Highlight a gap

People strive for internal consistency. They want their beliefs and actions to align. Highlighting a gap means pointing out a disconnect between a person's thoughts and actions.

For example, if you're convinced that a project needs to end, you've got a tough sell. Your team might be wedded to it because they've put in so much time. Inertia sets in. Start by asking your team if they were starting from scratch today--knowing what they know--would they embark on the project?