How to Be Persuasive by Google's Group Product Manager
The Product Podcast
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Predicting People's Opinions
In the upper left-hand corner, when you have a near certain loss, that makes people risk seeking. They're willing to roll the dice, because it's all going to be crappy anyway. A near certain gain is also a possibility of a negative outcome. This is probably the most intuitive quadrant. The possibility of large gains, which makes us hopeful, makes us risk-seeking. So if you want to encourage compromise, then you want to present things as near certain gains or as possible losses.
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