LISTENING

Listening
◦ Listening is the ability to accurately receive and interpret messages in the communication
process.
◦ Listening is key to all effective communication. Without the ability to listen effectively, messages
are easily misunderstood. As a result, communication breaks down and the sender of the
message can easily become frustrated or irritated.

Read more at: https://www.skillsyouneed.com/ips/listening-skills.html

https://www.susan-ingram.com/2017/12/chinese-insights-on-the-
art-of-listening/
Listening Barriers

◦physical and mental distractions,

◦biases and prejudices,
◦lack of appropriate focus, and
◦premature judgment
Active Listening

Active listening serves several important functions.

◦ First, active listening enables you to check understanding. It helps you as a
listener check your understanding of what the speaker said and, more
important, what he or she meant. Reflecting back perceived meanings to the
speaker gives the speaker an opportunity to offer clarification and correct any
misunderstandings.
◦ Second, through active listening you let the speaker know that you
acknowledge and accept his or her feelings.
◦ Third, active listening stimulates the speaker to explore his or her feelings and
thoughts.
Techniques of
active listening

◦ Paraphrase the
speaker’s meaning.
◦ Express
understanding of
the speaker’s
feelings.
◦ Ask questions.
Listening and Culture

Three of cultural influences on listening are

◦ (1) language and speech,
◦(2) nonverbal behaviors, and
◦(3) feedback.
References
◦ https://www.skillsyouneed.com/ips/listening-skills.html
◦ https://www.susan-ingram.com/2017/12/chinese-insights-on-the-art-of-listening/
◦ Alberts, Jess K., Thomas K. Nakayama, Judith N. Martin (2019). Human Communication in
Society, 5th Edition, New York: Pearson Education, Inc.
◦ Devito, Joseph A. (2015). Human Communication, The Basic Course, 13th Edition, New York:
Pearson Education, Inc
PERSUASION
Persuasion
◦ Generally, the word persuasion refers to the process of influencing another person’s attitudes,
beliefs, values, and/or behaviors.
◦ An attitude is a tendency to behave in a certain way.
◦ A belief is a conviction in the existence or reality of something or in the truth of some assertion.
◦ A value is an indicator of what you feel is good or bad, ethical or unethical, just or unjust.
◦ In the context of persuasion, the word behavior refers to overt, observable actions such as
voting for a particular person, contributing money to the Red Cross, or buying a hybrid
automobile.
Three general goals of persuasive speaking
1. To strengthen or weaken attitudes, beliefs, or values.
2. To change attitudes, beliefs, or values. Sometimes you’ll want to change how audience
members feel.
3. To motivate to action. Most often your goal is to get people to do something—for example, to
vote for one person rather than another, to donate money to a fund for the homeless, or to
take a course in personal finance.
The Three Persuasive Proofs
◦ logical (or logos): logos puts logic into play by using evidence and facts,
◦ emotional (or pathos): elicits emotions in the audience, and
◦ credibility (or ethos): calls upon the ethics, or what we'd call the values, of the speaker.
Logical Proof
◦ When a speaker persuades listeners with logical arguments—focusing on facts and evidence
rather than on emotions or credibility claims—the listeners are more likely to remain persuaded
over time and are more likely to resist counterarguments that may come up in the future (Petty
& Wegener, 1998).
◦ Logos is the persuasive technique that aims to convince an audience by using logic and
reason. Also called “the logical appeal,” logos examples in persuasive communication include
the citation of statistics, facts, charts, and graphs.
Logical Proof
Three main categories of logical appeals:
1. Reasoning from Specific Instances and Generalizations
2. Reasoning from Causes and Effects
3. Reasoning from Sign
Emotional Proof
◦ Emotional appeals (or motivational appeals) are appeals to your listeners’ feelings, needs,
desires, and wants and can be powerful means of persuasion (Wood, 2000).
◦ Pathos advertisement techniques appeal to the senses, memory, nostalgia, or shared
experience. Pathos examples pull at the heartstrings and make the audience feel.
◦ Specifically, when you use emotional appeals, you appeal to those forces that energize, move,
or motivate people to develop, change, or strengthen their attitudes or ways of behaving. For
example, one motive might be the desire for status. This desire might motivate someone to
enter a high-status occupation or to dress a certain way..
Credibility Proof
◦ Your credibility is the degree to which your audience regards you as a believable spokesperson.
◦ If your listeners see you as competent and knowledgeable, of good character, and charismatic
or dynamic, they will find you credible. As a result, you’ll be more effective in changing their
attitudes or in moving them to do something. Credibility is not something you have or don’t have
in any objective sense; rather, it’s a function of what the audience thinks of you.
◦ Ethos advertisement techniques invoke the superior “character” of a speaker, presenter, writer,
or brand.
Credibility Proof: The elements

◦Competence
◦Character
◦Charisma
Communication Characteristics:
Communication Effects

There are 3 main effects of communication:

◦ cognitive,
◦ affective,
◦ behavior.
The Social Psychological Effects of
Communication
◦ Social psychology is based on the ABCs of affect, behavior, and cognition. In order to effectively
maintain and enhance our own lives through successful communication/interaction with
others, we rely on these three basic and interrelated human capacities:
◦ Affect (feelings)
◦ Behavior (interactions)
◦ Cognition (thought)
Three Basic Stages of Effects

◦ Cognitive stage (think): what the receiver knows or perceives

about the particular messages.
◦ Affective stage (feel): the receiver’s feelings or affect level for the
particular messages.
◦ Behavioral or Conative stage (do): the receiver’s action toward the
particular messages.
◦ https://www.youtube.com/watch?v=PJybk11EIm8
◦ https://www.youtube.com/watch?v=bPnfXlsedvc
Cognitive Questions
1. What is the genre of the series?
2. What is the title of the series?
3. What is the story of the series about?
Affective Questions
1. The series has a intriguing vibe on me:
A. Strongly Agree
B. Agree
C. Neutral
d. Disagree
e. Strongly disagree
2. I want to watch the series:
A. Strongly Agree
B. Agree
C. Neutral
d. Disagree
e. Stongry disagree
Behavior Questions
1. Do you watch the series?
a. YES b. NO
2. Are you watching the series episodes more than once?
a. YES b. NO
3. Do you recommend the series to your friends?
a.YES b. NO
Diskusi Kelompok
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