Around any position a listener holds sits a latitude of acceptance — the range they can live with — and beyond it a latitude of rejection. Land inside it and they move. Overshoot and you get a boomerang: they end up further from you than when you started. You have three speeches. Size each ask, deliver it, and watch the room move.
1 · Who is in the room
2 · The topic
3 · How long you have
4 · Size the ask
SMALLEST→BIGGEST
Where they stand, and where you are aiming
Latitude of acceptanceNoncommitmentRejection
Pearl. With a resistant audience, moving the room one notch is a win. Ask for the whole conversion and you frequently get the opposite — listeners defend the position you attacked and leave further away than they started.