Presenting a Winning Argument

Tess GeorgeSpeakwell Training

© 2011

Do the homework

Go with the flow

“The Homework”

Know the Audience

Develop a Convincing Message

Be Competent and Care

“The Homework”

Know the Audience

Develop a Convincing Message

Be Competent and Care

Persuading the Police

Common Ground

What matters?

WIIFM

Benefits!

Success!

Contract Negotiations

Motivating employees

Selling to the Boss

ValuesWorriesPersonality

“The Homework”

Know the Audience

Develop a Convincing Message

Be Competent and Care

I want my listeners to agree that…

I want my listeners to…

because…Give them

reasons

Cell phones present a danger to health.

It is wrong to grade on a curve.

The drinking age should be lowered to 18.

We have a professional dress code.

Sarah is wearing a very short skirt.

Sarah needs to wear a longer skirt.

Being ethical is more important than making money.

An employer needs to offer health insurance to employees in order to be ethical.

We need to offer health insurance even if it lowers our profits.

Deductive

Using principles, laws, rules or beliefs as the premise of the argument.

All men are mortalSocrates is a manTherefore, Socrates is mortal

“Every time we have used the program, management response has been positive. This is a very popular program and I’m sure you’ll like it.”

Reasoning by ExampleInductive

Using specific examples to come to general conclusions.

This worked for our customer in New Jersey so well, it should work in their Massachusetts location, too.

Reasoning by Analogy

Since A and B are essentially alike, what is true of A is true of B.

• Our managers are leaving for other companies because they aren’t being paid enough here. We need to increase salaries to remain competitive.

Reasoning by Cause

One event is claimed to be the result of another.

Studies show that students who take music lessons get higher grades.

Students should take music lessons if they want better grades.

Causation vs. Correlation

• X caused Y• Y caused X• X and Y are

associated because of other factors

Causal Mistakes

• Wrong cause

• Insufficient cause

• Post hoc

Evidence:

Relevant

Clear

Timely

Unbiased

Overcome Objections

• Anticipate

• Develop rebuttals

• Use direct or indirect method

Getting Organized

• Benefits• Problem-

Solution• Motivated

Sequence

Benefits

The purchase of this equipment will:

Improve safetyReduce customer complaintsSave money in overtime pay

Problem- Solution

Problem

Cause

Solution

Solution Needed!

Motivated Sequence

• Attention• Need• Solution• Vision• Action

Be Competent

and Care

Let your emotion show

Stir the other’s emotions

If you

Know the Audience

Deliver a Clear Message

Are competent and show that you care

You can present a Winning Argument

Does it make sense to major in

Liberal Arts?

If the point of education is to make money

If Liberal Arts majors don’t make money

Then, a Liberal Arts education misses the point.

If the point of education is personal fulfillmentIf Liberal Arts offer the greatest opportunity for personal fulfillment

Then a Liberal Arts education gets to the point

Remember last winter?2,000 citizen complaints – long waits for the snow truck

1,000 Miles of Road

Trucks vs. Wait time

Number of Trucks Hours to Clear Roads

1 50

3 (Current Fleet) 16.6

5 (Purchase of two) 10

Cost Comparison

Trucks Overtime 2010

2 = 100,000 70,000

We should buy two new trucks

Because:

We want fewer citizen complaintsCitizens complained about waiting too long for the truckTwo more trucks will increase clearing time (in a 4-6 inch fall) by 6.6 hours

Mr. Smith

His Employer

The US Government

The City Government

The Hospital

What’s in a Word?

PersuasionArgument

Winning

Message

You

AudienceA

M

Y

Message

You

AudienceA

M

Y

Building an Argument

Conclusion

Reason

Evidence

Assumption

Evidence

ReasonEvidence

Assumption

Building an Argument

Conclusion

Reason

Evidence

Assumption

Evidence

ReasonEvidence

Assumption

Assumptions - beliefs• Value : what is most

important.

• Descriptive : how the world is, or will become.

• It’s a “dog-eat-dog” world out there. (descriptive)

• It’s a “dog-eat-dog” world out there. (descriptive)

• It’s more important to get ahead than to be fair. (value)

• Most people want to be and try to be good. (descriptive)

It’s more important for everyone to have their basic needs met than for a small group of people, even if they worked for it, to have a lot. (value)

Logos -Building an Argument

Conclusion

Reason

Evidence

Assumption

Evidence

ReasonEvidence

Assumption

Logos -Building an Argument

Conclusion

Reason

Evidence

Assumption

Evidence

ReasonEvidence

Assumption

Convince other to:

•Agree with you•Do what you want

By means of:

•Reasoned Argument•Emotions