W O Exercise 8-5 Video Case: Applying the Six Persuasion Steps The film "Hidden Figures" (2016, directed by Theodore Melfi) depicts the untold story of African American women mathematicians who worked at the National Aeronautics and Space Administration (NASA) during the Space Race of the 1960s. During this period, African Americans in much of the US lived in segregation, wherein they were subject to discriminatory treatment in school, work, and life. One of these women, Mary Jackson (played by Janelle MonBe), identifies a problem with the heat shield of the space shuttle, and her supervisor encourages her to become an engineer. However, to become a NASA engineer requires engineering coursework, while Mary's degree is in mathematics. The nearest school is an all-white school; no African Americans can attend. Mary would have to petition the city judge to grant an exception, In this scene (https://www.youtube.com/watch?v=MHYOybKjbx4), Mary has her day in court. The bailiff reads the case: "Mary Jackson; petition to attend courses at Hampton High School," and Mary walks up and greets the judge: "Good morning, your Honor." Watch the clip and note in the table below the specific things Mary does and says that illustrate her application of each of the steps listed in the table. Also note why you think her efforts are effective. Actor's illustrative words, Why this is effective Persuasion step actions Understand others' motivations and needs Establish credibility (appearance. credibility, expertise, composure) Frame for common ground Support preferred outcome with logic and benefits Reinforce with appeal to emotions/instincts In the following scene, after a pensive pause, the judge delivers his verdict in a hushed voice: "Only the night classes, Mrs. Jackson." She is overjoyed