Public Speaking (Paperback)

Book may have numerous typos, missing text, images, or index. Purchasers can download a free scanned copy of the original book (without typos) from the publisher. 1918. Excerpt: ... CHAPTER IX PERSUASION AND BELIEF In the preceding chapter we have kept in mind especially persuasion in those cases in which our hearers offer only passive opposition. In this chapter we shall give especial attention to cases in which there is more active opposition, due to intelligent doubt, contrary conviction, opposing interests, or prejudice. It does not seem wise to attempt any sharp distinction between the problems considered in the preceding chapter and in this; and it should be understood that the suggestions of either chapter are, in great part, applicable to the problems of the other. Our primary study in this chapter is how to win belief, either as an end in itself, or as a preliminary to action; and on investigation we find we are facing the familiar problem of securing exclusive.attention. "The most compendious possible formula, perhaps,7* says DEGREES James,1 "jvpuld_be that our belief andjuUeation are the same fact. Por the moment, whatwe attend to is re-. aTity." Xgain, James says2 belief "resembles more than anything what in the psychology of volition we know as consent. . . . What characterizes both consent and belief is the cessation of theoretic agitation, through the advent of an idea which is inwardly stable, and fills the mind solidly to the exclusion of contradictory ideas." To secure the desired state of attention we may have to argue away doubts, change convictions, and win from prejudice the grace of a fair hearing. i Pivchology, Vol. II, p. 322. * Idem, p. 283. Does not this statement of theory square with experience? Does not making up your mind after a struggle seem like shutting your mental eyes to all conclusions but one, or to the reasons for them, whether you do this arbitrarily or because your judgment advises that this is the better course? Perhaps you...