Thanks for the feedback. I failed miserably in trying to articulate my point and I didn't do it very eloquently either. I think the a-ha moment the article made abundantly clear was the expectation of being persuaded or influenced is most likely to have that outcome. So in essence I don't disagree with the article I just find that expectation is at work here rather than comfort.

Interesting hypothesis, although I prefer to close deals in a clients office not in mine and it's worked for me for nigh on 20 years.