Security Metaphors
- At June 17, 2013
- By Josh More
- In Business Security, Psychology
- 0
I am working on a paper on the use of metaphor in the Information Security industry. While the paper isn’t out yet (still in review), I did do a preview at the Secure360 conference last month. I finally got around to prepping my recording and getting it up on YouTube. The sound quality isn’t the greatest, but I think it’s good enough.
Here’s the original description:
There is a divide between the so-called “security/technical” people and the “business” people. We’ve all heard about how we need to “speak the language of business” and “get soft skills” to succeed. However, even after decades of trying, the divide still exists. Why does it seem that we never make progress? Are we truly not improving? Is the goal receding as we chase it?
This presentation posits that we’ve been making a fundamental error in trying to explain things to people outside our field. One thing that people-oriented people do naturally and technically-oriented people do not is communicate with others using the target’s metaphors. By taking this approach and translating issues into different frames of reference, more time is spent exploring the issue instead of arguing over why it matters.
By focusing first on being understood and second on the specific issues, rapport can be built and, over time, you can get the resources you need to win more battles.
Three Stories about Growing Up
- At January 24, 2013
- By Josh More
- In Business Security, Psychology
- 0
There have been two stories in the media lately and one event on a private mailing list that have me thinking. First, the stories.
1) Former NFL Quarterback, Jon Kitna, has become a high school teacher. He did this as a way to give back to the community. However, the most important part of the story is how he is giving back. This is a story about someone trying to change his community by teaching children that their actions have consequences, even if those consequences result in the entire team losing.
2) A Canadian computer science student by the name of Ahmed Al-Khabaz was expelled from Dawson College for running hacking tools against a system that contained data for numerous students. He found a flaw, reported the flaw, but because he did not have permission to run the test, he was kicked out. He has since been offered opportunities with firms and other schools.
3) On my private mailing list, a friend expressed concern over an issue in which one of his students sent a PDF of a book to the entire computer security class. This book was a copyrighted work by someone else that we both know. This was clearly illegal and, by most standards in the security community, unethical.
So, what do all of these stories have in common? Fundamentally, they’re about young people making mistakes. What might be hard to see, though, is that they’re also about adults making mistakes. We tend, in the Security and Legal communities to see the world in black and white. Dawson College expelled Ahmed Al-Khabaz because, in their view, he was “no longer suited to the profession.” There was discussion about expulsion in the private story as well, because of similar concerns. In other words, we have colleges taking a hard line on students that screw up and are kicking them out.
The problem, though, is that one of the best ways to learn is by making mistakes. Many of the best people we have in IT Security have checkered pasts. Many of the worst people we have in IT Security also have checkered pasts. While my own past is cleaner than most, I did cross the line a few times in school and got a talking to. I quickly learned both what to do and what not to do, but more importantly, how to do.
Actions must have consequences. Without pain, we do not learn. However, if those consequences are too severe, we don’t learn either. We give up.
If we look at these issues as a society, we have people working defense who are trying things and, if they try the wrong thing with the wrong person, they’re kicked out. We also have people working as attackers. These are well-paid individuals (due to the high risks involved) and are often highly skilled because they are not hampered by people trying to get them expelled or fired for experimentation. In fact, the more we take a hard line approach to these sorts of issues, the more likely we are to identify our best learners (the young people who make mistakes) and drive them to unethical and illegal activities, as we close the door to legitimate work in their face.
In a world where the attackers are massively out-competing the defenders, I have to ask whether this is wise.
Instead, consider Jon Kitna’s story. He’s adopted hard line rules for his football players. If they screw up, they’re out … but not completely … just a game or part of a game. They’re not off the team, they’re not kicked out of the community. This still means a mistake is punished, but done so in a way where people learn from it. Those who made the mistake get the most punishment. Those who supported the mistake while it was being made get a lesser punishment, and all of them serve as examples to keep everyone else where they need to be.
As people, we learn and grow over time. Of these three stories, which supports growth? Of these three stories, which people would you rather work with as adults? Who would you hire?
I know, for me, I’d take the under-educated, low-income kids over the college students any time. Why? It’s about community. Lincoln High School is making better adults than Dawson College is. The graduates from Jon Kitna’s football team might not be the best educated kids. They might need a lot of hand holding and training to make it in the real world, but they’ll have character. If I’m working a security problem with someone, I need someone I can trust. That means I need someone who has been raised to be trustworthy. Improvement is iterative and if you’re not given the ability to learn and grow from your mistakes, you’re just going to wind up making the same errors over and over again. As a security person, a professional and, really, just as an adult, I need people who have made mistakes, owned up to them and, where possible, fixed them. I need learners and I need people who can see the shades of grey in the world. I suspect that you do too.
(This post was originally published on RJS Smart Security)
Internet Theft and the Holidays
- At January 04, 2013
- By Josh More
- In Business Security, Psychology
- 0
This is an older post. It originated over at RJS Smart Security and it just took me a while to get it posted here. Sorry for the delay.
As many of you know, when I am not protecting people and their businesses, I’m often out taking pictures. My camera of choice has been the Nikon d300, which is over five years old now. As with all technology, when cameras age, they become increasingly unreliable and it became apparent over a year ago that my camera was experiencing legacy issues. The weather protection was weakening, the sensor was staring to fail and the batteries were draining faster and faster. If I am going to practice what I preach, it was time to ruthlessly eradicate legacy.
“Ruthlessly eradicate legacy” is one of my mantras when it comes to infrastructure management. Older systems take a surprising amount of resources to maintain and use. Modern technology is easier to update, cheaper to operate and easier for people to use. It also has modern features that can drastically improve capabilities. With servers, this means killing all that no longer get updates (Windows 2000, for example). With cameras, it means time to say goodbye to my old friend and look at other options.
This is not a camera post, however, so I’ll cut short the decision process and say that I settled on a d800 or d800E. For my purposes, there are no differences, so I went out looking for a good deal. After all, Black Friday is coming and now is the time to look for electronics. This, however, is where the story gets interesting.
In doing my research, there were indications that while camera accessories go on sale periodically, the high-end camera bodies and lenses I like only drop in price when a successor comes out. This means I’m stuck at the high end unless I buy used. Moreover, in the Nikon world, warranty is a huge factor and is significantly reduced when you buy used, so it only makes sense to look at that option if you are going to save over 20% off the purchase price.
Which is why, when I found a d800E on Amazon, I got a little excited. In fact, I got a little too excited. I almost got scammed.
The list price on a new d800E is $3,299.99 (which is why my d300 got to be five years old before I considered a replacement), but this camera listed on Amazon.com was just $1,836.73. 56% off is clearly a better deal than 20% … but the deal is a little too good. In fact, it’s so good that a lot of people are going to leap on the deal, so I had to move fast.
Or did I?
See, the deal was too good. I got suspicious. Luckily, the seller had a note in their little logo icon that said to email with questions, so I did… not before I did a bit of research, though.
The company was Bissinger’s Inc., so I checked them out. They’re a St. Louis-based chocolate company. (Warning, if you click that link, your friends and family will be getting chocolate for Christmas, and your checking account is going to be a fair bit lighter.) At this point, I’m wondering why is a chocolate company selling a high-end camera? But since I want it to be real, I’m concocting ridiculous scenarios to make it seem legitimate. For example … “Maybe they bought the camera to take photos of their chocolates for the holiday season, but it was too complex for them?”
Anyway, there’s no harm in emailing them to find out, so this is what I send:
From: Josh
To: Bissingers
I am in the market for a D800E and see that you are selling one.
I have to ask before purchasing though, why a chocolatier would be selling a camera.
Is there something wrong with it?
I then cross my fingers, and go to bed with visions of massive megapixels dancing in my head. The next morning, I get this:
From: Bissingers
To: Josh
Hello,
the Nikon D800E 36.3 MP CMOS FX-Format Digital SLR Camera (Body Only) is in new condition ( it just had to be listed as ‘Used – Like New’ as the box has been opened), comes with all manufacturer supplied accessories, US model,1 year full warranty. It has not been used. The price is $1,836.73 including delivery.If you are wondering why the price is lower than the usual,it is because we have some promotional prices before holidays.Return policy is full money back in 30 days. If you want to buy send me your full name and delivery address to have your order placed with Amazon.
Many thanks
Heck of a deal, right? Except that, by this time, the camera has vanished off of Amazon. Still not wanting this to be a scam, I think that maybe they pulled it because they’re going to sell it to me. I send them the following:
From: Josh
To: Bissingers
I do want to buy. Is it still available? I see that it’s no longer listed on Amazon.
Here is the information you requested:
[My address here]
After all, if it’s a scam, all they have is my email address and name (which they had before) and my street address, which as a home owner is a matter of public record. When it comes to payment, it’ll go through Amazon, which links to my credit card. If it’s fraud, all I have to do is call my card company and dispute the charges. Right?
They reply with:
From: Bissingers
To: Josh
Ok,
Your order will be processed by Amazon
Thank you and let me know when you will receive the confirmation from them.
And I respond:
From: Josh
To: Bissingers
Do you need my amazon ID?
I’m curious as to how the payment will get to you.
I’m also curious as to when it will arrive.
Well, several hours go by and I hear nothing. I’m growing concerned. After all, I’m in Minnesota and they’re in St. Louis. They normally sell chocolate for around $50 a box. You’d think an $1,800 sale would be a big deal to them, right? I email them again:
From: Josh
To: Bissingers
I haven’t heard anything from Amazon yet?
Is there something that I need to do?
No response… and enough concerns have piled up I am suspecting a scam. They never directly addressed my concerns about a chocolate company selling the camera. They implied that they sell other electronics, but they are clearly a chocolate company. And they’re using Amazon in a way I’ve never seen it being used. I suspect it may be a grey market or possibly even a stolen camera. I’m wondering how anti-fraud protections work if you buy a stolen item, and I decide to just call them and get to the bottom of things.
Stepping outside of the Amazon.com system, I find their website and their contact page. I call the corporate office and tell them my story and find out their Amazon account had been hacked and it was a scam. This was deeply disappointing as I had, by that time, hoped I’d be able to get my camera and order chocolates for my family. Alas, such was not to be.
However, it did puzzle me how the scam worked. After all, I hadn’t given them any useful data. How would they get my money? Were they just incompetent criminals? This was well outside the realm of photography and I now had a professional interest. Time, of course, was the determining factor.
Later that night, the following email arrived:
From: Bissingers
To: Josh
Hi again,
I was informed by Amazon that they send you all the payment and delivery informations. Search your inbox carefully and also check your bulk/spam/junk folder because it might have arrived there. Please let me know asap.
Thank you!
Ah hah. The payment was not, in fact, to come through Amazon, but would have an alternative system. For an attacker, this makes sense. After all, if they tried to accept payment from Amazon, Amazon can take it back when they are informed of fraud. I dutifully checked my spam folder and there were my instructions.
As you can see, it looks like a regular Amazon email, except that the payment section is a bit different. There are several interesting things to note here.
First, they prefer payment via bank transfer. This is common, particularly with overseas attacks, as once money leaves the American banking system, it can be notoriously difficult to get back. This should be a critical warning for most people, as it’s very different from the usual method of purchasing through Amazon. However, there is a grey market for electronic gear, and a lot of items come from overseas where warranties are different. So, it’s possible that a small percentage of people interested in high-end cameras would continue with the transaction.
Second, while most of the links are legitimate and match that of the Amazon.com template, three are different. The “Confirm Payment” link goes to [email protected]. The “Clicking here” and “Click here” links at the bottom go to [email protected]. They sound good, but a legitimate Amazon email would have all Amazon links. After all, if you bypass the Amazon system to sell your wares, Amazon makes no money. They work very hard to control the transaction.
Third, there was a bit of header analysis. If you like header wonkery, check the bottom of this post, but the three big things to notice are (1) the email came from private address space (10.x.x.x) and was sent through Google and (2) , the source address was “[email protected]”, but appeared to be from “[email protected]”. This is interesting because the email passed the SPF check and had all the expected anti-spam features. If I had not been hosting my email with Google, this likely would have been enough to bypass my filters. Finally, (3) all emails actually used for communication come from free email hosts. In this case, Microsoft and Google. If anyone can create an account there, I could be talking to anybody.
So, at this point, I decided to just wait and see what their next move was. I didn’t have to wait long:
From: Bissingers
To: Josh
Hello
It seems that one of my employees punt in the same package with yours 2 phones instead of 1.
Now you can’t receive the package until you will not send Amazon the same amount.
After you will do that,you will receive the package,but you have to send back the ohone and you will receive the money back for the second one.
Plus i will send you 50 USD as appologies for this inconvenience.
Contact us urgently.
Then, in less than a day:
From: Bissingers
To: Josh
Hello
I have already dispatched the package,but the package is on hold until you will make and send the payment informations to Amazon.
After that i will provide you also the tracking number.
Can you please tell me when are you able to make the payment?
waiting for your email asap.
This is where the attack starts matching the normal scam indicators.
They have so many victims that they can’t track them very well, and confuse my camera purchase with a phone purchase. There are the misspellings that we’ve come to expect from things like this. And finally, we get the social attacks.
Most scams use a hook to cause a reaction. The idea being that if you are reacting, they get to control you. If you take the time to stop and think things through, you take control back and can usually spot the scam. Common hooks involve Urgency, Uncertainty, Sex, Fear or Anger. In this case, it’s all about Urgency, Uncertainty and Fear. By setting the price so low, they drive urgency high, as you’re afraid that you might miss the deal. They then compound this by telling me there was an error in the shipment, trying to make me believe they are incompetent and if I act quickly, I can take advantage of their error.
The second email hypes the urgency, trying to get me to pay quickly. I did not reply, but if I had, the next step in a scam like this is to sweeten the deal if I were to act immediately, often by pretending to ship my non-existent camera with a bonus item (like a cell phone) overnight if I give them payment information immediately.
Of course, if I ever did give them my payment information, they’d empty my checking account and, if they’re with a larger attacker group, start using my account to traffic stolen funds.
This is a very long blog post, and I thank you for making it this far. Why did I go into so much detail? Because this Friday is Black Friday and quickly followed by Cyber Monday. Yes, this is the time we get great deals on electronic items, but it is also the time there is a massive uptick in scams. Basically, we’ve primed ourselves to be at risk for “too good to be true” offers, as some legitimate offers seem too good to be true, but are actually real. So, we can no longer rely on the old adage of “if it seems too good to be true, it probably is.” Instead, ask yourself the following questions as you review your deals:
- Is the price low enough you should be suspicious? Are you dealing with someone using only public email accounts? If either is true:
- Do you feel like you have to act immediately? (Urgency)
- Are the terms of the deal unclear in any way? (Uncertainty)
- Are you afraid that if you don’t take the deal, something bad will happen? (Fear)
- Are you paying in a way that you can easily dispute the charges?
If there is any concern, get someone on the phone. It’s a lot harder to come up with lies on the fly and you can often trip them up. If the deal starts to seem like a bad one, just stop. Don’t let them apologize or guilt you into anything. It’s worth paying a little bit more to know it’s not a scam.
————————————–
If you are interested in a deeper technical dive, here are the headers for the payment email. Enjoy.
Delivered-To: REDACTED_EMAIL
Received: by 10.112.148.37 with SMTP id tp5csp212198lbb; Mon, 5 Nov 2012 14:28:26 -0800 (PST)
Received: by 10.50.12.138 with SMTP id y10mr10891413igb.58.1352154505313; Mon, 05 Nov 2012 14:28:25 -0800 (PST)
Return-Path: Received: from mail-ie0-f174.google.com (mail-ie0-f174.google.com [209.85.223.174])
by mx.google.com with ESMTPS id s10si19571463ice.88.2012.11.05.14.28.24
(version=TLSv1/SSLv3 cipher=OTHER);
Mon, 05 Nov 2012 14:28:25 -0800 (PST)
Received-SPF: pass (google.com: domain of [email protected] designates 209.85.223.174 as permitted sender) client-ip=209.85.223.174;
Authentication-Results: mx.google.com; spf=pass (google.com: domain of [email protected] designates 209.85.223.174 as permitted sender) [email protected]; dkim=pass [email protected]
Received: by mail-ie0-f174.google.com with SMTP id k13so10488482iea.33 for ; Mon, 05 Nov 2012 14:28:24 -0800 (PST)
DKIM-Signature: v=1; a=rsa-sha256; c=relaxed/relaxed;
d=gmail.com; s=20120113;
h=mime-version:reply-to:sender:date:x-google-sender-auth:message-id
:subject:from:to:content-type;
bh=fEPMh0cdMOCy5Y1jBJj89FeNhCT6gsIQNKLFVfwBwyg=;
b=yItLaxIqhbh/AtFV1N/SvEacdDMoUtu/4Br8HGVW+dnPWzdnAx7DQK4ylTUvG9Rinc
ld827lC/tOxhXqRyJS2h+gyGmMn2KdtN4oHXhiRmVHJanpsVX/yRwzgvX8rZdAwXfEEZ
VRZN7Lw6xzjMF9TkRdWfi1LYDG5dXIfCtX8A1TuPwD6oM2ujK8k+OMxafCxlBLJEteQW
GqLVj0w733ig6pEO4C8QsjVzWJhKhVv+zMHzhTYPP58qdLtgbnZo2ddbSx/rwroIoRV/
6ETHAgL8liNzDI02lbM6Vx5RfJqDMR2rttQKq2Vqj4MFdc5UJI7mWWfwr54l1ZiOIjwR
z5pQ==
MIME-Version: 1.0
Received: by 10.42.163.5 with SMTP id a5mr3969473icy.37.1352154504571; Mon, 05 Nov 2012 14:28:24 -0800 (PST)
Reply-To: [email protected]
Sender: [email protected]
Received: by 10.64.82.201 with HTTP; Mon, 5 Nov 2012 14:28:24 -0800 (PST)
Date: Mon, 5 Nov 2012 17:28:24 -0500
X-Google-Sender-Auth: ZZYTCDwnOP6-ORmSRVSdM-vs2d0
Message-ID:
Subject: Your Order with Amazon.com
From: Amazon Services
To: REDACTED_EMAIL
Content-Type: multipart/alternative; boundary=90e6ba6e843ced2bd504cdc70061
Video – OWASP – July 16th, 2012
- At November 12, 2012
- By Josh More
- In Business Security, Psychology
- 0
This summer, I gave a talk at the local OWASP group. Last week, I finally had time to learn OpenShot (not as hard as I thought it’d be) and today, there are two shiny new videos on YouTube.
There always seems to be a tradeoff between audio quality and video quality and I think I managed to hit the middle on this one. As I practice with techniques, I hope to make better ones. However, if I wait for perfection, I’d never post a thing, so here you go:
Here is the actual talk:
Here is the Q&A after:
Rap News 15
- At October 31, 2012
- By Josh More
- In Psychology
- 0
In case there is anyone reading me that doesn’t also read Bruce, watch this video:
Hoaxicane Sandy
- At October 30, 2012
- By Josh More
- In Business Security, Psychology
- 5
It’s that time again.
Whenever a major media event happens (like hurricane Sandy), we are inundated with news. Sometimes that news is useful, but often it merely exists to create FUD… Fear, Uncertainty and Doubt. While I have not personally seen any malware campaigns capitalizing on the event yet, it is inevitable. The pattern is generally as follows:
- Event hits the news as media outlets try to one-up one another to get the word out.
- People spread the warnings, making them just a little bit worse each time they are copied.
- Other people create hoaxes to ride the wave of popularity.
- Still other people create custom hoaxes to exploit the disaster financially.
A few minutes ago, at least in my little corner of the Internet, we hit stage 3 where this image was posted:
( From here. )
Now, as someone who plays with photography, I was a bit suspicious, but as a security person, I can actually prove some things here.
The first tool I want to discuss is FotoForensics. Check out their analysis.
See how the statue of liberty and land on which she stands is much brighter than the background? That indicates that that image has been pasted on top of the other, so we know it’s fake.
Sometimes, though, this trick doesn’t work. If someone is making a good hoax, they can change the error levels to prevent easy detection. That’s where our next tool comes in. TinEye is awesome.
Look what happens when I do a reverse image search on the suspicious file: here. (TinEye results expire after 72 hours, so if you’re slow to read this, just past the URL of the photo into their search box.)
TinEye, by default, is going to try to find the best match. But that’s not what we want. We want the original. Luckily, when people make hoaxes, they usually shrink the image to make it harder to find the signatures of a hoax. So we just click to sort by size and there we have what it likely the original:
ETA: Original can be found in this set by Mike Hollingshead.
Then it lists a bunch of sites that have stolen this image to use without credit. (That’s a different post.) You can then click on the “Compare” link for the likely original and see what they did. By flipping between the versions, you can see that they added the statue of liberty, the water and the boat, shrunk the image and made it darker… ’cause darker is scarier, apparently.
The important thing to realize here is that the attacker is trying to manipulate you. By spreading fear, they are making you more susceptible to future attacks. By taking advantage of your uncertainty and doubt, they put you in a position where you will do unwise things to gain an element of certainty in your life. Does this matter that much in an image hoax? Probably not. Does it matter when you start getting emails exhorting you to “click here” to help victims of the hurricane, it’ll matter a whole lot more.
Uncertainty and doubt can work against you, but it can also work for you. When the attacks come… likely in a few hours, approach them with suspicion. If you’re in the path of the storm, trust the names you recognize, like Google and The National Weather Service. If you’re not in the path of the storm and want to send aid, go with The Red Cross. If anyone else you don’t know asks for your money or your clicks, ask yourself what they have to gain.
Measuring Psychological Variables Of Control In Information Security
- At January 19, 2011
- By Josh More
- In Business Security, Psychology
- 0
For much of the last year, I have been exploring an idea. As of a few weeks ago, I completed a paper based on my explorations. To put it very succinctly, I have long wondered why small businesses do not suffer more security breaches than they do. As a group, they tend to have sloppy operations practices and poor to nonexistent controls. While they are a smaller and less-tempting target, that alone doesn’t seem to explain the lack of problems. One thing that might explain this is the tendency for people at lower risk to compensate for that lower risk by taking larger personal risks. So I decided to study the variables of psychological control within an information security context. The conclusions were somewhat surprising… but that may be due to the limited sample set.
Anyway, if you are interested in Likert scales, psychology or academic analysis of information security, the paper is available here.
If you like, you can just jump down to pages 26-28 and get my conclusions.
I welcome your thoughts.
Bias Thursday – Déformation professionnelle
- At February 04, 2010
- By Josh More
- In Psychology
- 0
While I am not a psychologist, a good understanding of psychological issues is an important part of a full security practice. These themed posts are likely to be incomplete, as I am just exploring some ideas and how they might apply to security.
Déformation professionnelle (which Google translates as “professional distortion”) is the tendency to consider situations from the perspective of your profession. The classic example is the joke “when all you have is a hammer, every problem looks like a nail”. What I’ve noticed, though, is that “profession” seems to apply to business divisions now. We’re all getting extremely specialized, and that seems to create what we can call “a failure to communicate”.
Take, for example, the concept of risk. In the security field, risk is bad and the steps that can be taken to avoid risk seem reasonable. However, in the business field, risk is viewed in terms of the potential gains that the risk can provide whereas the steps to avoid risk seem likely to cause problems and will therefore impact the bottom line. Similarly, admins and developers are likely to resist the perceived difficulties in implementing the mitigation strategies.
Again, there are both offensive and defensive capabilities to this bias. Offensively, simply knowing a target’s profession can give you a good chance at predicting their responses. If you have a planned proposal, you can practice it against others in the same profession and tweak it before you present it to the people that matter. You can be aware of the context in which they will likely view your ideas and work on expanding their context before you get to the hard stuff.
Defensively, like most biases, you just have to be aware that you will likely view things within the context of your profession. Thus, if you are having conversations with those outside of your profession, there is a higher likelihood of misunderstanding. If you find yourself reacting negatively to something someone else says, you should check and see if maybe that reaction is because you are coming at things from different contexts.
As an note to this particular bias, I have occasionally been asked why I blog the way I do. Other than the fact that the Internet doesn’t need yet another voice in the Security echo chamber, I find that forcing myself to consider issues from different contexts (mythological, natural, psychological, etc) allows me to understand the issues at a deeper level. I don’t know if it gives me any advantage over the usual advantages that one gains by taking time to think things through and write them up… but it doesn’t seem to be hurting.
Bias Thursday – Pseudocertainty Effect
- At January 28, 2010
- By Josh More
- In Psychology
- 0
While I am not a psychologist, it’s becoming increasingly obvious that a good understanding of psychological issues is an important facet of a full security practice. These themed posts are likely to be incomplete, as I am just exploring some ideas and how they might apply to security.
In running through the List of Cognitive Biases on Wikipedia, I ran across the Pseudocertainty Effect. Simply put, this is the tendency of people to emphasize the positive over the negative when faced with a choice. The classic scenarios can be read at the Wikipedia link above and here.
Basically, this means that by phrasing a choice differently, you can guide people into making the choice you want them to. I’ve seen this used on the sales side of things, but I have to wonder whether it’s an intentional abuse of this tendency.
As I see it, this effect is useful to note in both offensive and defensive capacity. On the offensive side, if you’re needing someone to make a choice and you want them to take a risk, you emphasize the negative consequences, but if you want them to take a guaranteed path that may be incomplete, you emphasize the positive. For example, suppose you are pitching an idea to management. The idea has a 80% chance of success, but has a $10k cost. If you want them to accept your idea, you need to understand that the natural tendency would be to make the choice that preserves the certainty of saving $10k, rather than risking the 20% chance of failure. Thus, to be accepted, the proposal would need to either eliminate certainty altogether (perhaps tie the cost to averted loss offsets and phrase it as “between zero and $10k, depending on success”) or focus on the certainties of the results. Thus, if the 80% projected success rate can be broken down into one set of guaranteed successes and some that are maybe 40% likely, the proposal can focus on $10k for a guaranteed success with a bonus opportunity for further improvements.
On the defensive side, you should be aware that it is natural to think this way and that others will try to exploit your tendencies along these lines. Whenever you are presented with a choice (well, one that matters anyway) you should ask yourself whether it is phrased positively or negatively. Then, knowing that you have a tendency to preserve positive outcomes but take risks to avoid negatives ones, flip the phrasing around and see if the other choice makes sense. If you find that your choice flips with the phrasing, then this bias is in play and you need to think things through more carefully.