ABSTRACT
In this chapter, the authors define rhetoric and describe several rhetorical devices. They define social influence techniques and describe several influence techniques. Effective leaders often use rhetorical appeals, sometimes for good or for evil. In this chapter, the authors cover rhetorical devices here to alert the reader that a speaker may be using rhetorical devices in a positive or negative way. They are effective because most people follow social norms, they are willing to conform, and want to be cohesive with a preferred group. Attribution refers to the causes the people give for their own behavior and the behavior of others. People have a tendency to take credit for their successes by making internal attributions but to blame the situation (or others) for their failures by making external attributions. Misleading tactics consist of logical fallacies, rhetorical techniques, social influence tactics, and attribution and cognitive Errors.
