You could be facing your boss, your client, or your coworker.

We all find ourselves in situations where we must to deliver value to someone else. But it’s obviously important to manage expectations. One powerful persuasion technique is to ask for clarification in terms of priorities — using the Value Pyramid.

You can have two, not three

Here’s how the Value Pyramid works:

If you want something CHEAP and FAST, you can’t ask for it to be GOOD.

If you want something CHEAP and GOOD, you can’t ask for it to be FAST.

If you want something FAST and GOOD, you can’t ask for it to be CHEAP.

It’s a tough discussion to bring up, for sure, but this conversation won’t be any easier if you postpone it until after your delivery.

value triangle | Persuasion & Propaganda | Doctor Spin
Take your pick.

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