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  1. Sep 2020
    1. Knowing this, if you want someone to make a decision they might consider risky (like abandoning an age-old software platform for something that works), it helps to talk about the bad things that will happen if they don’t take the risk. They’re more apt to respond to that than if you talk about the good things that will happen if they take the risk. In fact, talking about positive outcomes makes people more risk-averse (http://bkaprt.com/dcb/03-12/).
    2. loss aversion. We are way more scared of losing what we have than excited about getting something new.

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  2. Aug 2020