#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.
