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will agree to have a trial run of the change; this must be done in good faith, however, with- out using it to sound out customers or citizens by telling them "We're just trying this thing out--what's your reaction?" Experience shows that polling in advance of desegregation brings " many more negative reactions than will actually occur if the change takes place. The negotiator also needs to describe the results of nat making concessions. He makes ~~ it clear that theee results (more demonstrations, etc.) will occur if a solution cannot be worked out, but he also makes clear his great reluctance to use them unless forced to do so. Experience shows that the negotiator is not usually effective if he is hostile and uses the sanctions as a threat to the opponent--"You give what we want or you'll got what's coming to you! '' The tone should be friendly and firm. If the opponent is using excuses like "This isn't the time to do it," 'We can't move to quickly in these matters," it is wise to get him on record officially in favor of fair play : practices in general. He will then have difficulty ' later evading this commitment. The negotiators should try to foresee all possible evasions which - the opponent might introduce, and anticipate them, using workshopa and socio-drama to brief the negotiating team. In this description of the four stages of direct action we have assumed that preliminary negotiations did take place and the authorities (official, employer, manager) refused to give in. There are two important reasons why preliminary negotiations should occur: 16 first they may solve the problem (some towns have agreed after witnessing nearby cities in the throes of direct action,}) Second, they provide a chance for direct actionists to meet the opponents and confront the reality of what and whom they are dealing with. 5. The economic situation. It is pretty clear that direct action is more effective when there are economic pressures such as boycott or strike available. However, even if no economic tactics are available, the civil rights worker need not be discouraged. Direct action campaigns have been effective without the economic angle, for example when the Quakers struggled for religious liberty in Puritan Massachussetts. Despite much brutality and some loss of life, the Puritans finally came around. 6. The constructive program. An activity which is useful for many direet aeviom campaigns is the "constructive program." The Freedom School is one kind, the work camp another. These programs are helpful because (a) they draw in help from people who would not engage in direct action tactics; (b) they develop organizational know-how and group spirit on the part of new people; (c) they provide a morale boost during a time when the direct action cam- paign may be suffering reverses; (d) they con- tradict one of the prejudices whites have about "lazy Negroes who don't help themselves"; (e) they get things done which need doing. Work camps can, for example, fix up the apartments of old people, clean up vacant lots for play- ground space and fix up buildings and church rooms to be used for recreational and meeting purposes. 17