Would They Lie to You? by Robert Hutton

Author:Robert Hutton
Language: eng
Format: epub
ISBN: 9781783960095
Publisher: Elliott & Thompson

Great Unexpectations

The first phase in dealing with bad news is preparing the ground. The technique is so simple that children quickly learn it: make your audience think things are going to be worse than they are. The brain anchors itself on to the first piece of information it receives, and then judges new information relative to that. So if you’re told that something should usually cost £1,000, but today is only £950, there’s an inclination to think ‘oh, cheap!’

Managing unexpectations shouldn’t be left to chance. Once you have a good idea of how badly things are going to turn out, generate a significantly worse estimate and unbrief it through your most effective channels.

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