Tri-netra Tact: Mastering the Art of Three

Consulting training program equips individuals with vital skills in problem-solving, leadership, and communication. These skills are pivotal when it comes to persuading high-level executives to embrace significant organizational transformations. Nevertheless, amidst the structured training, it's often the subtle insights exchanged among team members that resonate most profoundly.

One such revelation emerged through astute observation - the Rule of 3. Upon delving deeper into this concept, I came to appreciate its formidable influence. The essence of the rule is crystal clear: when presenting a case, always provide exactly three reasons. Not two, not four, but the magic number is three.

“Arise, Awake and Stop not until the goal is reached.” - Swami Vivekananda.

This is really concise and emphatic? It's like the speaker is pounding his fist on the table.

"What is the secret of success? Right decisions. How do you make right decisions? Experience. How do you gain experience? Wrong decisions." -  Abdul Kalam

See how that has a quotable, memorable sound? It lands with a thump of finality. It's the rhythm that does it.

When confronted with the question, 'Why should we proceed with this?' the observed response was, 'There are three compelling reasons for this decision,' followed by a structured enumeration of those reasons. This technique, I noticed, was remarkably effective in influencing clients to take action. The Rule of 3's success can be attributed to three key factors:

1.            Your argument grabs attention and remains memorable: Commencing your response with the phrase 'I have three reasons for this proposal' serves as an immediate mental hook, captivating the audience's attention. This phenomenon taps into a deeply ingrained cognitive pattern that traces its roots back to our formative years, characterized by tales like 'Three Little Pigs' and 'Goldilocks and the Three Bears.' This pervasive predisposition towards triads renders us inherently receptive to concepts presented in groups of three. Furthermore, empirical studies in psychology affirm that our working memory operates optimally when processing three to four discrete pieces of information. In the corporate realm, where senior executives grapple with a deluge of information, arguments articulated in this tripartite structure prove notably easier to assimilate and recollect.

2.            Forces prioritization of the three most critical reasons: Considering that your audience's capacity for retention typically extends to just three key points, the imperative lies in delivering the three most persuasive ones. Even when confronted with an abundance of supporting arguments, focusing on the top three ensures that your message remains succinct yet potent. In instances where prioritization poses a challenge, a pragmatic approach emerges through the categorization of reasons into three distinct groups. In the relentless torrent of information directed towards senior executives, the focused emphasis on your most compelling arguments serves as a highly effective means to capture their attention.

3.            Enhances your perceived structure, confidence, and decisiveness: Starting your response with 'I have three reasons' and subsequently delivering these reasons in a bullet-point format conveys a sense of expertise and structured reasoning. This, in turn, bolsters the credibility of your argument. The format also compels you to communicate with clarity and conciseness, creating an impression of confidence and decisiveness. You avoid sounding unsure, vague, or ambiguous, leaving senior executives with the impression that your recommendation is well-founded.

This strategy, stands as a valuable asset, enhancing the memorability and persuasive might of one's arguments, particularly in engagements with busy senior executives. Yet, the key lies in its judicious application to prevent it from appearing contrived. When wielded adeptly, it becomes a potent instrument for one’s daily communication, decision-making, and persuasive abilities. It streamlines one’s organization, sparks creativity, and enhances storytelling. This simple yet powerful approach enriches the personal and professional life, making interactions more impactful and memorable.