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two-sided messages

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    Narrative Structure Entry #0528

    Why a story with a flaw is more persuasive

    An account that admits a failure is believed more readily than a flawless one. The admission is treated as evidence that nothing else was edited out.

    Novice
    The hidden part #0528

    A disclosed flaw certifies the rest of the account. The audience is reading willingness to disclose, not the flaw itself.

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    Rhetoric & Omission Entry #0576

    Why a strong argument names its own weakness first

    An argument that raises the objection against itself usually persuades better than one that waits to be attacked, especially before a sceptical audience.

    Novice
    The hidden part #0576

    Naming the objection first converts it from a discovery into a detail.

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    Persuasion Systems Entry #0263

    Why a two-sided argument persuades a sceptic

    Stating the strongest objection yourself removes it as a weapon and demonstrates that you examined it. Both effects work only on an audience already resisting.

    Novice
    The hidden part #0263

    Naming the objection helps only if you answer it. Named and unanswered, it is a gift to the other side.

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    Persuasion Systems Entry #0273

    Why admitting a flaw increases sales

    A volunteered weakness is a statement against interest. It certifies the claims around it in a way no additional claim could.

    Adept
    The hidden part #0273

    A volunteered weakness is a statement against interest. It buys credibility on every claim that was already being discounted.

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