Chapter 5 Chapter Four: Ways to Win Audiences

★Know the quality of the audience Different audiences have different qualities. Understanding the quality of the audience is the basis for knowing the audience, and it is also the basic work to be done first to win the audience. ◎Awareness of audience participation The audience is the final judge of the debate and an important element of the debate.Only when they have a clear sense of participation can they consciously play their own role.The debater should be able to let the audience promote the process of the debate instead of hindering it. How to cultivate the sense of participation of the audience?We have to consider the audience's interest in participating in the debate, their sense of responsibility, and their initiative to play a role.

1. Cultivate the interest of the audience It is necessary to cultivate the audience's interest in the debate, so that the audience can be encouraged to participate in the debate.It is precisely because they have a strong interest that they can be sure about the content of the debate competition, be able to take the initiative to participate in the public trial of the court, and be able to take the initiative to be a good audience of the debate competition. 2. Cultivate the audience's sense of responsibility The audience needs to have a strong sense of responsibility for the debate.The audience should realize that participating in debate activities is to expand the cognitive field, improve the cognitive ability, and better explore the truth, and take it as their own responsibility.Only in this way can we actively promote the development of debate activities.

3. Cultivate the active role of the audience The audience should realize that they are not only passively receiving the publicity, education and influence of the debate, but can also influence the debate. The support or opposition of the audience is very important to the debate.When the audience truly realizes their own strength, they will actively play their own role. ◎ Accept the audience's choice Due to different views, debate skills and debate styles, debaters have different influences on the audience.Audiences with different levels and backgrounds will have different views on the debates of the debaters.Some accept, some refuse, this is a normal reaction.

In order for the audience to better accept the impact of the debate, they must have an accurate understanding and analysis of the content of the debate, and have a high appreciation and aesthetic ability for debate skills and debate styles.What conditions will the audience's choice be subject to?We have to consider the following aspects: ① The knowledge level of the audience; ② The level of understanding of the audience; ③ The psychological quality of the audience; ④ The aesthetic ability of the audience. ◎Ability to understand non-linguistic factors This is a special requirement for the quality of the direct audience present in the debate.In the debate, the main body of the debate often uses some non-linguistic factors to strengthen the expression effect and enhance its appeal.A frown, a smile, a frown, a gaze of the debater... All kinds of things are ever-changing, and they all have meaning.If the audience can accurately grasp the meaning of the non-verbal symbols used by the debater, they will be able to make correct decisions and thus show their support.Most of the non-verbal symbols are neutral and have no fixed meaning. For example, the silent posture of concentrating can express "concentration" or "sluggishness"; the silent gesture of waving can express affirmation. , in favor, can also express negation or opposition.Therefore, if the audience wants to accurately understand the non-verbal symbols of the debater, they must have a full understanding of the cultural background of the debater, the language and non-verbal communication habits of the social group they belong to, and the entire environment of the debate.This also facilitates the communication between the debater and the audience.

★With the power of authority If it is difficult to convince the audience of our own ability, we can turn to the power of authority.Quoting famous people or borrowing the image of authority figures are very effective methods. ◎Quoting famous people In a debate, sometimes it is difficult to persuade the other party with your own words, because as an ordinary person, its influence is naturally very limited, but if you can use the method of quotation and proof, the effect of persuasion will be much better. During the Wei and Jin dynasties, there was an inventor named Ma Jun who revolutionized the textile loom, and also made compass carts and crossbow carts.However, Ma Jun has a weakness, he has a clumsy mouth and is not good at expressing.Because of this, not only did the court not pay attention to him, but even some literati at that time ridiculed him, even thinking that he was incompetent.For example, Fei Xiu, a famous cartographer and writer, was at a loss for words when he debated with Ma Jun, so Fei Xiu told others that Ma Jun was useless.

At that time, the philosopher Fu Xuan was an official in the court, and he saw many people laughing at Ma Jun, especially Fei Xiu, who said that Ma Jun was not talented, which was very unfair. One day, he approached Fei Xiu and asked, "Mr. Fei, I heard you go around saying that Ma Jun has no talent. It's not good to do so. Mr. Ma Jun and Ma Jun have their own strengths and weaknesses. It's you who can speak eloquently." Ma Jun's strengths are Ma Jun's weaknesses; and dexterity is Ma Jun's strengths and your weaknesses. But if you use your strengths to attack Ma Jun's weaknesses, he will definitely lose to you; if you compare Ma Jun with your weaknesses Jun's strengths, you will definitely lose to him. Therefore, we should see more of Ma Jun's strengths, and don't care about his weaknesses, let alone embarrass him."

After hearing this, Fei Xiu lowered her head and kept silent, knowing what was wrong with her. Soon, Fu Xuan went to visit Cao Xi, Marquis of Anxiang.The Marquis also thought that Ma Jun was clumsy and incapable of speaking.Fu Xuan came up with a reasoning method of citing scriptures and allusions, which convinced the Hou Ye. He said: "Master Hou, when I think of the sage Confucius, he did not limit himself to one standard when selecting people, but focused on one skill. Among the proud disciples of Confucius, Yan Yuan's strength is good conduct; Zaiyu and Zigong's strengths are Good eloquence; Ran You and Ji Lu’s strengths are their political talents; Ziyou’s and Zixia’s strengths are their proficiency in literature... Although the sage is well-versed in affairs, he is not omnipotent. As far as literature is concerned, he had to ask Ziyou and Zixia Xia. This is the case with Confucius as a sage, let alone people who are not as good as him? Now Ma Jun has made some inventions in science and technology, and they can achieve immediate results, which is beneficial to the country. But Fei Xiu and others grasped one point and ignored For the rest, just laugh at Ma Jun for his clumsiness and lack of talent. If this continues, how can the imperial court produce outstanding talents?"

Fu Xuan went on to say: "There is no doubt that Fei Xiu is a talented person today, but he took the lead in denying Ma Jun, which shows that he is narrow-minded, literati look down on each other, and peers are jealous. A man named Bian He found an uncut gem and presented it to the king of Chu twice, but the king of Chu believed the slander and falsely accused the beautiful jade as a stone. In a fit of anger, he cut off Bian He's feet. Later, the king of Chu When King Wen came to the throne, Bian He held the uncarved jade and wept bitterly under Jingshan Mountain. King Wen of Chu sent someone to carve the jade after he knew it. It was indeed a piece of precious jade. This is the origin of "Heshibi". The allusion shows that to judge whether it is a beautiful jade or a stone, the results of the investigation should be used as the standard, and slander must not be taken lightly, and no standard should be used. The same is true for the selection of talents."

In this persuasion, Fu Xuan quoted scriptures and tried his best to overcome all opinions, so that Ma Jun could be reused.What Fu Xuan used was citation debate. Quotation has the characteristics of scientificity, exactness and metaphorical rationality of quoted speech.It creates an authority effect psychology.Citation debates play an extremely important and special role. The quotations of famous people, philosophers, and dialect folk songs are all irrefutable.Its authority has a deterrent power, making it impossible for opponents to fight back. ◎Specific ways to use authority The use of authority techniques is a method of winning debates with the help of authoritative images or authoritative speech.In the confrontation between the two sides of the debate, according to people's psychological stereotype of trust in authority, we can make our language irresistible and eloquent with the help of authoritative image or authoritative speech.

1. With the help of authoritative image The authoritative image style is a method to win the debate with the help of the image of the authoritative figure itself. Sophists slap their lips and wag their tongues, pointing out that a deer is a horse, and their debates are endless and full of wonders, but as long as the supreme authority of the emperor in feudal society is brought up, the opponent will have no more to argue with. During the time of Emperor Gaozu of the Northern Qi Dynasty, there was a mage who was very fond of sophistry.Once, he set up a sophistical proposition of "no one is unique", claiming that there is neither one nor two things in the world, which stumped many famous Confucian scholars.

At this time, a man named Shi Dongtong was invited by Gao Zu.Shi Dongtong lifted up his clothes in front of the seat and asked the master, "How many feet does my disciple have?" The master said there were two.Shi Shou stood alone with one foot, turned the other foot backwards, and asked how many feet he had.The mage said there was one.Shi asked: "There were two just now, and now there is one. How can it be said that there is no difference?" The mage replied: "If it is true that there are two feet, there should not be one foot; if it is true that there is one foot, then the two feet are not true." Shi Dongtong pressed hard, and asked: "If you think your thesis is tenable, then I will ask you further, you must answer! My disciples heard that one day does not have two days, and a country does not have two days." There are two monarchs, can you say that there is no one? There is heaven and earth in divination, the sun and moon in the sky, and the queen matches the emperor. These are two people, can you still say that there is no one?" The mage had no choice but to chuckle and said nothing more. 2. The original intention of chemical use With the help of authoritative figures, sometimes it can also be reflected in the use of meaning. "Shi Shuo Xin Yu Xian Yuan Pian" said that Xu Yun married the daughter of the Ruan family and saluted; later, he found the bride was very ugly.Xu Yun refused to enter the room, Huan Fan persuaded him to enter the room, Xu Yun wanted to escape again, but the bride stopped him, so there was a debate between them.Xu Yun said: "Women have four virtues, how many do you have?" The woman said: "What the bride lacks is tolerance. But a scholar has a hundred practices, how many do you have?" Xu Yun: "All are prepared." The woman said: "A husband's 100 behaviors are based on virtue. You are lustful but not virtuous. What do you mean by having everything?" Yun felt ashamed, so he respected each other.At this time, the bride used what Confucius said: "I have never seen a person who is as virtuous as she is lustful." When the big hat was pressed, Xu Yun felt ashamed and accepted her. Authority is always attractive.Belief in authority is the most natural psychological tendency of people.When using authoritative speech techniques, one must be careful not to take meaning out of context, tamper or distort, confuse right and wrong, or turn black and white. In addition, it should be noted that when using authority, it is necessary to pay attention to how much is enough, to prevent rebellious psychology, and to grasp the time limit so as to give full play to the authority effect.The so-called enough is enough means that every word and every sentence cannot be authoritative, and lose the debater himself.The purpose of relying on authority is to express the debater himself, and to approach the authority appropriately enough to prove the correctness of the debater's point of view.The so-called prevention of rebellious psychology refers to the rebellious psychology of preventing the audience from disgusting due to improper use of authority effects. If the debater opens his mouth to "a certain expert" and shuts his mouth to "a certain leader", it will inevitably arouse the audience's boredom and even disgust, which is counterproductive. Different times and places have different modes of authority.The so-called mastery of timeliness means that the authority model is not fixed, and there are different authority models at different times, different places, and different audiences.Most of the authorities admired by intellectuals are scientists, philosophers, thinkers, etc.; most of the authorities trusted by civil servants are party and government leaders and so on. ★Take the initiative to approach the audience The debater can use the proximity of geography, kinship, age, occupation, social status, etc. to get close to the audience, so that the audience feels that the debater belongs to or is close to their own social group, making it easier to communicate. How can we get closer to the audience? 1. Use time to get closer to the audience When debating the selection of materials, the debater should try to get close to the audience as soon as possible.That is to say, pay attention to the timeliness of selecting materials, and try to use the latest new situations, new problems, new people, new experiences, and new achievements that have recently appeared.In this way, you can get close to the life and work of the audience, and make the audience feel that what the debate involves is the current self and the environment in which it is located.In the Asian college student debate competition, when debating the topic of "trade protectionism can be suppressed", the Chinese delegation quoted the remarks of famous leaders and politicians from both the East and the West, especially the recent remarks of Singapore Prime Minister Lee Kuan Yew at the time. It is a good way to shorten the distance with the audience. 2. Spatial proximity to the audience When considering the typicality of the people and things involved in the selection of debate materials, the debaters should also pay attention to the characteristics of the audience's life and work.For example, the Asian college student debate competition is held in Singapore. In the debate speeches, the Chinese college student representative team pays attention to listing people and events in Southeast Asian countries and Hong Kong, Macao and Taiwan regions of my country; Most of the audience are from the above countries and regions.In this way, they will naturally feel kind, easy to understand, easy to accept, and easy to produce the "insider effect".Thus, the debater and the audience involuntarily approach each other in space. 3. Get close to the audience psychologically For example, when a bureau chief went to the grassroots to conduct investigations and research, at first the workers were restrained and no one spoke up.At this time, the director began to talk about the housework, saying that he was also a worker, and he talked a lot about work, "We all work, so we can talk about anything."As a result, the workers felt that the distance between them and the director had shortened, and they became "the same". Everyone opened up the "chatterbox" and spoke freely, and the director obtained a wealth of first-hand research materials. In the debate activities, if the debater can hold on to the psychological compatibility point with the audience and start his own debate, he can achieve psychological closeness and emotional integration, so that the audience will have a sense of intimacy, so as to fully support themselves. 4. Get closer to the audience in language In daily life, language is used for communication. The more intimate the language, the easier it is to be accepted.Someone once drew up three sentences like this to analyze, to see which one is more pleasant to the ears: "Clean up the house!" "Please tidy up the house!" "Come on, let's tidy up the house." Only the third statement is friendly, and the audience is easy to agree with, and the audience will have a sense of approval.The debate is the same. The debater uses language that is close to life and the audience's thinking and expression habits as much as possible in the debate. This language is easy to understand and lively, so the audience feels very cordial, so the audience will naturally support the debater. ★Leverage non-verbal factors Good appearance and posture usually attract the attention of the public.During the debate, the debaters need to use non-verbal symbols. While enhancing the expression effect, they should pay special attention to attracting the audience present, which mainly focuses on emotional motivation and appeal.The attraction of the debater's non-linguistic factors is mainly manifested in the following aspects. 1. Good posture Both body language and appearance are non-verbal symbols.The debater should use body language attractively. Whether using a silent static posture or a silent movement posture, the debater should strive to: 1. The posture should be beautiful When the debater uses body language to help speak, he should achieve graceful posture, generous manner, chic demeanor, and majesty, making people feel heroic, intelligent, confident, and full of confidence, so that the audience can be convinced at a glance, so that it can be better arouse their emotional support. 2. The meaning expressed should be clear Make the audience understand at a glance, even if the meaning of the body language is complex, rich and vague, the audience should be able to grasp its basic meaning; do not use incomprehensible body language, which will not only fail to attract the audience, but make the audience feel inexplicable. Inconclusive, and even lead to misunderstanding, and counterproductive. 3. Be in line with the habits of the audience Audiences of different nationalities and regions have different expression habits of body language.For example, when Westerners have no choice but to shrug their shoulders, if they make a circle with their thumb and forefinger, and stretch the other three fingers side by side, it means "OK". complex meaning.In the debate, when the debater uses body language to express a certain meaning, it must fully consider the habits of the audience present and make it easy for them to understand and accept. 2. Show good instrumentation Clothing can make the debater have a beautiful appearance, make the audience happy, and at the same time inspire people. The appearance of the debater must be generous and dignified, with harmonious colors and decent clothing, so as to give the audience a sense of beauty and attract them. In the 1986 Asian University Debate, the costumes of the Chinese delegation were generous and beautiful.In order to adapt to the lighting conditions of the arena, the four contestants put on light makeup and wore well-fitting dark gray suits.The female students contrasted the collars of their white shirts, looking dignified and energetic; the three male students all wore twill ties, handsome and personable.As soon as the four students appeared on the stage, the audience felt a vibrant and seductive charm.