CMS 306M Lecture Notes - Lecture 8: Counterargument, Consequentialism, Pole And Polar
2 Nov 2017
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The p(cid:396)o(cid:272)ess of (cid:272)(cid:396)eati(cid:374)g, (cid:396)ei(cid:374)fo(cid:396)(cid:272)i(cid:374)g, o(cid:396) (cid:272)ha(cid:374)gi(cid:374)g people"s (cid:271)eliefs, attitudes, and values. Persuasion involves any movement by a listener from left to right or right to left. Strongly opposed moderately opposed slightly opposed neutral slightly in favor moderately in favor strongly in favor. Likes and dislikes, can be related to behavior. Rep(cid:396)ese(cid:374)t people"s (cid:272)o(cid:374)(cid:272)eptio(cid:374) of (cid:449)hat is (cid:396)ight o(cid:396) (cid:449)o(cid:396)th(cid:449)hile. The most effective approach to change any of the above is to use motivation. A state of conflicting thoughts or emotions that produces tension that a person works to reduce. The uncomfortable feeling people have when they realize their actions are inconsistent with their attitudes, beliefs, and/or values. Behaviors need to reflect attitudes, beliefs, and values. If they do not, people are motivated to change one or the other. Psychological needs, safety needs, belongingness & love needs, esteem needs, self-actualization. Considering the hierarchy of human needs helps us to see how we can motivate people to change.
