Persuasion Tactics: Covert Psychology Strategie... Access

Vance blinked, momentarily thrown off balance. He had expected a fight. By agreeing with him, Julian had instantly disarmed Vance's combative stance. They were no longer adversaries; they were on the same side.

"Worthy?" Vance scoffed, but his interest was piqued. "What do they know about my vision?" Persuasion Tactics: Covert Psychology Strategie...

This was the masterstroke: negative framing and the fear of loss. Psychologically, people are motivated far more by the fear of losing something than by the prospect of gaining something of equal value. Julian had just painted a vivid picture of Vance’s legacy dying of starvation while a competitor thrived. Vance blinked, momentarily thrown off balance

Vance was quiet for a long moment. He stared into the glowing tip of his cigar. The seed of doubt had been planted. It wasn't Julian pushing the sale anymore; it was Vance's own fear of failure pulling him toward it. They were no longer adversaries; they were on the same side

"Exactly," Vance said, his posture relaxing slightly. "People think everything has a price. It doesn't."