mlevison, #Influence At Work - asking for something too far away from what someone already agrees with will harden their current position and not move them. Distance.
Berger uses a football field to describe opinions, with extreme views in the end zones + moderate in the center. Each person has a 'Zone of Acceptance' around their opinion; opinions beyond this enter the 'Region of Rejection.' Presenting an idea far from someone's current stance reinforces their existing view.
The Catalyst - Jonah Berger
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