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“稀”，稀缺，但愿所有的“失去”都能“复得” | 模糊谈判力 第五十六篇
这是桔梗在“谈判思维”的第733篇推文。
全文共2297字，阅读大约需要3分钟。
1 引言
1月7日，利奥走了，心脏病，2岁。
利奥（Leo），是家里的一只英短蓝猫，我并不太喜欢它。
不喜欢的原因有三，
第一个原因是，养它纯是意外；
两年前，在和几个老同学的一场酒局里，我喝多了，随口说了句，“想养只猫”；
结果，第二天，老牛便TB下单给我买了一只。
这着实让我有点措手不及；
卖家是江苏的一个农村猫舍，每天开车把几十只猫狗送到上海贩卖。
当我接到3个月大的利奥时，家里人对我一顿埋怨，怎么能突然说养猫就弄一只回家？
第二个不喜欢它的原因是，它并不健康；
接到它的第二天，就送去宠物诊所体检，果不其然，各项指标都很差；
诊所大夫看了看我们说，“是猫舍买的吧？找商家退货吧。”
这倒把我和老婆难住了，退货？
商家说，体检不合格可以退。
但“退货”啥意思？
细问才知道，这样“不合格”的幼猫，退回去的命运只有死……
老婆实在不忍心，尽管我很反对，但利奥最终还是留了下来。
第三个不喜欢它的原因，它并不讨人喜欢；
利奥的性格很孤僻；
你去撸它，它还毫不留情地咬你、抓你；
家里面，所有人身上都有来自利奥的伤痕。
不仅如此，所有猫的恶习它几乎都占了，到处乱尿，破坏沙发，大量掉毛……
最不能让人接受的是，它从来学不会粘人。
这两年的日常生活中，它不太理我，我也不太理它。
1月7日这一天，利奥出现了严重的呼吸障碍，在把它送到宠物诊所的时候，大夫马上告诉我们，“很危险，你们要做好准备”。
老婆当时就哭成了泪人，我一边安慰她一边在心中告诫自己，
别太情绪化，这就是一只普通的宠物，我又不喜欢它。
抢救的过程不到一个小时，大夫就来告诉我，利奥已经是心衰晚期，存活率几乎为零，而且很痛苦，建议我做安乐处理。
老婆已经哭得没了主意，我整理了一下自己的思绪，同意了大夫的意见；
就在我打算在“安乐处理同意单”上签字的时候，我突然有些茫然，
这不过就是一只普通的宠物猫而已，为什么我有种从未有过的失落？
在料理完它的后事之后，我回到家里，这份“失落”感就变得格外强烈；
我开始觉得家里的各个角落都仿佛能看到利奥的身影。
为什么会这样？
我明明有那么多不喜欢它的理由，况且这样的猫随时还能买个回来，我究竟在失落什么？
2 失去
我们依然在“模糊谈判力”这个系列推文中，它的思维方式启发自牛津大学的实验心理学研究。
今天要聊的，依然是“七字说服力”的第六个字，“稀”；
“稀”，就是“稀缺”的意思，
越是“稀缺”的东西，越让人在乎，也就越有说服力。
著名的英国作家，G-K-切斯特顿，说过这样的话，
所谓“爱”它，就是意识到了可能会失去它。
请注意，“失去”是“稀缺”的终极表达。
我不禁浮想联翩，试问，
无论是谈判还是说服，我们究竟在追求什么？
可不可以说，
我们在追求的是，让对方开始“在乎”？
因为，“谈判不成”，“无法说服”，这都是对方根本“不在乎”的结果。
而“在乎”，不就是来自人们对一件事物的“稀缺”程度的感受吗？
当“稀缺”达到了极端，也就是“永远失去”，“在乎”也随之达到了极端。
这也许能够解释我的失落；
尽管我并不喜欢利奥，尽管它是一只随处可以买到的普通宠物，“失去它”突然让我感受到了“稀缺”的说服力。
而在“失去”之前，我们似乎毫不在乎；
就像我在“安乐处理单”上签字之前，我并未有任何奇怪的感受；
而在那一秒之后，巨大的失落感如潮水涌来。
尽管我不喜欢它，尽管它是一只普通宠物，但“失去”让它成了“唯一”的遗憾。
3 驱动说服力
让我们看一个非常巧妙的借用“稀”字说服力的例子；
下图是一则广告，来自一家眼疾科研机构；
这则广告的目的，是募集经费来攻克一种叫做“老年黄斑”（AMD）的眼疾。
“老年黄斑”是导致中老年人致盲的一个主要疾病；
该如何去引起人们的重视，说服他们报名并捐赠费用？
这则广告的设计角度非常巧妙，它首先借用了一个老年人抱着儿孙读故事书的场景；
大部分55岁以上的老人，都十分享受这样的时光；
可你是否注意到，你看故事书上的图案开始模糊？
潜在的“老年黄斑”正在慢慢夺走你的视力！
请珍惜每一个和孙子孙女共同阅读的美好时光，尽早发现你的眼疾。
这是一个十分简单而聪明的“说服措辞”；
它最巧妙的切入点，就是引入了“稀”字的“失去”暗示。
美好的时光，有可能会被夺走？你将失去这样的美好？
强烈的暗示，在读者心中深深烙下一个“失去”的印记，它让人产生强烈的失落感，从而驱动了说服力。
4 失而复得
同样的思路还能运用在优化家庭关系上，再看一个例子；
圣诞节快到了，13岁的朱蒂去商场给自己的朋友挑一个圣诞礼物；
路过一家上时装店，她看中了一件黑裙子，非常喜欢；
但她没有额外的钱来买下它，于是她跟店员商量，希望能够帮她保留这件衣服，下周一的时候她会带着妈妈过来看这挑裙子。
回到家里，朱蒂告诉了妈妈这件事；
妈妈告诉她，
你今年的零花钱已经超支了，但如果你真的非常喜欢这条裙子，我可以借给你钱去买，但以后你要还给我。
朱蒂一口答应。
等到周一放学，朱蒂来到时装店发现，这条裙子已经被人买走了；
朱蒂好生难过。
这种“失落”的感受一直陪着朱蒂到了圣诞夜那天，她才发现，原来偷偷买掉裙子的人，是妈妈！
这“失而复得”的惊喜，让朱蒂对这一年圣诞节的礼物有了独特的感受。
多年以后，这条黑裙子依然是朱蒂最珍爱的礼物。
应该说，朱蒂的妈妈非常聪明，她知道如何运用“稀”字说服力来优化一份礼物的力量。
5 小结
“失去”才会“珍惜”。
这样的忠告听多了，并不能引起我们的重视。
我更希望，人们遭遇的“失去”可以像朱蒂那样，“失而复得”。
今天的推文在讲述“稀”字说服力的同时，我想做一件特别的事情，
我想把利奥永远留在我的“谈判思维”里。
短短20个月的记忆，让我非常珍惜；
而在这里，利奥对我来说，也可以算是一种“失而复得”。
利奥，我很想念你，你永远都是我们家的一分子，永远留在我的心里。
–
–
–
这里是“谈判思维”！
“模糊谈判力 第五十六篇” 待续
— 桔梗
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#头条创作挑战赛# 大家好！我是杨医生，本篇文章关键内容“女性房事疼痛”，下面为你科普。 在经历了一天的劳累过后回到家，你是否感到些许放松，此时，很多人也会选择进行适当的夫妻生活，…
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梦华录里有个小角色，出场就是个女扮男装的小混混，这个人就是葛招娣。 1 葛招娣跟同乡的孙大强受人指使，一起去赵氏茶坊，找赵盼儿的麻烦。 孙大强喝了茶坊的果子饮后，突然倒地，口吐鲜血…
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智能起名,智能起名网免费取名？
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小米手机已经诞生十几年了，这个名字看似很普通也很简单，但却实实在在为雷军的创业之路写上了最辉煌的一笔。 雷军，生肖属鸡，小米是鸡的食物，为得食格局。而拆开来看，小字又为得位，是个很…