One of the lessons we discussed in my managerial communication class is the concept of framing. A Harvard study and other research show that how you initially frame the issue impacts the outcome, even if two scenarios have an identical bottom line.
What was fascinating to me is that if the issue is framed as a loss, people are more willing to take risks in their answers. But if the same scenario is framed as a gain, people become risk averse.
For example: If you frame the question as a move to prevent deaths (losing something), people are more willing to support the same proposal than if it is presented as saving lives (a gain). People will take more risks to prevent food insecurity vs. to gain well-fed children or to prevent layoffs rather than to save jobs. Logically, it makes no sense but numerous studies have shown our aversion to risk is impacted by the loss/gain frame.
The next time you prepare a proposal or grant first ask yourself if you desire an outcome that is riskier or more stable. Then, develop your argument with language that frames the question to describe a loss or gain and see if these mental gymnastics we all play will work in your favor.
