Persuasion Glossary

Modes of Reasoning

65 terms

Reasoning is at the core of human decision-making and communication. At the heart of reasoning are three primary modes—Ethos, Pathos, and Logos—each playing a distinct role in influencing the audience.

Resonance is the ultimate goal — the effect that reasoning has on the audience, influencing their beliefs, emotions, and decisions.

Modes of Reasoning: Three categories underpinning Reasoning: Ethos, Pathos & Logos.
Resonance: The emotional (affective) and cognitive (evaluative) impact of Reasoning on one or more Receiver Agents, influencing their disposition and decision-making process.

Ethos: A Mode of Reasoning that relies on Dimensions of Credibility and Trust to influence the audience through perceived character, authority, and reliability.
Ethogenerativity: The qualities of Natural Language that generate Confidence across the six measurable Dimensions of Ethos: Trust, Capability, Influence, Reliability, Assurance, and Acceptance.
Dimensions of Ethos: Trust, Capability, Influence, Reliability, Assurance, and Acceptance.

Dimensions & Primitives

Trust: Confidence in the honesty and ethical alignment of a speaker or message.
Honesty: Truthfulness, transparency, and ethical consistency in communication.
Dishonesty: Deception, manipulation, or lack of moral alignment in communication.
Influence: The capacity to affect others’ thoughts, beliefs, or behaviors through communication.
Authority: The ability to command attention and respect through demonstrated influence.
Acquiescence: The tendency to yield to others, diminishing one’s own influence.
Capability: Perceived competence and effectiveness of a speaker or system.
Power: The ability to control outcomes through strength, assertiveness, or position.
Weakness: A lack of ability to influence, or a demonstration of fragility.
Reliability: Consistency, dependability, and demonstrated knowledge over time.
Expertise: Deep knowledge and skill in a relevant domain.
Inexperience: A perceived lack of competence or domain knowledge that undermines reliability.
Assurance: Credibility and integrity confirmed through external validation or evidence.
Credibility: Believability supported by evidence, track record, or corroboration.
Fraudulence: Perceived deceptiveness or unreliability that erodes trust.
Acceptance: The degree to which a speaker’s role, position, or arguments are recognized as justified.
Legitimacy: Authority or arguments perceived as earned and deserved.
Illegitimacy: Authority or arguments perceived as unearned or undeserved.

Pathos: A Mode of Reasoning that relies on Dimensions of Emotional Resonance to influence the audience through evoked feelings.
Pathogenerativity: The qualities of Natural Language that generate Resonance across the six measurable Dimensions of Pathos: Sentiment, Vulnerability, Expectation, Alertness, Togetherness, and Pity.
Dimensions of Pathos: Sentiment, Vulnerability, Expectation, Alertness, Togetherness, and Pity.

Dimensions & Primitives

Sentiment: The emotional valence of a message — whether it carries positive or negative feeling.
Joy: Happiness, enthusiasm, or delight evoked through communication.
Sadness: Sorrow, loss, or compassion evoked through communication.
Vulnerability: An appeal to the audience’s sense of exposure, powerlessness, or emotional fragility.
Trust: Confidence and reliance inspired through emotional connection.
Disgust: Repulsion or moral objection evoked through communication.
Expectation: The creation of anticipation or surprise in the audience’s mind.
Anticipation: Excitement or eagerness directed toward future developments or outcomes.
Surprise: The presentation of unexpected or novel information that disrupts expectations.
Alertness: A heightened emotional state of attention or readiness in the audience.
Fear: Anxiety, dread, or apprehension evoked through communication.
Rage: Anger, frustration, or indignation evoked through communication.
Togetherness: The sense of unity or division fostered between a speaker and audience.
Polarity: Division, alienation, or us-vs-them framing in communication.
Unity: Solidarity, shared purpose, and collective identity fostered through communication.
Pity: Compassion directed toward others or toward oneself as a persuasive mechanism.
Self-Sympathy: An appeal to pity for one’s own personal challenges or hardships.
Empathy: Compassion and understanding directed toward others’ struggles or experiences.

Logos: A Mode of Reasoning that relies on Dimensions of Logical Structure to influence the audience through coherence, validity, and soundness.
Logogenerativity: The qualities of Natural Language that generate Resonance across the six measurable Dimensions of Logos: Premises, Conclusions, Fallacies, Validity, Biases, and Soundness.
Dimensions of Logos: Premises, Conclusions, Fallacies, Validity, Biases, and Soundness.

Dimensions & Primitives

Premises: The foundational statements upon which an argument is constructed.
Premise Weakness: Premises that are weak, irrelevant, or unsound, undermining the argument’s foundation.
Premise Strength: Premises that are logical, relevant, and sound, providing a solid foundation for arguments.
Conclusions: The end-points of an argument that follow from its premises and reasoning.
Conclusion Weakness: Conclusions that are incoherent, illogical, or unsupported by the preceding reasoning.
Conclusion Strength: Conclusions that follow logically and coherently from their premises.
Fallacies: Logical errors within an argument that compromise its integrity.
Fallacy Weakness: Severe logical errors that critically damage an argument’s integrity.
Fallacy Strength: Minor logical errors that weaken but do not destroy credibility.
Validity: Adherence to formal logical rules and internal coherence within an argument.
Validity Weakness: Deviation from logical coherence, where conclusions do not follow from premises.
Validity Strength: Consistent adherence to logical rules, where conclusions follow necessarily from premises.
Biases: Cognitive predispositions that affect the consistency and objectivity of reasoning.
Bias Weakness: Biases that undermine logical coherence and distort reasoning.
Bias Strength: Awareness and management of biases that reinforces logical consistency.
Soundness: The combination of valid logical structure with true premises.
Soundness Weakness: Arguments that fail due to invalid structure or untruthful premises.
Soundness Strength: Arguments that are both logically valid and grounded in truthful premises.