A manager said to one of his account executives. “If you will agree to deliver your service at no commission, we can get a second contract that is quite profitable.”
“Why should I do that? I will not be the one to deliver the profitable service. Someone else will benefit from my sacrifice.”
“True. But our division will generate a lot more revenue due to your cooperation. If you refuse to cooperate, you will lose an opportunity for a nice financial gain at the end of the year.”
This manager’s influence effort threatens the account executive by pointing out how lack of cooperation will result a lost benefit.
Other examples: “If your absentee rate continues, you will lose the opportunity to work here.” “If you continue to be out of compliance, you will lose revenue due to heavy fines.” “If you do not honor the guarantee, you will lose a lot of business from this customer.”
Threats and fear influence attempts are distasteful for most of us. And there may sometimes be nasty side effects. For these reasons, I think the “lost opportunity” justification should be employed infrequently and only after other influence attempts have failed.