"I won't sell, Julian," Vance said, leaning back and blowing a thick cloud of smoke. "The company is my legacy. You are wasting your time."
The rain hammered against the floor-to-ceiling windows of Julian’s penthouse, mirroring the relentless drive inside his own mind. He didn't just close deals; he rewrote the desires of the people across the table. To Julian, the human brain was nothing more than a lock, and covert psychology was his master key. 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. "I won't sell, Julian," Vance said, leaning back