The Developer Perspective On Winning

In our experience, there is nothing that overcomes developer resistance like
focusing on the environment fostered by XP. Use the geek gene to your advantage.
Developers care about stuff like this:

 They want to develop software, not write documentation or spend all day in
meetings.

 They want to be proud of the software they develop.

 They want to have fun doing their jobs, not feel like they are undergoing
surgery without anesthetic.

 Once the software is "released," they don't want to get stuck maintaining it
forever, or go through hell to change it when they have to. They want new
challenges, not just the same old challenge of having to figure out what
unnatural act they can perform to patch the old code.
These are the opposite of what is true when you have a steep cost curve. Unlike
managers, developers don't particularly care about a flat cost curve. They do care
about the pain associated with a steep one. Having an environment that avoids that
pain is how developers define "winning." If you want to be heard, you had better
couch your responses in those terms. If a given approach does a better job of
producing that environment, it beats all comers.
Here are the most common objections and how you can address each by
focusing on results that matter to developers. Again, the proposed ways to address
these issues here are a bit terse. Hopefully the rest of the book will help reinforce
the points made.