A trick to try in spying comes from La Rochefoucauld, who wrote, "Sincerity is found in very few men, and is often the cleverest of ruses one is sincere in order to draw out the confidence and secrets of the other." By pretending to bare your heart to another person, in other words, you make them more likely to reveal their own secrets. Give them a false confession and they will give you a real one. Another trick was identified by the philosopher Arthur Schopenhauer, who suggested vehemently contradicting people you're in conversation with as a way of irritating them, stirring them up so that they lose some of the control over their words. In their emotional reaction they will reveal all kinds of truths about themselves, truths you can later use against them.
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Nevertheless, you should practice this tactic with caution and care. If people begin to suspect you are worming secrets out of them under the cover of conversation, they will strictly avoid you. Emphasize friendly chatter, not valuable information. Your search for gems of information cannot be too obvious, or your probing questions will reveal more about yourself and your intentions than about the information you hope to find.
During social gathering and innocuous encounters, pay attention. This is when people's guards are down. By suppressing your own personality, you can make them reveal things. The brilliance of the maneuver is that they will mistake your interest in them for friendship, so that you not only learn, you make allies.
Throughout Talleyrand's life, people said he was a superb conversationalist yet he actually said very little. He never talked about his own ideas; he got others to reveal theirs. He would organize friendly games of charades for foreign diplomats, social gatherings where, however, he would carefully weigh their words, cajole confidences out of them, and gather information invaluable to his work as France's foreign minister. At the Congress of Vienna (1814-1815) he did his spying in other ways: He would blurt out what seemed to be a secret (actually something he had made up), then watch his listeners' reactions. He might tell a gathering of diplomats, for instance, that a reliable source had revealed to him that the czar of Russia was planning to arrest his top general for treason. By watching the diplomats' reactions to this made-up story, he would know which ones were most excited by the weakening of the Russian army perhaps their governments had designs on Russia? As Baron von Stetten said, "Monsieur Talleyrand fires a pistol into the air to see who will jump out the window."
The French politician Talleyrand was one of the greatest practitioners of this art. He had an uncanny ability to worm secrets out of people in polite conversation. A contemporary of his, Baron de Vitrolles, wrote, "Wit and grace marked his conversation. He possessed the art of concealing his thoughts or his malice beneath a transparent veil of insinuations, words that imply something more than they express. Only when necessary did he inject his own personality." The key here is Talleyrand's ability to suppress himself in the conversation, to make others talk endlessly about themselves and inadvertently reveal their intentions and plans.
The most common way of spying is to use other people, as Duveen did. The method is simple, powerful, but risky: You will certainly gather information, but you have little control over the people who are doing the work. Perhaps they will ineptly reveal your spying, or even secretly turn against you. It is far better to be the spy yourself, to pose as a friend while secretly gathering information.
This is not as difficult as you might think. A friendly front will let you secretly gather information on friends and enemies alike. Let others consult the horoscope, or read tarot cards: You have more concrete means of seeing into the future.
Keys To Power
In the realm of power, your goal is a degree of control over future events. Part of the problem you face, then, is that people won't tell you all their thoughts, emotions, and plans. Controlling what they say, they often keep the most critical parts of their character hidden their weaknesses, ulterior motives, obsessions. The result is that you cannot predict their moves, and are constantly in the dark. The trick is to find a way to probe them, to find out their secrets and hidden intentions, without letting them know what you are up to.
Rulers see through spies, as cows through smell, Brahmins through scriptures and the rest of the people through their normal eyes.
Kautilya, Indian philosopher, third century B.C.
Such is the power of artful spying: It makes you seem all-powerful, clairvoyant. Your knowledge of your mark can also make you seem charming, so well can you anticipate his desires. No one sees the source of your power, and what they cannot see they cannot fight.
Mellon was the most spectacular of Duveen's catches, but he spied on many a millionaire. By secretly putting members of his clients' household staffs on his own payroll, he would gain constant access to valuable information about their masters' comings and goings, changes in taste, and other such tidbits of information that would put him a step ahead. A rival of Duveen's who wanted to make Henry Frick a clint noticed that whenever he visited this wealthy New Yorker, Duveen was there before him, as if he had a sixth sense. To other dealers Duveen seemed to be everywhere, and to know everything before they did. His powers discouraged and disheartened them, until many simply gave up going after the wealthy clients who could make a dealer rich.
Interpretation
A man as ambitious and competitive as Joseph Duveen left nothing to chance. What's the point of winging it, of just hoping you may be able to charm this or that client? It's like shooting ducks blindfolded. Arm yourself with a little knowledge and your aim improves.
Mellon was pleasantly surprised: This was not the Duveen he had expected. The man was charming and agreeable, and clearly had exquisite taste. When they returned to New York, Mellon visited Duveen's exclusive gallery and fell in love with the collection. Everything, surprisingly enough, seemed to be precisely the kind of work he wanted to collect. For the rest of his life he was Duveen's best and most generous client.
Duveen's valet hurriedly helped Duveen with his own overcoat. Seconds later, Duveen entered the life, and lo and behold, there was Mellon. "How do you do, Mr. Mellon?" said Duveen, introducing himself. "I am on my way to the National Gallery to look at some pictures." How uncanny that was precisely where Mellon was headed. And so Duveen was able to accompany his prey to the one location that would ensure his success. He knew Mellon's taste inside and out, and while the two men wandered through the museum, he dazzled the magnate with his knowledge. Once again quite uncannily, they seemed to have remarkably similar tastes.
In 1921 Mellon was visiting London, and staying in a palatial suite on the third floor of Claridge's Hotel. Duveen booked himself into the suite just below Mellon's, on the second floor. He had arranged for his valet to befriend Mellon's valet, and on the fateful day he had chosen to make his move, Mellon's valet told Duveen's valet, who told Duveen, that he had just helped Mellon on with his overcoat, and that the industrialist was making his way down the corridor to ring for the life.
Duveen's friends said this was an impossible dream. Mellon was a stiff, taciturn man. The stories he had heard about the congenial, talkative Duveen rubbed him the wrong way he had made it clear he had no desire to meet the man. Yet Duveen told his doubting friends, "Not only will Mellon buy from me but he will buy only from me." For several years he tracked his prey, learning the man's habits, tastes, phobias. To do this, he secretly put several of Mellon's staff on his own payroll, worming valuable information out of them. By the time he moved into action, he knew Mellon about as well as Mellon's wife did.
Pose As A Friend, Work As A Spy
Observance Of The Law
Joseph Duveen was undoubtedly the greatest art dealer of his time from 1904 to 1940 he almost single-handedly monopolized America's millionaire aire art-collecting market. But one prize plum eluded him: the industrialist Andrew Mellon. Before he died, Duveen was determined to make Mellon a client.
Do not be shy. Give them that opportunity. It's not as if you are conning them by asking for help it is really their pleasure to give, and to be seen giving. You must distinguish the differences among powerful people and figure out what makes them tick. When they ooze greed, do not appeal to their charity. When they want to look charitable and noble, do not appeal to their charity. When they want to look charitable and noble, do not appeal to their greed.
(b) The entire practice, or the entire area of practice, is sold to one or more lawyers or law firms;
