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A proof is an arrangement of evidence that provides listeners with good reasons for accepting your advice. The elements of proof, based upon deep human qualities, are logos, pathos, ethos, and mythos. Logos recognizes that we are thinking animals who respond to well-reasoned demonstrations. Pathos affirms that we are creatures of emotion as well. Ethos recognizes that we respond to leadership qualities in speakers and their sources of evidence. Mythos relates to our nature as social beings who respond to group traditions and values. Powerful proofs weave a fabric of evidence that appeals to these various dimensions of ourselves. To develop sound proof, you must determine what to emphasize in your particular message, and you must be able to combine the strengths of these different elements.
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In addition to fallacies of evidence, proof, and argument, there are at least two major fallacies related to particular persuasive designs. Either—or thinking. sometimes called false dilemma, makes listeners think that they have only two choices—one desirable, the other not. This fallacy is attractive because it is dramatic: It satisfies our yen for conflict and simplicity. It occurs in political behavior when we think we must choose between two political parties. It shows up in policy debates: “Pass our ‘Contract with America,” say the Republicans, “or accept a doomed America.”“If you pass the Republican ‘Contract on America,” answer the Democrats, “you will sacrifice our basic values.” Either—or thinking blinds listeners to other options, such as compromise or creative alternatives that have not yet been considered. Such thinking often infests problem-solution speeches when speakers oversimplify the choices to encourage commitment to their cause. We should be wary of being boxed into either—or decisions by impassioned speakers.
People who have gardens sometimes make up a “straw man” to scare off crows. As the name suggests, the straw is formed into the “likeness” of a man. (Presumably, a “straw woman” would work as well, as far as the crows are concerned!) Whatever the gender, the “straw man” is obviously much less than what it represents. From this name comes the straw man fallacy. making up a “likeness” of an opponent’s view that makes it seem trivial, ridiculous, or easy to refute. As you might suspect, the straw man fallacy appears most often in speeches that contend with opposition. It understates and distorts the position of opponents, and is unethical. Dismissing Steve Forbes’s “flat tax” proposal as simply an effort to reduce his own taxes was a “straw man” of the 1996 Republican primaries, as the candidates trashed each other with negative ads. As an ethical persuasive speaker, you have an obligation to represent an opposing position fairly and fully, even as you refute it. Only then will critical listeners respect you and your arguments. The straw man fallacy is an implicit admission of weakness or desperation and can damage what may well be a legitimate case.
Persuasion is constantly threatened by flaws and deception. In a world of competing views, we often see human nature revealed in its petty as well as its finer aspects. As you plan and present your arguments or listen to the arguments of others, be on guard against fallacies.
A faulty analogy occurs when the things comp are dissimilar in some important way. If the points of dissimilarity outw
the similarities, an analogy is in trouble. For example, assume that you have transferred from a college with 1,500 students to a university with 15,000 students. You present a speech proposing new campus security measures, arguing that because they worked well at the college, they should also work well at the university. Would such an analogical argument be valid? That would depend on the similarities and dissimilarities between the two schools. Is the size difference important? Are the crime problems similar? Are the schools located in similar settings? Are the students from roughly the same social and economic backgrounds? Dissimilarity on any of these points could raise doubts about the analogy. You would have to overcome these doubts for the analogy to be convincing.
When supporting materials serve persuasion, they become evidence. Facts and statistics alert us to a situation that we must change. Examples move listeners, creating a favorable emotional atmosphere for the speaker’s recommendations. Narratives bring a sense of reality, and help listeners identify with the issue. Testimony calls upon witnesses to support a position. When you use evidence, strive for recent facts and figures, emphasize factual examples, engage listeners through stories that make your point, and rely primarily on expert testimony.
Fallacies are errors in reasoning that can damage a persuasive speech. Evidence can be defective when the speaker misuses facts, statistics, and testimony. Common errors include the slippery slope fallacy, which assumes that a single instance will establish a trend, the confusion of fact with opinion, and the red herring fallacy, using irrelevant material to divert attention from the issue. Statistical fallacies include the myth of the mean, in which averages create illusions that hide reality, and faulty conclusions based upon flawed statistical comparisons. Evidence can also be used inappropriately, featuring facts and figures when the situation calls for examples, examples when the audience needs facts and figures, testimony to hide the weakness of information, or narratives to justify unethical behavior.
Various defects can reduce the value of proof. Speakers misuse proof by ethos when they commit an ad hominem fallacy, attacking the person rather than the argument. When speakers merely assert and assume in their conclusion what they have not proved, they commit the fallacy of begging the question.
Fallacies are also common in the patterns of argument. If your major premise is faulty, the entire argument will crumble. Other frequent errors occur when probability is passed off as certainty, and when the speaker confuses association with causation, reasoning that if something happened after an event, it therefore was caused by the event. This is called the post hock fallacy. A non sequester fallacy occurs when irrelevant conclusions or evidence are introduced into argument. Inductive reasoning can suffer from a hasty generalization drawn from insufficient or non representative observations. Argument by analogy is defective when important dissimilarities outweigh similarities.
Either—or thinking can be a special problem in speeches calling for action. This fallacy reduces audience options to only two, one advocated by the speaker, the other undesirable. When speeches that contend with opposition understate, distort, or misrepresent an opposing position for the sake of easy refutation, they commit the straw man fallacy.
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