Leaning over to the industrialist, Lustig explained, in a low whisper, how low his salary was, how difficult his finances were, on and on. After a few minutes of this, the industrialist realized that Lustig was asking for a bribe. For the first time he relaxed. Now he knew he could trust Lustig: Since all government officials were dishonest, Lustig had to be real. The man forked over the money. By acting dishonest, Lustig seemed the real McCoy. In this case selective honesty would have had the opposite effect.
Count Lustig, pulling the biggest con of his career, was about to sell the Eiffel Tower to an unsuspecting industrialist who believed the government was auctioning it off for scrap metal. The industrialist was prepared to hand over a huge sum of money to Lustig, who had successfully impersonated a government official. At the last minute, however, the mark was suspicious. Something about Lustig bothered him. At the meeting in which he was to hand over the money, Lustig sensed his sudden distrust.
Reversal
When you have a history of deceit behind you, no amount of honesty, generosity, or kindness will fool people. In fact it will only call attention to itself. Once people have come to see you as deceitful, to act honest all of a sudden is simply suspicious. In these cases it is better to play the rogue.
Authority: When Duke Hsien of Chin was about to raid Yu, he presented to them a jade and a team of horses. When Earl Chih was about to raid Ch'ou-yu, he presented to them grand chariots. Hence the saying: "When you are about to take, you should give." (Han-fei-tzu, Chinese philosopher, third century B.C.)
Remember: By playing on people's emotions, calculated acts of kindness can turn a Capone into a gullible child. As with any emotional approach, the tactic must be practiced with caution: If people see through it, their disappointed feelings of gratitude and warmth will become the most violent hatred and distrust. Unless you can make the gesture seem sincere and heartfelt, do not play with fire.
Camillus did not take the children hostage. He stripped the teacher, tied his hands behind his back, gave each child a rod, and let them whip him all the way back to the city. The gesture had an immediate effect on the Faliscans. Had Camillus used the children as hostages, some in the city would have voted to surrender. And even if the Faliscans had gone on fighting, their resistance would have been halfhearted. Camillus's refusal to take advantage of the situation broke down the Faliscans' resistance, and they surrendered. The general had calculated correctly. And in any case he had had nothing to lose: He knew that the hostage ploy would not have ended the war, at least not right away. By turning the situation around, he earned his enemy's trust and respect, disarming them. Selective kindness will often break down even the most stubborn foe: Aiming right for the heart, it corrodes the will to fight back.
Selective kindness should also be part of your arsenal of deception. For years the ancient Romans had besieged the city of the Faliscans, always unsuccessfully. One day, however, when the Roman general Camillus was encamped outside the city, he suddenly saw a man leading some children toward him. The man was a Faliscan teacher, and the children, it turned out, were the sons and daughters of the noblest and wealthiest citizens of the town. On the pretense of taking these children out for a walk, he had led them straight to the Romans, offering them as hostages in hopes of ingratiating himself with Camillus, the city's enemy.
Image: The Trojan Horse. Your guile is hidden inside a magnificent gift that proves irresistible to your opponent. The walls open. Once inside, wreak havoc.
"Stop battering away at these walls!" he told them. "You must find some other way, some ruse. We cannot take Troy by force alone. We must find some cunning stratagem." The cunning Greek leader Odysseus then came up with the idea of building a giant wooden horse, hiding soldiers inside it, then offering it to the Trojans as a gift. Neoptolemus, son of Achilles, was disgusted with this idea; it was unmanly. Better for thousands to die on the battlefield than to gain victory so deceitfully. But the soldiers, faced with a choice between another ten years of manliness, honor, and death, on the one hand and a quick victory on the other, chose the horse, which was promptly built. The trick was successful and Troy fell.
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Over three thousand years ago the ancient Greeks traveled across the sea to recapture the beautiful Helen, stolen away from them by Paris, and to destroy Paris's city, Troy. The siege lasted ten years, many heroes died, yet neither side had come close to victory. One day, the prophet Calchas assembled the Greeks.
You did this to me. You told Coach Sylvester about my summer surgery! You have a surgery when you get your appendix out. You got a [redacted] job. Yup, sure did. You can't hit me. Oh, sure I can, unless you got yourself knocked up again, [redacted]. Stop the violence. Hey, hey, hey! What is this? What happened to us being a family? Hey! Oh, please. She has a family. She's a mother. Walk away! And tighten up your pony before you get to class!
Honesty is one of the best ways to disarm the wary, but it is not the only one. Any kind of noble, apparently selfless act will serve. Perhaps the best such act, though, is one of generosity. Few people can resist a gift, even from the most hardened enemy, which is why it is often the perfect way to disarm people. A gift brings out the child in us, instantly lowering our defenses. Although we often view other people's actions in the most cynical light, we rarely see the Machiavellian element of a gift, which quite often hides ulterior motives. A gift is the perfect object in which to hide a deceptive move.
In ancient China, Duke Wu of Cheng decided it was time to take over the increasingly powerful kingdom of Hu. Telling no one of his plan, he married his daughter to Hu's ruler. He then called a council and asked his ministers, "I am considering a military campaign. Which country should we invade?" As he had expected, one of his ministers replied, "Hu should be invaded." The duke seemed angry, and said, "Hu is a sister state now. Why do you suggest invading her?" He had the minister executed for his impolitic remark. The ruler of Hu heard about this, and considering other tokens of Wu's honesty and the marriage with his daughter, he took no precautions to defend himself from Cheng. A few weeks later, Cheng forces swept through Hu and took the country, never to relinquish it.
A single act of honesty is often not enough. What is required is a reputation for honesty, built on a series of acts but these can be quite inconsequential. Once this reputation is established, as with first impressions, it is hard to shake.
Upon investigation, Gould found out that Gordon-Gordon's real name was John Crownings field, and that he was the bastard son of a merchant seaman and a London barmaid. There had been many clues before then that Gordon-Gordon was a con man, but his initial act of honesty and support had so blinded Gould that it took the loss millions for him to see through the scheme.
By hiring some handwriting experts "Gordon-Gordon was able to prove to Gould that the culprits for the phony stock certificates were actually several top executives with the Erie Railroad itself. Gould was grateful. Gordon-Gordon then proposed that he and Gould agreed. For a while the venture appeared to prosper. The two men were now good friends, and every time Gordon-Gordon came to Gould asking for money to buy more stock, Gould gave it to him. In 1873, however, Gordon-Gordon suddenly dumped all of his stock, making a fortune but drastically lowering the value of Gould's own holdings. Then he disappeared from sight.
From closest are: Earth, Mars, Saturn, Neptune. mnemonic device: Very Served.
From closest are: Eatrth, Mars, Saturn, Neptune. mnemonic device: Very Served.
