9.3. Expectation Management
Expectation management is one of the most powerful weapons in psychological warfare. In expectation management, we take our instinctual need to discourage other people's ideas, and we use the technique consciously, regarding our own ideas as we present them to other people.
The concept is simple. If you tell someone that your idea will deliver wonderful benefits, and it doesn't, then the person will be dissatisfied. And you lose credibility. However, with expectation management you carefully articulate the potential good and bad outcomes, even emphasizing the negatives. Then with the same idea and same outcome, the person will be pleasantly surprised. You delivered more than they were led to expect! Congratulations. ...
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