Synthesis: connect the dots with • summaries, conclusions, recommendations Close Make specific action request. Response mechanism • -State deadline and make it easy. Secondary Objective. Indirect Bad News Persuasive Requests Opening Top Bun common ground: •Establish Create a receptive space. •Background: Show consideration to •Buffer: promote good will. Minimize Establish problem in general • damage to the relationship. terms. Body Cheese Dramatize negative impact of • Develop clear reasons. problem. • -Make reader see it from your -Establish urgent need to act. point of view. your solution is best. •Show Meat -Prove that it eliminates cause of Be clear, firm, and gracious in motivating problem. • stating the bad news. -Prove that it is superior to other -But get in & out quickly. solutions. -Build credibility--has it worked Suggest alternative solutions elsewhere? Testimonials, • endorsements? -Discuss secondary benefits Close Bottom Bun: Goodwill gesture Make specific action request. • news does not define the -State deadline •Bad relationship. Future is open. -Make it easy Chapter 4. Informative Messages Direct Informative Messages Direct Direct Informative Opening Set the table. • -background, purpose (primary objective), preview (when using A-heads) Body using lists, tables, •Exposition charts, and other tools Synthesis: connect the dots with • summaries, conclusions, recommendations
• Synthesis: connect the dots with summaries, conclusions, recommendations Close Response mechanism Secondary Objective. • Make specific action request. -State deadline and make it easy. Indirect Bad News Persuasive Requests Opening Top Bun •Background: •Buffer: Show consideration to promote good will. Minimize damage to the relationship. •Establish common ground: Create a receptive space. • Establish problem in general terms. Body Cheese • Develop clear reasons. -Make reader see it from your point of view. Meat • Be clear, firm, and gracious in stating the bad news. -But get in & out quickly. • Suggest alternative solutions • Dramatize negative impact of problem. -Establish urgent need to act. •Show your solution is best. -Prove that it eliminates cause of motivating problem. -Prove that it is superior to other solutions. -Build credibility--has it worked elsewhere? Testimonials, endorsements? -Discuss secondary benefits Close Bottom Bun: Goodwill gesture •Bad news does not define the relationship. Future is open. • Make specific action request. -State deadline -Make it easy Chapter 4. Informative Messages Direct Informative Messages Direct Direct Informative Opening • Set the table. -background, purpose (primary objective), preview (when using A-heads) Body •Exposition using lists, tables, charts, and other tools • Synthesis: connect the dots with summaries, conclusions, recommendations
CPWinter2014.docx