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This class will study symbolic communication intended to influence beliefs, attitudes, values, andbehaviors. The course will focus on the critical assessment of persuasive messages, with additionalattention to the theories and research behind persuasive message construction.

Narrationen – ob als Filme, Fernsehserien, Romane oder Computerspiele – ermöglichen es uns, in andere Welten einzutauchen und die Perspektiven der Figuren einzunehmen. Inwiefern diese Erfahrungen die Überzeugungen, Einstellungen, Intention und Verhalten der Rezipienten beeinflussen, untersucht das Forschungsfeld der narrativen Persuasion. Dieser Band stellt die zentralen kommunikationswissenschaftlichen Ansätze und Modelle zur Erklärung narrativer Persuasion vor, erläutert das typische methodische Vorgehen und gibt einen systematischen Überblick über den Forschungsstand. Abschließend werden kritische theoretische und methodische Aspekte diskutiert und aktuelle Entwicklungen im Forschungsfeld skizziert.Das Buch eignet sich für Studierende und Lehrende der Kommunikationswissenschaft und für andere Interessierte als Einführung, Nachschlage- oder Überblickswerk zu zentralen Konzepten, Prozessen und Befunden narrativer Persuasion.

We study the effect of noise due to exogenous information distortions in the context of Bayesian persuasion. We first characterize the optimal signal in the prosecutor-judge game from Kamenica and Gentzkow (2011) with a noisy and strongly symmetric communication channel and show that the sender's payoff increases in the number of messages. This implies that, with exogenous noise, the sender prefers to complicate communication. Then, we establish necessary and sufficient conditions for the sender's payoff to weakly increase in the Blackwell-informativeness of the noise channel when the message space and the channel are binary. The reason why a sender may benefit from additional noise is that a garbling may alter the noise structure. Subsequently, we provide sufficient conditions that extend this result to channels of arbitrary cardinality. Finally, we introduce a procedure of making a communication channel more complex and prove that increased complexity benefits the sender.

This article revisits the nonverbal rhetorical tradition in Confucianism and examines how Confucianism actualized the tradition through its careful consideration of supernatural forces. In Confucianism, genuine persuasion produces actual change and transformation of one&rsquo ; s course of action, not merely verbal conviction. Speech only is not enough to genuinely persuade others. A speaker must transform others by his exemplary acts in the rites and holy ceremonies where supernatural forces and the notion of the afterlife hold a significant place. While Confucius was not interested in discussing the existence of demons and ghosts or their actual function in society, he recognized that their supposed and assumed existence in holy rites would provide society with an opportunity for genuine persuasion, which leads people to actual changes and reforms in their political and moral life. Discussing the nonverbal mode of persuasion in Confucianism may enhance contemporary democracy in two aspects. First, nonverbal persuasion recognizes those who may have difficulty in actively participating in verbal communication, such as the disabled, immigrants, foreigners, and politically and socially marginalized people, in political discourses. Second, the positive role of civic religion in contemporary societies may be discovered.

En el libro II de la Retórica se encuentra un estudio sobre las pasiones, las cuales, como bien lo afirma Aristóteles, influyen en la formación del juicio y por tanto en la toma de decisiones; esto hace pensar en su posible incidencia en la conformación de las comunidades humanas, lo cual puede ser inicialmente abordado desde los vínculos que una retórica de las pasiones tiene con la política y con la ética. En la parte final de este artículo se muestra la cercanía que puede existir entre el término de pasión utilizado por Aristóteles, y el sentimiento moral de P. Strawson y E. Tugendhat, con el fin de iniciar una reflexión sobre el valor que la retórica de las pasiones de Aristóteles puede tener en los estudios contemporáneos. ; In book II of Rhetoric, there is a study on the passions, which, as Aristotle affirms, influence the formation of judgment and therefore in decision-making: this leads one to think of its possible incidence in the formation of human communities, which may be first approached from the ties that a rhetoric of passions has with politics and ethics. In thefinal part of this article, it shows the closeness that there could be between the term ofpassion used by Aristotle and P. Strawson and E. Tugendhat's moral sentiment in order to initiate a reflection regarding the value that Aristotle 's rhetoric ofpassions may have in contemporarystudies.

Changing hearts is an important part of changing minds. Research shows that appealing to human emotion can help you make your case and build your authority as a leader. This book highlights that research and shows you how to act on it, presenting both comprehensive frameworks for developing influence and small, simple tactics you can use to convince others every day. This volume includes the work of: Nick Morgan, Robert Cialdini, Linda A. Hill, and Nancy Duarte. This collection of articles includes "Understand the Four Components of Influence," by Nick Morgan; "Harnessing the Science of Persuasion," by Robert Cialdini; "Three Things Managers Should Be Doing Every Day," by Linda A. Hill and Kent Lineback; "Learning Charisma," by John Antonakis, Marika Fenley, and Sue Liechti; "To Win People Over, Speak to Their Wants and Needs," by Nancy Duarte; "Storytelling That Moves People," an interview with Robert McKee by Bronwyn Fryer; "The Surprising Persuasiveness of a Sticky Note," by Kevin Hogan; and "When to Sell with Facts and Figures, and When to Appeal to Emotions," by Michael D. Harris.

All treaties, akin to contracts between nations, formalize the promises of their parties. Yet the contents of those promises differ, with important consequences. One particular difference is underappreciated and divides treaties into two fundamentally different categories. In one category of treaty, nations agree that they themselves will act, or refrain from acting, in certain ways. For convenience, I call these "resolution" treaties because they demand that states resolve to act. In the second category, nations make promises they can only keep if nonstate third parties also act or refrain from acting. These are what I term "persuasion" treaties because they require states to persuade third parties to do something differently, through regulatory or other means. Significantly, each type of treaty carries a unique set of execution and compliance problems. Persuasion treaties are both distinctly important and distinctly challenged. Identifying the difference between these types of treaty commitment provides conceptual clarity that organizes treaty critiques, clarifies conditions for treaty success, and helps resolve critical persuasion treaty pathologies. This Article seeks to unearth the execution and compliance problems that drive the privatization critique, analyze the nature of those problems, and identify means of ameliorating them. I propose that the answers turn on identifying and understanding the class of treaties to which the problems inhere. Part I outlines the privatization critique and explains why it merits our attention; Part II constructs and defends the persuasion treaty theory; Part III illustrates the theory with preliminary empirical support; and Part IV shows how the theory frames problems and identifies possible solutions.

Marking 50 years since the publication of noted sexologist Alfred Kinsey's Sexual Behavior in the Human Female, Feminine Persuasion: Art and Essays on Sexuality celebrates the diverse and multifaceted expressions of women's sexuality that have emerged since Kinsey's study heralded a new era. This beautifully illustrated book showcases five centuries of diverse visual interpretations of female sexuality collected by The Kinsey Institute, and includes work by the contemporary artists Mariette Pathy Allen, Ghada Amer, Patty Chang, Judy Chicago, Renee Cox, Judy Dater, Nancy Davidson, Nicole Eisenman, Laura Letinsky, and Frank Yamrus. In addition to more than 45 color and halftone plates, Feminine Persuasion features two scholarly essays that place this wide-ranging work in context. Assessing what the ideal body image of the original Kinsey subjects might have been, June M. Reinisch discusses the ever-changing standards of female beauty, while Jean Robertson, in a survey of the history of feminist art over the past half century, explores the complex dimensions that constitute this work. The catalog for a three-part exhibition to be presented at the Indiana University School of Fine Arts Gallery from February 14 through March 14, 2003, Feminine Persuasion reveals the future toward which Kinsey's study pointed and gives us a glimpse of the great variety of expressions in the making.