The North Wind and the Sun argued over which was stronger. They agreed that the winner would be whichever could make a traveler remove his cloak.
The Wind attacked first. It blew harder and colder, but every increase in force made the traveler clutch his clothing more tightly and add another layer.
Then the Sun shone gently. The traveler relaxed and removed the extra cloak. As the warmth increased, he took off the rest and went to cool himself in a river.
The Wind’s force produced resistance. The Sun changed what the traveler wanted to do.
Source: Aesop, “The North Wind and the Sun,” The Complete Fables, fable 73, PDF p. 91. Retold.
What it argues
The strongest influence often works by changing incentives rather than overpowering resistance. More pressure can strengthen the behavior it is meant to defeat.
Use it for: persuasion, leadership, parenting, diplomacy, and reactance.