The value triangle is a script for managing client expectations.
We all find ourselves in situations where we must deliver value to someone else. You could be facing your boss, your client, or your coworker. It’s challenging, but the conversation won’t be more manageable if you postpone it until after the delivery.
One powerful persuasion technique is to ask clients to clarify their priorities using the Value Triangle.
Here we go:
The Value Triangle: Clarify Client Priorities
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The Value Triangle
Negotiate and manage client expectations by learning the Value Triangle:
If someone wants something CHEAP and FAST, they can’t ask for it to be GOOD.
If someone wants something CHEAP and GOOD, they can’t ask for it to be FAST.
If someone wants something FAST and GOOD, they can’t ask for it to be CHEAP.
Or send your client this link.
You’re welcome.
“To sell well is to convince someone else to part with resources — not to deprive that person, but to leave him better off in the end.”
— Daniel H. Pink
Learn more: The Value Triangle: How To Manage Expectations
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PR Resource: Ethos, Pathos, and Logos
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Ethos, Pathos, and Logos: Three Classical Modes of Persuasion
“Aristotle’s three modes of rhetorical persuasion are ethos, pathos, and logos, which are based on moral competence, emotional appeal, and reason.”
Source: Sino-US English Teaching 1Lin, W. (2019). Three Modes of Rhetorical Persuasion. Sino-US English Teaching. https://doi.org/10.17265/1539 – 8072⁄2019.03.003
Ethos, pathos, and logos are three modes of persuasion recognised since ancient Greece, and they play an essential role in public relations.
In PR, these three modes of persuasion are often combined to create compelling messages that resonate with the audience on multiple levels. 2Modes of persuasion. (2023, September 27). In Wikipedia. https://en.wikipedia.org/wiki/Modes_of_persuasion
By understanding and applying the principles of ethos, pathos, and logos, PR professionals can craft messages that resonate deeply with their audience, driving action and fostering lasting relationships.
Learn more: Ethos, Pathos, and Logos in Public Relations
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Annotations
| 1 | Lin, W. (2019). Three Modes of Rhetorical Persuasion. Sino-US English Teaching. https://doi.org/10.17265/1539 – 8072⁄2019.03.003 |
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| 2 | Modes of persuasion. (2023, September 27). In Wikipedia. https://en.wikipedia.org/wiki/Modes_of_persuasion |
