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power of negative

Lessons from Cialdini #2: How to persuade using the power of the negative

July 24, 2008

Pop psychology culture says focus on the positive. But if you do, you’re missing out on huge persuasive power.
In Yes: 50 secrets from the science of persuasion Robert Cialdini and his co-authors explore the concept of “loss aversion“. Loss aversion means that most people would rather avoid a loss than receive a benefit. You can [...]

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