How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 300

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 with someone who is preoccupied or rushed.
Automobile dealers use the contrast principle. They wait until the final
price 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 two-hour 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 . . ." Now what? You don't want to seem
stingy or unfeeling, especially now that the solicitor has reminded you of
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