Culture-bound persuasion:

Quasilogical- linear format, facts and statistics

Presentational- emotion laden delivery style is a significant
vehicle in persuading the audience.
Analogical- Narratives, Aesops fables, stories from
religious doctrine. If you experience a significant loss in
your life you may relate to Job who lost everything, but
still trusted in God.

Preferences in the Organization of Messages

Speaker Responsible Language:
The speaker provides a thesis statement, main
points and supports the main points. It is very
linear.
Listener Responsible Language:
The speaker communicates indirectly. The thesis
is not explicitly stated. The listener is
responsible for constructing meaning.

Ethos, Pathos, and Logos

Aristotle separated logic and emotion.
Truth is found through rationality and the
dialectic.
Other societies believed that truth was found
through emotion.
Cultures that value narratives, analogies, and
parables told by elders blur the lines between
logic and emotion.
Rhetoricians Gonzales and Tanno studied
Chinese discourse, as well as Hindu rhetoric and

Emotional Intelligence

The capacity for recognizing our own feelings and those of

others, for motivating ourselves, and for managing emotions
well in ourselves and in our relationships. (Goleman 1998, 317)

Four clusters of competency that

describe emotional intelligence:
1) Self -Awareness
2) Self-Management
3) Social-Awareness
4) Social Skills
(Goleman 1995)

Self-Awareness
Emotional awareness: Recognizing your emotions and their
effects.
Accurate self assessment: Knowing ones strengths and
limits. Ex. You know that you cant debate a certain topic
without becoming angry.
Self-confidence: Sureness about ones self-worth and
capabilities. ex. Identity achievement

Self-Management

Self-control: Managing disruptive emotions and impulses.

Ex. Manage anger, fear before reacting.
S

Trustworthiness: Maintaining standards of honesty and

integrity. Ex. Not sacrificing your character to assuage a fear.
Conscientiousness: Taking responsibility for your actions.
Adaptability: Flexibility in handling change.
Innovativeness: Being comfortable with and open to novel
ideas and new information.
Group decision making being willing to listen to a devils advocate

Social-Awareness
Empathy: Sensing others feelings and
perspective, and taking an active interest in their
concerns. Ex. being able to relate to a feeling.
Service orientation: Anticipating, recognizing,
and meeting others needs. Being other oriented.
Ex. A wedding toast
Developing others: Sensing what others need in
order to develop, and bolstering their abilities.
Ex. Coaching, Parenting

Leveraging diversity: Cultivating opportunities through

diverse people/abilities.
Political awareness: Reading a groups emotional currents
and power relationships. Who really has the power?

Social Skills
Influence: Wielding effective tactics for persuasion.
Communication: Sending clear and convincing messages.
Leadership: Inspiring and guiding people.
Change catalyst: Initiating or managing change.

Conflict management: Negotiating and resolving

disagreements
Building bonds: Nurturing instrumental relationships.
Collaboration and cooperation: Working with others toward
shared goals.
Team capabilities: Creating group synergy in pursuing
collective goals.

Ethos- Ethical person is a credible person

The notion of credibility is culture-bound.
Are we more apt to believe: Elder, male,
academic with degrees, street credentials,
religious doctrine, eye-witnesses...?

Mainstream U.S. society values physical evidence and eye

witness testimony. Yanron Chang in Discourse and Society
writes that, "In some African cultures the eye witness is
disregarded because of a possible agenda or bias.

Yanron Chang in Discourse and Society,

explains that in the Chinese legal system the
primary purpose of testimony is not to gather
information, but to persuade the court and
shame the defendant into a confession.