Tamsen Webster explains why defensibility and agreement are different things in persuasion. Giving people enough information to see common ground isn't the same as getting them to say yes. Keep conversations open and permission-based to overcome their fear of making a mistake.
What happens if I do this amazing sense giving and somebody still doesn't agree? That's okay. Defensibility is not the same as agreement. It's giving people enough information to show that there's enough common ground for them to keep exploring together. Sometimes it may convince somebody right there and then, but more often because people have this, as my friends Ted McKenna and Matt Dixon say, a fear of messing up, FOMO. The more that you can keep that conversation going in a legitimate, permission-based, agentic way, the better for both of you.
