2. Successful strategies to handling objections.
1) show how the objection is flawed
• a logical fallacy
• question the facts
• question the values
2) concede some truth to the objection
3) offer compromises
Persuasion
3. Logical Fallacies
An error in reasoning
Differs from a factual error (being wrong
about the facts)
An "argument" in which the premises given
for the conclusion do not provide the needed
degree of support
4. Kinds of Logical Fallacies
1) hasty generalization
2) red herring
3) slippery slope
4) one-after-the-other/cause and effect
5) tradition
6) endorsement
7) disconnected and circular
8) either...or
9) sentimentality/motherhood
10) character attacks
11) bandwagon
5. Hasty Generalization
Generally an error in inductive generalizing
Base a conclusion or claim on too few
examples or oversimplified evidence
Ex. Bucket of marbles.
6. Red Herring
Irrelevant topic presented to divert attention from
original issue (often an appeal to pathos)
Changing topic rather than reasoning
Example:
Of course Native people were promised certain
lands and payments, but wouldn’t they like to
stand on their own feet?
7. Slippery Slope
Some event (usually dire) inevitably follows from another event
without explanation of how or why
1.Event X has occurred
2.Therefore event Y will inevitably happen.
Examples:
You can never give anyone a break. If you do, they’ll walk all
over you.
We have to stop the tuition increase! Next thing you know,
they’ll be charging $40,000 a semester.
8. One-After-The-Other
Faulty Cause And Effect
Claiming one thing causes another when the
only relationship between the two things is that
one preceded the other.
Example:
The family has deteriorated in the past 20 years
—since feminism became strong. That proves
how harmful feminism has been to America.
9. Tradition
“It’s always been done this way...”
“My parents taught me to think...”
Cop-out
Standing behind tradition instead of
providing an argument
Example:
Men should always pay for dates because
men have always paid for dates.
10. Endorsement
Statement is seen as correct
because the person saying it is seen
to have some sort of authority.
Common in advertising.
Source A says that p.
Source A is authoritative.
Therefore, p is true.
12. Disconnected and Circular
•Unclear or unproven connection between
“A” and “B.”
•Premises and conclusions are the same
•We couldn’t believe our neighbour was a
cigarette smuggler: he was always friendly,
hard-working, and punctual.
The soap opera is great because it is so
exciting.
13. Either...Or
Fallacy that suggests there are only
two possibilities
Presents issues in black and white (no
grey area)
We should either marry or break up.
Either we enact the president’s plan or
the economy will not recover.
14. Sentimentality
Motherhood Appeal
•Pleading a cause based on feelings rather than merits
•Manipulating emotional responses to symbols, values, or
ideas valued by a particular group
•“country,” “family values,” “prosperity,” “decency,” “freedom”
Examples:
•You’ve got to give me a “C” in this course or I won’t graduate.
•This singer should would win the award because of her
strong family values.
