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Fragmentation principle
Principles > Fragmentation principle
Principle | How it works | So what?
Principle
Divide and conquer. Smaller parts are easier to understand and agree.
How it works
When faced with a large task, we manage it by breaking it down into manageable parts and then dealing with one part at a time. We have bounded rationality and can handle only so much at a time.
This principle can be used to help both you, the persuader, and also your target, the person being persuaded.
The question has been asked: how do you eat a chocolate elephant. The answer is, of course, 'one bite at a time'.
Divide and conquer
Divide what is being sold into smaller items and sell one piece at a time. Divide the other side up into people you can talk with one at a time. Chop up the work that you have to do so you can manage it in bite-sized pieces.
So what?
Break down persuading just like you break down a problem into manageable parts.
See also
Theories about decision-making, Theories about attention, Bounded Rationality
Fragmentation, Slicing, Phasing, Nibbling, Brooklyn optician, Objection Chunking