By being alert to these rhetorical devices, we can be better citizens and consumers.

To learn more about rhetoric, watch this:

Watch Simon Lancaster’s TEDxVerona talk here:

About the author

Daryl Chen is the Ideas Editor at TED.

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Rhetoric: The Art of Persuasive Writing and Public Speaking

Gain critical communication skills.

This Harvard online course introduces learners to the art of persuasive writing and speaking and teaches how to construct and defend compelling arguments.

What You'll Learn

We are living in a contentious time in history. Fundamental disagreements on critical political issues make it essential to learn how to make an argument and analyze the arguments of others. This ability will help you engage in civil discourse and make effective changes in society. Even outside the political sphere, conveying a convincing message can benefit you throughout your personal, public, and professional lives.

We will be using selected addresses from prominent twentieth-century Americans—including Martin Luther King Jr., John F. Kennedy, Margaret Chase Smith, Ronald Reagan, and more—to explore and analyze rhetorical structure and style. Through this analysis, you will learn how speakers and writers persuade an audience to adopt their point of view.

Built around Harvard Professor James Engell’s on-campus course, “Elements of Rhetoric,” this course will help you analyze and apply rhetorical structure and style, appreciate the relevance of persuasive communication in your own life, and understand how to persuade and recognize when someone is trying to persuade you. You will be inspired to share your viewpoint and discover the most powerful ways to convince others to champion your cause. Join us to find your voice!

The course will be delivered via  edX  and connect learners around the world. By the end of the course, participants will be able to:

• When and how to employ a variety of rhetorical devices in writing and speaking
• How to differentiate between argument and rhetorical technique
• How to write a persuasive opinion editorial and short speech
• How to evaluate the strength of an argument
• How to identify logical fallacies in arguments

Course Outline

• Define the term "rhetoric."
• Articulate the importance of effective communication
• Summarize the history of rhetorical study, from the ancient Greeks to the modern-day
• Identify the parts of discourse
• Define the three modes of appeal
• Identify tropes and schemes, and explain their use in composition
• Compose an opinion editorial on a topic of your choice
• Analyze Martin Luther King, Jr.’s “I Have a Dream…” speech
• Define inductive reasoning and some of its associated topics
• Identify instances of inductive reasoning in writing and speech
• Define deductive reasoning and some of its associated topics
• Identify instances of deductive reasoning in writing and speech
• Recognize and evaluate the strength of an argument's refutation
• Apply the elements of rhetoric you have learned so far into the final draft of your op-ed
• Analyze Sarah Brady’s Democratic National Convention Keynote Speech
• Analyze Charlton Heston’s speech on the Second Amendment
• Define “inductive reasoning” and some of its associated topics
• Define “deductive reasoning” and some of its associated topics
• Recognize and evaluate the strength of an argument’s refutation
• Apply the elements of rhetoric you have learned so far in the final draft of your op-ed
• Describe the origins of the practice of oratory
• Recognize ways in which orators tailor their writing for the spoken word
• Describe techniques for effective public speaking, both prepared and extemporaneous
• Brainstorm ideas for your own short speech
• Analyze Joseph McCarthy’s “Enemies Within” speech
• Analyze Margaret Chase Smith’s "A Declaration of Conscience" speech
• Identify the modes of appeal and the logical reasoning of the featured speeches
• Identify both common and special topics used in these speeches, like cause and effect, testimony, justice and injustice, and comparison, and begin to recognize their use in other speeches
• Identify examples from these speeches of logical fallacies including the either/or fallacy, the fallacy of affirming the consequent, the argument ad hominem, the argument ad populum, begging the question, the complex question, and the use of imprecise language
• Discuss the importance of winning and keeping an audience’s trust and the pros and cons of attempting to tear down their confidence in an opponent
• Define for yourself the definition of "extremist rhetoric," debate its use as a political tool
• Consider the moral responsibilities of those who would seek to persuade others through language
• Discuss how the audience and the desired tone for a speech can influence diction (word choice)
• Compare the effects of using passive vs. active voice, and first-person vs. other tenses in a speech
• Discuss the effectiveness of the use of symbolism in writing and speech
• Define hyperbole, antimetabole, and polysyndeton, and identify when these devices might be appropriate and useful in terms of persuasion
• Describe techniques for connecting with your audience, including storytelling and drawing on shared experience

Your Instructor

James Engell  is Gurney Professor of English and Professor of Comparative Literature, also a member of the Committee on the Study of Religion, and a faculty associate of the Harvard University Center for the Environment.  He has also directed dissertations in American Studies, as well as Romance Languages & Literatures (French).

Education:   B.A. 1973, Ph.D. 1978 Harvard

Interests:  Romantic, Eighteenth-Century, and Restoration British Literature; Comparative Romanticism; Criticism and Critical Theory; Rhetoric; Environmental Studies; History and Economics of Higher Education

Selected Works:   The Call of Classical Literature in the Romantic Age  (2017, ed. with K. P. Van Anglen) and contributor, "The Other Classic: Hebrew Shapes British and American Literature and Culture."  William Wordsworth's  Prelude  (1805), edited from the manuscripts and fully illustrated in color (2016, ed. with Michael D. Raymond).   Environment: An Interdisciplinary Anthology  (2008, ed. with Adelson, Ranalli, and Van Anglen).   Saving Higher Education in the Age of Money  (2005, with Anthony Dangerfield).   The Committed Word: Literature and Public Values  (1999).   Coleridge: The Early Family Letters  (1994, ed.).   Forming the Critical Mind  (1989).   Johnson and His Age  (1984, ed. and contributor).   Biographia Literaria  for the  Collected Coleridge  (1983, ed. with W. Jackson Bate).   The Creative Imagination:  Enlightenment to Romanticism  (1981).

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The art of political persuasion.

Christina Pazzanese

Harvard Staff Writer

New research says ‘cognitive dissonance’ helps to ingrain political attitudes

Persuading people to support a particular candidate or party is an essential test of any political campaign. But precisely how to move voters successfully is a matter still not fully understood — and the raison d’etre for political strategists and pundits.

In the fields of economics and political science, conventional wisdom has long held that people generally will act in ways that support their fundamental views and preferences. So, for example, while few observers would be surprised if a lifelong Democrat cast a vote for Hillary Clinton in the 2016 presidential election, they might not expect a Republican to go against his or her own party affiliation and vote for her.

The idea behind the “rational actor” theory ― that people seek to act in their own self-interest ― sounds perfectly logical. But it fails to explain what causes some voters to change their political views or preferences over time.

Now, political scientists at Harvard and Stanford universities, drawing from longstanding social psychology research, have concluded that a person’s political attitudes are actually a consequence of the actions he or she has taken — and not their cause.

In a new working paper , the researchers say changing political attitudes can be understood in the context of “cognitive dissonance,” a theory of behavioral psychology that asserts that people experience uneasiness after acting in a way that appears to conflict with their beliefs and preferences about themselves or others. To minimize that mental discomfort, the theory posits, a person will adapt his or her attitude to better fit with or justify previous actions.

“There’s a whole host of things going on in social psychology, psychology, and behavioral economics about how humans act and how preferences are formed” that can shed more light on “why politics is the way it is,” said Matthew Blackwell , an assistant professor of government in the Harvard Faculty of Arts and Sciences (FAS) who co-authored the paper with Maya Sen , an assistant professor of public policy at Harvard Kennedy School (HKS), and Avidit Acharya , an assistant professor of political science at Stanford.

The paper offers a new framework for understanding the origin of political attitudes and preferences and how they may change over time, and presents a formal theory about how people adjust their political preferences in order to downplay cognitive dissonance, a theory that has predictive power.

“I think this gives us a lot of insights into how people’s political attitudes come to be formed, and specifically how they change over time,” said Blackwell. “The more we think about these different mechanisms in people’s heads, I think the better we’re going to be able to … figure out what messages are going to work and what strategies are not going to work.”

Blackwell says the findings offer the first formal theory of political attitude change framed within the context of cognitive dissonance, one that could offer new understanding across a range of political behaviors and help answer questions like what causes political partisanship, what drives ethnic and racial animosity, and how empathy with key social ties is so effective in shifting a person’s political views.

The paper was inspired in part by prior research and a forthcoming book project, which examines the long-term impact of slavery on political attitudes in the American South and why white people who live in areas historically active during slavery still hold very conservative and hostile views on race more than 150 years after slavery ended.

In today’s political world, the desire to reconcile cognitive dissonance drives the growing tendency of political candidates to emphasize apolitical qualities such as personality and demeanor while deliberately cultivating vagueness about their policy positions in an effort to minimize cognitive dissonance in voters’ eyes, said Blackwell.

“The less they know about your policies, the less strife they’ll feel in voting for you if they disagree with you,” he said.

The research also suggests that if political parties can get young people to vote for their candidates at an early age, that could “lock in benefits” over the long term. “What we know is that just the act of voting for a candidate seems to increase your affiliation toward that political party over time and makes you a more habitual voter over time,” said Blackwell.

As for the upcoming 2016 presidential race, cognitive dissonance predicts that parties that have a very combative primary season, like the one expected to take place among a vast Republican field, are weakened going into a general election, “not necessarily because of the ‘beleaguered candidate’ or ‘tired candidate’ that we sometimes hear about, but more because there’s a large group of voters who have to reconcile the fact they really vigorously opposed a [primary] candidate and now are being asked to vote for that candidate,” he said. “You have to engage with that cognitive dissonance about whether or not that’s actually a thing you would be able to do.” The big danger for a party is that voters who can’t reconcile their previous support for different candidate might simply sit out the general election.

“This is why you see so much intense management in primary season of endorsements from candidates who dropped out and a lot of rallying the party around a candidate … to make sure that everyone’s on the same page,” said Blackwell. “The longer these primaries go, it could be the case that the more entrenched people’s attitudes become, and it’s harder to dislodge those.”

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11.4 Persuasive Strategies

Learning objectives.

• Identify common persuasive strategies.
• Explain how speakers develop ethos.
• Explain how speakers appeal to logos and pathos.
• Explain how cognitive dissonance works as a persuasive strategy.
• Explain the relationship between motivation and appeals to needs as persuasive strategies.

Do you think you are easily persuaded? If you are like most people, you aren’t swayed easily to change your mind about something. Persuasion is difficult because changing views often makes people feel like they were either not informed or ill informed, which also means they have to admit they were wrong about something. We will learn about nine persuasive strategies that you can use to more effectively influence audience members’ beliefs, attitudes, and values. They are ethos, logos, pathos, positive motivation, negative motivation, cognitive dissonance, appeal to safety needs, appeal to social needs, and appeal to self-esteem needs.

Ethos, Logos, and Pathos

Ethos, logos, and pathos were Aristotle’s three forms of rhetorical proof, meaning they were primary to his theories of persuasion. Ethos refers to the credibility of a speaker and includes three dimensions: competence, trustworthiness, and dynamism. The two most researched dimensions of credibility are competence and trustworthiness (Stiff & Mongeau, 2003).

Competence refers to the perception of a speaker’s expertise in relation to the topic being discussed. A speaker can enhance their perceived competence by presenting a speech based in solid research and that is well organized and practiced. Competent speakers must know the content of their speech and be able to effectively deliver that content. Trustworthiness refers to the degree that audience members perceive a speaker to be presenting accurate, credible information in a nonmanipulative way. Perceptions of trustworthiness come from the content of the speech and the personality of the speaker. In terms of content, trustworthy speakers consider the audience throughout the speech-making process, present information in a balanced way, do not coerce the audience, cite credible sources, and follow the general principles of communication ethics. In terms of personality, trustworthy speakers are also friendly and warm (Stiff & Mongeau, 2003).

Dynamism refers to the degree to which audience members perceive a speaker to be outgoing and animated (Stiff & Mongeau, 2003). Two components of dynamism are charisma and energy. Charisma refers to a mixture of abstract and concrete qualities that make a speaker attractive to an audience. Charismatic people usually know they are charismatic because they’ve been told that in their lives, and people have been attracted to them.

Dynamic speakers develop credibility through their delivery skills.

City Temple SDA Church, Dallas, Texas – Februrary 2, 2013, Oakwood University, Dynamic Priase – CC BY-SA 2.0.

Unfortunately, charisma is difficult to intentionally develop, and some people seem to have a naturally charismatic personality, while others do not. Even though everyone can’t embody the charismatic aspect of dynamism, the other component of dynamism, energy, is something that everyone can tap into. Communicating enthusiasm for your topic and audience by presenting relevant content and using engaging delivery strategies such as vocal variety and eye contact can increase your dynamism.

Logos refers to the reasoning or logic of an argument. The presence of fallacies would obviously undermine a speaker’s appeal to logos. Speakers employ logos by presenting credible information as supporting material and verbally citing their sources during their speech. Using the guidelines from our earlier discussion of reasoning will also help a speaker create a rational appeal. Research shows that messages are more persuasive when arguments and their warrants are made explicit (Stiff & Mongeau, 2003). Carefully choosing supporting material that is verifiable, specific, and unbiased can help a speaker appeal to logos. Speakers can also appeal to logos by citing personal experience and providing the credentials and/or qualifications of sources of information (Cooper & Nothstine, 1996). Presenting a rational and logical argument is important, but speakers can be more effective persuaders if they bring in and refute counterarguments. The most effective persuasive messages are those that present two sides of an argument and refute the opposing side, followed by single argument messages, followed by messages that present counterarguments but do not refute them (Stiff & Mongeau, 2003). In short, by clearly showing an audience why one position is superior to another, speakers do not leave an audience to fill in the blanks of an argument, which could diminish the persuasive opportunity.

Pathos refers to emotional appeals. Aristotle was suspicious of too much emotional appeal, yet this appears to have become more acceptable in public speaking. Stirring emotions in an audience is a way to get them involved in the speech, and involvement can create more opportunities for persuasion and action. Reading in the paper that a house was burglarized may get your attention, but think about how different your reaction would be if you found out it was your own home. Intentionally stirring someone’s emotions to get them involved in a message that has little substance would be unethical. Yet such spellbinding speakers have taken advantage of people’s emotions to get them to support causes, buy products, or engage in behaviors that they might not otherwise, if given the chance to see the faulty logic of a message.

Effective speakers should use emotional appeals that are also logically convincing, since audiences may be suspicious of a speech that is solely based on emotion. Emotional appeals are effective when you are trying to influence a behavior or you want your audience to take immediate action (Stiff & Mongeau, 2003). Emotions lose their persuasive effect more quickly than other types of persuasive appeals. Since emotions are often reactionary, they fade relatively quickly when a person is removed from the provoking situation (Fletcher, 2001).

Emotional appeals are also difficult for some because they require honed delivery skills and the ability to use words powerfully and dramatically. The ability to use vocal variety, cadence, and repetition to rouse an audience’s emotion is not easily attained. Think of how stirring Martin Luther King Jr.’s “I Have a Dream” speech was due to his ability to evoke the emotions of the audience. Dr. King used powerful and creative language in conjunction with his vocalics to deliver one of the most famous speeches in our history. Using concrete and descriptive examples can paint a picture in your audience member’s minds. Speakers can also use literal images, displayed using visual aids, to appeal to pathos.

Speakers should strive to appeal to ethos, logos, and pathos within a speech. A speech built primarily on ethos might lead an audience to think that a speaker is full of himself or herself. A speech full of facts and statistics appealing to logos would result in information overload. Speakers who rely primarily on appeals to pathos may be seen as overly passionate, biased, or unable to see other viewpoints.

Review of Ethos, Logos, and Pathos

• appearing competent, trustworthy, and dynamic;
• sharing their credentials and/or relevant personal experience;
• presenting a balanced and noncoercive argument;
• citing credible sources;
• using appropriate language and grammar;
• being perceived as likable; and
• appearing engaged with the topic and audience through effective delivery.
• presenting factual, objective information that serves as reasons to support the argument;
• presenting a sufficient amount of relevant examples to support a proposition;
• deriving conclusions from known information; and
• using credible supporting material like expert testimony, definitions, statistics, and literal or historical analogies.
• using vivid language to paint word pictures for audience members;
• providing lay testimony (personal stories from self or others);
• using figurative language such as metaphor, similes, and personification; and
• using vocal variety, cadence, and repetition.

Dissonance, Motivation, and Needs

Aristotle’s three rhetorical proofs—ethos, logos, and pathos—have been employed as persuasive strategies for thousands of years. More recently, persuasive strategies have been identified based on theories and evidence related to human psychology. Although based in psychology, such persuasive strategies are regularly employed and researched in communication due to their role in advertising, marketing, politics, and interpersonal relationships. The psychologically based persuasive appeals we will discuss are cognitive dissonance, positive and negative motivation, and appeals to needs.

Cognitive Dissonance

If you’ve studied music, you probably know what dissonance is. Some notes, when played together on a piano, produce a sound that’s pleasing to our ears. When dissonant combinations of notes are played, we react by wincing or cringing because the sound is unpleasant to our ears. So dissonance is that unpleasant feeling we get when two sounds clash. The same principle applies to cognitive dissonance , which refers to the mental discomfort that results when new information clashes with or contradicts currently held beliefs, attitudes, or values. Using cognitive dissonance as a persuasive strategy relies on three assumptions: (1) people have a need for consistency in their thinking; (2) when inconsistency exists, people experience psychological discomfort; and (3) this discomfort motivates people to address the inconsistency to restore balance (Stiff & Mongeau, 2003). In short, when new information clashes with previously held information, there is an unpleasantness that results, as we have to try to reconcile the difference.

Cognitive dissonance isn’t a single-shot persuasive strategy. As we have learned, people are resistant to change and not easy to persuade. While we might think that exposure to conflicting information would lead a rational person to change his or her mind, humans aren’t as rational as we think.

New, larger, and more graphic warning labels on cigarette packaging are meant to induce cognitive dissonance.

Mettamatt – Smoking ad campaign – CC BY-SA 2.0.

There are many different mental and logical acrobatics that people do to get themselves out of dissonance. Some frequently used strategies to resolve cognitive dissonance include discrediting the speaker or source of information, viewing yourself as an exception, seeking selective information that supports your originally held belief, or intentionally avoiding or ignoring sources of cognitive dissonance (Cooper & Nothstine, 1996). As you can see, none of those actually results in a person modifying their thinking, which means persuasive speech goals are not met. Of course, people can’t avoid dissonant information forever, so multiple attempts at creating cognitive dissonance can actually result in thought or behavior modification.

Positive and Negative Motivation

Positive and negative motivation are common persuasive strategies used by teachers, parents, and public speakers. Rewards can be used for positive motivation, and the threat of punishment or negative consequences can be used for negative motivation. We’ve already learned the importance of motivating an audience to listen to your message by making your content relevant and showing how it relates to their lives. We also learned an organizational pattern based on theories of motivation: Monroe’s Motivated Sequence. When using positive motivation , speakers implicitly or explicitly convey to the audience that listening to their message or following their advice will lead to positive results. Conversely, negative motivation implies or states that failure to follow a speaker’s advice will result in negative consequences. Positive and negative motivation as persuasive strategies match well with appeals to needs and will be discussed more next.

Appeals to Needs

Maslow’s hierarchy of needs states that there are several layers of needs that human beings pursue. They include physiological, safety, social, self-esteem, and self-actualization needs (Maslow, 1943). Since these needs are fundamental to human survival and happiness, tapping into needs is a common persuasive strategy. Appeals to needs are often paired with positive or negative motivation, which can increase the persuasiveness of the message.

Figure 11.3 Maslow’s Hierarchy of Needs

Physiological needs form the base of the hierarchy of needs. The closer the needs are to the base, the more important they are for human survival. Speakers do not appeal to physiological needs. After all, a person who doesn’t have food, air, or water isn’t very likely to want to engage in persuasion, and it wouldn’t be ethical to deny or promise these things to someone for persuasive gain. Some speakers attempt to appeal to self-actualization needs, but I argue that this is difficult to do ethically. Self-actualization refers to our need to achieve our highest potential, and these needs are much more intrapersonal than the others. We achieve our highest potential through things that are individual to us, and these are often things that we protect from outsiders. Some examples include pursuing higher education and intellectual fulfillment, pursuing art or music, or pursuing religious or spiritual fulfillment. These are often things we do by ourselves and for ourselves, so I like to think of this as sacred ground that should be left alone. Speakers are more likely to be successful at focusing on safety, social, and self-esteem needs.

We satisfy our safety needs when we work to preserve our safety and the safety of our loved ones. Speakers can combine appeals to safety with positive motivation by presenting information that will result in increased safety and security. Combining safety needs and negative motivation, a speaker may convey that audience members’ safety and security will be put at risk if the speaker’s message isn’t followed. Combining negative motivation and safety needs depends on using some degree of fear as a motivator. Think of how the insurance industry relies on appeals to safety needs for their business. While this is not necessarily a bad strategy, it can be done more or less ethically.

Ethics of Using Fear Appeals

• Do not overuse fear appeals.
• The threat must be credible and supported by evidence.
• Empower the audience to address the threat.

I saw a perfect example of a persuasive appeal to safety while waiting at the shop for my car to be fixed. A pamphlet cover with a yellow and black message reading, “Warning,” and a stark black and white picture of a little boy picking up a ball with the back fender of a car a few feet from his head beckoned to me from across the room. The brochure was produced by an organization called Kids and Cars, whose tagline is “Love them, protect them.” While the cover of the brochure was designed to provoke the receiver and compel them to open the brochure, the information inside met the ethical guidelines for using fear appeals. The first statistic noted that at least two children a week are killed when they are backed over in a driveway or parking lot. The statistic is followed by safety tips to empower the audience to address the threat. You can see a video example of how this organization effectively uses fear appeals in Video 11.1.

Video Clip 11.1

Kids and Cars: Bye-Bye Syndrome

(click to see video)

This video illustrates how a fear appeal aimed at safety needs can be persuasive. The goal is to get the attention of audience members and compel them to check out the information the organization provides. Since the information provided by the organization supports the credibility of the threat, empowers the audience to address the threat, and is free, this is an example of an ethical fear appeal.

Our social needs relate to our desire to belong to supportive and caring groups. We meet social needs through interpersonal relationships ranging from acquaintances to intimate partnerships. We also become part of interest groups or social or political groups that help create our sense of identity. The existence and power of peer pressure is a testament to the motivating power of social needs. People go to great lengths and sometimes make poor decisions they later regret to be a part of the “in-group.” Advertisers often rely on creating a sense of exclusivity to appeal to people’s social needs. Positive and negative motivation can be combined with social appeals. Positive motivation is present in messages that promise the receiver “in-group” status or belonging, and negative motivation can be seen in messages that persuade by saying, “Don’t be left out.” Although these arguments may rely on the bandwagon fallacy to varying degrees, they draw out insecurities people have about being in the “out-group.”

We all have a need to think well of ourselves and have others think well of us, which ties to our self-esteem needs . Messages that combine appeals to self-esteem needs and positive motivation often promise increases in respect and status. A financial planner may persuade by inviting a receiver to imagine prosperity that will result from accepting his or her message. A publicly supported radio station may persuade listeners to donate money to the station by highlighting a potential contribution to society. The health and beauty industries may persuade consumers to buy their products by promising increased attractiveness. While it may seem shallow to entertain such ego needs, they are an important part of our psychological makeup. Unfortunately, some sources of persuasive messages are more concerned with their own gain than the well-being of others and may take advantage of people’s insecurities in order to advance their persuasive message. Instead, ethical speakers should use appeals to self-esteem that focus on prosperity, contribution, and attractiveness in ways that empower listeners.

Review of Persuasive Strategies

• Ethos. Develops a speaker’s credibility.
• Logos. Evokes a rational, cognitive response from the audience.
• Pathos. Evokes an emotional response from the audience.
• Cognitive dissonance. Moves an audience by pointing out inconsistencies between new information and their currently held beliefs, attitudes, and values.
• Positive motivation. Promises rewards if the speaker’s message is accepted.
• Negative motivation. Promises negative consequences if a speaker’s message is rejected.
• Appeals to safety needs. Evokes an audience’s concern for their safety and the safety of their loved ones.
• Appeals to social needs. Evokes an audience’s need for belonging and inclusion.
• Appeals to self-esteem needs. Evokes an audience’s need to think well of themselves and have others think well of them, too.

“Getting Competent”

Identifying Persuasive Strategies in Mary Fisher’s “Whisper of AIDS” Speech

Mary Fisher’s speech at the 1992 Republican National Convention, “A Whisper of AIDS,” is one of the most moving and powerful speeches of the past few decades. She uses, more than once, all the persuasive strategies discussed in this chapter. The video and transcript of her speech can be found at the following link: http://www.americanrhetoric.com/speeches/maryfisher1992rnc.html . As you watch the speech, answer the following questions:

• Ethos. List specific examples of how the speaker develops the following dimensions of credibility: competence, trustworthiness, and dynamism.
• Logos. List specific examples of how the speaker uses logic to persuade her audience.
• Pathos. How did the speaker appeal to emotion? What metaphors did she use? What other communicative strategies (wording, imagery, etc.) appealed to your emotions?
• List at least one example of how the speaker uses positive motivation.
• List at least one example of how the speaker uses negative motivation.
• List at least one example of how the speaker appeals to safety needs.
• List at least one example of how the speaker appeals to social needs.
• List at least one example of how the speaker utilizes cognitive dissonance.

Sample Persuasive Speech

Title: Education behind Bars Is the Key to Rehabilitation

General purpose: To persuade

Specific purpose : By the end of my speech, my audience will believe that prisoners should have the right to an education.

Thesis statement: There should be education in all prisons, because denying prisoners an education has negative consequences for the prisoner and society, while providing them with an education provides benefits for the prisoner and society.

Introduction

Attention getter: “We must accept the reality that to confine offenders behind walls without trying to change them is an expensive folly with short-term benefits—winning battles while losing the war.” These words were spoken more than thirty years ago by Supreme Court Justice Warren Burger, and they support my argument today that prisoners should have access to education.

Introduction of topic: While we value education as an important part of our society, we do not value it equally for all. Many people don’t believe that prisoners should have access to an education, but I believe they do.

Credibility and relevance: While researching this topic, my eyes were opened up to how much an education can truly affect a prisoner, and given my desire to be a teacher, I am invested in preserving the right to learn for everyone, even if they are behind bars. While I know from our audience analysis activity that some of you do not agree with me, you never know when this issue may hit close to home. Someday, someone you love might make a mistake in their life and end up in prison, and while they are there I know you all would want them to receive an education so that when they get out, they will be better prepared to make a contribution to society.

Preview: Today, I invite you listen with an open mind as I discuss the need for prisoner education, a curriculum that will satisfy that need, and some benefits of prisoner education.

Transition: First I’ll explain why prisoners need access to education.

• His claim is supported by data collected directly from prisoners, 94 percent of whom identify education as a personal reentry need—ranking it above other needs such as financial assistance, housing, or employment.
• Despite the fact that this need is clearly documented, funding for adult and vocational education in correctional education has decreased.
• According to statistics from 2010, as cited in the Corrections Today article, approximately 40 percent of state prison inmates did not complete high school, as compared to 19 percent of the general population.
• Additionally, while about 48 percent of the general public have taken college classes, only about 11 percent of state prisoners have.
• At the skill level, research from the United Kingdom, cited in the 2003 article from Studies in the Education of Adults titled “Learning behind Bars: Time to Liberate Prison Education,” rates of illiteracy are much higher among the prison population than the general population, and there is a link between poor reading skills and social exclusion that may lead people to antisocial behavior.
• The article from Studies in the Education of Adults that I just cited states that prisoners are often treated as objects or subjected to objectifying labels like “ addict , sexual offender , and deviant .”
• While these labels may be accurate in many cases, they do not do much to move the prisoner toward rehabilitation.
• The label student , however, has the potential to do so because it has positive associations and can empower the prisoner to make better choices to enhance his or her confidence and self-worth.

Transition: Now that I’ve established the need for prisoner education, let’s examine how we can meet that need.

• Some states have implemented programs that require inmates to attend school for a certain amount of time if they do not meet minimum standards for certain skills such as reading or math.
• While these are useful programs, prisoner education shouldn’t be limited to or focused on those with the least amount of skills.
• The article notes that even prisoners who have attended or even graduated from college may benefit from education, as they can pursue specialized courses or certifications.
• These courses will teach prisoners basic reading, writing, and math skills that may be lacking.
• Since there is a stigma associated with a lack of these basic skills, early instruction should be one-one-one or in small groups.
• The second tier should prepare prisoners who have not completed the equivalent of high school to progress on to a curriculum modeled after that of most high schools, which will prepare them for a GED.
• Basic general education goals include speaking, writing, listening, reading, and math.
• Once these general education requirements have been met, prisoners should be able to pursue specialized vocational training or upper-level college courses in a major of study, which may need to be taken online through distance learning, since instructors may not be available to come to the actual prisons to teach.
• Some population-specific areas of study that wouldn’t be covered in a typical classroom include drug treatment and anger management.
• Life skills such as budgeting, money management, and healthy living can increase confidence.
• Classes that focus on social skills, parenting, or relational communication can also improve communication skills and relational satisfaction; for example, workshops teaching parenting skills have been piloted to give fathers the skills needed to more effectively communicate with their children, which can increase feelings of self-worth.
• Under the supervision of faculty and/or staff, prisoners could be given the task of organizing an outside speaker to come to the prison or put together a workshop.
• Students could also organize a debate against students on the outside, which could allow the prisoners to interact (face-to-face or virtually) with other students and allow them to be recognized for their academic abilities.
• Even within the prison, debates, trivia contests, paper contests, or speech contests could be organized between prisoners or between prisoners and prison staff as a means of healthy competition.
• Finally, prisoners who are successful students should be recognized and put into peer-mentoring roles, because, as Behan states in the article, “a prisoner who…has had an inspirational learning experience acts as a more positive advocate for the school than any [other method].”

Transition: The model for prisoner education that I have just outlined will have many benefits.

• The article I just cited from the Journal of Correctional Education states that the self-reflection and critical thinking that are fostered in an educational setting can help prisoners reflect on how their actions affected them, their victims, and/or their communities, which may increase self-awareness and help them better reconnect with a civil society and reestablish stronger community bonds.
• The Corrections Today article also notes that prisoners who completed a GED reoffended at a rate 20 percent lower than the general prison population, and those that completed a college degree reoffended at a rate 44 percent lower than the general prison population.
• Simply put, according to the article in the Studies in the Education of Adults I cited earlier, the skills gained through good prison education programs make released prisoners more desirable employees, which increases their wages and helps remove them from a negative cycles of stigma and poverty that led many of them to crime in the first place.
• Further, the ability to maintain consistent employment has been shown to reduce the rate of reoffending.
• An entry on eHow.com by Kinney about the benefits of prisoners getting GEDs notes that a successful educational program in a prison can create a more humane environment that will positively affect the officers and staff as well.
• Such programs also allow prisoners to do more productive things with their time, which lessens violent and destructive behavior and makes prison workers’ jobs safer.
• Giving prisoners time-off-sentence credits for educational attainment can help reduce the prison population, as eligible inmates are released earlier because of their educational successes.
• As noted by the Corrections Today article, during the 2008–9 school year the credits earned by prisoners in the Indiana system led to more than $68 million dollars in avoided costs.

Transition to conclusion and summary of importance: In closing, it’s easy to see how beneficial a good education can be to a prisoner. Education may be something the average teenager or adult takes for granted, but for a prisoner it could be the start of a new life.

Review of main points: There is a clear need for prisoner education that can be met with a sound curriculum that will benefit prisoners, those who work in prisons, and society at large.

Closing statement: While education in prisons is still a controversial topic, I hope you all agree with me and Supreme Court Justice Burger, whose words opened this speech, when we say that locking a criminal away may offer a short-term solution in that it gets the criminal out of regular society, but it doesn’t better the prisoner and it doesn’t better us in the long run as a society.

Bayliss, P. (2003). Learning behind bars: Time to liberate prison education. Studies in the Education of Adults, 35 (2), 157–172.

Behan, C. (2007). Context, creativity and critical reflection: Education in correctional institutions. Journal of Correctional Education, 58 (2), 157–169.

Foley, R. (2004). Correctional education: Characteristics of academic programs serving incarcerated adults. Journal of Correctional Education, 55 (1), 6–21.

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Key Takeaways

• Ethos refers to the credibility of a speaker and is composed of three dimensions: competence, trustworthiness, and dynamism. Speakers develop ethos by being prepared, citing credible research, presenting information in a nonmanipulative way, and using engaging delivery techniques.
• Logos refers to the reasoning or logic of an argument. Speakers appeal to logos by presenting factual objective information, using sound reasoning, and avoiding logical fallacies.
• Pathos refers to emotional appeals. Speakers appeal to pathos by using vivid language, including personal stories, and using figurative language.
• Cognitive dissonance refers to the mental discomfort that results from new information clashing with currently held beliefs, attitudes, or values. Cognitive dissonance may lead a person to be persuaded, but there are other ways that people may cope with dissonance, such as by discrediting the speaker, seeking out alternative information, avoiding sources of dissonance, or reinterpreting the information.
• Speakers can combine positive and negative motivation with appeals to safety, social, or self-esteem needs in order to persuade.
• Ethos, or credibility, is composed of three dimensions: competence, trustworthiness, and dynamism. Of those dimensions, which is most important for you when judging someone’s credibility and why?
• Recount a time when you experienced cognitive dissonance. What was the new information and what did it clash with? What coping strategies, of the ones discussed in the chapter, did you use to try to restore cognitive balance?
• How ethical do you think it is for a speaker to rely on fear appeals? When do fear appeals cross the line?
• Imagine that you will be delivering a persuasive speech to a group of prospective students considering attending your school. What could you say that would appeal to their safety needs? Their social needs? Their self-esteem needs?

Cooper, M. D., and William L. Nothstine, Power Persuasion: Moving an Ancient Art into the Media Age (Greenwood, IN: Educational Video Group, 1996), 48.

Fletcher, L., How to Design and Deliver Speeches , 7th ed. (New York: Longman, 2001), 342.

Maslow, A. H., “A Theory of Human Motivation,” Psychological Review 50 (1943): 370–96.

Stiff, J. B., and Paul A. Mongeau, Persuasive Communication , 2nd ed. (New York: Guilford Press, 2003), 105.

Communication in the Real World Copyright © 2016 by University of Minnesota is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License , except where otherwise noted.

Persuasion, Speech Making and Rhetoric

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Within all types of political system leaders have relied on the spoken word to contrast the benefits that arise from their leadership with the dangers that will arise from that of their opponents. The more democratic societies become, the greater the onus on leaders to convince potential followers that they and their policies can be trusted. As Burns (1978: 18) explains: ‘Leadership over human beings is exercised when persons with certain motives and purposes mobilize, in competition or conflict with others, institutional, political, psychological, and other resources so as to arouse, engage, and satisfy the motives of followers.’ In this book I illustrate how, in democracies, those who aspire to political leadership persuade their followers through their command of rhetoric and their skill in using metaphor.

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Charteris-Black, J. (2011). Persuasion, Speech Making and Rhetoric. In: Politicians and Rhetoric. Palgrave Macmillan, London. https://doi.org/10.1057/9780230319899_1

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Political Speech Writing: How Candidates Can Craft Compelling Messages

Understanding the Power of Political Speeches

Political speeches play a pivotal role in shaping the course of nations and can shape the trajectory of societies. Effective speech writing for elections allows leaders to communicate their vision, values, and policy objectives to the public. These speeches serve as a means of persuasion, providing a platform for leaders to connect with their constituents emotionally. Through carefully tailoring speeches, a political oratory has the potential to inspire, mobilize, and unite people around common goals and ideals.

One key aspect of political speeches is their ability to inform and educate the public. In a democratic society, an informed citizenry is essential for making sound election decisions and understanding government policy implications. A well-done political oratory allows leaders to clarify their positions and present evidence and data. Speechwriting for elections often requires addressing complex issues and helping citizens make informed choices about how they want the country to move. Moreover, political speeches serve as a channel for transparency and accountability.

Beyond their informational role, a well-crafted political oratory fosters unity and social cohesion by containing messages of hope, unity and inclusivity. They can transcend political divides and unite people, transcending differences of opinion and background. In times of crisis or uncertainty, campaign speeches provide reassurance and a sense of purpose. Furthermore, campaign speeches help a nation navigate challenges and emerge stronger.

Well-crafted campaign speeches can be transformative in elections by serving as a dynamic tool for candidates to connect with voters, sway public opinion and ultimately change the outcome of an election. When a candidate speaks passionately about issues that resonate with your audience, it creates a sense of trust and authenticity by tapping into the electorate's hopes, fears, and aspirations.

Speechwriting for elections helps to clarify a candidate's policy positions and goals, providing voters with a clearer understanding of what they stand for, allowing them to set themselves apart from their opponents and creating a sense of confidence in their leadership. A well-crafted political speech can sway undecided voters to the candidate's side.

Rousing persuasive communication can galvanize volunteers and grassroots activists , encouraging them to work harder for the candidate, leading to a higher voter turnout among the candidate's base.

Steps to Effective Political Speechwriting

Here are five tips for crafting an effective political speech:

#1: Make time for research.

Digging deep to find relevant information is crucial when writing a political speech because it adds depth and credibility to the discourse. Great research also ensures that the political speech addresses the complexities of voters' concerns. A speechwriter can write informative and persuasive communication by seeking out comprehensive data.

#2: Consider your audience.

Analyzing a target audience is essential for understanding their demographics, values, beliefs, and concerns. It allows speechwriters to tailor their message to resonate with their intended listeners' specific needs and interests. This analysis enables speechwriters to speak directly to the heart of the issues that matter most to the target audience. It also helps avoid potential pitfalls, such as using language or framing that might alienate or offend specific target audience segments.

Free tools to power your campaign

#3: Draw on the elements of storytelling.

Storytelling in politics is essential for political speechwriters because it helps engage and persuade the audience effectively. Furthermore, storytelling in politics captures the audience's attention by connecting them emotionally with the message. The right message provides a relatable and human dimension to the content. Furthermore, storytelling in politics helps create a cohesive speech that flows seamlessly, ensuring listeners understand and retain key points. Whether it is rallying support for a candidate, advocating for a policy change, or fostering a sense of unity, a well-crafted narrative can convey a compelling vision for the future and ignite a sense of purpose among the audience.

#4: Set the right tone.

A campaign speech must set the right mood because the emotional tone and atmosphere it creates can significantly impact how the audience receives and responds to the message. By establishing a positive and receptive attitude, the audience is more likely to be engaged and attentive to the speaker's message, which can inspire hope, rally support, and forge meaningful connections. Crafting a political speech that is positive and relatable makes the audience more receptive to the speaker's arguments, so it is a vital political communication strategy. A speech promoting a mood of unity helps to bridge divides, bringing people together.

#5: Edit and practice ahead of time.

Editing and rehearsing a political speech is essential because it ensures the message is clear, concise and free from ambiguity. A well-edited speech enhances the speaker's credibility by demonstrating that the candidate has thoroughly researched and prepared their remarks. Therefore, giving speeches can be a key political communication strategy.

Practicing a speech allows the speaker to fine-tune their delivery and tone to maintain the audience's engagement. Furthermore, practice enables the speaker to reinforce the critical points of the speech, ensuring that they communicate central ideas in an easily memorable way.

Examples of Memorable Political Speeches

Let's turn our attention to some political speechwriting examples. These political speechwriting examples can serve as a powerful guide for candidates.

#1: Abraham Lincoln’s Gettysburg Address

Consider Abraham Lincoln's Gettysburg Address, as it is one of American history's most impactful political speeches. Presented during the Civil War at the dedication of the Soldiers' National Cemetery in Gettysburg, Pennsylvania, the speech was concise, lasting just over two minutes, but its impact was profound. Lincoln eloquently emphasized the principles of equality and liberty and redefined the purpose of the American government as a "government of the people, by the people, for the people." This speech solidified the United States' commitment to democracy and freedom. It also marked a turning point in the Civil War, as it galvanized public sentiment and reinvigorated the Union's resolve to preserve the nation.

#2: Martin Luther King, Jr.’s “I Have a Dream” Speech

Another of the most impactful political speeches was Martin Luther King Jr.'s "I Have a Dream" speech, delivered during the March on Washington for Jobs and Freedom. This political speechwriting example was pivotal in the American civil rights movement. King's eloquent articulation of his dream for a racially integrated and just society resonated deeply with millions. The speech helped mobilize support for civil rights legislation and highlighted the urgent need for racial equality. King's call for nonviolent protest and his vision for a future where individuals would be judged by the content of their character rather than the color of their skin inspired generations of activists. It was crucial in advancing civil rights legislation, culminating in the Civil Rights Act of 1964.

#3: Ronald Reagan’s “Tear Down This Wall” Speech

One of the most impactful political speeches ever given was the one delivered at the Brandenburg Gate in West Berlin, during which President Ronald Reagan issued a powerful challenge to the Soviet Union by demanding, "Mr. Gorbachev, tear down this wall!" The Berlin Wall, which had divided East and West Berlin for decades, symbolized the Cold War's division. This political speechwriting example indicated the West's commitment to freedom and democracy. While the immediate impact of the speech was limited, it contributed to the eventual fall of the Berlin Wall and the end of the Cold War. Reagan's words resonated with people on both sides of the Iron Curtain, serving as a rallying cry for change.

Studying these speeches and tailoring speeches after them and other iconic speeches is a great way to learn public speaking strategies. These American political speeches share the theme of advocating for equality, justice and freedom. They transcended their immediate contexts to become lasting symbols of American ideals and continue inspiring generations of Americans and people worldwide. 

Here are some public speaking strategies to employ based on these inspirational speeches:

Ensure that the central theme of your political campaign communication resonates with the target audience and keep it at the forefront of the speech.

Using metaphors, similes, and emotionally resonant phrases to evoke powerful imagery and emotions in the audience is a critical speech delivery technique that can help your political campaign communications.

Understanding the audience's needs, aspirations, and concerns so that the message connects deeply is a speechwriting best practice you will want to remember.

Incorporating a clear and compelling call to action into the speech is an essential political communication strategy.

Be aware of historical contexts when crafting political persuasions for political campaign communications.

Align messages with the speaker's personality and values.

Employ strategic repetition to emphasize critical political persuasions because it will make them more memorable.

Use speech writing techniques to capture the speaker's authentic voice and beliefs.

Tips for Effective Speech Delivery

Candidates often ask speechwriters to give them speech delivery techniques. They may recommend several public speaking strategies that will help you with effective speech delivery. These include:

Using body gestures and body language to enhance the message's impact is a critical speech delivery technique as it helps convey confidence and credibility so that the audience connects to you better.

Connecting with the audience is paramount because it establishes rapport, fosters voter engagement and ensures the message resonates with the listeners personally. Therefore, it is crucial to remember this idea while focusing on speech delivery techniques as you build your political communication strategy.

Breathing deeply right before giving a speech is a vital speech delivery technique that can help you overcome stage fright as it calms nerves and boosts confidence.

Adapting Your Speech for Different Audiences

Among speech writing best practices is to adapt a speech to different audiences and your audience's demographics. This is essential for ensuring political persuasion as the message is relevant, relatable, and inclusive. Practicing this as you concentrate on other speech writing best practices ensures audience engagement occurs and that they will understand your messaging better.

Another key among speech writing best practices is remembering to be specific during a speech. This is vital as it adds credibility and clarity to the candidate messaging, helping to ensure audience engagement. Therefore, ensure that you use speech writing techniques for persuasive communication that address specific issues and concerns experienced by the audience.

Navigating Ethical Considerations in Political Speechwriting

Honesty is a fundamental pillar of trust and accountability in a democratic society, so when politicians are truthful in their political campaign messaging, they build integrity and foster the public's faith in their leadership. Citizens can make informed decisions when a politician uses truthful political campaign messaging. Therefore, make sure to always practice ethical speech writing.

Ethical speech writing also means avoiding divisive rhetoric because it often deepens existing divisions, polarizes communities, and makes finding common ground on important issues more difficult. Divisive rhetoric hinders constructive dialogue between political opponents. Using speech writing techniques that are inclusive, respectful, and constructive fosters unity, promotes understanding and achieves positive outcomes, which is essential for driving audience engagement in your political campaign messaging.

Leveraging Technology for Speechwriting

Many speech writing resources can help you. Let these speechwriting resources serve as a guide, but do not rely totally on speech writing resources, or you will block out the candidate's personality. Among the most effective speech writing tips is to let speechwriting tools enhance the speech writing process by using them to improve speech writing techniques. Among these speech writing tools, speech writing software is a vital resource that plays a pivotal role in organizing thoughts, structuring arguments, and drafting coherent content while creating political discourse and crafting political messages. Utilizing these effective speech writing tips gives you access to templates, outlines, and organization features that help transform ideas into well-structured political discourses. Even if you usually shy away from technology, try speech writing software.

An easy place to start is Good Party’s AI Campaign Manager , which can help candidates draft launch speeches with ease, saving time and energy. 

Additionally, another favorite among effective speech writing tips is to use research databases. These are invaluable tools for the speech writing process as they allow you to access vast amounts of information, including historical data, statistics, and policy details. Therefore, they are an invaluable speech writing resource, enabling speechwriters to conduct thorough research, fact-check statements, and bolster arguments with credible sources.

Furthermore, grammar and style-checking software is another indispensable software component critical to the speech writing process. This speech writing resource helps to refine language and ensure that the political rhetoric is clear, is grammatically correct, and resonates with the intended audience. These tools help avoid common language pitfalls and enhance the overall quality of the writing.

Another effective speech writing tip is to incorporate digital elements into political discourse, as using them engages a more diverse audience. Integrating visuals, such as infographics and charts, can make complex data more accessible by providing a visual context that aids comprehension. These graphic elements enhance understanding, make the speech more memorable, and help to ensure that crucial candidate messaging resonates with broader demographics.

Speech writing and public relations are intrinsically linked, playing a pivotal role in shaping the perception of individuals. Effective speechmaking in public relations allows for the dissemination of critical messages to target audiences. Through speechwriting and public relations strategies, public figures can build and maintain trust, manage their reputation and foster meaningful connections with voters, underscoring the indispensable synergy between speech writing and public relations in elections.

The Role of Speechwriters in Political Campaigns

Speechwriters often collaborate closely with candidates to help them build political communication skills. These political communication skills include articulating their vision, values and policy positions. Ethical speech writing requires you to lay aside your ideas and write from the candidate's point of view. This effective speech writing tip often begins with in-depth interviews to understand the candidate's personality, goals and key messages. Speechwriters then craft political rhetoric aligning with the candidate's voice and resonating with their intended audience. Regular communication and feedback loops are vital for crafting political messages, allowing for revisions and fine-tuning political communication skills to ensure that inspirational speeches are authentic and compelling. The partnership between speechwriters and candidates when crafting political messages is a dynamic process that must convey the candidate's vision effectively and connect with voters.

However, not all candidates need to hire speechwriters. With Good Party’s AI Campaign Manager , candidates can generate drafts of political speeches, completely for free. Our tools are especially helpful for crafting launch speeches, which candidates can give at campaign launch events and to kick off their campaigns.

Inspirational speeches, meticulously tailored to resonate with diverse audiences and delivered with authenticity, possess the potential to inspire, inform and mobilize voters, encapsulating a candidate's vision and values. Often, the words spoken reverberate in the electorate's hearts and minds. Tailoring speeches in this way gives them the power to shape the outcome of campaigns and the nation's course. Political rhetoric bridges the divide between candidates and voters, uniting diverse communities under a shared vision. Overall, remember that the qualities of a great speech rely on elements of style, elements of substance, and elements of impact.

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Persuasive Language in Political Campaign

Jambura Journal of English Teaching and Literature

This study is aimed at exploring the persuasive language strategies used by the candidates of mayor of Gorontalo in the mayoral electoral campaign of 2018. The data, in form of utterances, were taken from the speeches of their political campaign by using video recording. After the data were collected, those were firstly classified into the types of persuasive language strategies, then analyzed and interpreted regarding the function and the way the speaker used those strategies to persuade the audience. The result showed that the three candidates used the similar strategies to influence the audience of their political campaign. Those strategies are reason and logic, evidence, attack, appeal to a sense of justice, appeal to the hip-pocket nerve, appeal to patriotism, repetition, and colloquial language. However, based on the interpretation, the different political background of the candidates influenced the way they used the strategies.

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Exploring the Frightening Tactic in Trump’s Political Playbook: The Use of Horror Elements in Campaigning

D onald Trump’s approach to mobilizing his base includes a mastery of leveraging fear and horror akin to horror movie antagonists. Understanding the psychological impact of such techniques can reveal the inherent emotional nature of political strategy – something that Trump and his team exploit effectively to push their agenda.

While many political pundits tout rationality as the cornerstone of decision-making, Trump’s campaign demonstrates a keen awareness that emotional triggers are often more potent. This understanding has been effectively used to deepen the commitment of his followers to the MAGA ideology, and to malign and discredit oppositional democratic frameworks and ideals.

In observing Trump’s engagement with his supporters through email communications, a disturbing trend of graphic, horror-inspired language has been detected. Email content reaches grim new depths as it generates a narrative of attack and destruction aimed at instigating a siege mentality among his supporter base.

The recent fundraising emails depict Trump as a victim of judicial persecution, with incendiary remarks about liberal figures and specific demographic groups designed to stoke fears and rally support.

Here, Trump’s content conveys extreme scenarios of devastation with the objective of driving his followers to action.

Trump’s messages are manipulative illusions intended to perpetuate the ideology that liberal forces pose an existential threat to their way of life – and that Trump is the bulwark against such forces.

This cultivation of fear and hate is not haphazard but based on careful data analysis and strategic psychological manipulation, as evidenced by Trump’s previous campaign tactics which utilized popular media consumption data to target specific voter blocks.

References to shows like “The Walking Dead” informed demographic-specific campaign strategies.

Behavioral experts recognize the role of fear and curiosity in human psychology, noting how individuals modulate their experience to achieve a desired emotional state. Trump’s political strategists aim to maintain a balance that keeps his base engaged and on the defensive.

The upcoming presidential race will serve as a testing ground for the efficacy of maintaining an atmosphere of fear and arousal among supporters.

The strategy of inducing fear is exemplified by Trump’s controversial likening of migrants and refugees to fictional psychopaths in public speeches, further marginalizing these groups while invigorating his base with rhetoric of danger and dehumanization.

Trump’s cadence and thematic choices in speeches evoke imagery of classic villains, like Hannibal Lecter, to further demonize immigrants and refugees.

Trump’s use of horror politics is met by critique and concern from various quarters, including journalists and political analysts, and entails a stark warning for opponents of MAGA extremism to take his messaging seriously.

Acknowledging the reality and potential impact of Trump’s propaganda is crucial. Action must be taken to counter the growing normalization of horror politics and the potential it has to fuel real-world horror scenarios.

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FAQ about Trump’s Use of Horror Politics in Campaigning

In sum, Donald Trump’s harnessing of horror politics demonstrates a chilling yet calculated attempt to solidify his support base. By leveraging emotions such as fear and anger, Trump engages in a form of psychological manipulation that has proven effective in past campaign efforts. This approach, while controversial and deeply troubling to many, points to the potent influence emotions have in politics and underscores the necessity for a robust counter-strategy by those who oppose the reactionary and potentially fascist undertones of such tactics. Recognizing and confronting the use of horror in political propaganda is essential to maintaining a democratic society that values decency, compassion, and the humane treatment of all individuals.

The post Exploring the Frightening Tactic in Trump’s Political Playbook: The Use of Horror Elements in Campaigning appeared first on Kevin Hearld .

3 Persuasion Techniques You Should Know

Published: May 09, 2024

Welcome to Creator Columns , where we bring expert HubSpot Creator voices to the Blogs that inspire and help you grow better.

I’ve spent 200 hours interviewing persuasion experts. In this blog, I share the persuasion tactics that actually work.

You’ll learn why persuasion attempts work better if you ask for action in the future (rather than the present). You’ll learn the tiny tweak that persuaded hotel guests to reuse their towels. And you’ll learn how questions are more powerful than you might expect.

3 Scientifically-Proven Rules for Persuasion

Since starting my podcast back in 2019, I’ve spent almost 200 hours interviewing researchers, professors, and experts about persuasion.

I’ve asked them to share the scientifically proven-tactics that actually persuade others. Their findings are eye-opening.

Turns out, persuasion is fairly simple if you follow some scientifically-proven rules. Here are the three persuasion techniques you should use to get someone to act.

1. Ask for future commitment.

All of us experience a bias known as temporal discounting . Put simply, it means, the further something is away, the less salient it seems.

So, if you need to study for an exam, it’s easier to say I’ll do it tomorrow, rather than today. It’s always easier to start the diet next week rather than this week.

This tendency to commit more in the future can help you persuade.

In a 2008 study by Promin , high-performing students were asked by their professors to tutor their below-average peers.

It’s not an easy task. Students have a lot on their plate, tutoring is the last thing they want to do.

Yet, making one tiny change to the request made students twice as likely to agree.

See, when the students were asked to tutor others in the current term, the students only committed to 27 minutes of tutoring per week on average.

However, when the students were asked to tutor in the next term the commitment rose to 85 minutes.

People commit more in the future, than they do in the present. If you need to persuade, you’d be better off asking for a future commitment.

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This persuasion technique isn’t only relevant for time-sparse professors. Marketers should encourage customers to enroll in an upgrade next quarter. Fitness instructors should ask customers to commit to signing up in the new year. And you should ask your boss to approve your raise at the next performance review.

We’re more likely to commit if the commitment feels far away.

2. Show how the majority act.

That previous tip will help you persuade others to make future commitments. But what if you need to persuade someone to act immediately?

Well, researchers over the years have identified very effective ways to accomplish this. It involves social proof .

Social proof is the idea that we follow the actions of others. If you see a queue outside an art gallery, you’ll want to go in. If you’re told that HubSpot is the best selling CRM, you’ll be more likely to use it.

Robert Cialdini, a professor from Arizona University, proved that persuading with social proof is fairly easy.

His study , in collaboration with a local hotel, aimed to encourage guests to reuse their hotel towels.

The hotel spent a fortune washing towels each day for guests. Encouraging reuse not only helps the environment, but saves the hotel money.

But how do you persuade hotel guests?

Here’s what Cialdini tried. In a random control trial, guests saw one of three messages:

• The control read: " Please reuse your towels. "
• The environmental plea read: " Help us save the environment. Reuse your towel. "
• The social proof variant read: " Most guests in this hotel reuse their towels. "

Here’s what he found:

The control was pretty ineffective, not improving towel reuse at all. The environmental plea worked better, increasing towel reuse by 35%. But incredibly, the social proof variant was far more effective, boosting towel reuse by 45%.

To persuade, share how most others do the action you want to encourage.

If it persuades hotel guests to reuse their towels it’ll almost certainly work for you.

Dozens of hotels have followed Cialdin’s advice.

3. Ask the right question.

In 2009, two researchers hit the streets in California and asked pedestrians to stop and answer a survey. No one likes answering these surveys. We all have things to do, no one wants to change their plans and stop for 10 minutes.

And that’s what the researchers found. Only 29% of Californians agreed to stop.

But then they tested a simple persuasion technique.

They asked a question which was designed to persuade. Before asking if they could answer a survey, they asked " are you a helpful person? "

Now how would you answer this?

My guess is that you would say " yes, I am ." Most of us have positive self-perceptions and this question prompts us to think of them. And because the Californians were prompted to think of themselves as helpful, they became far more likely to stop.

Just asking " are you a helpful person " increased the number of people who answered the survey from 29% to 77.3% — an incredible improvement, more than doubling the amount of respondents.

Affirming positive self-perceptions increases persuasion.

But this effect is even simpler than that.

Simply asking any question seems to boost persuasion.

To explore this, I set up my own test with two Reddit ads. Both ads encouraged people to listen to my podcast Nudge . The ads were shown to people in the UK and US who had interacted with marketing subreddits on Reddit.

The first ad, the control, had no question attached.

It said " Ditch boring business podcasts. Try Nudge ." Next to that text I put a few of my 5-star reviews.

The second ad was identical to the first, except, the copy read:

" Bored of boring business podcasts? Try Nudge. "

Turns out, adding the question boosted clicks. The ad with the question was 17% more effective than the control ad. It drove far more people to my podcast and resulted in many more listeners.

A 17% improvement from changing just two words.

Now let’s face it. These persuasion tactics won’t turn you into a world leading sales person. They won’t make your offers irresistible.

But, they’re better than nothing. And if you use these tips, rather than attempting to persuade blindly, you’ll almost certainly see greater success.

This blog is part of Phill Agnew’ s Marketing Cheat Sheet series where he reveals the scientifically proven tips to help you improve your marketing. To learn more, listen to his podcast Nudge , a proud member of the HubSpot Podcast Network.

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