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your idea as "a slight modification" rather than a "new" idea altogether. Think how much easier it would sound to you if someone asks you to "revise your report to include X" versus "rewrite your report." To ''alter" sounds easier than to "rewrite" from scratch. |
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To avoid resistance to a "new" policy or procedure, just "alter" the old one. |
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Tip 273: Use the lesser-of-two-evils approach. |
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If the decision you want from your listener is not particularly pleasant or desirable, consider creating fear about the other alternatives. Outline what happens if they stay with the status quo, what happens if they do X, what happens if their competitors or customers do Y. Your purpose is to get the listener to decide against the other options rather than necessarily deciding for your option. |
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The American public makes a similar choice every year at election time. |
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Tip 274: Provide a better and best option. |
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Should your decision maker not go for your best option, don't let the entire plan or idea fall flat. Determine a second, lesser objective that you can present as a "second best" option. |
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Tip 275: Use the jelly principle. |
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When I was sick as a child, my mother used to put cough syrup in a spoon of jelly to camouflage the taste. The same principle comes in handy with bitter messages. You may have to wrap them in more pleasing ideas or get them across in more subtle ways. |
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Tip 276: Try the Tom Sawyer approach. |
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Twain's Tom Sawyer let Huck Finn whitewash his fence for a little of nothingjust because they happened to be friends. The furniture salesperson sets up the same situation. The shopper: "I guess I like the blue chair better than the green one." Salesperson: "I'm not sure if we have it in stock. I may have just sold the last one. That has been our most popular chair. People practically grab that off the floor at that price. Better give me a moment to check the computer before you get your hopes up." What happens? All of the sudden the shopper has a definite preference for the blue chair. |
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