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.
By midnight, the term sheet was signed. Vance shook Julian's hand warmly, thanking him for his honesty and vision. Julian walked out into the cool night air, the heavy rain now just a soothing background hum. He hadn't forced Vance to do anything. He had simply rearranged the furniture of the man's mind until Vance walked through the door Julian had opened for him. Persuasion Tactics: Covert Psychology Strategie...
Julian had just deployed the scarcity principle combined with a subtle ego challenge. He made the acquisition seem like an exclusive club that the buyers had to qualify for, while simultaneously challenging Vance's pride. Vance blinked, momentarily thrown off balance
"Exactly," Vance said, his posture relaxing slightly. "People think everything has a price. It doesn't." They were no longer adversaries; they were on the same side
Julian didn't flinch. He didn't counter the argument. Instead, he smiled warmly and nodded, executing the first tactic: pacing and leading. "I completely agree with you, Arthur. Legacy is everything. If I were in your shoes, I wouldn't sell either. It would be foolish to just give away your life's work to the highest bidder."
"How much R&D capital are they actually willing to commit?" Vance asked, his voice lower now.