<p>EMPIRICAL PERSUASION RESEARCH AND PUBLIC SPEAKING FOR DEBATERS</p><p>Alfred C. Snider World Debate Institute, University of Vermont</p><p>July 2011 version</p><p>In a tough round little differences make all the difference. Good teams become great by ALSO doing all the little things very well.</p><p>How do studies work? Variables, population, </p><p>Here are findings from the empirical persuasion literature that seem relevant.</p><p>AVOID POWERLESS LANGUAGE . Avoid it as it makes you less persuasive. . Hesitations: um, ah, pause . Fillers: like, ya know, ladies and gentlemen, we believe that. Secret is to avoid repetition. . Hedges: Too much qualification . Intensifiers: I really, really believe this, and hope very much that you will too. . Too Polite: Indicates deference and subordination. Excuse me if you wouldn’t mind too much, I have an idea I hope you will consider. . False questions: This is fun, don’t you think? Different from rhetorical question. . Disclaimers: I know this is a really dumb question, but…</p><p>USE PROPER NON-VERBALS</p><p>EYE CONTACT . Regular not prolonged . Lack it causes loss of trust . Helps beggars get money . It enhances your good arguments, but hurts when you have bad arguments (illegitimate requests look away for humbleness) FACE . Smile often but not constantly. . Smiling too much makes you seem insincere . Match your face with your message: no smiling during description of suffering . Try and often mimic the facial expressions of the judges BODY . Open body poses are more persuasive . Too much moving is distraction . Repetitive movements indicate nervousness, give lack of trust . Stand whenever you can. HANDS . Types: emblems (precise meanings), illustrators (general indications acceptance, exclusion, emphasis, excitement), self- touching (never do it) . Variation important. . Good gestures increase memory and persuasion. DISTANCE 5-14 feet is best. DRESS Appropriately, not to stand out too much. PHYSICAL . Shaved heads better than baldness . Beards make you look more mature . Young look is seen as more honest, old look is more expert</p><p>LANGUAGE CHOICES: . Avoid Devil terms. . Use charismatic terms (feel good about themselves, power). . Aphorisms and idioms can be effective with lazy listeners. . Avoid profanity. Lack of it never hurts you. . Politically correct: it never hurts. If you are politically incorrect you can get hurt. . Vivid strong language good up to a point, then becomes linguistic pornography. . Vivid language works with those who agree, not with those who disagree. . Vivid language must not violate their expectations. More credible speakers have more latitude here. Rape of the forest (no). . Too vivid language can make your position sound more extreme, and make people not want to go along with you. . Talking like the audience talks is the best adaptation</p>