persuasion So, if you approach the funeral attendee with a happy, fun presentation, obviously their sentiments will not compare to yours, making tile approach totally inappropriate. You can also determine the best time to bring up your topic by assessing each individual situation. Should you ask close to the time you want someone to take action, or as far in advance as possible? The answer is, "the sooner the better." Make your request as far in advance of an event as possible. As the event approaches, and as the "realness" of what the prospects have to do sets in, the greater will be their anxiety and the less likely it will be for you to gain cooperation. If you need help with something right away, studies suggest that you should find someone who is not rushed or preoccupied with something else. The ability to gain cooperation from someone who is not under a time constraint goes up dramatically when compared th someone who is preoccupied or rushed. Automobile dealers use the contrast principle. They wait until the final Pnce for a new car has been negotiated before suggesting one option after another that might be added on. After committing to $15,000, what is an extra $200 for undercoating, an extended warranty, or a CD player? The trick is to bring up the extras independently of one another. After you've already decided to buy a $1,000 couch, what is $70 for fabric protection? Your prospects will always pay more for accessories or addons they buy after the purchase has been made. Airlines also contrast news to you one piece at a time. They will say there is a slight delay, but they add that they should be ready to go in a few minutes. Then a later announcement comes stating that while everything is fine, they don't want to take any chances, so they are going to replace the part. They come back on loudspeaker and say they are close to being finished and will announce when they are ready to go. The next announcement you hear is that they are waiting for final clearance and will be taking off shortly. These small announcements, in relation to each other, keep the passengers calmer and more peaceful than if the airline had just come right out and announced a twohour delay. We also see the contrast technique used at large amusement parks. If we hear ahead of time how long the lines are going to be, we won't stand in them. You look to see how long the lines are, then, finding them reasonable enough, you get in. After you think you are almost there, you see another section of ropes and people. This happens three more times until finally, two hours later, you are at the front of the line. Here is another charity example: Often when solicitors call for a donation, they begin by asking you how you are. Usually you reply, "Fine," or "Doing well," or something like that. After you have announced that your circumstances are favorable, the solicitor then proceeds to say, "I'm glad you're doing so well. I'm calling to see if you would make a donation to help the unfortunate victims of. persuasion