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Devil in the White City

KNOWLEDGE OF RHETORIC AND PERSUASION

Rhetoric: the art of using language persuasions logos, ethos, and pathos.

 Exigency: What you want to accomplish with persuasion

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1. Logos persuades using logic, reason, statistics, facts and evidence. Ex: In the book The Devil in the White City Burnham shows logos by installing a gym, so logically by installing that he was investing in to the workers’ health so they can stay around longer.

2. Ethos is using character, morals, image, and etiquette to persuade. Ex: In the book The Devil in the White City Holmes used ethos by dressing nice and “breaking rules of casual intimacy: he stood too close, stared too hard, touching too much and long."

3. Pathos uses emotions, personal anecdotes, and vicarious experiences. Ex: Devil in the White City shows this when Burnham gives his work men praise that persuades them to stay longer.

 Science of Persuasion—Robert Cialdini & Steve Martin

1. Reciprocity: obligation to give when you receive Key: be the first to give personalized and unexpected Ex:  The Devil in the White City “Burnham had believed that he might best serve his country by placing all of the work exclusively with Eastern Architects “ by doing this he would possibly receive a better country

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 2. Scarcity: benefits, uniqueness, and what you can lose Ex: 

3. Authority: Ethical and costless Ex: Being the teacher can be use a persuasion to give homework or not because they are in authority.

4. Consistency: looking for commitment that can be made. Key: Voluntary, active, and public commitment Ex: In, The Devil in the White City Holmes consistently draws women towards him when he does his same routine--“breaking rules of casual intimacy: he stood too close, stared too hard, touching too much and long. “

 5. Liking: similar, pay compliments and cooperates. Ex: Since I love football that would persuade my brother in watching it with me because we share a similar interest.

6. Consensus: look to the actions of others to determine their own. Ex: When everybody goes out and buys new Jordans that persuades me to do the same so I can be cool. Cialdini, Robert and Steve Martin.

“Science of Persuasion.” YouTube. 26, November 2012. 9 January 2014. Web. Larson, Erik.

The Devil in the White City. New York: Vintage, 2003. Print.