Inglese riassunti

Oral persuasion: persuasion through history

The persuasive elements are closely linked to rhetoric in the sense of ‘‘art of saying’’, with origins in ancient Greece with Plato and Aristotle.

Weapons of influence

In his studies of persuasion, Robert Cialdini identified what he calls weapons of influence, that are:

• Reciprocity: says that we should repay, in kind, what another person has provided us. If someone does us a favour, we should do one in return.
• Commitment and consistency. Human beings are obsessed with the consistency of the obligation assumed, so much that according to him.
• Social proof: the tendency of people to act according to the typical mode of the masses.
• Authority: it is connected to the fact that from birth we are trained to judge obedience to authority as a right thing.
• Liking: the ability of influence exerted by the people we like or for which we have an interest.
• Scarcity: it is based on the belief that the potential loss of a good or a condition has a key role in decision-making bodies, so we decide to act, the more if we think we lose something.
• Es-> This can easily evoke a recent political attitude of immigrants discrimination.

Persuasive power-> is based in the political sphere and not only on the appeal to the deepest emotions already present in the listener.

Language, communication and function of the language

Language-> ability to use complex systems of communication, the scientific study of language is called linguistics.

Signifier: the tangible portion of the sign.

Signified: the concept or idea represented.

Communication-> is commonly defined as ‘‘the interchange of opinions or information by speech, writing, or sign.’’ There are three major parts in human face-to-face communication, which are body language, voice tonality and words.

Roman defined six functions of the language that are necessary for communication.

• Context (informative function).
• Sender (emotive function).
• Receiver (conative function)-> in the language of politics the conative function is crucial as it is in the language of advertising. This function is used to call upon the addressee to act (x chiamare il destinatario ad agire), think or feel, to react in the way intended by the next (nel modo previsto dal prossimo).
• Contact (phatic function)-> funzione fatica: locuzioni che non servono a creare contenuti ma a aprire|mantenere il canale con l’interlocutore.
• Common code (metalingual function).
• Poetic function.