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Another way to enhance persuasion is by addressing nonrhetorical questions. Asking a nonrhetorical question one you intend to answer is a valuable way to replicate a sense of two-way con-
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versation. The use of nonrhetorical questions, addressed at appropriate length, makes the listener feel as if the speaker is raising and addressing commonly held concerns. Referred to as hypophora, the practice enables speakers to act as if they are vetting key questions from the audience. A well-developed answer demonstrates depth of knowledge and aids effective knowledge sharing. Nonrhetorical questions also focus attention on key concerns and make remarks more engaging. Barack Obama has shown great skill in employing nonrhetorical questions. Before he delivers his remarks, Obama seems to often consider: What does the audience most want to know and learn What will it most doubt or question The next task: ask and answer. Obama has demonstrated the power of asking nonrhetorical questions and providing the answers, replicating effective dialogue. Consider this example, as Obama spoke of Robert Kennedy at the Robert F. Kennedy Human Rights Award Ceremony on November 16, 2005. Obama asked: Why is it that this man who was never president, who was our attorney general for only three years, who was New York s junior senator for just three and a half, still calls to us today Still inspires our debate with his words, animates our politics with his ideas, and calls us to make gentle the life of a world that s too often coarse and unforgiving Obviously, much has to do with charisma and eloquence that unique ability, rare for most but common among Kennedys, to sum up the hopes and dreams of the most diverse nation on Earth with a simple phrase or sentence; to inspire even the most apathetic observers of American life.
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Part of it is his youth both the time of life and the state of mind that dared us to hope that even after John was killed; even after we lost King; there would come a younger, energetic Kennedy who could make us believe again. But beyond these qualities, there s something more. Obama proceeded to elaborate about the relevant attributes of Kennedy. As he often does when using this technique, Obama answers the question at length to underscore his points. In asking a germane question and then answering it, Obama succeeded in creating the feel of an engaging, two-way dialogue and in advancing his key points. This technique can be applied with great success. Leaders aspiring to use their words to persuade others should seek to identify a question or two that listeners would most like to understand. Consider asking and answering a question or two as you deliver your remarks.
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Obama also understands the value of addressing objections. This technique, known as procatalepsis, is a useful rhetorical device and an excellent persuasion tool. By airing a potential objection and responding to it, speakers can persuade listeners by providing logical reasons why key counterarguments should be dismissed. Addressing objections demonstrates awareness of key counterarguments and provides the speaker with opportunities to illustrate why their chosen positions are more sensible. In addressing key counterarguments, a speaker can skillfully undercut those arguments, strengthening their own positions. Consider this
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example from December 27, 2007, when Obama addressed concerns that his emphasis on hope was na ve: In the end, the argument we are having between the candidates in the last seven days is not just about the meaning of change. It s about the meaning of hope. Some of my opponents appear scornful of the word; they think it speaks of na vet , passivity, and wishful thinking. But that s not what hope is. Hope is not blind optimism. It s not ignoring the enormity of the task before us or the roadblocks that stand in our path. Yes, the lobbyists will fight us. Yes, the Republican attack dogs will go after us in the general election. Yes, the problems of poverty and climate change and failing schools will resist easy repair. I know. I ve been on the streets, I ve been in the courts. I ve watched legislation die because the powerful held sway, and good intentions weren t fortified by political will. And I ve watched a nation get mislead into war because no one had the judgment or the courage to ask the hard questions before we sent our troops to fight. But I also know this: I know that hope has been the guiding force behind the most improbable changes this country has ever made. In the face of tyranny, it s what led a band of colonists to rise up against an empire. In the face of slavery, it s what fueled the resistance of the slave and the abolitionist, and what allowed a president to chart a treacherous course to ensure that the nation would not continue half slave and half free. In the face of war and Depression, it s what led the greatest of generations to free a continent
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and heal a nation. In the face of oppression, it s what led young men and women to sit at lunch counters and brave fire hoses and march through the streets of Selma and Montgomery for freedom s cause. That s the power of hope to imagine, and then work for, what had seemed impossible before. [Emphasis added] We see above that when preparing remarks with the aim of persuading, addressing objections can prove a useful exercise. For a speaker seeking to persuade, identify key counterarguments and consider whether your remarks can be enhanced by drawing attention to those counterarguments and explaining why your ideas are best.
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