Almost by definition, you wouldn’t be writing a reference letter that’s
Hard—but, of course, it’s possible. (If your favorite boss is trying for a
job for which he or she is in no way qualified, then it would certainly
be a Hard letter.)
The Matrix of Persuasion is a “big picture” tool. It helps you get
your thoughts in order. It allows you to take what you know—your objective,
your target readers, and the proper level of formality—and consider
how best to use this information to reach your target readers.
In the next chapter, we’re going to review nine organizational structures
and begin to put pen to paper or fingers to keyboard—and write.