Prognosis
If it isn’t entirely clear from everything else I’ve said, you cannot sell to the Irrational. This is not to say that you cannot get them to participate, just that you won’t do it by convincing them. You can bribe, punish, or compel them. In fact, the overall strategy I recommend is to ignore them and get management to mandate your technique.
Bottom line, you just can’t convince them. So, don’t spend a lot of time on them. It just leads to wasted effort.
Copyright © 2014, The Pragmatic Bookshelf.
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