{"text": "### Book:Robert Greene"}
{"text": "### Book:Joost ElffersPREFACE"}
{"text": "### Book:The feeling of having no power over people and events is generally"}
{"text": "### Book:unbearable to us\u2014when we feel helpless we feel miserable. No one"}
{"text": "### Book:wants less power; everyone wants more. In the world today, however, it"}
{"text": "### Book:is dangerous to seem too power hungry, to be overt with your power"}
{"text": "### Book:moves. We have to seem fair and decent. So we need to be subtle\u2014"}
{"text": "### Book:congenial yet cunning, democratic yet devious."}
{"text": "### Book:This game of constant duplicity most resembles the power dynamic"}
{"text": "### Book:that existed in the scheming world of the old aristocratic court."}
{"text": "### Book:Throughout history, a court has always formed itself around the person in"}
{"text": "### Book:power\u2014king, queen, emperor, leader. The courtiers who filled this court"}
{"text": "### Book:were in an especially delicate position: They had to serve their masters,"}
{"text": "### Book:but if they seemed to fawn, if they curried favor too obviously, the other"}
{"text": "### Book:courtiers around them would notice and would act against them."}
{"text": "### Book:Attempts to win the master\u2019s favor, then, had to be subtle. And even"}
{"text": "### Book:skilled courtiers capable of such subtlety still had to protect themselves"}
{"text": "### Book:from their fellow courtiers, who at all moments were scheming to push"}
{"text": "### Book:them aside."}
{"text": "### Book:Meanwhile the court was supposed to represent the height of"}
{"text": "### Book:civilization and refinement. Violent or overt power moves were frowned"}
{"text": "### Book:upon; courtiers would work silently and secretly against any among them"}
{"text": "### Book:who used force. This was the courtier\u2019s dilemma: While appearing the"}
{"text": "### Book:very paragon of elegance, they had to outwit and thwart their own"}
{"text": "### Book:opponents in the subtlest of ways. The successful courtier learned over"}
{"text": "### Book:time to make all of his moves indirect; if he stabbed an opponent in the"}
{"text": "### Book:back, it was with a velvet glove on his hand and the sweetest of smiles"}
{"text": "### Book:on his face. Instead of using coercion or outright treachery, the perfect"}
{"text": "### Book:courtier got his way through seduction, charm, deception, and subtle"}
{"text": "### Book:strategy, always planning several moves ahead. Life in the court was a"}
{"text": "### Book:never-ending game that required constant vigilance and tactical thinking."}
{"text": "### Book:It was civilized war."}
{"text": "### Book:Today we face a peculiarly similar paradox to that of the courtier:"}
{"text": "### Book:Everything must appear civilized, decent, democratic, and fair. But if we"}
{"text": "### Book:play by those rules too strictly, if we take them too literally, we are"}
{"text": "### Book:crushed by those around us who are not so foolish. As the great"}
{"text": "### Book:Renaissance diplomat and courtier Niccol\u00f2 Machiavelli wrote, \u201cAnyman who tries to be good all the time is bound to come to ruin among the"}
{"text": "### Book:great number who are not good.\u201d The court imagined itself the pinnacle"}
{"text": "### Book:of refinement, but underneath its glittering surface a cauldron of dark"}
{"text": "### Book:emotions\u2014greed, envy, lust, hatred\u2014boiled and simmered. Our world"}
{"text": "### Book:today similarly imagines itself the pinnacle of fairness, yet the same ugly"}
{"text": "### Book:emotions still stir within us, as they have forever. The game is the same."}
{"text": "### Book:Outwardly, you must seem to respect the niceties, but inwardly, unless"}
{"text": "### Book:you are a fool, you learn quickly to be prudent, and to do as Napoleon"}
{"text": "### Book:advised: Place your iron hand inside a velvet glove. If, like the courtier"}
{"text": "### Book:of times gone by, you can master the arts of indirection, learning to"}
{"text": "### Book:seduce, charm, deceive, and subtly outmaneuver your opponents, you"}
{"text": "### Book:will attain the heights of power. You will be able to make people bend to"}
{"text": "### Book:your will without their realizing what you have done. And if they do not"}
{"text": "### Book:realize what you have done, they will neither resent nor resist you."}
{"text": "### Book:Courts are, unquestionably, the seats of politeness and good breeding;"}
{"text": "### Book:were they not so, they would be the seats of slaughter and desolation."}
{"text": "### Book:Those who now smile upon and embrace, would affront and stab, each"}
{"text": "### Book:other, if manners did not interpose\u2026."}
{"text": "### Book:LORD CHESTERFIELD, 1694-1773"}
{"text": "### Book:To some people the notion of consciously playing power games\u2014no"}
{"text": "### Book:matter how indirect\u2014seems evil, asocial, a relic of the past. They believe"}
{"text": "### Book:they can opt out of the game by behaving in ways that have nothing to do"}
{"text": "### Book:with power. You must beware of such people, for while they express"}
{"text": "### Book:such opinions outwardly, they are often among the most adept players at"}
{"text": "### Book:power. They utilize strategies that cleverly disguise the nature of the"}
{"text": "### Book:manipulation involved. These types, for example, will often display their"}
{"text": "### Book:weakness and lack of power as a kind of moral virtue. But true"}
{"text": "### Book:powerlessness, without any motive of self-interest, would not publicize"}
{"text": "### Book:its weakness to gain sympathy or respect. Making a show of one\u2019s"}
{"text": "### Book:weakness is actually a very effective strategy, subtle and deceptive, in the"}
{"text": "### Book:game of power (see Law 22, the Surrender Tactic)."}
{"text": "### Book:There is nothing very odd about lambs disliking birds of prey, but this is"}
{"text": "### Book:no reason for holding it against large birds of prey that they carry off"}
{"text": "### Book:lambs. And when the lambs whisper among themselves, \u201cThese birds"}
{"text": "### Book:ofprey are evil, and does this not give us a right to say that whatever is"}
{"text": "### Book:the opposite of a bird of prey must be good?\u201d there is nothing"}
{"text": "### Book:intrinsically wrong with such an argument\u2014though the birds of prey will"}
{"text": "### Book:look somewhat quizzically and say, \u201cWe have nothing against these good"}
{"text": "### Book:lambs; in fact, we love them; nothing tastes better than a tender lamb.\u201dFRIEDRICH NIETZSCHE, 1844-1900"}
{"text": "### Book:Another strategy of the supposed nonplayer is to demand equality in"}
{"text": "### Book:every area of life. Everyone must be treated alike, whatever their status"}
{"text": "### Book:and strength. But if, to avoid the taint of power, you attempt to treat"}
{"text": "### Book:everyone equally and fairly, you will confront the problem that some"}
{"text": "### Book:people do certain things better than others. Treating everyone equally"}
{"text": "### Book:means ignoring their differences, elevating the less skillful and"}
{"text": "### Book:suppressing those who excel. Again, many of those who behave this way"}
{"text": "### Book:are actually deploying another power strategy, redistributing people\u2019s"}
{"text": "### Book:rewards in a way that they determine."}
{"text": "### Book:Yet another way of avoiding the game would be perfect honesty and"}
{"text": "### Book:straightforwardness, since one of the main techniques of those who seek"}
{"text": "### Book:power is deceit and secrecy. But being perfectly honest will inevitably"}
{"text": "### Book:hurt and insult a great many people, some of whom will choose to injure"}
{"text": "### Book:you in return. No one will see your honest statement as completely"}
{"text": "### Book:objective and free of some personal motivation. And they will be right:"}
{"text": "### Book:In truth, the use of honesty is indeed a power strategy, intended to"}
{"text": "### Book:convince people of one\u2019s noble, good-hearted, selfless character. It is a"}
{"text": "### Book:form of persuasion, even a subtle form of coercion."}
{"text": "### Book:Finally, those who claim to be nonplayers may affect an air of na\u00efvet\u00e9,"}
{"text": "### Book:to protect them from the accusation that they are after power. Beware"}
{"text": "### Book:again, however, for the appearance of naivete can be an effective means"}
{"text": "### Book:of deceit (see Law 21, Seem Dumber Than Your Mark). And even"}
{"text": "### Book:genuine naivete is not free of the snares of power. Children may be naive"}
{"text": "### Book:in many ways, but they often act from an elemental need to gain control"}
{"text": "### Book:over those around them. Children suffer greatly from feeling powerless"}
{"text": "### Book:in the adult world, and they use any means available to get their way."}
{"text": "### Book:Genuinely innocent people may still be playing for power, and are often"}
{"text": "### Book:horribly effective at the game, since they are not hindered by reflection."}
{"text": "### Book:Once again, those who make a show or display of innocence are the least"}
{"text": "### Book:innocent of all."}
{"text": "### Book:The only means to gain one\u2019s ends with people are force and cunning."}
{"text": "### Book:Love also. they say; but that is to wait for sunshine, and life needs every"}
{"text": "### Book:moment."}
{"text": "### Book:JOHANN VON GOEIHE, 1749-1832"}
{"text": "### Book:You can recognize these supposed nonplayers by the way they flaunt"}
{"text": "### Book:their moral qualities, their piety, their exquisite sense of justice. But since"}
{"text": "### Book:all of us hunger for power, and almost all of our actions are aimed at"}
{"text": "### Book:gaining it, the nonplayers are merely throwing dust in our eyes,distracting us from their power plays with their air of moral superiority."}
{"text": "### Book:If you observe them closely, you will see in fact that they are often the"}
{"text": "### Book:ones most skillful at indirect manipulation, even if some of them practice"}
{"text": "### Book:it unconsciously. And they greatly resent any publicizing of the tactics"}
{"text": "### Book:they use every day."}
{"text": "### Book:The arrow shot by the archer may or may not kill a single person. But"}
{"text": "### Book:stratagems devised by a wise man can kill even babes in the womb."}
{"text": "### Book:KAUTILYA, INDIAN PHILOSOPHER, THIRD CENTURY B.C."}
{"text": "### Book:If the world is like a giant scheming court and we are trapped inside it,"}
{"text": "### Book:there is no use in trying to opt out of the game. That will only render you"}
{"text": "### Book:powerless, and powerlessness will make you miserable. Instead of"}
{"text": "### Book:struggling against the inevitable, instead of arguing and whining and"}
{"text": "### Book:feeling guilty, it is far better to excel at power. In fact, the better you are"}
{"text": "### Book:at dealing with power, the better friend, lover, husband, wife, and person"}
{"text": "### Book:you become. By following the route of the perfect courtier (see Law 24)"}
{"text": "### Book:you learn to make others feel better about themselves, becoming a source"}
{"text": "### Book:of pleasure to them. They will grow dependent on your abilities and"}
{"text": "### Book:desirous of your presence. By mastering the 48 laws in this book, you"}
{"text": "### Book:spare others the pain that comes from bungling with power\u2014by playing"}
{"text": "### Book:with fire without knowing its properties. If the game of power is"}
{"text": "### Book:inescapable, better to be an artist than a denier or a bungler."}
{"text": "### Book:Learning the game of power requires a certain way of looking at the"}
{"text": "### Book:world, a shifting of perspective. It takes effort and years of practice, for"}
{"text": "### Book:much of the game may not come naturally. Certain basic skills are"}
{"text": "### Book:required, and once you master these skills you will be able to apply the"}
{"text": "### Book:laws of power more easily."}
{"text": "### Book:The most important of these skills, and power\u2019s crucial foundation, is"}
{"text": "### Book:the ability to master your emotions. An emotional response to a situation"}
{"text": "### Book:is the single greatest barrier to power, a mistake that will cost you a lot"}
{"text": "### Book:more than any temporary satisfaction you might gain by expressing your"}
{"text": "### Book:feelings. Emotions cloud reason, and if you cannot see the situation"}
{"text": "### Book:clearly, you cannot prepare for and respond to it with any degree of"}
{"text": "### Book:control."}
{"text": "### Book:Anger is the most destructive of emotional responses, for it clouds"}
{"text": "### Book:your vision the most. It also has a ripple effect that invariably makes"}
{"text": "### Book:situations less controllable and heightens your enemy\u2019s resolve. If you"}
{"text": "### Book:are trying to destroy an enemy who has hurt you, far better to keep him"}
{"text": "### Book:off-guard by feigning friendliness than showing your anger.Love and affection are also potentially destructive, in that they blind"}
{"text": "### Book:you to the often self-serving interests of those whom you least suspect of"}
{"text": "### Book:playing a power game. You cannot repress anger or love, or avoid feeling"}
{"text": "### Book:them, and you should not try. But you should be careful about how you"}
{"text": "### Book:express them, and most important, they should never influence your"}
{"text": "### Book:plans and strategies in any way."}
{"text": "### Book:Related to mastering your emotions is the ability to distance yourself"}
{"text": "### Book:from the present moment and think objectively about the past and future."}
{"text": "### Book:Like Janus, the double-faced Roman deity and guardian of all gates and"}
{"text": "### Book:doorways, you must be able to look in both directions at once, the better"}
{"text": "### Book:to handle danger from wherever it comes. Such is the face you must"}
{"text": "### Book:create for yourself-one face looking continuously to the future and the"}
{"text": "### Book:other to the past."}
{"text": "### Book:I thought to myself with what means, with what deceptions, with how"}
{"text": "### Book:many varied arts, with what industry a man sharpens his wits to deceive"}
{"text": "### Book:another, and through these variations the world is made more beautiful."}
{"text": "### Book:FRANCESCO VETTORI, CONTEMPORARY AND FRIEND OF"}
{"text": "### Book:MACHIAVELLI, EARLY SIXTEENTH CENTURY"}
{"text": "### Book:For the future, the motto is, \u201cNo days unalert.\u201d Nothing should catch"}
{"text": "### Book:you by surprise because you are constantly imagining problems before"}
{"text": "### Book:they arise. Instead of spending your time dreaming of your plan\u2019s happy"}
{"text": "### Book:ending, you must work on calculating every possible permutation and"}
{"text": "### Book:pitfall that might emerge in it. The further you see, the more steps ahead"}
{"text": "### Book:you plan, the more powerful you become."}
{"text": "### Book:The other face of Janus looks constantly to the past\u2014though not to"}
{"text": "### Book:remember past hurts or bear grudges. That would only curb your power."}
{"text": "### Book:Half of the game is learning how to forget those events in the past that"}
{"text": "### Book:eat away at you and cloud your reason. The real purpose of the"}
{"text": "### Book:backward-glancing eye is to educate yourself constantly\u2014you look at"}
{"text": "### Book:the past to learn from those who came before you. (The many historical"}
{"text": "### Book:examples in this book will greatly help that process.) Then, having"}
{"text": "### Book:looked to the past, you look closer at hand, to your own actions and those"}
{"text": "### Book:of your friends. This is the most vital school you can learn from, because"}
{"text": "### Book:it comes from personal experience."}
{"text": "### Book:There are no principles; there are only events. There is no good and bad,"}
{"text": "### Book:there are only circumstances. The superior man espouses events and"}
{"text": "### Book:circumstances in order to guide them. If there were principles and fixed"}
{"text": "### Book:laws, nations would not change them as we change our shirts and a man"}
{"text": "### Book:can not be expected to be wiser than an entire nation.HONOR\u00c9 DE BALZAC, 1799-1850"}
{"text": "### Book:You begin by examining the mistakes you have made in the past, the"}
{"text": "### Book:ones that have most grievously held you back. You analyze them in"}
{"text": "### Book:terms of the 48 laws of power, and you extract from them a lesson and an"}
{"text": "### Book:oath: \u201cI shall never repeat such a mistake; I shall never fall into such a"}
{"text": "### Book:trap again.\u201d If you can evaluate and observe yourself in this way, you can"}
{"text": "### Book:learn to break the patterns of the past\u2014an immensely valuable skill."}
{"text": "### Book:Power requires the ability to play with appearances. To this end you"}
{"text": "### Book:must learn to wear many masks and keep a bag full of deceptive tricks."}
{"text": "### Book:Deception and masquerade should not be seen as ugly or immoral. All"}
{"text": "### Book:human interaction requires deception on many levels, and in some ways"}
{"text": "### Book:what separates humans from animals is our ability to lie and deceive. In"}
{"text": "### Book:Greek myths, in India\u2019s Mahabharata cycle, in the Middle Eastern epic of"}
{"text": "### Book:Gilga mesh, it is the privilege of the gods to use deceptive arts; a great"}
{"text": "### Book:man, Odysseus for instance, was judged by his ability to rival the"}
{"text": "### Book:craftiness of the gods, stealing some of their divine power by matching"}
{"text": "### Book:them in wits and deception. Deception is a developed art of civilization"}
{"text": "### Book:and the most potent weapon in the game of power."}
{"text": "### Book:You cannot succeed at deception unless you take a somewhat"}
{"text": "### Book:distanced approach to yourself\u2014unless you can be many different"}
{"text": "### Book:people, wearing the mask that the day and the moment require. With"}
{"text": "### Book:such a flexible approach to all appearances, including your own, you lose"}
{"text": "### Book:a lot of the inward heaviness that holds people down. Make your face as"}
{"text": "### Book:malleable as the actor\u2019s, work to conceal your intentions from others,"}
{"text": "### Book:practice luring people into traps. Playing with appearances and mastering"}
{"text": "### Book:arts of deception are among the aesthetic pleasures of life. They are also"}
{"text": "### Book:key components in the acquisition of power."}
{"text": "### Book:If deception is the most potent weapon in your arsenal, then patience"}
{"text": "### Book:in all things is your crucial shield. Patience will protect you from making"}
{"text": "### Book:moronic blunders. Like mastering your emotions, patience is a skill\u2014it"}
{"text": "### Book:does not come naturally. But nothing about power is natural; power is"}
{"text": "### Book:more godlike than anything in the natural world. And patience is the"}
{"text": "### Book:supreme virtue of the gods, who have nothing but time. Everything good"}
{"text": "### Book:will happen\u2014the grass will grow again, if you give it time and see"}
{"text": "### Book:several steps into the future. Impatience, on the other hand, only makes"}
{"text": "### Book:you look weak. It is a principal impediment to power."}
{"text": "### Book:Power is essentially amoral and one of the most important skills to"}
{"text": "### Book:acquire is the ability to see circumstances rather than good or evil. Power"}
{"text": "### Book:is a game\u2014this cannot be repeated too often\u2014and in games you do not"}
{"text": "### Book:judge your opponents by their intentions but by the effect of theiractions. You measure their strategy and their power by what you can see"}
{"text": "### Book:and feel. How often are someone\u2019s intentions made the issue only to"}
{"text": "### Book:cloud and deceive! What does it matter if another player, your friend or"}
{"text": "### Book:rival, intended good things and had only your interests at heart, if the"}
{"text": "### Book:effects of his action lead to so much ruin and confusion? It is only"}
{"text": "### Book:natural for people to cover up their actions with all kinds of"}
{"text": "### Book:justifications, always assuming that they have acted out of goodness."}
{"text": "### Book:You must learn to inwardly laugh each time you hear this and never get"}
{"text": "### Book:caught up in gauging someone\u2019s intentions and actions through a set of"}
{"text": "### Book:moral judgments that are really an excuse for the accumulation of power."}
{"text": "### Book:It is a game. Your opponent sits opposite you. Both of you behave as"}
{"text": "### Book:gentlemen or ladies, observing the rules of the game and taking nothing"}
{"text": "### Book:personally. You play with a strategy and you observe your opponent\u2019s"}
{"text": "### Book:moves with as much calmness as you can muster. In the end, you will"}
{"text": "### Book:appreciate the politeness of those you are playing with more than their"}
{"text": "### Book:good and sweet intentions. Train your eye to follow the results of their"}
{"text": "### Book:moves, the outward circumstances, and do not be distracted by anything"}
{"text": "### Book:else."}
{"text": "### Book:Half of your mastery of power comes from what you do not do, what"}
{"text": "### Book:you do not allow yourself to get dragged into. For this skill you must"}
{"text": "### Book:learn to judge all things by what they cost you. As Nietzsche wrote, \u201cThe"}
{"text": "### Book:value of a thing sometimes lies not in what one attains with it, but in"}
{"text": "### Book:what one pays for it\u2014what it costs us.\u201d Perhaps you will attain your"}
{"text": "### Book:goal, and a worthy goal at that, but at what price? Apply this standard to"}
{"text": "### Book:everything, including whether to collaborate with other people or come"}
{"text": "### Book:to their aid. In the end, life is short, opportunities are few, and you have"}
{"text": "### Book:only so much energy to draw on. And in this sense time is as important a"}
{"text": "### Book:consideration as any other. Never waste valuable time, or mental peace"}
{"text": "### Book:of mind, on the affairs of others\u2014that is too high a price to pay."}
{"text": "### Book:Power is a social game. To learn and master it, you must develop the"}
{"text": "### Book:ability to study and understand people. As the great seventeenth-century"}
{"text": "### Book:thinker and courtier Baltasar Graci\u00e1n wrote: \u201cMany people spend time"}
{"text": "### Book:studying the properties of animals or herbs; how much more important it"}
{"text": "### Book:would be to study those of people, with whom we must live or die!\u201d To"}
{"text": "### Book:be a master player you must also be a master psychologist. You must"}
{"text": "### Book:recognize motivations and see through the cloud of dust with which"}
{"text": "### Book:people surround their actions. An understanding of people\u2019s hidden"}
{"text": "### Book:motives is the single greatest piece of knowledge you can have in"}
{"text": "### Book:acquiring power. It opens up endless possibilities of deception,"}
{"text": "### Book:seduction, and manipulation.People are of infinite complexity and you can spend a lifetime"}
{"text": "### Book:watching them without ever fully understanding them. So it is all the"}
{"text": "### Book:more important, then, to begin your education now. In doing so you must"}
{"text": "### Book:also keep one principle in mind: Never discriminate as to whom you"}
{"text": "### Book:study and whom you trust. Never trust anyone completely and study"}
{"text": "### Book:everyone, including friends and loved ones."}
{"text": "### Book:Finally, you must learn always to take the indirect route to power."}
{"text": "### Book:Disguise your cunning. Like a billiard ball that caroms several times"}
{"text": "### Book:before it hits its target, your moves must be planned and developed in the"}
{"text": "### Book:least obvious way. By training yourself to be indirect, you can thrive in"}
{"text": "### Book:the modern court, appearing the paragon of decency while being the"}
{"text": "### Book:consummate manipulator."}
{"text": "### Book:Consider The 48 Laws of Power a kind of handbook on the arts of"}
{"text": "### Book:indirection. The laws are based on the writings of men and women who"}
{"text": "### Book:have studied and mastered the game of power. These writings span a"}
{"text": "### Book:period of more than three thousand years and were created in"}
{"text": "### Book:civilizations as disparate as ancient China and Renaissance Italy; yet they"}
{"text": "### Book:share common threads and themes, together hinting at an essence of"}
{"text": "### Book:power that has yet to be fully articulated. The 48 laws of power are the"}
{"text": "### Book:distillation of this accumulated wisdom, gathered from the writings of"}
{"text": "### Book:the most illustrious strategists (Sun-tzu, Clausewitz), statesmen"}
{"text": "### Book:(Bismarck, Talleyrand), courtiers (Castiglione, Graci\u00e1n), seducers"}
{"text": "### Book:(Ninon de Lenclos, Casanova), and con artists (\u201cYellow Kid\u201d Weil) in"}
{"text": "### Book:history."}
{"text": "### Book:The laws have a simple premise: Certain actions almost always"}
{"text": "### Book:increase one\u2019s power (the observance of the law), while others decrease"}
{"text": "### Book:it and even ruin us (the transgression of the law). These transgressions"}
{"text": "### Book:and observances are illustrated by historical examples. The laws are"}
{"text": "### Book:timeless and definitive."}
{"text": "### Book:The 48 Laws of Power can be used in several ways. By reading the"}
{"text": "### Book:book straight through you can learn about power in general. Although"}
{"text": "### Book:several of the laws may seem not to pertain directly to your life, in time"}
{"text": "### Book:you will probably find that all of them have some application, and that in"}
{"text": "### Book:fact they are interrelated. By getting an overview of the entire subject"}
{"text": "### Book:you will best be able to evaluate your own past actions and gain a greater"}
{"text": "### Book:degree of control over your immediate affairs. A thorough reading of the"}
{"text": "### Book:book will inspire thinking and reevaluation long after you finish it."}
{"text": "### Book:The book has also been designed for browsing and for examining the"}
{"text": "### Book:law that seems at that particular moment most pertinent to you. Say youare experiencing problems with a superior and cannot understand why"}
{"text": "### Book:your efforts have not lead to more gratitude or a promotion. Several laws"}
{"text": "### Book:specifically address the master-underling relationship, and you are"}
{"text": "### Book:almost certainly transgressing one of them. By browsing the initial"}
{"text": "### Book:paragraphs for the 48 laws in the table of contents, you can identify the"}
{"text": "### Book:pertinent law."}
{"text": "### Book:Finally, the book can be browsed through and picked apart for"}
{"text": "### Book:entertainment, for an enjoyable ride through the foibles and great deeds"}
{"text": "### Book:of our predecessors in power. A warning, however, to those who use the"}
{"text": "### Book:book for this purpose: It might be better to turn back. Power is endlessly"}
{"text": "### Book:seductive and deceptive in its own way. It is a labyrinth\u2014your mind"}
{"text": "### Book:becomes consumed with solving its infinite problems, and you soon"}
{"text": "### Book:realize how pleasantly lost you have become. In other words, it becomes"}
{"text": "### Book:most amusing by taking it seriously. Do not be frivolous with such a"}
{"text": "### Book:critical matter. The gods of power frown on the frivolous; they give"}
{"text": "### Book:ultimate satisfaction only to those who study and reflect, and punish"}
{"text": "### Book:those who skim the surfaces looking for a good time."}
{"text": "### Book:Any man who tries to be good all the time is bound to come to ruin"}
{"text": "### Book:among the great number who are not good. Hence a prince who wants to"}
{"text": "### Book:keep his authority must learn how not to be good, and use that"}
{"text": "### Book:knowledge, or refrain from using it, as necessity requires."}
{"text": "### Book:THE PRINCE, Niccol\u00f2 Machiavelli, 1469-1527LAW 1"}
{"text": "### Book:NEVER OUTSHINE THE MASTER"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Always make those above you feel comfortably superior. In your desire"}
{"text": "### Book:to please and impress them, do not go too far in displaying your talents"}
{"text": "### Book:or you might accomplish the opposite\u2014inspire fear and insecurity. Make"}
{"text": "### Book:your masters appear more brilliant than they are and you will attain the"}
{"text": "### Book:heights of power."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:Nicolas Fouquet, Louis XIV\u2019s finance minister in the first years of his"}
{"text": "### Book:reign, was a generous man who loved lavish parties, pretty women, and"}
{"text": "### Book:poetry. He also loved money, for he led an extravagant lifestyle. Fouquet"}
{"text": "### Book:was clever and very much indispensable to the king, so when the prime"}
{"text": "### Book:minister, Jules Mazarin, died, in 1661, the finance minister expected to"}
{"text": "### Book:be named the successor. Instead, the king decided to abolish the position."}
{"text": "### Book:This and other signs made Fouquet suspect that he was falling out of"}
{"text": "### Book:favor, and so he decided to ingratiate himself with the king by staging"}
{"text": "### Book:the most spectacular party the world had ever seen. The party\u2019s"}
{"text": "### Book:ostensible purpose would be to commemorate the completion of"}
{"text": "### Book:Fouquet\u2019s ch\u00e2teau, Vaux-le-Vicomte, but its real function was to pay"}
{"text": "### Book:tribute to the king, the guest of honor."}
{"text": "### Book:The most brilliant nobility of Europe and some of the greatest minds"}
{"text": "### Book:of the time\u2014La Fontaine, La Rochefoucauld, Madame de S\u00e9vign\u00e9"}
{"text": "### Book:attended the party. Moli\u00e8re wrote a play for the occasion, in which he"}
{"text": "### Book:himself was to perform at the evening\u2019s conclusion. The party began"}
{"text": "### Book:with a lavish seven-course dinner, featuring foods from the Orient never"}
{"text": "### Book:before tasted in France, as well as new dishes created especially for thenight. The meal was accompanied with music commissioned by Fouquet"}
{"text": "### Book:to honor the king."}
{"text": "### Book:After dinner there was a promenade through the ch\u00e2teau\u2019s gardens."}
{"text": "### Book:The grounds and fountains of Vaux-le-Vicomte were to be the inspiration"}
{"text": "### Book:for Versailles."}
{"text": "### Book:Fouquet personally accompanied the young king through the"}
{"text": "### Book:geometrically aligned arrangements of shrubbery and flower beds."}
{"text": "### Book:Arriving at the gardens\u2019 canals, they witnessed a fireworks display,"}
{"text": "### Book:which was followed by the performance of Moli\u00e8re\u2019s play. The party ran"}
{"text": "### Book:well into the night and everyone agreed it was the most amazing affair"}
{"text": "### Book:they had ever attended."}
{"text": "### Book:The next day, Fouquet was arrested by the king\u2019s head musketeer,"}
{"text": "### Book:D\u2019Artagnan. Three months later he went on trial for stealing from the"}
{"text": "### Book:country\u2019s treasury. (Actually, most of the stealing he was accused of he"}
{"text": "### Book:had done on the king\u2019s behalf and with the king\u2019s permission.) Fouquet"}
{"text": "### Book:was found guilty and sent to the most isolated prison in France, high in"}
{"text": "### Book:the Pyrenees Mountains, where he spent the last twenty years of his life"}
{"text": "### Book:in solitary confinement."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Louis XIV, the Sun King, was a proud and arrogant man who wanted to"}
{"text": "### Book:be the center of attention at all times; he could not countenance being"}
{"text": "### Book:outdone in lavishness by anyone, and certainly not his finance minister."}
{"text": "### Book:To succeed Fouquet, Louis chose Jean-Baptiste Colbert, a man famous"}
{"text": "### Book:for his parsimony and for giving the dullest parties in Paris. Colbert"}
{"text": "### Book:made sure that any money liberated from the treasury went straight into"}
{"text": "### Book:Louis\u2019s hands. With the money, Louis built a palace even more"}
{"text": "### Book:magnificent than Fouquet\u2019s\u2014the glorious palace of Versailles. He used"}
{"text": "### Book:the same architects, decorators, and garden designer. And at Versailles,"}
{"text": "### Book:Louis hosted parties even more extravagant than the one that cost"}
{"text": "### Book:Fouquet his freedom."}
{"text": "### Book:Let us examine the situation. The evening of the party, as Fouquet"}
{"text": "### Book:presented spectacle on spectacle to Louis, each more magnificent than"}
{"text": "### Book:the one before, he imagined the affair as demonstrating his loyalty and"}
{"text": "### Book:devotion to the king. Not only did he think the party would put him back"}
{"text": "### Book:in the king\u2019s favor, he thought it would show his good taste, his"}
{"text": "### Book:connections, and his popularity, making him indispensable to the king"}
{"text": "### Book:and demonstrating that he would make an excellent prime minister.Instead, however, each new spectacle, each appreciative smile bestowed"}
{"text": "### Book:by the guests on Fouquet, made it seem to Louis that his own friends and"}
{"text": "### Book:subjects were more charmed by the finance minister than by the king"}
{"text": "### Book:himself, and that Fouquet was actually flaunting his wealth and power."}
{"text": "### Book:Rather than flattering Louis XIV, Fouquet\u2019s elaborate party offended the"}
{"text": "### Book:king\u2019s vanity. Louis would not admit this to anyone, of course\u2014instead,"}
{"text": "### Book:he found a convenient excuse to rid himself of a man who had"}
{"text": "### Book:inadvertently made him feel insecure."}
{"text": "### Book:Such is the fate, in some form or other, of all those who unbalance the"}
{"text": "### Book:master\u2019s sense of self, poke holes in his vanity, or make him doubt his"}
{"text": "### Book:pre-eminence."}
{"text": "### Book:When the evening began, Fouquet was at the top of the world."}
{"text": "### Book:By the time it had ended, he was at the bottom."}
{"text": "### Book:Voltaire, 1694-1778"}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:In the early 1600s, the Italian astronomer and mathematician Galileo"}
{"text": "### Book:found himself in a precarious position. He depended on the generosity of"}
{"text": "### Book:great rulers to support his research, and so, like all Renaissance"}
{"text": "### Book:scientists, he would sometimes make gifts of his inventions and"}
{"text": "### Book:discoveries to the leading patrons of the time. Once, for instance, he"}
{"text": "### Book:presented a military compass he had invented to the Duke of Gonzaga."}
{"text": "### Book:Then he dedicated a book explaining the use of the compass to the"}
{"text": "### Book:Medicis. Both rulers were grateful, and through them Galileo was able to"}
{"text": "### Book:find more students to teach. No matter how great the discovery, however,"}
{"text": "### Book:his patrons usually paid him with gifts, not cash. This made for a life of"}
{"text": "### Book:constant insecurity and dependence. There must be an easier way, he"}
{"text": "### Book:thought."}
{"text": "### Book:Galileo hit on a new strategy in 1610, when he discovered the moons"}
{"text": "### Book:of Jupiter. Instead of dividing the discovery among his patrons\u2014giving"}
{"text": "### Book:one the telescope he had used, dedicating a book to another, and so on\u2014"}
{"text": "### Book:as he had done in the past, he decided to focus exclusively on the"}
{"text": "### Book:Medicis. He chose the Medicis for one reason: Shortly after Cosimo I"}
{"text": "### Book:had established the Medici dynasty, in 1540, he had made Jupiter, the"}
{"text": "### Book:mightiest of the gods, the Medici symbol\u2014a symbol of a power thatwent beyond politics and banking, one linked to ancient Rome and its"}
{"text": "### Book:divinities."}
{"text": "### Book:Galileo turned his discovery of Jupiter\u2019s moons into a cosmic event"}
{"text": "### Book:honoring the Medicis\u2019 greatness. Shortly after the discovery, he"}
{"text": "### Book:announced that \u201cthe bright stars [the moons of Jupiter] offered"}
{"text": "### Book:themselves in the heavens\u201d to his telescope at the same time as Cosimo"}
{"text": "### Book:II\u2019s enthronement. He said that the number of the moons\u2014four\u2014"}
{"text": "### Book:harmonized with the number of the Medicis (Cosimo II had three"}
{"text": "### Book:brothers) and that the moons orbited Jupiter as these four sons revolved"}
{"text": "### Book:around Cosimo I, the dynasty\u2019s founder. More than coincidence, this"}
{"text": "### Book:showed that the heavens themselves reflected the ascendancy of the"}
{"text": "### Book:Medici family. After he dedicated the discovery to the Medicis, Galileo"}
{"text": "### Book:commissioned an emblem representing Jupiter sitting on a cloud with the"}
{"text": "### Book:four stars circling about him, and presented this to Cosimo II as a symbol"}
{"text": "### Book:of his link to the stars."}
{"text": "### Book:In 1610 Cosimo II made Galileo his official court philosopher and"}
{"text": "### Book:mathematician, with a full salary. For a scientist this was the coup of a"}
{"text": "### Book:lifetime. The days of begging for patronage were over."}
{"text": "### Book:Interpretation"}
{"text": "### Book:In one stroke, Galileo gained more with his new strategy than he had in"}
{"text": "### Book:years of begging. The reason is simple: All masters want to appear more"}
{"text": "### Book:brilliant than other people."}
{"text": "### Book:They do not care about science or empirical truth or the latest"}
{"text": "### Book:invention ; they care about their name and their glory. Galileo gave the"}
{"text": "### Book:Medicis infinitely more glory by linking their name with cosmic forces"}
{"text": "### Book:than he had by making them the patrons of some new scientific gadget or"}
{"text": "### Book:discovery."}
{"text": "### Book:Scientists are not spared the vagaries of court life and patronage. They"}
{"text": "### Book:too must serve masters who hold the purse strings. And their great"}
{"text": "### Book:intellectual powers can make the master feel insecure, as if he were only"}
{"text": "### Book:there to supply the funds\u2014an ugly, ignoble job. The producer of a great"}
{"text": "### Book:work wants to feel he is more than just the provider of the financing. He"}
{"text": "### Book:wants to appear creative and powerful, and also more important than the"}
{"text": "### Book:work produced in his name. Instead of insecurity you must give him"}
{"text": "### Book:glory. Galileo did not challenge the intellectual authority of the Medicis"}
{"text": "### Book:with his discovery, or make them feel inferior in any way; by literally"}
{"text": "### Book:aligning them with the stars, he made them shine brilliantly among thecourts of Italy. He did not outshine the master, he made the master"}
{"text": "### Book:outshine all others."}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:Everyone has insecurities. When you show yourself in the world and"}
{"text": "### Book:display your talents, you naturally stir up all kinds of resentment, envy,"}
{"text": "### Book:and other manifestations of insecurity. This is to be expected. You cannot"}
{"text": "### Book:spend your life worrying about the petty feelings of others. With those"}
{"text": "### Book:above you, however, you must take a different approach: When it comes"}
{"text": "### Book:to power, outshining the master is perhaps the worst mistake of all."}
{"text": "### Book:Do not fool yourself into thinking that life has changed much since the"}
{"text": "### Book:days of Louis XIV and the Medicis. Those who attain high standing in"}
{"text": "### Book:life are like kings and queens: They want to feel secure in their positions,"}
{"text": "### Book:and superior to those around them in intelligence, wit, and charm. It is a"}
{"text": "### Book:deadly but common misperception to believe that by displaying and"}
{"text": "### Book:vaunting your gifts and talents, you are winning the master\u2019s affection."}
{"text": "### Book:He may feign appreciation, but at his first opportunity he will replace"}
{"text": "### Book:you with someone less intelligent, less attractive, less threatening, just as"}
{"text": "### Book:Louis XIV replaced the sparkling Fouquet with the bland Colbert. And"}
{"text": "### Book:as with Louis, he will not admit the truth, but will find an excuse to rid"}
{"text": "### Book:himself of your presence."}
{"text": "### Book:This Law involves two rules that you must realize. First, you can"}
{"text": "### Book:inadvertently outshine a master simply by being yourself. There are"}
{"text": "### Book:masters who are more insecure than others, monstrously insecure; you"}
{"text": "### Book:may naturally outshine them by your charm and grace."}
{"text": "### Book:No one had more natural talents than Astorre Manfredi, prince of"}
{"text": "### Book:Faenza. The most handsome of all the young princes of Italy, he"}
{"text": "### Book:captivated his subjects with his generosity and open spirit."}
{"text": "### Book:In the year 1500, Cesare Borgia laid siege to Faenza. When the city"}
{"text": "### Book:surrendered, the citizens expected the worst from the cruel Borgia, who,"}
{"text": "### Book:however, decided to spare the town: He simply occupied its fortress,"}
{"text": "### Book:executed none of its citizens, and allowed Prince Manfredi, eighteen at"}
{"text": "### Book:the time, to remain with his court, in complete freedom."}
{"text": "### Book:A few weeks later, though, soldiers hauled Astorre Manfredi away to a"}
{"text": "### Book:Roman prison. A year after that, his body was fished out of the River"}
{"text": "### Book:Tiber, a stone tied around his neck. Borgia justified the horrible deedwith some sort of trumped-up charge of treason and conspiracy, but the"}
{"text": "### Book:real problem was that he was notoriously vain and insecure. The young"}
{"text": "### Book:man was outshining him without even trying. Given Manfredi\u2019s natural"}
{"text": "### Book:talents, the prince\u2019s mere presence made Borgia seem less attractive and"}
{"text": "### Book:charismatic. The lesson is simple: If you cannot help being charming and"}
{"text": "### Book:superior, you must learn to avoid such monsters of vanity. Either that, or"}
{"text": "### Book:find a way to mute your good qualities when in the company of a Cesare"}
{"text": "### Book:Borgia."}
{"text": "### Book:Second, never imagine that because the master loves you, you can do"}
{"text": "### Book:anything you want. Entire books could be written about favorites who"}
{"text": "### Book:fell out of favor by taking their status for granted, for daring to outshine."}
{"text": "### Book:In late-sixteenth-century Japan, the favorite of Emperor Hideyoshi was a"}
{"text": "### Book:man called Sen no Rikyu. The premier artist of the tea ceremony, which"}
{"text": "### Book:had become an obsession with the nobility, he was one of Hideyoshi\u2019s"}
{"text": "### Book:most trusted advisers, had his own apartment in the palace, and was"}
{"text": "### Book:honored throughout Japan. Yet in 1591, Hideyoshi had him arrested and"}
{"text": "### Book:sentenced to death. Rikyu took his own life, instead. The cause for his"}
{"text": "### Book:sudden change of fortune was discovered later: It seems that Rikyu,"}
{"text": "### Book:former peasant and later court favorite, had had a wooden statue made of"}
{"text": "### Book:himself wearing sandals (a sign of nobility) and posing loftily. He had"}
{"text": "### Book:had this statue placed in the most important temple inside the palace"}
{"text": "### Book:gates, in clear sight of the royalty who often would pass by. To"}
{"text": "### Book:Hideyoshi this signified that Rikyu had no sense of limits. Presuming"}
{"text": "### Book:that he had the same rights as those of the highest nobility, he had"}
{"text": "### Book:forgotten that his position depended on the emperor, and had come to"}
{"text": "### Book:believe that he had earned it on his own. This was an unforgivable"}
{"text": "### Book:miscalculation of his own importance and he paid for it with his life."}
{"text": "### Book:Remember the following: Never take your position for granted and never"}
{"text": "### Book:let any favors you receive go to your head."}
{"text": "### Book:Knowing the dangers of outshining your master, you can turn this Law"}
{"text": "### Book:to your advantage. First you must flatter and puff up your master. Overt"}
{"text": "### Book:flattery can be effective but has its limits; it is too direct and obvious,"}
{"text": "### Book:and looks bad to other courtiers. Discreet flattery is much more"}
{"text": "### Book:powerful. If you are more intelligent than your master, for example,"}
{"text": "### Book:seem the opposite: Make him appear more intelligent than you. Act"}
{"text": "### Book:naive. Make it seem that you need his expertise. Commit harmless"}
{"text": "### Book:mistakes that will not hurt you in the long run but will give you the"}
{"text": "### Book:chance to ask for his help. Masters adore such requests. A master who"}
{"text": "### Book:cannot bestow on you the gifts of his experience may direct rancor and"}
{"text": "### Book:ill will at you instead.If your ideas are more creative than your master\u2019s, ascribe them to"}
{"text": "### Book:him, in as public a manner as possible. Make it clear that your advice is"}
{"text": "### Book:merely an echo of his advice."}
{"text": "### Book:If you surpass your master in wit, it is okay to play the role of the"}
{"text": "### Book:court jester, but do not make him appear cold and surly by comparison."}
{"text": "### Book:Tone down your humor if necessary, and find ways to make him seem"}
{"text": "### Book:the dispenser of amusement and good cheer. If you are naturally more"}
{"text": "### Book:sociable and generous than your master, be careful not to be the cloud"}
{"text": "### Book:that blocks his radiance from others. He must appear as the sun around"}
{"text": "### Book:which everyone revolves, radiating power and brilliance, the center of"}
{"text": "### Book:attention. If you are thrust into the position of entertaining him, a display"}
{"text": "### Book:of your limited means may win you his sympathy. Any attempt to"}
{"text": "### Book:impress him with your grace and generosity can prove fatal: Learn from"}
{"text": "### Book:Fouquet or pay the price."}
{"text": "### Book:In all of these cases it is not a weakness to disguise your strengths if in"}
{"text": "### Book:the end they lead to power. By letting others outshine you, you remain in"}
{"text": "### Book:control, instead of being a victim of their insecurity. This will all come in"}
{"text": "### Book:handy the day you decide to rise above your inferior status. If, like"}
{"text": "### Book:Galileo, you can make your master shine even more in the eyes of others,"}
{"text": "### Book:then you are a godsend and you will be instantly promoted."}
{"text": "### Book:Image:"}
{"text": "### Book:The Stars in the"}
{"text": "### Book:Sky. There can be only"}
{"text": "### Book:one sun at a time. Never"}
{"text": "### Book:obscure the sunlight, or"}
{"text": "### Book:rival the sun\u2019s brilliance;"}
{"text": "### Book:rather, fade into the sky and"}
{"text": "### Book:find ways to heighten"}
{"text": "### Book:the master star\u2019s"}
{"text": "### Book:intensity."}
{"text": "### Book:Authority: Avoid outshining the master. All superiority is odious, but the"}
{"text": "### Book:superiority of a subject over his prince is not only stupid, it is fatal. This"}
{"text": "### Book:is a lesson that the stars in the sky teach us\u2014they may be related to the"}
{"text": "### Book:sun, and just as brilliant, but they never appear in her company. (Baltasar"}
{"text": "### Book:Graci\u00e1n, 1601-1658)"}
{"text": "### Book:REVERSALYou cannot worry about upsetting every person you come across, but"}
{"text": "### Book:you must be selectively cruel. If your superior is a falling star, there is"}
{"text": "### Book:nothing to fear from outshining him. Do not be merciful\u2014your master"}
{"text": "### Book:had no such scruples in his own cold-blooded climb to the top. Gauge his"}
{"text": "### Book:strength. If he is weak, discreetly hasten his downfall: Outdo, outcharm,"}
{"text": "### Book:outsmart him at key moments. If he is very weak and ready to fall, let"}
{"text": "### Book:nature take its course. Do not risk outshining a feeble superior\u2014it might"}
{"text": "### Book:appear cruel or spiteful. But if your master is firm in his position, yet you"}
{"text": "### Book:know yourself to be the more capable, bide your time and be patient. It is"}
{"text": "### Book:the natural course of things that power eventually fades and weakens."}
{"text": "### Book:Your master will fall someday, and if you play it right, you will outlive"}
{"text": "### Book:and someday outshine him.LAW 2"}
{"text": "### Book:NEVER PUT TOO MUCH TRUST IN FRIENDS,"}
{"text": "### Book:LEARN HOW TO USE ENEMIES"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Be wary of friends\u2014they will betray you more quickly, for they are easily"}
{"text": "### Book:aroused to envy. They also become spoiled and tyrannical. But hire a"}
{"text": "### Book:former enemy and he will be more loyal than a friend, because he has"}
{"text": "### Book:more to prove. In fact, you have more to fear from friends than from"}
{"text": "### Book:enemies. If you have no enemies, find a way to make them."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:In the mid-ninth century A.D., a young man named Michael III assumed"}
{"text": "### Book:the throne of the Byzantine Empire. His mother, the Empress Theodora,"}
{"text": "### Book:had been banished to a nunnery, and her lover, Theoctistus, had been"}
{"text": "### Book:murdered ; at the head of the conspiracy to depose Theodora and"}
{"text": "### Book:enthrone Michael had been Michael\u2019s uncle, Bardas, a man of"}
{"text": "### Book:intelligence and ambition. Michael was now a young, inexperienced"}
{"text": "### Book:ruler, surrounded by in triguers, murderers, and profligates. In this time"}
{"text": "### Book:of peril he needed someone he could trust as his councillor, and his"}
{"text": "### Book:thoughts turned to Basilius, his best friend. Basilius had no experience"}
{"text": "### Book:whatsoever in government and politics\u2014in fact, he was the head of the"}
{"text": "### Book:royal stables\u2014but he had proven his love and gratitude time and again."}
{"text": "### Book:To have a good enemy, choose a friend: He knows where to strike."}
{"text": "### Book:DIANF DE POITIERS. 1499-1566. MISTRESS OF HENRI II OF"}
{"text": "### Book:FRANCE"}
{"text": "### Book:They had met a few years before, when Michael had been visiting the"}
{"text": "### Book:stables just as a wild horse got loose. Basilius, a young groom frompeasant Macedonian stock, had saved Michael\u2019s life. The groom\u2019s"}
{"text": "### Book:strength and courage had impressed Michael, who immediately raised"}
{"text": "### Book:Basilius from the obscurity of being a horse trainer to the position of"}
{"text": "### Book:head of the stables. He loaded his friend with gifts and favors and they"}
{"text": "### Book:became inseparable. Basilius was sent to the finest school in Byzantium,"}
{"text": "### Book:and the crude peasant became a cultured and sophisticated courtier."}
{"text": "### Book:Every time I bestow a vacant office I make a hundred discontented"}
{"text": "### Book:persons and one ingrate."}
{"text": "### Book:Louis XIV, 1638-1715"}
{"text": "### Book:Now Michael was emperor, and in need of someone loyal. Who could"}
{"text": "### Book:he better trust with the post of chamberlain and chief councillor than a"}
{"text": "### Book:young man who owed him everything?"}
{"text": "### Book:Basilius could be trained for the job and Michael loved him like a"}
{"text": "### Book:brother. Ignoring the advice of those who recommended the much more"}
{"text": "### Book:qualified Bardas, Michael chose his friend."}
{"text": "### Book:Thus for my own part l have more than once been deceived by the person"}
{"text": "### Book:I loved most and of whose love, above everyone else\u2019s, I have been most"}
{"text": "### Book:confident. So that I believe that u may be right to love and serve one"}
{"text": "### Book:person above all others. according to merit and worth, but never to trust"}
{"text": "### Book:so much in this tempting trap of friendship as to have cause to repent of"}
{"text": "### Book:it later on."}
{"text": "### Book:BALDASSARE CASTIGLIONE, 1478-1529"}
{"text": "### Book:Basilius learned well and was soon advising the emperor on all"}
{"text": "### Book:matters of state. The only problem seemed to be money\u2014Basiiius never"}
{"text": "### Book:had enough. Exposure to the splendor of Byzantine court life made him"}
{"text": "### Book:avaricious for the perks of power. Michael doubled, then tripled his"}
{"text": "### Book:salary, ennobled him, and married him off to his own mistress, Eudoxia"}
{"text": "### Book:Ingerina. Keeping such a trusted friend and adviser satisfied was worth"}
{"text": "### Book:any price. But more trouble was to come. Bardas was now head of the"}
{"text": "### Book:army, and Basilius convinced Michael that the man was hopelessly"}
{"text": "### Book:ambitious. Under the illusion that he could control his nephew, Bardas"}
{"text": "### Book:had conspired to put him on the throne, and he could conspire again, this"}
{"text": "### Book:time to get rid of Michael and assume the crown himself. Basilius poured"}
{"text": "### Book:poison into Michael\u2019s ear until the emperor agreed to have his uncle"}
{"text": "### Book:murdered. During a great horse race, Basilius closed in on Bardas in the"}
{"text": "### Book:crowd and stabbed him to death. Soon after, Basilius asked that he"}
{"text": "### Book:replace Bardas as head of the army, where he could keep control of the"}
{"text": "### Book:realm and quell rebellion. This was granted.Now Basilius\u2019s power and wealth only grew, and a few years later"}
{"text": "### Book:Michael, in financial straits from his own extravagance, asked him to pay"}
{"text": "### Book:back some of the money he had borrowed over the years. To Michael\u2019s"}
{"text": "### Book:shock and astonishment, Basilius refused, with a look of such impudence"}
{"text": "### Book:that the emperor suddenly realized his predicament: The former stable"}
{"text": "### Book:boy had more money, more allies in the army and senate, and in the end"}
{"text": "### Book:more power than the emperor himself. A few weeks later, after a night of"}
{"text": "### Book:heavy drinking, Michael awoke to find himself surrounded by soldiers."}
{"text": "### Book:Basilius watched as they stabbed the emperor to death. Then, after"}
{"text": "### Book:proclaiming himself emperor, he rode his horse through the streets of"}
{"text": "### Book:Byzantium, brandishing the head of his former benefactor and best friend"}
{"text": "### Book:at the end of a long pike."}
{"text": "### Book:THE SNAKE. THE FARMER. AND THE"}
{"text": "### Book:HERON"}
{"text": "### Book:A snake chased by hunters asked a farmer to save its life. To hide it from"}
{"text": "### Book:its pursuers, the farmer squatted and let the snake crawl into his belly."}
{"text": "### Book:But when the danger had passed and the farmer asked the snake to come"}
{"text": "### Book:out, the snake refused. It was warm and safe inside. On his way home,"}
{"text": "### Book:the man saw a heron and went up to him and whispered what had"}
{"text": "### Book:happened. The heron told him to squat and strain to eject the snake."}
{"text": "### Book:When the snake snuck its head out, the heron caught it, pulled it out, and"}
{"text": "### Book:killed it. The farmer was worried that the snake\u2019s poison might still be"}
{"text": "### Book:inside him, and the heron told him that the cure for snake poison was to"}
{"text": "### Book:cook and eat six white fowl. \u201cYou\u2019re a white fowl,\u201d said the farmer."}
{"text": "### Book:\u201cYou\u2019ll do for a start.\u201d He grabbed the heron, put it in a bag, and"}
{"text": "### Book:carried it home, where he hung it up while he told his wife what had"}
{"text": "### Book:happened. \u201cI\u2019m surprised at you, \u201d said the wife. \u201cThe bird does you a"}
{"text": "### Book:kindness, rids you of the evil in your belly, saves your life in fact, yet you"}
{"text": "### Book:catch it and talk of killing it. She immediately released the heron, and it"}
{"text": "### Book:flew away. But on its way, it gouged out her eyes."}
{"text": "### Book:Moral: When you see water flowing uphill, it means that someone is"}
{"text": "### Book:repaying a kindness."}
{"text": "### Book:AFRICAN FOLK TALE"}
{"text": "### Book:InterpretationMichael III staked his future on the sense of gratitude he thought Basilius"}
{"text": "### Book:must feel for him. Surely Basilius would serve him best; he owed the"}
{"text": "### Book:emperor his wealth, his education, and his position. Then, once Basilius"}
{"text": "### Book:was in power, anything he needed it was best to give to him,"}
{"text": "### Book:strengthening the bonds between the two men. It was only on the fateful"}
{"text": "### Book:day when the emperor saw that impudent smile on Basilius\u2019s face that he"}
{"text": "### Book:realized his deadly mistake."}
{"text": "### Book:He had created a monster. He had allowed a man to see power up"}
{"text": "### Book:close\u2014a man who then wanted more, who asked for anything and got it,"}
{"text": "### Book:who felt encumbered by the charity he had received and simply did what"}
{"text": "### Book:many people do in such a situation: They forget the favors they have"}
{"text": "### Book:received and imagine they have earned their success by their own merits."}
{"text": "### Book:At Michael\u2019s moment of realization, he could still have saved his own"}
{"text": "### Book:life, but friendship and love blind every man to their interests. Nobody"}
{"text": "### Book:believes a friend can betray. And Michael went on disbelieving until the"}
{"text": "### Book:day his head ended up on a pike."}
{"text": "### Book:Lord, protect me from my friends; I can take care of my enemies."}
{"text": "### Book:Voltaire, 1694-1778"}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:For several centuries after the fall of the Han Dynasty (A.D. 222),"}
{"text": "### Book:Chinese history followed the same pattern of violent and bloody coups,"}
{"text": "### Book:one after the other. Army men would plot to kill a weak emperor, then"}
{"text": "### Book:would replace him on the Dragon Throne with a strong general. The"}
{"text": "### Book:general would start a new dynasty and crown himself emperor; to ensure"}
{"text": "### Book:his own survival he would kill off his fellow generals. A few years later,"}
{"text": "### Book:however, the pattern would resume: New generals would rise up and"}
{"text": "### Book:assassinate him or his sons in their turn. To be emperor of China was to"}
{"text": "### Book:be alone, surrounded by a pack of enemies\u2014it was the least powerful,"}
{"text": "### Book:least secure position in the realm."}
{"text": "### Book:In A.D. 959, General Chao K\u2019uang-yin became Emperor Sung. He"}
{"text": "### Book:knew the odds, the probability that within a year or two he would be"}
{"text": "### Book:murdered ; how could he break the pattern? Soon after becoming"}
{"text": "### Book:emperor, Sung ordered a banquet to celebrate the new dynasty, and"}
{"text": "### Book:invited the most powerful commanders in the army. After they had drunk"}
{"text": "### Book:much wine, he dismissed the guards and everybody else except thegenerals, who now feared he would murder them in one fell swoop."}
{"text": "### Book:Instead, he addressed them: \u201cThe whole day is spent in fear, and I am"}
{"text": "### Book:unhappy both at the table and in my bed. For which one of you does not"}
{"text": "### Book:dream of ascending the throne? I do not doubt your allegiance, but if by"}
{"text": "### Book:some chance your subordinates, seeking wealth and position, were to"}
{"text": "### Book:force the emperor\u2019s yellow robe upon you in turn, how could you refuse"}
{"text": "### Book:it?\u201d Drunk and fearing for their lives, the generals proclaimed their"}
{"text": "### Book:innocence and their loyalty. But Sung had other ideas: \u201cThe best way to"}
{"text": "### Book:pass one\u2019s days is in peaceful enjoyment of riches and honor. If you are"}
{"text": "### Book:willing to give up your commands, I am ready to provide you with fine"}
{"text": "### Book:estates and beautiful dwellings where you may take your pleasure with"}
{"text": "### Book:singers and girls as your companions.\u201d"}
{"text": "### Book:The astonished generals realized that instead of a life of anxiety and"}
{"text": "### Book:struggle Sung was offering them riches and security. The next day, all of"}
{"text": "### Book:the generals tendered their resignations, and they retired as nobles to the"}
{"text": "### Book:estates that Sung bestowed on them."}
{"text": "### Book:There are manv who think therefore that a wise prince ought, when he"}
{"text": "### Book:has the chance, to foment astutely some enmity, so that by suppressing It"}
{"text": "### Book:he will augment his greatness. Princes, and especially new ones, have"}
{"text": "### Book:found more faith and more usefulness in those men, whom at the"}
{"text": "### Book:beginning of their power they regarded with suspicion, than in those they"}
{"text": "### Book:at first confided in. Pandolfo Petrucci, prince of Siena, governed his"}
{"text": "### Book:state more bv those whom he suspected than by others."}
{"text": "### Book:Niccoi o MACHIAVELLI, 1469-1527"}
{"text": "### Book:In one stroke, Sung turned a pack of \u201cfriendly\u201d wolves, who would"}
{"text": "### Book:likely have betrayed him, into a group of docile lambs, far from all"}
{"text": "### Book:power."}
{"text": "### Book:Over the next few years Sung continued his campaign to secure his"}
{"text": "### Book:rule. In A.D. 971, King Liu of the Southern Han finally surrendered to"}
{"text": "### Book:him after years of rebellion. To Liu\u2019s astonishment, Sung gave him a"}
{"text": "### Book:rank in the imperial court and invited him to the palace to seal their"}
{"text": "### Book:newfound friendship with wine. As King Liu took the glass that Sung"}
{"text": "### Book:offered him, he hesitated, fearing it contained poison. \u201cYour subject\u2019s"}
{"text": "### Book:crimes certainly merit death,\u201d he cried out, \u201cbut I beg Your Majesty to"}
{"text": "### Book:spare your subject\u2019s life. Indeed I dare not drink this wine.\u201d Emperor"}
{"text": "### Book:Sung laughed, took the glass from Liu, and swallowed it himself. There"}
{"text": "### Book:was no poison. From then on Liu became his most trusted and loyal"}
{"text": "### Book:friend.At the time, China had splintered into many smaller kingdoms. When"}
{"text": "### Book:Ch\u2018ien Shu, the king of one of these, was defeated, Sung\u2019s ministers"}
{"text": "### Book:advised the emperor to lock this rebel up. They presented documents"}
{"text": "### Book:proving that he was still conspiring to kill Sung. When Ch\u2019ien Shu came"}
{"text": "### Book:to visit the emperor, however, instead of locking him up, Sung honored"}
{"text": "### Book:him. He also gave him a package, which he told the former king to open"}
{"text": "### Book:when he was halfway home. Ch\u2019ien Shu opened the bundle on his return"}
{"text": "### Book:journey and saw that it contained all the papers documenting his"}
{"text": "### Book:conspiracy. He realized that Sung knew of his murderous plans, yet had"}
{"text": "### Book:spared him nonetheless. This generosity won him over, and he too"}
{"text": "### Book:became one of Sung\u2019s most loyal vassals."}
{"text": "### Book:A brahman, a great expert in Veda who has become a great archer as"}
{"text": "### Book:well, offers his services to his good friend, who is now the king. The"}
{"text": "### Book:brahman cries out when he sees the king, \u201cRecognize me, your friend!\u201d"}
{"text": "### Book:The king answers him with contempt and then explains: \u201cYes, we were"}
{"text": "### Book:friends before, but our friendship was based on what power we had\u2026. I"}
{"text": "### Book:was friends with you, good brahman, because it served my purpose. No"}
{"text": "### Book:pauper is friend to the rich, no fool to the wise, no coward to the brave."}
{"text": "### Book:An old friend\u2014who needs him? It is two men of equal wealth and equal"}
{"text": "### Book:birth who contract friendship and marriage, not a rich man and a"}
{"text": "### Book:pauper\u2026. An old friend\u2014who needs him?"}
{"text": "### Book:THE MAHABHARATA, C. THIRD CENTURY B.C."}
{"text": "### Book:Interpretation"}
{"text": "### Book:A Chinese proverb compares friends to the jaws and teeth of a dangerous"}
{"text": "### Book:animal: If you are not careful, you will find them chewing you up."}
{"text": "### Book:Emperor Sung knew the jaws he was passing between when he assumed"}
{"text": "### Book:the throne: His \u201cfriends\u201d in the army would chew him up like meat, and"}
{"text": "### Book:if he somehow survived, his \u201cfriends\u201d in the government would have him"}
{"text": "### Book:for supper. Emperor Sung would have no truck with \u201cfriends\u201d\u2014he"}
{"text": "### Book:bribed his fellow generals with splendid estates and kept them far away."}
{"text": "### Book:This was a much better way to emasculate them than killing them, which"}
{"text": "### Book:would only have led other generals to seek vengeance. And Sung would"}
{"text": "### Book:have nothing to do with \u201cfriendly\u201d ministers. More often than not, they"}
{"text": "### Book:would end up drinking his famous cup of poisoned wine."}
{"text": "### Book:Instead of relying on friends, Sung used his enemies, one after the"}
{"text": "### Book:other, transforming them into far more reliable subjects. While a friend"}
{"text": "### Book:expects more and more favors, and seethes with jealousy, these formerenemies expected nothing and got everything. A man suddenly spared"}
{"text": "### Book:the guillotine is a grateful man indeed, and will go to the ends of the"}
{"text": "### Book:earth for the man who has pardoned him. In time, these former enemies"}
{"text": "### Book:became Sung\u2019s most trusted friends."}
{"text": "### Book:Pick up a bee from kindness, and learn the limitations of kindness."}
{"text": "### Book:SUFI PROVERB"}
{"text": "### Book:And Sung was finally able to break the pattern of coups, violence, and"}
{"text": "### Book:civil war\u2014the Sung Dynasty ruled China for more than three hundred"}
{"text": "### Book:years."}
{"text": "### Book:In a speech Abraham Lincoln delivered at the height of the Civil War,"}
{"text": "### Book:he referred to the Southerners as fellow human beings who were in"}
{"text": "### Book:error. An elderly lady chastised him for not calling them irreconcilable"}
{"text": "### Book:enemies who must be destroyed. \u201cWhy, madam,\u201d Lincoln replied,"}
{"text": "### Book:\u201cdo I not destroy my enemies when I make them my friends?\u201d"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:It is natural to want to employ your friends when you find yourself in"}
{"text": "### Book:times of need. The world is a harsh place, and your friends soften the"}
{"text": "### Book:harshness. Besides, you know them. Why depend on a stranger when you"}
{"text": "### Book:have a friend at hand?"}
{"text": "### Book:Men are more ready to repay an injury than a benefit, because gratitude"}
{"text": "### Book:is a burden and revenge a pleasure."}
{"text": "### Book:TACITUS, c. A.D. 55-120"}
{"text": "### Book:The problem is that you often do not know your friends as well as you"}
{"text": "### Book:imagine. Friends often agree on things in order to avoid an argument."}
{"text": "### Book:They cover up their unpleasant qualities so as to not offend each other."}
{"text": "### Book:They laugh extra hard at each other\u2019s jokes. Since honesty rarely"}
{"text": "### Book:strengthens friendship, you may never know how a friend truly feels."}
{"text": "### Book:Friends will say that they love your poetry, adore your music, envy your"}
{"text": "### Book:taste in clothes\u2014maybe they mean it, often they do not."}
{"text": "### Book:When you decide to hire a friend, you gradually discover the qualities"}
{"text": "### Book:he or she has kept hidden. Strangely enough, it is your act of kindness"}
{"text": "### Book:that unbalances everything. People want to feel they deserve their good"}
{"text": "### Book:fortune. The receipt of a favor can become oppressive: It means youhave been chosen because you are a friend, not necessarily because you"}
{"text": "### Book:are deserving. There is almost a touch of condescension in the act of"}
{"text": "### Book:hiring friends that secretly afflicts them. The injury will come out"}
{"text": "### Book:slowly: A little more honesty, flashes of resentment and envy here and"}
{"text": "### Book:there, and before you know it your friendship fades. The more favors and"}
{"text": "### Book:gifts you supply to revive the friendship, the less gratitude you receive."}
{"text": "### Book:Ingratitude has a long and deep history. It has demonstrated its powers"}
{"text": "### Book:for so many centuries, that it is truly amazing that people continue to"}
{"text": "### Book:underestimate them. Better to be wary. If you never expect gratitude"}
{"text": "### Book:from a friend, you will be pleasantly surprised when they do prove"}
{"text": "### Book:grateful."}
{"text": "### Book:The problem with using or hiring friends is that it will inevitably limit"}
{"text": "### Book:your power. The friend is rarely the one who is most able to help you;"}
{"text": "### Book:and in the end, skill and competence are far more important than friendly"}
{"text": "### Book:feelings. (Michael III had a man right under his nose who would have"}
{"text": "### Book:steered him right and kept him alive: That man was Bardas.)"}
{"text": "### Book:PROI LING BY OUR \\111"}
{"text": "### Book:King Hiero chanced upon a time, speaking with one of his enemies, to be"}
{"text": "### Book:told in a reproachful manner that he had stinking breath. Whereupon the"}
{"text": "### Book:good king, being somewhat dismayed in himself, as soon as he returned"}
{"text": "### Book:home chided his wife, \u201cHow does it happen that you never told me of this"}
{"text": "### Book:problem?\u201d The woman, being a simple, chaste. and harmless dame, said,"}
{"text": "### Book:\u201cSir, l had thought all men breath had smelled so.\u201d Thus it is plain that"}
{"text": "### Book:faults that are evident to the senses, gross and corporal, or otherwise"}
{"text": "### Book:notorious to the world, we know by our enemies sooner than by our"}
{"text": "### Book:friends and familiars."}
{"text": "### Book:PLUTARCH, C. A.D. 46-120"}
{"text": "### Book:All working situations require a kind of distance between people. You"}
{"text": "### Book:are trying to work, not make friends; friendliness (real or false) only"}
{"text": "### Book:obscures that fact. The key to power, then, is the ability to judge who is"}
{"text": "### Book:best able to further your interests in all situations. Keep friends for"}
{"text": "### Book:friendship, but work with the skilled and competent."}
{"text": "### Book:Your enemies, on the other hand, are an untapped gold mine that you"}
{"text": "### Book:must learn to exploit. When Talleyrand, Napoleon\u2019s foreign minister,"}
{"text": "### Book:decided in 1807 that his boss was leading France to ruin, and the time"}
{"text": "### Book:had come to turn against him, he understood the dangers of conspiring"}
{"text": "### Book:against the emperor; he needed a partner, a confederate\u2014what friend"}
{"text": "### Book:could he trust in such a project? He chose Joseph Fouch\u00e9, head of thesecret police, his most hated enemy, a man who had even tried to have"}
{"text": "### Book:him assassinated. He knew that their former hatred would create an"}
{"text": "### Book:opportunity for an emotional reconciliation. He knew that Fouch\u00e9 would"}
{"text": "### Book:expect nothing from him, and in fact would work to prove that he was"}
{"text": "### Book:worthy of Talleyrand\u2019s choice; a person who has something to prove will"}
{"text": "### Book:move mountains for you. Finally, he knew that his relationship with"}
{"text": "### Book:Fouch\u00e9 would be based on mutual self-interest, and would not be"}
{"text": "### Book:contaminated by personal feeling. The selection proved perfect; although"}
{"text": "### Book:the conspirators did not succeed in toppling Napoleon, the union of such"}
{"text": "### Book:powerful but unlikely partners generated much interest in the cause;"}
{"text": "### Book:opposition to the emperor slowly began to spread. And from then on,"}
{"text": "### Book:Talleyrand and Fouch\u00e9 had a fruitful working relationship. Whenever"}
{"text": "### Book:you can, bury the hatchet with an enemy, and make a point of putting"}
{"text": "### Book:him in your service."}
{"text": "### Book:As Lincoln said, you destroy an enemy when you make a friend of"}
{"text": "### Book:him. In 1971, during the Vietnam War, Henry Kissinger was the target of"}
{"text": "### Book:an unsuccessful kidnapping attempt, a conspiracy involving, among"}
{"text": "### Book:others, the renowned antiwar activist priests the Berrigan brothers, four"}
{"text": "### Book:more Catholic priests, and four nuns. In private, without informing the"}
{"text": "### Book:Secret Service or the Justice Department, Kissinger arranged a Saturday-"}
{"text": "### Book:morning meeting with three of the alleged kidnappers. Explaining to his"}
{"text": "### Book:guests that he would have most American soldiers out of Vietnam by"}
{"text": "### Book:mid-1972, he completely charmed them. They gave him some \u201cKidnap"}
{"text": "### Book:Kissinger\u201d buttons and one of them remained a friend of his for years,"}
{"text": "### Book:visiting him on several occasions. This was not just a onetime ploy:"}
{"text": "### Book:Kissinger made a policy of working with those who disagreed with him."}
{"text": "### Book:Colleagues commented that he seemed to get along better with his"}
{"text": "### Book:enemies than with his friends."}
{"text": "### Book:Without enemies around us, we grow lazy. An enemy at our heels"}
{"text": "### Book:sharpens our wits, keeping us focused and alert. It is sometimes better,"}
{"text": "### Book:then, to use enemies as enemies rather than transforming them into"}
{"text": "### Book:friends or allies."}
{"text": "### Book:Mao Tse-tung saw conflict as key in his approach to power. In 1937"}
{"text": "### Book:the Japanese invaded China, interrupting the civil war between Mao\u2019s"}
{"text": "### Book:Communists and their enemy, the Nationalists."}
{"text": "### Book:Fearing that the Japanese would wipe them out, some Communist"}
{"text": "### Book:leaders advocated leaving the Nationalists to fight the Japanese, and"}
{"text": "### Book:using the time to recuperate. Mao disagreed: The Japanese could not"}
{"text": "### Book:possibly defeat and occupy a vast country like China for long. Once they"}
{"text": "### Book:left, the Communists would have grown rusty if they had been out ofcombat for several years, and would be ill prepared to reopen their"}
{"text": "### Book:struggle with the Nationalists. To fight a formidable foe like the"}
{"text": "### Book:Japanese, in fact, would be the perfect training for the Communists\u2019"}
{"text": "### Book:ragtag army. Mao\u2019s plan was adopted, and it worked: By the time the"}
{"text": "### Book:Japanese finally retreated, the Communists had gained the fighting"}
{"text": "### Book:experience that helped them defeat the Nationalists."}
{"text": "### Book:Years later, a Japanese visitor tried to apologize to Mao for his"}
{"text": "### Book:country\u2019s invasion of China. Mao interrupted, \u201cShould I not thank you"}
{"text": "### Book:instead?\u201d Without a worthy opponent, he explained, a man or group"}
{"text": "### Book:cannot grow stronger."}
{"text": "### Book:Mao\u2019s strategy of constant conflict has several key components. First,"}
{"text": "### Book:be certain that in the long run you will emerge victorious. Never pick a"}
{"text": "### Book:fight with someone you are not sure you can defeat, as Mao knew the"}
{"text": "### Book:Japanese would be defeated in time. Second, if you have no apparent"}
{"text": "### Book:enemies, you must sometimes set up a convenient target, even turning a"}
{"text": "### Book:friend into an enemy. Mao used this tactic time and again in politics."}
{"text": "### Book:Third, use such enemies to define your cause more clearly to the public,"}
{"text": "### Book:even framing it as a struggle of good against evil. Mao actually"}
{"text": "### Book:encouraged China\u2019s disagreements with the Soviet Union and the United"}
{"text": "### Book:States; without clear-cut enemies, he believed, his people would lose any"}
{"text": "### Book:sense of what Chinese Communism meant. A sharply defined enemy is a"}
{"text": "### Book:far stronger argument for your side than all the words you could possibly"}
{"text": "### Book:put together."}
{"text": "### Book:Never let the presence of enemies upset or distress you\u2014you are far"}
{"text": "### Book:better off with a declared opponent or two than not knowing where your"}
{"text": "### Book:real enemies lie. The man of power welcomes conflict, using enemies to"}
{"text": "### Book:enhance his reputation as a surefooted fighter who can be relied upon in"}
{"text": "### Book:times of uncertainty."}
{"text": "### Book:Image: The Jaws of Ingratitude. Knowing what would happen if you put"}
{"text": "### Book:a finger in the mouth of a lion, you would stay clear of it. With friends"}
{"text": "### Book:you will have no such caution, and if you hire them, they will eat you"}
{"text": "### Book:alive with ingratitude."}
{"text": "### Book:Authority: Know how to use enemies for your own profit. You must"}
{"text": "### Book:learn to grab a sword not by its blade, which would cut you, but by the"}
{"text": "### Book:handle, which allows you to defend yourself. The wise man profits more"}
{"text": "### Book:from his enemies, than a fool from his friends. (Baltasar Graci\u00e1n, 1601-"}
{"text": "### Book:1658)REVERSAL"}
{"text": "### Book:Although it is generally best not to mix work with friendship, there are"}
{"text": "### Book:times when a friend can be used to greater effect than an enemy. A man"}
{"text": "### Book:of power, for example, often has dirty work that has to be done, but for"}
{"text": "### Book:the sake of appearances it is generally preferable to have other people do"}
{"text": "### Book:it for him; friends often do this the best, since their affection for him"}
{"text": "### Book:makes them willing to take chances. Also, if your plans go awry for"}
{"text": "### Book:some reason, you can use a friend as a convenient scapegoat. This \u201cfall"}
{"text": "### Book:of the favorite\u201d was a trick often used by kings and sovereigns: They"}
{"text": "### Book:would let their closest friend at court take the fall for a mistake, since the"}
{"text": "### Book:public would not believe that they would deliberately sacrifice a friend"}
{"text": "### Book:for such a purpose. Of course, after you play that card, you have lost"}
{"text": "### Book:your friend forever. It is best, then, to reserve the scapegoat role for"}
{"text": "### Book:someone who is close to you but not too close."}
{"text": "### Book:Finally, the problem about working with friends is that it confuses the"}
{"text": "### Book:boundaries and distances that working requires. But if both partners in"}
{"text": "### Book:the arrangement understand the dangers involved, a friend often can be"}
{"text": "### Book:employed to great effect. You must never let your guard down in such a"}
{"text": "### Book:venture, however; always be on the lookout for any signs of emotional"}
{"text": "### Book:disturbance such as envy and ingratitude. Nothing is stable in the realm"}
{"text": "### Book:of power, and even the closest of friends can be transformed into the"}
{"text": "### Book:worst of enemies.LAW 3"}
{"text": "### Book:CONCEAL YOUR INTENTIONS"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Keep people off-balance and in the dark by never revealing the purpose"}
{"text": "### Book:behind your actions. If they have no clue what you are up to, they cannot"}
{"text": "### Book:prepare a defense. Guide them far enough down the wrong path, envelop"}
{"text": "### Book:them in enough smoke, and by the time they realize your intentions, it"}
{"text": "### Book:will be too late.PART I: USE DECOYED OBJECTS OF"}
{"text": "### Book:DESIRE AND RED HERRINGS TO THROW"}
{"text": "### Book:PEOPLE OFF THE SCENT"}
{"text": "### Book:If at any point in the deception you practice people have the slightest"}
{"text": "### Book:suspicionas to your intentions, all is lost. Do not give them the chance to"}
{"text": "### Book:sense what you are up to: Throw them off the scent by dragging red"}
{"text": "### Book:herrings across the path. Use false sincerity, send ambiguous signals, set"}
{"text": "### Book:up misleading objects of desire. Unable to distinguish the genuine from"}
{"text": "### Book:the false, they cannot pick out your real goal."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:Over several weeks, Ninon de Lenclos, the most infamous courtesan of"}
{"text": "### Book:seventeenth-century France, listened patiently as the Marquis de Sevign\u00e9"}
{"text": "### Book:explained his struggles in pursuing a beautiful but difficult young"}
{"text": "### Book:countess. Ninon was sixty-two at the time, and more than experienced in"}
{"text": "### Book:matters of love; the marquis was a lad of twenty-two, handsome,"}
{"text": "### Book:dashing, but hopelessly inexperienced in romance. At first Ninon was"}
{"text": "### Book:amused to hear the marquis talk about his mistakes, but finally she had"}
{"text": "### Book:had enough. Unable to bear ineptitude in any realm, least of all in"}
{"text": "### Book:seducing a woman, she decided to take the young man under her wing."}
{"text": "### Book:First, he had to understand that this was war, and that the beautiful"}
{"text": "### Book:countess was a citadel to which he had to lay siege as carefully as any"}
{"text": "### Book:general. Every step had to be planned and executed with the utmost"}
{"text": "### Book:attention to detail and nuance."}
{"text": "### Book:Instructing the marquis to start over, Ninon told him to approach the"}
{"text": "### Book:countess with a bit of distance, an air of nonchalance. The next time the"}
{"text": "### Book:two were alone together, she said, he would confide in the countess as"}
{"text": "### Book:would a friend but not a potential lover. This was to throw her off the"}
{"text": "### Book:scent. The countess was no longer to take his interest in her for granted"}
{"text": "### Book:\u2014perhaps he was only interested in friendship.Ninon planned ahead. Once the countess was confused, it would be"}
{"text": "### Book:time to make her jealous. At the next encounter, at a major f\u00eate in Paris,"}
{"text": "### Book:the marquis would show up with a beautiful young woman at his side."}
{"text": "### Book:This beautiful young woman had equally beautiful friends, so that"}
{"text": "### Book:wherever the countess would now see the marquis, he would be"}
{"text": "### Book:surrounded by the most stunning young women in Paris. Not only would"}
{"text": "### Book:the countess be seething with jealousy, she would come to see the"}
{"text": "### Book:marquis as someone who was desired by others. It was hard for Ninon to"}
{"text": "### Book:make the marquis understand, but she patiently explained that a woman"}
{"text": "### Book:who is interested in a man wants to see that other women are interested"}
{"text": "### Book:in him, too. Not only does that give him instant value, it makes it all the"}
{"text": "### Book:more satisfying to snatch him from their clutches."}
{"text": "### Book:Once the countess was jealous but intrigued, it would be time to"}
{"text": "### Book:beguile her. On Ninon\u2019s instructions, the marquis would fail to show up"}
{"text": "### Book:at affairs where the countess expected to see him. Then, suddenly, he"}
{"text": "### Book:would appear at salons he had never frequented before, but that the"}
{"text": "### Book:countess attended often. She would be unable to predict his moves. All"}
{"text": "### Book:of this would push her into the state of emotional confusion that is a"}
{"text": "### Book:prerequisite for successful seduction."}
{"text": "### Book:These moves were executed, and took several weeks. Ninon"}
{"text": "### Book:monitored the marquis\u2019s progress: Through her network of spies, she"}
{"text": "### Book:heard how the countess would laugh a little harder at his witticisms,"}
{"text": "### Book:listen more closely to his stories. She heard that the countess was"}
{"text": "### Book:suddenly asking questions about him. Her friends told her that at social"}
{"text": "### Book:affairs the countess would often look up at the marquis, following his"}
{"text": "### Book:steps. Ninon felt certain that the young woman was falling under his"}
{"text": "### Book:spell. It was a matter of weeks now, maybe a month or two, but if all"}
{"text": "### Book:went smoothly, the citadel would fall."}
{"text": "### Book:A few days later the marquis was at the countess\u2019s home. They were"}
{"text": "### Book:alone. Suddenly he was a different man: This time acting on his own"}
{"text": "### Book:impulse, rather than following Ninon\u2019s instructions, he took the"}
{"text": "### Book:countess\u2019s hands and told her he was in love with her. The young woman"}
{"text": "### Book:seemed confused, a reaction he did not expect. She became polite, then"}
{"text": "### Book:excused herself. For the rest of the evening she avoided his eyes, was not"}
{"text": "### Book:there to say good-night to him. The next few times he visited he was told"}
{"text": "### Book:she was not at home. When she finally admitted him again, the two felt"}
{"text": "### Book:awkward and uncomfortable with each other. The spell was broken."}
{"text": "### Book:InterpretationNinon de Lenclos knew everything about the art of love. The greatest"}
{"text": "### Book:writ ers, thinkers, and politicians of the time had been her lovers\u2014men"}
{"text": "### Book:like La Rochefoucauld, Moli\u00e8re, and Richelieu. Seduction was a game to"}
{"text": "### Book:her, to be practiced with skill. As she got older, and her reputation grew,"}
{"text": "### Book:the most important families in France would send their sons to her to be"}
{"text": "### Book:instructed in matters of love."}
{"text": "### Book:Ninon knew that men and women are very different, but when it"}
{"text": "### Book:comes to seduction they feel the same: Deep down inside, they often"}
{"text": "### Book:sense when they are being seduced, but they give in because they enjoy"}
{"text": "### Book:the feeling of being led along. It is a pleasure to let go, and to allow the"}
{"text": "### Book:other person to detour you into a strange country. Everything in"}
{"text": "### Book:seduction, however, depends on suggestion. You cannot announce your"}
{"text": "### Book:intentions or reveal them directly in words. Instead you must throw your"}
{"text": "### Book:targets off the scent. To surrender to your guidance they must be"}
{"text": "### Book:appropriately confused. You have to scramble your signals\u2014appear"}
{"text": "### Book:interested in another man or woman (the decoy), then hint at being"}
{"text": "### Book:interested in the target, then feign indifference, on and on. Such patterns"}
{"text": "### Book:not only confuse, they excite."}
{"text": "### Book:Imagine this story from the countess\u2019s perspective: After a few of the"}
{"text": "### Book:marquis\u2019s moves, she sensed the marquis was playing some sort of game,"}
{"text": "### Book:but the game delighted her. She did not know where he was leading her,"}
{"text": "### Book:but so much the better. His moves intrigued her, each of them keeping"}
{"text": "### Book:her waiting for the next one\u2014she even enjoyed her jealousy and"}
{"text": "### Book:confusion, for sometimes any emotion is better than the boredom of"}
{"text": "### Book:security. Perhaps the marquis had ulterior motives; most men do. But she"}
{"text": "### Book:was willing to wait and see, and probably if she had been made to wait"}
{"text": "### Book:long enough, what he was up to would not have mattered."}
{"text": "### Book:The moment the marquis uttered that fatal word \u201clove,\u201d however, all"}
{"text": "### Book:was changed. This was no longer a game with moves, it was an artless"}
{"text": "### Book:show of passion. His intention was revealed: He was seducing her. This"}
{"text": "### Book:put everything he had done in a new light. All that before had been"}
{"text": "### Book:charming now seemed ugly and conniving; the countess felt embarrassed"}
{"text": "### Book:and used. A door closed that would never open again."}
{"text": "### Book:Do not be held a cheat, even though it is impossible to live today without"}
{"text": "### Book:being one."}
{"text": "### Book:Let your greatest cunning lie in covering up what looks like cunning."}
{"text": "### Book:Ballasar Graci\u00e1n, 1601-1658OBSERVANCE OF THE LAW"}
{"text": "### Book:In 1850 the young Otto von Bismarck, then a thirty-five-year-old deputy"}
{"text": "### Book:in the Prussian parliament, was at a turning point in his career. The issues"}
{"text": "### Book:of the day were the unification of the many states (including Prussia) into"}
{"text": "### Book:which Germany was then divided, and a war against Austria, the"}
{"text": "### Book:powerful neighbor to the south that hoped to keep the Germans weak and"}
{"text": "### Book:at odds, even threatening to intervene if they tried to unite. Prince"}
{"text": "### Book:William, next in line to be Prussia\u2019s king, was in favor of going to war,"}
{"text": "### Book:and the parliament rallied to the cause, prepared to back any mobilization"}
{"text": "### Book:of troops. The only ones to oppose war were the present king, Frederick"}
{"text": "### Book:William IV, and his ministers, who preferred to appease the powerful"}
{"text": "### Book:Austrians."}
{"text": "### Book:Throughout his career, Bismarck had been a loyal, even passionate"}
{"text": "### Book:supporter of Prussian might and power. He dreamed of German"}
{"text": "### Book:unification, of going to war against Austria and humiliating the country"}
{"text": "### Book:that for so long had kept Germany divided. A former soldier, he saw"}
{"text": "### Book:warfare as a glorious business."}
{"text": "### Book:This, after all, was the man who years later would say, \u201cThe great"}
{"text": "### Book:questions of the time will be decided, not by speeches and resolutions,"}
{"text": "### Book:but by iron and blood.\u201d"}
{"text": "### Book:Passionate patriot and lover of military glory, Bismarck nevertheless"}
{"text": "### Book:gave a speech in parliament at the height of the war fever that astonished"}
{"text": "### Book:all who heard it. \u201cWoe unto the statesman,\u201d he said, \u201cwho makes war"}
{"text": "### Book:without a reason that will still be valid when the war is over! After the"}
{"text": "### Book:war, you will all look differently at these questions. Will you then have"}
{"text": "### Book:the courage to turn to the peasant contemplating the ashes of his farm, to"}
{"text": "### Book:the man who has been crippled, to the father who has lost his children?\u201d"}
{"text": "### Book:Not only did Bismarck go on to talk of the madness of this war, but,"}
{"text": "### Book:strangest of all, he praised Austria and defended her actions. This went"}
{"text": "### Book:against everything he had stood for. The consequences were immediate."}
{"text": "### Book:Bismarck was against the war\u2014what could this possibly mean? Other"}
{"text": "### Book:deputies were confused, and several of them changed their votes."}
{"text": "### Book:Eventually the king and his ministers won out, and war was averted."}
{"text": "### Book:A few weeks after Bismarck\u2019s infamous speech, the king, grateful that"}
{"text": "### Book:he had spoken for peace, made him a cabinet minister. A few years later"}
{"text": "### Book:he became the Prussian premier. In this role he eventually led his country"}
{"text": "### Book:and a peace-loving king into a war against Austria, crushing the former"}
{"text": "### Book:empire and establishing a mighty German state, with Prussia at its head.Interpretation"}
{"text": "### Book:At the time of his speech in 1850, Bismarck made several calculations."}
{"text": "### Book:First, he sensed that the Prussian military, which had not kept pace with"}
{"text": "### Book:other European armies, was unready for war\u2014that Austria, in fact, might"}
{"text": "### Book:very well win, a disastrous result for the future. Second, if the war were"}
{"text": "### Book:lost and Bismarck had supported it, his career would be gravely"}
{"text": "### Book:jeopardized. The king and his conservative ministers wanted peace;"}
{"text": "### Book:Bismarck wanted power. The answer was to throw people off the scent"}
{"text": "### Book:by supporting a cause he detested, saying things he would laugh at if said"}
{"text": "### Book:by another. A whole country was fooled. It was because of Bismarck\u2019s"}
{"text": "### Book:speech that the king made him a minister, a position from which he"}
{"text": "### Book:quickly rose to be prime minister, attaining the power to strengthen the"}
{"text": "### Book:Prussian military and accomplish what he had wanted all along: the"}
{"text": "### Book:humiliation of Austria and the unification of Germany under Prussia\u2019s"}
{"text": "### Book:leadership."}
{"text": "### Book:Bismarck was certainly one of the cleverest statesman who ever lived,"}
{"text": "### Book:a master of strategy and deception. No one suspected what he was up to"}
{"text": "### Book:in this case. Had he announced his real intentions, arguing that it was"}
{"text": "### Book:better to wait now and fight later, he would not have won the argument,"}
{"text": "### Book:since most Prussians wanted war at that moment and mistakenly believed"}
{"text": "### Book:that their army was superior to the Austrians. Had he played up to the"}
{"text": "### Book:king, asking to be made a minister in exchange for supporting peace, he"}
{"text": "### Book:would not have succeeded either: The king would have distrusted his"}
{"text": "### Book:ambition and doubted his sincerity."}
{"text": "### Book:By being completely insincere and sending misleading signals,"}
{"text": "### Book:however, he deceived everyone, concealed his purpose, and attained"}
{"text": "### Book:everything he wanted. Such is the power of hiding your intentions."}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:Most people are open books. They say what they feel, blurt out their"}
{"text": "### Book:opinions at every opportunity, and constantly reveal their plans and"}
{"text": "### Book:intentions. They do this for several reasons. First, it is easy and natural to"}
{"text": "### Book:always want to talk about one\u2019s feelings and plans for the future. It takes"}
{"text": "### Book:effort to control your tongue and monitor what you reveal. Second, many"}
{"text": "### Book:believe that by being honest and open they are winning people\u2019s heartsand showing their good nature.They are greatly deluded. Honesty is"}
{"text": "### Book:actually a blunt instrument, which bloodies more than it cuts. Your"}
{"text": "### Book:honesty is likely to offend people; it is much more prudent to tailor your"}
{"text": "### Book:words, telling people what they want to hear rather than the coarse and"}
{"text": "### Book:ugly truth of what you feel or think. More important, by being"}
{"text": "### Book:unabashedly open you make yourself so predictable and familiar that it is"}
{"text": "### Book:almost impossible to respect or fear you, and power will not accrue to a"}
{"text": "### Book:person who cannot inspire such emotions."}
{"text": "### Book:If you yearn for power, quickly lay honesty aside, and train yourself in"}
{"text": "### Book:the art of concealing your intentions. Master the art and you will always"}
{"text": "### Book:have the upper hand. Basic to an ability to conceal one\u2019s intentions is a"}
{"text": "### Book:simple truth about human nature: Our first instinct is to always trust"}
{"text": "### Book:appearances. We cannot go around doubting the reality of what we see"}
{"text": "### Book:and hear\u2014constantly imagining that appearances concealed something"}
{"text": "### Book:else would exhaust and terrify us. This fact makes it relatively easy to"}
{"text": "### Book:conceal one\u2019s intentions. Simply dangle an object you seem to desire, a"}
{"text": "### Book:goal you seem to aim for, in front of people\u2019s eyes and they will take the"}
{"text": "### Book:appearance for reality. Once their eyes focus on the decoy, they will fail"}
{"text": "### Book:to notice what you are really up to. In seduction, set up conflicting"}
{"text": "### Book:signals, such as desire and indifference, and you not only throw them off"}
{"text": "### Book:the scent, you inflame their desire to possess you."}
{"text": "### Book:A tactic that is often effective in setting up a red herring is to appear to"}
{"text": "### Book:support an idea or cause that is actually contrary to your own sentiments."}
{"text": "### Book:(Bismarck used this to great effect in his speech in 1850.) Most people"}
{"text": "### Book:will believe you have experienced a change of heart, since it is so"}
{"text": "### Book:unusual to play so lightly with something as emotional as one\u2019s opinions"}
{"text": "### Book:and values. The same applies for any decoyed object of desire: Seem to"}
{"text": "### Book:want something in which you are actually not at all interested and your"}
{"text": "### Book:enemies will be thrown off the scent, making all kinds of errors in their"}
{"text": "### Book:calculations."}
{"text": "### Book:During the War of the Spanish Succession in 1711, the Duke of"}
{"text": "### Book:Marlborough, head of the English army, wanted to destroy a key French"}
{"text": "### Book:fort, because it protected a vital thoroughfare into France. Yet he knew"}
{"text": "### Book:that if he destroyed it, the French would realize what he wanted\u2014to"}
{"text": "### Book:advance down that road. Instead, then, he merely captured the fort, and"}
{"text": "### Book:garrisoned it with some of his troops, making it appear as if he wanted it"}
{"text": "### Book:for some purpose of his own. The French attacked the fort and the duke"}
{"text": "### Book:let them recapture it. Once they had it back, though, they destroyed it,"}
{"text": "### Book:figuring that the duke had wanted it for some important reason. Now thatthe fort was gone, the road was unprotected, and Marlborough could"}
{"text": "### Book:easily march into France."}
{"text": "### Book:Use this tactic in the following manner: Hide your intentions not by"}
{"text": "### Book:closing up (with the risk of appearing secretive, and making people"}
{"text": "### Book:suspicious) but by talking endlessly about your desires and goals\u2014just"}
{"text": "### Book:not your real ones. You will kill three birds with one stone: You appear"}
{"text": "### Book:friendly, open, and trusting; you conceal your intentions; and you send"}
{"text": "### Book:your rivals on time-consuming wild-goose chases."}
{"text": "### Book:Another powerful tool in throwing people off the scent is false"}
{"text": "### Book:sincerity. People easily mistake sincerity for honesty. Remember\u2014their"}
{"text": "### Book:first instinct is to trust appearances, and since they value honesty and"}
{"text": "### Book:want to believe in the honesty of those around them, they will rarely"}
{"text": "### Book:doubt you or see through your act. Seeming to believe what you say"}
{"text": "### Book:gives your words great weight. This is how Iago deceived and destroyed"}
{"text": "### Book:Othello: Given the depth of his emotions, the apparent sincerity of his"}
{"text": "### Book:concerns about Desde mona\u2019s supposed infidelity, how could Othello"}
{"text": "### Book:distrust him? This is also how the great con artist Yellow Kid Weil pulled"}
{"text": "### Book:the wool over suckers\u2019 eyes: Seeming to believe so deeply in the"}
{"text": "### Book:decoyed object he was dangling in front of them (a phony stock, a touted"}
{"text": "### Book:racehorse), he made its reality hard to doubt. It is important, of course,"}
{"text": "### Book:not to go too far in this area. Sincerity is a tricky tool: Appear"}
{"text": "### Book:overpassionate and you raise suspicions. Be measured and believable or"}
{"text": "### Book:your ruse will seem the put-on that it is."}
{"text": "### Book:To make your false sincerity an effective weapon in concealing your"}
{"text": "### Book:intentions, espouse a belief in honesty and forthrightness as important"}
{"text": "### Book:social values. Do this as publicly as possible. Emphasize your position"}
{"text": "### Book:on this subject by occasionally divulging some heartfelt thought\u2014though"}
{"text": "### Book:only one that is actually meaningless or irrelevant, of course. Napoleon\u2019s"}
{"text": "### Book:minister Talleyrand was a master at taking people into his confidence by"}
{"text": "### Book:revealing some apparent secret. This feigned confidence\u2014a decoy\u2014"}
{"text": "### Book:would then elicit a real confidence on the other person\u2019s part."}
{"text": "### Book:Remember: The best deceivers do everything they can to cloak their"}
{"text": "### Book:roguish qualities. They cultivate an air of honesty in one area to disguise"}
{"text": "### Book:their dishonesty in others. Honesty is merely another decoy in their"}
{"text": "### Book:arsenal of weapons.PART II: USE SMOKE SCREENS TO"}
{"text": "### Book:DISGUISE YOUR ACTIONS"}
{"text": "### Book:Deception is always the best strategy, but the best deceptions require a"}
{"text": "### Book:screen of smoke to distract people attention from your real purpose. The"}
{"text": "### Book:bland exterior\u2014like the unreadable poker face\u2014is often the perfect"}
{"text": "### Book:smoke screen, hiding your intentions behind the comfortable and"}
{"text": "### Book:familiar. If you lead the sucker down a familiar path, he won\u2019t catch on"}
{"text": "### Book:when you lead him into a trap."}
{"text": "### Book:OBSERVANCE OF THE LAW I"}
{"text": "### Book:In 1910, a Mr. Sam Geezil of Chicago sold his warehouse business for"}
{"text": "### Book:close to $1 million. He settled down to semiretirement and the managing"}
{"text": "### Book:of his many properties, but deep inside he itched for the old days of deal-"}
{"text": "### Book:making. One day a young man named Joseph Weil visited his office,"}
{"text": "### Book:wanting to buy an apartment he had up for sale. Geezil explained the"}
{"text": "### Book:terms: The price was $8,000, but he only required a down payment of"}
{"text": "### Book:$2,000. Weil said he would sleep on it, but he came back the following"}
{"text": "### Book:day and offered to pay the full $8,000 in cash, if Geezil could wait a"}
{"text": "### Book:couple of days, until a deal Weil was working on came through. Even in"}
{"text": "### Book:semiretirement, a clever businessman like Geezil was curious as to how"}
{"text": "### Book:Weil would be able to come up with so much cash (roughly $150,000"}
{"text": "### Book:today) so quickly. Weil seemed reluctant to say, and quickly changed the"}
{"text": "### Book:subject, but Geezil was persistent. Finally, after assurances of"}
{"text": "### Book:confidentiality, Weil told Geezil the following story."}
{"text": "### Book:THE KING OF ISRAEL IGNS WORSHIP OF"}
{"text": "### Book:THE"}
{"text": "### Book:Then Jehu assembled all the people, and said to them, \u201cAhab served"}
{"text": "### Book:Ba\u2018al a little; but Jehu will serve him much more. Now therefore call to"}
{"text": "### Book:me all the prophets of Ba\u2019al, all his worshippers and all his priests; letnone be missing, for I have a great sacrifice to offer to Ba\u2018al; whoever is"}
{"text": "### Book:missing shall not live.\u201d But Jehu did it with cunning in order to destroy"}
{"text": "### Book:the worshippers of Ba\u2019al. And Jehu ordered, \u201cSanctify a solemn"}
{"text": "### Book:assembly for Ba\u2018al. \u201dSo they proclaimed it. And Jehu sent throughout all"}
{"text": "### Book:Israel; and all the worshippers of Ba\u2019al came, so that there was not a"}
{"text": "### Book:man left who did not come. And they entered the house of Ba\u2018al, and the"}
{"text": "### Book:house of Ba\u2019al was filled from one end to the other\u2026. Then Jehu went"}
{"text": "### Book:into the house of Ba\u2018al \u2026 and he said to the worshippers of Ba\u2019al,"}
{"text": "### Book:\u201cSearch, and see that there is no servant of the LORD here among you,"}
{"text": "### Book:but only the worshippers of Ba\u2018al.\u201cThen he went in to offer sacrifices"}
{"text": "### Book:and burnt offerings. Now Jehu had stationed eighty men outside, and"}
{"text": "### Book:said, \u201dThe man who allows any of those whom I give into your hands to"}
{"text": "### Book:escape shall forfeit his life.\u201c So as soon as he had made an end of"}
{"text": "### Book:offering the burnt offering, Jehu said to the guard and to the officers,"}
{"text": "### Book:\u201dGo in and slay them; let not a man escape. \u201d So when they put them to"}
{"text": "### Book:the sword, the guard and the officers cast them out and went into the"}
{"text": "### Book:inner room of the house of Ba\u2019al and they brought out the pillar that was"}
{"text": "### Book:in the house of Ba\u2018al and burned it. And they demolished the pillar of"}
{"text": "### Book:Ba\u2019al and demolished the house of Ba\u2018al, and made it a latrine to this"}
{"text": "### Book:day. Thus Jehu wiped out Ba\u2019al from Israel."}
{"text": "### Book:OLD TESTAMENT, 2 KINGS 10:18-28"}
{"text": "### Book:Weil\u2019s uncle was the secretary to a coterie of multimillionaire"}
{"text": "### Book:financiers. These wealthy gentlemen had purchased a hunting lodge in"}
{"text": "### Book:Michigan ten years ago, at a cheap price. They had not used the lodge for"}
{"text": "### Book:a few years, so they had decided to sell it and had asked Weil\u2019s uncle to"}
{"text": "### Book:get whatever he could for it. For reasons\u2014good reasons\u2014of his own, the"}
{"text": "### Book:uncle had been nursing a grudge against the millionaires for years; this"}
{"text": "### Book:was his chance to get back at them. He would sell the property for"}
{"text": "### Book:$35,000 to a set up man (whom it was Weil\u2019s job to find). The financiers"}
{"text": "### Book:were too wealthy to worry about this low price. The set-up man would"}
{"text": "### Book:then turn around and sell the property again for its real price, around"}
{"text": "### Book:$155,000. The uncle, Weil, and the third man would split the profits from"}
{"text": "### Book:this second sale. It was all legal and for a good cause\u2014the uncle\u2019s just"}
{"text": "### Book:retribution."}
{"text": "### Book:Geezil had heard enough: He wanted to be the set-up buyer. Weil was"}
{"text": "### Book:reluctant to involve him, but Geezil would not back down: The idea of a"}
{"text": "### Book:large profit, plus a little adventure, had him champing at the bit. Weil"}
{"text": "### Book:explained that Geezil would have to put up the $35,000 in cash to bring"}
{"text": "### Book:the deal off. Geezil, a millionaire, said he could get the money with a"}
{"text": "### Book:snap of his fingers. Weil finally relented and agreed to arrange a meetingbetween the uncle, Geezil, and the financiers, in the town of Galesburg,"}
{"text": "### Book:Illinois."}
{"text": "### Book:On the train ride to Galesburg, Geezil met the uncle\u2014an impressive"}
{"text": "### Book:man, with whom he avidly discussed business. Weil also brought along a"}
{"text": "### Book:companion, a somewhat paunchy man named George Gross. Weil"}
{"text": "### Book:explained to Geezil that he himself was a boxing trainer, that Gross was"}
{"text": "### Book:one of the promising prizefighters he trained, and that he had asked"}
{"text": "### Book:Gross to come along to make sure the fighter stayed in shape. For a"}
{"text": "### Book:promising fighter, Gross was unimpressive looking\u2014he had gray hair"}
{"text": "### Book:and a beer belly\u2014but Geezil was so excited about the deal that he didn\u2019t"}
{"text": "### Book:really think about the man\u2019s flabby appearance."}
{"text": "### Book:Once in Galesburg, Weil and his uncle went to fetch the financiers"}
{"text": "### Book:while Geezil waited in a hotel room with Gross, who promptly put on his"}
{"text": "### Book:boxing trunks. As Geezil half watched, Gross began to shadowbox."}
{"text": "### Book:Distracted as he was, Geezil ignored how badly the boxer wheezed after"}
{"text": "### Book:a few minutes of exercise, although his style seemed real enough. An"}
{"text": "### Book:hour later, Weil and his uncle reappeared with the financiers, an"}
{"text": "### Book:impressive, intimidating group of men, all wearing fancy suits. The"}
{"text": "### Book:meeting went well and the financiers agreed to sell the lodge to Geezil,"}
{"text": "### Book:who had already had the $35,000 wired to a local bank."}
{"text": "### Book:This minor business now settled, the financiers sat back in their chairs"}
{"text": "### Book:and began to banter about high finance, throwing out the name \u201cJ. P."}
{"text": "### Book:Morgan\u201d as if they knew the man. Finally one of them noticed the boxer"}
{"text": "### Book:in the corner of the room. Weil explained what he was doing there. The"}
{"text": "### Book:financier countered that he too had a boxer in his entourage, whom he"}
{"text": "### Book:named. Weil laughed brazenly and exclaimed that his man could easily"}
{"text": "### Book:knock out their man. Conversation escalated into argument. In the heat"}
{"text": "### Book:of passion, Weil challenged the men to a bet. The financiers eagerly"}
{"text": "### Book:agreed and left to get their man ready for a fight the next day."}
{"text": "### Book:As soon as they had left, the uncle yelled at Weil, right in front of"}
{"text": "### Book:Geezil; They did not have enough money to bet with, and once the"}
{"text": "### Book:financiers discovered this, the uncle would be fired. Weil apologized for"}
{"text": "### Book:getting him in this mess, but he had a plan: He knew the other boxer"}
{"text": "### Book:well, and with a little bribe, they could fix the fight. But where would the"}
{"text": "### Book:money come from for the bet? the uncle replied. Without it they were as"}
{"text": "### Book:good as dead. Finally Geezil had heard enough. Unwilling to jeopardize"}
{"text": "### Book:his deal with any ill will, he offered his own $35,000 cash for part of the"}
{"text": "### Book:bet. Even if he lost that, he would wire for more money and still make a"}
{"text": "### Book:profit on the sale of the lodge. The uncle and nephew thanked him. With"}
{"text": "### Book:their own $15,000 and Geezil\u2019s $35,000 they would manage to haveenough for the bet. That evening, as Geezil watched the two boxers"}
{"text": "### Book:rehearse the fix in the hotel room, his mind reeled at the killing he was"}
{"text": "### Book:going to make from both the boxing match and the sale of the lodge."}
{"text": "### Book:The fight took place in a gym the next day. Weil handled the cash,"}
{"text": "### Book:which was placed for security in a locked box. Everything was"}
{"text": "### Book:proceeding as planned in the hotel room. The financiers were looking"}
{"text": "### Book:glum at how badly their fighter was doing, and Geezil was dreaming"}
{"text": "### Book:about the easy money he was about to make. Then, suddenly, a wild"}
{"text": "### Book:swing by the financier\u2019s fighter hit Gross hard in the face, knocking him"}
{"text": "### Book:down. When he hit the canvas, blood spurted from his mouth. He"}
{"text": "### Book:coughed, then lay still. One of the financiers, a former doctor, checked"}
{"text": "### Book:his pulse; he was dead. The millionaires panicked: Everyone had to get"}
{"text": "### Book:out before the police arrived-they could all be charged with murder."}
{"text": "### Book:Terrified, Geezil hightailed it out of the gym and back to Chicago,"}
{"text": "### Book:leaving behind his $35,000 which he was only too glad to forget, for it"}
{"text": "### Book:seemed a small price to pay to avoid being implicated in a crime. He"}
{"text": "### Book:never wanted to see Weil or any of the others again."}
{"text": "### Book:After Geezil scurried out, Gross stood up, under his own steam. The"}
{"text": "### Book:blood that had spurted from his mouth came from a ball filled with"}
{"text": "### Book:chicken blood and hot water that he had hidden in his cheek. The whole"}
{"text": "### Book:affair had been masterminded by Weil, better known as \u201cthe Yellow"}
{"text": "### Book:Kid,\u201d one of the most creative con artists in history. Weil split the"}
{"text": "### Book:$35,000 with the financiers and the boxers (all fellow con artists)\u2014a"}
{"text": "### Book:nice little profit for a few days\u2019 work."}
{"text": "### Book:SN BROAD"}
{"text": "### Book:This means to create a front that eventually becomes imbued with an"}
{"text": "### Book:atmosphere or impression of familiarity, within which the strategist may"}
{"text": "### Book:maneuver unseen while all eyes are trained to see obvious familiarities."}
{"text": "### Book:\u201cTHE THIRTY-SIX STRATEGIES.\u201d QUOTED IN THF JAPANESE"}
{"text": "### Book:ART OF WAR."}
{"text": "### Book:THOMAS CLEARY, 1991"}
{"text": "### Book:Interpretation"}
{"text": "### Book:The Yellow Kid had staked out Geezil as the perfect sucker long before"}
{"text": "### Book:he set up the con. He knew the boxing-match scam would be the perfect"}
{"text": "### Book:ruse to separate Geezil from his money quickly and definitively. But he"}
{"text": "### Book:also knew that if he had begun by trying to interest Geezil in the boxingmatch, he would have failed miserably. He had to conceal his intentions"}
{"text": "### Book:and switch attention, create a smoke screen\u2014in this case the sale of the"}
{"text": "### Book:lodge."}
{"text": "### Book:On the train ride and in the hotel room Geezil\u2019s mind had been"}
{"text": "### Book:completely occupied with the pending deal, the easy money, the chance"}
{"text": "### Book:to hobnob with wealthy men. He had failed to notice that Gross was out"}
{"text": "### Book:of shape and middle-aged at best. Such is the distracting power of a"}
{"text": "### Book:smoke screen. Engrossed in the business deal, Geezil\u2019s attention was"}
{"text": "### Book:easily diverted to the boxing match, but only at a point when it was"}
{"text": "### Book:already too late for him to notice the details that would have given Gross"}
{"text": "### Book:away. The match, after all, now depended on a bribe rather than on the"}
{"text": "### Book:boxer\u2019s physical condition. And Geezil was so distracted at the end by"}
{"text": "### Book:the illusion of the boxer\u2019s death that he completely forgot about his"}
{"text": "### Book:money."}
{"text": "### Book:Learn from the Yellow Kid: The familiar, inconspicuous front is the"}
{"text": "### Book:perfect smoke screen. Approach your mark with an idea that seems"}
{"text": "### Book:ordinary enough\u2014a business deal, financial intrigue. The sucker\u2019s mind"}
{"text": "### Book:is distracted, his suspicions allayed. That is when you gently guide him"}
{"text": "### Book:onto the second path, the slippery slope down which he slides helplessly"}
{"text": "### Book:into your trap."}
{"text": "### Book:OBSERVANCE OF THE LAW II"}
{"text": "### Book:In the mid-1920s, the powerful warlords of Ethiopia were coming to the"}
{"text": "### Book:realization that a young man of the nobility named Haile Selassie, also"}
{"text": "### Book:known as Ras Tafari, was outcompeting them all and nearing the point"}
{"text": "### Book:where he could proclaim himself their leader, unifying the country for"}
{"text": "### Book:the first time in decades. Most of his rivals could not understand how this"}
{"text": "### Book:wispy, quiet, mild-mannered man had been able to take control. Yet in"}
{"text": "### Book:1927, Selassie was able to summon the warlords, one at a time, to come"}
{"text": "### Book:to Addis Ababa to declare their loyalty and recognize him as leader."}
{"text": "### Book:Some hurried, some hesitated, but only one, Dejazmach Balcha of"}
{"text": "### Book:Sidamo, dared defy Selassie totally. A blustery man, Balcha was a great"}
{"text": "### Book:warrior, and he considered the new leader weak and unworthy. He"}
{"text": "### Book:pointedly stayed away from the capital. Finally Selassie, in his gentle but"}
{"text": "### Book:stem way, commanded Balcha to come. The warlord decided to obey, but"}
{"text": "### Book:in doing so he would turn the tables on this pretender to the Ethiopianthrone: He would come to Addis Ababa at his own speed, and with an"}
{"text": "### Book:army of 10,000 men, a force large enough to defend himself, perhaps"}
{"text": "### Book:even start a civil war. Stationing this formidable force in a valley three"}
{"text": "### Book:miles from the capital, he waited, as a king would. Selassie would have"}
{"text": "### Book:to come to him."}
{"text": "### Book:Selassie did indeed send emissaries, asking Balcha to attend an"}
{"text": "### Book:afternoon banquet in his honor. But Balcha, no fool, knew history\u2014he"}
{"text": "### Book:knew that previous kings and lords of Ethiopia had used banquets as a"}
{"text": "### Book:trap. Once he was there and full of drink, Selassie would have him"}
{"text": "### Book:arrested or murdered. To signal his understanding of the situation, he"}
{"text": "### Book:agreed to come to the banquet, but only if he could bring his personal"}
{"text": "### Book:bodyguard\u2014600 of his best soldiers, all armed and ready to defend him"}
{"text": "### Book:and themselves. To Balcha\u2019s surprise, Selassie answered with the utmost"}
{"text": "### Book:politeness that he would be honored to play host to such warriors."}
{"text": "### Book:On the way to the banquet, Balcha warned his soldiers not to get drunk"}
{"text": "### Book:and to be on their guard. When they arrived at the palace, Selassie was"}
{"text": "### Book:his charming best. He deferred to Balcha, treated him as if he desperately"}
{"text": "### Book:needed his approval and cooperation. But Balcha refused to be charmed,"}
{"text": "### Book:and he warned Selassie that if he did not return to his camp by nightfall,"}
{"text": "### Book:his army had orders to attack the capital. Selassie reacted as if hurt by his"}
{"text": "### Book:mistrust. Over the meal, when it came time for the traditional singing of"}
{"text": "### Book:songs in honor of Ethiopia\u2019s leaders, he made a point of allowing only"}
{"text": "### Book:songs honoring the warlord of Sidamo. It seemed to Balcha that Selassie"}
{"text": "### Book:was scared, intimidated by this great warrior who could not be outwitted."}
{"text": "### Book:Sensing the change, Balcha believed that he would be the one to call the"}
{"text": "### Book:shots in the days to come."}
{"text": "### Book:At the end of the afternoon, Balcha and his soldiers began their march"}
{"text": "### Book:back to camp amidst cheers and gun salutes. Looking back to the capital"}
{"text": "### Book:over his shoulder, he planned his strategy\u2014how his own soldiers would"}
{"text": "### Book:march through the capital in triumph within weeks, and Selassie would"}
{"text": "### Book:be put in his place, his place being either prison or death. When Balcha"}
{"text": "### Book:came in sight of his camp, however, he saw that something was terribly"}
{"text": "### Book:wrong. Where before there had been colorful tents stretching as far as the"}
{"text": "### Book:eye could see, now there was nothing, only smoke from doused fires."}
{"text": "### Book:What devil\u2019s magic was this?"}
{"text": "### Book:A witness told Balcha what had happened. During the banquet, a large"}
{"text": "### Book:army, commanded by an ally of Selassie\u2019s, had stolen up on Balcha\u2019s"}
{"text": "### Book:encampment by a side route he had not seen. This army had not come to"}
{"text": "### Book:fight, however: Knowing that Balcha would have heard a noisy battle"}
{"text": "### Book:and hurried back with his 600-man bodyguard, Selassie had armed hisown troops with baskets of gold and cash. They had surrounded Balcha\u2019s"}
{"text": "### Book:army and proceeded to purchase every last one of their weapons. Those"}
{"text": "### Book:who refused were easily intimidated. Within a few hours, Balcha\u2019s entire"}
{"text": "### Book:force had been disarmed and scattered in all directions."}
{"text": "### Book:Realizing his danger, Balcha decided to march south with his 600"}
{"text": "### Book:soldiers to regroup, but the same army that had disarmed his soldiers"}
{"text": "### Book:blocked his way. The other way out was to march on the capital, but"}
{"text": "### Book:Selassie had set a large army to defend it. Like a chess player, he had"}
{"text": "### Book:predicted Balcha\u2019s moves, and had checkmated him. For the first time in"}
{"text": "### Book:his life, Balcha surrendered. To repent his sins of pride and ambition, he"}
{"text": "### Book:agreed to enter a monastery."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Throughout Selassie\u2019s long reign, no one could quite figure him out."}
{"text": "### Book:Ethiopians like their leaders fierce, but Selassie, who wore the front of a"}
{"text": "### Book:gentle, peace-loving man, lasted longer than any of them. Never angry or"}
{"text": "### Book:impatient, he lured his victims with sweet smiles, lulling them with"}
{"text": "### Book:charm and obsequiousness before he attacked. In the case of Balcha,"}
{"text": "### Book:Selassie played on the man\u2019s wariness, his suspicion that the banquet was"}
{"text": "### Book:a trap\u2014which in fact it was, but not the one he expected. Selassie\u2019s way"}
{"text": "### Book:of allaying Balcha\u2019s fears\u2014letting him bring his bodyguard to the"}
{"text": "### Book:banquet, giving him top billing there, making him feel in control\u2014"}
{"text": "### Book:created a thick smoke screen, concealing the real action three miles"}
{"text": "### Book:away."}
{"text": "### Book:Remember: The paranoid and wary are often the easiest to deceive."}
{"text": "### Book:Win their trust in one area and you have a smoke screen that blinds their"}
{"text": "### Book:view in another, letting you creep up and level them with a devastating"}
{"text": "### Book:blow. A helpful or apparently honest gesture, or one that implies the"}
{"text": "### Book:other person\u2019s superiority\u2014these are perfect diversionary devices."}
{"text": "### Book:Properly set up, the smoke screen is a weapon of great power. It"}
{"text": "### Book:enabled the gentle Selassie to totally destroy his enemy, without firing a"}
{"text": "### Book:single bullet."}
{"text": "### Book:Do not underestimate the power of Tafari. He creeps"}
{"text": "### Book:like a mouse but he has jaws like a lion."}
{"text": "### Book:Bacha of Sidamo\u2019s last worlds before entering the monasteryKEYS TO POWER"}
{"text": "### Book:If you believe that deceivers are colorful folk who mislead with elaborate"}
{"text": "### Book:lies and tall tales, you are greatly mistaken. The best deceivers utilize a"}
{"text": "### Book:bland and inconspicuous front that calls no attention to themselves. They"}
{"text": "### Book:know that extravagant words and gestures immediately raise suspicion."}
{"text": "### Book:Instead, they envelop their mark in the familiar, the banal, the harmless."}
{"text": "### Book:In Yellow Kid Weil\u2019s dealings with Sam Geezil, the familiar was a"}
{"text": "### Book:business deal. In the Ethiopian case, it was Selassie\u2019s misleading"}
{"text": "### Book:obsequiousness\u2014exactly what Balcha would have expected from a"}
{"text": "### Book:weaker warlord."}
{"text": "### Book:Once you have lulled your suckers\u2019 attention with the familiar, they"}
{"text": "### Book:will not notice the deception being perpetrated behind their backs. This"}
{"text": "### Book:derives from a simple truth: people can only focus on one thing at a time."}
{"text": "### Book:It is really too difficult for them to imagine that the bland and harmless"}
{"text": "### Book:person they are dealing with is simultaneously setting up something else."}
{"text": "### Book:The grayer and more uniform the smoke in your smoke screen, the better"}
{"text": "### Book:it conceals your intentions. In the decoy and red herring devices"}
{"text": "### Book:discussed in Part I, you actively distract people; in the smoke screen, you"}
{"text": "### Book:lull your victims, drawing them into your web. Because it is so hypnotic,"}
{"text": "### Book:this is often the best way of concealing your intentions."}
{"text": "### Book:The simplest form of smoke screen is facial expression. Behind a"}
{"text": "### Book:bland, unreadable exterior, all sorts of mayhem can be planned, without"}
{"text": "### Book:detection. This is a weapon that the most powerful men in history have"}
{"text": "### Book:learned to perfect. It was said that no one could read Franklin D."}
{"text": "### Book:Roosevelt\u2019s face. Baron James Rothschild made a lifelong practice of"}
{"text": "### Book:disguising his real thoughts behind bland smiles and nondescript looks."}
{"text": "### Book:Stendhal wrote of Talleyrand, \u201cNever was a face less of a barometer.\u201d"}
{"text": "### Book:Henry Kissinger would bore his opponents around the negotiating table"}
{"text": "### Book:to tears with his monotonous voice, his blank look, his endless"}
{"text": "### Book:recitations of details; then, as their eyes glazed over, he would suddenly"}
{"text": "### Book:hit them with a list of bold terms. Caught off-guard, they would be easily"}
{"text": "### Book:intimidated. As one poker manual explains it, \u201cWhile playing his hand,"}
{"text": "### Book:the good player is seldom an actor. Instead he practices a bland behavior"}
{"text": "### Book:that minimizes readable patterns, frustrates and confuses opponents,"}
{"text": "### Book:permits greater concentration.\u201d"}
{"text": "### Book:An adaptable concept, the smoke screen can be practiced on a number"}
{"text": "### Book:of levels, all playing on the psychological principles of distraction and"}
{"text": "### Book:misdirection. One of the most effective smoke screens is the noblegesture. People want to believe apparently noble gestures are genuine,"}
{"text": "### Book:for the belief is pleasant. They rarely notice how deceptive these gestures"}
{"text": "### Book:can be."}
{"text": "### Book:The art dealer Joseph Duveen was once confronted with a terrible"}
{"text": "### Book:problem. The millionaires who had paid so dearly for Duveen\u2019s paintings"}
{"text": "### Book:were running out of wall space, and with inheritance taxes getting ever"}
{"text": "### Book:higher, it seemed unlikely that they would keep buying. The solution was"}
{"text": "### Book:the National Gallery of Art in Washington, D.C., which Duveen helped"}
{"text": "### Book:create in 1937 by getting Andrew Mellon to donate his collection to it."}
{"text": "### Book:The National Gallery was the perfect front for Duveen. In one gesture,"}
{"text": "### Book:his clients avoided taxes, cleared wall space for new purchases, and"}
{"text": "### Book:reduced the number of paintings on the market, maintaining the upward"}
{"text": "### Book:pressure on their prices. All this while the donors created the appearance"}
{"text": "### Book:of being public benefactors."}
{"text": "### Book:Another effective smoke screen is the pattern, the establishment of a"}
{"text": "### Book:series of actions that seduce the victim into believing you will continue"}
{"text": "### Book:in the same way. The pattern plays on the psychology of anticipation:"}
{"text": "### Book:Our behavior conforms to patterns, or so we like to think."}
{"text": "### Book:In 1878 the American robber baron Jay Gould created a company that"}
{"text": "### Book:began to threaten the monopoly of the telegraph company Western"}
{"text": "### Book:Union. The directors of Western Union decided to buy Gould\u2019s company"}
{"text": "### Book:up\u2014 they had to spend a hefty sum, but they figured they had managed"}
{"text": "### Book:to rid themselves of an irritating competitor. A few months later, though,"}
{"text": "### Book:Gould was it at again, complaining he had been treated unfairly. He"}
{"text": "### Book:started up a second company to compete with Western Union and its new"}
{"text": "### Book:acquisition. The same thing happened again: Western Union bought him"}
{"text": "### Book:out to shut him up. Soon the pattern began for the third time, but now"}
{"text": "### Book:Gould went for the jugular: He suddenly staged a bloody takeover"}
{"text": "### Book:struggle and managed to gain complete control of Western Union. He"}
{"text": "### Book:had established a pattern that had tricked the company\u2019s directors into"}
{"text": "### Book:thinking his goal was to be bought out at a handsome rate. Once they"}
{"text": "### Book:paid him off, they relaxed and failed to notice that he was actually"}
{"text": "### Book:playing for higher stakes. The pattern is powerful in that it deceives the"}
{"text": "### Book:other person into expecting the opposite of what you are really doing."}
{"text": "### Book:Another psychological weakness on which to construct a smoke"}
{"text": "### Book:screen is the tendency to mistake appearances for reality\u2014the feeling"}
{"text": "### Book:that if someone seems to belong to your group, their belonging must be"}
{"text": "### Book:real. This habit makes the seamless blend a very effective front. The trick"}
{"text": "### Book:is simple: You simply blend in with those around you. The better you"}
{"text": "### Book:blend, the less suspicious you become. During the Cold War of the 1950sand \u201960s, as is now notorious, a slew of British civil servants passed"}
{"text": "### Book:secrets to the Soviets. They went undetected for years because they were"}
{"text": "### Book:apparently decent chaps, had gone to all the right schools, and fit the old-"}
{"text": "### Book:boy network perfectly. Blending in is the perfect smoke screen for"}
{"text": "### Book:spying. The better you do it, the better you can conceal your intentions."}
{"text": "### Book:Remember: It takes patience and humility to dull your brilliant colors,"}
{"text": "### Book:to put on the mask of the inconspicuous. Do not despair at having to"}
{"text": "### Book:wear such a bland mask\u2014it is often your unreadability that draws people"}
{"text": "### Book:to you and makes you appear a person of power."}
{"text": "### Book:Image: A Sheep\u2019s Skin."}
{"text": "### Book:A sheep never marauds,"}
{"text": "### Book:a sheep never deceives,"}
{"text": "### Book:a sheep is magnificently"}
{"text": "### Book:dumb and docile. With a"}
{"text": "### Book:sheepskin on his back,"}
{"text": "### Book:a fox can pass right"}
{"text": "### Book:into the chicken coop."}
{"text": "### Book:Authority: Have you ever heard of a skillful general, who intends to"}
{"text": "### Book:surprise a citadel, announcing his plan to his enemy? Conceal your"}
{"text": "### Book:purpose and hide your progress; do not disclose the extent of your"}
{"text": "### Book:designs until they cannot be opposed, until the combat is over. Win the"}
{"text": "### Book:victory before you declare the war. In a word, imitate those warlike"}
{"text": "### Book:people whose designs are not known except by the ravaged country"}
{"text": "### Book:through which they have passed. (Ninon de Lenclos, 1623-1706)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:No smoke screen, red herring, false sincerity, or any other diversionary"}
{"text": "### Book:device will succeed in concealing your intentions if you already have an"}
{"text": "### Book:established reputation for deception. And as you get older and achieve"}
{"text": "### Book:success, it often becomes increasingly difficult to disguise your cunning."}
{"text": "### Book:Everyone knows you practice deception; persist in playing naive and you"}
{"text": "### Book:run the risk of seeming the rankest hypocrite, which will severely limit"}
{"text": "### Book:your room to maneuver. In such cases it is better to own up, to appear the"}
{"text": "### Book:honest rogue, or, better, the repentant rogue. Not only will you beadmired for your frankness, but, most wonderful and strange of all, you"}
{"text": "### Book:will be able to continue your stratagems."}
{"text": "### Book:As P. T. Barnum, the nineteenth-century king of humbuggery, grew"}
{"text": "### Book:older, he learned to embrace his reputation as a grand deceiver. At one"}
{"text": "### Book:point he organized a buffalo hunt in New Jersey, complete with Indians"}
{"text": "### Book:and a few imported buffalo. He publicized the hunt as genuine, but it"}
{"text": "### Book:came off as so completely fake that the crowd, instead of getting angry"}
{"text": "### Book:and asking for their money back, was greatly amused. They knew"}
{"text": "### Book:Barnum pulled tricks all the time; that was the secret of his success, and"}
{"text": "### Book:they loved him for it. Learning a lesson from this affair, Barnum stopped"}
{"text": "### Book:concealing all of his devices, even revealing his deceptions in a tell-all"}
{"text": "### Book:autobiography. As Kierkegaard wrote, \u201cThe world wants to be"}
{"text": "### Book:deceived.\u201d"}
{"text": "### Book:Finally, although it is wiser to divert attention from your purposes by"}
{"text": "### Book:presenting a bland, familiar exterior, there are times when the colorful,"}
{"text": "### Book:conspicuous gesture is the right diversionary tactic. The great charlatan"}
{"text": "### Book:mountebanks of seventeenth- and eighteenth-century Europe used humor"}
{"text": "### Book:and entertainment to deceive their audiences. Dazzled by a great show,"}
{"text": "### Book:the public would not notice the charlatans\u2019 real intentions. Thus the star"}
{"text": "### Book:charlatan himself would appear in town in a night-black coach drawn by"}
{"text": "### Book:black horses. Clowns, tightrope walkers, and star entertainers would"}
{"text": "### Book:accompany him, pulling people in to his demonstrations of elixirs and"}
{"text": "### Book:quack potions. The charlatan made entertainment seem like the business"}
{"text": "### Book:of the day; the business of the day was actually the sale of the elixirs and"}
{"text": "### Book:quack potions."}
{"text": "### Book:Spectacle and entertainment, clearly, are excellent devices to conceal"}
{"text": "### Book:your intentions, but they cannot be used indefinitely. The public grows"}
{"text": "### Book:tired and suspicious, and eventually catches on to the trick. And indeed"}
{"text": "### Book:the charlatans had to move quickly from town to town, before word"}
{"text": "### Book:spread that the potions were useless and the entertainment a trick."}
{"text": "### Book:Powerful people with bland exteriors, on the other hand\u2014the"}
{"text": "### Book:Talleyrands, the Rothschilds, the Selassies\u2014can practice their deceptions"}
{"text": "### Book:in the same place throughout their lifetimes. Their act never wears thin,"}
{"text": "### Book:and rarely causes suspicion. The colorful smoke screen should be used"}
{"text": "### Book:cautiously, then, and only when the occasion is right.LAW 4"}
{"text": "### Book:ALWAYS SAY LESS THAN NECESSARY"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:When you are trying to impress people with words, the more you say, the"}
{"text": "### Book:more common you appear, and the less in control. Even if you are saying"}
{"text": "### Book:something banal, it will seem original if you make it vague, open-ended,"}
{"text": "### Book:and sphinxlike. Powerful people impress and intimidate by saying less."}
{"text": "### Book:The more you say, the more likely you are to say something foolish."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:Gnaeus Marcius, also known as Coriolanus, was a great military hero of"}
{"text": "### Book:ancient Rome. In the first half of the fifth century B.C. he won many"}
{"text": "### Book:important battles, saving the city from calamity time and time again."}
{"text": "### Book:Because he spent most of his time on the battlefield, few Romans knew"}
{"text": "### Book:him personally, making him something of a legendary figure."}
{"text": "### Book:In 454 B.C., Coriolanus decided it was time to exploit his reputation"}
{"text": "### Book:and enter politics. He stood for election to the high rank of consul."}
{"text": "### Book:Candidates for this position traditionally made a public address early in"}
{"text": "### Book:the race, and when Coriolanus came before the people, he began by"}
{"text": "### Book:displaying the dozens of scars he had accumulated over seventeen years"}
{"text": "### Book:of fighting for Rome. Few in the crowd really heard the lengthy speech"}
{"text": "### Book:that followed; those scars, proof of his valor and patriotism, moved the"}
{"text": "### Book:people to tears. Coriolanus\u2019s election seemed certain."}
{"text": "### Book:When the polling day arrived, however, Coriolanus made an entry into"}
{"text": "### Book:the forum escorted by the entire senate and by the city\u2019s patricians, the"}
{"text": "### Book:aristocracy. The common people who saw this were disturbed by such a"}
{"text": "### Book:blustering show of confidence on election day.And then Coriolanus spoke again, mostly addressing the wealthy"}
{"text": "### Book:citizens who had accompanied him. His words were arrogant and"}
{"text": "### Book:insolent. Claiming certain victory in the vote, he boasted of his"}
{"text": "### Book:battlefield exploits, made sour jokes that appealed only to the patricians,"}
{"text": "### Book:voiced angry accusations against his opponents, and speculated on the"}
{"text": "### Book:riches he would bring to Rome. This time the people listened: They had"}
{"text": "### Book:not realized that this legendary soldier was also a common braggart."}
{"text": "### Book:Down on his luck, [the screenwriter] Michael Arlen went to New York in"}
{"text": "### Book:1944. To drown his sorrows he paid a visit to the famous restaurant"}
{"text": "### Book:\u201c21.\u201d In the lobby, he ran into Sam Goldwyn, who offered the somewhat"}
{"text": "### Book:impractical advice that he should buy racehorses. At the bar Arlen met"}
{"text": "### Book:Louis B. Mayer, an old acquaintance, who asked him what were his plans"}
{"text": "### Book:for the future. \u201cI was just talking to Sam Goldwyn \u2026\u201d began Arlen."}
{"text": "### Book:\u201cHow much did he offer you? \u201dinterrupted Mayer. \u201cNot enough,\u201d he"}
{"text": "### Book:replied evasively. \u201cWould you take fifteen thousand for thirty weeks?\u201d"}
{"text": "### Book:asked Mayer. No hesitation this time. \u201cYes,\u201d said Arlen."}
{"text": "### Book:THE LITTLE, BROWN BOOK OF ANECDOTES, CLIFTON"}
{"text": "### Book:FADIMAN, ED., 1985"}
{"text": "### Book:News of Coriolanus\u2019s second speech spread quickly through Rome,"}
{"text": "### Book:and the people turned out in great numbers to make sure he was not"}
{"text": "### Book:elected. Defeated, Coriolanus returned to the battlefield, bitter and"}
{"text": "### Book:vowing revenge on the common folk who had voted against him. Some"}
{"text": "### Book:weeks later a large shipment of grain arrived in Rome. The senate was"}
{"text": "### Book:ready to distribute this food to the people, for free, but just as they were"}
{"text": "### Book:preparing to vote on the question Coriolanus appeared on the scene and"}
{"text": "### Book:took the senate floor. The distribution, he argued, would have a harmful"}
{"text": "### Book:effect on the city as a whole. Several senators appeared won over, and"}
{"text": "### Book:the vote on the distribution fell into doubt. Coriolanus did not stop there:"}
{"text": "### Book:He went on to condemn the concept of democracy itself. He advocated"}
{"text": "### Book:getting rid of the people\u2019s representatives\u2014the tribunes\u2014and turning"}
{"text": "### Book:over the governing of the city to the patricians."}
{"text": "### Book:One oft-told tale about Kissinger\u2026 involved a report that Winston Lord"}
{"text": "### Book:had worked on for days. After giving it to Kissinger, he got it back with"}
{"text": "### Book:the notation, \u201cIs this the best you can do?\u201d Lord rewrote and polished"}
{"text": "### Book:and finally resubmitted it; back it came with the same curt question."}
{"text": "### Book:After redrafting it one more time\u2014and once again getting the same"}
{"text": "### Book:question from Kissinger-Lord snapped, \u201cDamn it, yes, it\u2019s the best I can"}
{"text": "### Book:do. \u201d To which Kissinger replied: \u201cFine, then I guess I\u2019ll read it this"}
{"text": "### Book:time. \u201dKISSINGER. WALTER ISAACSON, 1992"}
{"text": "### Book:When word of Coriolanus\u2019s latest speech reached the people, their"}
{"text": "### Book:anger knew no bounds. The tribunes were sent to the senate to demand"}
{"text": "### Book:that Coriolanus appear before them. He refused. Riots broke out all over"}
{"text": "### Book:the city. The senate, fearing the people\u2019s wrath, finally voted in favor of"}
{"text": "### Book:the grain distribution. The tribunes were appeased, but the people still"}
{"text": "### Book:demanded that Coriolanus speak to them and apologize. If he repented,"}
{"text": "### Book:and agreed to keep his opinions to himself, he would be allowed to return"}
{"text": "### Book:to the battlefield."}
{"text": "### Book:Coriolanus did appear one last time before the people, who listened to"}
{"text": "### Book:him in rapt silence. He started slowly and softly, but as the speech went"}
{"text": "### Book:on, he became more and more blunt. Yet again he hurled insults! His"}
{"text": "### Book:tone was arrogant, his expression disdainful. The more he spoke, the"}
{"text": "### Book:angrier the people became. Finally they shouted him down and silenced"}
{"text": "### Book:him."}
{"text": "### Book:The tribunes conferred, condemned Coriolanus to death, and ordered"}
{"text": "### Book:the magistrates to take him at once to the top of the Tarpeian rock and"}
{"text": "### Book:throw him over. The delighted crowd seconded the decision. The"}
{"text": "### Book:patricians, however, managed to intervene, and the sentence was"}
{"text": "### Book:commuted to a lifelong banishment. When the people found out that"}
{"text": "### Book:Rome\u2019s great military hero would never return to the city, they celebrated"}
{"text": "### Book:in the streets. In fact no one had ever seen such a celebration, not even"}
{"text": "### Book:after the defeat of a foreign enemy."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Before his entrance into politics, the name of Coriolanus evoked awe."}
{"text": "### Book:His battlefield accomplishments showed him as a man of great"}
{"text": "### Book:bravery. Since the citizens knew little about him, all kinds of legends"}
{"text": "### Book:became attached to his name. The moment he appeared before the"}
{"text": "### Book:Roman citizens, however, and spoke his mind, all that grandeur and"}
{"text": "### Book:mystery vanished. He bragged and blustered like a common soldier. He"}
{"text": "### Book:insulted and slandered people, as if he felt threatened and insecure."}
{"text": "### Book:Suddenly he was not at all what the people had imagined. The"}
{"text": "### Book:discrepancy between the legend and the reality proved immensely"}
{"text": "### Book:disappointing to those who wanted to believe in their hero. The more"}
{"text": "### Book:Coriolanus said, the less powerful he appeared\u2014a person who cannot"}
{"text": "### Book:control his words shows that he cannot control himself, and is unworthy"}
{"text": "### Book:of respect.The King [Louis XIV] maintains the most impenetrable secrecy about"}
{"text": "### Book:affairs of State. The ministers attend council meetings, but he confides"}
{"text": "### Book:his plans to them only when he has reflected at length upon them and has"}
{"text": "### Book:come to a definite decision. I wish you might see the King. His"}
{"text": "### Book:expression is inscrutable; his eyes like those of a fox. He never discusses"}
{"text": "### Book:State affairs except with his ministers in Council. When he speaks to"}
{"text": "### Book:courtiers he refers only to their respective prerogatives or duties. Even"}
{"text": "### Book:the most frivolous of his utterances has the air of being the"}
{"text": "### Book:pronouncement of an oracle."}
{"text": "### Book:PRIMI VISCONTI, QUOTED IN LOUIS XIV, LOUIS BERTRAND,"}
{"text": "### Book:1928"}
{"text": "### Book:Had Coriolanus said less, the people would never have had cause to be"}
{"text": "### Book:offended by him, would never have known his true feelings. He would"}
{"text": "### Book:have maintained his powerful aura, would certainly have been elected"}
{"text": "### Book:consul, and would have been able to accomplish his antidemocratic"}
{"text": "### Book:goals. But the human tongue is a beast that few can master. It strains"}
{"text": "### Book:constantly to break out of its cage, and if it is not tamed, it will run wild"}
{"text": "### Book:and cause you grief. Power cannot accrue to those who squander their"}
{"text": "### Book:treasure of words."}
{"text": "### Book:Oysters open completely when the moon is full; and when the crab sees"}
{"text": "### Book:one"}
{"text": "### Book:it throws a piece of stone or seaweed into it and the oyster cannot close"}
{"text": "### Book:again so that it serves the crab for meat. Such is the fate of him who"}
{"text": "### Book:opens"}
{"text": "### Book:his mouth too much and thereby puts himself at the mercy of the listener."}
{"text": "### Book:Leonardo da Vinci, 1452-1519"}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:In the court of Louis XIV, nobles and ministers would spend days and"}
{"text": "### Book:nights debating issues of state. They would confer, argue, make and"}
{"text": "### Book:break alliances, and argue again, until finally the critical moment arrived:"}
{"text": "### Book:Two of them would be chosen to represent the different sides to Louis"}
{"text": "### Book:himself, who would decide what should be done. After these persons"}
{"text": "### Book:were chosen, everyone would argue some more: How should the issuesbe phrased? What would appeal to Louis, what would annoy him? At"}
{"text": "### Book:what time of day should the representatives approach him, and in what"}
{"text": "### Book:part of the Versailles palace? What expression should they have on their"}
{"text": "### Book:faces?"}
{"text": "### Book:Finally, after all this was settled, the fateful moment would finally"}
{"text": "### Book:arrive. The two men would approach Louis\u2014always a delicate matter\u2014"}
{"text": "### Book:and when they finally had his ear, they would talk about the issue at"}
{"text": "### Book:hand, spelling out the options in detail."}
{"text": "### Book:Louis would listen in silence, a most enigmatic look on his face."}
{"text": "### Book:Finally, when each had finished his presentation and had asked for the"}
{"text": "### Book:king\u2019s opinion, he would look at them both and say, \u201cI shall see.\u201d Then"}
{"text": "### Book:he would walk away."}
{"text": "### Book:The ministers and courtiers would never hear another word on this"}
{"text": "### Book:subject from the king\u2014they would simply see the result, weeks later,"}
{"text": "### Book:when he would come to a decision and act. He would never bother to"}
{"text": "### Book:consult them on the matter again."}
{"text": "### Book:Undutiful words of a subject do often take deeper root than the memory"}
{"text": "### Book:of ill deeds\u2026. The late Earl of Essex told Queen Elizabeth that her"}
{"text": "### Book:conditions were as crooked as her carcass; but it cost him his head,"}
{"text": "### Book:which his insurrection had not cost him but for that speech."}
{"text": "### Book:SIR WALTER RALEIGH. 1554-1618"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Louis XIV was a man of very few words. His most famous remark is"}
{"text": "### Book:\u201cL\u2018\u00e9tat, c\u2019est moi\u201d (\u201cI am the state\u201d); nothing could be more pithy yet"}
{"text": "### Book:more eloquent. His infamous \u201cI shall see\u201d was one of several extremely"}
{"text": "### Book:short phrases that he would apply to all manner of requests."}
{"text": "### Book:Louis was not always this way; as a young man he was known for"}
{"text": "### Book:talking at length, delighting in his own eloquence. His later taciturnity"}
{"text": "### Book:was self-imposed, an act, a mask he used to keep everybody below him"}
{"text": "### Book:off-balance. No one knew exactly where he stood, or could predict his"}
{"text": "### Book:reactions. No one could try to deceive him by saying what they thought"}
{"text": "### Book:he wanted to hear, because no one knew what he wanted to hear. As they"}
{"text": "### Book:talked on and on to the silent Louis, they revealed more and more about"}
{"text": "### Book:themselves, information he would later use against them to great effect."}
{"text": "### Book:In the end, Louis\u2019s silence kept those around him terrified and under"}
{"text": "### Book:his thumb. It was one of the foundations of his power. As Saint-Simon"}
{"text": "### Book:wrote, \u201cNo one knew as well as he how to sell his words, his smile, evenhis glances. Everything in him was valuable because he created"}
{"text": "### Book:differences, and his majesty was enhanced by the sparseness of his"}
{"text": "### Book:words.\u201d"}
{"text": "### Book:It is even more damaging for a minister to say foolish things than to do"}
{"text": "### Book:them."}
{"text": "### Book:Cardinal de Retz, 1613-1679"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:Power is in many ways a game of appearances, and when you say less"}
{"text": "### Book:than necessary, you inevitably appear greater and more powerful than"}
{"text": "### Book:you are. Your silence will make other people uncomfortable. Humans are"}
{"text": "### Book:machines of interpretation and explanation; they have to know what you"}
{"text": "### Book:are thinking. When you carefully control what you reveal, they cannot"}
{"text": "### Book:pierce your intentions or your meaning."}
{"text": "### Book:Your short answers and silences will put them on the defensive, and"}
{"text": "### Book:they will jump in, nervously filling the silence with all kinds of"}
{"text": "### Book:comments that will reveal valuable information about them and their"}
{"text": "### Book:weaknesses. They will leave a meeting with you feeling as if they had"}
{"text": "### Book:been robbed, and they will go home and ponder your every word. This"}
{"text": "### Book:extra attention to your brief comments will only add to your power."}
{"text": "### Book:Saying less than necessary is not for kings and statesmen only. In most"}
{"text": "### Book:areas of life, the less you say, the more profound and mysterious you"}
{"text": "### Book:appear. As a young man, the artist Andy Warhol had the revelation that it"}
{"text": "### Book:was generally impossible to get people to do what you wanted them to"}
{"text": "### Book:do by talking to them. They would turn against you, subvert your wishes,"}
{"text": "### Book:disobey you out of sheer perversity. He once told a friend, \u201cI learned that"}
{"text": "### Book:you actually have more power when you shut up.\u201d"}
{"text": "### Book:In his later life Warhol employed this strategy with great success. His"}
{"text": "### Book:interviews were exercises in oracular speech: He would say something"}
{"text": "### Book:vague and ambiguous, and the interviewer would twist in circles trying"}
{"text": "### Book:to figure it out, imagining there was something profound behind his often"}
{"text": "### Book:meaningless phrases. Warhol rarely talked about his work; he let others"}
{"text": "### Book:do the interpreting. He claimed to have learned this technique from that"}
{"text": "### Book:master of enigma Marcel Duchamp, another twentieth-century artist who"}
{"text": "### Book:realized early on that the less he said about his work, the more peopletalked about it. And the more they talked, the more valuable his work"}
{"text": "### Book:became."}
{"text": "### Book:By saying less than necessary you create the appearance of meaning"}
{"text": "### Book:and power. Also, the less you say, the less risk you run of saying"}
{"text": "### Book:something foolish, even dangerous. In 1825 a new czar, Nicholas I,"}
{"text": "### Book:ascended the throne of Russia. A rebellion immediately broke out, led by"}
{"text": "### Book:liberals demanding that the country modernize\u2014that its industries and"}
{"text": "### Book:civil structures catch up with the rest of Europe. Brutally crushing this"}
{"text": "### Book:rebellion (the Decembrist Uprising), Nicholas I sentenced one of its"}
{"text": "### Book:leaders, Kondraty Ryleyev, to death. On the day of the execution"}
{"text": "### Book:Ryleyev stood on the gallows, the noose around his neck. The trapdoor"}
{"text": "### Book:opened\u2014but as Ryleyev dangled, the rope broke, dashing him to the"}
{"text": "### Book:ground. At the time, events like this were considered signs of providence"}
{"text": "### Book:or heavenly will, and a man saved from execution this way was usually"}
{"text": "### Book:pardoned. As Ryleyev got to his feet, bruised and dirtied but believing"}
{"text": "### Book:his neck had been saved, he called out to the crowd, \u201cYou see, in Russia"}
{"text": "### Book:they don\u2019t know how to do anything properly, not even how to make"}
{"text": "### Book:rope!\u201d"}
{"text": "### Book:A messenger immediately went to the Winter Palace with news of the"}
{"text": "### Book:failed hanging. Vexed by this disappointing turnabout, Nicholas I"}
{"text": "### Book:nevertheless began to sign the pardon. But then: \u201cDid Ryleyev say"}
{"text": "### Book:anything after this miracle?\u201d the czar asked the messenger. \u201cSire,\u201d the"}
{"text": "### Book:messenger replied, \u201che said that in Russia they don\u2019t even know how to"}
{"text": "### Book:make rope.\u201d"}
{"text": "### Book:\u201cIn that case,\u201d said the Czar, \u201clet us prove the contrary,\u201d and he tore up"}
{"text": "### Book:the pardon. The next day Ryleyev was hanged again. This time the rope"}
{"text": "### Book:did not break."}
{"text": "### Book:Learn the lesson: Once the words are out, you cannot take them back."}
{"text": "### Book:Keep them under control. Be particularly careful with sarcasm: The"}
{"text": "### Book:momentary satisfaction you gain with your biting words will be"}
{"text": "### Book:outweighed by the price you pay."}
{"text": "### Book:Image:"}
{"text": "### Book:The Oracle at Delphi."}
{"text": "### Book:When visitors consulted the"}
{"text": "### Book:Oracle, the priestess would utter"}
{"text": "### Book:a few enigmatic words that seemed"}
{"text": "### Book:full of meaning and import. No one"}
{"text": "### Book:disobeyed the words of the Oracle\u2014"}
{"text": "### Book:they held power over life and death.Authority: Never start moving your own lips and teeth before the"}
{"text": "### Book:subordinates do. The longer I keep quiet, the sooner others move their"}
{"text": "### Book:lips and teeth. As they move their lips and teeth, I can thereby"}
{"text": "### Book:understand their real intentions\u2026. If the sovereign is not mysterious, the"}
{"text": "### Book:ministers will find opportunity to take and take. (Han-fei-tzu, Chinese"}
{"text": "### Book:philosopher, third century B.C.)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:There are times when it is unwise to be silent. Silence can arouse"}
{"text": "### Book:suspicion and even insecurity, especially in your superiors; a vague or"}
{"text": "### Book:ambiguous comment can open you up to interpretations you had not"}
{"text": "### Book:bargained for. Silence and saying less than necessary must be practiced"}
{"text": "### Book:with caution, then, and in the right situations. It is occasionally wiser to"}
{"text": "### Book:imitate the court jester, who plays the fool but knows he is smarter than"}
{"text": "### Book:the king. He talks and talks and entertains, and no one suspects that he is"}
{"text": "### Book:more than just a fool."}
{"text": "### Book:Also, words can sometimes act as a kind of smoke screen for any"}
{"text": "### Book:deception you might practice. By bending your listener\u2019s ear with talk,"}
{"text": "### Book:you can distract and mesmerize them; the more you talk, in fact, the less"}
{"text": "### Book:suspicious of you they become. The verbose are not perceived as sly and"}
{"text": "### Book:manipulative but as helpless and unsophisticated. This is the reverse of"}
{"text": "### Book:the silent policy employed by the powerful: By talking more, and making"}
{"text": "### Book:yourself appear weaker and less intelligent than your mark, you can"}
{"text": "### Book:practice deception with greater ease.LAW 5"}
{"text": "### Book:SO MUCH DEPENDS ON REPUTATION\u2014"}
{"text": "### Book:GUARD IT WITH YOUR LIFE"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Reputation is the cornerstone of power. Through reputation alone you"}
{"text": "### Book:can intimidate and win; once it slips, however, you are vulnerable, and"}
{"text": "### Book:will be attacked on all sides. Make your reputation unassailable. Always"}
{"text": "### Book:be alert to potential attacks and thwart them before they happen."}
{"text": "### Book:Meanwhile, learn to destroy your enemies by opening holes in their own"}
{"text": "### Book:reputations. Then stand aside and let public opinion hang them."}
{"text": "### Book:OBSERVANCE OF THE LAW I"}
{"text": "### Book:During China\u2019s War of the Three Kingdoms (A.D. 207-265), the great"}
{"text": "### Book:general Chuko Liang, leading the forces of the Shu Kingdom, dispatched"}
{"text": "### Book:his vast army to a distant camp while he rested in a small town with a"}
{"text": "### Book:handful of soldiers. Suddenly sentinels hurried in with the alarming news"}
{"text": "### Book:that an enemy force of over 150,000 troops under Sima Yi was"}
{"text": "### Book:approaching. With only a hundred men to defend him, Chuko Liang\u2019s"}
{"text": "### Book:situation was hopeless. The enemy would finally capture this renowned"}
{"text": "### Book:leader."}
{"text": "### Book:Without lamenting his fate, or wasting time trying to figure out how he"}
{"text": "### Book:had been caught, Liang ordered his troops to take down their flags, throw"}
{"text": "### Book:open the city gates, and hide. He himself then took a seat on the most"}
{"text": "### Book:visible part of the city\u2019s wall, wearing a Taoist robe. He lit some incense,"}
{"text": "### Book:strummed his lute, and began to chant. Minutes later he could see the"}
{"text": "### Book:vast enemy army approaching, an endless phalanx of soldiers. Pretending"}
{"text": "### Book:not to notice them, he continued to sing and play the lute.Soon the army stood at the town gates. At its head was Sima Yi, who"}
{"text": "### Book:instantly recognized the man on the wall."}
{"text": "### Book:Even so, as his soldiers itched to enter the unguarded town through its"}
{"text": "### Book:open gates, Sima Yi hesitated, held them back, and studied Liang on the"}
{"text": "### Book:wall. Then, he ordered an immediate and speedy retreat."}
{"text": "### Book:THE ANIMALS STRICKEN WITH THE"}
{"text": "### Book:PLAGUE"}
{"text": "### Book:A frightful epidemic sent To earth by Heaven intent to vent Its fury on a"}
{"text": "### Book:sinful world, to call It by its rightful name, the pestilence, That Acheron-"}
{"text": "### Book:filling vial of virulence Had fallen on every animal. Not all were dead,"}
{"text": "### Book:but all lay near to dying, And none was any longer trying To find new"}
{"text": "### Book:fuel to feed life\u2019s flickering fires. No foods excited their desires; No more"}
{"text": "### Book:did wolves and foxes rove In search of harmless, helpless prey; And dove"}
{"text": "### Book:would not consort with dove, For love and joy had flown away. The Lion"}
{"text": "### Book:assumed the chair to say: \u201cDear friends, I doubt not it\u2019s for heaven\u2019s"}
{"text": "### Book:high ends That on us sinners woe must fall. Let him of us who\u2019s sinned"}
{"text": "### Book:the most Fall victim to the avenging heavenly host, And may he win"}
{"text": "### Book:salvation for us all; For history teaches us that in these crises We must"}
{"text": "### Book:make sacrifices. Undeceived and stern-eyed, let\u2019s inspect Our"}
{"text": "### Book:conscience. As I recollect, To put my greedy appetite to sleep, I\u2019ve"}
{"text": "### Book:banqueted on many a sheep Who\u2019d injured me in no respect, And even in"}
{"text": "### Book:my time been known to try Shepherd pie. If need be, then. I\u2019ll die. Yet I"}
{"text": "### Book:suspect That others also ought to own their sins. It\u2019s only fair thnt all"}
{"text": "### Book:should do their best To single out the guiltiest.\u201d \u201cSire, you\u2019re too good a"}
{"text": "### Book:king,\u201cthe Fox begins; \u201dSuch scruples are too delicate. My word, To eat"}
{"text": "### Book:sheep, that profane and vulgar herd. That\u2019s sin? Nay. Sire, enough for"}
{"text": "### Book:such a crew To be devoured by such as you; While of the shepherds we"}
{"text": "### Book:may say That they deserved the worst they got. Theirs being the lot that"}
{"text": "### Book:over us beasts plot A flimsy dream-begotten sway.\u201d Thus spake the Fox,"}
{"text": "### Book:and toady cheers rose high, While none dared cast too cold an eye On"}
{"text": "### Book:Tiger\u2018s, Bear\u2019s, and other eminences Most unpardonable offences Each,"}
{"text": "### Book:of never mind what currish breed, Was really a saint, they all agreed."}
{"text": "### Book:Then came the Ass, to say: \u201dI do recall How once I crossed an abbey-"}
{"text": "### Book:mead Where hunger, grass in plenty, and withal, I have no doubt, some"}
{"text": "### Book:imp of greed. Assailed me, and I shaved a tongue\u2019s-breadth wide Where"}
{"text": "### Book:frankly I\u2019d no right to any grass.\u201dAll forthwith fell full cry upon the Ass:"}
{"text": "### Book:A Wolf of some book-learning testified That that curst beast must suffer"}
{"text": "### Book:their despite, That gallskinned author of their piteous plight. Theyjudged him fit for nought but gallows-bait: How vile, another\u2019s grass to"}
{"text": "### Book:sequestrate! His death alone could expiate A crime so heinous, as full"}
{"text": "### Book:well he learns. The court, as you\u2019re of great or poor estate, Will paint"}
{"text": "### Book:you either white or black by turns."}
{"text": "### Book:THE BEST FABLES OF LA FONTAINE, JEAN DE LA FONTAINE,"}
{"text": "### Book:1621-1695"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Chuko Liang was commonly known as the \u201cSleeping Dragon.\u201d His"}
{"text": "### Book:exploits in the War of the Three Kingdoms were legendary. Once a man"}
{"text": "### Book:claiming to be a disaffected enemy lieutenant came to his camp, offering"}
{"text": "### Book:help and information. Liang instantly recognized the situation as a setup;"}
{"text": "### Book:this man was a false deserter, and should be beheaded. At the last"}
{"text": "### Book:minute, though, as the ax was about to fall, Liang stopped the execution"}
{"text": "### Book:and offered to spare the man\u2019s life if he agreed to become a double agent."}
{"text": "### Book:Grateful and terrified, the man agreed, and began supplying false"}
{"text": "### Book:information to the enemy. Liang won battle after battle."}
{"text": "### Book:On another occasion Liang stole a military seal and created false"}
{"text": "### Book:documents dispatching his enemy\u2019s troops to distant locations. Once the"}
{"text": "### Book:troops had dispersed, he was able to capture three cities, so that he"}
{"text": "### Book:controlled an entire corridor of the enemy\u2019s kingdom. He also once"}
{"text": "### Book:tricked the enemy into believing one of its best generals was a traitor,"}
{"text": "### Book:forcing the man to escape and join forces with Liang. The Sleeping"}
{"text": "### Book:Dragon carefully cultivated his reputation of being the cleverest man in"}
{"text": "### Book:China, one who always had a trick up his sleeve. As powerful as any"}
{"text": "### Book:weapon, this reputation struck fear into his enemy."}
{"text": "### Book:Sima Yi had fought against Chuko Liang dozens of times and knew"}
{"text": "### Book:him well. When he came on the empty city, with Liang praying on the"}
{"text": "### Book:wall, he was stunned. The Taoist robes, the chanting, the incense\u2014this"}
{"text": "### Book:had to be a game of intimidation. The man was obviously taunting him,"}
{"text": "### Book:daring him to walk into a trap. The game was so obvious that for one"}
{"text": "### Book:moment it crossed Yi\u2019s mind that Liang actually was alone, and"}
{"text": "### Book:desperate. But so great was his fear of Liang that he dared not risk"}
{"text": "### Book:finding out. Such is the power of reputation. It can put a vast army on the"}
{"text": "### Book:defensive, even force them into retreat, without a single arrow being"}
{"text": "### Book:fired."}
{"text": "### Book:For, as Cicero says, even those who argue against fame still want the"}
{"text": "### Book:books theywrite against it to bear their name in the title and hope to become"}
{"text": "### Book:famous for"}
{"text": "### Book:despising it. Everything else is subject to barter: we will let our friends"}
{"text": "### Book:have"}
{"text": "### Book:our goods and our lives if need be; but a case of sharing our fame and"}
{"text": "### Book:making someone else the gift of our reputation is hardly to be found."}
{"text": "### Book:Montaigne, 1533-1592"}
{"text": "### Book:OBSERVANCE OF THE LAW II"}
{"text": "### Book:In 1841 the young P. T. Barnum, trying to establish his reputation as"}
{"text": "### Book:America\u2019s premier showman, decided to purchase the American"}
{"text": "### Book:Museum in Manhattan and turn it into a collection of curiosities that"}
{"text": "### Book:would secure his fame. The problem was that he had no money. The"}
{"text": "### Book:museum\u2019s asking price was $15,000, but Barnum was able to put"}
{"text": "### Book:together a proposal that appealed to the institution\u2019s owners even though"}
{"text": "### Book:it replaced cash up front with dozens of guarantees and references. The"}
{"text": "### Book:owners came to a verbal agreement with Barnum, but at the last minute,"}
{"text": "### Book:the principal partner changed his mind, and the museum and its"}
{"text": "### Book:collection were sold to the directors of Peale\u2019s Museum. Barnum was"}
{"text": "### Book:infuriated, but the partner explained that business was business\u2014the"}
{"text": "### Book:museum had been sold to Peale\u2019s because Peale\u2019s had a reputation and"}
{"text": "### Book:Barnum had none."}
{"text": "### Book:Barnum immediately decided that if he had no reputation to bank on,"}
{"text": "### Book:his only recourse was to ruin the reputation of Peale\u2019s. Accordingly he"}
{"text": "### Book:launched a letter-writing campaign in the newspapers, calling the owners"}
{"text": "### Book:a bunch of \u201cbroken-down bank directors\u201d who had no idea how to run a"}
{"text": "### Book:museum or entertain people. He warned the public against buying"}
{"text": "### Book:Peale\u2019s stock, since the business\u2019s purchase of another museum would"}
{"text": "### Book:invariably spread its resources thin. The campaign was effective, the"}
{"text": "### Book:stock plummeted, and with no more confidence in Peale\u2019s track record"}
{"text": "### Book:and reputation, the owners of the American Museum reneged on their"}
{"text": "### Book:deal and sold the whole thing to Barnum."}
{"text": "### Book:It took years for Peale\u2019s to recover, and they never forgot what"}
{"text": "### Book:Barnum had done. Mr. Peale himself decided to attack Barnum by"}
{"text": "### Book:building a reputation for \u201chigh-brow entertainment,\u201d promoting his"}
{"text": "### Book:museum\u2019s programs as more scientific than those of his vulgarcompetitor. Mesmerism (hypnotism) was one of Peale\u2019s \u201cscientific\u201d"}
{"text": "### Book:attractions, and for a while it drew big crowds and was quite successful."}
{"text": "### Book:To fight back, Barnum decided to attack Peale\u2019s reputation yet again."}
{"text": "### Book:Barnum organized a rival mesmeric performance in which he himself"}
{"text": "### Book:apparently put a little girl into a trance. Once she seemed to have fallen"}
{"text": "### Book:deeply under, he tried to hypnotize members of the audience\u2014but no"}
{"text": "### Book:matter how hard he tried, none of the spectators fell under his spell, and"}
{"text": "### Book:many of them began to laugh. A frustrated Barnum finally announced"}
{"text": "### Book:that to prove the little girl\u2019s trance was real, he would cut off one of her"}
{"text": "### Book:fingers without her noticing. But as he sharpened the knife, the little"}
{"text": "### Book:girl\u2019s eyes popped open and she ran away, to the audience\u2019s delight. He"}
{"text": "### Book:repeated this and other parodies for several weeks. Soon no one could"}
{"text": "### Book:take Peale\u2019s show seriously, and attendance went way down. Within a"}
{"text": "### Book:few weeks, the show closed. Over the next few years Barnum established"}
{"text": "### Book:a reputation for audacity and consummate showmanship that lasted his"}
{"text": "### Book:whole life. Peale\u2019s reputation, on the other hand, never recovered."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Barnum used two different tactics to ruin Peale\u2019s reputation. The first"}
{"text": "### Book:was simple: He sowed doubts about the museum\u2019s stability and solvency."}
{"text": "### Book:Doubt is a powerful weapon: Once you let it out of the bag with"}
{"text": "### Book:insidious rumors, your opponents are in a horrible dilemma. On the one"}
{"text": "### Book:hand they can deny the rumors, even prove that you have slandered"}
{"text": "### Book:them. But a layer of suspicion will remain: Why are they defending"}
{"text": "### Book:themselves so desperately? Maybe the rumor has some truth to it? If, on"}
{"text": "### Book:the other hand, they take the high road and ignore you, the doubts,"}
{"text": "### Book:unrefuted, will be even stronger. If done correctly, the sowing of rumors"}
{"text": "### Book:can so infuriate and unsettle your rivals that in defending themselves"}
{"text": "### Book:they will make numerous mistakes. This is the perfect weapon for those"}
{"text": "### Book:who have no reputation of their own to work from."}
{"text": "### Book:Once Barnum did have a reputation of his own, he used the second,"}
{"text": "### Book:gentler tactic, the fake hypnotism demonstration: He ridiculed his rivals\u2019"}
{"text": "### Book:reputation. This too was extremely successful. Once you have a solid"}
{"text": "### Book:base of respect, ridiculing your opponent both puts him on the defensive"}
{"text": "### Book:and draws more attention to you, enhancing your own reputation."}
{"text": "### Book:Outright slander and insult are too strong at this point; they are ugly, and"}
{"text": "### Book:may hurt you more than help you. But gentle barbs and mockery suggest"}
{"text": "### Book:that you have a strong enough sense of your own worth to enjoy a goodlaugh at your rival\u2019s expense. A humorous front can make you out as a"}
{"text": "### Book:harmless entertainer while poking holes in the reputation of your rival."}
{"text": "### Book:It is easier to cope with a bad conscience than with a bad reputation."}
{"text": "### Book:Friedrich Nietzsche, 1844-1900"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:The people around us, even our closest friends, will always to some"}
{"text": "### Book:extent remain mysterious and unfathomable. Their characters have secret"}
{"text": "### Book:recesses that they never reveal. The unknowableness of other people"}
{"text": "### Book:could prove disturbing if we thought about it long enough, since it would"}
{"text": "### Book:make it impossible for us really to judge other people. So we prefer to"}
{"text": "### Book:ignore this fact, and to judge people on their appearances, on what is"}
{"text": "### Book:most visible to our eyes\u2014clothes, gestures, words, actions. In the social"}
{"text": "### Book:realm, appearances are the barometer of almost all of our judgments, and"}
{"text": "### Book:you must never be mis led into believing otherwise. One false slip, one"}
{"text": "### Book:awkward or sudden change in your appearance, can prove disastrous."}
{"text": "### Book:This is the reason for the supreme importance of making and"}
{"text": "### Book:maintaining a reputation that is of your own creation."}
{"text": "### Book:That reputation will protect you in the dangerous game of"}
{"text": "### Book:appearances, distracting the probing eyes of others from knowing what"}
{"text": "### Book:you are really like, and giving you a degree of control over how the"}
{"text": "### Book:world judges you\u2014a powerful position to be in. Reputation has a power"}
{"text": "### Book:like magic: With one stroke of its wand, it can double your strength. It"}
{"text": "### Book:can also send people scurrying away from you. Whether the exact same"}
{"text": "### Book:deeds appear brilliant or dreadful can depend entirely on the reputation"}
{"text": "### Book:of the doer."}
{"text": "### Book:In the ancient Chinese court of the Wei kingdom there was a man"}
{"text": "### Book:named Mi Tzu-hsia who had a reputation for supreme civility and"}
{"text": "### Book:graciousness. He became the ruler\u2019s favorite. It was a law in Wei that"}
{"text": "### Book:\u201cwhoever rides secretly in the ruler\u2019s coach shall have his feet cut off,\u201d"}
{"text": "### Book:but when Mi Tzu-hsia\u2019s mother fell ill, he used the royal coach to visit"}
{"text": "### Book:her, pretending that the ruler had given him permission. When the ruler"}
{"text": "### Book:found out, he said, \u201cHow dutiful is Mi Tzu-hsia! For his mother\u2019s sake"}
{"text": "### Book:he even forgot that he was committing a crime making him liable to lose"}
{"text": "### Book:his feet!\u201dAnother time the two of them took a stroll in an orchard. Mi Tzu-hsia"}
{"text": "### Book:began eating a peach that he could not finish, and he gave the ruler the"}
{"text": "### Book:other half to eat. The ruler remarked, \u201cYou love me so much that you"}
{"text": "### Book:would even forget your own saliva taste and let me eat the rest of the"}
{"text": "### Book:peach!\u201d"}
{"text": "### Book:Later, however, envious fellow courtiers, spreading word that Mi Tzu-"}
{"text": "### Book:hsia was actually devious and arrogant, succeeded in damaging his"}
{"text": "### Book:reputation; the ruler came to see his actions in a new light. \u201cThis fellow"}
{"text": "### Book:once rode in my coach under pretense of my order,\u201d he told the courtiers"}
{"text": "### Book:angrily, \u201cand another time he gave me a half-eaten peach.\u201d For the same"}
{"text": "### Book:actions that had charmed the ruler when he was the favorite, Mi Tzu-hsia"}
{"text": "### Book:now had to suffer the penalties. The fate of his feet depended solely on"}
{"text": "### Book:the strength of his reputation."}
{"text": "### Book:In the beginning, you must work to establish a reputation for one"}
{"text": "### Book:outstanding quality, whether generosity or honesty or cunning. This"}
{"text": "### Book:quality sets you apart and gets other people to talk about you. You then"}
{"text": "### Book:make your reputation known to as many people as possible (subtly,"}
{"text": "### Book:though; take care to build slowly, and with a firm foundation), and watch"}
{"text": "### Book:as it spreads like wildfire."}
{"text": "### Book:A solid reputation increases your presence and exaggerates your"}
{"text": "### Book:strengths without your having to spend much energy. It can also create an"}
{"text": "### Book:aura around you that will instill respect, even fear. In the fighting in the"}
{"text": "### Book:North African desert during World War II, the German general Erwin"}
{"text": "### Book:Rommel had a reputation for cunning and for deceptive maneuvering"}
{"text": "### Book:that struck terror into everyone who faced him. Even when his forces"}
{"text": "### Book:were depleted, and when British tanks outnumbered his by five to one,"}
{"text": "### Book:entire cities would be evacuated at the news of his approach."}
{"text": "### Book:As they say, your reputation inevitably precedes you, and if it inspires"}
{"text": "### Book:respect, a lot of your work is done for you before you arrive on the"}
{"text": "### Book:scene, or utter a single word."}
{"text": "### Book:Your success seems destined by your past triumphs. Much of the"}
{"text": "### Book:success of Henry Kissinger\u2019s shuttle diplomacy rested on his reputation"}
{"text": "### Book:for ironing out differences; no one wanted to be seen as so unreasonable"}
{"text": "### Book:that Kissinger could not sway him. A peace treaty seemed a fait"}
{"text": "### Book:accompli as soon as Kissinger\u2019s name became involved in the"}
{"text": "### Book:negotiations."}
{"text": "### Book:Make your reputation simple and base it on one sterling quality. This"}
{"text": "### Book:single quality\u2014efficiency, say, or seductiveness\u2014becomes a kind of"}
{"text": "### Book:calling card that announces your presence and places others under a"}
{"text": "### Book:spell. A reputation for honesty will allow you to practice all manner ofdeception. Casanova used his reputation as a great seducer to pave the"}
{"text": "### Book:way for his future conquests; women who had heard of his powers"}
{"text": "### Book:became immensely curious, and wanted to discover for themselves what"}
{"text": "### Book:had made him so romantically successful."}
{"text": "### Book:Perhaps you have already stained your reputation, so that you are"}
{"text": "### Book:prevented from establishing a new one. In such cases it is wise to"}
{"text": "### Book:associate with someone whose image counteracts your own, using their"}
{"text": "### Book:good name to whitewash and elevate yours. It is hard, for example, to"}
{"text": "### Book:erase a reputation for dishonesty by yourself; but a paragon of honesty"}
{"text": "### Book:can help. When P. T. Barnum wanted to clean up a reputation for"}
{"text": "### Book:promoting vulgar entertainment, he brought the singer Jenny Lind over"}
{"text": "### Book:from Europe. She had a stellar, high-class reputation, and the American"}
{"text": "### Book:tour Barnum sponsored for her greatly enhanced his own image."}
{"text": "### Book:Similarly the great robber barons of nineteenth-century America were"}
{"text": "### Book:long unable to rid themselves of a reputation for cruelty and mean-"}
{"text": "### Book:spiritedness. Only when they began collecting art, so that the names of"}
{"text": "### Book:Morgan and Frick became permanently associated with those of da Vinci"}
{"text": "### Book:and Rembrandt, were they able to soften their unpleasant image."}
{"text": "### Book:Reputation is a treasure to be carefully collected and hoarded."}
{"text": "### Book:Especially when you are first establishing it, you must protect it strictly,"}
{"text": "### Book:anticipating all attacks on it. Once it is solid, do not let yourself get angry"}
{"text": "### Book:or defensive at the slanderous comments of your enemies\u2014that reveals"}
{"text": "### Book:insecurity, not confidence in your reputation. Take the high road instead,"}
{"text": "### Book:and never appear desperate in your self-defense. On the other hand, an"}
{"text": "### Book:attack on another man\u2019s reputation is a potent weapon, particularly when"}
{"text": "### Book:you have less power than he does. He has much more to lose in such a"}
{"text": "### Book:battle, and your own thus-far-small reputation gives him a small target"}
{"text": "### Book:when he tries to return your fire. Barnum used such campaigns to great"}
{"text": "### Book:effect in his early career. But this tactic must be practiced with skill; you"}
{"text": "### Book:must not seem to engage in petty vengeance. If you do not break your"}
{"text": "### Book:enemy\u2019s reputation cleverly, you will inadvertently ruin your own."}
{"text": "### Book:Thomas Edison, considered the inventor who harnessed electricity,"}
{"text": "### Book:believed that a workable system would have to be based on direct current"}
{"text": "### Book:(DC). When the Serbian scientist Nikola Tesla appeared to have"}
{"text": "### Book:succeeded in creating a system based on alternating current (AC), Edison"}
{"text": "### Book:was furious. He determined to ruin Tesla\u2019s reputation, by making the"}
{"text": "### Book:public believe that the AC system was inherently unsafe, and Tesla"}
{"text": "### Book:irresponsible in promoting it."}
{"text": "### Book:To this end he captured all kinds of household pets and electrocuted"}
{"text": "### Book:them to death with an AC current. When this wasn\u2019t enough, in 1890 hegot New York State prison authorities to organize the world\u2019s first"}
{"text": "### Book:execution by electrocution, using an AC current. But Edison\u2019s"}
{"text": "### Book:electrocution experiments had all been with small creatures; the charge"}
{"text": "### Book:was too weak, and the man was only half killed. In perhaps the country\u2019s"}
{"text": "### Book:cruelest state-authorized execution, the procedure had to be repeated. It"}
{"text": "### Book:was an awful spectacle."}
{"text": "### Book:Although, in the long run, it is Edison\u2019s name that has survived, at the"}
{"text": "### Book:time his campaign damaged his own reputation more than Tesla\u2019s. He"}
{"text": "### Book:backed off. The lesson is simple\u2014never go too far in attacks like these,"}
{"text": "### Book:for that will draw more attention to your own vengefulness than to the"}
{"text": "### Book:person you are slandering. When your own reputation is solid, use"}
{"text": "### Book:subtler tactics, such as satire and ridicule, to weaken your opponent"}
{"text": "### Book:while making you out as a charming rogue. The mighty lion toys with"}
{"text": "### Book:the mouse that crosses his path\u2014any other reaction would mar his"}
{"text": "### Book:fearsome reputation."}
{"text": "### Book:Image:"}
{"text": "### Book:A Mine Full of"}
{"text": "### Book:Diamonds and Rubies."}
{"text": "### Book:You dug for it, you found it,"}
{"text": "### Book:and your wealth is now assured."}
{"text": "### Book:Guard it with your life. Robbers and thieves"}
{"text": "### Book:will appear from all sides. Never take your wealth"}
{"text": "### Book:for granted, and constantly renew it\u2014time"}
{"text": "### Book:will diminish the jewels\u2019 luster,"}
{"text": "### Book:and bury them from sight."}
{"text": "### Book:Authority: Therefore I should wish our courtier to bolster up his inherent"}
{"text": "### Book:worth with skill and cunning, and ensure that whenever he has to go"}
{"text": "### Book:where he is a stranger, he is preceded by a good reputation\u2026. For the"}
{"text": "### Book:fame which appears to rest on the opinions of many fosters a certain"}
{"text": "### Book:unshakable belief in a man\u2019s worth which is then easily strengthened in"}
{"text": "### Book:minds already thus disposed and prepared. (Baldassare Castiglione,"}
{"text": "### Book:1478-1529)"}
{"text": "### Book:REVERSALThere is no possible Reversal. Reputation is critical; there are no"}
{"text": "### Book:exceptions to this law. Perhaps, not caring what others think of you, you"}
{"text": "### Book:gain a reputation for insolence and arrogance, but that can be a valuable"}
{"text": "### Book:image in itself\u2014Oscar Wilde used it to great advantage. Since we must"}
{"text": "### Book:live in society and must depend on the opinions of others, there is"}
{"text": "### Book:nothing to be gained by neglecting your reputation. By not caring how"}
{"text": "### Book:you are perceived, you let others decide this for you. Be the master of"}
{"text": "### Book:your fate, and also of your reputation.LAW 6"}
{"text": "### Book:COURT ATTENTION AT ALL COST"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Everything is judged by its appearance; what is unseen counts for"}
{"text": "### Book:nothing. Never let yourself get lost in the crowd, then, or buried in"}
{"text": "### Book:oblivion. Stand out. Be conspicuous, at all cost. Make yourself a magnet"}
{"text": "### Book:of attention by appearing larger, more colorful, more mysterious than the"}
{"text": "### Book:bland and timid masses.PART I: SURROUND YOUR NAME WITH"}
{"text": "### Book:THE SENSATIONAL AND SCANDALOUS"}
{"text": "### Book:Draw attention to yourself by creating an unforgettable, even"}
{"text": "### Book:controversial image. Court scandal. Do anything to make yourself seem"}
{"text": "### Book:larger than life and shine more brightly than those around you. Make no"}
{"text": "### Book:distinction between kinds of attention\u2014notoriety of any sort will bring"}
{"text": "### Book:you power. Better to be slandered and attacked than ignored."}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:P. T. Barnum, America\u2019s premier nineteenth-century showman, started"}
{"text": "### Book:his career as an assistant to the owner of a circus, Aaron Turner. In 1836"}
{"text": "### Book:the circus stopped in Annapolis, Maryland, for a series of performances."}
{"text": "### Book:On the morning of opening day, Barnum took a stroll through town,"}
{"text": "### Book:wearing a new black suit. People started to follow him. Someone in the"}
{"text": "### Book:gathering crowd shouted out that he was the Reverend Ephraim K."}
{"text": "### Book:Avery, infamous as a man acquitted of the charge of murder but still"}
{"text": "### Book:believed guilty by most Americans. The angry mob tore off Barnum\u2019s"}
{"text": "### Book:suit and was ready to lynch him. After desperate appeals, Barnum finally"}
{"text": "### Book:convinced them to follow him to the circus, where he could verify his"}
{"text": "### Book:identity."}
{"text": "### Book:THE WASP AND THE PRINCE"}
{"text": "### Book:A wasp named Pin Tail was long in quest of some deed that would make"}
{"text": "### Book:him forever famous. So one day he entered the kirrg\u2019s palace and stung"}
{"text": "### Book:the little prince, who was in bed. The prince awoke with loud cries. The"}
{"text": "### Book:king and his courtiers rushed in to see what had happened. The prince"}
{"text": "### Book:was yelling as the wasp stung him again and again. The courtiers tried"}
{"text": "### Book:to catch the wasp, and each in turn was stung. The whole royal"}
{"text": "### Book:household rushed in, the news soon spread, and people flocked to the"}
{"text": "### Book:palace. The city was in an uproar, all business suspended. Said the waspto itself, before it expired from its efforts, \u201cA name without fame is like"}
{"text": "### Book:fire without flame. There is nothing like attracting notice at any cost.\u201d"}
{"text": "### Book:INDIAN FABLE"}
{"text": "### Book:Once there, old Turner confirmed that this was all a practical joke\u2014he"}
{"text": "### Book:himself had spread the rumor that Barnum was Avery. The crowd"}
{"text": "### Book:dispersed, but Barnum, who had nearly been killed, was not amused. He"}
{"text": "### Book:wanted to know what could have induced his boss to play such a trick."}
{"text": "### Book:\u201cMy dear Mr. Barnum,\u201d Turner replied, \u201cit was all for our good."}
{"text": "### Book:Remember, all we need to ensure success is notoriety.\u201d And indeed"}
{"text": "### Book:everyone in town was talking about the joke, and the circus was packed"}
{"text": "### Book:that night and every night it stayed in Annapolis. Barnum had learned a"}
{"text": "### Book:lesson he would never forget."}
{"text": "### Book:Barnum\u2019s first big venture of his own was the American Museum\u2014a"}
{"text": "### Book:collection of curiosities, located in New York. One day a beggar"}
{"text": "### Book:approached Barnum in the street. Instead of giving him money, Barnum"}
{"text": "### Book:decided to employ him. Taking him back to the museum, he gave the"}
{"text": "### Book:man five bricks and told him to make a slow circuit of several blocks. At"}
{"text": "### Book:certain points he was to lay down a brick on the sidewalk, always"}
{"text": "### Book:keeping one brick in hand. On the return journey he was to replace each"}
{"text": "### Book:brick on the street with the one he held. Meanwhile he was to remain"}
{"text": "### Book:serious of countenance and to answer no questions. Once back at the"}
{"text": "### Book:museum, he was to enter, walk around inside, then leave through the"}
{"text": "### Book:back door and make the same bricklaying circuit again."}
{"text": "### Book:On the man\u2019s first walk through the streets, several hundred people"}
{"text": "### Book:watched his mysterious movements. By his fourth circuit, onlookers"}
{"text": "### Book:swarmed around him, debating what he was doing. Every time he"}
{"text": "### Book:entered the museum he was followed by people who bought tickets to"}
{"text": "### Book:keep watching him. Many of them were distracted by the museum\u2019s"}
{"text": "### Book:collections, and stayed inside. By the end of the first day, the brick man"}
{"text": "### Book:had drawn over a thousand people into the museum. A few days later the"}
{"text": "### Book:police ordered him to cease and desist from his walks\u2014the crowds were"}
{"text": "### Book:blocking traffic. The bricklaying stopped but thousands of New Yorkers"}
{"text": "### Book:had entered the museum, and many of those had become P. T. Barnum"}
{"text": "### Book:converts."}
{"text": "### Book:Even when I\u2019m railed at, I get my quota of renown."}
{"text": "### Book:PIETRO ARETINO, 1492-1556"}
{"text": "### Book:Barnum would put a band of musicians on a balcony overlooking the"}
{"text": "### Book:street, beneath a huge banner proclaiming FREE MUSIC FOR THEMILLIONS. What generosity, New Yorkers thought, and they flocked to"}
{"text": "### Book:hear the free concerts. But Barnum took pains to hire the worst"}
{"text": "### Book:musicians he could find, and soon after the band struck up, people would"}
{"text": "### Book:hurry to buy tickets to the museum, where they would be out of earshot"}
{"text": "### Book:of the band\u2019s noise, and of the booing of the crowd."}
{"text": "### Book:THE COURT ARTIST"}
{"text": "### Book:A work that was voluntarily presented to a prince was bound to seem in"}
{"text": "### Book:some way special. The artist himself might also try to attract the"}
{"text": "### Book:attention of the court through his behaviour. In Vasari\u2019s judgment"}
{"text": "### Book:Sodoma was \u201cwell known both for his personal eccentricities and for his"}
{"text": "### Book:reputation as a good painter.\u201d Because Pope Leo X \u201cfound pleasure in"}
{"text": "### Book:such strange, hare-brained individuals,\u201d he made Sodoma a knight,"}
{"text": "### Book:causing the artist to go completely out of his mind. Van Mander found it"}
{"text": "### Book:odd that the products of Cornelis Ketel\u2019s experiments in mouth and foot"}
{"text": "### Book:painting were bought by notable persons \u201cbecause of their oddity,\u201d yet"}
{"text": "### Book:Ketel was only adding a variation to similar experiments by Titian, Ugo"}
{"text": "### Book:da Carpi and Palma Giovane, who, according to Boschini painted with"}
{"text": "### Book:their fingers \u201cbecause they wished to imitate the method used by the"}
{"text": "### Book:Supreme Creator. \u201d Van Mander reports that Gossaert attracted the"}
{"text": "### Book:attention of Emperor Charles V by wearing a fantastic paper costume. In"}
{"text": "### Book:doing so he was adopting the tactics used by Dinocrates, who, in order"}
{"text": "### Book:to gain access to Alexander the Great, is said to have appeared disguised"}
{"text": "### Book:as the naked Hercules when the monarch was sitting in judgment."}
{"text": "### Book:THE COURT ARTIST, MARTIN WARNKE, 1993"}
{"text": "### Book:One of the first oddities Barnum toured around the country was Joice"}
{"text": "### Book:Heth, a woman he claimed was 161 years old, and whom he advertised"}
{"text": "### Book:as a slave who had once been George Washington\u2019s nurse. After several"}
{"text": "### Book:months the crowds began to dwindle, so Barnum sent an anonymous"}
{"text": "### Book:letter to the papers, claiming that Heth was a clever fraud. \u201cJoice Heth,\u201d"}
{"text": "### Book:he wrote, \u201cis not a human being but an automaton, made up of"}
{"text": "### Book:whalebone, india-rubber, and numberless springs.\u201d Those who had not"}
{"text": "### Book:bothered to see her before were immediately curious, and those who had"}
{"text": "### Book:already seen her paid to see her again, to find out whether the rumor that"}
{"text": "### Book:she was a robot was true."}
{"text": "### Book:In 1842, Barnum purchased the carcass of what was purported to be a"}
{"text": "### Book:mermaid. This creature resembled a monkey with the body of a fish, but"}
{"text": "### Book:the head and body were perfectly joined\u2014it was truly a wonder. Aftersome research Barnum discovered that the creature had been expertly put"}
{"text": "### Book:together in Japan, where the hoax had caused quite a stir."}
{"text": "### Book:He nevertheless planted articles in newspapers around the country"}
{"text": "### Book:claiming the capture of a mermaid in the Fiji Islands. He also sent the"}
{"text": "### Book:papers woodcut prints of paintings showing mermaids. By the time he"}
{"text": "### Book:showed the specimen in his museum, a national debate had been sparked"}
{"text": "### Book:over the existence of these mythical creatures. A few months before"}
{"text": "### Book:Barnum\u2019s campaign, no one had cared or even known about mermaids;"}
{"text": "### Book:now everyone was talking about them as if they were real. Crowds"}
{"text": "### Book:flocked in record numbers to see the Fiji Mermaid, and to hear debates"}
{"text": "### Book:on the subject."}
{"text": "### Book:A few years later, Barnum toured Europe with General Tom Thumb, a"}
{"text": "### Book:five-year-old dwarf from Connecticut whom Barnum claimed was an"}
{"text": "### Book:eleven-year-old English boy, and whom he had trained to do many"}
{"text": "### Book:remarkable acts. During this tour Barnum\u2019s name attracted such attention"}
{"text": "### Book:that Queen Victoria, that paragon of sobriety, requested a private"}
{"text": "### Book:audience with him and his talented dwarf at Buckingham Palace. The"}
{"text": "### Book:English press may have ridiculed Barnum, but Victoria was royally"}
{"text": "### Book:entertained by him, and respected him ever after."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Barnum understood the fundamental truth about attracting attention:"}
{"text": "### Book:Once people\u2019s eyes are on you, you have a special legitimacy. For"}
{"text": "### Book:Barnum, creating interest meant creating a crowd; as he later wrote,"}
{"text": "### Book:\u201cEvery crowd has a silver lining.\u201d And crowds tend to act in conjunction."}
{"text": "### Book:If one person stops to see your beggarman laying bricks in the street,"}
{"text": "### Book:more will do the same. They will gather like dust bunnies. Then, given a"}
{"text": "### Book:gentle push, they will enter your museum or watch your show. To create"}
{"text": "### Book:a crowd you have to do something different and odd. Any kind of"}
{"text": "### Book:curiosity will serve the purpose, for crowds are magnetically attracted by"}
{"text": "### Book:the unusual and inexplicable. And once you have their attention, never"}
{"text": "### Book:let it go. If it veers toward other people, it does so at your expense."}
{"text": "### Book:Barnum would ruthlessly suck attention from his competitors, knowing"}
{"text": "### Book:what a valuable commodity it is."}
{"text": "### Book:At the beginning of your rise to the top, then, spend all your energy on"}
{"text": "### Book:attracting attention. Most important: The quality of the attention is"}
{"text": "### Book:irrelevant. No matter how badly his shows were reviewed, or how"}
{"text": "### Book:slanderously personal were the attacks on his hoaxes, Barnum wouldnever complain. If a newspaper critic reviled him particularly badly, in"}
{"text": "### Book:fact, he made sure to invite the man to an opening and to give him the"}
{"text": "### Book:best seat in the house. He would even write anonymous attacks on his"}
{"text": "### Book:own work, just to keep his name in the papers. From Barnum\u2019s vantage,"}
{"text": "### Book:attention\u2014whether negative or positive\u2014was the main ingredient of his"}
{"text": "### Book:success. The worst fate in the world for a man who yearns fame, glory,"}
{"text": "### Book:and, of course, power is to be ignored."}
{"text": "### Book:If the courtier happens to engage in arms in some public spectacle"}
{"text": "### Book:such as jousting \u2026 he will ensure that the horse he has is beautifully"}
{"text": "### Book:caparisoned, that he himself is suitably attired, with appropriate"}
{"text": "### Book:mottoes and ingenious devices to attract the eyes of the onlookers"}
{"text": "### Book:in his direction as surely as the lodestone attracts iron."}
{"text": "### Book:Baldassare Castighone, 1478-1529"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:Burning more brightly than those around you is a skill that no one is born"}
{"text": "### Book:with. You have to learn to attract attention, \u201cas surely as the lodestone"}
{"text": "### Book:attracts iron.\u201d At the start of your career, you must attach your name and"}
{"text": "### Book:reputation to a quality, an image, that sets you apart from other people."}
{"text": "### Book:This image can be something like a characteristic style of dress, or a"}
{"text": "### Book:personality quirk that amuses people and gets talked about. Once the"}
{"text": "### Book:image is established, you have an appearance, a place in the sky for your"}
{"text": "### Book:star."}
{"text": "### Book:It is a common mistake to imagine that this peculiar appearance of"}
{"text": "### Book:yours should not be controversial, that to be attacked is somehow bad."}
{"text": "### Book:Nothing could be further from the truth. To avoid being a flash in the"}
{"text": "### Book:pan, and having your notoriety eclipsed by another, you must not"}
{"text": "### Book:discriminate between different types of attention; in the end, every kind"}
{"text": "### Book:will work in your favor. Barnum, we have seen, welcomed personal"}
{"text": "### Book:attacks and felt no need to defend himself. He deliberately courted the"}
{"text": "### Book:image of being a humbug."}
{"text": "### Book:The court of Louis XIV contained many talented writers, artists, great"}
{"text": "### Book:beauties, and men and women of impeccable virtue, but no one was more"}
{"text": "### Book:talked about than the singular Duc de Lauzun. The duke was short,"}
{"text": "### Book:almost dwarfish, and he was prone to the most insolent kinds of behavior"}
{"text": "### Book:\u2014he slept with the king\u2019s mistress, and openly insulted not only othercourtiers but the king himself. Louis, however, was so beguiled by the"}
{"text": "### Book:duke\u2019s eccentricities that he could not bear his absences from the court. It"}
{"text": "### Book:was simple: The strangeness of the duke\u2019s character attracted attention."}
{"text": "### Book:Once people were enthralled by him, they wanted him around at any"}
{"text": "### Book:cost."}
{"text": "### Book:Society craves larger-than-life figures, people who stand above the"}
{"text": "### Book:general mediocrity. Never be afraid, then, of the qualities that set you"}
{"text": "### Book:apart and draw attention to you. Court controversy, even scandal. It is"}
{"text": "### Book:better to be attacked, even slandered, than ignored. All professions are"}
{"text": "### Book:ruled by this law, and all professionals must have a bit of the showman"}
{"text": "### Book:about them."}
{"text": "### Book:The great scientist Thomas Edison knew that to raise money he had to"}
{"text": "### Book:remain in the public eye at any cost. Almost as important as the"}
{"text": "### Book:inventions themselves was how he presented them to the public and"}
{"text": "### Book:courted attention."}
{"text": "### Book:Edison would design visually dazzling experiments to display his"}
{"text": "### Book:discoveries with electricity. He would talk of future inventions that"}
{"text": "### Book:seemed fantastic at the time\u2014robots, and machines that could"}
{"text": "### Book:photograph thought\u2014and that he had no intention of wasting his energy"}
{"text": "### Book:on, but that made the public talk about him. He did everything he could"}
{"text": "### Book:to make sure that he received more attention than his great rival Nikola"}
{"text": "### Book:Tesla, who may actually have been more brilliant than he was but whose"}
{"text": "### Book:name was far less known. In 1915, it was rumored that Edison and Tesla"}
{"text": "### Book:would be joint recipients of that year\u2019s Nobel Prize in physics. The prize"}
{"text": "### Book:was eventually given to a pair of English physicists; only later was it"}
{"text": "### Book:discovered that the prize committee had actually approached Edison, but"}
{"text": "### Book:he had turned them down, refusing to share the prize with Tesla. By that"}
{"text": "### Book:time his fame was more secure than Tesla\u2019s, and he thought it better to"}
{"text": "### Book:refuse the honor than to allow his rival the attention that would have"}
{"text": "### Book:come even from sharing the prize."}
{"text": "### Book:If you find yourself in a lowly position that offers little opportunity for"}
{"text": "### Book:you to draw attention, an effective trick is to attack the most visible,"}
{"text": "### Book:most famous, most powerful person you can find. When Pietro Aretino, a"}
{"text": "### Book:young Roman servant boy of the early sixteenth century, wanted to get"}
{"text": "### Book:attention as a writer of verses, he decided to publish a series of satirical"}
{"text": "### Book:poems ridiculing the pope and his affection for a pet elephant. The attack"}
{"text": "### Book:put Aretino in the public eye immediately. A slanderous attack on a"}
{"text": "### Book:person in a position of power would have a similar effect. Remember,"}
{"text": "### Book:however, to use such tactics sparingly after you have the public\u2019s"}
{"text": "### Book:attention, when the act can wear thin.Once in the limelight you must constantly renew it by adapting and"}
{"text": "### Book:varying your method of courting attention. If you don\u2019t, the public will"}
{"text": "### Book:grow tired, will take you for granted, and will move on to a newer star."}
{"text": "### Book:The game requires constant vigilance and creativity. Pablo Picasso never"}
{"text": "### Book:allowed himself to fade into the background; if his name became too"}
{"text": "### Book:attached to a particular style, he would deliberately upset the public with"}
{"text": "### Book:a new series of paintings that went against all expectations. Better to"}
{"text": "### Book:create something ugly and disturbing, he believed, than to let viewers"}
{"text": "### Book:grow too familiar with his work. Understand: People feel superior to the"}
{"text": "### Book:person whose actions they can predict. If you show them who is in"}
{"text": "### Book:control by playing against their expectations, you both gain their respect"}
{"text": "### Book:and tighten your hold on their fleeting attention."}
{"text": "### Book:Image:"}
{"text": "### Book:The Limelight. The"}
{"text": "### Book:actor who steps into this bril"}
{"text": "### Book:liant light attains a heightened"}
{"text": "### Book:presence. All eyes are on him. There"}
{"text": "### Book:is room for only one actor at a time in"}
{"text": "### Book:the limelight\u2019s narrow beam; do what"}
{"text": "### Book:ever it takes to make yourself its focus."}
{"text": "### Book:Make your gestures so large, amus"}
{"text": "### Book:ing, and scandalous that the"}
{"text": "### Book:light stays on you while the"}
{"text": "### Book:other actors are left in"}
{"text": "### Book:the shadows."}
{"text": "### Book:Authority: Be ostentatious and be seen\u2026. What is not seen is as though"}
{"text": "### Book:it did not exist\u2026. It was light that first caused all creation to shine forth."}
{"text": "### Book:Display fills up many blanks, covers up deficiencies, and gives"}
{"text": "### Book:everything a second life, especially when it is backed by genuine merit."}
{"text": "### Book:(Baltasar Graci\u00e1n, 1601-1658)PART II: CREATE AN AIR OF MYSTERY"}
{"text": "### Book:In a world growing increasingly banal and familiar, what seems"}
{"text": "### Book:enigmatic instantly draws attention. Never make it too clear what you are"}
{"text": "### Book:doing or about to do. Do not show all your cards. An air of mystery"}
{"text": "### Book:heightens your presence; it also creates anticipation\u2014everyone will be"}
{"text": "### Book:watching you to see what happens next. Use mystery to beguile, seduce,"}
{"text": "### Book:even frighten."}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:Beginning in 1905, rumors started to spread throughout Paris of a young"}
{"text": "### Book:Oriental girl who danced in a private home, wrapped in veils that she"}
{"text": "### Book:gradually discarded. A local journalist who had seen her dancing"}
{"text": "### Book:reported that \u201ca woman from the Far East had come to Europe laden with"}
{"text": "### Book:perfume and jewels, to introduce some of the richness of the Oriental"}
{"text": "### Book:colour and life into the satiated society of European cities.\u201d Soon"}
{"text": "### Book:everyone knew the dancer\u2019s name: Mata Hari."}
{"text": "### Book:Early that year, in the winter, small and select audiences would gather"}
{"text": "### Book:in a salon filled with Indian statues and other relics while an orchestra"}
{"text": "### Book:played music inspired by Hindu and Javanese melodies. After keeping"}
{"text": "### Book:the audience waiting and wondering, Mata Hari would suddenly appear,"}
{"text": "### Book:in a startling costume: a white cotton brassiere covered with Indian-type"}
{"text": "### Book:jewels; jeweled bands at the waist supporting a sarong that revealed as"}
{"text": "### Book:much as it concealed; bracelets up the arms. Then Mata Hari would"}
{"text": "### Book:dance, in a style no one in France had seen before, her whole body"}
{"text": "### Book:swaying as if she were in a trance. She told her excited and curious"}
{"text": "### Book:audience that her dances told stories from Indian mythology and"}
{"text": "### Book:Javanese folktales. Soon the cream of Paris, and ambassadors from far-"}
{"text": "### Book:off lands, were competing for invitations to the salon, where it was"}
{"text": "### Book:rumored that Mata Hari was actually performing sacred dances in the"}
{"text": "### Book:nude.The public wanted to know more about her. She told journalists that"}
{"text": "### Book:she was actually Dutch in origin, but had grown up on the island of Java."}
{"text": "### Book:She would also talk about time spent in India, how she had learned"}
{"text": "### Book:sacred Hindu dances there, and how Indian women \u201ccan shoot straight,"}
{"text": "### Book:ride horseback, and are capable of doing logarithms and talk"}
{"text": "### Book:philosophy.\u201d By the summer of 1905, although few Parisians had"}
{"text": "### Book:actually seen Mata Hari dance, her name was on everyone\u2019s lips."}
{"text": "### Book:As Mata Hari gave more interviews, the story of her origins kept"}
{"text": "### Book:changing: She had grown up in India, her grandmother was the daughter"}
{"text": "### Book:of a Javanese princess, she had lived on the island of Sumatra where she"}
{"text": "### Book:had spent her time \u201chorseback riding, gun in hand, and risking her life.\u201d"}
{"text": "### Book:No one knew anything certain about her, but journalists did not mind"}
{"text": "### Book:these changes in her biography. They compared her to an Indian goddess,"}
{"text": "### Book:a creature from the pages of Baudelaire\u2014whatever their imagination"}
{"text": "### Book:wanted to see in this mysterious woman from the East."}
{"text": "### Book:In August of 1905, Mata Hari performed for the first time in public."}
{"text": "### Book:Crowds thronging to see her on opening night caused a riot. She had now"}
{"text": "### Book:become a cult figure, spawning many imitations. One reviewer wrote,"}
{"text": "### Book:\u201cMata Hari personifies all the poetry of India, its mysticism, its"}
{"text": "### Book:voluptuousness, its hypnotizing charm.\u201d Another noted, \u201cIf India"}
{"text": "### Book:possesses such unexpected treasures, then all Frenchmen will emigrate to"}
{"text": "### Book:the shores of the Ganges.\u201d"}
{"text": "### Book:Soon the fame of Mata Hari and her sacred Indian dances spread"}
{"text": "### Book:beyond Paris. She was invited to Berlin, Vienna, Milan. Over the next"}
{"text": "### Book:few years she performed throughout Europe, mixed with the highest"}
{"text": "### Book:social circles, and earned an income that gave her an independence rarely"}
{"text": "### Book:enjoyed by a woman of the period. Then, near the end of World War I,"}
{"text": "### Book:she was arrested in France, tried, convicted, and finally executed as a"}
{"text": "### Book:German spy. Only during the trial did the truth come out: Mata Hari was"}
{"text": "### Book:not from Java or India, had not grown up in the Orient, did not have a"}
{"text": "### Book:drop of Eastern blood in her body. Her real name was Margaretha Zelle,"}
{"text": "### Book:and she came from the stolid northern province of Friesland, Holland."}
{"text": "### Book:Interpretation"}
{"text": "### Book:When Margaretha Zelle arrived in Paris, in 1904, she had half a franc in"}
{"text": "### Book:her pocket. She was one of the thousands of beautiful young girls who"}
{"text": "### Book:flocked to Paris every year, taking work as artists\u2019 models, nightclub"}
{"text": "### Book:dancers, or vaudeville performers at the Folies Berg\u00e8re. After a few yearsthey would inevitably be replaced by younger girls, and would often end"}
{"text": "### Book:up on the streets, turning to prostitution, or else returning to the town"}
{"text": "### Book:they came from, older and chastened."}
{"text": "### Book:Zelle had higher ambitions. She had no dance experience and had"}
{"text": "### Book:never performed in the theater, but as a young girl she had traveled with"}
{"text": "### Book:her family and had witnessed local dances in Java and Sumatra. Zelle"}
{"text": "### Book:clearly understood that what was important in her act was not the dance"}
{"text": "### Book:itself, or even her face or figure, but her ability to create an air of"}
{"text": "### Book:mystery about herself. The mystery she created lay not just in her"}
{"text": "### Book:dancing, or her costumes, or the stories she would tell, or her endless lies"}
{"text": "### Book:about her origins; it lay in an atmosphere enveloping everything she did."}
{"text": "### Book:There was nothing you could say for sure about her\u2014she was always"}
{"text": "### Book:changing, always surprising her audience with new costumes, new"}
{"text": "### Book:dances, new stories. This air of mystery left the public always wanting to"}
{"text": "### Book:know more, always wondering about her next move. Mata Hari was no"}
{"text": "### Book:more beautiful than many of the other young girls who came to Paris,"}
{"text": "### Book:and she was not a particularly good dancer. What separated her from the"}
{"text": "### Book:mass, what attracted and held the public\u2019s attention and made her famous"}
{"text": "### Book:and wealthy, was her mystery. People are enthralled by mystery; because"}
{"text": "### Book:it invites constant interpretation, they never tire of it. The mysterious"}
{"text": "### Book:cannot be grasped. And what cannot be seized and consumed creates"}
{"text": "### Book:power."}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:In the past, the world was filled with the terrifying and unknowable\u2014"}
{"text": "### Book:diseases, disasters, capricious despots, the mystery of death itself. What"}
{"text": "### Book:we could not understand we reimagined as myths and spirits. Over the"}
{"text": "### Book:centuries, though, we have managed, through science and reason, to"}
{"text": "### Book:illuminate the darkness; what was mysterious and forbidding has grown"}
{"text": "### Book:familiar and comfortable. Yet this light has a price: in a world that is ever"}
{"text": "### Book:more banal, that has had its mystery and myth squeezed out of it, we"}
{"text": "### Book:secretly crave enigmas, people or things that cannot be instantly"}
{"text": "### Book:interpreted, seized, and consumed."}
{"text": "### Book:That is the power of the mysterious: It invites layers of interpretation,"}
{"text": "### Book:excites our imagination, seduces us into believing that it conceals"}
{"text": "### Book:something marvelous. The world has become so familiar and itsinhabitants so predictable that what wraps itself in mystery will almost"}
{"text": "### Book:always draw the limelight to it and make us watch it."}
{"text": "### Book:Do not imagine that to create an air of mystery you have to be grand"}
{"text": "### Book:and awe-inspiring. Mystery that is woven into your day-to-day"}
{"text": "### Book:demeanor, and is subtle, has that much more power to fascinate and"}
{"text": "### Book:attract attention. Remember: Most people are upfront, can be read like an"}
{"text": "### Book:open book, take little care to control their words or image, and are"}
{"text": "### Book:hopelessly predictable. By simply holding back, keeping silent,"}
{"text": "### Book:occasionally uttering ambiguous phrases, deliberately appearing"}
{"text": "### Book:inconsistent, and acting odd in the subtlest of ways, you will emanate an"}
{"text": "### Book:aura of mystery. The people around you will then magnify that aura by"}
{"text": "### Book:constantly trying to interpret you."}
{"text": "### Book:Both artists and con artists understand the vital link between being"}
{"text": "### Book:mysterious and attracting interest. Count Victor Lustig, the aristocrat of"}
{"text": "### Book:swindlers, played the game to perfection. He was always doing things"}
{"text": "### Book:that were different, or seemed to make no sense. He would show up at"}
{"text": "### Book:the best hotels in a limo driven by a Japanese chauffeur; no one had ever"}
{"text": "### Book:seen a Japanese chauffeur before, so this seemed exotic and strange."}
{"text": "### Book:Lustig would dress in the most expensive clothing, but always with"}
{"text": "### Book:something\u2014a medal, a flower, an armband\u2014out of place, at least in"}
{"text": "### Book:conventional terms. This was seen not as tasteless but as odd and"}
{"text": "### Book:intriguing. In hotels he would be seen receiving telegrams at all hours,"}
{"text": "### Book:one after the other, brought to him by his Japanese chauffeur\u2014telegrams"}
{"text": "### Book:he would tear up with utter nonchalance. (In fact they were fakes,"}
{"text": "### Book:completely blank.) He would sit alone in the dining room, reading a large"}
{"text": "### Book:and impressive-looking book, smiling at people yet remaining aloof."}
{"text": "### Book:Within a few days, of course, the entire hotel would be abuzz with"}
{"text": "### Book:interest in this strange man."}
{"text": "### Book:All this attention allowed Lustig to lure suckers in with ease. They"}
{"text": "### Book:would beg for his confidence and his company. Everyone wanted to be"}
{"text": "### Book:seen with this mysterious aristocrat. And in the presence of this"}
{"text": "### Book:distracting enigma, they wouldn\u2019t even notice that they were being"}
{"text": "### Book:robbed blind."}
{"text": "### Book:An air of mystery can make the mediocre appear intelligent and"}
{"text": "### Book:profound. It made Mata Hari, a woman of average appearance and"}
{"text": "### Book:intelligence, seem like a goddess, and her dancing divinely inspired. An"}
{"text": "### Book:air of mystery about an artist makes his or her artwork immediately more"}
{"text": "### Book:intriguing, a trick Marcel Duchamp played to great effect. It is all very"}
{"text": "### Book:easy to do\u2014say little about your work, tease and titillate with alluring,even contradictory comments, then stand back and let others try to make"}
{"text": "### Book:sense of it all."}
{"text": "### Book:Mysterious people put others in a kind of inferior position\u2014that of"}
{"text": "### Book:trying to figure them out. To degrees that they can control, they also"}
{"text": "### Book:elicit the fear surrounding anything uncertain or unknown. All great"}
{"text": "### Book:leaders know that an aura of mystery draws attention to them and creates"}
{"text": "### Book:an intimidating presence. Mao Tse-tung, for example, cleverly cultivated"}
{"text": "### Book:an enigmatic image; he had no worries about seeming inconsistent or"}
{"text": "### Book:contradicting himself\u2014the very contradictoriness of his actions and"}
{"text": "### Book:words meant that he always had the upper hand. No one, not even his"}
{"text": "### Book:own wife, ever felt they understood him, and he therefore seemed larger"}
{"text": "### Book:than life. This also meant that the public paid constant attention to him,"}
{"text": "### Book:ever anxious to witness his next move."}
{"text": "### Book:If your social position prevents you from completely wrapping your"}
{"text": "### Book:actions in mystery, you must at least learn to make yourself less obvious."}
{"text": "### Book:Every now and then, act in a way that does not mesh with other people\u2019s"}
{"text": "### Book:perception of you. This way you keep those around you on the defensive,"}
{"text": "### Book:eliciting the kind of attention that makes you powerful. Done right, the"}
{"text": "### Book:creation of enigma can also draw the kind of attention that strikes terror"}
{"text": "### Book:into your enemy."}
{"text": "### Book:During the Second Punic War (219-202 B.C.), the great Carthaginian"}
{"text": "### Book:general Hannibal was wreaking havoc in his march on Rome. Hannibal"}
{"text": "### Book:was known for his cleverness and duplicity."}
{"text": "### Book:Under his leadership Carthage\u2019s army, though smaller than those of"}
{"text": "### Book:the Romans, had constantly outmaneuvered them. On one occasion,"}
{"text": "### Book:though, Hannibal\u2019s scouts made a horrible blunder, leading his troops"}
{"text": "### Book:into a marshy terrain with the sea at their back. The Roman army"}
{"text": "### Book:blocked the mountain passes that led inland, and its general, Fabius, was"}
{"text": "### Book:ecstatic\u2014at last he had Hannibal trapped. Posting his best sentries on the"}
{"text": "### Book:passes, he worked on a plan to destroy Hannibal\u2019s forces. But in the"}
{"text": "### Book:middle of the night, the sentries looked down to see a mysterious sight:"}
{"text": "### Book:A huge procession of lights was heading up the mountain. Thousands"}
{"text": "### Book:and thousands of lights. If this was Hannibal\u2019s army, it had suddenly"}
{"text": "### Book:grown a hundredfold."}
{"text": "### Book:The sentries argued heatedly about what this could mean:"}
{"text": "### Book:Reinforcements from the sea? Troops that had been hidden in the area?"}
{"text": "### Book:Ghosts? No explanation made sense."}
{"text": "### Book:As they watched, fires broke out all over the mountain, and a horrible"}
{"text": "### Book:noise drifted up to them from below, like the blowing of a million horns.Demons, they thought. The sentries, the bravest and most sensible in the"}
{"text": "### Book:Roman army, fled their posts in a panic."}
{"text": "### Book:By the next day, Hannibal had escaped from the marshland. What was"}
{"text": "### Book:his trick? Had he really conjured up demons? Actually what he had done"}
{"text": "### Book:was order bundles of twigs to be fastened to the horns of the thousands"}
{"text": "### Book:of oxen that traveled with his troops as beasts of burden. The twigs were"}
{"text": "### Book:then lit, giving the impression of the torches of a vast army heading up"}
{"text": "### Book:the mountain. When the flames burned down to the oxen\u2019s skin, they"}
{"text": "### Book:stampeded in all directions, bellowing like mad and setting fires all over"}
{"text": "### Book:the mountainside. The key to this device\u2019s success was not the torches,"}
{"text": "### Book:the fires, or the noises in themselves, however, but the fact that Hannibal"}
{"text": "### Book:had created a puzzle that captivated the sentries\u2019 attention and gradually"}
{"text": "### Book:terrified them. From the mountaintop there was no way to explain this"}
{"text": "### Book:bizarre sight. If the sentries could have explained it they would have"}
{"text": "### Book:stayed at their posts."}
{"text": "### Book:If you find yourself trapped, cornered, and on the defensive in some"}
{"text": "### Book:situation, try a simple experiment: Do something that cannot be easily"}
{"text": "### Book:explained or interpreted. Choose a simple action, but carry it out in a"}
{"text": "### Book:way that unsettles your opponent, a way with many possible"}
{"text": "### Book:interpretations, making your intentions obscure. Don\u2019t just be"}
{"text": "### Book:unpredictable (although this tactic too can be successful\u2014see Law 17);"}
{"text": "### Book:like Hannibal, create a scene that cannot be read. There will seem to be"}
{"text": "### Book:no method to your madness, no rhyme or reason, no single explanation."}
{"text": "### Book:If you do this right, you will inspire fear and trembling and the sentries"}
{"text": "### Book:will abandon their posts. Call it the \u201cfeigned madness of Hamlet\u201d tactic,"}
{"text": "### Book:for Hamlet uses it to great effect in Shakespeare\u2019s play, frightening his"}
{"text": "### Book:stepfather Claudius through the mystery of his behavior. The mysterious"}
{"text": "### Book:makes your forces seem larger, your power more terrifying."}
{"text": "### Book:Image: The Dance of"}
{"text": "### Book:the Veils\u2014the veils"}
{"text": "### Book:envelop the dancer."}
{"text": "### Book:What they reveal"}
{"text": "### Book:causes excitement."}
{"text": "### Book:What they conceal"}
{"text": "### Book:heightens interest. The"}
{"text": "### Book:essence of mystery.Authority: If you do not declare yourself immediately, you arouse"}
{"text": "### Book:expectation\u2026. Mix a little mystery with everything, and the very"}
{"text": "### Book:mystery stirs up veneration. And when you explain, be not too"}
{"text": "### Book:explicit\u2026. In this manner you imitate the Divine way when you cause"}
{"text": "### Book:men to wonder and watch. (Baltasar Graci\u00e1n, 1601-1658)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:In the beginning of your rise to the top, you must attract attention at all"}
{"text": "### Book:cost, but as you rise higher you must constantly adapt. Never wear the"}
{"text": "### Book:public out with the same tactic. An air of mystery works wonders for"}
{"text": "### Book:those who need to develop an aura of power and get themselves noticed,"}
{"text": "### Book:but it must seem measured and under control. Mata Hari went too far"}
{"text": "### Book:with her fabrications; although the accusation that she was a spy was"}
{"text": "### Book:false, at the time it was a reasonable presumption because all her lies"}
{"text": "### Book:made her seem suspicious and nefarious. Do not let your air of mystery"}
{"text": "### Book:be slowly transformed into a reputation for deceit. The mystery you"}
{"text": "### Book:create must seem a game, playful and unthreatening. Recognize when it"}
{"text": "### Book:goes too far, and pull back."}
{"text": "### Book:There are times when the need for attention must be deferred, and"}
{"text": "### Book:when scandal and notoriety are the last things you want to create. The"}
{"text": "### Book:attention you attract must never offend or challenge the reputation of"}
{"text": "### Book:those above you\u2014not, at any rate, if they are secure. You will seem not"}
{"text": "### Book:only paltry but desperate by comparison. There is an art to knowing"}
{"text": "### Book:when to draw notice and when to withdraw."}
{"text": "### Book:Lola Montez was one of the great practitioners of the art of attracting"}
{"text": "### Book:attention. She managed to rise from a middle-class Irish background to"}
{"text": "### Book:being the lover of Franz Liszt and then the mistress and political adviser"}
{"text": "### Book:of King Ludwig of Bavaria. In her later years, though, she lost her sense"}
{"text": "### Book:of proportion."}
{"text": "### Book:In London in 1850 there was to be a performance of Shakespeare\u2019s"}
{"text": "### Book:Macbeth featuring the greatest actor of the time, Charles John Kean."}
{"text": "### Book:Everyone of consequence in English society was to be there; it was"}
{"text": "### Book:rumored that even Queen Victoria and Prince Albert were to make apublic appearance. The custom of the period demanded that everyone be"}
{"text": "### Book:seated before the queen arrived. So the audience got there a little early,"}
{"text": "### Book:and when the queen entered her royal box, they observed the convention"}
{"text": "### Book:of standing up and applauding her. The royal couple waited, then bowed."}
{"text": "### Book:Everyone sat down and the lights were dimmed. Then, suddenly, all eyes"}
{"text": "### Book:turned to a box opposite Queen Victoria\u2019s: A woman appeared from the"}
{"text": "### Book:shadows, taking her seat later than the queen. It was Lola Montez. She"}
{"text": "### Book:wore a diamond tiara on her dark hair and a long fur coat over her"}
{"text": "### Book:shoulders. People whispered in amazement as the ermine cloak was"}
{"text": "### Book:dropped to reveal a low-necked gown of crimson velvet. By turning their"}
{"text": "### Book:heads, the audience could see that the royal couple deliberately avoided"}
{"text": "### Book:looking at Lola\u2019s box. They followed Victoria\u2019s example, and for the rest"}
{"text": "### Book:of the evening Lola Montez was ignored. After that evening no one in"}
{"text": "### Book:fashionable society dared to be seen with her. All her magnetic powers"}
{"text": "### Book:were reversed. People would flee her sight. Her future in England was"}
{"text": "### Book:finished."}
{"text": "### Book:Never appear overly greedy for attention, then, for it signals"}
{"text": "### Book:insecurity, and insecurity drives power away. Understand that there are"}
{"text": "### Book:times when it is not in your interest to be the center of attention. When in"}
{"text": "### Book:the presence of a king or queen, for instance, or the equivalent thereof,"}
{"text": "### Book:bow and retreat to the shadows; never compete.LAW 7"}
{"text": "### Book:GET OTHERS TO DO THE WORK FOR YOU,"}
{"text": "### Book:BUT ALWAYS TAKE THE CREDIT"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Use the wisdom, knowledge, and legwork of other people to further your"}
{"text": "### Book:own cause. Not only will such assistance save you valuable time and"}
{"text": "### Book:energy, it will give you a godlike aura of efficiency and speed. In the end"}
{"text": "### Book:your helpers will be forgotten and you will be remembered. Never do"}
{"text": "### Book:yourself what others can do for you."}
{"text": "### Book:TRANSGRESSION AND OBSERVANCE OF"}
{"text": "### Book:THE LAW"}
{"text": "### Book:In 1883 a young Serbian scientist named Nikola Tesla was working for"}
{"text": "### Book:the European division of the Continental Edison Company. He was a"}
{"text": "### Book:brilliant inventor, and Charles Batchelor, a plant manager and a personal"}
{"text": "### Book:friend of Thomas Edison, persuaded him he should seek his fortune in"}
{"text": "### Book:America, giving him a letter of introduction to Edison himself. So began"}
{"text": "### Book:a life of woe and tribulation that lasted until Tesla\u2019s death."}
{"text": "### Book:IIII TORTOISE THE LELP AND THE HIPPOPOI"}
{"text": "### Book:\\1]"}
{"text": "### Book:One day the tortoise met the elephant, who trumpeted, \u201cOut of my way,"}
{"text": "### Book:you weakling\u2014I might step on you!\u201d The tortoise was not afraid and"}
{"text": "### Book:stayed where he was, so the elephant stepped on him, but could not crush"}
{"text": "### Book:him. \u201cDo not boast, Mr. Elephant, I am as strong as you are!\u201d said the"}
{"text": "### Book:tortoise, but the elephant just laughed. So the tortoise asked him to cometo his hill the next morning. The next day, before sunrise, the tortoise ran"}
{"text": "### Book:down the hill to the river, where he met the hippopotamus, who was just"}
{"text": "### Book:on his way back into the water after his nocturnal feeding. \u201cMr Hippo!"}
{"text": "### Book:Shall we have a tug-of-war? I bet I\u2019m as strong as you are!\u201d said the"}
{"text": "### Book:tortoise. The hippopotamus laughed at this ridiculous idea, but agreed."}
{"text": "### Book:The tortoise produced a long rope and told the hippo to hold it in his"}
{"text": "### Book:mouth until the tortoise shouted \u201cHey!\u201d Then the tortoise ran back up"}
{"text": "### Book:the hill where he found the elephant, who was getting impatient. He gave"}
{"text": "### Book:the elephant the other end of the rope and said, \u201cWhen I say \u2018Hey!\u2019 pull,"}
{"text": "### Book:and you\u2019ll.see which of us is the strongest. \u201dThen he ran halfway back"}
{"text": "### Book:down the hill, to a place where he couldn\u2019t be seen, and shouted, \u201cHey!\u201d"}
{"text": "### Book:The elephant and the hippopotamus pulled and pulled, but neither could"}
{"text": "### Book:budge the other-they were of equal strength. They both agreed that the"}
{"text": "### Book:tortoise was as strong as they were. Never do what others can do for you."}
{"text": "### Book:The tortoise let others do the work for him while he got the credit."}
{"text": "### Book:ZAIREAN FABLE"}
{"text": "### Book:When Tesla met Edison in New York, the famous inventor hired him"}
{"text": "### Book:on the spot. Tesla worked eighteen-hour days, finding ways to improve"}
{"text": "### Book:the primitive Edison dynamos. Finally he offered to redesign them"}
{"text": "### Book:completely. To Edison this seemed a monumental task that could last"}
{"text": "### Book:years without paying off, but he told Tesla, \u201cThere\u2019s fifty thousand"}
{"text": "### Book:dollars in it for you\u2014if you can do it.\u201d Tesla labored day and night on"}
{"text": "### Book:the project and after only a year he produced a greatly improved version"}
{"text": "### Book:of the dynamo, complete with automatic controls. He went to Edison to"}
{"text": "### Book:break the good news and receive his $50,000. Edison was pleased with"}
{"text": "### Book:the improvement, for which he and his company would take credit, but"}
{"text": "### Book:when it came to the issue of the money he told the young Serb, \u201cTesla,"}
{"text": "### Book:you don\u2019t understand our American humor!,\u201d and offered a small raise"}
{"text": "### Book:instead."}
{"text": "### Book:Tesla\u2019s obsession was to create an alternating-current system (AC) of"}
{"text": "### Book:electricity. Edison believed in the direct-current system (DC), and not"}
{"text": "### Book:only refused to support Tesla\u2019s research but later did all he could to"}
{"text": "### Book:sabotage him. Tesla turned to the great Pittsburgh magnate George"}
{"text": "### Book:Westinghouse, who had started his own electricity company."}
{"text": "### Book:Westinghouse completely funded Tesla\u2019s research and offered him a"}
{"text": "### Book:generous royalty agreement on future profits. The AC system Tesla"}
{"text": "### Book:developed is still the standard today\u2014but after patents were filed in his"}
{"text": "### Book:name, other scientists came forward to take credit for the invention,"}
{"text": "### Book:claiming that they had laid the groundwork for him. His name was lost inthe shuffle, and the public came to associate the invention with"}
{"text": "### Book:Westinghouse himself."}
{"text": "### Book:A year later, Westinghouse was caught in a takeover bid from J."}
{"text": "### Book:Pierpont Morgan, who made him rescind the generous royalty contract"}
{"text": "### Book:he had signed with Tesla. Westinghouse explained to the scientist that his"}
{"text": "### Book:company would not survive if it had to pay him his full royalties; he"}
{"text": "### Book:persuaded Tesla to accept a buyout of his patents for $216,000\u2014a large"}
{"text": "### Book:sum, no doubt, but far less than the $12 million they were worth at the"}
{"text": "### Book:time. The financiers had divested Tesla of the riches, the patents, and"}
{"text": "### Book:essentially the credit for the greatest invention of his career."}
{"text": "### Book:The name of Guglielmo Marconi is forever linked with the invention"}
{"text": "### Book:of radio. But few know that in producing his invention\u2014he broadcast a"}
{"text": "### Book:signal across the English Channel in 1899\u2014Marconi made use of a"}
{"text": "### Book:patent Tesla had filed in 1897, and that his work depended on Tesla\u2019s"}
{"text": "### Book:research. Once again Tesla received no money and no credit. Tesla"}
{"text": "### Book:invented an induction motor as well as the AC power system, and he is"}
{"text": "### Book:the real \u201cfather of radio.\u201d Yet none of these discoveries bear his name."}
{"text": "### Book:As an old man, he lived in poverty."}
{"text": "### Book:In 1917, during his later impoverished years, Tesla was told he was to"}
{"text": "### Book:receive the Edison Medal of the American Institute of Electrical"}
{"text": "### Book:Engineers. He turned the medal down. \u201cYou propose,\u201d he said, \u201cto honor"}
{"text": "### Book:me with a medal which I could pin upon my coat and strut for a vain"}
{"text": "### Book:hour before the members of your Institute. You would decorate my body"}
{"text": "### Book:and continue to let starve, for failure to supply recognition, my mind and"}
{"text": "### Book:its creative products, which have supplied the foundation upon which the"}
{"text": "### Book:major portion of your Institute exists.\u201d"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Many harbor the illusion that science, dealing with facts as it does, is"}
{"text": "### Book:beyond the petty rivalries that trouble the rest of the world. Nikola Tesla"}
{"text": "### Book:was one of those. He believed science had nothing to do with politics,"}
{"text": "### Book:and claimed not to care for fame and riches. As he grew older, though,"}
{"text": "### Book:this ruined his scientific work. Not associated with any particular"}
{"text": "### Book:discovery, he could attract no investors to his many ideas. While he"}
{"text": "### Book:pondered great inventions for the future, others stole the patents he had"}
{"text": "### Book:already developed and got the glory for themselves."}
{"text": "### Book:He wanted to do everything on his own, but merely exhausted and"}
{"text": "### Book:impoverished himself in the process.Edison was Tesla\u2019s polar opposite. He wasn\u2019t actually much of a"}
{"text": "### Book:scientific thinker or inventor; he once said that he had no need to be a"}
{"text": "### Book:mathematician because he could always hire one. That was Edison\u2019s"}
{"text": "### Book:main method. He was really a businessman and publicist, spotting the"}
{"text": "### Book:trends and the opportunities that were out there, then hiring the best in"}
{"text": "### Book:the field to do the work for him. If he had to he would steal from his"}
{"text": "### Book:competitors. Yet his name is much better known than Tesla\u2019s, and is"}
{"text": "### Book:associated with more inventions."}
{"text": "### Book:To be sure, if the hunter relies on the security of the carriage, utilizes the"}
{"text": "### Book:legs of the six horses, and makes Wang Liang hold their reins, then he"}
{"text": "### Book:will not tire himself and will find it easy to overtake swift animals. Now"}
{"text": "### Book:supposing he discarded the advantage of the carriage, gave up the useful"}
{"text": "### Book:legs of the horses and the skill of Wang Liang, and alighted to run after"}
{"text": "### Book:the animals, then even though his legs were as quick as Lou Chi\u2019s, he"}
{"text": "### Book:would not be in time to overtake the animals. In fact, if good horses and"}
{"text": "### Book:strong carriages are taken into use, then mere bond-men and"}
{"text": "### Book:bondwomen will be good enough to catch the animals."}
{"text": "### Book:HAN-FEI-TZU, CHINESE PHILOSOPHER, THIRD CENTURY B.C."}
{"text": "### Book:The lesson is twofold: First, the credit for an invention or creation is as"}
{"text": "### Book:important, if not more important, than the invention itself. You must"}
{"text": "### Book:secure the credit for yourself and keep others from stealing it away, or"}
{"text": "### Book:from piggy-backing on your hard work. To accomplish this you must"}
{"text": "### Book:always be vigilant and ruthless, keeping your creation quiet until you can"}
{"text": "### Book:be sure there are no vultures circling overhead. Second, learn to take"}
{"text": "### Book:advantage of other people\u2019s work to further your own cause. Time is"}
{"text": "### Book:precious and life is short. If you try to do it all on your own, you run"}
{"text": "### Book:yourself ragged, waste energy, and burn yourself out. It is far better to"}
{"text": "### Book:conserve your forces, pounce on the work others have done, and find a"}
{"text": "### Book:way to make it your own."}
{"text": "### Book:Everybody steals in commerce and industry."}
{"text": "### Book:I\u2019ve stolen a lot myself."}
{"text": "### Book:But I know how to steal."}
{"text": "### Book:Thomas Edison, 1847-1931"}
{"text": "### Book:KEYS TO POWERThe world of power has the dynamics of the jungle: There are those who"}
{"text": "### Book:live by hunting and killing, and there are also vast numbers of creatures"}
{"text": "### Book:(hyenas, vultures) who live off the hunting of others. These latter, less"}
{"text": "### Book:imaginative types are often incapable of doing the work that is essential"}
{"text": "### Book:for the creation of power. They understand early on, though, that if they"}
{"text": "### Book:wait long enough, they can always find another animal to do the work for"}
{"text": "### Book:them. Do not be naive: At this very moment, while you are slaving away"}
{"text": "### Book:on some project, there are vultures circling above trying to figure out a"}
{"text": "### Book:way to survive and even thrive off your creativity. It is useless to"}
{"text": "### Book:complain about this, or to wear yourself ragged with bitterness, as Tesla"}
{"text": "### Book:did. Better to protect yourself and join the game. Once you have"}
{"text": "### Book:established a power base, become a vulture yourself, and save yourself a"}
{"text": "### Book:lot of time and energy."}
{"text": "### Book:A hen who had lost her sight, and was accustomed to scratching up the"}
{"text": "### Book:earth in search of food, although blind, still continued to scratch away"}
{"text": "### Book:most diligently. Of what use was it to the industriuus fool? Another"}
{"text": "### Book:sharp-sighted hen who spared her tender feet never moved from her side,"}
{"text": "### Book:and enjoyed, without scratching, the fruit of the other\u2019s labor. For as"}
{"text": "### Book:often as the blind hen scratched up a barley-corn, her watchful"}
{"text": "### Book:companion devoured it."}
{"text": "### Book:FABLES, GOITCHOLD LESSING, 1729-1781"}
{"text": "### Book:Of the two poles of this game, one can be illustrated by the example of"}
{"text": "### Book:the explorer Vasco N\u00fa\u00f1ez de Balboa. Balboa had an obsession\u2014the"}
{"text": "### Book:discovery of El Dorado, a legendary city of vast riches."}
{"text": "### Book:Early in the sixteenth century, after countless hardships and brushes"}
{"text": "### Book:with death, he found evidence of a great and wealthy empire to the south"}
{"text": "### Book:of Mexico, in present-day Peru. By conquering this empire, the Incan,"}
{"text": "### Book:and seizing its gold, he would make himself the next Cort\u00e9s. The"}
{"text": "### Book:problem was that even as he made this discovery, word of it spread"}
{"text": "### Book:among hundreds of other conquistadors. He did not understand that half"}
{"text": "### Book:the game was keeping it quiet, and carefully watching those around him."}
{"text": "### Book:A few years after he discovered the location of the Incan empire, a"}
{"text": "### Book:soldier in his own army, Francisco Pizarro, helped to get him beheaded"}
{"text": "### Book:for treason. Pizarro went on to take what Balboa had spent so many years"}
{"text": "### Book:trying to find."}
{"text": "### Book:The other pole is that of the artist Peter Paul Rubens, who, late in his"}
{"text": "### Book:career, found himself deluged with requests for paintings. He created a"}
{"text": "### Book:system: In his large studio he employed dozens of outstanding painters,one specializing in robes, another in backgrounds, and so on. He created"}
{"text": "### Book:a vast production line in which a large number of canvases would be"}
{"text": "### Book:worked on at the same time. When an important client visited the studio,"}
{"text": "### Book:Rubens would shoo his hired painters out for the day. While the client"}
{"text": "### Book:watched from a balcony, Rubens would work at an incredible pace, with"}
{"text": "### Book:unbelievable energy. The client would leave in awe of this prodigious"}
{"text": "### Book:man, who could paint so many masterpieces in so short a time."}
{"text": "### Book:This is the essence of the Law: Learn to get others to do the work for"}
{"text": "### Book:you while you take the credit, and you appear to be of godlike strength"}
{"text": "### Book:and power. If you think it important to do all the work yourself, you will"}
{"text": "### Book:never get far, and you will suffer the fate of the Balboas and Teslas of the"}
{"text": "### Book:world. Find people with the skills and creativity you lack. Either hire"}
{"text": "### Book:them, while putting your own name on top of theirs, or find a way to take"}
{"text": "### Book:their work and make it your own. Their creativity thus becomes yours,"}
{"text": "### Book:and you seem a genius to the world."}
{"text": "### Book:There is another application of this law that does not require the"}
{"text": "### Book:parasitic use of your contemporaries\u2019 labor: Use the past, a vast"}
{"text": "### Book:storehouse of knowledge and wisdom. Isaac Newton called this"}
{"text": "### Book:\u201cstanding on the shoulders of giants.\u201d He meant that in making his"}
{"text": "### Book:discoveries he had built on the achievements of others. A great part of"}
{"text": "### Book:his aura of genius, he knew, was attributable to his shrewd ability to"}
{"text": "### Book:make the most of the insights of ancient, medieval, and Renaissance"}
{"text": "### Book:scientists. Shakespeare borrowed plots, characterizations, and even"}
{"text": "### Book:dialogue from Plutarch, among other writers, for he knew that nobody"}
{"text": "### Book:surpassed Plutarch in the writing of subtle psychology and witty quotes."}
{"text": "### Book:How many later writers have in their turn borrowed from\u2014plagiarized\u2014"}
{"text": "### Book:Shakespeare ?"}
{"text": "### Book:We all know how few of today\u2019s politicians write their own speeches."}
{"text": "### Book:Their own words would not win them a single vote; their eloquence and"}
{"text": "### Book:wit, whatever there is of it, they owe to a speech writer. Other people do"}
{"text": "### Book:the work, they take the credit. The upside of this is that it is a kind of"}
{"text": "### Book:power that is available to everyone. Learn to use the knowledge of the"}
{"text": "### Book:past and you will look like a genius, even when you are really just a"}
{"text": "### Book:clever borrower."}
{"text": "### Book:Writers who have delved into human nature, ancient masters of"}
{"text": "### Book:strategy, historians of human stupidity and folly, kings and queens who"}
{"text": "### Book:have learned the hard way how to handle the burdens of power\u2014their"}
{"text": "### Book:knowledge is gathering dust, waiting for you to come and stand on their"}
{"text": "### Book:shoulders. Their wit can be your wit, their skill can be your skill, and"}
{"text": "### Book:they will never come around to tell people how unoriginal you really are.You can slog through life, making endless mistakes, wasting time and"}
{"text": "### Book:energy trying to do things from your own experience. Or you can use the"}
{"text": "### Book:armies of the past. As Bismarck once said, \u201cFools say that they learn by"}
{"text": "### Book:experience. I prefer to profit by others\u2019 experience.\u201d"}
{"text": "### Book:Image: The Vulture. Of all the creatures in"}
{"text": "### Book:the jungle, he has it the easiest. The"}
{"text": "### Book:hard work of others becomes his work;"}
{"text": "### Book:their failure to survive becomes his"}
{"text": "### Book:nourishment. Keep an eye on"}
{"text": "### Book:the Vulture\u2014while you are"}
{"text": "### Book:hard at work, he is cir"}
{"text": "### Book:cling above. Do not"}
{"text": "### Book:fight him, join"}
{"text": "### Book:him."}
{"text": "### Book:Authority: There is much to be known, life is short, and life is not life"}
{"text": "### Book:without knowledge. It is therefore an excellent device to acquire"}
{"text": "### Book:knowledge from everybody. Thus, by the sweat of another\u2019s brow, you"}
{"text": "### Book:win the reputation of being an oracle. (Baltasar Graci\u00e1n, 1601-1658)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:There are times when taking the credit for work that others have done is"}
{"text": "### Book:not the wise course: If your power is not firmly enough established, you"}
{"text": "### Book:will seem to be pushing people out of the limelight. To be a brilliant ex"}
{"text": "### Book:ploiter of talent your position must be unshakable, or you will be accused"}
{"text": "### Book:of deception."}
{"text": "### Book:Be sure you know when letting other people share the credit serves"}
{"text": "### Book:your purpose. It is especially important to not be greedy when you have a"}
{"text": "### Book:master above you. President Richard Nixon\u2019s historic visit to the"}
{"text": "### Book:People\u2019s Republic of China was originally his idea, but it might never"}
{"text": "### Book:have come off but for the deft diplomacy of Henry Kissinger. Nor would"}
{"text": "### Book:it have been as successful without Kissinger\u2019s skills. Still, when the time"}
{"text": "### Book:came to take credit, Kissinger adroitly let Nixon take the lion\u2019s share."}
{"text": "### Book:Knowing that the truth would come out later, he was careful not tojeopardize his standing in the short term by hogging the limelight."}
{"text": "### Book:Kissinger played the game expertly: He took credit for the work of those"}
{"text": "### Book:below him while graciously giving credit for his own labors to those"}
{"text": "### Book:above. That is the way to play the game.LAW 8"}
{"text": "### Book:MAKE OTHER PEOPLE COME TO YOU\u2014USE"}
{"text": "### Book:BAIT IF NECESSARY"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:When you force the other person to act, you are the one in control. It is"}
{"text": "### Book:always better to make your opponent come to you, abandoning his own"}
{"text": "### Book:plans in the process. Lure him with fabulous gains\u2014then attack. You"}
{"text": "### Book:hold the cards."}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:At the Congress of Vienna in 1814, the major powers of Europe gathered"}
{"text": "### Book:to carve up the remains of Napoleon\u2019s fallen Empire. The city was full of"}
{"text": "### Book:gaiety and the balls were the most splendid in memory. Hovering over"}
{"text": "### Book:the proceedings, however, was the shadow of Napoleon himself. Instead"}
{"text": "### Book:of being executed or exiled far away, he had been sent to the island of"}
{"text": "### Book:Elba, not far from the coast of Italy."}
{"text": "### Book:Even imprisoned on an island, a man as bold and creative as Napoleon"}
{"text": "### Book:Bonaparte made everyone nervous. The Austrians plotted to kill him on"}
{"text": "### Book:Elba, but decided it was too risky. Alexander I, Russia\u2019s temperamental"}
{"text": "### Book:czar, heightened the anxiety by throwing a fit during the congress when a"}
{"text": "### Book:part of Poland was denied him: \u201cBeware, I shall loose the monster!\u201d he"}
{"text": "### Book:threatened. Everyone knew he meant Napoleon. Of all the statesmen"}
{"text": "### Book:gathered in Vienna, only Talleyrand, Napoleon\u2019s former foreign minister,"}
{"text": "### Book:seemed calm and unconcerned. It was as if he knew something the others"}
{"text": "### Book:did not."}
{"text": "### Book:Meanwhile, on the island of Elba, Napoleon\u2019s life was a mockery of"}
{"text": "### Book:his previous glory. As Elba\u2019s \u201cking,\u201d he had been allowed to form a court\u2014there was a cook, a wardrobe mistress, an official pianist, and a"}
{"text": "### Book:handful of courtiers. All this was designed to humiliate Napoleon, and it"}
{"text": "### Book:seemed to work."}
{"text": "### Book:That winter, however, there occurred a series of events so strange and"}
{"text": "### Book:dramatic they might have been scripted in a play. Elba was surrounded"}
{"text": "### Book:by British ships, their cannons covering all possible exit points. Yet"}
{"text": "### Book:somehow, in broad daylight on 26 February 1815, a ship with nine"}
{"text": "### Book:hundred men on board picked up Napoleon and put to sea. The English"}
{"text": "### Book:gave chase but the ship got away. This almost impossible escape"}
{"text": "### Book:astonished the public throughout Europe, and terrified the statesmen at"}
{"text": "### Book:the Congress of Vienna."}
{"text": "### Book:Although it would have been safer to leave Europe, Napoleon not only"}
{"text": "### Book:chose to return to France, he raised the odds by marching on Paris with a"}
{"text": "### Book:tiny army, in hopes of recapturing the throne. His strategy worked\u2014"}
{"text": "### Book:people of all classes threw themselves at his feet. An army under"}
{"text": "### Book:Marshal Ney sped from Paris to arrest him, but when the soldiers saw"}
{"text": "### Book:their beloved former leader, they changed sides. Napoleon was declared"}
{"text": "### Book:emperor again. Volunteers swelled the ranks of his new army. Delirium"}
{"text": "### Book:swept the country. In Paris, crowds went wild. The king who had"}
{"text": "### Book:replaced Napoleon fled the country."}
{"text": "### Book:For the next hundred days, Napoleon ruled France. Soon, however, the"}
{"text": "### Book:giddiness subsided. France was bankrupt, its resources nearly exhausted,"}
{"text": "### Book:and there was little Napoleon could do about this. At the Battle of"}
{"text": "### Book:Waterloo, in June of that year, he was finally defeated for good. This"}
{"text": "### Book:time his enemies had learned their lesson: They exiled him to the barren"}
{"text": "### Book:island of Saint Helena, off the west coast of Africa. There he had no"}
{"text": "### Book:more hope of escape."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Only years later did the facts of Napoleon\u2019s dramatic escape from Elba"}
{"text": "### Book:come to light. Before he decided to attempt this bold move, visitors to"}
{"text": "### Book:his court had told him that he was more popular in France than ever, and"}
{"text": "### Book:that the country would embrace him again. One of these visitors was"}
{"text": "### Book:Austria\u2019s General Roller, who convinced Napoleon that if he escaped,"}
{"text": "### Book:the European powers, England included, would welcome him back into"}
{"text": "### Book:power. Napoleon was tipped off that the English would let him go, and"}
{"text": "### Book:indeed his escape occurred in the middle of the afternoon, in full view of"}
{"text": "### Book:English spyglasses.What Napoleon did not know was that there was a man behind it all,"}
{"text": "### Book:pulling the strings, and that this man was his former minister, Talleyrand."}
{"text": "### Book:And Talleyrand was doing all this not to bring back the glory days but to"}
{"text": "### Book:crush Napoleon once and for all. Considering the emperor\u2019s ambition"}
{"text": "### Book:unsettling to Europe\u2019s stability, he had turned against him long ago."}
{"text": "### Book:When Napoleon was exiled to Elba, Talleyrand had protested. Napoleon"}
{"text": "### Book:should be sent farther away, he argued, or Europe would never have"}
{"text": "### Book:peace. But no one listened."}
{"text": "### Book:Instead of pushing his opinion, Talleyrand bided his time. Working"}
{"text": "### Book:quietly, he eventually won over Castlereagh and Metternich, the foreign"}
{"text": "### Book:ministers of England and Austria."}
{"text": "### Book:Together these men baited Napoleon into escaping. Even Koller\u2019s"}
{"text": "### Book:visit, to whisper the promise of glory in the exile\u2019s ear, was part of the"}
{"text": "### Book:plan. Like a master cardplayer, Talleyrand figured everything out in"}
{"text": "### Book:advance. He knew Napoleon would fall into the trap he had set. He also"}
{"text": "### Book:foresaw that Napoleon would lead the country into a war, which, given"}
{"text": "### Book:France\u2019s weakened condition, could only last a few months. One"}
{"text": "### Book:diplomat in Vienna, who understood that Talleyrand was behind it all,"}
{"text": "### Book:said, \u201cHe has set the house ablaze in order to save it from the plague.\u201d"}
{"text": "### Book:When I have laid bait for deer,"}
{"text": "### Book:I don\u2019t shoot at the first doe that comes to sniff,"}
{"text": "### Book:but wait until the whole herd has gathered round."}
{"text": "### Book:Otto von Bismarck, 1815-1898"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:How many times has this scenario played itself out in history: An"}
{"text": "### Book:aggressive leader initiates a series of bold moves that begin by bringing"}
{"text": "### Book:him much power. Slowly, however, his power reaches a peak, and soon"}
{"text": "### Book:everything turns against him. His numerous enemies band together;"}
{"text": "### Book:trying to maintain his power, he exhausts himself going in this direction"}
{"text": "### Book:and that, and inevitably he collapses. The reason for this pattern is that"}
{"text": "### Book:the aggressive person is rarely in full control. He cannot see more than a"}
{"text": "### Book:couple of moves ahead, cannot see the consequences of this bold move"}
{"text": "### Book:or that one. Because he is constantly being forced to react to the moves"}
{"text": "### Book:of his ever-growing host of enemies, and to the unforeseen consequences"}
{"text": "### Book:of his own rash actions, his aggressive energy is turned against him.In the realm of power, you must ask yourself, what is the point of"}
{"text": "### Book:chasing here and there, trying to solve problems and defeat my enemies,"}
{"text": "### Book:if I never feel in control? Why am I always having to react to events"}
{"text": "### Book:instead of directing them? The answer is simple: Your idea of power is"}
{"text": "### Book:wrong. You have mistaken aggressive action for effective action. And"}
{"text": "### Book:most often the most effective action is to stay back, keep calm, and let"}
{"text": "### Book:others be frustrated by the traps you lay for them, playing for long-term"}
{"text": "### Book:power rather than quick victory."}
{"text": "### Book:Remember: The essence of power is the ability to keep the initiative,"}
{"text": "### Book:to get others to react to your moves, to keep your opponent and those"}
{"text": "### Book:around you on the defensive. When you make other people come to you,"}
{"text": "### Book:you suddenly become the one controlling the situation. And the one who"}
{"text": "### Book:has control has power. Two things must happen to place you in this"}
{"text": "### Book:position: You yourself must learn to master your emotions, and never to"}
{"text": "### Book:be influenced by anger; meanwhile, however, you must play on people\u2019s"}
{"text": "### Book:natural tendency to react angrily when pushed and baited. In the long"}
{"text": "### Book:run, the ability to make others come to you is a weapon far more"}
{"text": "### Book:powerful than any tool of aggression."}
{"text": "### Book:Study how Talleyrand, the master of the art, performed this delicate"}
{"text": "### Book:trick. First, he overcame the urge to try to convince his fellow statesmen"}
{"text": "### Book:that they needed to banish Napoleon far away. It is only natural to want"}
{"text": "### Book:to persuade people by pleading your case, imposing your will with"}
{"text": "### Book:words. But this often turns against you. Few of Talleyrand\u2019s"}
{"text": "### Book:contemporaries believed Napoleon was still a threat, so that if he had"}
{"text": "### Book:spent a lot of energy trying to convince them, he would only have made"}
{"text": "### Book:himself look foolish. Instead, he held his tongue and his emotions in"}
{"text": "### Book:check. Most important of all, he laid Napoleon a sweet and irresistible"}
{"text": "### Book:trap. He knew the man\u2019s weakness, his impetuosity, his need for glory"}
{"text": "### Book:and the love of the masses, and he played all this to perfection. When"}
{"text": "### Book:Napoleon went for the bait, there was no danger that he might succeed"}
{"text": "### Book:and turn the tables on Talleyrand, who better than anyone knew France\u2019s"}
{"text": "### Book:depleted state. And even had Napoleon been able to overcome these"}
{"text": "### Book:difficulties, the likelihood of his success would have been greater were"}
{"text": "### Book:he able to choose his time and place of action. By setting the proper trap,"}
{"text": "### Book:Talleyrand took the time and place into his own hands."}
{"text": "### Book:All of us have only so much energy, and there is a moment when our"}
{"text": "### Book:energies are at their peak. When you make the other person come to you,"}
{"text": "### Book:he wears himself out, wasting his energy on the trip. In the year 1905,"}
{"text": "### Book:Russia and Japan were at war. The Japanese had only recently begun to"}
{"text": "### Book:modernize their warships, so that the Russians had a stronger navy, butby spreading false information the Japanese marshal Togo Heihachiro"}
{"text": "### Book:baited the Russians into leaving their docks in the Baltic Sea, making"}
{"text": "### Book:them believe they could wipe out the Japanese fleet in one swift attack."}
{"text": "### Book:The Russian fleet could not reach Japan by the quickest route\u2014through"}
{"text": "### Book:the Strait of Gibraltar and then the Suez Canal into the Indian Ocean\u2014"}
{"text": "### Book:because these were controlled by the British, and Japan was an ally of"}
{"text": "### Book:Great Britain. They had to go around the Cape of Good Hope, at the"}
{"text": "### Book:southern tip of Africa, adding over more than six thousand miles to the"}
{"text": "### Book:voyage. Once the fleet passed the Cape, the Japanese spread another"}
{"text": "### Book:false story: They were sailing to launch a counterattack. So the Russians"}
{"text": "### Book:made the entire journey to Japan on combat alert. By the time they"}
{"text": "### Book:arrived, their seamen were tense, exhausted, and overworked, while the"}
{"text": "### Book:Japanese had been waiting at their ease. Despite the odds and their lack"}
{"text": "### Book:of experience in modern naval warfare, the Japanese crushed the"}
{"text": "### Book:Russians."}
{"text": "### Book:One added benefit of making the opponent come to you, as the"}
{"text": "### Book:Japanese discovered with the Russians, is that it forces him to operate in"}
{"text": "### Book:your territory. Being on hostile ground will make him nervous and often"}
{"text": "### Book:he will rush his actions and make mistakes. For negotiations or meetings,"}
{"text": "### Book:it is always wise to lure others into your territory, or the territory of your"}
{"text": "### Book:choice. You have your bearings, while they see nothing familiar and are"}
{"text": "### Book:subtly placed on the defensive."}
{"text": "### Book:Manipulation is a dangerous game. Once someone suspects he is being"}
{"text": "### Book:manipulated, it becomes harder and harder to control him. But when you"}
{"text": "### Book:make your opponent come to you, you create the illusion that he is"}
{"text": "### Book:controlling the situation. He does not feel the strings that pull him, just as"}
{"text": "### Book:Napoleon imagined that he himself was the master of his daring escape"}
{"text": "### Book:and return to power."}
{"text": "### Book:Everything depends on the sweetness of your bait. If your trap is"}
{"text": "### Book:attractive enough, the turbulence of your enemies\u2019 emotions and desires"}
{"text": "### Book:will blind them to reality. The greedier they become, the more they can"}
{"text": "### Book:be led around."}
{"text": "### Book:The great nineteenth-century robber baron Daniel Drew was a master"}
{"text": "### Book:at playing the stock market. When he wanted a particular stock to be"}
{"text": "### Book:bought or sold, driving prices up or down, he rarely resorted to the direct"}
{"text": "### Book:approach. One of his tricks was to hurry through an exclusive club near"}
{"text": "### Book:Wall Street, obviously on his way to the stock exchange, and to pull out"}
{"text": "### Book:his customary red bandanna to wipe his perspiring brow. A slip of paper"}
{"text": "### Book:would fall from this bandanna that he would pretend not to notice. The"}
{"text": "### Book:club\u2019s members were always trying to foresee Drew\u2019s moves, and theywould pounce on the paper, which invariably seemed to contain an inside"}
{"text": "### Book:tip on a stock. Word would spread, and members would buy or sell the"}
{"text": "### Book:stock in droves, playing perfectly into Drew\u2019s hands."}
{"text": "### Book:If you can get other people to dig their own graves, why sweat"}
{"text": "### Book:yourself? Pickpockets work this to perfection. The key to picking a"}
{"text": "### Book:pocket is knowing which pocket contains the wallet. Experienced"}
{"text": "### Book:pickpockets often ply their trade in train stations and other places where"}
{"text": "### Book:there is a clearly marked sign reading BEWARE OF PICKPOCKETS."}
{"text": "### Book:Passersby seeing the sign invariably feel for their wallet to make sure it"}
{"text": "### Book:is still there. For the watching pickpockets, this is like shooting fish in a"}
{"text": "### Book:barrel. Pickpockets have even been known to place their own BEWARE"}
{"text": "### Book:OF PICKPOCKETS signs to ensure their success."}
{"text": "### Book:When you are making people come to you, it is sometimes better to let"}
{"text": "### Book:them know you are forcing their hand. You give up deception for overt"}
{"text": "### Book:manipulation. The psychological ramifications are profound: The person"}
{"text": "### Book:who makes others come to him appears powerful, and demands respect."}
{"text": "### Book:Filippo Brunelleschi, the great Renaissance artist and architect, was a"}
{"text": "### Book:great practitioner of the art of making others come to him as a sign of his"}
{"text": "### Book:power. On one occasion he had been engaged to repair the dome of the"}
{"text": "### Book:Santa Maria del Fiore cathedral in Florence. The commission was"}
{"text": "### Book:important and prestigious. But when the city officials hired a second"}
{"text": "### Book:man, Lorenzo Ghiberti, to work with Brunelleschi, the great artist"}
{"text": "### Book:brooded in secret. He knew that Ghiberti had gotten the job through his"}
{"text": "### Book:connections, and that he would do none of the work and get half the"}
{"text": "### Book:credit. At a critical moment of the construction, then, Brunelleschi"}
{"text": "### Book:suddenly developed a mysterious illness. He had to stop work, but"}
{"text": "### Book:pointed out to city officials that they had hired Ghiberti, who should"}
{"text": "### Book:have been able to continue the work on his own. Soon it became clear"}
{"text": "### Book:that Ghiberti was useless and the officials came begging to Brunelleschi."}
{"text": "### Book:He ignored them, insisting that Ghiberti should finish the project, until"}
{"text": "### Book:finally they realized the problem: They fired Ghiberti."}
{"text": "### Book:By some miracle, Brunelleschi recovered within days. He did not have"}
{"text": "### Book:to throw a tantrum or make a fool of himself; he simply practiced the art"}
{"text": "### Book:of \u201cmaking others come to you.\u201d"}
{"text": "### Book:If on one occasion you make it a point of dignity that others must"}
{"text": "### Book:come to you and you succeed, they will continue to do so even after you"}
{"text": "### Book:stop trying."}
{"text": "### Book:Image: The Honeyed"}
{"text": "### Book:Bear Trap. The bear hunter"}
{"text": "### Book:does not chase his prey; a bearthat knows it is hunted is nearly"}
{"text": "### Book:impossible to catch and is fero"}
{"text": "### Book:cious if cornered. Instead, the"}
{"text": "### Book:hunter lays traps baited with"}
{"text": "### Book:honey. He does not exhaust"}
{"text": "### Book:himself and risk his life in"}
{"text": "### Book:pursuit. He baits, then waits."}
{"text": "### Book:Authority: Good warriors make others come to them, and do not go to"}
{"text": "### Book:others. This is the principle of emptiness and fullness of others and self."}
{"text": "### Book:When you induce opponents to come to you, then their force is always"}
{"text": "### Book:empty; as long as you do not go to them, your force is always full."}
{"text": "### Book:Attacking emptiness with fullness is like throwing stones on eggs."}
{"text": "### Book:(Zhang Yu, eleventh-century commentator on The Art of War)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:Although it is generally the wiser policy to make others exhaust"}
{"text": "### Book:themselves chasing you, there are opposite cases where striking suddenly"}
{"text": "### Book:and aggressively at the enemy so demoralizes him that his energies sink."}
{"text": "### Book:Instead of making others come to you, you go to them, force the issue,"}
{"text": "### Book:take the lead. Fast attack can be an awesome weapon, for it forces the"}
{"text": "### Book:other person to react without the time to think or plan. With no time to"}
{"text": "### Book:think, people make errors of judgment, and are thrown on the defensive."}
{"text": "### Book:This tactic is the obverse of waiting and baiting, but it serves the same"}
{"text": "### Book:function: You make your enemy respond on your terms."}
{"text": "### Book:Men like Cesare Borgia and Napoleon used the element of speed to"}
{"text": "### Book:intimidate and control. A rapid and unforeseen move is terrifying and"}
{"text": "### Book:demoralizing. You must choose your tactics depending on the situation."}
{"text": "### Book:If you have time on your side, and know that you and your enemies are"}
{"text": "### Book:at least at equal strength, then deplete their strength by making them"}
{"text": "### Book:come to you. If time is against you\u2014your enemies are weaker, and"}
{"text": "### Book:waiting will only give them the chance to recover\u2014give them no suchchance. Strike quickly and they have nowhere to go. As the boxer Joe"}
{"text": "### Book:Louis put it, \u201cHe can run, but he can\u2019t hide.\u201dLAW 9"}
{"text": "### Book:WIN THROUGH YOUR ACTIONS, NEVER"}
{"text": "### Book:THROUGH ARGUMENT"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Any momentary triumph you think you have gained through argument is"}
{"text": "### Book:really a Pyrrhic victory: The resentment and ill will you stir up is"}
{"text": "### Book:stronger and lasts longer than any momentary change of opinion. It is"}
{"text": "### Book:much more powerful to get others to agree with you through your"}
{"text": "### Book:actions, without saying a word. Demonstrate, do not explicate."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:In 131 B.C., the Roman consul Publius Crassus Dives Mucianus, laying"}
{"text": "### Book:siege to the Greek town of Pergamus, found himself in need of a"}
{"text": "### Book:battering ram to force through the town\u2019s walls. He had seen a couple of"}
{"text": "### Book:hefty ship\u2019s masts in a shipyard in Athens a few days before, and he"}
{"text": "### Book:ordered that the larger of these be sent to him immediately. The military"}
{"text": "### Book:engineer in Athens who received the order felt certain that the consul"}
{"text": "### Book:really wanted the smaller of the masts. He argued endlessly with the"}
{"text": "### Book:soldiers who delivered the request: The smaller mast, he told them, was"}
{"text": "### Book:much better suited to the task. And indeed it would be easier to transport."}
{"text": "### Book:The soldiers warned the engineer that their master was not a man to"}
{"text": "### Book:argue with, but he insisted that the smaller mast would be the only one"}
{"text": "### Book:that would work with a machine that he was constructing to go with it."}
{"text": "### Book:He drew diagram after diagram, and went so far as to say that he was the"}
{"text": "### Book:expert and they had no clue what they were talking about. The soldiers"}
{"text": "### Book:knew their leader and at last convinced the engineer that it would be"}
{"text": "### Book:better to swallow his expertise and obey.After they left, though, the engineer thought about it some more. What"}
{"text": "### Book:was the point, he asked himself, in obeying an order that would lead to"}
{"text": "### Book:failure? And so he sent the smaller mast, confident that the consul would"}
{"text": "### Book:see how much more effective it was and reward him justly."}
{"text": "### Book:When the smaller mast arrived, Mucianus asked his soldiers for an"}
{"text": "### Book:explanation. They described to him how the engineer had argued"}
{"text": "### Book:endlessly for the smaller mast, but had finally promised to send the"}
{"text": "### Book:larger one. Mucianus went into a rage. He could not concentrate on the"}
{"text": "### Book:siege, or consider the importance of breaching the walls before the town"}
{"text": "### Book:received reinforcements. All he could think about was the impudent"}
{"text": "### Book:engineer, whom he ordered to be brought to him immediately."}
{"text": "### Book:Arriving a few days later, the engineer gladly explained to the consul,"}
{"text": "### Book:one more time, the reasons for the smaller mast. He went on and on,"}
{"text": "### Book:using the same arguments he had made with the soldiers. He said it was"}
{"text": "### Book:wise to listen to experts in these matters, and if the attack was only tried"}
{"text": "### Book:with the battering ram he had sent, the consul would not regret it."}
{"text": "### Book:Mucianus let him finish, then had him stripped naked before the soldiers"}
{"text": "### Book:and flogged and scourged with rods until he died."}
{"text": "### Book:THE SULTAN AND THE VIZIER"}
{"text": "### Book:A vizier had served his master for some thirty years and was known and"}
{"text": "### Book:admired for his loyalty, truthfulness, and devotion to God. His honesty,"}
{"text": "### Book:however, had made him many enemies in the court, who spread stories of"}
{"text": "### Book:his duplicity and perfidy. They worked on the sultan day in and day out"}
{"text": "### Book:until he too came to distrust the innocent vizier and finally ordered the"}
{"text": "### Book:man who had served him so well to be put to death. In this realm, those"}
{"text": "### Book:condemned to death were tied up and thrown into the pen where the"}
{"text": "### Book:sultan kept his fiercest hunting dogs. The dogs would promptly tear the"}
{"text": "### Book:victim to pieces. Before being thrown to the dogs, however, the vizier"}
{"text": "### Book:asked for one last request. \u201cI would like ten days\u2019 respite,\u201d he said, \u201cso"}
{"text": "### Book:that I can pay my debts, collect any money due to me, return items that"}
{"text": "### Book:people have put in my care, and share out my goods among the members"}
{"text": "### Book:of my family and my children and appoint a guardian for them.\u201d After"}
{"text": "### Book:receiving a guarantee that the vizier would not try to escape, the sultan"}
{"text": "### Book:granted this request. The vizier hurried home, collected one hundred"}
{"text": "### Book:gold pieces, then paid a visit to the huntsman who looked after the"}
{"text": "### Book:sultan\u2019s dogs. He offered this man the one hundred gold pieces and said,"}
{"text": "### Book:\u201cLet me look after the dogs for ten days.\u201d The huntsman agreed, and for"}
{"text": "### Book:the next ten days the vizier cared for the beasts with great attention,grooming them well and feeding them handsomely. By the end of the ten"}
{"text": "### Book:days they were eating out of his hand."}
{"text": "### Book:On the eleventh day the vizier was called before the sultan, the charges"}
{"text": "### Book:were repeated, and the sultan watched as the vizier was tied up and"}
{"text": "### Book:thrown to the dogs. Yet when the beasts saw him, they ran up to him with"}
{"text": "### Book:wagging tails. They nibbled affectionately at his shoulders and began"}
{"text": "### Book:playing with him. The sultan and the other witnesses were amazed, and"}
{"text": "### Book:the sultan asked the vizier why the dogs had spared his life. The vizier"}
{"text": "### Book:replied, \u201cI have looked after these dogs for ten days. The sultan has seen"}
{"text": "### Book:the result for himself. I have looked after you for thirty years, and what is"}
{"text": "### Book:the result? I am condemned to death on the strength of accusations"}
{"text": "### Book:brought by my enemies. \u201dThe sultan blushed with shame. He not only"}
{"text": "### Book:pardoned the vizier but gave him a fine set of clothes and handed over to"}
{"text": "### Book:him the men who had slandered his reputation. The noble vizier set them"}
{"text": "### Book:free and continued to treat them with kindness."}
{"text": "### Book:THE SUBTLE RUSE: THE BOOK OF ARABIC WISDOM AND"}
{"text": "### Book:GUILE, THIRTEENTH CENTURY"}
{"text": "### Book:Interpretation"}
{"text": "### Book:The engineer, whose name has not been recorded by history, had spent"}
{"text": "### Book:his life designing masts and pillars, and was respected as the finest"}
{"text": "### Book:engineer in a city that had excelled in the science. He knew that he was"}
{"text": "### Book:right. A smaller ram would allow more speed and carry more force."}
{"text": "### Book:Larger is not necessarily better. Of course the consul would see his logic,"}
{"text": "### Book:and would eventually understand that science is neutral and reason"}
{"text": "### Book:superior. How could the consul possibly persist in his ignorance if the"}
{"text": "### Book:engineer showed him detailed diagrams and explained the theories"}
{"text": "### Book:behind his advice?"}
{"text": "### Book:The military engineer was the quintessence of the Arguer, a type found"}
{"text": "### Book:everywhere among us. The Arguer does not understand that words are"}
{"text": "### Book:never neutral, and that by arguing with a superior he impugns the"}
{"text": "### Book:intelligence of one more powerful than he. He also has no awareness of"}
{"text": "### Book:the person he is dealing with. Since each man believes that he is right,"}
{"text": "### Book:and words will rarely convince him otherwise, the arguer\u2019s reasoning"}
{"text": "### Book:falls on deaf ears. When cornered, he only argues more, digging his own"}
{"text": "### Book:grave. Once he has made the other person feel insecure and inferior in"}
{"text": "### Book:his beliefs, the eloquence of Socrates could not save the situation.It is not simply a question of avoiding an argument with those who"}
{"text": "### Book:stand above you. We all believe we are masters in the realm of opinions"}
{"text": "### Book:and reasoning. You must be careful, then: Learn to demonstrate the"}
{"text": "### Book:correctness of your ideas indirectly."}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:In 1502, in Florence, Italy, an enormous block of marble stood in the"}
{"text": "### Book:works department of the church of Santa Maria del Fiore. It had once"}
{"text": "### Book:been a magnificent piece of raw stone, but an unskillful sculptor had"}
{"text": "### Book:mistakenly bored a hole through it where there should have been a"}
{"text": "### Book:figure\u2019s legs, generally mutilating it. Piero Soderini, Florence\u2019s mayor,"}
{"text": "### Book:had contemplated trying to save the block by commissioning Leonardo"}
{"text": "### Book:da Vinci to work on it, or some other master, but had given up, since"}
{"text": "### Book:everyone agreed that the stone had been ruined. So, despite the money"}
{"text": "### Book:that had been wasted on it, it gathered dust in the dark halls of the"}
{"text": "### Book:church."}
{"text": "### Book:This was where things stood until some Florentine friends of the great"}
{"text": "### Book:Michelangelo decided to write to the artist, then living in Rome. He"}
{"text": "### Book:alone, they said, could do something with the marble, which was still"}
{"text": "### Book:magnificent raw material. Michelangelo traveled to Florence, examined"}
{"text": "### Book:the stone, and came to the conclusion that he could in fact carve a fine"}
{"text": "### Book:figure from it, by adapting the pose to the way the rock had been"}
{"text": "### Book:mutilated. Soderini argued that this was a waste of time\u2014nobody could"}
{"text": "### Book:salvage such a disaster\u2014but he finally agreed to let the artist work on it."}
{"text": "### Book:Michelangelo decided he would depict a young David, sling in hand."}
{"text": "### Book:Weeks later, as Michelangelo was putting the final touches on the"}
{"text": "### Book:statue, Soderini entered the studio. Fancying himself a bit of a"}
{"text": "### Book:connoisseur, he studied the huge work, and told Michelangelo that while"}
{"text": "### Book:he thought it was magnificent, the nose, he judged, was too big."}
{"text": "### Book:Michelangelo realized that Soderini was standing in a place right under"}
{"text": "### Book:the giant figure and did not have the proper perspective. Without a word,"}
{"text": "### Book:he gestured for Soderini to follow him up the scaffolding. Reaching the"}
{"text": "### Book:nose, he picked up his chisel, as well as a bit of marble dust that lay on"}
{"text": "### Book:the planks. With Soderini just a few feet below him on the scaffolding,"}
{"text": "### Book:Michelangelo started to tap lightly with the chisel, letting the bits of dust"}
{"text": "### Book:he had gathered in his hand to fall little by little. He actually did nothingto change the nose, but gave every appearance of working on it. After a"}
{"text": "### Book:few minutes of this charade he stood aside: \u201cLook at it now.\u201d \u201cI like it"}
{"text": "### Book:better,\u201d replied Soderini, \u201cyou\u2019ve made it come alive.\u201d"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Michelangelo knew that by changing the shape of the nose he might ruin"}
{"text": "### Book:the entire sculpture. Yet Soderini was a patron who prided himself on his"}
{"text": "### Book:aesthetic judgment. To offend such a man by arguing would not only"}
{"text": "### Book:gain Michelangelo nothing, it would put future commissions in jeopardy."}
{"text": "### Book:Michelangelo was too clever to argue. His solution was to change"}
{"text": "### Book:Soderini\u2019s perspective (literally bringing him closer to the nose) without"}
{"text": "### Book:making him realize that this was the cause of his misperception."}
{"text": "### Book:Fortunately for posterity, Michelangelo found a way to keep the"}
{"text": "### Book:perfection of the statue intact while at the same time making Soderini"}
{"text": "### Book:believe he had improved it. Such is the double power of winning through"}
{"text": "### Book:actions rather than argument: No one is offended, and your point is"}
{"text": "### Book:proven."}
{"text": "### Book:THE WORKS OF AMASIS"}
{"text": "### Book:When Apries had been deposed in the way I have described, Amasis"}
{"text": "### Book:came to the throne. He belonged to the district of Sais and was a native"}
{"text": "### Book:of the town called Siuph. At first the Egyptians were inclined to be"}
{"text": "### Book:contemptuous, and did not think much of him because of his humble and"}
{"text": "### Book:undistinguished origin; but later on he cleverly brought them to heel,"}
{"text": "### Book:without having recourse to harsh measures. Amongst his innumerable"}
{"text": "### Book:treasures, he had a gold footbath, which he and his guests used on"}
{"text": "### Book:occasion to wash their feet in. This he broke up, and with the material"}
{"text": "### Book:had a statue made to one of the gods, which he then set up in what he"}
{"text": "### Book:thought the most suitable spot in the city. The Egyptians constantly"}
{"text": "### Book:coming upon the statue, treated it with profound reverence, and as soon"}
{"text": "### Book:as Amasis heard of the effect it had upon them, he called a meeting and"}
{"text": "### Book:revealed the fact that the deeply revered statue was once a footbath,"}
{"text": "### Book:which they washed their feet and pissed and vomited in. He went on to"}
{"text": "### Book:say that his own case was much the same, in that once he had been only"}
{"text": "### Book:an ordinary person and was now their king; so that just as they had"}
{"text": "### Book:come to revere the transformed footbath, so they had better pay honor"}
{"text": "### Book:and respect to him, too. In this way the Egyptians were persuaded to"}
{"text": "### Book:accept him as their master.THE HISTORIES. HERODOTUS. FIFTH CENTURY B.C."}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:In the realm of power you must learn to judge your moves by their long-"}
{"text": "### Book:term effects on other people. The problem in trying to prove a point or"}
{"text": "### Book:gain a victory through argument is that in the end you can never be"}
{"text": "### Book:certain how it affects the people you\u2019re arguing with: They may appear"}
{"text": "### Book:to agree with you politely, but inside they may resent you. Or perhaps"}
{"text": "### Book:something you said inadvertently even offended them\u2014words have that"}
{"text": "### Book:insidious ability to be interpreted according to the other person\u2019s mood"}
{"text": "### Book:and insecurities. Even the best argument has no solid foundation, for we"}
{"text": "### Book:have all come to distrust the slippery nature of words. And days after"}
{"text": "### Book:agreeing with someone, we often revert to our old opinion out of sheer"}
{"text": "### Book:habit."}
{"text": "### Book:Understand this: Words are a dime a dozen. Everyone knows that in"}
{"text": "### Book:the heat of an argument, we will all say anything to support our cause."}
{"text": "### Book:We will quote the Bible, refer to unverifiable statistics. Who can be"}
{"text": "### Book:persuaded by bags of air like that? Action and demonstration are much"}
{"text": "### Book:more powerful and meaningful. They are there, before our eyes, for us to"}
{"text": "### Book:see\u2014\u201cYes, now the statue\u2019s nose does look just right.\u201d There are no"}
{"text": "### Book:offensive words, no possibility of misinterpretation. No one can argue"}
{"text": "### Book:with a demonstrated proof. As Baltasar Graci\u00e1n remarks, \u201cThe truth is"}
{"text": "### Book:generally seen, rarely heard.\u201d"}
{"text": "### Book:Sir Christopher Wren was England\u2019s version of the Renaissance man."}
{"text": "### Book:He had mastered the sciences of mathematics, astronomy, physics, and"}
{"text": "### Book:physiology. Yet during his extremely long career as England\u2019s most"}
{"text": "### Book:celebrated architect he was often told by his patrons to make impractical"}
{"text": "### Book:changes in his designs. Never once did he argue or offend. He had other"}
{"text": "### Book:ways of proving his point."}
{"text": "### Book:In 1688 Wren designed a magnificent town hall for the city of"}
{"text": "### Book:Westminster. The mayor, however, was not satisfied; in fact he was"}
{"text": "### Book:nervous. He told Wren he was afraid the second floor was not secure,"}
{"text": "### Book:and that it could all come crashing down on his office on the first floor."}
{"text": "### Book:He demanded that Wren add two stone columns for extra support. Wren,"}
{"text": "### Book:the consummate engineer, knew that these columns would serve nopurpose, and that the mayor\u2019s fears were baseless. But build them he did,"}
{"text": "### Book:and the mayor was grateful. It was only years later that workmen on a"}
{"text": "### Book:high scaffold saw that the columns stopped just short of the ceiling."}
{"text": "### Book:They were dummies. But both men got what they wanted: The mayor"}
{"text": "### Book:could relax, and Wren knew posterity would understand that his original"}
{"text": "### Book:design worked and the columns were unnecessary."}
{"text": "### Book:The power of demonstrating your idea is that your opponents do not"}
{"text": "### Book:get defensive, and are therefore more open to persuasion. Making them"}
{"text": "### Book:literally and physically feel your meaning is infinitely more powerful"}
{"text": "### Book:than argument."}
{"text": "### Book:A heckler once interrupted Nikita Khrushchev in the middle of a"}
{"text": "### Book:speech in which he was denouncing the crimes of Stalin. \u201cYou were a"}
{"text": "### Book:colleague of Stalin\u2019s,\u201d the heckler yelled, \u201cwhy didn\u2019t you stop him"}
{"text": "### Book:then?\u201d Khrushschev apparently could not see the heckler and barked out,"}
{"text": "### Book:\u201cWho said that?\u201d No hand went up. No one moved a muscle. After a few"}
{"text": "### Book:seconds of tense silence, Khrushchev finally said in a quiet voice, \u201cNow"}
{"text": "### Book:you know why I didn\u2019t stop him.\u201d Instead of just arguing that anyone"}
{"text": "### Book:facing Stalin was afraid, knowing that the slightest sign of rebellion"}
{"text": "### Book:would mean certain death, he had made them feel what it was like to face"}
{"text": "### Book:Stalin\u2014had made them feel the paranoia, the fear of speaking up, the"}
{"text": "### Book:terror of confronting the leader, in this case Khrushchev. The"}
{"text": "### Book:demonstration was visceral and no more argument was necessary."}
{"text": "### Book:The most powerful persuasion goes beyond action into symbol. The"}
{"text": "### Book:power of a symbol\u2014a flag, a mythic story, a monument to some"}
{"text": "### Book:emotional event\u2014is that everyone understands you without anything"}
{"text": "### Book:being said. In 1975, when Henry Kissinger was engaged in some"}
{"text": "### Book:frustrating negotiations with the Israelis over the return of part of the"}
{"text": "### Book:Sinai desert that they had seized in the 1967 war, he suddenly broke off a"}
{"text": "### Book:tense meeting and decided to do some sight-seeing. He paid a visit to the"}
{"text": "### Book:ruins of the ancient fortress of Masada, known to all Israelis as the place"}
{"text": "### Book:where seven hundred Jewish warriors committed mass suicide in A.D. 73"}
{"text": "### Book:rather than give in to the Roman troops besieging them. The Israelis"}
{"text": "### Book:instantly understood the message of Kissinger\u2019s visit: He was indirectly"}
{"text": "### Book:accusing them of courting mass suicide. Although the visit did not by"}
{"text": "### Book:itself change their minds, it made them think far more seriously than any"}
{"text": "### Book:direct warning would have. Symbols like this one carry great emotional"}
{"text": "### Book:significance."}
{"text": "### Book:When aiming for power, or trying to conserve it, always look for the"}
{"text": "### Book:indirect route. And also choose your battles carefully. If it does not"}
{"text": "### Book:matter in the long run whether the other person agrees with you\u2014or iftime and their own experience will make them understand what you"}
{"text": "### Book:mean\u2014then it is best not even to bother with a demonstration. Save your"}
{"text": "### Book:energy and walk away."}
{"text": "### Book:GOD AND ABRAUIM"}
{"text": "### Book:The Most High God had promised that He would not take Abraham\u2019s"}
{"text": "### Book:soul unless the man wanted to die and asked Him to do so. When"}
{"text": "### Book:Abraham\u2019s life was drawing to a close, and God determined to seize him,"}
{"text": "### Book:He sent an angel in the guise of a decrepit old man who was almost"}
{"text": "### Book:entirely incapacitated. The old man stopped outside Abraham door and"}
{"text": "### Book:said to him, \u201cOh Abraham, I would like something to eat.\u201d Abraham was"}
{"text": "### Book:amazed to hear him say this. \u201cDie, exclaimed Abraham.\u201dIt would be"}
{"text": "### Book:better for you than to go on living in that condition.\u201d"}
{"text": "### Book:Abraham always kept food ready at his home for passing guests. So he"}
{"text": "### Book:gave the old man a bowl containing broth and meat with bread crumbs."}
{"text": "### Book:The old man sat down to eat. He swallowed laboriously, with great"}
{"text": "### Book:effort, and once when he took some food it dropped from his hand,"}
{"text": "### Book:scattering on the ground. \u201cOh Abraham, \u201d he said, \u201chelp me to eat.\u201d"}
{"text": "### Book:Abraham took the food in his hand and lifted it to the old man\u2019s lips. But"}
{"text": "### Book:it slid down his beard and over his chest. \u201cWhat is your age, old man?\u201d"}
{"text": "### Book:asked Abraham. The old man mentioned a number of years slightly"}
{"text": "### Book:greater than Abraham\u2019s old age. Then Abraham exclaimed: \u201cOh Lord"}
{"text": "### Book:Our God, take me unto You before I reach this man\u2019s age and sink into"}
{"text": "### Book:the same condition as he is in now. \u201d No sooner had Abraham spoken"}
{"text": "### Book:those words than God took possession of his soul."}
{"text": "### Book:THE SUBTLE RUSE: THE BOOK OF ARABIC WISDOM AND"}
{"text": "### Book:GUILE, THIRTEENTH CENTURY"}
{"text": "### Book:Image: The Seesaw. Up and down and up and down go the arguers,"}
{"text": "### Book:getting nowhere fast. Get off the seesaw and show them your meaning"}
{"text": "### Book:without kick ing or pushing. Leave them at the top and let gravity bring"}
{"text": "### Book:them gently to the ground."}
{"text": "### Book:Authority: Never argue. In society nothing must be discussed; give only"}
{"text": "### Book:results. (Benjamin Disraeli, 1804-1881)REVERSAL"}
{"text": "### Book:Verbal argument has one vital use in the realm of power: To distract and"}
{"text": "### Book:cover your tracks when you are practicing deception or are caught in a"}
{"text": "### Book:lie. In such cases it is to your advantage to argue with all the conviction"}
{"text": "### Book:you can muster. Draw the other person into an argument to distract them"}
{"text": "### Book:from your deceptive move. When caught in a lie, the more emotional and"}
{"text": "### Book:certain you appear, the less likely it seems that you are lying."}
{"text": "### Book:This technique has saved the hide of many a con artist. Once Count"}
{"text": "### Book:Victor Lustig, swindler par excellence, had sold dozens of suckers"}
{"text": "### Book:around the country a phony box with which he claimed to be able to"}
{"text": "### Book:copy money. Discovering their mistake, the suckers generally chose not"}
{"text": "### Book:to go the police, rather than risk the embarrassment of publicity. But one"}
{"text": "### Book:Sheriff Richards, of Remsen County, Oklahoma, was not the kind of man"}
{"text": "### Book:to accept being conned out of $10,000, and one morning he tracked"}
{"text": "### Book:Lustig down to a hotel in Chicago."}
{"text": "### Book:Lustig heard a knock on the door. When he opened it he was looking"}
{"text": "### Book:down the barrel of a gun. \u201cWhat seems to be the problem?\u201d he calmly"}
{"text": "### Book:asked. \u201cYou son of a bitch,\u201d yelled the sheriff, \u201cI\u2019m going to kill you."}
{"text": "### Book:You conned me with that damn box of yours!\u201d Lustig feigned confusion."}
{"text": "### Book:\u201cYou mean it\u2019s not working?\u201d he asked. \u201cYou know it\u2019s not working,\u201d"}
{"text": "### Book:replied the sheriff. \u201cBut that\u2019s impossible,\u201d said Lustig. \u201cThere\u2019s no way"}
{"text": "### Book:it couldn\u2019t be working. Did you operate it properly?\u201d \u201cI did exactly what"}
{"text": "### Book:you told me to do,\u201d said the sheriff. \u201cNo, you must have done something"}
{"text": "### Book:wrong,\u201d said Lustig. The argument went in circles. The barrel of the gun"}
{"text": "### Book:was gently lowered."}
{"text": "### Book:Lustig next went to phase two in the argument tactic: He poured out a"}
{"text": "### Book:whole bunch of technical gobbledygook about the box\u2019s operation,"}
{"text": "### Book:completely beguiling the sheriff, who now appeared less sure of himself"}
{"text": "### Book:and argued less forcefully. \u201cLook,\u201d said Lustig, \u201cI\u2019ll give you your"}
{"text": "### Book:money back right now. I\u2019ll also give you written instructions on how to"}
{"text": "### Book:work the machine and I\u2019ll come out to Oklahoma to make sure it\u2019s"}
{"text": "### Book:working properly. There\u2019s no way you can lose on that.\u201d The sheriff"}
{"text": "### Book:reluctantly agreed. To satisfy him totally, Lustig took out a hundred one-"}
{"text": "### Book:hundred-dollar bills and gave them to him, telling him to relax and have"}
{"text": "### Book:a fun weekend in Chicago. Calmer and a little confused, the sheriff"}
{"text": "### Book:finally left. Over the next few days Lustig checked the paper every"}
{"text": "### Book:morning. He finally found what he was looking for: A short article"}
{"text": "### Book:reporting Sheriff Richards\u2019s arrest, trial, and conviction for passingcounterfeit notes. Lustig had won the argument; the sheriff never"}
{"text": "### Book:bothered him again.LAW 10"}
{"text": "### Book:INFECTION: AVOID THE UNHAPPY AND"}
{"text": "### Book:UNLUCKY"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:You can die from someone else\u2019s misery\u2014emotional states are as"}
{"text": "### Book:infectious as diseases. You may feel you are helping the drowning man"}
{"text": "### Book:but you are only precipitating your own disaster. The unfortunate"}
{"text": "### Book:sometimes draw misfortune on themselves; they will also draw it on you."}
{"text": "### Book:Associate with the happy and fortunate instead."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:Born in Limerick, Ireland, in 1818, Marie Gilbert came to Paris in the"}
{"text": "### Book:1840s to make her fortune as a dancer and performer. Taking the name"}
{"text": "### Book:Lola Montez (her mother was of distant Spanish descent), she claimed to"}
{"text": "### Book:be a flamenco dancer from Spain. By 1845 her career was languishing,"}
{"text": "### Book:and to survive she became a courtesan\u2014quickly one of the more"}
{"text": "### Book:successful in Paris."}
{"text": "### Book:Only one man could salvage Lola\u2019s dancing career: Alexandre"}
{"text": "### Book:Dujarier, owner of the newspaper with the largest circulation in France,"}
{"text": "### Book:and also the newspaper\u2019s drama critic. She decided to woo and conquer"}
{"text": "### Book:him. Investigating his habits, she discovered that he went riding every"}
{"text": "### Book:morning. An excellent horsewoman herself, she rode out one morning"}
{"text": "### Book:and \u201caccidentally\u201d ran into him. Soon they were riding together every"}
{"text": "### Book:day. A few weeks later Lola moved into his apartment."}
{"text": "### Book:For a while the two were happy together. With Dujarier\u2019s help, Lola"}
{"text": "### Book:began to revive her dancing career. Despite the risk to his social"}
{"text": "### Book:standing, Dujarier told friends he would marry her in the spring. (Lolahad never told him that she had eloped at age nineteen with an"}
{"text": "### Book:Englishman, and was still legally married.) Although Dujarier was"}
{"text": "### Book:deeply in love, his life started to slide downhill."}
{"text": "### Book:His fortunes in business changed and influential friends began to avoid"}
{"text": "### Book:him. One night Dujarier was invited to a party, attended by some of the"}
{"text": "### Book:wealthiest young men in Paris. Lola wanted to go too but he would not"}
{"text": "### Book:allow it. They had their first quarrel, and Dujarier attended the party by"}
{"text": "### Book:himself. There, hopelessly drunk, he insulted an influential drama critic,"}
{"text": "### Book:Jean-Baptiste Rosemond de Beauvallon, perhaps because of something"}
{"text": "### Book:the critic had said about Lola. The following morning Beauvallon"}
{"text": "### Book:challenged him to a duel. Beauvallon was one of the best pistol shots in"}
{"text": "### Book:France. Dujarier tried to apologize, but the duel took place, and he was"}
{"text": "### Book:shot and killed. Thus ended the life of one of the most promising young"}
{"text": "### Book:men of Paris society. Devastated, Lola left Paris."}
{"text": "### Book:In 1846 Lola Montez found herself in Munich, where she decided to"}
{"text": "### Book:woo and conquer King Ludwig of Bavaria. The best way to Ludwig, she"}
{"text": "### Book:discovered, was through his aide-de-camp, Count Otto von Rechberg, a"}
{"text": "### Book:man with a fondness for pretty girls. One day when the count was"}
{"text": "### Book:breakfasting at an outdoor caf\u00e9, Lola rode by on her horse, was"}
{"text": "### Book:\u201caccidentally\u201d thrown from the saddle, and landed at Rechberg\u2019s feet."}
{"text": "### Book:The count rushed to help her and was enchanted. He promised to"}
{"text": "### Book:introduce her to Ludwig."}
{"text": "### Book:Rechberg arranged an audience with the king for Lola, but when she"}
{"text": "### Book:arrived in the anteroom, she could hear the king saying he was too busy"}
{"text": "### Book:to meet a favor-seeking stranger. Lola pushed aside the sentries and"}
{"text": "### Book:entered his room anyway. In the process, the front of her dress somehow"}
{"text": "### Book:got torn (perhaps by her, perhaps by one of the sentries), and to the"}
{"text": "### Book:astonishment of all, most especially the king, her bare breasts were"}
{"text": "### Book:brazenly exposed. Lola was granted her audience with Ludwig. Fifty-"}
{"text": "### Book:five hours later she made her debut on the Bavarian stage; the reviews"}
{"text": "### Book:were terrible, but that did not stop Ludwig from arranging more"}
{"text": "### Book:performances."}
{"text": "### Book:AND THE"}
{"text": "### Book:A nut found itself carried by a crow to the top of a tall campanile, and by"}
{"text": "### Book:falling into a crevice succeeded in escaping its dread fate. It then"}
{"text": "### Book:besought the wall to shelter it, by appealing to it by the grace of God,"}
{"text": "### Book:and praising its height, and the beauty and noble tone of us bells."}
{"text": "### Book:\u201cAlas,\u201d it went on, \u201cas I have not been able to drop beneath the greenbranches of my old Father and to lie in the fallow earth covered by his"}
{"text": "### Book:fallen leaves, do you, at least, not abandon me. When I found myself in"}
{"text": "### Book:the beak of the cruel crow I made a vow, that if I escaped I would end my"}
{"text": "### Book:life in a little hole. \u201d"}
{"text": "### Book:At these words, the wall, moved with compassion, was content to shelter"}
{"text": "### Book:the nut in the spot where it had fallen. Within a short time, the nut burst"}
{"text": "### Book:open: Its roots reached in between the crevices of the stones and began"}
{"text": "### Book:to push them apart; its shoots pressed up toward the sky. They soon rose"}
{"text": "### Book:above the building, and as the twisted roots grew thicker they began to"}
{"text": "### Book:thrust the walls apart and force the ancient stones from their old places."}
{"text": "### Book:Then the wall, too late and in vain, bewailed the cause of its destruction,"}
{"text": "### Book:and in short time it fell in ruin."}
{"text": "### Book:LEONARDO DA VINCI. 1452-1519"}
{"text": "### Book:Ludwig was, in his own words, \u201cbewitched\u201d by Lola. He started to"}
{"text": "### Book:appear in public with her on his arm, and then he bought and furnished"}
{"text": "### Book:an apartment for her on one of Munich\u2019s most fashionable boulevards."}
{"text": "### Book:Although he had been known as a miser, and was not given to flights of"}
{"text": "### Book:fancy, he started to shower Lola with gifts and to write poetry for her."}
{"text": "### Book:Now his favored mistress, she catapulted to fame and fortune overnight."}
{"text": "### Book:Lola began to lose her sense of proportion. One day when she was out"}
{"text": "### Book:riding, an elderly man rode ahead of her, a bit too slowly for her liking."}
{"text": "### Book:Unable to pass him, she began to slash him with her riding crop. On"}
{"text": "### Book:another occasion she took her dog, unleashed, out for a stroll. The dog"}
{"text": "### Book:attacked a passerby, but instead of helping the man get the dog away, she"}
{"text": "### Book:whipped him with the leash. Incidents like this infuriated the stolid"}
{"text": "### Book:citizens of Bavaria, but Ludwig stood by Lola and even had her"}
{"text": "### Book:naturalized as a Bavarian citizen. The king\u2019s entourage tried to wake him"}
{"text": "### Book:to the dangers of the affair, but those who criticized Lola were"}
{"text": "### Book:summarily fired."}
{"text": "### Book:In his own time Simon Thomas was a great doctor. I remember that I"}
{"text": "### Book:happened to meet him one day at the home of a rich old consumptive: He"}
{"text": "### Book:told his patient when discussing ways to cure him that one means was to"}
{"text": "### Book:provide occasions for me to enjoy his company: He could then fix his"}
{"text": "### Book:eyes on the freshness of my countenance and his thoughts on the"}
{"text": "### Book:overflowing cheerfulness and vigor of my young manhood; by filling all"}
{"text": "### Book:his senses with the flower of my youth his condition might improve. He"}
{"text": "### Book:forgot to add that mine might get worse."}
{"text": "### Book:MONTAIGNE, 1533-1592While Bavarians who had loved their king now outwardly disre"}
{"text": "### Book:spected him, Lola was made a countess, had a new palace built for"}
{"text": "### Book:herself, and began to dabble in politics, advising Ludwig on policy. She"}
{"text": "### Book:was the most powerful force in the kingdom. Her influence in the king\u2019s"}
{"text": "### Book:cabinet continued to grow, and she treated the other ministers with"}
{"text": "### Book:disdain. As a result, riots broke out throughout the realm. A once"}
{"text": "### Book:peaceful land was virtually in the grip of civil war, and students"}
{"text": "### Book:everywhere were chanting, \u201cRaus mit Lola!\u201d"}
{"text": "### Book:Many things are said to be infectious. Sleepiness can be infectious, and"}
{"text": "### Book:yawning as well. In large-scale strategy when the enemy is agitated and"}
{"text": "### Book:shows an inclination to rush, do not mind in the least. Make a show of"}
{"text": "### Book:complete calmness, and the enemy will be taken by this and will become"}
{"text": "### Book:relaxed. You infect their spirit. You can infect them with a carefree,"}
{"text": "### Book:drunklike spirit, with boredom, or even weakness."}
{"text": "### Book:A BOOK OF FIVE RINGS, MIYAMOTO MUSASHI,"}
{"text": "### Book:SEVENTEENTH CENTURY"}
{"text": "### Book:By February of 1848, Ludwig was finally unable to withstand the"}
{"text": "### Book:pressure. With great sadness he ordered Lola to leave Bavaria"}
{"text": "### Book:immediately. She left, but not until she was paid off. For the next five"}
{"text": "### Book:weeks the Bavarians\u2019 wrath was turned against their formerly beloved"}
{"text": "### Book:king. In March of that year he was forced to abdicate."}
{"text": "### Book:Lola Montez moved to England. More than anything she needed"}
{"text": "### Book:respectability, and despite being married (she still had not arranged a"}
{"text": "### Book:divorce from the Englishman she had wed years before), she set her"}
{"text": "### Book:sights on George Trafford Heald, a promising young army officer who"}
{"text": "### Book:was the son of an influential barrister. Although he was ten years"}
{"text": "### Book:younger than Lola, and could have chosen a wife among the prettiest and"}
{"text": "### Book:wealthiest young girls of English society, Heald fell under her spell."}
{"text": "### Book:They were married in 1849. Soon arrested on the charge of bigamy, she"}
{"text": "### Book:skipped bail, and she and Heald made their way to Spain. They quarreled"}
{"text": "### Book:horribly and on one occasion Lola slashed him with a knife. Finally, she"}
{"text": "### Book:drove him away. Returning to England, he found he had lost his position"}
{"text": "### Book:in the army. Ostracized from English society, he moved to Portugal,"}
{"text": "### Book:where he lived in poverty. After a few months his short life ended in a"}
{"text": "### Book:boating accident."}
{"text": "### Book:A few years later the man who published Lola Montez\u2019s"}
{"text": "### Book:autobiography went bankrupt.In 1853 Lola moved to California, where she met and married a man"}
{"text": "### Book:named Pat Hull. Their relationship was as stormy as all the others, and"}
{"text": "### Book:she left Hull for another man. He took to drink and fell into a deep"}
{"text": "### Book:depression that lasted until he died, four years later, still a relatively"}
{"text": "### Book:young man."}
{"text": "### Book:At the age of forty-one, Lola gave away her clothes and finery and"}
{"text": "### Book:turned to God. She toured America, lecturing on religious topics, dressed"}
{"text": "### Book:in white and wearing a halolike white headgear. She died two years later,"}
{"text": "### Book:in 1861."}
{"text": "### Book:Regard no foolish man as cultured, though you may reckom a gifted man"}
{"text": "### Book:as wise; and esteem no ignorant abstainer a true ascetic. Do not consort"}
{"text": "### Book:with fools, especially those who consider themselves wise. And be not"}
{"text": "### Book:self-satisfied with your own ignorance. Let your intercourse be only with"}
{"text": "### Book:men of good repute: for it is by such assot iation that men themselves"}
{"text": "### Book:attain to good repute. Do you not observe how sesame-oil is mingled"}
{"text": "### Book:with roses or violets and how, when it has been for some time in"}
{"text": "### Book:association with roses or violets, it ceases to he sesame-oil and is called"}
{"text": "### Book:oil of roses or oil of violets?"}
{"text": "### Book:A MIRROR FOR PRINCES. KAI KAUS IBN ISKANDAR."}
{"text": "### Book:ELEVENTH CENTURY"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Lola Montez attracted men with her wiles, but her power over them went"}
{"text": "### Book:beyond the sexual. It was through the force of her character that she kept"}
{"text": "### Book:her lovers enthralled. Men were sucked into the maelstrom she churned"}
{"text": "### Book:up around her. They felt confused, upset, but the strength of the emotions"}
{"text": "### Book:she stirred also made them feel more alive."}
{"text": "### Book:As is often the case with infection, the problems would only arise over"}
{"text": "### Book:time. Lola\u2019s inherent instability would begin to get under her lovers\u2019"}
{"text": "### Book:skin. They would find themselves drawn into her problems, but their"}
{"text": "### Book:emotional attachment to her would make them want to help her. This was"}
{"text": "### Book:the crucial point of the disease\u2014for Lola Montez could not be helped."}
{"text": "### Book:Her problems were too deep. Once the lover identified with them, he was"}
{"text": "### Book:lost. He would find himself embroiled in quarrels. The infection would"}
{"text": "### Book:spread to his family and friends, or, in the case of Ludwig, to an entire"}
{"text": "### Book:nation. The only solution would be to cut her off, or suffer an eventual"}
{"text": "### Book:collapse.The infecting-character type is not restricted to women; it has nothing"}
{"text": "### Book:to do with gender. It stems from an inward instability that radiates"}
{"text": "### Book:outward, drawing disaster upon itself. There is almost a desire to destroy"}
{"text": "### Book:and unsettle. You could spend a lifetime studying the pathology of"}
{"text": "### Book:infecting characters, but don\u2019t waste your time\u2014just learn the lesson."}
{"text": "### Book:When you suspect you are in the presence of an infector, don\u2019t argue,"}
{"text": "### Book:don\u2019t try to help, don\u2019t pass the person on to your friends, or you will"}
{"text": "### Book:become enmeshed. Flee the infector\u2019s presence or suffer the"}
{"text": "### Book:consequences."}
{"text": "### Book:Yond Cassius has a lean and hungry look. He thinks too much\u2026."}
{"text": "### Book:I do not know the man I should avoid so soon as that spare Cassius\u2026."}
{"text": "### Book:Such men as he be never at heart\u2019s ease whiles they behold a greater"}
{"text": "### Book:than themselves, and therefore are they very dangerous."}
{"text": "### Book:Julius Caesar, William Shakespeare. 1564-1616"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:Those misfortunates among us who have been brought down by"}
{"text": "### Book:circumstances beyond their control deserve all the help and sympathy we"}
{"text": "### Book:can give them. But there are others who are not born to misfortune or"}
{"text": "### Book:unhappiness, but who draw it upon themselves by their destructive"}
{"text": "### Book:actions and unsettling effect on others. It would be a great thing if we"}
{"text": "### Book:could raise them up, change their patterns, but more often than not it is"}
{"text": "### Book:their patterns that end up getting inside and changing us. The reason is"}
{"text": "### Book:simple\u2014humans are extremely susceptible to the moods, emotions, and"}
{"text": "### Book:even the ways of thinking of those with whom they spend their time."}
{"text": "### Book:The incurably unhappy and unstable have a particularly strong"}
{"text": "### Book:infecting power because their characters and emotions are so intense."}
{"text": "### Book:They often present themselves as victims, making it difficult, at first, to"}
{"text": "### Book:see their miseries as self-inflicted. Before you realize the real nature of"}
{"text": "### Book:their problems you have been infected by them."}
{"text": "### Book:Understand this: In the game of power, the people you associate with"}
{"text": "### Book:are critical. The risk of associating with infectors is that you will waste"}
{"text": "### Book:valuable time and energy trying to free yourself. Through a kind of guilt"}
{"text": "### Book:by association, you will also suffer in the eyes of others. Never"}
{"text": "### Book:underestimate the dangers of infection.There are many kinds of infector to be aware of, but one of the most"}
{"text": "### Book:insidious is the sufferer from chronic dissatisfaction. Cassius, the Roman"}
{"text": "### Book:conspirator against Julius Caesar, had the discontent that comes from"}
{"text": "### Book:deep envy. He simply could not endure the presence of anyone of greater"}
{"text": "### Book:talent. Probably because Caesar sensed the man\u2019s interminable sourness,"}
{"text": "### Book:he passed him up for the position of first praetorship, and gave the"}
{"text": "### Book:position to Brutus instead. Cassius brooded and brooded, his hatred for"}
{"text": "### Book:Caesar becoming patliological. Brutus himself, a devoted republican,"}
{"text": "### Book:disliked Caesar\u2019s dictatorship; had he had the patience to wait, he would"}
{"text": "### Book:have become the first man in Rome after Caesar\u2019s death, and could have"}
{"text": "### Book:undone the evil that the leader had wrought. But Cassius infected him"}
{"text": "### Book:with his own rancor, bending his ear daily with tales of Caesar\u2019s evil. He"}
{"text": "### Book:finally won Brutus over to the conspiracy. It was the beginning of a great"}
{"text": "### Book:tragedy. How many misfortunes could have been avoided had Brutus"}
{"text": "### Book:learned to fear the power of infection."}
{"text": "### Book:There is only one solution to infection: quarantine. But by the time"}
{"text": "### Book:you recognize the problem it is often too late. A Lola Montez"}
{"text": "### Book:overwhelms you with her forceful personality. Cassius intrigues you with"}
{"text": "### Book:his confiding nature and the depth of his feelings. How can you protect"}
{"text": "### Book:yourself against such insidious viruses? The answer lies in judging"}
{"text": "### Book:people on the effects they have on the world and not on the reasons they"}
{"text": "### Book:give for their prob-Image: A Virus. Unseen, it lems. Infectors can be"}
{"text": "### Book:recognized by the misfortune they draw on them-enters your pores"}
{"text": "### Book:without selves, their turbulent past, their long line of broken"}
{"text": "### Book:relationships, their un-warning, spreading silently and stable careers, and"}
{"text": "### Book:the very force of their character, which sweeps you up slowly. Before"}
{"text": "### Book:you are aware of and makes you lose your reason. Be forewarned by"}
{"text": "### Book:these signs of an infec the infection, it is deep inside you. tor; learn to see"}
{"text": "### Book:the discontent in their eye. Most important of all, do not take pity. Do not"}
{"text": "### Book:enmesh yourself in trying to help. The infector will remain unchanged,"}
{"text": "### Book:but you will be unhinged."}
{"text": "### Book:The other side of infection is equally valid, and perhaps more readily"}
{"text": "### Book:understood: There are people who attract happiness to themselves by"}
{"text": "### Book:their good cheer, natural buoyancy, and intelligence. They are a source of"}
{"text": "### Book:pleasure, and you must associate with them to share in the prosperity"}
{"text": "### Book:they draw upon themselves."}
{"text": "### Book:This applies to more than good cheer and success: All positive"}
{"text": "### Book:qualities can infect us. Talleyrand had many strange and intimidating"}
{"text": "### Book:traits, but most agreed that he surpassed all Frenchmen in graciousness,"}
{"text": "### Book:aristocratic charm, and wit. Indeed he came from one of the oldest noblefamilies in the country, and despite his belief in democracy and the"}
{"text": "### Book:French Republic, he retained his courtly manners. His contemporary"}
{"text": "### Book:Napoleon was in many ways the opposite\u2014a peasant from Corsica,"}
{"text": "### Book:taciturn and ungracious, even violent."}
{"text": "### Book:There was no one Napoleon admired more than Talleyrand. He envied"}
{"text": "### Book:his minister\u2019s way with people, his wit and his ability to charm women,"}
{"text": "### Book:and as best he could, he kept Talleyrand around him, hoping to soak up"}
{"text": "### Book:the culture he lacked. There is no doubt that Napoleon changed as his"}
{"text": "### Book:rule continued. Many of the rough edges were smoothed by his constant"}
{"text": "### Book:association with Talleyrand."}
{"text": "### Book:Use the positive side of this emotional osmosis to advantage. If, for"}
{"text": "### Book:example, you are miserly by nature, you will never go beyond a certain"}
{"text": "### Book:limit; only generous souls attain greatness. Associate with the generous,"}
{"text": "### Book:then, and they will infect you, opening up everything that is tight and"}
{"text": "### Book:restricted in you. If you are gloomy, gravitate to the cheerful. If you are"}
{"text": "### Book:prone to isolation, force yourself to befriend the gregarious. Never"}
{"text": "### Book:associate with those who share your defects\u2014they will reinforce"}
{"text": "### Book:everything that holds you back. Only create associations with positive"}
{"text": "### Book:affinities. Make this a rule of life and you will benefit more than from all"}
{"text": "### Book:the therapy in the world."}
{"text": "### Book:Authority: Recognize the fortunate so that you may choose their"}
{"text": "### Book:company, and the unfortunate so that you may avoid them. Misfortune is"}
{"text": "### Book:usually the crime of folly, and among those who suffer from it there is no"}
{"text": "### Book:malady more contagious: Never open your door to the least of"}
{"text": "### Book:misfortunes, for, if you do, many others will follow in its train\u2026. Do not"}
{"text": "### Book:die of another\u2019s misery. (Baltasar Graci\u00e1n, 1601-1658)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:This law admits of no reversal. Its application is universal. There is"}
{"text": "### Book:nothing to be gained by associating with those who infect you with their"}
{"text": "### Book:misery; there is only power and good fortune to be obtained by"}
{"text": "### Book:associating with the fortunate. Ignore this law at your peril.LAW 11"}
{"text": "### Book:LEARN TO KEEP PEOPLE DEPENDENT ON"}
{"text": "### Book:YOU"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:To maintain your independence you must always be needed and wanted."}
{"text": "### Book:The more you are relied on, the more freedom you have. Make people"}
{"text": "### Book:depend on you for their happiness and prosperity and you have nothing"}
{"text": "### Book:to fear. Never teach them enough so that they can do without you."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:Sometime in the Middle Ages, a mercenary soldier (a condottiere),"}
{"text": "### Book:whose name has not been recorded, saved the town of Siena from a"}
{"text": "### Book:foreign aggressor. How could the good citizens of Siena reward him? No"}
{"text": "### Book:amount of money or honor could possibly compare in value to the"}
{"text": "### Book:preservation of a city\u2019s liberty. The citizens thought of making the"}
{"text": "### Book:mercenary the lord of the city, but even that, they decided, wasn\u2019t"}
{"text": "### Book:recompense enough. At last one of them stood before the assembly"}
{"text": "### Book:called to debate this matter and said, \u201cLet us kill him and then worship"}
{"text": "### Book:him as our patron saint.\u201d And so they did."}
{"text": "### Book:The Count of Carmagnola was one of the bravest and most successful"}
{"text": "### Book:of all the condottieri. In 1442, late in his life, he was in the employ of the"}
{"text": "### Book:city of Venice, which was in the midst of a long war with Florence. The"}
{"text": "### Book:count was suddenly recalled to Venice. A favorite of the people, he was"}
{"text": "### Book:received there with all kinds of honor and splendor. That evening he was"}
{"text": "### Book:to dine with the doge himself, in the doge\u2019s palace. On the way into the"}
{"text": "### Book:palace, however, he noticed that the guard was leading him in a different"}
{"text": "### Book:direction from usual. Crossing the famous Bridge of Sighs, he suddenlyrealized where they were taking him\u2014to the dungeon. He was convicted"}
{"text": "### Book:on a trumped-up charge and the next day in the Piazza San Marco, before"}
{"text": "### Book:a horrified crowd who could not understand how his fate had changed so"}
{"text": "### Book:drastically, he was beheaded."}
{"text": "### Book:THE TWO HORSES"}
{"text": "### Book:Two horses were carrying two loads. The front Horse went well, but the"}
{"text": "### Book:rear Horse was lazy. The men began to pile the rear Horse\u2019s load on the"}
{"text": "### Book:front Horse; when they had transferred it all, the rear Horse found it"}
{"text": "### Book:easy going, and he said to the front Horse: \u201cToil and sraeat! The more"}
{"text": "### Book:you try, the more you have to suffer.\u201d When they reached the tavern, the"}
{"text": "### Book:owner said; \u201cWhy should I fodder two horses when I carry all on one? I"}
{"text": "### Book:had better give the one all the food it wants, and cut the throat of the"}
{"text": "### Book:other; at least I shall have the hide.\u201d And so he did."}
{"text": "### Book:FABLES. LEO TOLSIOY, 1828-1910"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Many of the great condottieri of Renaissance Italy suffered the same fate"}
{"text": "### Book:as the patron saint of Siena and the Count of Carmagnola: They won"}
{"text": "### Book:battle after battle for their employers only to find themselves banished,"}
{"text": "### Book:imprisoned, or executed. The problem was not ingratitude; it was that"}
{"text": "### Book:there were so many other condottieri as able and valiant as they were."}
{"text": "### Book:They were replaceable. Nothing was lost by killing them. Meanwhile,"}
{"text": "### Book:the older among them had grown powerful themselves, and wanted more"}
{"text": "### Book:and more money for their services. How much better, then, to do away"}
{"text": "### Book:with them and hire a younger, cheaper mercenary. That was the fate of"}
{"text": "### Book:the Count of Carmagnola, who had started to act impudently and"}
{"text": "### Book:independently. He had taken his power for granted without making sure"}
{"text": "### Book:that he was truly indispensable."}
{"text": "### Book:Such is the fate (to a less violent degree, one hopes) of those who do"}
{"text": "### Book:not make others dependent on them. Sooner or later someone comes"}
{"text": "### Book:along who can do the job as well as they can\u2014someone younger, fresher,"}
{"text": "### Book:less expensive, less threatening."}
{"text": "### Book:Be the only one who can do what you do, and make the fate of those"}
{"text": "### Book:who hire you so entwined with yours that they cannot possibly get rid of"}
{"text": "### Book:you. Otherwise you will someday be forced to cross your own Bridge of"}
{"text": "### Book:Sighs.OBSERVANCE OF THE LAW"}
{"text": "### Book:When Otto von Bismarck became a deputy in the Prussian parliament in"}
{"text": "### Book:1847, he was thirty-two years old and without an ally or friend. Looking"}
{"text": "### Book:around him, he decided that the side to ally himself with was not the"}
{"text": "### Book:parliament\u2019s liberals or conservatives, not any particular minister, and"}
{"text": "### Book:certainly not the people. It was with the king, Frederick William IV. This"}
{"text": "### Book:was an odd choice to say the least, for Frederick was at a low point of his"}
{"text": "### Book:power. A weak, indecisive man, he consistently gave in to the liberals in"}
{"text": "### Book:parliament; in fact he was spineless, and stood for much that Bismarck"}
{"text": "### Book:disliked, personally and politically. Yet Bismarck courted Frederick night"}
{"text": "### Book:and day. When other deputies attacked the king for his many inept"}
{"text": "### Book:moves, only Bismarck stood by him."}
{"text": "### Book:THE CAT THAT WALKED BY HIMSELF"}
{"text": "### Book:Then the Woman laughed and set the Cat a bowl of the warm white milk"}
{"text": "### Book:and said, \u201c0 Cat, you are as clever as a man, but remember that your"}
{"text": "### Book:bargain was not made with the Man or the Dog, and I do not know what"}
{"text": "### Book:they will do when they come home.\u201d \u201cWhat is that to me?\u201d said the Cat."}
{"text": "### Book:\u201cIf I have my place in the Cave by the fire and my warm white milk three"}
{"text": "### Book:times a day, I do not care what the Man or the Dog can do.\u201d \u2026 And"}
{"text": "### Book:from that day to this, Best Beloved, three proper Men out of five will"}
{"text": "### Book:always throw things at a Cat whenever they meet him, and all proper"}
{"text": "### Book:Dogs will chase him up a tree. But the Cat keeps his side of the bargain"}
{"text": "### Book:too. He will kill mice, and he will be kind to Babies when he is in the"}
{"text": "### Book:house, just as long as they do not pull his tail too hard. But when he has"}
{"text": "### Book:done that, and between times, and when the moon gets up and the night"}
{"text": "### Book:comes, he is the Cat that walks by himself, and all places are alike to"}
{"text": "### Book:him. Then he goes out to the Wet Wild Woods or up the Wet Wild Trees or"}
{"text": "### Book:on the Wet Wild Roofs, waving his wild tail and walking by his wild lone."}
{"text": "### Book:JUST SO STORIES, RUDYARD KIPLING, 1865-1936"}
{"text": "### Book:Finally, it all paid off: In 1851 Bismarck was made a minister in the"}
{"text": "### Book:king\u2019s cabinet. Now he went to work. Time and again he forced the"}
{"text": "### Book:king\u2019s hand, getting him to build up the military, to stand up to the"}
{"text": "### Book:liberals, to do exactly as Bismarck wished. He worked on Frederick\u2019s"}
{"text": "### Book:insecurity about his manliness, challenging him to be firm and to rulewith pride. And he slowly restored the king\u2019s powers until the monarchy"}
{"text": "### Book:was once again the most powerful force in Prussia."}
{"text": "### Book:When Frederick died, in 1861, his brother William assumed the"}
{"text": "### Book:throne. William disliked Bismarck intensely and had no intention of"}
{"text": "### Book:keeping him around. But he also inherited the same situation his brother"}
{"text": "### Book:had: enemies galore, who wanted to nibble his power away. He actually"}
{"text": "### Book:considered abdicating, feeling he lacked the strength to deal with this"}
{"text": "### Book:dangerous and precarious position. But Bismarck insinuated himself"}
{"text": "### Book:once again. He stood by the new king, gave him strength, and urged him"}
{"text": "### Book:into firm and decisive action. The king grew dependent on Bismarck\u2019s"}
{"text": "### Book:strong-arm tactics to keep his enemies at bay, and despite his antipathy"}
{"text": "### Book:toward the man, he soon made him his prime minister. The two quarreled"}
{"text": "### Book:often over policy\u2014Bismarck was much more conservative\u2014but the king"}
{"text": "### Book:understood his own dependency. Whenever the prime minister"}
{"text": "### Book:threatened to resign, the king gave in to him, time after time. It was in"}
{"text": "### Book:fact Bismarck who set state policy."}
{"text": "### Book:Years later, Bismarck\u2019s actions as Prussia\u2019s prime minister led the"}
{"text": "### Book:various German states to be united into one country. Now Bismarck"}
{"text": "### Book:finagled the king into letting himself be crowned emperor of Germany."}
{"text": "### Book:Yet it was really Bismarck who had reached the heights of power. As"}
{"text": "### Book:right-hand man to the emperor, and as imperial chancellor and knighted"}
{"text": "### Book:prince, he pulled all the levers."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Most young and ambitious politicians looking out on the political"}
{"text": "### Book:landscape of 1840s Germany would have tried to build a power base"}
{"text": "### Book:among those with the most power. Bismarck saw different. Joining"}
{"text": "### Book:forces with the powerful can be foolish: They will swallow you up, just"}
{"text": "### Book:as the doge of Venice swallowed up the Count of Carmagnola. No one"}
{"text": "### Book:will come to depend on you if they are already strong. If you are"}
{"text": "### Book:ambitious, it is much wiser to seek out weak rulers or masters with"}
{"text": "### Book:whom you can create a relationship of dependency. You become their"}
{"text": "### Book:strength, their intelligence, their spine. What power you hold! If they got"}
{"text": "### Book:rid of you the whole edifice would collapse."}
{"text": "### Book:Necessity rules the world. People rarely act unless compelled to. If"}
{"text": "### Book:you create no need for yourself, then you will be done away with at first"}
{"text": "### Book:opportunity. If, on the other hand, you understand the Laws of Power and"}
{"text": "### Book:make others depend on you for their welfare, if you can counteract theirweakness with your own \u201ciron and blood,\u201d in Bismarck\u2019s phrase, then"}
{"text": "### Book:you will survive your masters as Bismarck did. You will have all the"}
{"text": "### Book:benefits of power without the thorns that come from being a master."}
{"text": "### Book:Thus a wise prince will think of ways to keep his citizens of every sort"}
{"text": "### Book:and under every circumstance dependent on the state and on him;"}
{"text": "### Book:and then they will always be trustworthy."}
{"text": "### Book:Niccolo Machiavelli, 1469-1527"}
{"text": "### Book:THE I I.M-IRI I AND THE AND"}
{"text": "### Book:An extravagant young Vine, vainly ambitious of independence, and fond"}
{"text": "### Book:of rambling at large, despised the alliance of a slately elm that grew"}
{"text": "### Book:near, and courted her embraces. Having risen to some small height"}
{"text": "### Book:without any kind of support, she shot forth her flimsy branches to a very"}
{"text": "### Book:uncommon and superfluous length; calling on her neighbour to take"}
{"text": "### Book:notice how little she wanted his assistance. \u201cPoor infatuated shrub,\u201d"}
{"text": "### Book:replied the elm, \u201chow inconsistent is thy conduct! Wouldst thou be truly"}
{"text": "### Book:independent, thou shouldst carefully apply those juices to the"}
{"text": "### Book:enlargement of thy stem. which thou lavishest in vain upon unnecessary"}
{"text": "### Book:foliage. I shortly shall behold thee grovelling on the ground; yet"}
{"text": "### Book:countenanced, indeed, by many of the human race, who, intoxicated with"}
{"text": "### Book:vanity, have despised economy; and who, to support for a moment their"}
{"text": "### Book:empty boast of independence, have exhausted the very source of it in"}
{"text": "### Book:frivolous expenses.\u201d"}
{"text": "### Book:FABLES, ROBERT DODSLFY, 1703-1764"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:The ultimate power is the power to get people to do as you wish. When"}
{"text": "### Book:you can do this without having to force people or hurt them, when they"}
{"text": "### Book:willingly grant you what you desire, then your power is untouchable."}
{"text": "### Book:The best way to achieve this position is to create a relationship of"}
{"text": "### Book:dependence. The master requires your services; he is weak, or unable to"}
{"text": "### Book:function without you; you have enmeshed yourself in his work so deeply"}
{"text": "### Book:that doing away with you would bring him great difficulty, or at least"}
{"text": "### Book:would mean valuable time lost in training another to replace you. Once"}
{"text": "### Book:such a relationship is established you have the upper hand, the leverageto make the master do as you wish. It is the classic case of the man"}
{"text": "### Book:behind the throne, the servant of the king who actually controls the king."}
{"text": "### Book:Bismarck did not have to bully either Frederick or William into doing his"}
{"text": "### Book:bidding. He simply made it clear that unless he got what he wanted he"}
{"text": "### Book:would walk away, leaving the king to twist in the wind. Both kings soon"}
{"text": "### Book:danced to Bismarck\u2019s tune."}
{"text": "### Book:Do not be one of the many who mistakenly believe that the ultimate"}
{"text": "### Book:form of power is independence. Power involves a relationship between"}
{"text": "### Book:people; you will always need others as allies, pawns, or even as weak"}
{"text": "### Book:masters who serve as your front. The completely independent man would"}
{"text": "### Book:live in a cabin in the woods\u2014he would have the freedom to come and go"}
{"text": "### Book:as he pleased, but he would have no power. The best you can hope for is"}
{"text": "### Book:that others will grow so dependent on you that you enjoy a kind of"}
{"text": "### Book:reverse independence: Their need for you frees you."}
{"text": "### Book:Louis XI (1423-1483), the great Spider King of France, had a"}
{"text": "### Book:weakness for astrology. He kept a court astrologer whom he admired,"}
{"text": "### Book:until one day the man predicted that a lady of the court would die within"}
{"text": "### Book:eight days. When the prophecy came true, Louis was terrified, thinking"}
{"text": "### Book:that either the man had murdered the woman to prove his accuracy or"}
{"text": "### Book:that he was so versed in his science that his powers threatened Louis"}
{"text": "### Book:himself. In either case he had to be killed."}
{"text": "### Book:One evening Louis summoned the astrologer to his room, high in the"}
{"text": "### Book:castle. Before the man arrived, the king told his servants that when he"}
{"text": "### Book:gave the signal they were to pick the astrologer up, carry him to the"}
{"text": "### Book:window, and hurl him to the ground, hundreds of feet below."}
{"text": "### Book:The astrologer soon arrived, but before giving the signal, Louis"}
{"text": "### Book:decided to ask him one last question: \u201cYou claim to understand astrology"}
{"text": "### Book:and to know the fate of others, so tell me what your fate will be and how"}
{"text": "### Book:long you have to live.\u201d"}
{"text": "### Book:\u201cI shall die just three days before Your Majesty,\u201d the astrologer"}
{"text": "### Book:replied. The king\u2019s signal was never given. The man\u2019s life was spared."}
{"text": "### Book:The Spider King not only protected his astrologer for as long as he was"}
{"text": "### Book:alive, he lavished him with gifts and had him tended by the finest court"}
{"text": "### Book:doctors."}
{"text": "### Book:The astrologer survived Louis by several years, disproving his power"}
{"text": "### Book:of prophecy but proving his mastery of power."}
{"text": "### Book:This is the model: Make others dependent on you. To get rid of you"}
{"text": "### Book:might spell disaster, even death, and your master dares not tempt fate by"}
{"text": "### Book:finding out. There are many ways to obtain such a position. Foremostamong them is to possess a talent and creative skill that simply cannot be"}
{"text": "### Book:replaced."}
{"text": "### Book:During the Renaissance, the major obstacle to a painter\u2019s success was"}
{"text": "### Book:finding the right patron. Michelangelo did this better than anyone else:"}
{"text": "### Book:His patron was Pope Julius II. But he and the pope quarreled over the"}
{"text": "### Book:building of the pope\u2019s marble tomb, and Michelangelo left Rome in"}
{"text": "### Book:disgust. To the amazement of those in the pope\u2019s circle, not only did the"}
{"text": "### Book:pope not fire him, he sought him out and in his own haughty way begged"}
{"text": "### Book:the artist to stay. Michelangelo, he knew, could find another patron, but"}
{"text": "### Book:he could never find another Michelangelo."}
{"text": "### Book:You do not have to have the talent of a Michelangelo; you do have to"}
{"text": "### Book:have a skill that sets you apart from the crowd. You should create a"}
{"text": "### Book:situation in which you can always latch on to another master or patron"}
{"text": "### Book:but your master cannot easily ,find another servant with your particular"}
{"text": "### Book:talent. And if, in reality, you are not actually indispensable, you must"}
{"text": "### Book:find a way to make it look as if you are. Having the appearance of"}
{"text": "### Book:specialized knowledge and skill gives you leeway in your ability to"}
{"text": "### Book:deceive those above you into thinking they cannot do without you. Real"}
{"text": "### Book:dependence on your master\u2019s part, however, leaves him more vulnerable"}
{"text": "### Book:to you than the faked variety, and it is always within your power to make"}
{"text": "### Book:your skill indispensable."}
{"text": "### Book:This is what is meant by the intertwining of fates: Like creeping ivy,"}
{"text": "### Book:you have wrapped yourself around the source of power, so that it would"}
{"text": "### Book:cause great trauma to cut you away. And you do not necessarily have to"}
{"text": "### Book:entwine yourself around the master; another person will do, as long as he"}
{"text": "### Book:or she too is indispensable in the chain."}
{"text": "### Book:One day Harry Cohn, president of Columbia Pictures, was visited in"}
{"text": "### Book:his office by a gloomy group of his executives. It was 1951, when the"}
{"text": "### Book:witch-hunt against Communists in Hollywood, carried on by the U.S."}
{"text": "### Book:Congress\u2019s House Un-American Activities Committee, was at its height."}
{"text": "### Book:The executives had bad news: One of their employees, the screenwriter"}
{"text": "### Book:John Howard Lawson, had been singled out as a Communist. They had"}
{"text": "### Book:to get rid of him right away or suffer the wrath of the committee."}
{"text": "### Book:Harry Cohn was no bleeding-heart liberal; in fact, he had always been"}
{"text": "### Book:a die-hard Republican."}
{"text": "### Book:His favorite politician was Benito Mussolini, whom he had once"}
{"text": "### Book:visited, and whose framed photo hung on his wall. If there was someone"}
{"text": "### Book:he hated Cohn would call him a \u201cCommunist bastard.\u201d But to the"}
{"text": "### Book:executives\u2019 amazement Cohn told them he would not fire Lawson. He"}
{"text": "### Book:did not keep the screenwriter on because he was a good writer\u2014therewere many good writers in Hollywood. He kept him because of a chain"}
{"text": "### Book:of dependence: Lawson was Humphrey Bogart\u2019s writer and Bogart was"}
{"text": "### Book:Columbia\u2019s star. If Cohn messed with Lawson he would ruin an"}
{"text": "### Book:immensely profitable relationship. That was worth more than the terrible"}
{"text": "### Book:publicity brought to him by his defiance of the committee."}
{"text": "### Book:Henry Kissinger managed to survive the many bloodlettings that went"}
{"text": "### Book:on in the Nixon White House not because he was the best diplomat"}
{"text": "### Book:Nixon could find\u2014there were other fine negotiators\u2014and not because"}
{"text": "### Book:the two men got along so well: They did not. Nor did they share their"}
{"text": "### Book:beliefs and politics. Kissinger survived because he entrenched himself in"}
{"text": "### Book:so many areas of the political structure that to do away with him would"}
{"text": "### Book:lead to chaos. Michelangelo\u2019s power was intensive, depending on one"}
{"text": "### Book:skill, his ability as an artist; Kissinger\u2019s was extensive. He got himself"}
{"text": "### Book:involved in so many aspects and departments of the administration that"}
{"text": "### Book:his involvement became a card in his hand. It also made him many allies."}
{"text": "### Book:If you can arrange such a position for yourself, getting rid of you"}
{"text": "### Book:becomes dangerous\u2014all sorts of interdependencies will unravel. Still,"}
{"text": "### Book:the intensive form of power provides more freedom than the extensive,"}
{"text": "### Book:because those who have it depend on no particular master, or particular"}
{"text": "### Book:position of power, for their security."}
{"text": "### Book:To make others dependent on you, one route to take is the secret-"}
{"text": "### Book:intelligence tactic. By knowing other people\u2019s secrets, by holding"}
{"text": "### Book:information that they wouldn\u2019t want broadcast, you seal your fate with"}
{"text": "### Book:theirs. You are untouchable. Ministers of secret police have held this"}
{"text": "### Book:position throughout the ages: They can make or break a king, or, as in"}
{"text": "### Book:the case of J. Edgar Hoover, a president. But the role is so full of"}
{"text": "### Book:insecurities and paranoia that the power it provides almost cancels itself"}
{"text": "### Book:out. You cannot rest at ease, and what good is power if it brings you no"}
{"text": "### Book:peace?"}
{"text": "### Book:One last warning: Do not imagine that your master\u2019s dependence on"}
{"text": "### Book:you will make him love you. In fact, he may resent and fear you. But, as"}
{"text": "### Book:Machiavelli said, it is better to be feared than loved. Fear you can"}
{"text": "### Book:control; love, never. Depending on an emotion as subtle and changeable"}
{"text": "### Book:as love or friendship will only make you insecure. Better to have others"}
{"text": "### Book:depend on you out of fear of the consequences of losing you than out of"}
{"text": "### Book:love of your company."}
{"text": "### Book:Image: Vines with Many Thorns. Below, the roots grow deep"}
{"text": "### Book:and wide. Above, the vines push through bushes, entwine themselves"}
{"text": "### Book:around trees and poles and window ledges. To get rid of them"}
{"text": "### Book:would cost such toil and blood, it is easier to let them climb.Authority: Make people depend on you. More is to be gained from such"}
{"text": "### Book:dependence than courtesy. He who has slaked his thirst, immediately"}
{"text": "### Book:turns his back on the well, no longer needing it. When dependence"}
{"text": "### Book:disappears, so does civility and decency, and then respect. The first"}
{"text": "### Book:lesson which experience should teach you is to keep hope alive but never"}
{"text": "### Book:satisfied, keeping even a royal patron ever in need of you. (Baltasar"}
{"text": "### Book:Graci\u00e1n, 1601-1658)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:The weakness of making others depend on you is that you are in some"}
{"text": "### Book:measure dependent on them. But trying to move beyond that point means"}
{"text": "### Book:getting rid of those above you\u2014it means standing alone, depending on"}
{"text": "### Book:no one. Such is the monopolistic drive of a J. P. Morgan or a John D."}
{"text": "### Book:Rockefeller\u2014to drive out all competition, to be in complete control. If"}
{"text": "### Book:you can corner the market, so much the better."}
{"text": "### Book:No such independence comes without a price. You are forced to"}
{"text": "### Book:isolate yourself. Monopolies often turn inward and destroy themselves"}
{"text": "### Book:from the internal pressure. They also stir up powerful resentment,"}
{"text": "### Book:making their enemies bond together to fight them. The drive for"}
{"text": "### Book:complete control is often ruinous and fruitless. Interdependence remains"}
{"text": "### Book:the law, independence a rare and often fatal exception. Better to place"}
{"text": "### Book:yourself in a position of mutual dependence, then, and to follow this"}
{"text": "### Book:critical law rather than look for its reversal. You will not have the"}
{"text": "### Book:unbearable pressure of being on top, and the master above you will in"}
{"text": "### Book:essence be your slave, for he will depend on you.LAW 12"}
{"text": "### Book:USE SELECTIVE HONESTY AND"}
{"text": "### Book:GENEROSITY TO DISARM YOUR VICTIM"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:One sincere and honest move will cover over dozens of dishonest ones."}
{"text": "### Book:Open-hearted gestures of honesty and generosity bring down the guard"}
{"text": "### Book:of even the most suspicious people. Once your selective honesty opens a"}
{"text": "### Book:hole in their armor, you can deceive and manipulate them at will. A"}
{"text": "### Book:timely gift\u2014a Trojan horse\u2014will serve the same purpose."}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:Sometime in 1926, a tall, dapperly dressed man paid a visit to Al"}
{"text": "### Book:Capone, the most feared gangster of his time. Speaking with an elegant"}
{"text": "### Book:Continental accent, the man introduced himself as Count Victor Lustig."}
{"text": "### Book:He promised that if Capone gave him $50,000 he could double it."}
{"text": "### Book:Capone had more than enough funds to cover the \u201cinvestment,\u201d but he"}
{"text": "### Book:wasn\u2019t in the habit of entrusting large sums to total strangers. He looked"}
{"text": "### Book:the count over: Something about the man was different\u2014his classy style,"}
{"text": "### Book:his manner\u2014and so Capone decided to play along. He counted out the"}
{"text": "### Book:bills personally and handed them to Lustig. \u201cOkay, Count,\u201d said Capone."}
{"text": "### Book:\u201cDouble it in sixty days like you said.\u201d Lustig left with the money, put it"}
{"text": "### Book:in a safe-deposit box in Chicago, then headed to New York, where he"}
{"text": "### Book:had several other money-making schemes in progress."}
{"text": "### Book:The $50,000 remained in the bank box untouched. Lustig made no"}
{"text": "### Book:effort to double it. Two months later he returned to Chicago, took the"}
{"text": "### Book:money from the box, and paid Capone another visit. He looked at the"}
{"text": "### Book:gangster\u2019s stony-faced bodyguards, smiled apologetically, and said,\u201cPlease accept my profound regrets, Mr. Capone. I\u2019m sorry to report that"}
{"text": "### Book:the plan failed\u2026 I failed.\u201d"}
{"text": "### Book:Capone slowly stood up. He glowered at Lustig, debating which part"}
{"text": "### Book:of the river to throw him in. But the count reached into his coat pocket,"}
{"text": "### Book:withdrew the $50,000, and placed it on the desk. \u201cHere, sir, is your"}
{"text": "### Book:money, to the penny. Again, my sincere apologies. This is most"}
{"text": "### Book:embarrassing. Things didn\u2019t work out the way I thought they would. I"}
{"text": "### Book:would have loved to have doubled your money for you and for myself\u2014"}
{"text": "### Book:Lord knows I need it\u2014but the plan just didn\u2019t materialize.\u201d"}
{"text": "### Book:Capone sagged back into his chair, confused. \u201cI know you\u2019re a con"}
{"text": "### Book:man, Count,\u201d said Capone. \u201cI knew it the moment you walked in here. I"}
{"text": "### Book:expected either one hundred thousand dollars or nothing. But this\u2026"}
{"text": "### Book:getting my money back \u2026 well.\u201d \u201cAgain my apologies, Mr. Capone,\u201d"}
{"text": "### Book:said Lustig, as he picked up his hat and began to leave. \u201cMy God! You\u2019re"}
{"text": "### Book:honest!\u201d yelled Capone. \u201cIf you\u2019re on the spot, here\u2019s five to help you"}
{"text": "### Book:along.\u201d He counted out five one-thousand-dollar bills out of the $50,000."}
{"text": "### Book:The count seemed stunned, bowed deeply, mumbled his thanks, and left,"}
{"text": "### Book:taking the money."}
{"text": "### Book:The $5,000 was what Lustig had been after all along."}
{"text": "### Book:FRANCESCO BORRI. COURTIER"}
{"text": "### Book:CHARLATAN"}
{"text": "### Book:Francesco Giuseppe Borri of Milan, whose death in 1695 fell just within"}
{"text": "### Book:the seventeenth century \u2026 was a forerunner of that special type of"}
{"text": "### Book:charlatanical adventurer, the courtier or \u201ccavalier\u201d impostor\u2026. His real"}
{"text": "### Book:period of glory began after he moved to Amsterdam. There he assumed"}
{"text": "### Book:the title of Medico Universale, maintained a great retinue, and drove"}
{"text": "### Book:about in a coach with six horses\u2026. Patients streamed to him, and some"}
{"text": "### Book:invalids had themselves carried in sedan chairs all the way from Paris to"}
{"text": "### Book:his place in Amsterdam. Borri took no payment for his consultations: He"}
{"text": "### Book:distributed great sums among the poor and was never known to receive"}
{"text": "### Book:any money through the post or bills of exchange. As he continued to live"}
{"text": "### Book:with such splendor, nevertheless, it was presumed that he possessed the"}
{"text": "### Book:philosophers\u2019 stone. Suddenly this benefactor disappeared from"}
{"text": "### Book:Amsterdam. Then it was discovered that he had taken with him money"}
{"text": "### Book:and diamonds that had been placed in his charge."}
{"text": "### Book:THE POWER OF THE CHARLATAN, GRETE DE FRANCESCO, 1939Interpretation"}
{"text": "### Book:Count Victor Lustig, a man who spoke several languages and prided"}
{"text": "### Book:himself on his refinement and culture, was one of the great con artists of"}
{"text": "### Book:modem times. He was known for his audacity, his fearlessness, and, most"}
{"text": "### Book:important, his knowledge of human psychology. He could size up a man"}
{"text": "### Book:in minutes, discovering his weaknesses, and he had radar for suckers."}
{"text": "### Book:Lustig knew that most men build up defenses against crooks and other"}
{"text": "### Book:troublemakers. The con artist\u2019s job is to bring those defenses down."}
{"text": "### Book:One sure way to do this is through an act of apparent sincerity and"}
{"text": "### Book:honesty. Who will distrust a person literally caught in the act of being"}
{"text": "### Book:honest? Lustig used selective honesty many times, but with Capone he"}
{"text": "### Book:went a step further. No normal con man would have dared such a con; he"}
{"text": "### Book:would have chosen his suckers for their meekness, for that look about"}
{"text": "### Book:them that says they will take their medicine without complaint. Con"}
{"text": "### Book:Capone and you would spend the rest of your life (whatever remained of"}
{"text": "### Book:it) afraid. But Lustig understood that a man like Capone spends his life"}
{"text": "### Book:mistrusting others. No one around him is honest or generous, and being"}
{"text": "### Book:so much in the company of wolves is exhausting, even depressing. A"}
{"text": "### Book:man like Capone yearns to be the recipient of an honest or generous"}
{"text": "### Book:gesture, to feel that not everyone has an angle or is out to rob him."}
{"text": "### Book:Lustig\u2019s act of selective honesty disarmed Capone because it was so"}
{"text": "### Book:unexpected. A con artist loves conflicting emotions like these, since the"}
{"text": "### Book:person caught up in them is so easily distracted and deceived."}
{"text": "### Book:Do not shy away from practicing this law on the Capones of the world."}
{"text": "### Book:With a well-timed gesture of honesty or generosity, you will have the"}
{"text": "### Book:most brutal and cynical beast in the kingdom eating out of your hand."}
{"text": "### Book:Everything turns gray when I don\u2019t have at least one mark on the"}
{"text": "### Book:horizon."}
{"text": "### Book:Life then seems empty and depressing. I cannot understand honest men."}
{"text": "### Book:They lead desperate lives, full of boredom."}
{"text": "### Book:Count Victor Lustig, 1890-1947"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:The essence of deception is distraction. Distracting the people you want"}
{"text": "### Book:to deceive gives you the time and space to do something they won\u2019tnotice. An act of kindness, generosity, or honesty is often the most"}
{"text": "### Book:powerful form of distraction because it disarms other people\u2019s"}
{"text": "### Book:suspicions. It turns them into children, eagerly lapping up any kind of"}
{"text": "### Book:affectionate gesture."}
{"text": "### Book:In ancient China this was called \u201cgiving before you take\u201d\u2014the giving"}
{"text": "### Book:makes it hard for the other person to notice the taking. It is a device with"}
{"text": "### Book:infinite practical uses. Brazenly taking something from someone is"}
{"text": "### Book:dangerous, even for the powerful. The victim will plot revenge. It is also"}
{"text": "### Book:dangerous simply to ask for what you need, no matter how politely:"}
{"text": "### Book:Unless the other person sees some gain for themselves, they may come"}
{"text": "### Book:to resent your neediness. Learn to give before you take. It softens the"}
{"text": "### Book:ground, takes the bite out of a future request, or simply creates a"}
{"text": "### Book:distraction. And the giving can take many forms: an actual gift, a"}
{"text": "### Book:generous act, a kind favor, an \u201chonest\u201d admission\u2014whatever it takes."}
{"text": "### Book:Selective honesty is best employed on your first encounter with"}
{"text": "### Book:someone. We are all creatures of habit, and our first impressions last a"}
{"text": "### Book:long time. If someone believes you are honest at the start of your"}
{"text": "### Book:relationship it takes a lot to convince them otherwise. This gives you"}
{"text": "### Book:room to maneuver."}
{"text": "### Book:Jay Gould, like Al Capone, was a man who distrusted everyone. By"}
{"text": "### Book:the time he was thirty-three he was already a multimillionaire, mostly"}
{"text": "### Book:through deception and strong-arming. In the late 1860s, Gould invested"}
{"text": "### Book:heavily in the Erie Railroad, then discovered that the market had been"}
{"text": "### Book:flooded with a vast amount of phony stock certificates for the company."}
{"text": "### Book:He stood to lose a fortune and to suffer a lot of embarrassment."}
{"text": "### Book:In the midst of this crisis, a man named Lord John Gordon-Gordon"}
{"text": "### Book:offered to help. Gordon-Gordon, a Scottish lord, had apparently made a"}
{"text": "### Book:small fortune investing in railroads."}
{"text": "### Book:By hiring some handwriting experts Gordon-Gordon was able to prove"}
{"text": "### Book:to Gould that the culprits for the phony stock certificates were actually"}
{"text": "### Book:several top executives with the Erie Railroad itself. Gould was grateful."}
{"text": "### Book:Gordon-Gordon then proposed that he and Gould join forces to buy up a"}
{"text": "### Book:controlling interest in Erie. Gould agreed. For a while the venture"}
{"text": "### Book:appeared to prosper. The two men were now good friends, and every"}
{"text": "### Book:time Gordon-Gordon came to Gould asking for money to buy more"}
{"text": "### Book:stock, Gould gave it to him. In 1873, however, Gordon-Gordon suddenly"}
{"text": "### Book:dumped all of his stock, making a fortune but drastically lowering the"}
{"text": "### Book:value of Gould\u2019s own holdings. Then he disappeared from sight."}
{"text": "### Book:Upon investigation, Gould found out that Gordon-Gordon\u2019s real name"}
{"text": "### Book:was John Crowningsfield, and that he was the bastard son of a merchantseaman and a London barmaid. There had been many clues before then"}
{"text": "### Book:that Gordon-Gordon was a con man, but his initial act of honesty and"}
{"text": "### Book:support had so blinded Gould that it took the loss of millions for him to"}
{"text": "### Book:see through the scheme."}
{"text": "### Book:A single act of honesty is often not enough. What is required is a"}
{"text": "### Book:reputation for honesty, built on a series of acts\u2014but these can be quite"}
{"text": "### Book:inconsequential. Once this reputation is established, as with first"}
{"text": "### Book:impressions, it is hard to shake."}
{"text": "### Book:In ancient China, Duke Wu of Ch\u00eang decided it was time to take over"}
{"text": "### Book:the increasingly powerful kingdom of Hu. Telling no one of his plan, he"}
{"text": "### Book:married his daughter to Hu\u2019s ruler. He then called a council and asked his"}
{"text": "### Book:ministers, \u201cI am considering a military campaign. Which country should"}
{"text": "### Book:we invade?\u201d As he had expected, one of his ministers replied, \u201cHu"}
{"text": "### Book:should be invaded.\u201d The duke seemed angry, and said, \u201cHu is a sister"}
{"text": "### Book:state now. Why do you suggest invading her?\u201d He had the minister"}
{"text": "### Book:executed for his impolitic remark. The ruler of Hu heard about this, and"}
{"text": "### Book:considering other tokens ofWu\u2019s honesty and the marriage with his"}
{"text": "### Book:daughter, he took no precautions to defend himself from Cheng. A few"}
{"text": "### Book:weeks later, Ch\u00eang forces swept through Hu and took the country, never"}
{"text": "### Book:to relinquish it."}
{"text": "### Book:Honesty is one of the best ways to disarm the wary, but it is not the"}
{"text": "### Book:only one. Any kind of noble, apparently selfless act will serve. Perhaps"}
{"text": "### Book:the best such act, though, is one of generosity. Few people can resist a"}
{"text": "### Book:gift, even from the most hardened enemy, which is why it is often the"}
{"text": "### Book:perfect way to disarm people. A gift brings out the child in us, instantly"}
{"text": "### Book:lowering our defenses. Although we often view other people\u2019s actions in"}
{"text": "### Book:the most cynical light, we rarely see the Machiavellian element of a gift,"}
{"text": "### Book:which quite often hides ulterior motives. A gift is the perfect object in"}
{"text": "### Book:which to hide a deceptive move."}
{"text": "### Book:Over three thousand years ago the ancient Greeks traveled across the"}
{"text": "### Book:sea to recapture the beautiful Helen, stolen away from them by Paris, and"}
{"text": "### Book:to destroy Paris\u2019s city, Troy. The siege lasted ten years, many heroes"}
{"text": "### Book:died, yet neither side had come close to victory. One day, the prophet"}
{"text": "### Book:Calchas assembled the Greeks."}
{"text": "### Book:Image: The Trojan Horse. Your guile is hidden inside a magnificent gift"}
{"text": "### Book:that proves irresistible to your opponent. The walls open. Once inside,"}
{"text": "### Book:wreak havoc."}
{"text": "### Book:\u201cStop battering away at these walls!\u201d he told them. \u201cYou must find"}
{"text": "### Book:some other way, some ruse. We cannot take Troy by force alone. Wemust find some cunning stratagem.\u201d The cunning Greek leader Odysseus"}
{"text": "### Book:then came up with the idea of building a giant wooden horse, hiding"}
{"text": "### Book:soldiers inside it, then offering it to the Trojans as a gift. Neoptolemus,"}
{"text": "### Book:son of Achilles, was disgusted with this idea; it was unmanly. Better for"}
{"text": "### Book:thousands to die on the battlefield than to gain victory so deceitfully. But"}
{"text": "### Book:the soldiers, faced with a choice between another ten years of manliness,"}
{"text": "### Book:honor, and death, on the one hand and a quick victory on the other, chose"}
{"text": "### Book:the horse, which was promptly built. The trick was successful and Troy"}
{"text": "### Book:fell. One gift did more for the Greek cause than ten years of fighting."}
{"text": "### Book:Selective kindness should also be part of your arsenal of deception."}
{"text": "### Book:For years the ancient Romans had besieged the city of the Faliscans,"}
{"text": "### Book:always unsuccessfully. One day, however, when the Roman general"}
{"text": "### Book:Camillus was encamped outside the city, he suddenly saw a man leading"}
{"text": "### Book:some children toward him. The man was a Faliscan teacher, and the"}
{"text": "### Book:children, it turned out, were the sons and daughters of the noblest and"}
{"text": "### Book:wealthiest citizens of the town. On the pretense of taking these children"}
{"text": "### Book:out for a walk, he had led them straight to the Romans, offering them as"}
{"text": "### Book:hostages in hopes of ingratiating himself with Camillus, the city\u2019s enemy."}
{"text": "### Book:Camillus did not take the children hostage. He stripped the teacher,"}
{"text": "### Book:tied his hands behind his back, gave each child a rod, and let them whip"}
{"text": "### Book:him all the way back to the city. The gesture had an immediate effect on"}
{"text": "### Book:the Faliscans. Had Camillus used the children as hostages, some in the"}
{"text": "### Book:city would have voted to surrender. And even if the Faliscans had gone"}
{"text": "### Book:on fighting, their resistance would have been halfhearted. Camillus\u2019s"}
{"text": "### Book:refusal to take advantage of the situation broke down the Faliscans\u2019"}
{"text": "### Book:resistance, and they surrendered. The general had calculated correctly."}
{"text": "### Book:And in any case he had had nothing to lose: He knew that the hostage"}
{"text": "### Book:ploy would not have ended the war, at least not right away. By turning"}
{"text": "### Book:the situation around, he earned his enemy\u2019s trust and respect, disarming"}
{"text": "### Book:them. Selective kindness will often break down even the most stubborn"}
{"text": "### Book:foe: Aiming right for the heart, it corrodes the will to fight back."}
{"text": "### Book:Remember: By playing on people\u2019s emotions, calculated acts of"}
{"text": "### Book:kindness can turn a Capone into a gullible child. As with any emotional"}
{"text": "### Book:approach, the tactic must be practiced with caution: If people see through"}
{"text": "### Book:it, their disappointed feelings of gratitude and warmth will become the"}
{"text": "### Book:most violent hatred and distrust. Unless you can make the gesture seem"}
{"text": "### Book:sincere and heartfelt, do not play with fire."}
{"text": "### Book:Authority: When Duke Hsien of Chin was about to raid Y\u00fc, he presented"}
{"text": "### Book:to them a jade and a team of horses. When Earl Chih was about to raid"}
{"text": "### Book:Ch\u2019ou-yu, he presented to them grand chariots. Hence the saying: \u201cWhenyou are about to take, you should give.\u201d (Han-fei-tzu, Chinese"}
{"text": "### Book:philosopher, third century B.C.)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:When you have a history of deceit behind you, no amount of honesty,"}
{"text": "### Book:generosity, or kindness will fool people. In fact it will only call attention"}
{"text": "### Book:to itself. Once people have come to see you as deceitful, to act honest all"}
{"text": "### Book:of a sudden is simply suspicious. In these cases it is better to play the"}
{"text": "### Book:rogue."}
{"text": "### Book:Count Lustig, pulling the biggest con of his career, was about to sell"}
{"text": "### Book:the Eiffel Tower to an unsuspecting industrialist who believed the"}
{"text": "### Book:government was auctioning it off for scrap metal. The industrialist was"}
{"text": "### Book:prepared to hand over a huge sum of money to Lustig, who had"}
{"text": "### Book:successfully impersonated a government official. At the last minute,"}
{"text": "### Book:however, the mark was suspicious. Something about Lustig bothered"}
{"text": "### Book:him. At the meeting in which he was to hand over the money, Lustig"}
{"text": "### Book:sensed his sudden distrust."}
{"text": "### Book:Leaning over to the industrialist, Lustig explained, in a low whisper,"}
{"text": "### Book:how low his salary was, how difficult his finances were, on and on. After"}
{"text": "### Book:a few minutes of this, the industrialist realized that Lustig was asking for"}
{"text": "### Book:a bribe. For the first time he relaxed. Now he knew he could trust Lustig:"}
{"text": "### Book:Since all government officials were dishonest, Lustig had to be real. The"}
{"text": "### Book:man forked over the money. By acting dishonest, Lustig seemed the real"}
{"text": "### Book:McCoy. In this case selective honesty would have had the opposite"}
{"text": "### Book:effect."}
{"text": "### Book:As the French diplomat Talleyrand grew older, his reputation as a"}
{"text": "### Book:master liar and deceiver spread. At the Congress of Vienna (1814-1815),"}
{"text": "### Book:he would spin fabulous stories and make impossible remarks to people"}
{"text": "### Book:who knew he had to be lying. His dishonesty had no purpose except to"}
{"text": "### Book:cloak the moments when he really was deceiving them. One day, for"}
{"text": "### Book:example, among friends, Talleyrand said with apparent sincerity, \u201cIn"}
{"text": "### Book:business one ought to show one\u2019s hand.\u201d No one who heard him could"}
{"text": "### Book:believe their ears: A man who never once in his life had shown his cards"}
{"text": "### Book:was telling other people to show theirs. Tactics like this made it"}
{"text": "### Book:impossible to distinguish Talleyrand\u2019s real deceptions from his fake ones.By embracing his reputation for dishonesty, he preserved his ability to"}
{"text": "### Book:deceive."}
{"text": "### Book:Nothing in the realm of power is set in stone. Overt deceptiveness will"}
{"text": "### Book:sometimes cover your tracks, even making you admired for the honesty"}
{"text": "### Book:of your dishonesty.LAW 13"}
{"text": "### Book:WHEN ASKING FOR HELP, APPEAL TO"}
{"text": "### Book:PEOPLE\u2019S SELF-INTEREST, NEVER TO THEIR"}
{"text": "### Book:MERCY OR GRATITUDE"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:If you need to turn to an ally for help, do not bother to remind him of"}
{"text": "### Book:your past assistance and good deeds. He will find a way to ignore you."}
{"text": "### Book:Instead, uncover something in your request, or in your alliance with him,"}
{"text": "### Book:that will benefit him, and emphasize it out of all proportion. He will"}
{"text": "### Book:respond enthusiastically when he sees something to be gained for"}
{"text": "### Book:himself."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:In the early fourteenth century, a young man named Castruccio"}
{"text": "### Book:Castracani rose from the rank of common soldier to become lord of the"}
{"text": "### Book:great city of Lucca, Italy. One of the most powerful families in the city,"}
{"text": "### Book:the Poggios, had been instrumental in his climb (which succeeded"}
{"text": "### Book:through treachery and bloodshed), but after he came to power, they came"}
{"text": "### Book:to feel he had forgotten them. His ambition outweighed any gratitude he"}
{"text": "### Book:felt. In 1325, while Castruccio was away fighting Lucca\u2019s main rival,"}
{"text": "### Book:Florence, the Poggios conspired with other noble families in the city to"}
{"text": "### Book:rid themselves of this troublesome and ambitious prince."}
{"text": "### Book:THE PEASANT AND THE APPLE-TREE"}
{"text": "### Book:A peasant had in his garden an apple-tree, which bore no fruit, but only"}
{"text": "### Book:served as a perch for the sparrows and grasshoppers. He resolved to cutit down, and, taking his ax in hand, made a bold stroke at its roots. The"}
{"text": "### Book:grasshoppers and sparrows entreated him not to cut down the tree that"}
{"text": "### Book:sheltered them, but to spare it, and they would sing to him and lighten his"}
{"text": "### Book:labors. He paid no attention to their request, but gave the tree a second"}
{"text": "### Book:and a third blow with his ax. When he reached the hollow of the tree, he"}
{"text": "### Book:found a hive full of honey. Having tasted the honeycomb, he threw down"}
{"text": "### Book:his ax, and, looking on the tree as isacred, took great care of it. Self-"}
{"text": "### Book:interest alone moves some men."}
{"text": "### Book:FABLES, AESOP, SIXTH CENTURY B.C."}
{"text": "### Book:Mounting an insurrection, the plotters attacked and murdered the"}
{"text": "### Book:governor whom Castruccio had left behind to rule the city. Riots broke"}
{"text": "### Book:out, and the Castruccio supporters and the Poggio supporters were poised"}
{"text": "### Book:to do battle. At the height of the tension, however, Stefano di Poggio, the"}
{"text": "### Book:oldest member of the family, intervened, and made both sides lay down"}
{"text": "### Book:their arms."}
{"text": "### Book:A peaceful man, Stefano had not taken part in the conspiracy. He had"}
{"text": "### Book:told his family it would end in a useless bloodbath. Now he insisted he"}
{"text": "### Book:should intercede on the family\u2019s behalf and persuade Castruccio to listen"}
{"text": "### Book:to their complaints and satisfy their demands. Stefano was the oldest and"}
{"text": "### Book:wisest member of the clan, and his family agreed to put their trust in his"}
{"text": "### Book:diplomacy rather than in their weapons."}
{"text": "### Book:When news of the rebellion reached Castruccio, he hurried back to"}
{"text": "### Book:Lucca. By the time he arrived, however, the fighting had ceased, through"}
{"text": "### Book:Stefano\u2019s agency, and he was surprised by the city\u2019s calm and peace."}
{"text": "### Book:Stefano di Poggio had imagined that Castruccio would be grateful to him"}
{"text": "### Book:for his part in quelling the rebellion, so he paid the prince a visit. He"}
{"text": "### Book:explained how he had brought peace, then begged for Castruccio\u2019s"}
{"text": "### Book:mercy. He said that the rebels in his family were young and impetuous,"}
{"text": "### Book:hungry for power yet inexperienced; he recalled his family\u2019s past"}
{"text": "### Book:generosity to Castruccio. For all these reasons, he said, the great prince"}
{"text": "### Book:should pardon the Poggios and listen to their complaints. This, he said,"}
{"text": "### Book:was the only just thing to do, since the family had willingly laid down"}
{"text": "### Book:their arms and had always supported him."}
{"text": "### Book:Castruccio listened patiently. He seemed not the slightest bit angry or"}
{"text": "### Book:resentful. Instead, he told Stefano to rest assured that justice would"}
{"text": "### Book:prevail, and he asked him to bring his entire family to the palace to talk"}
{"text": "### Book:over their grievances and come to an agreement. As they took leave of"}
{"text": "### Book:one another, Castruccio said he thanked God for the chance he had been"}
{"text": "### Book:given to show his clemency and kindness. That evening the entire Poggiofamily came to the palace. Castruccio immediately had them imprisoned"}
{"text": "### Book:and a few days later all were executed, including Stefano."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Stefano di Poggio is the embodiment of all those who believe that the"}
{"text": "### Book:justice and nobility of their cause will prevail. Certainly appeals to"}
{"text": "### Book:justice and gratitude have occasionally succeeded in the past, but more"}
{"text": "### Book:often than not they have had dire consequences, especially in dealings"}
{"text": "### Book:with the Castruc cios of the world. Stefano knew that the prince had risen"}
{"text": "### Book:to power through treachery and ruthlessness. This was a man, after all,"}
{"text": "### Book:who had put a close and devoted friend to death. When Castruccio was"}
{"text": "### Book:told that it had been a terrible wrong to kill such an old friend, he replied"}
{"text": "### Book:that he had executed not an old friend but a new enemy."}
{"text": "### Book:A man like Castruccio knows only force and self-interest. When the"}
{"text": "### Book:rebellion began, to end it and place oneself at his mercy was the most"}
{"text": "### Book:dangerous possible move. Even once Stefano di Poggio had made that"}
{"text": "### Book:fatal mistake, however, he still had options: He could have offered"}
{"text": "### Book:money to Castruccio, could have made promises for the future, could"}
{"text": "### Book:have pointed out what the Poggios could still contribute to Castruccio\u2019s"}
{"text": "### Book:power\u2014their influence with the most influential families of Rome, for"}
{"text": "### Book:example, and the great marriage they could have brokered."}
{"text": "### Book:Instead Stefano brought up the past, and debts that carried no"}
{"text": "### Book:obligation. Not only is a man not obliged to be grateful, gratitude is often"}
{"text": "### Book:a terrible burden that he gladly discards. And in this case Castruccio rid"}
{"text": "### Book:himself of his obligations to the Poggios by eliminating the Poggios."}
{"text": "### Book:Most men are so thoroughly subjective that nothing really interests them"}
{"text": "### Book:but themselves. They always think of their own case as soon as ever any"}
{"text": "### Book:remark is made, and their whole attention is engrossed and absorbed by"}
{"text": "### Book:the merest chance reference to anything which affects them personally,"}
{"text": "### Book:be it never so remote."}
{"text": "### Book:ARTHUR SCHOPENHAUER, 1788-1860"}
{"text": "### Book:OBSERVANCE OF THE LAWIn 433 B.C., just before the Peloponnesian War, the island of Corcyra"}
{"text": "### Book:(later called Corfu) and the Greek city-state of Corinth stood on the brink"}
{"text": "### Book:of conflict. Both parties sent ambassadors to Athens to try to win over"}
{"text": "### Book:the Athenians to their side. The stakes were high, since whoever had"}
{"text": "### Book:Athens on his side was sure to win. And whoever won the war would"}
{"text": "### Book:certainly give the defeated side no mercy."}
{"text": "### Book:Corcyra spoke first. Its ambassador began by admitting that the island"}
{"text": "### Book:had never helped Athens before, and in fact had allied itself with"}
{"text": "### Book:Athens\u2019s enemies. There were no ties of friendship or gratitude between"}
{"text": "### Book:Corcyra and Athens. Yes, the ambassador admitted, he had come to"}
{"text": "### Book:Athens now out of fear and concern for Corcyra\u2019s safety. The only thing"}
{"text": "### Book:he could offer was an alliance of mutual interests. Corcyra had a navy"}
{"text": "### Book:only surpassed in size and strength by Athens\u2019s own; an alliance between"}
{"text": "### Book:the two states would create a formidable force, one that could intimidate"}
{"text": "### Book:the rival state of Sparta. That, unfortunately, was all Corcyra had to offer."}
{"text": "### Book:The representative from Corinth then gave a brilliant, passionate"}
{"text": "### Book:speech, in sharp contrast to the dry, colorless approach of the Corcyran."}
{"text": "### Book:He talked of everything Corinth had done for Athens in the past. He"}
{"text": "### Book:asked how it would look to Athens\u2019s other allies if the city put an"}
{"text": "### Book:agreement with a former enemy over one with a present friend, one that"}
{"text": "### Book:had served Athens\u2019s interest loyally: Perhaps those allies would break"}
{"text": "### Book:their agreements with Athens if they saw that their loyalty was not"}
{"text": "### Book:valued. He referred to Hellenic law, and the need to repay Corinth for all"}
{"text": "### Book:its good deeds. He finally went on to list the many services Corinth had"}
{"text": "### Book:performed for Athens, and the importance of showing gratitude to one\u2019s"}
{"text": "### Book:friends."}
{"text": "### Book:After the speech, the Athenians debated the issue in an assembly. On"}
{"text": "### Book:the second round, they voted overwhelmingly to ally with Corcyra and"}
{"text": "### Book:drop Corinth."}
{"text": "### Book:Interpretation"}
{"text": "### Book:History has remembered the Athenians nobly, but they were the"}
{"text": "### Book:preeminent realists of classical Greece. With them, all the rhetoric, all"}
{"text": "### Book:the emotional appeals in the world, could not match a good pragmatic"}
{"text": "### Book:argument, especially one that added to their power."}
{"text": "### Book:What the Corinthian ambassador did not realize was that his"}
{"text": "### Book:references to Corinth\u2019s past generosity to Athens only irritated the"}
{"text": "### Book:Athenians, subtly asking them to feel guilty and putting them underobligation. The Athenians couldn\u2019t care less about past favors and"}
{"text": "### Book:friendly feelings. At the same time, they knew that if their other allies"}
{"text": "### Book:thought them ungrateful for abandoning Corinth, these city-states would"}
{"text": "### Book:still be unlikely to break their ties to Athens, the preeminent power in"}
{"text": "### Book:Greece. Athens ruled its empire by force, and would simply compel any"}
{"text": "### Book:rebellious ally to return to the fold."}
{"text": "### Book:When people choose between talk about the past and talk about the"}
{"text": "### Book:future, a pragmatic person will always opt for the future and forget the"}
{"text": "### Book:past. As the Corcyrans realized, it is always best to speak pragmatically"}
{"text": "### Book:to a pragmatic person. And in the end, most people are in fact pragmatic"}
{"text": "### Book:\u2014they will rarely act against their own self-interest."}
{"text": "### Book:It has always been a rule that the weak should be subject to the strong;"}
{"text": "### Book:and besides, we consider that we are worthy of our power. Up till the"}
{"text": "### Book:present moment you, too, used to think that we were; but now, after"}
{"text": "### Book:calculating your own interest, you are beginning to talk in terms of right"}
{"text": "### Book:and wrong. Considerations of this kind have never yet turned people"}
{"text": "### Book:aside"}
{"text": "### Book:from the opportunities of aggrandizement offered by superior strength."}
{"text": "### Book:Athenian representative to Sparta,"}
{"text": "### Book:quoted in The Peloponnesian War, Thucydides, c. 465-395 B.C."}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:In your quest for power, you will constantly find yourself in the position"}
{"text": "### Book:of asking for help from those more powerful than you. There is an art to"}
{"text": "### Book:asking for help, an art that depends on your ability to understand the"}
{"text": "### Book:person you are dealing with, and to not confuse your needs with theirs."}
{"text": "### Book:Most people never succeed at this, because they are completely"}
{"text": "### Book:trapped in their own wants and desires. They start from the assumption"}
{"text": "### Book:that the people they are appealing to have a selfless interest in helping"}
{"text": "### Book:them. They talk as if their needs mattered to these people\u2014who probably"}
{"text": "### Book:couldn\u2019t care less. Sometimes they refer to larger issues: a great cause, or"}
{"text": "### Book:grand emotions such as love and gratitude. They go for the big picture"}
{"text": "### Book:when simple, everyday realities would have much more appeal. What"}
{"text": "### Book:they do not realize is that even the most powerful person is locked inside"}
{"text": "### Book:needs of his own, and that if you make no appeal to his self-interest, he"}
{"text": "### Book:merely sees you as desperate or, at best, a waste of time.In the sixteenth century, Portuguese missionaries tried for years to"}
{"text": "### Book:convert the people of Japan to Catholicism, while at the same time"}
{"text": "### Book:Portugal had a monopoly on trade between Japan and Europe. Although"}
{"text": "### Book:the missionaries did have some success, they never got far among the"}
{"text": "### Book:ruling elite; by the beginning of the seventeenth century, in fact, their"}
{"text": "### Book:proselytizing had completely antagonized the Japanese emperor Ieyasu."}
{"text": "### Book:When the Dutch began to arrive in Japan in great numbers, Ieyasu was"}
{"text": "### Book:much relieved. He needed Europeans for their know-how in guns and"}
{"text": "### Book:navigation, and here at last were Europeans who cared nothing for"}
{"text": "### Book:spreading religion\u2014the Dutch wanted only to trade. Ieyasu swiftly"}
{"text": "### Book:moved to evict the Portuguese. From then on, he would only deal with"}
{"text": "### Book:the practical-minded Dutch."}
{"text": "### Book:Japan and Holland were vastly different cultures, but each shared a"}
{"text": "### Book:timeless and universal concern: self-interest. Every person you deal with"}
{"text": "### Book:is like another culture, an alien land with a past that has nothing to do"}
{"text": "### Book:with yours. Yet you can bypass the differences between you and him by"}
{"text": "### Book:appealing to his self-interest. Do not be subtle: You have valuable"}
{"text": "### Book:knowledge to share, you will fill his coffers with gold, you will make"}
{"text": "### Book:him live longer and happier. This is a language that all of us speak and"}
{"text": "### Book:understand."}
{"text": "### Book:A key step in the process is to understand the other person\u2019s"}
{"text": "### Book:psychology. Is he vain? Is he concerned about his reputation or his social"}
{"text": "### Book:standing? Does he have enemies you could help him vanquish? Is he"}
{"text": "### Book:simply motivated by money and power?"}
{"text": "### Book:When the Mongols invaded China in the twelfth century, they"}
{"text": "### Book:threatened to obliterate a culture that had thrived for over two thousand"}
{"text": "### Book:years. Their leader, Genghis Khan, saw nothing in China but a country"}
{"text": "### Book:that lacked pasturing for his horses, and he decided to destroy the place,"}
{"text": "### Book:leveling all its cities, for \u201cit would be better to exterminate the Chinese"}
{"text": "### Book:and let the grass grow.\u201d It was not a soldier, a general, or a king who"}
{"text": "### Book:saved the Chinese from devastation, but a man named Yelu Ch\u2018u-Ts\u2019ai."}
{"text": "### Book:A foreigner himself, Ch\u2018u-Ts\u2019ai had come to appreciate the superiority of"}
{"text": "### Book:Chinese culture. He managed to make himself a trusted adviser to"}
{"text": "### Book:Genghis Khan, and persuaded him that he would reap riches out of the"}
{"text": "### Book:place if, instead of destroying it, he simply taxed everyone who lived"}
{"text": "### Book:there. Khan saw the wisdom in this and did as Ch\u2018u-Ts\u2019ai advised."}
{"text": "### Book:When Khan took the city of Kaifeng, after a long siege, and decided to"}
{"text": "### Book:massacre its inhabitants (as he had in other cities that had resisted him),"}
{"text": "### Book:Ch\u2018u-Ts\u2019ai told him that the finest craftsmen and engineers in China had"}
{"text": "### Book:fled to Kaifeng, and it would be better to put them to use. Kaifeng wasspared. Never before had Genghis Khan shown such mercy, but then it"}
{"text": "### Book:really wasn\u2019t mercy that saved Kaifeng. Ch\u2018u-Ts\u2019ai knew Khan well. He"}
{"text": "### Book:was a barbaric peasant who cared nothing for culture, or indeed for"}
{"text": "### Book:anything other than warfare and practical results. Ch\u2018u-Ts\u2019ai chose to"}
{"text": "### Book:appeal to the only emotion that would work on such a man: greed."}
{"text": "### Book:Self-interest is the lever that will move people. Once you make them"}
{"text": "### Book:see how you can in some way meet their needs or advance their cause,"}
{"text": "### Book:their resistance to your requests for help will magically fall away. At"}
{"text": "### Book:each step on the way to acquiring power, you must train yourself to think"}
{"text": "### Book:your way inside the other person\u2019s mind, to see their needs and interests,"}
{"text": "### Book:to get rid of the screen of your own feelings that obscure the truth."}
{"text": "### Book:Master this art and there will be no limits to what you can accomplish."}
{"text": "### Book:Image: A Cord that"}
{"text": "### Book:Binds. The cord of"}
{"text": "### Book:mercy and grati"}
{"text": "### Book:tude is threadbare,"}
{"text": "### Book:and will break at"}
{"text": "### Book:the first shock."}
{"text": "### Book:Do not throw"}
{"text": "### Book:such a lifeline."}
{"text": "### Book:The cord of"}
{"text": "### Book:mutual self-inter"}
{"text": "### Book:est is woven of"}
{"text": "### Book:many fibers and"}
{"text": "### Book:cannot easily be"}
{"text": "### Book:severed. It will serve"}
{"text": "### Book:you well for years."}
{"text": "### Book:Authority: The shortest and best way to make your fortune is to let"}
{"text": "### Book:people see clearly that it is in their interests to promote yours. (Jean de"}
{"text": "### Book:La Bruy\u00e8re, 1645-1696)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:Some people will see an appeal to their self-interest as ugly and ignoble."}
{"text": "### Book:They actually prefer to be able to exercise charity, mercy, and justice,which are their ways of feeling superior to you: When you beg them for"}
{"text": "### Book:help, you emphasize their power and position. They are strong enough to"}
{"text": "### Book:need nothing from you except the chance to feel superior. This is the"}
{"text": "### Book:wine that intoxicates them. They are dying to fund your project, to"}
{"text": "### Book:introduce you to powerful people\u2014provided, of course, that all this is"}
{"text": "### Book:done in public, and for a good cause (usually the more public, the better)."}
{"text": "### Book:Not everyone, then, can be approached through cynical self-interest."}
{"text": "### Book:Some people will be put off by it, because they don\u2019t want to seem to be"}
{"text": "### Book:motivated by such things. They need opportunities to display their good"}
{"text": "### Book:heart."}
{"text": "### Book:Do not be shy. Give them that opportunity. It\u2019s not as if you are"}
{"text": "### Book:conning them by asking for help\u2014it is really their pleasure to give, and"}
{"text": "### Book:to be seen giving. You must distinguish the differences among powerful"}
{"text": "### Book:people and figure out what makes them tick. When they ooze greed, do"}
{"text": "### Book:not appeal to their charity. When they want to look charitable and noble,"}
{"text": "### Book:do not appeal to their greed.LAW 14"}
{"text": "### Book:POSE AS A FRIEND, WORK AS A SPY"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Knowing about your rival is critical. Use spies to gather valuable"}
{"text": "### Book:information that will keep you a step ahead. Better still: Play the spy"}
{"text": "### Book:yourself. In polite social encounters, learn to probe. Ask indirect"}
{"text": "### Book:questions to get people to reveal their weaknesses and intentions. There"}
{"text": "### Book:is no occasion that is not an opportunity for artful spying."}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:Joseph Duveen was undoubtedly the greatest art dealer of his time\u2014"}
{"text": "### Book:from 1904 to 1940 he almost single-handedly monopolized America\u2019s"}
{"text": "### Book:millionaire art-collecting market. But one prize plum eluded him: the"}
{"text": "### Book:industrialist Andrew Mellon. Before he died, Duveen was determined to"}
{"text": "### Book:make Mellon a client."}
{"text": "### Book:Duveen\u2019s friends said this was an impossible dream. Mellon was a"}
{"text": "### Book:stiff, taciturn man. The stories he had heard about the congenial,"}
{"text": "### Book:talkative Duveen rubbed him the wrong way\u2014he had made it clear he"}
{"text": "### Book:had no desire to meet the man. Yet Duveen told his doubting friends,"}
{"text": "### Book:\u201cNot only will Mellon buy from me but he will buy only from me.\u201d For"}
{"text": "### Book:several years he tracked his prey, learning the man\u2019s habits, tastes,"}
{"text": "### Book:phobias. To do this, he secretly put several of Mellon\u2019s staff on his own"}
{"text": "### Book:payroll, worming valuable information out of them. By the time he"}
{"text": "### Book:moved into action, he knew Mellon about as well as Mellon\u2019s wife did."}
{"text": "### Book:In 1921 Mellon was visiting London, and staying in a palatial suite on"}
{"text": "### Book:the third floor of Claridge\u2019s Hotel. Duveen booked himself into the suite"}
{"text": "### Book:just below Mellon\u2019s, on the second floor. He had arranged for his valet to"}
{"text": "### Book:befriend Mellon\u2019s valet, and on the fateful day he had chosen to make hismove, Mellon\u2019s valet told Duveen\u2019s valet, who told Duveen, that he had"}
{"text": "### Book:just helped Mellon on with his overcoat, and that the industrialist was"}
{"text": "### Book:making his way down the corridor to ring for the lift."}
{"text": "### Book:Duveen\u2019s valet hurriedly helped Duveen with his own overcoat."}
{"text": "### Book:Seconds later, Duveen entered the lift, and lo and behold, there was"}
{"text": "### Book:Mellon. \u201cHow do you do, Mr. Mellon?\u201d said Duveen, introducing"}
{"text": "### Book:himself. \u201cI am on my way to the National Gallery to look at some"}
{"text": "### Book:pictures.\u201d How uncanny\u2014that was precisely where Mellon was headed."}
{"text": "### Book:And so Duveen was able to accompany his prey to the one location that"}
{"text": "### Book:would ensure his success. He knew Mellon\u2019s taste inside and out, and"}
{"text": "### Book:while the two men wandered through the museum, he dazzled the"}
{"text": "### Book:magnate with his knowledge. Once again quite uncannily, they seemed to"}
{"text": "### Book:have remarkably similar tastes."}
{"text": "### Book:Mellon was pleasantly surprised: This was not the Duveen he had"}
{"text": "### Book:expected. The man was charming and agreeable, and clearly had"}
{"text": "### Book:exquisite taste. When they returned to New York, Mellon visited"}
{"text": "### Book:Duveen\u2019s exclusive gallery and fell in love with the collection."}
{"text": "### Book:Everything, surprisingly enough, seemed to be precisely the kind of work"}
{"text": "### Book:he wanted to collect. For the rest of his life he was Duveen\u2019s best and"}
{"text": "### Book:most generous client."}
{"text": "### Book:Interpretation"}
{"text": "### Book:A man as ambitious and competitive as Joseph Duveen left nothing to"}
{"text": "### Book:chance. What\u2019s the point of winging it, of just hoping you may be able to"}
{"text": "### Book:charm this or that client? It\u2019s like shooting ducks blindfolded. Arm"}
{"text": "### Book:yourself with a little knowledge and your aim improves."}
{"text": "### Book:Mellon was the most spectacular of Duveen\u2019s catches, but he spied on"}
{"text": "### Book:many a millionaire. By secretly putting members of his clients\u2019"}
{"text": "### Book:household staffs on his own payroll, he would gain constant access to"}
{"text": "### Book:valuable information about their masters\u2019 comings and goings, changes"}
{"text": "### Book:in taste, and other such tidbits of information that would put him a step"}
{"text": "### Book:ahead. A rival of Duveen\u2019s who wanted to make Henry Frick a client"}
{"text": "### Book:noticed that whenever he visited this wealthy New Yorker, Duveen was"}
{"text": "### Book:there before him, as if he had a sixth sense. To other dealers Duveen"}
{"text": "### Book:seemed to be everywhere, and to know everything before they did. His"}
{"text": "### Book:powers discouraged and disheartened them, until many simply gave up"}
{"text": "### Book:going after the wealthy clients who could make a dealer rich.Such is the power of artful spying: It makes you seem all-powerful,"}
{"text": "### Book:clairvoyant. Your knowledge of your mark can also make you seem"}
{"text": "### Book:charming, so well can you anticipate his desires. No one sees the source"}
{"text": "### Book:of your power, and what they cannot see they cannot fight."}
{"text": "### Book:Rulers see through spies, as cows through smell, Brahmins through"}
{"text": "### Book:scriptures and the rest of the people through their normal eyes."}
{"text": "### Book:Kautilya, Indian philosopher third century B. C."}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:In the realm of power, your goal is a degree of control over future events."}
{"text": "### Book:Part of the problem you face, then, is that people won\u2019t tell you all their"}
{"text": "### Book:thoughts, emotions, and plans. Controlling what they say, they often keep"}
{"text": "### Book:the most critical parts of their character hidden\u2014their weaknesses,"}
{"text": "### Book:ulterior motives, obsessions. The result is that you cannot predict their"}
{"text": "### Book:moves, and are constantly in the dark. The trick is to find a way to probe"}
{"text": "### Book:them, to find out their secrets and hidden intentions, without letting them"}
{"text": "### Book:know what you are up to."}
{"text": "### Book:This is not as difficult as you might think. A friendly front will let you"}
{"text": "### Book:secretly gather information on friends and enemies alike. Let others"}
{"text": "### Book:consult the horoscope, or read tarot cards: You have more concrete"}
{"text": "### Book:means of seeing into the future."}
{"text": "### Book:The most common way of spying is to use other people, as Duveen"}
{"text": "### Book:did. The method is simple, powerful, but risky: You will certainly gather"}
{"text": "### Book:information, but you have little control over the people who are doing"}
{"text": "### Book:the work. Perhaps they will ineptly reveal your spying, or even secretly"}
{"text": "### Book:turn against you. It is far better to be the spy yourself, to pose as a friend"}
{"text": "### Book:while secretly gathering information."}
{"text": "### Book:The French politician Talleyrand was one of the greatest practitioners"}
{"text": "### Book:of this art. He had an uncanny ability to worm secrets out of people in"}
{"text": "### Book:polite conversation. A contemporary of his, Baron de Vitrolles, wrote,"}
{"text": "### Book:\u201cWit and grace marked his conversation. He possessed the art of"}
{"text": "### Book:concealing his thoughts or his malice beneath a transparent veil of"}
{"text": "### Book:insinuations, words that imply something more than they express. Only"}
{"text": "### Book:when necessary did he inject his own personality.\u201d The key here is"}
{"text": "### Book:Talleyrand\u2019s ability to suppress himself in the conversation, to makeothers talk endlessly about themselves and inadvertently reveal their"}
{"text": "### Book:intentions and plans."}
{"text": "### Book:Throughout Talleyrand\u2019s life, people said he was a superb conversa"}
{"text": "### Book:tionalist\u2014yet he actually said very little. He never talked about his own"}
{"text": "### Book:ideas; he got others to reveal theirs. He would organize friendly games of"}
{"text": "### Book:charades for foreign diplomats, social gatherings where, however, he"}
{"text": "### Book:would carefully weigh their words, cajole confidences out of them, and"}
{"text": "### Book:gather information invaluable to his work as France\u2019s foreign minister."}
{"text": "### Book:At the Congress of Vienna (1814-1815) he did his spying in other ways:"}
{"text": "### Book:He would blurt out what seemed to be a secret (actually something he"}
{"text": "### Book:had made up), then watch his listeners\u2019 reactions. He might tell a"}
{"text": "### Book:gathering of diplomats, for instance, that a reliable source had revealed"}
{"text": "### Book:to him that the czar of Russia was planning to arrest his top general for"}
{"text": "### Book:treason. By watching the diplomats\u2019 reactions to this made-up story, he"}
{"text": "### Book:would know which ones were most excited by the weakening of the"}
{"text": "### Book:Russian army\u2014perhaps their goverments had designs on Russia? As"}
{"text": "### Book:Baron von Stetten said, \u201cMonsieur Talleyrand fires a pistol into the air to"}
{"text": "### Book:see who will jump out the window.\u201d"}
{"text": "### Book:If you have reason to suspect that a person is telling you a lie, look as"}
{"text": "### Book:though you believed every word he said. This will give him courage to go"}
{"text": "### Book:on; he will become more vehement in his assertions, and in the end"}
{"text": "### Book:betray himself. Again, if you perceive that a person is trying to conceal"}
{"text": "### Book:something from you, but with only partial success, look as though you"}
{"text": "### Book:did not believe him. The opposition on your part will provoke him into"}
{"text": "### Book:leading out his reserve of truth and bringing the whole force of it to bear"}
{"text": "### Book:upon your incredulity."}
{"text": "### Book:ARTHUR SCHOPENHAUER, 1788-1860"}
{"text": "### Book:During social gatherings and innocuous encounters, pay attention."}
{"text": "### Book:This is when people\u2019s guards are down. By suppressing your own"}
{"text": "### Book:personality, you can make them reveal things. The brilliance of the"}
{"text": "### Book:maneuver is that they will mistake your interest in them for friendship,"}
{"text": "### Book:so that you not only learn, you make allies."}
{"text": "### Book:Nevertheless, you should practice this tactic with caution and care. If"}
{"text": "### Book:people begin to suspect you are worming secrets out of them under the"}
{"text": "### Book:cover of conversation, they will strictly avoid you. Emphasize friendly"}
{"text": "### Book:chatter, not valuable information. Your search for gems of information"}
{"text": "### Book:cannot be too obvious, or your probing questions will reveal more about"}
{"text": "### Book:yourself and your intentions than about the information you hope to find.A trick to try in spying comes from La Rochefoucauld, who wrote,"}
{"text": "### Book:\u201cSincerity is found in very few men, and is often the cleverest of ruses\u2014"}
{"text": "### Book:one is sincere in order to draw out the confidence and secrets of the"}
{"text": "### Book:other.\u201d By pretending to bare your heart to another person, in other"}
{"text": "### Book:words, you make them more likely to reveal their own secrets. Give them"}
{"text": "### Book:a false confession and they will give you a real one. Another trick was"}
{"text": "### Book:identified by the philosopher Arthur Schopenhauer, who suggested"}
{"text": "### Book:vehemently contradicting people you\u2019re in conversation with as a way of"}
{"text": "### Book:irritating them, stirring them up so that they lose some of the control over"}
{"text": "### Book:their words. In their emotional reaction they will reveal all kinds of"}
{"text": "### Book:truths about themselves, truths you can later use against them."}
{"text": "### Book:Another method of indirect spying is to test people, to lay little traps"}
{"text": "### Book:that make them reveal things about themselves. Chosroes II, a"}
{"text": "### Book:notoriously clever seventh-century king of the Persians, had many ways"}
{"text": "### Book:of seeing through his subjects without raising suspicion. If he noticed,"}
{"text": "### Book:for instance, that two of his courtiers had become particularly friendly,"}
{"text": "### Book:he would call one of them aside and say he had information that the other"}
{"text": "### Book:was a traitor, and would soon be killed. The king would tell the courtier"}
{"text": "### Book:he trusted him more than anyone, and that he must keep this information"}
{"text": "### Book:secret. Then he would watch the two men carefully. If he saw that the"}
{"text": "### Book:second courtier had not changed in his behavior toward the king, he"}
{"text": "### Book:would conclude that the first courtier had kept the secret, and he would"}
{"text": "### Book:quickly promote the man, later taking him aside to confess, \u201cI meant to"}
{"text": "### Book:kill your friend because of certain information that had reached me, but,"}
{"text": "### Book:when I investigated the matter, I found it was untrue.\u201d If, on the other"}
{"text": "### Book:hand, the second courtier started to avoid the king, acting aloof and"}
{"text": "### Book:tense, Chosroes would know that the secret had been revealed. He would"}
{"text": "### Book:ban the second courtier from his court, letting him know that the whole"}
{"text": "### Book:business had only been a test, but that even though the man had done"}
{"text": "### Book:nothing wrong, he could no longer trust him. The first courtier, however,"}
{"text": "### Book:had revealed a secret, and him Chosroes would ban from his entire"}
{"text": "### Book:kingdom."}
{"text": "### Book:It may seem an odd form of spying that reveals not empirical"}
{"text": "### Book:information but a person\u2019s character. Often, however, it is the best way of"}
{"text": "### Book:solving problems before they arise."}
{"text": "### Book:By tempting people into certain acts, you learn about their loyalty,"}
{"text": "### Book:their honesty, and so on. And this kind of knowledge is often the most"}
{"text": "### Book:valuable of all: Armed with it, you can predict their actions in the future."}
{"text": "### Book:Image:"}
{"text": "### Book:The Third Eye ofthe Spy. In the land of"}
{"text": "### Book:the two-eyed, the third eye"}
{"text": "### Book:gives you the omniscience"}
{"text": "### Book:of a god. You see further than"}
{"text": "### Book:others, and you see deeper"}
{"text": "### Book:into them. Nobody is"}
{"text": "### Book:safe from the eye"}
{"text": "### Book:but you."}
{"text": "### Book:Authority: Now, the reason a brilliant sovereign and a wise general"}
{"text": "### Book:conquer the enemy whenever they move, and their achievements surpass"}
{"text": "### Book:those of ordinary men, is their foreknowledge of the enemy situation."}
{"text": "### Book:This \u201cforeknowledge\u201d cannot be elicited from spirits, nor from gods, nor"}
{"text": "### Book:by analogy with past events, nor by astrologic calculations. It must be"}
{"text": "### Book:obtained from men who know the enemy situation\u2014from spies. (Sun-"}
{"text": "### Book:tzu, The Art of War, fourth century B.C.)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:Information is critical to power, but just as you spy on other people, you"}
{"text": "### Book:must be prepared for them to spy on you. One of the most potent"}
{"text": "### Book:weapons in the battle for information, then, is giving out false"}
{"text": "### Book:information. As Winston Churchill said, \u201cTruth is so precious that she"}
{"text": "### Book:should always be attended by a bodyguard of lies.\u201d You must surround"}
{"text": "### Book:yourself with such a bodyguard, so that your truth cannot be penetrated."}
{"text": "### Book:By planting the information of your choice, you control the game."}
{"text": "### Book:In 1944 the Nazis\u2019 rocket-bomb attacks on London suddenly"}
{"text": "### Book:escalated. Over two thousand V-1 flying bombs fell on the city, killing"}
{"text": "### Book:more than five thousand people and wounding many more. Somehow,"}
{"text": "### Book:however, the Germans consistently missed their targets. Bombs that were"}
{"text": "### Book:intended for Tower Bridge, or Piccadilly, would fall well short of the"}
{"text": "### Book:city, landing in the less populated suburbs. This was because, in fixing"}
{"text": "### Book:their targets, the Germans relied on secret agents they had planted in"}
{"text": "### Book:England. They did not know that these agents had been discovered, andthat in their place, English-controlled agents were feeding them subtly"}
{"text": "### Book:deceptive information."}
{"text": "### Book:The bombs would hit farther and farther from their targets every time"}
{"text": "### Book:they fell. By the end of the campaign they were landing on cows in the"}
{"text": "### Book:country. By feeding people wrong information, then, you gain a potent"}
{"text": "### Book:advantage. While spying gives you a third eye, disinformation puts out"}
{"text": "### Book:one of your enemy\u2019s eyes. A cyclops, he always misses his target.LAW 15"}
{"text": "### Book:CRUSH YOUR ENEMY TOTALLY"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:All great leaders since Moses have known that a feared enemy must be"}
{"text": "### Book:crushed completely. (Sometimes they have learned this the hard way.) If"}
{"text": "### Book:one ember is left alight, no matter how dimly it smolders, a fire will"}
{"text": "### Book:eventually break out. More is lost through stopping halfway than through"}
{"text": "### Book:total annihilation: The enemy will recover, and will seek revenge. Crush"}
{"text": "### Book:him, not only in body but in spirit."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:No rivalry between leaders is more celebrated in Chinese history than the"}
{"text": "### Book:struggle between Hsiang Yu and Liu Pang. These two generals began"}
{"text": "### Book:their careers as friends, fighting on the same side. Hsiang Yu came from"}
{"text": "### Book:the nobility; large and powerful, given to bouts of violence and temper, a"}
{"text": "### Book:bit dull witted, he was yet a mighty warrior who always fought at the"}
{"text": "### Book:head of his troops. Liu Pang came from peasant stock. He had never"}
{"text": "### Book:been much of a soldier, and preferred women and wine to fighting; in"}
{"text": "### Book:fact, he was something of a scoundrel. But he was wily, and he had the"}
{"text": "### Book:ability to recognize the best strategists, keep them as his advisers, and"}
{"text": "### Book:listen to their advice. He had risen in the army through these strengths."}
{"text": "### Book:The remnants of an enemy can become active like those of a disease or"}
{"text": "### Book:fire. Hence, these should be exterminated completely\u2026. One should"}
{"text": "### Book:never ignore an enemy, knowing him to be weak. He becomes dangerous"}
{"text": "### Book:in due course, like the spark of fire in a haystack."}
{"text": "### Book:KAUTILYA, INDIAN PHILOSOPHER, THIRD CENTURY B.C.In 208 B.C., the king of Ch\u2018u sent two massive armies to conquer the"}
{"text": "### Book:powerful kingdom of Ch\u2019in. One army went north, under the generalship"}
{"text": "### Book:of Sung Yi, with Hsiang Yu second in command; the other, led by Liu"}
{"text": "### Book:Pang, headed straight toward Ch\u2019in. The target was the kingdom\u2019s"}
{"text": "### Book:splendid capital, Hsien-yang. And Hsiang Yu, ever violent and impatient,"}
{"text": "### Book:could not stand the idea that Liu Pang would get to Hsien-yang first, and"}
{"text": "### Book:perhaps would assume command of the entire army."}
{"text": "### Book:THE TRAP AT SINIGAGLIA"}
{"text": "### Book:On the day Ramiro was executed, Cesare [Borgia] quit Cesena, leaving"}
{"text": "### Book:the mutilated body on the town square, and marched south. Three days"}
{"text": "### Book:later he arrived at Fano, where he received the envoys of the city of"}
{"text": "### Book:Ancona, who assured him of their loyalty. A messenger from Vitellozzo"}
{"text": "### Book:Vitelli announced that the little Adriatic port of Sinigaglia had"}
{"text": "### Book:surrendered to the condottieri [mercenary soldiers]. Only the citadel, in"}
{"text": "### Book:charge of the Genoese Andrea Doria, still held out, and Doria refused to"}
{"text": "### Book:hand it over to anyone except Cesare himself. [Borgia] sent word that he"}
{"text": "### Book:would arrive the next day, which was just what the condottieri wanted to"}
{"text": "### Book:hear. Once he reached Sinigaglia. Cesare would be an easy prey, caught"}
{"text": "### Book:between the citadel and their forces ringing the town\u2026. The condottieri"}
{"text": "### Book:were sure they had military superiority, believing that the departure of"}
{"text": "### Book:the French troops had lef? Cesare with only a small force."}
{"text": "### Book:In fact, according to Machiavelli. [Borgia] had left Cesena with ten"}
{"text": "### Book:thousand infantry-men and three thousand horse, taking pains to split up"}
{"text": "### Book:his men so that they would march along parallel routes before"}
{"text": "### Book:converging on Sinigaglia. The reason for such a large force was that he"}
{"text": "### Book:knew, from a confession extracted from Ramiro de Lorca, what the"}
{"text": "### Book:condottieri had up their sleeve. He therefore decided to turn their own"}
{"text": "### Book:trap against them. This was the masterpiece of trickery that the historian"}
{"text": "### Book:Paolo Giovio later called \u201cthe magnificent deceit. \u201d At dawn on"}
{"text": "### Book:December 31 [1502], Cesare reached the outskirts of Sinigaglia\u2026. Led"}
{"text": "### Book:by Michelotto Corella, Cesare\u2019s advance guard of two hundred lances"}
{"text": "### Book:took up its position on the canal bridge\u2026. This control of the bridge"}
{"text": "### Book:effectively prevented the conspirators\u2019 troops from withdrawing\u2026."}
{"text": "### Book:Cesare greeted the condottieri effusively and invited them to join him\u2026."}
{"text": "### Book:Michelotto had prepared the Palazzo Bernardino for Cesare\u2019s use, and"}
{"text": "### Book:the duke invited the condottieri inside\u2026. Once indoors the men were"}
{"text": "### Book:quietly arrested by guards who crept up from the rear\u2026. [Cesare] gave"}
{"text": "### Book:orders for an attack on Vitelli\u2019s and Orsini\u2019s soldiers in the outlyingareas\u2026. That night, while their troops were being crushed, Michelotto"}
{"text": "### Book:throttled Oliveretto and Vitelli in the Bernardino palace\u2026. At one fell"}
{"text": "### Book:swoop, [Borgia] had got rid of his former generals and worst enemies."}
{"text": "### Book:THE BORGIAS, IVAN CLOULAS, 1989"}
{"text": "### Book:At one point on the northern front, Hsiang\u2019s commander, Sung Yi,"}
{"text": "### Book:hesitated in sending his troops into battle. Furious, Hsiang entered Sung"}
{"text": "### Book:Yi\u2019s tent, proclaimed him a traitor, cut off his head, and assumed sole"}
{"text": "### Book:command of the army. Without waiting for orders, he left the northern"}
{"text": "### Book:front and marched directly on Hsien-yang. He felt certain he was the"}
{"text": "### Book:better soldier and general than Liu, but, to his utter astonishment, his"}
{"text": "### Book:rival, leading a smaller, swifter army, managed to reach Hsien-yang first."}
{"text": "### Book:Hsiang had an adviser, Fan Tseng, who warned him, \u201cThis village"}
{"text": "### Book:headman [Liu Pang] used to be greedy only for riches and women, but"}
{"text": "### Book:since entering the capital he has not been led astray by wealth, wine, or"}
{"text": "### Book:sex. That shows he is aiming high.\u201d"}
{"text": "### Book:Fan Tseng urged Hsiang to kill his rival before it was too late. He told"}
{"text": "### Book:the general to invite the wily peasant to a banquet at their camp outside"}
{"text": "### Book:Hsien-yang, and, in the midst of a celebratory sword dance, to have his"}
{"text": "### Book:head cut off. The invitation was sent; Liu fell for the trap, and came to"}
{"text": "### Book:the banquet. But Hsiang hesitated in ordering the sword dance, and by"}
{"text": "### Book:the time he gave the signal, Liu had sensed a trap, and managed to"}
{"text": "### Book:escape. \u201cBah!\u201d cried Fan Tseng in disgust, seeing that Hsiang had"}
{"text": "### Book:botched the plot. \u201cOne cannot plan with a simpleton. Liu Pang will steal"}
{"text": "### Book:your empire yet and make us all his prisoners.\u201d"}
{"text": "### Book:Realizing his mistake, Hsiang hurriedly marched on Hsien-yang, this"}
{"text": "### Book:time determined to hack off his rival\u2019s head. Liu was never one to fight"}
{"text": "### Book:when the odds were against him, and he abandoned the city. Hsiang"}
{"text": "### Book:captured Hsien-yang, murdered the young prince of Ch\u2019in, and burned"}
{"text": "### Book:the city to the ground. Liu was now Hsiang\u2019s bitter enemy, and he"}
{"text": "### Book:pursued him for many months, finally cornering him in a walled city."}
{"text": "### Book:Lacking food, his army in disarray, Liu sued for peace."}
{"text": "### Book:Again Fan Tseng warned Hsiang, \u201cCrush him now! If you let him go"}
{"text": "### Book:again, you will be sorry later.\u201d But Hsiang decided to be merciful. He"}
{"text": "### Book:wanted to bring Liu back to Ch\u2019u alive, and to force his former friend to"}
{"text": "### Book:acknowledge him as master. But Fan proved right: Liu managed to use"}
{"text": "### Book:the negotiations for his surrender as a distraction, and he escaped with a"}
{"text": "### Book:small army. Hsiang, amazed that he had yet again let his rival slip away,"}
{"text": "### Book:once more set out after Liu, this time with such ferocity that he seemed"}
{"text": "### Book:to have lost his mind. At one point, having captured Liu\u2019s father in battle,Hsiang stood the old man up during the fighting and yelled to Liu across"}
{"text": "### Book:the line of troops, \u201cSurrender now, or I shall boil your father alive!\u201d Liu"}
{"text": "### Book:calmly answered, \u201cBut we are sworn brothers. So my father is your"}
{"text": "### Book:father also. If you insist on boiling your own father, send me a bowl of"}
{"text": "### Book:the soup!\u201d Hsiang backed down, and the struggle continued."}
{"text": "### Book:A few weeks later, in the thick of the hunt, Hsiang scattered his forces"}
{"text": "### Book:unwisely, and in a surprise attack Liu was able to surround his main"}
{"text": "### Book:garrison. For the first time the tables were turned. Now it was Hsiang"}
{"text": "### Book:who sued for peace. Liu\u2019s top adviser urged him to destroy Hsiang, crush"}
{"text": "### Book:his army, show no mercy. \u201cTo let him go would be like rearing a tiger\u2014it"}
{"text": "### Book:will devour you later,\u201d the adviser said. Liu agreed."}
{"text": "### Book:Making a false treaty, he lured Hsiang into relaxing his defense, then"}
{"text": "### Book:slaughtered almost all of his army. Hsiang managed to escape. Alone and"}
{"text": "### Book:on foot, knowing that Liu had put a bounty on his head, he came upon a"}
{"text": "### Book:small group of his own retreating soldiers, and cried out, \u201cI hear Liu"}
{"text": "### Book:Pang has offered one thousand pieces of gold and a fief of ten thousand"}
{"text": "### Book:families for my head. Let me do you a favor.\u201d Then he slit his own throat"}
{"text": "### Book:and died."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Hsiang Yu had proven his ruthlessness on many an occasion. He rarely"}
{"text": "### Book:hesitated in doing away with a rival if it served his purposes. But with"}
{"text": "### Book:Liu Pang he acted differently. He respected his rival, and did not want to"}
{"text": "### Book:defeat him through deception; he wanted to prove his superiority on the"}
{"text": "### Book:battlefield, even to force the clever Liu to surrender and to serve him."}
{"text": "### Book:Every time he had his rival in his hands, something made him hesitate\u2014"}
{"text": "### Book:a fatal sympathy with or respect for the man who, after all, had once"}
{"text": "### Book:been a friend and comrade in arms. But the moment Hsiang made it clear"}
{"text": "### Book:that he intended to do away with Liu, yet failed to accomplish it, he"}
{"text": "### Book:sealed his own doom. Liu would not suffer the same hesitation once the"}
{"text": "### Book:tables were turned."}
{"text": "### Book:This is the fate that faces all of us when we sympathize with our"}
{"text": "### Book:enemies, when pity, or the hope of reconciliation, makes us pull back"}
{"text": "### Book:from doing away with them. We only strengthen their fear and hatred of"}
{"text": "### Book:us. We have beaten them, and they are humiliated; yet we nurture these"}
{"text": "### Book:resentful vipers who will one day kill us. Power cannot be dealt with this"}
{"text": "### Book:way. It must be exterminated, crushed, and denied the chance to return to"}
{"text": "### Book:haunt us. This is all the truer with a former friend who has become anenemy. The law governing fatal antagonisms reads: Reconciliation is out"}
{"text": "### Book:of the question. Only one side can win, and it must win totally."}
{"text": "### Book:Liu Pang learned this lesson well. After defeating Hsiang Yu, this son"}
{"text": "### Book:of a farmer went on to become supreme commander of the armies of"}
{"text": "### Book:Ch\u2018u. Crushing his next rival\u2014the king of Ch\u2019u, his own former leader"}
{"text": "### Book:\u2014he crowned himself emperor, defeated everyone in his path, and went"}
{"text": "### Book:down in history as one of the greatest rulers of China, the immortal Han"}
{"text": "### Book:Kao-tsu, founder of the Han Dynasty."}
{"text": "### Book:To have ultimate victory, you must be ruthless."}
{"text": "### Book:NAPOLEON BONAPARTE, 1769-1821"}
{"text": "### Book:Those who seek to achieve things should show no mercy."}
{"text": "### Book:Kautilya, Indian philosopher third century B.C."}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:Wu Chao, born in A.D. 625, was the daughter of a duke, and as a"}
{"text": "### Book:beautiful young woman of many charms, she was accordingly attached"}
{"text": "### Book:to the harem of Emperor T\u2019ai Tsung."}
{"text": "### Book:The imperial harem was a dangerous place, full of young concubines"}
{"text": "### Book:vying to become the emperor\u2019s favorite. Wu\u2019s beauty and forceful"}
{"text": "### Book:character quickly won her this battle, but, knowing that an emperor, like"}
{"text": "### Book:other powerful men, is a creature of whim, and that she could easily be"}
{"text": "### Book:replaced, she kept her eye on the future."}
{"text": "### Book:Wu managed to seduce the emperor\u2019s dissolute son, Kao Tsung, on the"}
{"text": "### Book:only possible occasion when she could find him alone: while he was"}
{"text": "### Book:relieving himself at the royal urinal. Even so, when the emperor died and"}
{"text": "### Book:Kao Tsung took over the throne, she still suffered the fate to which all"}
{"text": "### Book:wives and concubines of a deceased emperor were bound by tradition"}
{"text": "### Book:and law: Her head shaven, she entered a convent, for what was supposed"}
{"text": "### Book:to be the rest of her life. For seven years Wu schemed to escape. By"}
{"text": "### Book:communicating in secret with the new emperor, and by befriending his"}
{"text": "### Book:wife, the empress, she managed to get a highly unusual royal edict"}
{"text": "### Book:allowing her to return to the palace and to the royal harem. Once there,"}
{"text": "### Book:she fawned on the empress, while still sleeping with the emperor. Theempress did not discourage this\u2014she had yet to provide the emperor"}
{"text": "### Book:with an heir, her position was vulnerable, and Wu was a valuable ally."}
{"text": "### Book:In 654 Wu Chao gave birth to a child. One day the empress came to"}
{"text": "### Book:visit, and as soon as she had left, Wu smothered the newborn\u2014her own"}
{"text": "### Book:baby. When the murder was discovered, suspicion immediately fell on"}
{"text": "### Book:the empress, who had been on the scene moments earlier, and whose"}
{"text": "### Book:jealous nature was known by all. This was precisely Wu\u2019s plan. Shortly"}
{"text": "### Book:thereafter, the empress was charged with murder and executed. Wu Chao"}
{"text": "### Book:was crowned empress in her place. Her new husband, addicted to his life"}
{"text": "### Book:of pleasure, gladly gave up the reins of government to Wu Chao, who"}
{"text": "### Book:was from then on known as Empress Wu."}
{"text": "### Book:Although now in a position of great power, Wu hardly felt secure."}
{"text": "### Book:There were enemies everywhere; she could not let down her guard for"}
{"text": "### Book:one moment. Indeed, when she was forty-one, she began to fear that her"}
{"text": "### Book:beautiful young niece was becoming the emperor\u2019s favorite. She"}
{"text": "### Book:poisoned the woman with a clay mixed into her food. In 675 her own"}
{"text": "### Book:son, touted as the heir apparent, was poisoned as well. The next-eldest"}
{"text": "### Book:son\u2014illegitimate, but now the crown prince\u2014was exiled a little later on"}
{"text": "### Book:trumped-up charges. And when the emperor died, in 683, Wu managed"}
{"text": "### Book:to have the son after that declared unfit for the throne. All this meant that"}
{"text": "### Book:it was her youngest, most ineffectual son who finally became emperor. In"}
{"text": "### Book:this way she continued to rule."}
{"text": "### Book:Over the next five years there were innumerable palace coups. All of"}
{"text": "### Book:them failed, and all of the conspirators were executed. By 688 there was"}
{"text": "### Book:no one left to challenge Wu. She proclaimed herself a divine descendant"}
{"text": "### Book:of Buddha, and in 690 her wishes were finally granted: She was named"}
{"text": "### Book:Holy and Divine \u201cEmperor\u201d of China."}
{"text": "### Book:Wu became emperor because there was literally nobody left from the"}
{"text": "### Book:previous T\u2019ang dynasty. And so she ruled unchallenged, for over a"}
{"text": "### Book:decade of relative peace. In 705, at the age of eighty, she was forced to"}
{"text": "### Book:abdicate."}
{"text": "### Book:Interpretation"}
{"text": "### Book:All who knew Empress Wu remarked on her energy and intelligence. At"}
{"text": "### Book:the time, there was no glory available for an ambitious woman beyond a"}
{"text": "### Book:few years in the imperial harem, then a lifetime walled up in a convent."}
{"text": "### Book:In Wu\u2019s gradual but remarkable rise to the top, she was never naive. She"}
{"text": "### Book:knew that any hesitation, any momentary weakness, would spell her end.If, every time she got rid of a rival a new one appeared, the solution was"}
{"text": "### Book:simple: She had to crush them all or be killed herself. Other emperors"}
{"text": "### Book:before her had followed the same path to the top, but Wu\u2014who, as a"}
{"text": "### Book:woman, had next to no chance to gain power\u2014had to be more ruthless"}
{"text": "### Book:still."}
{"text": "### Book:Empress Wu\u2019s forty-year reign was one of the longest in Chinese"}
{"text": "### Book:history. Although the story of her bloody rise to power is well known, in"}
{"text": "### Book:China she is considered one of the period\u2019s most able and effective"}
{"text": "### Book:rulers."}
{"text": "### Book:A priest asked the dying Spanish statesman and general Ram\u00f3n Maria"}
{"text": "### Book:Narv\u00e1ez."}
{"text": "### Book:(1800-1868), \u201cDoes your Excellency forgive all your enemies ? \u201dI do not"}
{"text": "### Book:have to forgive my enemies,\u201d answered Narv\u00e1ez, \u201dI have had them all"}
{"text": "### Book:shot. \u201d"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:It is no accident that the two stories illustrating this law come from"}
{"text": "### Book:China: Chinese history abounds with examples of enemies who were left"}
{"text": "### Book:alive and returned to haunt the lenient. \u201cCrush the enemy\u201d is a key"}
{"text": "### Book:strategic tenet of Sun-tzu, the fourth-century-B.C. author of The Art of"}
{"text": "### Book:War. The idea is simple: Your enemies wish you ill. There is nothing they"}
{"text": "### Book:want more than to eliminate you. If, in your struggles with them, you"}
{"text": "### Book:stop halfway or even three quarters of the way, out of mercy or hope of"}
{"text": "### Book:reconciliation, you only make them more determined, more embittered,"}
{"text": "### Book:and they will someday take revenge. They may act friendly for the time"}
{"text": "### Book:being, but this is only because you have defeated them. They have no"}
{"text": "### Book:choice but to bide their time."}
{"text": "### Book:The solution: Have no mercy. Crush your enemies as totally as they"}
{"text": "### Book:would crush you. Ultimately the only peace and security you can hope"}
{"text": "### Book:for from your enemies is their disappearance."}
{"text": "### Book:Mao Tse-tung, a devoted reader of Sun-tzu and of Chinese history"}
{"text": "### Book:generally, knew the importance of this law. In 1934 the Communist"}
{"text": "### Book:leader and some 75,000 poorly equipped soldiers fled into the desolate"}
{"text": "### Book:mountains of western China to escape Chiang Kai-shek\u2019s much larger"}
{"text": "### Book:army, in what has since been called the Long March.Chiang was determined to eliminate every last Communist, and by a"}
{"text": "### Book:few years later Mao had less than 10,000 soldiers left. By 1937, in fact,"}
{"text": "### Book:when China was invaded by Japan, Chiang calculated that the"}
{"text": "### Book:Communists were no longer a threat. He chose to give up the chase and"}
{"text": "### Book:concentrate on the Japanese. Ten years later the Communists had"}
{"text": "### Book:recovered enough to rout Chiang\u2019s army. Chiang had forgotten the"}
{"text": "### Book:ancient wisdom of crushing the enemy; Mao had not. Chiang was"}
{"text": "### Book:pursued until he and his entire army fled to the island of Taiwan. Nothing"}
{"text": "### Book:remains of his regime in mainland China to this day."}
{"text": "### Book:The wisdom behind \u201ccrushing the enemy\u201d is as ancient as the Bible:"}
{"text": "### Book:Its first practitioner may have been Moses, who learned it from God"}
{"text": "### Book:Himself, when He parted the Red Sea for the Jews, then let the water"}
{"text": "### Book:flow back over the pursuing Egyptians so that \u201cnot so much as one of"}
{"text": "### Book:them remained.\u201d When Moses returned from Mount Sinai with the Ten"}
{"text": "### Book:Commandments and found his people worshipping the Golden Calf, he"}
{"text": "### Book:had every last offender slaughtered. And just before he died, he told his"}
{"text": "### Book:followers, finally about to enter the Promised Land, that when they had"}
{"text": "### Book:defeated the tribes of Canaan they should \u201cutterly destroy them\u2026 make"}
{"text": "### Book:no covenant with them, and show no mercy to them.\u201d"}
{"text": "### Book:The goal of total victory is an axiom of modern warfare, and was"}
{"text": "### Book:codified as such by Carl von Clausewitz, the premier philosopher of war."}
{"text": "### Book:Analyzing the campaigns of Napoleon, von Clausewitz wrote, \u201cWe do"}
{"text": "### Book:claim that direct annihilation of the enemy\u2019s forces must always be the"}
{"text": "### Book:dominant consideration\u2026. Once a major victory is achieved there must"}
{"text": "### Book:be no talk of rest, of breathing space\u2026 but only of the pursuit, going for"}
{"text": "### Book:the enemy again, seizing his capital, attacking his reserves and anything"}
{"text": "### Book:else that might give his country aid and comfort.\u201d The reason for this is"}
{"text": "### Book:that after war come negotiation and the division of territory. If you have"}
{"text": "### Book:only won a partial victory, you will inevitably lose in negotiation what"}
{"text": "### Book:you have gained by war."}
{"text": "### Book:The solution is simple: Allow your enemies no options. Annihilate"}
{"text": "### Book:them and their territory is yours to carve. The goal of power is to control"}
{"text": "### Book:your enemies completely, to make them obey your will. You cannot"}
{"text": "### Book:afford to go halfway. If they have no options, they will be forced to do"}
{"text": "### Book:your bidding. This law has applications far beyond the battlefield."}
{"text": "### Book:Negotiation is the insidious viper that will eat away at your victory, so"}
{"text": "### Book:give your enemies nothing to negotiate, no hope, no room to maneuver."}
{"text": "### Book:They are crushed and that is that."}
{"text": "### Book:Realize this: In your struggle for power you will stir up rivalries and"}
{"text": "### Book:create enemies. There will be people you cannot win over, who willremain your enemies no matter what. But whatever wound you inflicted"}
{"text": "### Book:on them, deliberately or not, do not take their hatred personally. Just"}
{"text": "### Book:recognize that there is no possibility of peace between you, especially as"}
{"text": "### Book:long as you stay in power. If you let them stick around, they will seek"}
{"text": "### Book:revenge, as certainly as night follows day. To wait for them to show their"}
{"text": "### Book:cards is just silly; as Empress Wu understood, by then it will be too late."}
{"text": "### Book:Be realistic: With an enemy like this around, you will never be secure."}
{"text": "### Book:Remember the lessons of history, and the wisdom of Moses and Mao:"}
{"text": "### Book:Never go halfway."}
{"text": "### Book:It is not, of course, a question of murder, it is a question of"}
{"text": "### Book:banishment. Sufficiently weakened and then exiled from your court"}
{"text": "### Book:forever, your enemies are rendered harmless. They have no hope of"}
{"text": "### Book:recovering, insinuating themselves and hurting you. And if they cannot"}
{"text": "### Book:be banished, at least understand that they are plotting against you, and"}
{"text": "### Book:pay no heed to whatever friendliness they feign. Your only weapon in"}
{"text": "### Book:such a situation is your own wariness. If you cannot banish them"}
{"text": "### Book:immediately, then plot for the best time to act."}
{"text": "### Book:Image: A Viper crushed beneath your foot but left alive, will rear up and"}
{"text": "### Book:bite you with a double dose of venom. An enemy that is left around is"}
{"text": "### Book:like a half-dead viper that you nurse back to health. Time makes the"}
{"text": "### Book:venom grow stronger."}
{"text": "### Book:Authority: For it must be noted, that men must either be caressed or else"}
{"text": "### Book:annihilated; they will revenge themselves for small injuries, but cannot"}
{"text": "### Book:do so for great ones; the injury therefore that we do to a man must be"}
{"text": "### Book:such that we need not fear his vengeance. (Niccol\u00f2 Machiavelli, 1469-"}
{"text": "### Book:1527)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:This law should very rarely be ignored, but it does sometimes happen"}
{"text": "### Book:that it is better to let your enemies destroy themselves, if such a thing is"}
{"text": "### Book:possible, than to make them suffer by your hand. In warfare, for"}
{"text": "### Book:example, a good general knows that if he attacks an army when it is"}
{"text": "### Book:cornered, its soldiers will fight much more fiercely. It is sometimesbetter, then, to leave them an escape route, a way out. As they retreat,"}
{"text": "### Book:they wear themselves out, and are ultimately more demoralized by the"}
{"text": "### Book:retreat than by any defeat he might inflict on the battlefield. When you"}
{"text": "### Book:have someone on the ropes, then\u2014but only when you are sure they have"}
{"text": "### Book:no chance of recovery\u2014you might let them hang themselves. Let them"}
{"text": "### Book:be the agents of their own destruction. The result will be the same, and"}
{"text": "### Book:you won\u2019t feel half as bad."}
{"text": "### Book:Finally, sometimes by crushing an enemy, you embitter them so much"}
{"text": "### Book:that they spend years and years plotting revenge. The Treaty of Versailles"}
{"text": "### Book:had such an effect on the Germans. Some would argue that in the long"}
{"text": "### Book:run it would be better to show some leniency. The problem is, your"}
{"text": "### Book:leniency involves another risk\u2014it may embolden the enemy, which still"}
{"text": "### Book:harbors a grudge, but now has some room to operate. It is almost always"}
{"text": "### Book:wiser to crush your enemy. If they plot revenge years later, do not let"}
{"text": "### Book:your guard down, but simply crush them again.LAW 16"}
{"text": "### Book:USE ABSENCE TO INCREASE RESPECT AND"}
{"text": "### Book:HONOR"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Too much circulation makes the price go down: The more you are seen"}
{"text": "### Book:and heard from, the more common you appear. If you are already"}
{"text": "### Book:established in a group, temporary withdrawal from it will make you more"}
{"text": "### Book:talked about, even more admired. You must learn when to leave. Create"}
{"text": "### Book:value through scarcity."}
{"text": "### Book:TRANSGRESSION AND OBSERVANCE OF"}
{"text": "### Book:THE LAW"}
{"text": "### Book:Sir Guillaume de Balaun was a troubadour who roamed the South of"}
{"text": "### Book:France in the Middle Ages, going from castle to castle, reciting poetry,"}
{"text": "### Book:and playing the perfect knight. At the castle of Javiac he met and fell in"}
{"text": "### Book:love with the beautiful lady of the house, Madame Guillelma de Javiac."}
{"text": "### Book:He sang her his songs, recited his poetry, played chess with her, and little"}
{"text": "### Book:by little she in turn fell in love with him. Guillaume had a friend, Sir"}
{"text": "### Book:Pierre de Barjac, who traveled with him and who was also received at the"}
{"text": "### Book:castle. And Pierre too fell in love with a lady in Javiac, the gracious but"}
{"text": "### Book:temperamental Viernetta."}
{"text": "### Book:THE CAMEL AND THE FLOATING STICKS"}
{"text": "### Book:The first man who saw a camel fled; The second ventured within"}
{"text": "### Book:distance; The third dared slip a halter round its head. Familiarity in this"}
{"text": "### Book:existence Makes all things tame, for what may seem Terrible or bizarre,when once our eyes Have had time to acclimatize, Becomes quite"}
{"text": "### Book:commonplace. Since I\u2019m on this theme, I\u2019ve heard of sentinels posted by"}
{"text": "### Book:the shore Who, spotting something far-away afloat, Couldn\u2019t resist the"}
{"text": "### Book:shout: \u201cA sail! A sail! A mighty man-of-war!\u201d Five minutes later it\u2019s a"}
{"text": "### Book:packet boat, And then a skiff, and then a bale, And finally some sticks"}
{"text": "### Book:bobbing about. I know of plenty such To whom this story applies\u2014"}
{"text": "### Book:People whom distance magnifies, Who, close to, don\u2019t amount to much."}
{"text": "### Book:SELECTED FABLES, JEAN DE LA FONTAINE, 1621-1695"}
{"text": "### Book:Then one day Pierre and Viernetta had a violent quarrel. The lady"}
{"text": "### Book:dismissed him, and he sought out his friend Guillaume to help heal the"}
{"text": "### Book:breach and get him back in her good graces. Guillaume was about to"}
{"text": "### Book:leave the castle for a while, but on his return, several weeks later, he"}
{"text": "### Book:worked his magic, and Pierre and the lady were reconciled. Pierre felt"}
{"text": "### Book:that his love had increased tenfold\u2014that there was no stronger love, in"}
{"text": "### Book:fact, than the love that follows reconciliation. The stronger and longer"}
{"text": "### Book:the disagreement, he told Guillaume, the sweeter the feeling that comes"}
{"text": "### Book:with peace and rapprochement."}
{"text": "### Book:As a troubadour, Sir Guillaume prided himself on experiencing all the"}
{"text": "### Book:joys and sorrows of love. On hearing his friend\u2019s talk, he too wanted"}
{"text": "### Book:know the bliss of reconciliation after a quarrel. He therefore feigned"}
{"text": "### Book:great anger with Lady Guillelma, stopped sending her love letters, and"}
{"text": "### Book:abruptly left the castle and stayed away, even during the festivals and"}
{"text": "### Book:hunts. This drove the young lady wild."}
{"text": "### Book:Guillelma sent messengers to Guillaume to find out what had"}
{"text": "### Book:happened, but he turned the messengers away. He thought all this would"}
{"text": "### Book:make her angry, forcing him to plead for reconciliation as Pierre had."}
{"text": "### Book:Instead, however, his absence had the opposite effect: It made Guillelma"}
{"text": "### Book:love him all the more. Now the lady pursued her knight, sending"}
{"text": "### Book:messengers and love notes of her own. This was almost unheard of\u2014a"}
{"text": "### Book:lady never pursued her troubadour. And Guillaume did not like it."}
{"text": "### Book:Guillelma\u2019s forwardness made him feel she had lost some of her dignity."}
{"text": "### Book:Not only was he no longer sure of his plan, he was no longer sure of his"}
{"text": "### Book:lady."}
{"text": "### Book:Finally, after several months of not hearing from Guillaume,"}
{"text": "### Book:Guillelma gave up. She sent him no more messengers, and he began to"}
{"text": "### Book:wonder\u2014perhaps she was angry? Perhaps the plan had worked after all?"}
{"text": "### Book:So much the better if she was. He would wait no more\u2014it was time to"}
{"text": "### Book:reconcile. So he put on his best robe, decked the horse in its fanciest"}
{"text": "### Book:caparison, chose a magnificent helmet, and rode off to Javiac.On hearing that her beloved had returned, Guillelma rushed to see"}
{"text": "### Book:him, knelt before him, dropped her veil to kiss him, and begged"}
{"text": "### Book:forgiveness for whatever slight had caused his anger. Imagine his"}
{"text": "### Book:confusion and despair\u2014his plan had failed abysmally. She was not"}
{"text": "### Book:angry, she had never been angry, she was only deeper in love, and he"}
{"text": "### Book:would never experience the joy of reconciliation after a quarrel. Seeing"}
{"text": "### Book:her now, and still desperate to taste that joy, he decided to try one more"}
{"text": "### Book:time: He drove her away with harsh words and threatening gestures. She"}
{"text": "### Book:left, this time vowing never to see him again."}
{"text": "### Book:The next morning the troubadour regretted what he had done. He rode"}
{"text": "### Book:back to Javiac, but the lady would not receive him, and ordered her"}
{"text": "### Book:servants to chase him away, across the drawbridge and over the hill."}
{"text": "### Book:Guillaume fled. Back in his chamber he collapsed and started to cry: He"}
{"text": "### Book:had made a terrible mistake. Over the next year, unable to see his lady,"}
{"text": "### Book:he experienced the absence, the terrible absence, that can only inflame"}
{"text": "### Book:love. He wrote one of his most beautiful poems, \u201cMy song ascends for"}
{"text": "### Book:mercy praying.\u201d And he sent many letters to Guillelma, explaining what"}
{"text": "### Book:he had done, and begging forgiveness."}
{"text": "### Book:After a great deal of this, Lady Guillelma, remembering his beautiful"}
{"text": "### Book:songs, his handsome figure, and his skills in dancing and falconry, found"}
{"text": "### Book:herself yearning to have him back. As penance for his cruelty, she"}
{"text": "### Book:ordered him to remove the nail from the little finger of his right hand,"}
{"text": "### Book:and to send it to her along with a poem describing his miseries."}
{"text": "### Book:He did as she asked. Finally Guillaume de Balaun was able to taste the"}
{"text": "### Book:ultimate sensation\u2014a reconciliation even surpassing that of his friend"}
{"text": "### Book:Pierre."}
{"text": "### Book:IIII MROSON IIII. COCK"}
{"text": "### Book:While serving under the Duke Ai of Lu, T\u2018ien Jao, resenting his obscure"}
{"text": "### Book:position, said to his master, \u201cI am going to wander far away like a snow"}
{"text": "### Book:goose. \u201d \u201cWhat do you mean by that?\u201d inquired the Duke. \u201cDo you see"}
{"text": "### Book:the cock?\u201d said T\u2019ien Jao in reply. \u201cIts crest is a symbol of civility; its"}
{"text": "### Book:powerful talons suggest strength; its daring to fight any enemy denotes"}
{"text": "### Book:courage; its instinct to invite others whenever food is obtained shows"}
{"text": "### Book:benevolence; and, last but not least, its punctuality in keeping the time"}
{"text": "### Book:through the night gives us an example of veracity. In spite. however, of"}
{"text": "### Book:these five virtues, the cock is daily killed to fill a dish on your table."}
{"text": "### Book:Why? I\u2019he reason is that it is found within our reach. On the other hand,"}
{"text": "### Book:the snow goose traverses in one flight a thousand li. Resting in yourgarden, it preys on your fishes and turtles and pecks your millet. Though"}
{"text": "### Book:devoid of any of the cock\u2019s five virtues, yet you prize this bird for the"}
{"text": "### Book:sake of its scarcity. This being so, I shall fly far like a snow goose.\u201d"}
{"text": "### Book:ANCIENT CHINESE PARABLES, YU HSIU SEN, ED., 1974"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Trying to discover the joys of reconciliation, Guillaume de Balaun"}
{"text": "### Book:inadvertently experienced the truth of the law of absence and presence."}
{"text": "### Book:At the start of an affair, you need to heighten your presence in the eyes of"}
{"text": "### Book:the other. If you absent yourself too early, you may be forgotten. But"}
{"text": "### Book:once your lover\u2019s emotions are engaged, and the feeling of love has"}
{"text": "### Book:crystallized, absence inflames and excites. Giving no reason for your"}
{"text": "### Book:absence excites even more: The other person assumes he or she is at"}
{"text": "### Book:fault. While you are away, the lover\u2019s imagination takes flight, and a"}
{"text": "### Book:stimulated imagination cannot help but make love grow stronger."}
{"text": "### Book:Conversely, the more Guillelma pursued Guillaume, the less he loved her"}
{"text": "### Book:\u2014she had become too present, too accessible, leaving no room for his"}
{"text": "### Book:imagination and fancy, so that his feelings were suffocating. When she"}
{"text": "### Book:finally stopped sending messengers, he was able to breathe again, and to"}
{"text": "### Book:return to his plan."}
{"text": "### Book:What withdraws, what becomes scarce, suddenly seems to deserve our"}
{"text": "### Book:respect and honor. What stays too long, inundating us with its presence,"}
{"text": "### Book:makes us disdain it. In the Middle Ages, ladies were constantly putting"}
{"text": "### Book:their knights through trials of love, sending them on some long and"}
{"text": "### Book:arduous quest\u2014all to create a pattern of absence and presence. Indeed,"}
{"text": "### Book:had Guillaume not left his lady in the first place, she might have been"}
{"text": "### Book:forced to send him away, creating an absence of her own."}
{"text": "### Book:Absence diminishes minor passions and inflames great ones,"}
{"text": "### Book:as the wind douses a candle and fans a fire."}
{"text": "### Book:La Rochefoucauld, 1613-1680"}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:For many centuries the Assyrians ruled upper Asia with an iron fist. In"}
{"text": "### Book:the eighth century B.C., however, the people of Medea (nownorthwestern Iran) revolted against them, and finally broke free. Now the"}
{"text": "### Book:Medes had to establish a new government. Determined to avoid any form"}
{"text": "### Book:of despotism, they refused to give ultimate power to any one man, or to"}
{"text": "### Book:establish a monarchy. Without a leader, however, the country soon fell"}
{"text": "### Book:into chaos, and fractured into small kingdoms, with village fighting"}
{"text": "### Book:against village."}
{"text": "### Book:In one such village lived a man named Deioces, who began to make a"}
{"text": "### Book:name for himself for fair dealing and the ability to settle disputes."}
{"text": "### Book:He did this so successfully, in fact, that soon any legal conflict in the"}
{"text": "### Book:area was brought to him, and his power increased. Throughout the land,"}
{"text": "### Book:the law had fallen into disrepute\u2014the judges were corrupt, and no one"}
{"text": "### Book:entrusted their cases to the courts any more, resorting to violence instead."}
{"text": "### Book:When news spread of Deioces\u2019 wisdom, incorruptibility, and unshakable"}
{"text": "### Book:impartiality, Medean villages far and wide turned to him to settle all"}
{"text": "### Book:manner of cases. Soon he became the sole arbiter of justice in the land."}
{"text": "### Book:At the height of his power, Deioces suddenly decided he had had"}
{"text": "### Book:enough. He would no longer sit in the chair of judgment, would hear no"}
{"text": "### Book:more suits, settle no more disputes between brother and brother, village"}
{"text": "### Book:and village. Complaining that he was spending so much time dealing"}
{"text": "### Book:with other people\u2019s problems that he had neglected his own affairs, he"}
{"text": "### Book:retired. The country once again descended into chaos. With the sudden"}
{"text": "### Book:withdrawal of a powerful arbiter like Deioces, crime increased, and"}
{"text": "### Book:contempt for the law was never greater. The Medes held a meeting of all"}
{"text": "### Book:the villages to decide how to get out of their predicament. \u201cWe cannot"}
{"text": "### Book:continue to live in this country under these conditions,\u201d said one tribal"}
{"text": "### Book:leader. \u201cLet us appoint one of our number to rule so that we can live"}
{"text": "### Book:under orderly government, rather than losing our homes altogether in the"}
{"text": "### Book:present chaos.\u201d"}
{"text": "### Book:And so, despite all that the Medes had suffered under the Assyrian"}
{"text": "### Book:despotism, they decided to set up a monarchy and name a king. And the"}
{"text": "### Book:man they most wanted to rule, of course, was the fair-minded Deioces."}
{"text": "### Book:He was hard to convince, for he wanted nothing more to do with the"}
{"text": "### Book:villages\u2019 in-fighting and bickering, but the Medes begged and pleaded\u2014"}
{"text": "### Book:without him the country had descended into a state of lawlessness."}
{"text": "### Book:Deioces finally agreed."}
{"text": "### Book:Yet he also imposed conditions. An enormous palace was to be"}
{"text": "### Book:constructed for him, he was to be provided with bodyguards, and a"}
{"text": "### Book:capital city was to be built from which he could rule. All of this was"}
{"text": "### Book:done, and Deioces settled into his palace. In the center of the capital, the"}
{"text": "### Book:palace was surrounded by walls, and completely inaccessible to ordinarypeople. Deioces then established the terms of his rule: Admission to his"}
{"text": "### Book:presence was forbidden. Communication with the king was only possible"}
{"text": "### Book:through messengers. No one in the royal court could see him more than"}
{"text": "### Book:once a week, and then only by permission."}
{"text": "### Book:Deioces ruled for fifty-three years, extended the Medean empire, and"}
{"text": "### Book:established the foundation for what would later be the Persian empire,"}
{"text": "### Book:under his great-great-grandson Cyrus. During Deioces\u2019 reign, the"}
{"text": "### Book:people\u2019s respect for him gradually turned into a form of worship: He was"}
{"text": "### Book:not a mere mortal, they believed, but the son of a god."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Deioces was a man of great ambition. He determined early on that the"}
{"text": "### Book:country needed a strong ruler, and that he was the man for the job."}
{"text": "### Book:In a land plagued with anarchy, the most powerful man is the judge"}
{"text": "### Book:and arbiter. So Deioces began his career by making his reputation as a"}
{"text": "### Book:man of impeccable fairness."}
{"text": "### Book:At the height of his power as a judge, however, Deioces realized the"}
{"text": "### Book:truth of the law of absence and presence: By serving so many clients, he"}
{"text": "### Book:had become too noticeable, too available, and had lost the respect he had"}
{"text": "### Book:earlier enjoyed. People were taking his services for granted. The only"}
{"text": "### Book:way to regain the veneration and power he wanted was to withdraw"}
{"text": "### Book:completely, and let the Medes taste what life was like without him. As he"}
{"text": "### Book:expected, they came begging for him to rule."}
{"text": "### Book:Once Deioces had discovered the truth of this law, he carried it to its"}
{"text": "### Book:ultimate realization. In the palace his people had built for him, none"}
{"text": "### Book:could see him except a few courtiers, and those only rarely. As"}
{"text": "### Book:Herodotus wrote, \u201cThere was a risk that if they saw him habitually, it"}
{"text": "### Book:might lead to jealousy and resentment, and plots would follow; but if"}
{"text": "### Book:nobody saw him, the legend would grow that he was a being of a"}
{"text": "### Book:different order from mere men.\u201d"}
{"text": "### Book:A man said to a Dervish: \u201cWhy do I not see you more often?\u201d The"}
{"text": "### Book:Dervish"}
{"text": "### Book:replied, \u201cBecause the words \u2018Why have you not been to see me?\u2019 are"}
{"text": "### Book:sweeter to my ear than the words \u2018Why have you come again?\u201d\u2019"}
{"text": "### Book:Mulla jami, quoted in ldries Shah\u2019s Caravan of Dreams, 1968KEYS TO POWER"}
{"text": "### Book:Everything in the world depends on absence and presence. A strong"}
{"text": "### Book:presence will draw power and attention to you\u2014you shine more brightly"}
{"text": "### Book:than those around you. But a point is inevitably reached where too much"}
{"text": "### Book:presence creates the opposite effect: The more you are seen and heard"}
{"text": "### Book:from, the more your value degrades. You become a habit. No matter how"}
{"text": "### Book:hard you try to be different, subtly, without your knowing why, people"}
{"text": "### Book:respect you less and less. At the right moment you must learn to"}
{"text": "### Book:withdraw yourself before they unconsciously push you away. It is a game"}
{"text": "### Book:of hide-and-seek."}
{"text": "### Book:The truth of this law can most easily be appreciated in matters of love"}
{"text": "### Book:and seduction. In the beginning stages of an affair, the lover\u2019s absence"}
{"text": "### Book:stimulates your imagination, forming a sort of aura around him or her."}
{"text": "### Book:But this aura fades when you know too much\u2014when your imagination"}
{"text": "### Book:no longer has room to roam. The loved one becomes a person like"}
{"text": "### Book:anyone else, a person whose presence is taken for granted. This is why"}
{"text": "### Book:the seventeenth-century French courtesan Ninon de Lenclos advised"}
{"text": "### Book:constant feints at withdrawal from one\u2019s lover. \u201cLove never dies of"}
{"text": "### Book:starvation,\u201d she wrote, \u201cbut often of indigestion.\u201d"}
{"text": "### Book:The moment you allow yourself to be treated like anyone else, it is too"}
{"text": "### Book:late\u2014you are swallowed and digested. To prevent this you need to starve"}
{"text": "### Book:the other person of your presence. Force their respect by threatening"}
{"text": "### Book:them with the possibility that they will lose you for good; create a pattern"}
{"text": "### Book:of presence and absence."}
{"text": "### Book:Once you die, everything about you will seem different. You will be"}
{"text": "### Book:surrounded by an instant aura of respect. People will remember their"}
{"text": "### Book:criticisms of you, their arguments with you, and will be filled with regret"}
{"text": "### Book:and guilt. They are missing a presence that will never return. But you do"}
{"text": "### Book:not have to wait until you die: By completely withdrawing for a while,"}
{"text": "### Book:you create a kind of death before death. And when you come back, it will"}
{"text": "### Book:be as if you had come back from the dead\u2014an air of resurrection will"}
{"text": "### Book:cling to you, and people will be relieved at your return. This is how"}
{"text": "### Book:Deioces made himself king."}
{"text": "### Book:Napoleon was recognizing the law of absence and presence when he"}
{"text": "### Book:said, \u201cIf I am often seen at the theater, people will cease to notice me.\u201d"}
{"text": "### Book:Today, in a world inundated with presence through the flood of images,"}
{"text": "### Book:the game of withdrawal is all the more powerful. We rarely know when"}
{"text": "### Book:to withdraw anymore, and nothing seems private, so we are awed byanyone who is able to disappear by choice. Novelists J. D. Salinger and"}
{"text": "### Book:Thomas Pynchon have created cultlike followings by knowing when to"}
{"text": "### Book:disappear."}
{"text": "### Book:Another, more everyday side of this law, but one that demonstrates its"}
{"text": "### Book:truth even further, is the law of scarcity in the science of economics. By"}
{"text": "### Book:withdrawing something from the market, you create instant value. In"}
{"text": "### Book:seventeenth-century Holland, the upper classes wanted to make the tulip"}
{"text": "### Book:more than just a beautiful flower\u2014they wanted it to be a kind of status"}
{"text": "### Book:symbol. Making the flower scarce, indeed almost impossible to obtain,"}
{"text": "### Book:they sparked what was later called tulipomania. A single flower was now"}
{"text": "### Book:worth more than its weight in gold. In our own century, similarly, the art"}
{"text": "### Book:dealer Joseph Duveen insisted on making the paintings he sold as scarce"}
{"text": "### Book:and rare as possible. To keep their prices elevated and their status high,"}
{"text": "### Book:he bought up whole collections and stored them in his basement. The"}
{"text": "### Book:paintings that he sold became more than just paintings\u2014they were fetish"}
{"text": "### Book:objects, their value increased by their rarity. \u201cYou can get all the pictures"}
{"text": "### Book:you want at fifty thousand dollars apiece\u2014that\u2019s easy,\u201d he once said."}
{"text": "### Book:\u201cBut to get pictures at a quarter of a million apiece\u2014that wants doing!\u201d"}
{"text": "### Book:Image:"}
{"text": "### Book:The Sun. It can only be"}
{"text": "### Book:appreciated by its absence."}
{"text": "### Book:The longer the days of rain, the"}
{"text": "### Book:more the sun is craved. But too many"}
{"text": "### Book:hot days and the sun overwhelms."}
{"text": "### Book:Learn to keep yourself obscure and"}
{"text": "### Book:make people demand your return."}
{"text": "### Book:Extend the law of scarcity to your own skills. Make what you are"}
{"text": "### Book:offering the world rare and hard to find, and you instantly increase its"}
{"text": "### Book:value."}
{"text": "### Book:There always comes a moment when those in power overstay their"}
{"text": "### Book:welcome. We have grown tired of them, lost respect for them; we see"}
{"text": "### Book:them as no different from the rest of mankind, which is to say that we see"}
{"text": "### Book:them as rather worse, since we inevitably compare their current status in"}
{"text": "### Book:our eyes to their former one. There is an art to knowing when to retire. If"}
{"text": "### Book:it is done right, you regain the respect you had lost, and retain a part of"}
{"text": "### Book:your power."}
{"text": "### Book:The greatest ruler of the sixteenth century was Charles V. King of"}
{"text": "### Book:Spain, Hapsburg emperor, he governed an empire that at one point"}
{"text": "### Book:included much of Europe and the New World. Yet at the height of hispower, in 1557, he retired to the monastery of Yuste. All of Europe was"}
{"text": "### Book:captivated by his sudden withdrawal; people who had hated and feared"}
{"text": "### Book:him suddenly called him great, and he came to be seen as a saint. In"}
{"text": "### Book:more recent times, the film actress Greta Garbo was never more admired"}
{"text": "### Book:than when she retired, in 1941. For some her absence came too soon\u2014"}
{"text": "### Book:she was in her mid-thirties\u2014but she wisely preferred to leave on her own"}
{"text": "### Book:terms, rather than waiting for her audience to grow tired of her."}
{"text": "### Book:Make yourself too available and the aura of power you have created"}
{"text": "### Book:around yourself will wear away. Turn the game around: Make yourself"}
{"text": "### Book:less accessible and you increase the value of your presence."}
{"text": "### Book:Authority:"}
{"text": "### Book:Use absence to create"}
{"text": "### Book:respect and esteem. If presence"}
{"text": "### Book:diminishes fame, absence augments it."}
{"text": "### Book:A man who when absent is regarded as a"}
{"text": "### Book:lion becomes when present something com"}
{"text": "### Book:mon and ridiculous. Talents lose their luster"}
{"text": "### Book:if we become too familiar with them, for the"}
{"text": "### Book:outer shell of the mind is more readily seen"}
{"text": "### Book:than its rich inner kernel. Even the outstand"}
{"text": "### Book:ing genius makes use of retirement so that"}
{"text": "### Book:men may honor him and so that the"}
{"text": "### Book:yearning aroused by his absence"}
{"text": "### Book:may cause him to be esteemed."}
{"text": "### Book:(Baltasar Graci\u00e1n,"}
{"text": "### Book:1601-1658)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:This law only applies once a certain level of power has been attained."}
{"text": "### Book:The need to withdraw only comes after you have established your"}
{"text": "### Book:presence; leave too early and you do not increase your respect, you are"}
{"text": "### Book:simply forgotten. When you are first entering onto the world\u2019s stage,"}
{"text": "### Book:create an image that is recognizable, reproducible, and is seen"}
{"text": "### Book:everywhere. Until that status is attained, absence is dangerous\u2014instead"}
{"text": "### Book:of fanning the flames, it will extinguish them.In love and seduction, similarly, absence is only effective once you"}
{"text": "### Book:have surrounded the other with your image, been seen by him or her"}
{"text": "### Book:everywhere. Everything must remind your lover of your presence, so that"}
{"text": "### Book:when you do choose to be away, the lover will always be thinking of"}
{"text": "### Book:you, will always be seeing you in his or her mind\u2019s eye."}
{"text": "### Book:Remember: In the beginning, make yourself not scarce but"}
{"text": "### Book:omnipresent. Only what is seen, appreciated, and loved will be missed in"}
{"text": "### Book:its absence.LAW 17"}
{"text": "### Book:KEEP OTHERS IN SUSPENDED TERROR:"}
{"text": "### Book:CULTIVATE AN AIR OF UNPREDICTABILITY"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Humans are creatures of habit with an insatiable need to see familiarity"}
{"text": "### Book:in other people\u2019s actions. Your predictability gives them a sense of"}
{"text": "### Book:control. Turn the tables: Be deliberately unpredictable. Behavior that"}
{"text": "### Book:seems to have no consistency or purpose will keep them off-balance, and"}
{"text": "### Book:they will wear themselves out trying to explain your moves. Taken to an"}
{"text": "### Book:extreme, this strategy can intimidate and terrorize."}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:In May of 1972, chess champion Boris Spassky anxiously awaited his"}
{"text": "### Book:rival Bobby Fischer in Reykjavik, Iceland. The two men had been"}
{"text": "### Book:scheduled to meet for the World Championship of Chess, but Fischer had"}
{"text": "### Book:not arrived on time and the match was on hold. Fischer had problems"}
{"text": "### Book:with the size of the prize money, problems with the way the money was"}
{"text": "### Book:to be distributed, problems with the logistics of holding the match in"}
{"text": "### Book:Iceland. He might back out at any moment."}
{"text": "### Book:Spassky tried to be patient. His Russian bosses felt that Fischer was"}
{"text": "### Book:humiliating him and told him to walk away, but Spassky wanted this"}
{"text": "### Book:match. He knew he could destroy Fischer, and nothing was going to spoil"}
{"text": "### Book:the greatest victory of his career. \u201cSo it seems that all our work may"}
{"text": "### Book:come to nothing,\u201d Spassky told a comrade. \u201cBut what can we do? It is"}
{"text": "### Book:Bobby\u2019s move. If he comes, we play. If he does not come, we do not"}
{"text": "### Book:play. A man who is willing to commit suicide has the initiative.\u201dFischer finally arrived in Reykjavik, but the problems, and the threat"}
{"text": "### Book:of cancellation, continued. He disliked the hall where the match was to"}
{"text": "### Book:be fought, he criticized the lighting, he complained about the noise of the"}
{"text": "### Book:cameras, he even hated the chairs in which he and Spassky were to sit."}
{"text": "### Book:Now the Soviet Union took the initiative and threatened to withdraw"}
{"text": "### Book:their man."}
{"text": "### Book:The bluff apparently worked: After all the weeks of waiting, the"}
{"text": "### Book:endless and infuriating negotiations, Fischer agreed to play. Everyone"}
{"text": "### Book:was relieved, no one more than Spassky. But on the day of the official"}
{"text": "### Book:introductions, Fischer arrived very late, and on the day when the \u201cMatch"}
{"text": "### Book:of the Century\u201d was to begin, he was late again. This time, however, the"}
{"text": "### Book:consequences would be dire: If he showed up too late he would forfeit"}
{"text": "### Book:the first game. What was going on? Was he playing some sort of mind"}
{"text": "### Book:game? Or was Bobby Fischer perhaps afraid of Boris Spassky? It seemed"}
{"text": "### Book:to the assembled grand masters, and to Spassky, that this young kid from"}
{"text": "### Book:Brooklyn had a terrible case of the jitters. At 5:09 Fischer showed up,"}
{"text": "### Book:exactly one minute before the match was to be canceled."}
{"text": "### Book:The first game of a chess tournament is critical, since it sets the tone"}
{"text": "### Book:for the months to come. It is often a slow and quiet struggle, with the two"}
{"text": "### Book:players preparing themselves for the war and trying to read each other\u2019s"}
{"text": "### Book:strategies. This game was different. Fischer made a terrible move early"}
{"text": "### Book:on, perhaps the worst of his career, and when Spassky had him on the"}
{"text": "### Book:ropes, he seemed to give up. Yet Spassky knew that Fischer never gave"}
{"text": "### Book:up. Even when facing checkmate, he fought to the bitter end, wearing the"}
{"text": "### Book:opponent down. This time, though, he seemed resigned. Then suddenly"}
{"text": "### Book:he broke out a bold move that put the room in a buzz. The move shocked"}
{"text": "### Book:Spassky, but he recovered and managed to win the game. But no one"}
{"text": "### Book:could figure out what Fischer was up to. Had he lost deliberately? Or"}
{"text": "### Book:was he rattled? Unsettled? Even, as some thought, insane?"}
{"text": "### Book:After his defeat in the first game, Fischer complained all the more"}
{"text": "### Book:loudly about the room, the cameras, and everything else. He also failed"}
{"text": "### Book:to show up on time for the second game. This time the organizers had"}
{"text": "### Book:had enough: He was given a forfeit. Now he was down two games to"}
{"text": "### Book:none, a position from which no one had ever come back to win a chess"}
{"text": "### Book:championship. Fischer was clearly unhinged. Yet in the third game, as all"}
{"text": "### Book:those who witnessed it remember, he had a ferocious look in his eye, a"}
{"text": "### Book:look that clearly bothered Spassky. And despite the hole he had dug for"}
{"text": "### Book:himself, he seemed supremely confident. He did make what appeared to"}
{"text": "### Book:be another blunder, as he had in the first game\u2014but his cocky air made"}
{"text": "### Book:Spassky smell a trap. Yet despite the Russian\u2019s suspicions, he could notfigure out the trap, and before he knew it Fischer had checkmated him."}
{"text": "### Book:In fact Fischer\u2019s unorthodox tactics had completely unnerved his"}
{"text": "### Book:opponent. At the end of the game, Fischer leaped up and rushed out,"}
{"text": "### Book:yelling to his confederates as he smashed a fist into his palm, \u201cI\u2019m"}
{"text": "### Book:crushing him with brute force!\u201d"}
{"text": "### Book:In the next games Fischer pulled moves that no one had seen from him"}
{"text": "### Book:before, moves that were not his style. Now Spassky started to make"}
{"text": "### Book:blunders. After losing the sixth game, he started to cry. One grand master"}
{"text": "### Book:said, \u201cAfter this, Spassky\u2019s got to ask himself if it\u2019s safe to go back to"}
{"text": "### Book:Russia.\u201d After the eighth game Spassky decided he knew what was"}
{"text": "### Book:happening: Bobby Fischer was hypnotizing him. He decided not to look"}
{"text": "### Book:Fischer in the eye; he lost anyway."}
{"text": "### Book:After the fourteenth game he called a staff conference and announced,"}
{"text": "### Book:\u201cAn attempt is being made to control my mind.\u201d He wondered whether"}
{"text": "### Book:the orange juice they drank at the chess table could have been drugged."}
{"text": "### Book:Maybe chemicals were being blown into the air. Finally Spassky went"}
{"text": "### Book:public, accusing the Fischer team of putting something in the chairs that"}
{"text": "### Book:was altering Spassky\u2019s mind. The KGB went on alert: Boris Spassky was"}
{"text": "### Book:embarrassing the Soviet Union!"}
{"text": "### Book:The chairs were taken apart and X-rayed. A chemist found nothing"}
{"text": "### Book:unusual in them. The only things anyone found anywhere, in fact, were"}
{"text": "### Book:two dead flies in a lighting fixture. Spassky began to complain of"}
{"text": "### Book:hallucinations. He tried to keep playing, but his mind was unraveling. He"}
{"text": "### Book:could not go on. On September 2, he resigned. Although still relatively"}
{"text": "### Book:young, he never recovered from this defeat."}
{"text": "### Book:Interpretation"}
{"text": "### Book:In previous games between Fischer and Spassky, Fischer had not fared"}
{"text": "### Book:well. Spassky had an uncanny ability to read his opponent\u2019s strategy and"}
{"text": "### Book:use it against him. Adaptable and patient, he would build attacks that"}
{"text": "### Book:would defeat not in seven moves but in seventy. He defeated Fischer"}
{"text": "### Book:every time they played because he saw much further ahead, and because"}
{"text": "### Book:he was a brilliant psychologist who never lost control. One master said,"}
{"text": "### Book:\u201cHe doesn\u2019t just look for the best move. He looks for the move that will"}
{"text": "### Book:disturb the man he is playing.\u201d"}
{"text": "### Book:Fischer, however, finally understood that this was one of the keys to"}
{"text": "### Book:Spassky\u2019s success: He played on your predictability, defeated you at your"}
{"text": "### Book:own game. Everything Fischer did for the championship match was anattempt to put the initiative on his side and to keep Spassky off-balance."}
{"text": "### Book:Clearly the endless waiting had an effect on Spassky\u2019s psyche. Most"}
{"text": "### Book:powerful of all, though, were Fischer\u2019s deliberate blunders and his"}
{"text": "### Book:appearance of having no clear strategy. In fact, he was doing everything"}
{"text": "### Book:he could to scramble his old patterns, even if it meant losing the first"}
{"text": "### Book:match and forfeiting the second."}
{"text": "### Book:Spassky was known for his sangfroid and levelheadedness, but for the"}
{"text": "### Book:first time in his life he could not figure out his opponent. He slowly"}
{"text": "### Book:melted down, until at the end he was the one who seemed insane."}
{"text": "### Book:Chess contains the concentrated essence of life: First, because to win"}
{"text": "### Book:you have to be supremely patient and farseeing; and second, because the"}
{"text": "### Book:game is built on patterns, whole sequences of moves that have been"}
{"text": "### Book:played before and will be played again, with slight alterations, in any one"}
{"text": "### Book:match. Your opponent analyzes the patterns you are playing and uses"}
{"text": "### Book:them to try to foresee your moves. Allowing him nothing predictable to"}
{"text": "### Book:base his strategy on gives you a big advantage. In chess as in life, when"}
{"text": "### Book:people cannot figure out what you are doing, they are kept in a state of"}
{"text": "### Book:terror\u2014waiting, uncertain, confused."}
{"text": "### Book:Life at court is a serious, melancholy game of chess, which requires us to"}
{"text": "### Book:draw"}
{"text": "### Book:up our pieces and batteries, form a plan, pursue it, parry that of our"}
{"text": "### Book:adversary. Sometimes, however, it is better to take risks"}
{"text": "### Book:and play the most capricious, unpredictable move."}
{"text": "### Book:Jean de La Bruy\u00e8re, 1645-1696"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:Nothing is more terrifying than the sudden and unpredictable. That is"}
{"text": "### Book:why we are so frightened by earthquakes and tornadoes: We do not know"}
{"text": "### Book:when they will strike. After one has occurred, we wait in terror for the"}
{"text": "### Book:next one. To a lesser degree, this is the effect that unpredictable human"}
{"text": "### Book:behavior has on us."}
{"text": "### Book:Animals behave in set patterns, which is why we are able to hunt and"}
{"text": "### Book:kill them. Only man has the capacity to consciously alter his behavior, to"}
{"text": "### Book:improvise and overcome the weight of routine and habit. Yet most men"}
{"text": "### Book:do not realize this power. They prefer the comforts of routine, of giving"}
{"text": "### Book:in to the animal nature that has them repeating the same compulsiveactions time and time again. They do this because it requires no effort,"}
{"text": "### Book:and because they mistakenly believ\u00e9 that if they do not unsettle others,"}
{"text": "### Book:they will be left alone. Understand: A person of power instills a kind of"}
{"text": "### Book:fear by deliberately unsettling those around him to keep the initiative on"}
{"text": "### Book:his side. You sometimes need to strike without warning, to make others"}
{"text": "### Book:tremble when they least expect it. It is a device that the powerful have"}
{"text": "### Book:used for centuries."}
{"text": "### Book:Filippo Maria, the last of the Visconti dukes of Milan in fifteenth-"}
{"text": "### Book:century Italy, consciously did the opposite of what everyone expected of"}
{"text": "### Book:him. For instance, he might suddenly shower a courtier with attention,"}
{"text": "### Book:and then, once the man had come to expect a promotion to higher office,"}
{"text": "### Book:would suddenly start treating him with the utmost disdain. Confused, the"}
{"text": "### Book:man might leave the court, when the duke would suddenly recall him and"}
{"text": "### Book:start treating him well again. Doubly confused, the courtier would"}
{"text": "### Book:wonder whether his assumption that he would be promoted had become"}
{"text": "### Book:obvious, and offensive, to the duke, and would start to behave as if he no"}
{"text": "### Book:longer expected such honor. The duke would rebuke him for his lack of"}
{"text": "### Book:ambition and would send him away."}
{"text": "### Book:The secret of dealing with Filippo was simple: Do not presume to"}
{"text": "### Book:know what he wants. Do not try to guess what will please him. Never"}
{"text": "### Book:inject your will; just surrender to his will. Then wait to see what happens."}
{"text": "### Book:Amidst the confusion and uncertainty he created, the duke ruled"}
{"text": "### Book:supreme, unchallenged and at peace."}
{"text": "### Book:Unpredictability is most often the tactic of the master, but the"}
{"text": "### Book:underdog too can use it to great effect. If you find yourself outnumbered"}
{"text": "### Book:or cornered, throw in a series of unpredictable moves. Your enemies will"}
{"text": "### Book:be so confused that they will pull back or make a tactical blunder."}
{"text": "### Book:In the spring of 1862, during the American Civil War, General"}
{"text": "### Book:Stonewall Jackson and a force of 4,600 Confederate soldiers were"}
{"text": "### Book:tormenting the larger Union forces in the Shenandoah Valley."}
{"text": "### Book:Meanwhile, not far away, General George Brinton McClellan, heading a"}
{"text": "### Book:force of 90,000 Union soldiers, was marching south from Washington,"}
{"text": "### Book:D.C., to lay siege to Richmond, Virginia, the Confederate capital. As the"}
{"text": "### Book:weeks of the campaign went by, Jackson repeatedly led his soldiers out"}
{"text": "### Book:of the Shenandoah Valley, then back to it."}
{"text": "### Book:His movements made no sense. Was he preparing to help defend"}
{"text": "### Book:Richmond? Was he marching on Washington, now that McClellan\u2019s"}
{"text": "### Book:absence had left it unprotected? Was he heading north to wreak havoc up"}
{"text": "### Book:there? Why was his small force moving in circles?Jackson\u2019s inexplicable moves made the Union generals delay the"}
{"text": "### Book:march on Richmond as they waited to figure out what he was up to."}
{"text": "### Book:Meanwhile, the South was able to pour reinforcements into the town. A"}
{"text": "### Book:battle that could have crushed the Confederacy turned into a stalemate."}
{"text": "### Book:Jackson used this tactic time and again when facing numerically superior"}
{"text": "### Book:forces. \u201cAlways mystify, mislead, and surprise the enemy, if possible,\u201d"}
{"text": "### Book:he said, \u201c\u2026 such tactics will win every time and a small army may thus"}
{"text": "### Book:destroy a large one.\u201d"}
{"text": "### Book:This law applies not only to war but to everyday situations. People are"}
{"text": "### Book:always trying to read the motives behind your actions and to use your"}
{"text": "### Book:predictability against you. Throw in a completely inexplicable move and"}
{"text": "### Book:you put them on the defensive. Because they do not understand you, they"}
{"text": "### Book:are unnerved, and in such a state you can easily intimidate them."}
{"text": "### Book:Pablo Picasso once remarked, \u201cThe best calculation is the absence of"}
{"text": "### Book:calculation. Once you have attained a certain level of recognition, others"}
{"text": "### Book:generally figure that when you do something, it\u2019s for an intelligent"}
{"text": "### Book:reason. So it\u2019s really foolish to plot out your movements too carefully in"}
{"text": "### Book:advance. You\u2019re better off acting capriciously.\u201d"}
{"text": "### Book:For a while, Picasso worked with the art dealer Paul Rosenberg. At"}
{"text": "### Book:first he allowed him a fair amount of latitude in handling his paintings,"}
{"text": "### Book:then one day, for no apparent reason, he told the man he would no longer"}
{"text": "### Book:give him any work to sell. As Picasso explained, \u201cRosenberg would"}
{"text": "### Book:spend the next forty-eight hours trying to figure out why. Was I reserving"}
{"text": "### Book:things for some other dealer? I\u2019d go on working and sleeping and"}
{"text": "### Book:Rosenberg would spend his time figuring. In two days he\u2019d come back,"}
{"text": "### Book:nerves jangled, anxious, saying, \u2018After all, dear friend, you wouldn\u2019t turn"}
{"text": "### Book:me down if I offered you this much [naming a substantially higher"}
{"text": "### Book:figure] for those paintings rather than the price I\u2019ve been accustomed to"}
{"text": "### Book:paying you, would you?\u201d\u2019"}
{"text": "### Book:Unpredictability is not only a weapon of terror: Scrambling your"}
{"text": "### Book:patterns on a day-to-day basis will cause a stir around you and stimulate"}
{"text": "### Book:interest. People will talk about you, ascribe motives and explanations"}
{"text": "### Book:that have nothing to do with the truth, but that keep you constantly in"}
{"text": "### Book:their minds. In the end, the more capricious you appear, the more respect"}
{"text": "### Book:you will garner. Only the terminally subordinate act in a predictable"}
{"text": "### Book:manner."}
{"text": "### Book:Image: The Cyclone. A"}
{"text": "### Book:wind that cannot be fore"}
{"text": "### Book:seen. Sudden shifts in"}
{"text": "### Book:the barometer, inexplicable changes"}
{"text": "### Book:in direction and"}
{"text": "### Book:velocity. There is"}
{"text": "### Book:no defense: A"}
{"text": "### Book:cyclone sows"}
{"text": "### Book:terror and"}
{"text": "### Book:confusion."}
{"text": "### Book:Authority: The enlightened ruler is so mysterious that he seems to dwell"}
{"text": "### Book:nowhere, so inexplicable that no one can seek him. He reposes in"}
{"text": "### Book:nonaction above, and his ministers tremble below. (Han-fei-tzu, Chinese"}
{"text": "### Book:philosopher, third century B.C.)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:Sometimes predictability can work in your favor: By creating a pattern"}
{"text": "### Book:for people to be familiar and comfortable with, you can lull them to"}
{"text": "### Book:sleep. They have prepared everything according to their preconceived"}
{"text": "### Book:notions about you. You can use this in several ways: First, it sets up a"}
{"text": "### Book:smoke screen, a comfortable front behind which you can carry on"}
{"text": "### Book:deceptive actions. Second, it allows you on rare occasions to do"}
{"text": "### Book:something completely against the pattern, unsettling your opponent so"}
{"text": "### Book:deeply he will fall to the ground without being pushed."}
{"text": "### Book:In 1974 Muhammad Ali and George Foreman were scheduled to fight"}
{"text": "### Book:for the world heavyweight boxing championship. Everyone knew what"}
{"text": "### Book:would happen: Big George Foreman would try to land a knockout punch"}
{"text": "### Book:while Ali would dance around him, wearing him out. That was Ali\u2019s way"}
{"text": "### Book:of fighting, his pattern, and he had not changed it in more than ten years."}
{"text": "### Book:But in this case it seemed to give Foreman the advantage: He had a"}
{"text": "### Book:devastating punch, and if he waited, sooner or later Ali would have to"}
{"text": "### Book:come to him. Ali, the master strategist, had other plans: In press"}
{"text": "### Book:conferences before the big fight, he said he was going to change his style"}
{"text": "### Book:and punch it out with Foreman. No one, least of all Foreman, believedthis for a second. That plan would be suicide on Ali\u2019s part; he was"}
{"text": "### Book:playing the comedian, as usual. Then, before the fight, Ali\u2019s trainer"}
{"text": "### Book:loosened the ropes around the ring, something a trainer would do if his"}
{"text": "### Book:boxer were intending to slug it out. But no one believed this ploy; it had"}
{"text": "### Book:to be a setup."}
{"text": "### Book:To everyone\u2019s amazement, Ali did exactly what he had said he would"}
{"text": "### Book:do. As Foreman waited for him to dance around, Ali went right up to him"}
{"text": "### Book:and slugged it out. He completely upset his opponent\u2019s strategy. At a"}
{"text": "### Book:loss, Foreman ended up wearing himself out, not by chasing Ali but by"}
{"text": "### Book:throwing punches wildly, and taking more and more counterpunches."}
{"text": "### Book:Finally, Ali landed a dramatic right cross that knocked out Foreman. The"}
{"text": "### Book:habit of assuming that a person\u2019s behavior will fit its previous patterns is"}
{"text": "### Book:so strong that not even Ali\u2019s announcement of a strategy change was"}
{"text": "### Book:enough to upset it. Foreman walked into a trap\u2014the trap he had been"}
{"text": "### Book:told to expect."}
{"text": "### Book:A warning: Unpredictability can work against you sometimes,"}
{"text": "### Book:especially if you are in a subordinate position. There are times when it is"}
{"text": "### Book:better to let people feel comfortable and settled around you than to"}
{"text": "### Book:disturb them. Too much unpredictability will be seen as a sign of"}
{"text": "### Book:indecisiveness, or even of some more serious psychic problem. Patterns"}
{"text": "### Book:are powerful, and you can terrify people by disrupting them. Such power"}
{"text": "### Book:should only be used judiciously.LAW 18"}
{"text": "### Book:DO NOT BUILD FORTRESSES TO PROTECT"}
{"text": "### Book:YOURSELF\u2014ISOLATION IS DANGEROUS"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:The world is dangerous and enemies are everywhere\u2014everyone has to"}
{"text": "### Book:protect themselves. A fortress seems the safest. But isolation exposes you"}
{"text": "### Book:to more dangers than it Protects you from\u2014it cuts you off from valuable"}
{"text": "### Book:information, it makes you conspicuous and an easy target. Better to"}
{"text": "### Book:circulate among people, find allies, mingle. You are shielded from your"}
{"text": "### Book:enemies by the crowd."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:Ch\u2018in Shih Huang Ti, the first emperor of China (221-210 B.C.), was the"}
{"text": "### Book:mightiest man of his day. His empire was vaster and more powerful than"}
{"text": "### Book:that of Alexander the Great. He had conquered all of the kingdoms"}
{"text": "### Book:surrounding his own kingdom of Ch\u2019in and unified them into one"}
{"text": "### Book:massive realm called China. But in the last years of his life, few, if"}
{"text": "### Book:anyone, saw him."}
{"text": "### Book:The emperor lived in the most magnificent palace built to that date, in"}
{"text": "### Book:the capital of Hsien-yang. The palace had 270 pavilions; all of these"}
{"text": "### Book:were connected by secret underground passageways, allowing the"}
{"text": "### Book:emperor to move through the palace without anyone seeing him. He slept"}
{"text": "### Book:in a different room every night, and anyone who inadvertently laid eyes"}
{"text": "### Book:on him was instantly beheaded. Only a handful of men knew his"}
{"text": "### Book:whereabouts, and if they revealed it to anyone, they, too, were put to"}
{"text": "### Book:death.The first emperor had grown so terrified of human contact that when"}
{"text": "### Book:he had to leave the palace he traveled incognito, disguising himself"}
{"text": "### Book:carefully. On one such trip through the provinces, he suddenly died. His"}
{"text": "### Book:body was borne back to the capital in the emperor\u2019s carriage, with a cart"}
{"text": "### Book:packed with salted fish trailing behind it to cover up the smell of the"}
{"text": "### Book:rotting corpse\u2014no one was to know of his death. He died alone, far from"}
{"text": "### Book:his wives, his family, his friends, and his courtiers, accompanied only by"}
{"text": "### Book:a minister and a handful of eunuchs."}
{"text": "### Book:IIII MASQU I OI IIII. RI.DDI ATH"}
{"text": "### Book:The \u201cRed Death\u201d had long devastated the country. No pestilence had"}
{"text": "### Book:ever been so fatal, or so hideous. Blood was its Avatur and its seal\u2014the"}
{"text": "### Book:redness and horror of blood. There were sharp pains, and sudden"}
{"text": "### Book:dizziness, and then profuse bleeding at the pores, with dissolution\u2026. And"}
{"text": "### Book:the whole seizure, progress, and termination of the disease, were the"}
{"text": "### Book:incidents of half an hour. But the Prince Prospero was happy and"}
{"text": "### Book:dauntless and sagacious. When his dominions were half-depopulated, he"}
{"text": "### Book:summoned to his presence a thousand hale and light-hearted friends"}
{"text": "### Book:from among the knight, and dames of his court, and with these retired to"}
{"text": "### Book:the deep seclusion of one of his castellated abbeys. This was an extensive"}
{"text": "### Book:and magnificent structure, the creation of the prince\u2019s own eccentric yet"}
{"text": "### Book:august taste. A strong and lofty wall girdled it in. This wall had gates of"}
{"text": "### Book:iron. The courtier.s, having entered, brought furnaces and massy"}
{"text": "### Book:hammers and welded the bolts. They resolved to leave means neither of"}
{"text": "### Book:ingress nor egress to the sudden impulses of despair or of frenzy from"}
{"text": "### Book:within. The abbey was amply provisioned. With such precautions the"}
{"text": "### Book:courtiers might bid defiance to contagion. The external world could take"}
{"text": "### Book:care of itself In the meantime it was folly to grieve, or to think. The"}
{"text": "### Book:prince had provided all the appliances of pleasure. There were buffoons,"}
{"text": "### Book:there were improvisatori, there were ballet-dancers, there were"}
{"text": "### Book:musicians, there was Beauty, there was wine. All these and security were"}
{"text": "### Book:within. Without was the \u201cRed Death.\u201d It was toward the close of the fifth"}
{"text": "### Book:or sixth month of his seclusion, and while the pestilence raged most"}
{"text": "### Book:furiously abroad, that the Prince Prospero entertained his thousand"}
{"text": "### Book:friends at a masked ball of the most unusual magnificence. It was a"}
{"text": "### Book:voluptuous scene, that masquerade\u2026. \u2026 And the revel went whirlingly"}
{"text": "### Book:on, until at length there commenced the sounding of midnight upon the"}
{"text": "### Book:clock\u2026. And thus too, it happened, perhaps, that before the last echoes"}
{"text": "### Book:of the last chime had utterly sunk into silence, there were manyindividuals in the crowd who had found leisure to become aware of the"}
{"text": "### Book:presence of a masked fzgecre which had arrested the attention of no"}
{"text": "### Book:single individual before\u2026. The figure was tall and gaunt, and shrouded"}
{"text": "### Book:from head to foot in the habiliments of the grave. The mask which"}
{"text": "### Book:concealed the visage was made so nearly to resemble the countenance of"}
{"text": "### Book:a stiffened corpse that the closest scrutiny must have had difficulty in"}
{"text": "### Book:detecting the cheat. And yet all this might have been endured, if not"}
{"text": "### Book:approved, by the mad revellers around. But the mummer had gone so far"}
{"text": "### Book:as to assume the type of the Red Death. His vesture was dabbled in blood"}
{"text": "### Book:\u2014and his broad brow, with all the features of the face, was sprinkled"}
{"text": "### Book:with the scarlet horror \u2026 \u2026 A throng of the revellers at once threw"}
{"text": "### Book:themselves into the black apartment, and, seizing the mummer, whose tall"}
{"text": "### Book:figure stood erect and motionless within the shadow of the ebony clock,"}
{"text": "### Book:gasped in unutterable horror at finding the grave cerements and corpse-"}
{"text": "### Book:like mask, which they handled with so violent a rudeness, untenanted by"}
{"text": "### Book:any tangible form. And now was acknowledged the presence of the Red"}
{"text": "### Book:Death. He had come like a thief in the night. And one by one dropped the"}
{"text": "### Book:revellers in the blood-bedewed halls of their revel, and died each in the"}
{"text": "### Book:despairing posture of his fall. And the life of the ebony clock went out"}
{"text": "### Book:with that of the last of the gay. And the flames of the tripods expired. And"}
{"text": "### Book:Darkness and Decay and the Red Death held illimitable dominion over"}
{"text": "### Book:all."}
{"text": "### Book:THE MASQUE OF THE RED DEAIH, EDGAR ALLAN POE, 1809-"}
{"text": "### Book:1849"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Shih Huang Ti started off as the king of Ch\u2019in, a fearless warrior of"}
{"text": "### Book:unbridled ambition. Writers of the time described him as a man with \u201ca"}
{"text": "### Book:waspish nose, eyes like slits, the voice of a jackal, and the heart of a tiger"}
{"text": "### Book:or wolf.\u201d He could be merciful sometimes, but more often he"}
{"text": "### Book:\u201cswallowed men up without a scruple.\u201d It was through trickery and"}
{"text": "### Book:violence that he conquered the provinces surrounding his own and"}
{"text": "### Book:created China, forging a single nation and culture out of many. He broke"}
{"text": "### Book:up the feudal system, and to keep an eye on the many members of the"}
{"text": "### Book:royal families that were scattered across the realm\u2019s various kingdoms,"}
{"text": "### Book:he moved 120,000 of them to the capital, where he housed the most"}
{"text": "### Book:important courtiers in the vast palace of Hsien-yang. He consolidated themany walls on the borders and built them into the Great Wall of China."}
{"text": "### Book:He standardized the country\u2019s laws, its written language, even the size of"}
{"text": "### Book:its cartwheels."}
{"text": "### Book:As part of this process of unification, however, the first emperor"}
{"text": "### Book:outlawed the writings and teachings of Confucius, the philosopher whose"}
{"text": "### Book:ideas on the moral life had already become virtually a religion in Chinese"}
{"text": "### Book:culture. On Shih Huang Ti\u2019s order, thousands of books relating to"}
{"text": "### Book:Confucius were burned, and anyone who quoted Confucius was to be"}
{"text": "### Book:beheaded. This made many enemies for the emperor, and he grew"}
{"text": "### Book:constantly afraid, even paranoid. The executions mounted. A"}
{"text": "### Book:contemporary, the writer Han-fei-tzu, noted that \u201cCh\u2019in has been"}
{"text": "### Book:victorious for four generations, yet has lived in constant terror and"}
{"text": "### Book:apprehension of destruction.\u201d"}
{"text": "### Book:As the emperor withdrew deeper and deeper into the palace to protect"}
{"text": "### Book:himself, he slowly lost control of the realm. Eunuchs and ministers"}
{"text": "### Book:enacted political policies without his approval or even his knowledge;"}
{"text": "### Book:they also plotted against him. By the end, he was emperor in name only,"}
{"text": "### Book:and was so isolated that barely anyone knew he had died. He had"}
{"text": "### Book:probably been poisoned by the same scheming ministers who"}
{"text": "### Book:encouraged his isolation."}
{"text": "### Book:That is what isolation brings: Retreat into a fortress and you lose"}
{"text": "### Book:contact with the sources of your power. You lose your ear for what is"}
{"text": "### Book:happening around you, as well as a sense of proportion. Instead of being"}
{"text": "### Book:safer, you cut yourself off from the kind of knowledge on which your life"}
{"text": "### Book:depends. Never enclose yourself so far from the streets that you cannot"}
{"text": "### Book:hear what is happening around you, including the plots against you."}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:Louis XIV had the palace of Versailles built for him and his court in the"}
{"text": "### Book:1660s, and it was like no other royal palace in the world. As in a beehive,"}
{"text": "### Book:everything revolved around the royal person. He lived surrounded by the"}
{"text": "### Book:nobility, who were allotted apartments nestled around his, their closeness"}
{"text": "### Book:to him dependent on their rank. The king\u2019s bedroom occupied the literal"}
{"text": "### Book:center of the palace and was the focus of everyone\u2019s attention. Every"}
{"text": "### Book:morning the king was greeted in this room by a ritual known as the lever.At eight A.M., the king\u2019s first valet, who slept at the foot of the royal"}
{"text": "### Book:bed, would awaken His Majesty. Then pages would open the door and"}
{"text": "### Book:admit those who had a function in the lever. The order of their entry was"}
{"text": "### Book:precise: First came the king\u2019s illegitimate sons and his grandchildren,"}
{"text": "### Book:then the princes and princesses of the blood, and then his physician and"}
{"text": "### Book:surgeon. There followed the grand officers of the wardrobe, the king\u2019s"}
{"text": "### Book:official reader, and those in charge of entertaining the king. Next would"}
{"text": "### Book:arrive various government officials, in ascending order of rank. Last but"}
{"text": "### Book:not least came those attending the lever by special invitation. By the end"}
{"text": "### Book:of the ceremony, the room would be packed with well over a hundred"}
{"text": "### Book:royal attendants and visitors."}
{"text": "### Book:The day was organized so that all the palace\u2019s energy was directed at"}
{"text": "### Book:and passed through the king. Louis was constantly attended by courtiers"}
{"text": "### Book:and officials, all asking for his advice and judgment. To all their"}
{"text": "### Book:questions he usually replied, \u201cI shall see.\u201d"}
{"text": "### Book:As Saint-Simon noted, \u201cIf he turned to someone, asked him a"}
{"text": "### Book:question, made an insignificant remark, the eyes of all present were"}
{"text": "### Book:turned on this person. It was a distinction that was talked of and"}
{"text": "### Book:increased prestige.\u201d There was no possibility of privacy in the palace, not"}
{"text": "### Book:even for the king\u2014every room communicated with another, and every"}
{"text": "### Book:hallway led to larger rooms where groups of nobles gathered constantly."}
{"text": "### Book:Everyone\u2019s actions were interdependent, and nothing and no one passed"}
{"text": "### Book:unnoticed: \u201cThe king not only saw to it that all the high nobility was"}
{"text": "### Book:present at his court,\u201d wrote Saint-Simon, \u201che demanded the same of the"}
{"text": "### Book:minor nobility. At his lever and coucher, at his meals, in his gardens of"}
{"text": "### Book:Versailles, he always looked about him, noticing everything. He was"}
{"text": "### Book:offended if the most distinguished nobles did not live permanently at"}
{"text": "### Book:court, and those who showed themselves never or hardly ever, incurred"}
{"text": "### Book:his full displeasure. If one of these desired something, the king would"}
{"text": "### Book:say proudly: \u2018I do not know him,\u2019 and the judgment was irrevocable.\u201d"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Louis XIV came to power at the end of a terrible civil war, the Fronde. A"}
{"text": "### Book:principal instigator of the war had been the nobility, which deeply"}
{"text": "### Book:resented the growing power of the throne and yearned for the days of"}
{"text": "### Book:feudalism, when the lords ruled their own fiefdoms and the king had"}
{"text": "### Book:little authority over them. The nobles had lost the civil war, but they"}
{"text": "### Book:remained a fractious, resentful lot.The construction of Versailles, then, was far more than the decadent"}
{"text": "### Book:whim of a luxury-loving king. It served a crucial function: The king"}
{"text": "### Book:could keep an eye and an ear on everyone and everything around him."}
{"text": "### Book:The once proud nobility was reduced to squabbling over the right to help"}
{"text": "### Book:the king put on his robes in the morning. There was no possibility here of"}
{"text": "### Book:privacy\u2014no possibility of isolation. Louis XIV very early grasped the"}
{"text": "### Book:truth that for a king to isolate himself is gravely dangerous. In his"}
{"text": "### Book:absence, conspiracies will spring up like mushrooms after rain,"}
{"text": "### Book:animosities will crystallize into factions, and rebellion will break out"}
{"text": "### Book:before he has the time to react. To combat this, sociability and openness"}
{"text": "### Book:must not only be encouraged, they must be formally organized and"}
{"text": "### Book:channeled."}
{"text": "### Book:These conditions at Versailles lasted for Louis\u2019s entire reign, some"}
{"text": "### Book:fifty years of relative peace and tranquillity. Through it all, not a pin"}
{"text": "### Book:dropped without Louis hearing it."}
{"text": "### Book:Solitude is dangerous to reason, without being favorable to virtue\u2026."}
{"text": "### Book:Remember that the solitary mortal is certainly luxurious,"}
{"text": "### Book:probably superstitious, and possibly mad."}
{"text": "### Book:Dr. Samuel John son, 1709-1784"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:Machiavelli makes the argument that in a strictly military sense a fortress"}
{"text": "### Book:is invariably a mistake. It becomes a symbol of power\u2019s isolation, and is"}
{"text": "### Book:an easy target for its builders\u2019 enemies. Designed to defend you,"}
{"text": "### Book:fortresses actually cut you off from help and cut into your flexibility."}
{"text": "### Book:They may appear impregnable, but once you retire to one, everyone"}
{"text": "### Book:knows where you are; and a siege does not have to succeed to turn your"}
{"text": "### Book:fortress into a prison. With their small and confined spaces, fortresses are"}
{"text": "### Book:also extremely vulnerable to the plague and contagious diseases. In a"}
{"text": "### Book:strategic sense, the isolation of a fortress provides no protection, and"}
{"text": "### Book:actually creates more problems than it solves."}
{"text": "### Book:Because humans are social creatures by nature, power depends on"}
{"text": "### Book:social interaction and circulation. To make yourself powerful you must"}
{"text": "### Book:place yourself at the center of things, as Louis XIV did at Versailles. All"}
{"text": "### Book:activity should revolve around you, and you should be aware of"}
{"text": "### Book:everything happening on the street, and of anyone who might behatching plots against you. The danger for most people comes when they"}
{"text": "### Book:feel threatened. In such times they tend to retreat and close ranks, to find"}
{"text": "### Book:security in a kind of fortress. In doing so, however, they come to rely for"}
{"text": "### Book:information on a smaller and smaller circle, and lose perspective on"}
{"text": "### Book:events around them. They lose maneuverability and become easy targets,"}
{"text": "### Book:and their isolation makes them paranoid. As in warfare and most games"}
{"text": "### Book:of strategy, isolation often precedes defeat and death."}
{"text": "### Book:In moments of uncertainty and danger, you need to fight this desire to"}
{"text": "### Book:turn inward. Instead, make yourself more accessible, seek out old allies"}
{"text": "### Book:and make new ones, force yourself into more and more different circles."}
{"text": "### Book:This has been the trick of powerful people for centuries."}
{"text": "### Book:The Roman statesman Cicero was born into the lower nobility, and"}
{"text": "### Book:had little chance of power unless he managed to make a place for himself"}
{"text": "### Book:among the aristocrats who controlled the city. He succeeded brilliantly,"}
{"text": "### Book:identifying everyone with influence and figuring out how they were"}
{"text": "### Book:connected to one another. He mingled everywhere, knew everyone, and"}
{"text": "### Book:had such a vast network of connections that an enemy here could easily"}
{"text": "### Book:be counterbalanced by an ally there."}
{"text": "### Book:The French statesman Talleyrand played the game the same way."}
{"text": "### Book:Although he came from one of the oldest aristocratic families in France,"}
{"text": "### Book:he made a point of always staying in touch with what was happening in"}
{"text": "### Book:the streets of Paris, allowing him to foresee trends and troubles. He even"}
{"text": "### Book:got a certain pleasure out of mingling with shady criminal types, who"}
{"text": "### Book:supplied him with valuable information. Every time there was a crisis, a"}
{"text": "### Book:transition of power\u2014the end of the Directory, the fall of Napoleon, the"}
{"text": "### Book:abdication of Louis XVIII\u2014he was able to survive and even thrive,"}
{"text": "### Book:because he never closed himself up in a small circle but always forged"}
{"text": "### Book:connections with the new order."}
{"text": "### Book:This law pertains to kings and queens, and to those of the highest"}
{"text": "### Book:power: The moment you lose contact with your people, seeking security"}
{"text": "### Book:in isolation, rebellion is brewing. Never imagine yourself so elevated that"}
{"text": "### Book:you can afford to cut yourself off from even the lowest echelons. By"}
{"text": "### Book:retreating to a fortress, you make yourself an easy target for your plotting"}
{"text": "### Book:subjects, who view your isolation as an insult and a reason for rebellion."}
{"text": "### Book:Since humans are such social creatures, it follows that the social arts"}
{"text": "### Book:that make us pleasant to be around can be practiced only by constant"}
{"text": "### Book:exposure and circulation. The more you are in contact with others, the"}
{"text": "### Book:more graceful and at ease you become. Isolation, on the other hand,"}
{"text": "### Book:engenders an awkwardness in your gestures, and leads to further"}
{"text": "### Book:isolation, as people start avoiding you.In 1545 Duke Cosimo I de\u2019 Medici decided that to ensure the"}
{"text": "### Book:immortality of his name he would commission frescoes for the main"}
{"text": "### Book:chapel of the church of San Lorenzo in Florence. He had many great"}
{"text": "### Book:painters to choose from, and in the end he picked Jacopo da Pontormo."}
{"text": "### Book:Getting on in years, Pontormo wanted to make these frescoes his chef"}
{"text": "### Book:d\u2019oeuvre and legacy. His first decision was to close the chapel off with"}
{"text": "### Book:walls, partitions, and blinds. He wanted no one to witness the creation of"}
{"text": "### Book:his masterpiece, or to steal his ideas. He would outdo Michelangelo"}
{"text": "### Book:himself. When some young men broke into the chapel out of curiosity,"}
{"text": "### Book:Jacopo sealed it off even further."}
{"text": "### Book:Pontormo filled the chapel\u2019s ceiling with biblical scenes\u2014the"}
{"text": "### Book:Creation, Adam and Eve, Noah\u2019s ark, on and on. At the top of the middle"}
{"text": "### Book:wall he painted Christ in his majesty, raising the dead on Judgment Day."}
{"text": "### Book:The artist worked on the chapel for eleven years, rarely leaving it, since"}
{"text": "### Book:he had developed a phobia for human contact and was afraid his ideas"}
{"text": "### Book:would be stolen."}
{"text": "### Book:Pontormo died before completing the frescoes, and none of them has"}
{"text": "### Book:survived. But the great Renaissance writer Vasari, a friend of Pontormo\u2019s"}
{"text": "### Book:who saw the frescoes shortly after the artist\u2019s death, left a description of"}
{"text": "### Book:what they looked like. There was a total lack of proportion. Scenes"}
{"text": "### Book:bumped against scenes, figures in one story being juxtaposed with those"}
{"text": "### Book:in another, in maddening numbers. Pontormo had become obsessed with"}
{"text": "### Book:detail but had lost any sense of the overall composition. Vasari left off"}
{"text": "### Book:his description of the frescoes by writing that if he continued, \u201cI think I"}
{"text": "### Book:would go mad and become entangled in this painting, just as I believe"}
{"text": "### Book:that in the eleven years of time Jacopo spent on it, he entangled himself"}
{"text": "### Book:and anyone else who saw it.\u201d Instead of crowning Pontormo\u2019s career, the"}
{"text": "### Book:work became his undoing."}
{"text": "### Book:These frescoes were visual equivalents of the effects of isolation on"}
{"text": "### Book:the human mind: a loss of proportion, an obsession with detail combined"}
{"text": "### Book:with an inability to see the larger picture, a kind of extravagant ugliness"}
{"text": "### Book:that no longer communicates. Clearly, isolation is as deadly for the"}
{"text": "### Book:creative arts as for the social arts. Shakespeare is the most famous writer"}
{"text": "### Book:in history because, as a dramatist for the popular stage, he opened"}
{"text": "### Book:himself up to the masses, making his work accessible to people no matter"}
{"text": "### Book:what their education and taste. Artists who hole themselves up in their"}
{"text": "### Book:fortress lose a sense of proportion, their work communicating only to"}
{"text": "### Book:their small circle. Such art remains cornered and powerless."}
{"text": "### Book:Finally, since power is a human creation, it is inevitably increased by"}
{"text": "### Book:contact with other people. Instead of falling into the fortress mentality,view the world in the following manner: It is like a vast Versailles, with"}
{"text": "### Book:every room communicating with another. You need to be permeable, able"}
{"text": "### Book:to float in and out of different circles and mix with different types. That"}
{"text": "### Book:kind of mobility and social contact will protect you from plotters, who"}
{"text": "### Book:will be unable to keep secrets from you, and from your enemies, who"}
{"text": "### Book:will be unable to isolate you from your allies. Always on the move, you"}
{"text": "### Book:mix and mingle in the rooms of the palace, never sitting or settling in one"}
{"text": "### Book:place. No hunter can fix his aim on such a swift-moving creature."}
{"text": "### Book:Image: The Fortress. High"}
{"text": "### Book:up on the hill, the citadel be"}
{"text": "### Book:comes a symbol of all that is"}
{"text": "### Book:hateful in power and authority."}
{"text": "### Book:The citizens of the town betray"}
{"text": "### Book:you to the first enemy that comes."}
{"text": "### Book:Cut off from communication and in"}
{"text": "### Book:telligence, the citadel falls with ease."}
{"text": "### Book:Authority: A good and wise prince, desirous of maintaining that"}
{"text": "### Book:character, and to avoid giving the opportunity to his sons to become"}
{"text": "### Book:oppressive, will never build fortresses, so that they may place their"}
{"text": "### Book:reliance upon the good will of their subjects, and not upon the strength of"}
{"text": "### Book:citadels. (Niccol\u00f2 Machiavelli, 1469-1527)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:It is hardly ever right and propitious to choose isolation. Without keeping"}
{"text": "### Book:an ear on what is happening in the streets, you will be unable to protect"}
{"text": "### Book:yourself. About the only thing that constant human contact cannot"}
{"text": "### Book:facilitate is thought. The weight of society\u2019s pressure to conform, and the"}
{"text": "### Book:lack of distance from other people, can make it impossible to think"}
{"text": "### Book:clearly about what is going on around you. As a temporary recourse,"}
{"text": "### Book:then, isolation can help you to gain perspective. Many a serious thinker"}
{"text": "### Book:has been produced in prisons, where we have nothing to do but think.Machiavelli could write The Prince only once he found himself in exile"}
{"text": "### Book:and isolated on a farm far from the political intrigues of Florence."}
{"text": "### Book:The danger is, however, that this kind of isolation will sire all kinds of"}
{"text": "### Book:strange and perverted ideas. You may gain perspective on the larger"}
{"text": "### Book:picture, but you lose a sense of your own smallness and limitations."}
{"text": "### Book:Also, the more isolated you are, the harder it is to break out of your"}
{"text": "### Book:isolation when you choose to\u2014it sinks you deep into its quicksand"}
{"text": "### Book:without your noticing. If you need time to think, then, choose isolation"}
{"text": "### Book:only as a last resort, and only in small doses. Be careful to keep your"}
{"text": "### Book:way back into society open.LAW 19"}
{"text": "### Book:KNOW WHO YOU\u2019RE DEALING WITH\u2014DO"}
{"text": "### Book:NOT OFFEND THE WRONG PERSON"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:There are many different kinds of people in the world, and you can never"}
{"text": "### Book:assume that everyone will react to your strategies in the same way."}
{"text": "### Book:Deceive or outmaneuver some people and they will spend the rest of"}
{"text": "### Book:their lives seeking revenge. They are wolves in lambs\u2019 clothing. Choose"}
{"text": "### Book:your victims and opponents carefully, then\u2014never of fend or deceive the"}
{"text": "### Book:wrong person."}
{"text": "### Book:OPPONENTS, SUCKERS, AND VICTIMS: Preliminary Typology In"}
{"text": "### Book:your rise to power you will come across many breeds of opponent,"}
{"text": "### Book:sucker, and victim. The highest form of the art of power is the ability to"}
{"text": "### Book:distinguish the wolves from the lambs, the foxes from the hares, the"}
{"text": "### Book:hawks from the vultures. If you make this distinction well, you will"}
{"text": "### Book:succeed without needing to coerce anyone too much. But if you deal"}
{"text": "### Book:blindly with whomever crosses your path, you will have a life of"}
{"text": "### Book:constant sorrow, if you even live that long. Being able to recognize types"}
{"text": "### Book:of people, and to act accordingly, is critical. The following are the five"}
{"text": "### Book:most dangerous and difficult types of mark in the jungle, as identified by"}
{"text": "### Book:artists\u2014con and otherwise\u2014of the past."}
{"text": "### Book:When you meet a swordsman, draw your sword: Do not recite poetry to"}
{"text": "### Book:one who is not a poet."}
{"text": "### Book:FROM A CH\u2019AN BUDDHIST CLASSIC, QUOTED IN THUNDER IN"}
{"text": "### Book:THE SKY, TRANSLATED BY THOMAS CLEARY, 1993"}
{"text": "### Book:The Arrogant and Proud Man. Although he may initially disguise it, this"}
{"text": "### Book:man\u2019s touchy pride makes him very dangerous. Any perceived slight will"}
{"text": "### Book:lead to a vengeance of overwhelming violence. You may say to yourself,"}
{"text": "### Book:\u201cBut I only said such-and-such at a party, where everyone was drunk\u2026.\u201d"}
{"text": "### Book:It does not matter. There is no sanity behind his overreaction, so do notwaste time trying to figure him out. If at any point in your dealings with"}
{"text": "### Book:a person you sense an oversensitive and overactive pride, flee. Whatever"}
{"text": "### Book:you are hoping for from him isn\u2019t worth it."}
{"text": "### Book:THE REVENCE OF LOPE. DE AGI IRRE"}
{"text": "### Book:[Lope de] Aguirre\u2019s character is amply illustrated in an anecdote from"}
{"text": "### Book:the chronicle of Garcilaso de la Vega, who related that in 1548 Aguirre"}
{"text": "### Book:was a member of a platoon of soldiers escorting Indian slaves from the"}
{"text": "### Book:mines at Potosi [Bolivia] to a royal treasury depot. The Indians were"}
{"text": "### Book:illegally burdened with great quantities of silver, and a local official"}
{"text": "### Book:arrested Aguirre, sentencing him to receive two hundred lashes in lieu of"}
{"text": "### Book:a fine for oppressing the Indians. \u201cThe soldier Aguirre, having received"}
{"text": "### Book:a notification of the sentence, besought the alcalde that, instead of"}
{"text": "### Book:flogging him, he would put him to death, for that he was a gentleman by"}
{"text": "### Book:birth\u2026. All this had no effect on the alcalde, who ordered the"}
{"text": "### Book:executioner to bring a beast, and execute the sentence. The executioner"}
{"text": "### Book:came to the prison, and put Aguirre on the heast\u2026. The beast was driven"}
{"text": "### Book:on, and he received the lashes.\u2026\u201d"}
{"text": "### Book:When freed, Aguirre announced his intention of killing the official who"}
{"text": "### Book:had sentenced him, the alcalde Esquivel. Esquivel\u2019s term of office expired"}
{"text": "### Book:and he fled to Lima. three hundred twenty leagues away, bitt within"}
{"text": "### Book:fifteen days Aguirre had tracked him there. The frightened judge"}
{"text": "### Book:journeyed to Quito, a trip of four hundred leagues, and in twenty days"}
{"text": "### Book:Aguirre arrived. \u201cWhen Esquivel heard of his presence, \u201d according to"}
{"text": "### Book:Garcilaso, \u201che made another journey of five hundred leagues to Cuzco;"}
{"text": "### Book:but in a few days Aguirre also arrived, having travelled on foot and"}
{"text": "### Book:without shoes, saying that a whipped man has no business to ride a"}
{"text": "### Book:horse, or to go where he would be seen by others. In this way, Aguirre"}
{"text": "### Book:followed his judge for three years, and four months.\u201d Wearying of the"}
{"text": "### Book:pursuit, Esquivel remained at Cuzco, a city so sternly governed that he"}
{"text": "### Book:felt he would be safe from Aguirre. He took a house near the cathedral"}
{"text": "### Book:and never ventured outdoors without a sword and a dagger. \u201cHowever,"}
{"text": "### Book:on a certain Monday, at noon, Aguirre entered his house, and having"}
{"text": "### Book:walked all over it, and having traversed a corridor, a saloon, a chamber,"}
{"text": "### Book:and an inner chamber where the judge kept his books, he at last found"}
{"text": "### Book:him asleep over one of his books, and stabbed him to death. The"}
{"text": "### Book:murderer then went out, but when he came to the door of the house, he"}
{"text": "### Book:found that he had forgotten his hat, and had the temerity to return and"}
{"text": "### Book:fetch it, and then walked down the street.\u201dTHE GOLDEN DREAM: SEEKERS OF EL DORADO, WALKER"}
{"text": "### Book:CHAPMAN, 1967"}
{"text": "### Book:The Hopelessly Insecure Man. This man is related to the proud and"}
{"text": "### Book:arrogant type, but is less violent and harder to spot. His ego is fragile, his"}
{"text": "### Book:sense of self insecure, and if he feels himself deceived or attacked, the"}
{"text": "### Book:hurt will simmer. He will attack you in bites that will take forever to get"}
{"text": "### Book:big enough for you to notice. If you find you have deceived or harmed"}
{"text": "### Book:such a man, disappear for a long time. Do not stay around him or he will"}
{"text": "### Book:nibble you to death."}
{"text": "### Book:Mr. Suspicion. Another variant on the breeds above, this is a future Joe"}
{"text": "### Book:Stalin. He sees what he wants to see\u2014usually the worst\u2014in other"}
{"text": "### Book:people, and imagines that everyone is after him. Mr. Suspicion is in fact"}
{"text": "### Book:the least dangerous of the three: Genuinely unbalanced, he is easy to"}
{"text": "### Book:deceive, just as Stalin himself was constantly deceived. Play on his"}
{"text": "### Book:suspicious nature to get him to turn against other people. But if you do"}
{"text": "### Book:become the target of his suspicions, watch out."}
{"text": "### Book:The Serpent with a Long Memory. If hurt or deceived, this man will"}
{"text": "### Book:show no anger on the surface; he will calculate and wait. Then, when he"}
{"text": "### Book:is in a position to turn the tables, he will exact a revenge marked by a"}
{"text": "### Book:cold-blooded shrewdness. Recognize this man by his calculation and"}
{"text": "### Book:cunning in the different areas of his life. He is usually cold and"}
{"text": "### Book:unaffectionate. Be doubly careful of this snake, and if you have"}
{"text": "### Book:somehow injured him, either crush him completely or get him out of"}
{"text": "### Book:your sight."}
{"text": "### Book:The Plain, Unassuming, and Often Unintelligent Man. Ah, your ears"}
{"text": "### Book:prick up when you find such a tempting victim. But this man is a lot"}
{"text": "### Book:harder to deceive than you imagine. Falling for a ruse often takes"}
{"text": "### Book:intelligence and imagination\u2014a sense of the possible rewards. The blunt"}
{"text": "### Book:man will not take the bait because he does not recognize it. He is that"}
{"text": "### Book:unaware. The danger with this man is not that he will harm you or seek"}
{"text": "### Book:revenge, but merely that he will waste your time, energy, resources, and"}
{"text": "### Book:even your sanity in trying to deceive him. Have a test ready for a mark\u2014"}
{"text": "### Book:a joke, a story. If his reaction is utterly literal, this is the type you are"}
{"text": "### Book:dealing with. Continue at your own risk.TRANSGRESSIONS OF THE LAW"}
{"text": "### Book:Transgression I"}
{"text": "### Book:In the early part of the thirteenth century, Muhammad, the shah of"}
{"text": "### Book:Khwarezm, managed after many wars to forge a huge empire, extending"}
{"text": "### Book:west to present-day Turkey and south to Afghanistan. The empire\u2019s"}
{"text": "### Book:center was the great Asian capital of Samarkand. The shah had a"}
{"text": "### Book:powerful, well-trained army, and could mobilize 200,000 warriors within"}
{"text": "### Book:days."}
{"text": "### Book:In 1219 Muhammad received an embassy from a new tribal leader to"}
{"text": "### Book:the east, Genghis Khan. The embassy included all sorts of gifts to the"}
{"text": "### Book:great Muhammad, representing the finest goods from Khan\u2019s small but"}
{"text": "### Book:growing Mongol empire. Genghis Khan wanted to reopen the Silk Route"}
{"text": "### Book:to Europe, and offered to share it with Muhammad, while promising"}
{"text": "### Book:peace between the two empires."}
{"text": "### Book:Muhammad did not know this upstart from the east, who, it seemed to"}
{"text": "### Book:him, was extremely arrogant to try to talk as an equal to one so clearly"}
{"text": "### Book:his superior. He ignored Khan\u2019s offer. Khan tried again: This time he sent"}
{"text": "### Book:a caravan of a hundred camels filled with the rarest articles he had"}
{"text": "### Book:plundered from China. Before the caravan reached Muhammad,"}
{"text": "### Book:however, Inalchik, the governor of a region bordering on Samarkand,"}
{"text": "### Book:seized it for himself, and executed its leaders."}
{"text": "### Book:Genghis Khan was sure that this was a mistake\u2014that Inalchik had"}
{"text": "### Book:acted without Muhammad\u2019s approval. He sent yet another mission to"}
{"text": "### Book:Muhammad, reiterating his offer and asking that the governor be"}
{"text": "### Book:punished. This time Muhammad himself had one of the ambassadors"}
{"text": "### Book:beheaded, and sent the other two back with shaved heads\u2014a horrifying"}
{"text": "### Book:insult in the Mongol code of honor. Khan sent a message to the shah:"}
{"text": "### Book:\u201cYou have chosen war. What will happen will happen, and what it is to"}
{"text": "### Book:be we know not; only God knows.\u201d Mobilizing his forces, in 1220 he"}
{"text": "### Book:attacked Inalchik\u2019s province, where he seized the capital, captured the"}
{"text": "### Book:governor, and ordered him executed by having molten silver poured into"}
{"text": "### Book:his eyes and ears."}
{"text": "### Book:Over the next year, Khan led a series of guerrilla-like campaigns"}
{"text": "### Book:against the shah\u2019s much larger army. His method was totally novel for"}
{"text": "### Book:the time\u2014his soldiers could move very fast on horseback, and had"}
{"text": "### Book:mastered the art of firing with bow and arrow while mounted. The speed"}
{"text": "### Book:and flexibility of his forces allowed him to deceive Muhammad as to hisintentions and the directions of his movements. Eventually he managed"}
{"text": "### Book:first to surround Samarkand, then to seize it. Muhammad fled, and a year"}
{"text": "### Book:later died, his vast empire broken and destroyed. Genghis Khan was sole"}
{"text": "### Book:master of Samarkand, the Silk Route, and most of northern Asia."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Never assume that the person you are dealing with is weaker or less"}
{"text": "### Book:important than you are. Some men are slow to take offense, which may"}
{"text": "### Book:make you misjudge the thickness of their skin, and fail to worry about"}
{"text": "### Book:insulting them. But should you offend their honor and their pride, they"}
{"text": "### Book:will overwhelm you with a violence that seems sudden and extreme"}
{"text": "### Book:given their slowness to anger. If you want to turn people down, it is best"}
{"text": "### Book:to do so politely and respectfully, even if you feel their request is"}
{"text": "### Book:impudent or their offer ridiculous. Never reject them with an insult until"}
{"text": "### Book:you know them better; you may be dealing with a Genghis Khan."}
{"text": "### Book:THE CROW AND THE SHEEP"}
{"text": "### Book:A troublesome Crow seated herself on the back of a Sheep. The Sheep,"}
{"text": "### Book:much against his will, carried her backward and forward for a long time,"}
{"text": "### Book:and at last said, \u201cIf you had treated a dog in this way, you would have"}
{"text": "### Book:had your deserts from his sharp teeth.\u201dTo this the Crow replied, \u201cI"}
{"text": "### Book:despise the weak, and yield to the strong. I know whom I may bully, and"}
{"text": "### Book:whom I must flatter; and thus I hope to prolong my life to a good old"}
{"text": "### Book:age."}
{"text": "### Book:FABLES, AESOP, SIXTH CENTURY B.C."}
{"text": "### Book:Transgression II"}
{"text": "### Book:In the late 1910s some of the best swindlers in America formed a con-"}
{"text": "### Book:artist ring based in Denver, Colorado. In the winter months they would"}
{"text": "### Book:spread across the southern states, plying their trade. In 1920 Joe Furey, a"}
{"text": "### Book:leader of the ring, was working his way through Texas, making hundreds"}
{"text": "### Book:of thousands of dollars with classic con games. In Fort Worth, he met a"}
{"text": "### Book:sucker named J. Frank Norfleet, a cattleman who owned a large ranch."}
{"text": "### Book:Norfleet fell for the con. Convinced of the riches to come, he emptied his"}
{"text": "### Book:bank account of $45,000 and handed it over to Furey and his"}
{"text": "### Book:confederates. A few days later they gave him his \u201cmillions,\u201d whichturned out to be a few good dollars wrapped around a packet of"}
{"text": "### Book:newspaper clippings."}
{"text": "### Book:Furey and his men had worked such cons a hundred times before, and"}
{"text": "### Book:the sucker was usually so embarrassed by his gullibility that he quietly"}
{"text": "### Book:learned his lesson and accepted the loss. But Norfleet was not like other"}
{"text": "### Book:suckers. He went to the police, who told him there was little they could"}
{"text": "### Book:do. \u201cThen I\u2019ll go after those people myself,\u201d Norfleet told the detectives."}
{"text": "### Book:\u201cI\u2019ll get them, too, if it takes the rest of my life.\u201d His wife took over the"}
{"text": "### Book:ranch as Norfleet scoured the country, looking for others who had been"}
{"text": "### Book:fleeced in the same game. One such sucker came forward, and the two"}
{"text": "### Book:men identified one of the con artists in San Francisco, and managed to"}
{"text": "### Book:get him locked up. The man committed suicide rather than face a long"}
{"text": "### Book:term in prison."}
{"text": "### Book:Norfleet kept going. He tracked down another of the con artists in"}
{"text": "### Book:Montana, roped him like a calf, and dragged him through the muddy"}
{"text": "### Book:streets to the town jail. He traveled not only across the country but to"}
{"text": "### Book:England, Canada, and Mexico in search of Joe Furey, and also of Furey\u2019s"}
{"text": "### Book:right-hand man, W. B. Spencer. Finding Spencer in Montreal, Norfleet"}
{"text": "### Book:chased him through the streets. Spencer escaped but the rancher stayed"}
{"text": "### Book:on his trail and caught up with him in Salt Lake City. Preferring the"}
{"text": "### Book:mercy of the law to Norfleet\u2019s wrath, Spencer turned himself in."}
{"text": "### Book:Norfleet found Furey in Jacksonville, Florida, and personally hauled"}
{"text": "### Book:him off to face justice in Texas. But he wouldn\u2019t stop there: He"}
{"text": "### Book:continued on to Denver, determined to break up the entire ring. Spending"}
{"text": "### Book:not only large sums of money but another year of his life in the pursuit,"}
{"text": "### Book:he managed to put all of the con ring\u2019s leaders behind bars. Even some"}
{"text": "### Book:he didn\u2019t catch had grown so terrified of him that they too turned"}
{"text": "### Book:themselves in."}
{"text": "### Book:After five years of hunting, Norfleet had single-handedly destroyed"}
{"text": "### Book:the country\u2019s largest confederation of con artists. The effort bankrupted"}
{"text": "### Book:him and ruined his marriage, but he died a satisfied man."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Most men accept the humiliation of being conned with a sense of"}
{"text": "### Book:resignation. They learn their lesson, recognizing that there is no such"}
{"text": "### Book:thing as a free lunch, and that they have usually been brought down by"}
{"text": "### Book:their own greed for easy money. Some, however, refuse to take theirmedicine. Instead of reflecting on their own gullibility and avarice, they"}
{"text": "### Book:see themselves as totally innocent victims."}
{"text": "### Book:Men like this may seem to be crusaders for justice and honesty, but"}
{"text": "### Book:they are actually immoderately insecure. Being fooled, being conned, has"}
{"text": "### Book:activated their self-doubt, and they are desperate to repair the damage."}
{"text": "### Book:Were the mortgage on Norfleet\u2019s ranch, the collapse of his marriage, and"}
{"text": "### Book:the years of borrowing money and living in cheap hotels worth his"}
{"text": "### Book:revenge over his embarrassment at being fleeced? To the Norfleets of the"}
{"text": "### Book:world, overcoming their embarrassment is worth any price."}
{"text": "### Book:All people have insecurities, and often the best way to deceive a"}
{"text": "### Book:sucker is to play upon his insecurities. But in the realm of power,"}
{"text": "### Book:everything is a question of degree, and the person who is decidedly more"}
{"text": "### Book:insecure than the average mortal presents great dangers. Be warned: If"}
{"text": "### Book:you practice deception or trickery of any sort, study your mark well."}
{"text": "### Book:Some people\u2019s insecurity and ego fragility cannot tolerate the slightest"}
{"text": "### Book:offense. To see if you are dealing with such a type, test them first\u2014"}
{"text": "### Book:make, say, a mild joke at their expense. A confident person will laugh; an"}
{"text": "### Book:overly insecure one will react as if personally insulted. If you suspect"}
{"text": "### Book:you are dealing with this type, find another victim."}
{"text": "### Book:Transgression III"}
{"text": "### Book:In the fifth century B.C., Ch\u2018ung-erh, the prince of Ch\u2019in (in present-day"}
{"text": "### Book:China), had been forced into exile. He lived modestly\u2014even, sometimes,"}
{"text": "### Book:in poverty\u2014waiting for the time when he could return home and resume"}
{"text": "### Book:his princely life. Once he was passing through the state of Cheng, where"}
{"text": "### Book:the ruler, not knowing who he was, treated him rudely. The ruler\u2019s"}
{"text": "### Book:minister, Shu Chan, saw this and said, \u201cThis man is a worthy prince."}
{"text": "### Book:May Your Highness treat him with great courtesy and thereby place him"}
{"text": "### Book:under an obligation!\u201d But the ruler, able to see only the prince\u2019s lowly"}
{"text": "### Book:station, ignored this advice and insulted the prince again. Shu Chan again"}
{"text": "### Book:warned his master, saying, \u201cIf Your Highness cannot treat Ch\u2019ung-erh"}
{"text": "### Book:with courtesy, you should put him to death, to avoid calamity in the"}
{"text": "### Book:future.\u201d The ruler only scoffed."}
{"text": "### Book:Years later, the prince was finally able to return home, his"}
{"text": "### Book:circumstances greatly changed. He did not forget who had been kind to"}
{"text": "### Book:him, and who had been insolent, during his years of poverty. Least of all"}
{"text": "### Book:did he forget his treatment at the hands of the ruler of Cheng. At his first"}
{"text": "### Book:opportunity he assembled a vast army and marched on Cheng, takingeight cities, destroying the kingdom, and sending the ruler into an exile"}
{"text": "### Book:of his own. Interpretation"}
{"text": "### Book:You can never be sure who you are dealing with. A man who is of little"}
{"text": "### Book:importance and means today can be a person of power tomorrow. We"}
{"text": "### Book:forget a lot in our lives, but we rarely forget an insult."}
{"text": "### Book:How was the ruler of Cheng to know that Prince Ch\u2019ung-erh was an"}
{"text": "### Book:ambitious, calculating, cunning type, a serpent with a long memory?"}
{"text": "### Book:There was really no way for him to know, you may say\u2014but since there"}
{"text": "### Book:was no way, it would have been better not to tempt the fates by finding"}
{"text": "### Book:out. There is nothing to be gained by insulting a person unnecessarily."}
{"text": "### Book:Swallow the impulse to offend, even if the other person seems weak. The"}
{"text": "### Book:satisfaction is meager compared to the danger that someday he or she"}
{"text": "### Book:will be in a position to hurt you."}
{"text": "### Book:Transgression IV"}
{"text": "### Book:The year of 1920 had been a particularly bad one for American art"}
{"text": "### Book:dealers. Big buyers\u2014the robber-baron generation of the previous century"}
{"text": "### Book:\u2014were getting to an age where they were dying off like flies, and no"}
{"text": "### Book:new millionaires had emerged to take their place. Things were so bad"}
{"text": "### Book:that a number of the major dealers decided to pool their resources, an"}
{"text": "### Book:unheard-of event, since art dealers usually get along like cats and dogs."}
{"text": "### Book:Joseph Duveen, art dealer to the richest tycoons of America, was"}
{"text": "### Book:suffering more than the others that year, so he decided to go along with"}
{"text": "### Book:this alliance. The group now consisted of the five biggest dealers in the"}
{"text": "### Book:country. Looking around for a new client, they decided that their last best"}
{"text": "### Book:hope was Henry Ford, then the wealthiest man in America. Ford had yet"}
{"text": "### Book:to venture into the art market, and he was such a big target that it made"}
{"text": "### Book:sense for them to work together."}
{"text": "### Book:The dealers decided to assemble a list, \u201cThe 100 Greatest Paintings in"}
{"text": "### Book:the World\u201d (all of which they happened to have in stock), and to offer the"}
{"text": "### Book:lot of them to Ford. With one purchase he could make himself the"}
{"text": "### Book:world\u2019s greatest collector. The consortium worked for weeks to produce"}
{"text": "### Book:a magnificent object: a three-volume set of books containing beautiful"}
{"text": "### Book:reproductions of the paintings, as well as scholarly texts accompanying"}
{"text": "### Book:each picture. Next they made a personal visit to Ford at his home in"}
{"text": "### Book:Dearborn, Michigan. There they were surprised by the simplicity of his"}
{"text": "### Book:house: Mr. Ford was obviously an extremely unaffected man.Ford received them in his study. Looking through the book, he"}
{"text": "### Book:expressed astonishment and delight. The excited dealers began"}
{"text": "### Book:imagining the millions of dollars that would shortly flow into their"}
{"text": "### Book:coffers. Finally, however, Ford looked up from the book and said,"}
{"text": "### Book:\u201cGentlemen, beautiful books like these, with beautiful colored pictures"}
{"text": "### Book:like these, must cost an awful lot!\u201d \u201cBut Mr. Ford!\u201d exclaimed Duveen,"}
{"text": "### Book:\u201cwe don\u2019t expect you to buy these books. We got them up especially for"}
{"text": "### Book:you, to show you the pictures. These books are a present to you.\u201d Ford"}
{"text": "### Book:seemed puzzled. \u201cGentlemen,\u201d he said, \u201cit is extremely nice of you, but I"}
{"text": "### Book:really don\u2019t see how I can accept a beautiful, expensive present like this"}
{"text": "### Book:from strangers.\u201d Duveen explained to Ford that the reproductions in the"}
{"text": "### Book:books showed paintings they had hoped to sell to him. Ford finally"}
{"text": "### Book:understood. \u201cBut gentlemen,\u201d he exclaimed, \u201cwhat would I want with"}
{"text": "### Book:the original pictures when the ones right here in these books are so"}
{"text": "### Book:beautiful?\u201d"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Joseph Duveen prided himself on studying his victims and clients in"}
{"text": "### Book:advance, figuring out their weaknesses and the peculiarities of their"}
{"text": "### Book:tastes before he ever met them. He was driven by desperation to drop this"}
{"text": "### Book:tactic just once, in his assault on Henry Ford. It took him months to"}
{"text": "### Book:recover from his misjudgment, both mentally and monetarily. Ford was"}
{"text": "### Book:the unassuming plain-man type who just isn\u2019t worth the bother. He was"}
{"text": "### Book:the incarnation of those literal-minded folk who do not possess enough"}
{"text": "### Book:imagination to be deceived. From then on, Duveen saved his energies for"}
{"text": "### Book:the Mellons and Mor gans of the world\u2014men crafty enough for him to"}
{"text": "### Book:entrap in his snares."}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:The ability to measure people and to know who you\u2019re dealing with is"}
{"text": "### Book:the most important skill of all in gathering and conserving power."}
{"text": "### Book:Without it you are blind: Not only will you offend the wrong people, you"}
{"text": "### Book:will choose the wrong types to work on, and will think you are flattering"}
{"text": "### Book:people when you are actually insulting them. Before embarking on any"}
{"text": "### Book:move, take the measure of your mark or potential opponent. Otherwiseyou will waste time and make mistakes. Study people\u2019s weaknesses, the"}
{"text": "### Book:chinks in their armor, their areas of both pride and insecurity. Know their"}
{"text": "### Book:ins and outs before you even decide whether or not to deal with them."}
{"text": "### Book:Two final words of caution: First, in judging and measuring your"}
{"text": "### Book:opponent, never rely on your instincts. You will make the greatest"}
{"text": "### Book:mistakes of all if you rely on such inexact indicators. Nothing can"}
{"text": "### Book:substitute for gathering concrete knowledge. Study and spy on your"}
{"text": "### Book:opponent for however long it takes; this will pay off in the long run."}
{"text": "### Book:Second, never trust appearances. Anyone with a serpent\u2019s heart can"}
{"text": "### Book:use a show of kindness to cloak it; a person who is blustery on the"}
{"text": "### Book:outside is often really a coward. Learn to see through appearances and"}
{"text": "### Book:their contradictions. Never trust the version that people give of"}
{"text": "### Book:themselves\u2014it is utterly unreliable."}
{"text": "### Book:Image: The Hunter. He does not lay the same trap for a wolf as for a fox."}
{"text": "### Book:He does not set bait where no one will take it. He knows his prey"}
{"text": "### Book:thoroughly, its habits and hideaways, and hunts accordingly."}
{"text": "### Book:Authority: Be convinced, that there are no persons so insignificant and"}
{"text": "### Book:inconsiderable, but may, some time or other, have it in their power to be"}
{"text": "### Book:of use to you; which they certainly will not, if you have once shown"}
{"text": "### Book:them contempt. Wrongs are often forgiven, but contempt never is. Our"}
{"text": "### Book:pride remembers it for ever. (Lord Chesterfield, 1694-1773)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:What possible good can come from ignorance about other people? Learn"}
{"text": "### Book:to tell the lions from the lambs or pay the price. Obey this law to its"}
{"text": "### Book:fullest extent; it has no reversal\u2014do not bother looking for one.LAW 20"}
{"text": "### Book:DO NOT COMMIT TO ANYONE"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:It is the fool who always rushes to take sides. Do not commit to any side"}
{"text": "### Book:or cause but yourself. By maintaining your independence, you become"}
{"text": "### Book:the master of others\u2014playing people against one another, making them"}
{"text": "### Book:pursue you."}
{"text": "### Book:PART I: DO NOT COMMIT TO ANYONE, BUT BE COURTED"}
{"text": "### Book:BY ALL"}
{"text": "### Book:If you allow people to feel they possess you to any degree, you lose all"}
{"text": "### Book:power over them. By not committing your affections, they will only try"}
{"text": "### Book:harder to win you over. Stay aloof and you gain the power that comes"}
{"text": "### Book:from their attention and frustrated desire. Play the Virgin Queen: Give"}
{"text": "### Book:them hope but never satisfaction."}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:When Queen Elizabeth I ascended the throne of England, in 1558, there"}
{"text": "### Book:was much to-do about her finding a husband. The issue was debated in"}
{"text": "### Book:Parliament, and was a main topic of conversation among Englishmen of"}
{"text": "### Book:all classes; they often disagreed as to whom she should marry, but"}
{"text": "### Book:everyone thought she should marry as soon as possible, for a queen must"}
{"text": "### Book:have a king, and must bear heirs for the kingdom. The debates raged on"}
{"text": "### Book:for years. Meanwhile the most handsome and eligible bachelors in the"}
{"text": "### Book:realm\u2014Sir Robert Dudley, the Earl of Essex, Sir Walter Raleigh\u2014vied"}
{"text": "### Book:for Elizabeth\u2019s hand. She did not discourage them, but she seemed to be"}
{"text": "### Book:in no hurry, and her hints as to which man might be her favorite often"}
{"text": "### Book:contradicted each other. In 1566, Parliament sent a delegation to"}
{"text": "### Book:Elizabeth urging her to marry before she was too old to bear children.She did not argue, nor did she discourage the delegation, but she"}
{"text": "### Book:remained a virgin nonetheless."}
{"text": "### Book:The delicate game that Elizabeth played with her suitors slowly made"}
{"text": "### Book:her the subject of innumerable sexual fantasies and the object of cultish"}
{"text": "### Book:worship. The court physician, Simon Forman, used his diary to describe"}
{"text": "### Book:his dreams of deflowering her. Painters represented her as Diana and"}
{"text": "### Book:other goddesses. The poet Edmund Spenser and others wrote eulogies to"}
{"text": "### Book:the Virgin Queen. She was referred to as \u201cthe world\u2019s Empresse,\u201d \u201cthat"}
{"text": "### Book:virtuous Virgo\u201d who rules the world and sets the stars in motion. In"}
{"text": "### Book:conversation with her, her many male suitors would employ bold sexual"}
{"text": "### Book:innuendo, a dare that Elizabeth did not discourage. She did all she could"}
{"text": "### Book:to stir their interest and simultaneously keep them at bay."}
{"text": "### Book:Throughout Europe, kings and princes knew that a marriage with"}
{"text": "### Book:Elizabeth would seal an alliance between England and any nation. The"}
{"text": "### Book:king of Spain wooed her, as did the prince of Sweden and the archduke"}
{"text": "### Book:of Austria. She politely refused them all."}
{"text": "### Book:The great diplomatic issue of Elizabeth\u2019s day was posed by the revolt"}
{"text": "### Book:of the Flemish and Dutch Lowlands, which were then possessions of"}
{"text": "### Book:Spain. Should England break its alliance with Spain and choose France"}
{"text": "### Book:as its main ally on the Continent, thereby encouraging Flemish and"}
{"text": "### Book:Dutch independence ? By 1570 it had come to seem that an alliance with"}
{"text": "### Book:France would be England\u2019s wisest course. France had two eligible men"}
{"text": "### Book:of noble blood, the dukes of Anjou and Alen\u00e7on, brothers of the French"}
{"text": "### Book:king. Would either of them marry Elizabeth? Both had advantages, and"}
{"text": "### Book:Elizabeth kept the hopes of both alive. The issue simmered for years."}
{"text": "### Book:The duke of Anjou made several visits to England, kissed Elizabeth in"}
{"text": "### Book:public, even called her by pet names; she appeared to requite his"}
{"text": "### Book:affections. Meanwhile, as she flirted with the two brothers, a treaty was"}
{"text": "### Book:signed that sealed peace between France and England. By 1582"}
{"text": "### Book:Elizabeth felt she could break off the courtship. In the case of the duke of"}
{"text": "### Book:Anjou in particular, she did so with great relief: For the sake of"}
{"text": "### Book:diplomacy she had allowed herself to be courted by a man whose"}
{"text": "### Book:presence she could not stand and whom she found physically repulsive."}
{"text": "### Book:Once peace between France and England was secure, she dropped the"}
{"text": "### Book:unctuous duke as politely as she could."}
{"text": "### Book:By this time Elizabeth was too old to bear children. She was"}
{"text": "### Book:accordingly able to live the rest of her life as she desired, and she died"}
{"text": "### Book:the Virgin Queen. She left no direct heir, but ruled through a period of"}
{"text": "### Book:incomparable peace and cultural fertility.Interpretation"}
{"text": "### Book:Elizabeth had good reason not to marry: She had witnessed the mistakes"}
{"text": "### Book:of Mary Queen of Scots, her cousin. Resisting the idea of being ruled by"}
{"text": "### Book:a woman, the Scots expected Mary to marry and marry wisely. To wed a"}
{"text": "### Book:foreigner would be unpopular; to favor any particular noble house would"}
{"text": "### Book:open up terrible rivalries. In the end Mary chose Lord Darnley, a"}
{"text": "### Book:Catholic. In doing so she incurred the wrath of Scotland\u2019s Protestants,"}
{"text": "### Book:and endless turmoil ensued."}
{"text": "### Book:Elizabeth knew that marriage can often lead to a female ruler\u2019s"}
{"text": "### Book:undoing: By marrying and committing to an alliance with one party or"}
{"text": "### Book:nation, the queen becomes embroiled in conflicts that are not of her"}
{"text": "### Book:choosing, conflicts which may eventually overwhelm her or lead her into"}
{"text": "### Book:a futile war. Also, the husband becomes the de facto ruler, and often tries"}
{"text": "### Book:to do away with his wife the queen, as Darnley tried to get rid of Mary."}
{"text": "### Book:Elizabeth learned the lesson well. She had two goals as a ruler: to avoid"}
{"text": "### Book:marriage and to avoid war. She managed to combine these goals by"}
{"text": "### Book:dangling the possibility of marriage in order to forge alliances. The"}
{"text": "### Book:moment she committed to any single suitor would have been the moment"}
{"text": "### Book:she lost her power. She had to emanate mystery and desirability, never"}
{"text": "### Book:discouraging anyone\u2019s hopes but never yielding."}
{"text": "### Book:Through this lifelong game of flirting and withdrawing, Elizabeth"}
{"text": "### Book:dominated the country and every man who sought to conquer her. As the"}
{"text": "### Book:center of attention, she was in control. Keeping her independence above"}
{"text": "### Book:all, Elizabeth protected her power and made herself an object of worship."}
{"text": "### Book:I would rather be a beggar and single than a queen and married."}
{"text": "### Book:Queen Elizabeth I, 1533-1603"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:Since power depends greatly on appearances, you must learn the tricks"}
{"text": "### Book:that will enhance your image. Refusing to commit to a person or group is"}
{"text": "### Book:one of these. When you hold yourself back, you incur not anger but a"}
{"text": "### Book:kind of respect. You instantly seem powerful because you make yourself"}
{"text": "### Book:ungraspable, rather than succumbing to the group, or to the relationship,"}
{"text": "### Book:as most people do. This aura of power only grows with time: As your"}
{"text": "### Book:reputation for independence grows, more and more people will come todesire you, wanting to be the one who gets you to commit. Desire is like"}
{"text": "### Book:a virus: If we see that someone is desired by other people, we tend to"}
{"text": "### Book:find this person desirable too."}
{"text": "### Book:The moment you commit, the magic is gone. You become like"}
{"text": "### Book:everyone else. People will try all kinds of underhanded methods to get"}
{"text": "### Book:you to commit. They will give you gifts, shower you with favors, all to"}
{"text": "### Book:put you under obligation. Encourage the attention, stimulate their"}
{"text": "### Book:interest, but do not commit at any cost. Accept the gifts and favors if you"}
{"text": "### Book:so desire, but be careful to maintain your inner aloofness. You cannot"}
{"text": "### Book:inadvertently allow yourself to feel obligated to anyone."}
{"text": "### Book:Remember, though: The goal is not to put people off, or to make it"}
{"text": "### Book:seem that you are incapable of commitment. Like the Virgin Queen, you"}
{"text": "### Book:need to stir the pot, excite interest, lure people with the possibility of"}
{"text": "### Book:having you. You have to bend to their attention occasionally, then\u2014but"}
{"text": "### Book:never too far."}
{"text": "### Book:The Greek soldier and statesman Alcibiades played this game to"}
{"text": "### Book:perfection. It was Alcibiades who inspired and led the massive Athenian"}
{"text": "### Book:armada that invaded Sicily in 414 B.C. When envious Athenians back"}
{"text": "### Book:home tried to bring him down by accusing him of trumped-up charges,"}
{"text": "### Book:he defected to the enemy, the Spartans, instead of facing a trial back"}
{"text": "### Book:home. Then, after the Athenians were defeated at Syracuse, he left Sparta"}
{"text": "### Book:for Persia, even though the power of Sparta was now on the rise. Now,"}
{"text": "### Book:however, both the Athenians and the Spartans courted Alcibiades"}
{"text": "### Book:because of his influence with the Persians; and the Persians showered"}
{"text": "### Book:him with honors because of his power over the Athenians and the"}
{"text": "### Book:Spartans. He made promises to every side but committed to none, and in"}
{"text": "### Book:the end he held all the cards."}
{"text": "### Book:If you aspire to power and influence, try the Alcibiades tactic: Put"}
{"text": "### Book:yourself in the middle between competing powers. Lure one side with"}
{"text": "### Book:the promise of your help; the other side, always wanting to outdo its"}
{"text": "### Book:enemy, will pursue you as well. As each side vies for your attention, you"}
{"text": "### Book:will immediately seem a person of great influence and desirability. More"}
{"text": "### Book:power will accrue to you than if you had rashly committed to one side."}
{"text": "### Book:To perfect this tactic you need to keep yourself inwardly free from"}
{"text": "### Book:emotional entanglements, and to view all those around you as pawns in"}
{"text": "### Book:your rise to the top. You cannot let yourself become the lackey for any"}
{"text": "### Book:cause."}
{"text": "### Book:In the midst of the 1968 U.S. presidential election, Henry Kissinger"}
{"text": "### Book:made a phone call to Richard Nixon\u2019s team. Kissinger had been allied"}
{"text": "### Book:with Nelson Rockefeller, who had unsuccessfully sought the Republicannomina tion. Now Kissinger offered to supply the Nixon camp with"}
{"text": "### Book:valuable inside information on the negotiations for peace in Vietnam that"}
{"text": "### Book:were then going on in Paris. He had a man on the negotiating team"}
{"text": "### Book:keeping him informed of the latest developments. The Nixon team gladly"}
{"text": "### Book:accepted his offer."}
{"text": "### Book:At the same time, however, Kissinger also approached the Democratic"}
{"text": "### Book:nominee, Hubert Humphrey, and offered his aid. The Humphrey people"}
{"text": "### Book:asked him for inside information on Nixon and he supplied it. \u201cLook,\u201d"}
{"text": "### Book:Kissinger told Humphrey\u2019s people, \u201cI\u2019ve hated Nixon for years.\u201d In fact"}
{"text": "### Book:he had no interest in either side. What he really wanted was what he got:"}
{"text": "### Book:the promise of a high-level cabinet post from both Nixon and Humphrey."}
{"text": "### Book:Whichever man won the election, Kissinger\u2019s career was secure."}
{"text": "### Book:The winner, of course, was Nixon, and Kissinger duly went on to his"}
{"text": "### Book:cabinet post. Even so, he was careful never to appear too much of a"}
{"text": "### Book:Nixon man. When Nixon was reelected in 1972, men much more loyal to"}
{"text": "### Book:him than Kissinger were fired. Kissinger was also the only Nixon high"}
{"text": "### Book:official to survive Watergate and serve under the next president, Gerald"}
{"text": "### Book:Ford. By maintaining a little distance he thrived in turbulent times."}
{"text": "### Book:Those who use this strategy often notice a strange phenomenon:"}
{"text": "### Book:People who rush to the support of others tend to gain little respect in the"}
{"text": "### Book:process, for their help is so easily obtained, while those who stand back"}
{"text": "### Book:find themselves besieged with supplicants. Their aloofness is powerful,"}
{"text": "### Book:and everyone wants them on their side."}
{"text": "### Book:When Picasso, after early years of poverty, had become the most"}
{"text": "### Book:successful artist in the world, he did not commit himself to this dealer or"}
{"text": "### Book:that dealer, although they now besieged him from all sides with attractive"}
{"text": "### Book:offers and grand promises. Instead, he appeared to have no interest in"}
{"text": "### Book:their services; this technique drove them wild, and as they fought over"}
{"text": "### Book:him his prices only rose. When Henry Kissinger, as U.S. secretary of"}
{"text": "### Book:state, wanted to reach detente with the Soviet Union, he made no"}
{"text": "### Book:concessions or conciliatory gestures, but courted China instead. This"}
{"text": "### Book:infuriated and also scared the Soviets\u2014they were already politically"}
{"text": "### Book:isolated and feared further isolation if the United States and China came"}
{"text": "### Book:together. Kissinger\u2019s move pushed them to the negotiating table. The"}
{"text": "### Book:tactic has a parallel in seduction: When you want to seduce a woman,"}
{"text": "### Book:Stendhal advises, court her sister first."}
{"text": "### Book:Stay aloof and people will come to you. It will become a challenge for"}
{"text": "### Book:them to win your affections. As long as you imitate the wise Virgin"}
{"text": "### Book:Queen and stimulate their hopes, you will remain a magnet of attention"}
{"text": "### Book:and desire.Image:"}
{"text": "### Book:The Virgin Queen."}
{"text": "### Book:The center of attention,"}
{"text": "### Book:desire, and worship. Never"}
{"text": "### Book:succumbing to one suitor or the"}
{"text": "### Book:other, the Virgin Queen keeps"}
{"text": "### Book:them all revolving around"}
{"text": "### Book:her like planets, unable to"}
{"text": "### Book:leave her orbit but never"}
{"text": "### Book:getting any closer"}
{"text": "### Book:to her."}
{"text": "### Book:Authority: Do not commit yourself to anybody or anything, for that is to"}
{"text": "### Book:be a slave, a slave to every man\u2026. Above all, keep yourself free of"}
{"text": "### Book:commitments and obligations\u2014they are the device of another to get you"}
{"text": "### Book:into his power\u2026. (Baltasar Graci\u00e1n, 1601-1658)PART II: DO NOT COMMIT TO ANYONE-"}
{"text": "### Book:STAY ABOVE THE FRAY"}
{"text": "### Book:Do not let people drag you into their petty fights and squabbles. Seem"}
{"text": "### Book:interested and supportive, but find a way to remain neutral; let others do"}
{"text": "### Book:the fighting while you stand back, watch and wait. When the fighting"}
{"text": "### Book:parties are good and tired they will be ripe for the picking. You can make"}
{"text": "### Book:it a practice, in fact, to stir up quarrels between other people, and then"}
{"text": "### Book:offer to mediate, gaining power as the go-between."}
{"text": "### Book:THE KITES, THE CROWS, AND THE FOX"}
{"text": "### Book:The kites and the crows made an agreement among themselves that they"}
{"text": "### Book:should go halves in everything obtained in the forest. One day they saw a"}
{"text": "### Book:fox that had been wounded by hunters lying helpless under a tree, and"}
{"text": "### Book:gathered round it. The crows said, \u201cWe will take the upper half of the"}
{"text": "### Book:fox.\u201d \u201cThen we will take the lower half,\u201d said the kites. The fox laughed"}
{"text": "### Book:at this, and said, \u201cI always thought the kites were superior in creation to"}
{"text": "### Book:the crows; as such they must get the upper half of my body, of which my"}
{"text": "### Book:head, with the brain and other delicate things in it, forms a portion. \u201d"}
{"text": "### Book:\u201cOh, yes, that is right,\u201d said the kites, \u201cwe will have that part of the"}
{"text": "### Book:fox.\u201d \u201cNot at all,\u201d said the crows, \u201cwe must have it, as already agreed.\u201d"}
{"text": "### Book:Then a war arose between the rival parties, and a great many fell on both"}
{"text": "### Book:sides, and the remaining few escaped with difficulty. The fox continued"}
{"text": "### Book:there for some days, leisurely feeding on the dead kites and crows, and"}
{"text": "### Book:then left the place hale and hearty, observing, The weak benefit by the"}
{"text": "### Book:quarrels of the mighty. \u201d"}
{"text": "### Book:INDIAN FABLES"}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:In the late fifteenth century, the strongest city-states in Italy\u2014Venice,"}
{"text": "### Book:Florence, Rome, and Milan\u2014found themselves constantly squabbling.Hovering above their struggles were the nations of France and Spain,"}
{"text": "### Book:ready to grab whatever they could from the weakened Italian powers."}
{"text": "### Book:And trapped in the middle was the small state of Mantua, ruled by the"}
{"text": "### Book:young Duke Gianfrancesco Gonzaga. Mantua was strategically located"}
{"text": "### Book:in northern Italy, and it seemed only a matter of time before one of the"}
{"text": "### Book:powers swallowed it up and it ceased to exist as an independent"}
{"text": "### Book:kingdom."}
{"text": "### Book:Gonzaga was a fierce warrior and a skilled commander of troops, and"}
{"text": "### Book:he became a kind of mercenary general for whatever side paid him best."}
{"text": "### Book:In the year 1490, he married Isabella d\u2019Este, daughter of the ruler of"}
{"text": "### Book:another small Italian duchy, Ferrara. Since he now spent most of his time"}
{"text": "### Book:away from Mantua, it fell to Isabella to rule in his stead."}
{"text": "### Book:Isabella\u2019s first true test as ruler came in 1498, when King Louis XII of"}
{"text": "### Book:France was preparing armies to attack Milan. In their usual perfidious"}
{"text": "### Book:fashion, the Italian states immediately looked for ways to profit from"}
{"text": "### Book:Milan\u2019s difficulties. Pope Alexander VI promised not to intervene,"}
{"text": "### Book:thereby giving the French carte blanche. The Venetians signaled that they"}
{"text": "### Book:would not help Milan, either\u2014and in exchange for this, they hoped the"}
{"text": "### Book:French would give them Mantua. The ruler of Milan, Lodovico Sforza,"}
{"text": "### Book:suddenly found himself alone and abandoned. He turned to Isabella"}
{"text": "### Book:d\u2019Este, one of his closest friends (also rumored to be his lover), and"}
{"text": "### Book:begged her to persuade Duke Gonzaga to come to his aid. Isabella tried,"}
{"text": "### Book:but her husband balked, for he saw Sforza\u2019s cause as hopeless. And so, in"}
{"text": "### Book:1499, Louis swooped down on Milan and took it with ease."}
{"text": "### Book:Isabella now faced a dilemma: If she stayed loyal to Lodovico, the"}
{"text": "### Book:French would now move against her. But if, instead, she allied herself"}
{"text": "### Book:with France, she would make enemies elsewhere in Italy, compromising"}
{"text": "### Book:Mantua once Louis eventually withdrew. And if she looked to Venice or"}
{"text": "### Book:Rome for help, they would simply swallow up Mantua under the cloak of"}
{"text": "### Book:coming to her aid. Yet she had to do something. The mighty king of"}
{"text": "### Book:France was breathing down her neck: She decided to befriend him, as"}
{"text": "### Book:she had befriended Lodovico Sforza before him\u2014with alluring gifts,"}
{"text": "### Book:witty, intelligent letters, and the possibility of her company, for Isabella"}
{"text": "### Book:was famous as a woman of incomparable beauty and charm."}
{"text": "### Book:In 1500 Louis invited Isabella to a great party in Milan to celebrate his"}
{"text": "### Book:victory. Leonardo da Vinci built an enormous mechanical lion for the"}
{"text": "### Book:affair: When the lion opened its mouth, it spewed fresh lilies, the"}
{"text": "### Book:symbols of French royalty. At the party Isabella wore one of her"}
{"text": "### Book:celebrated dresses (she had by far the largest wardrobe of any of the"}
{"text": "### Book:Italian princesses), and just as she had hoped, she charmed andcaptivated Louis, who ignored all the other ladies vying for his attention."}
{"text": "### Book:She soon became his constant companion, and in exchange for her"}
{"text": "### Book:friendship he pledged to protect Mantua\u2019s independence from Venice."}
{"text": "### Book:Men of great abilities are slow to act. for it is easier to avoid occasions"}
{"text": "### Book:for committing yourself than to come well out of a commitment. Such"}
{"text": "### Book:occasions test your judgment; it is safer to avoid them than to emerge"}
{"text": "### Book:victorious from them. One obligation leads to a greater one, and you"}
{"text": "### Book:come very near to the brink of disaster."}
{"text": "### Book:BALTASAR GRACIAN, 1601-1658"}
{"text": "### Book:As one danger receded, however, another, more worrying one arose,"}
{"text": "### Book:this time from the south, in the form of Cesare Borgia. Starting in 1500,"}
{"text": "### Book:Borgia had marched steadily northward, gobbling up all the small"}
{"text": "### Book:kingdoms in his path in the name of his father, Pope Alexander. Isabella"}
{"text": "### Book:understood Cesare perfectly: He could be neither trusted nor in any way"}
{"text": "### Book:offended. He had to be cajoled and kept at arm\u2019s length. Isabella began"}
{"text": "### Book:by sending him gifts\u2014falcons, prize dogs, perfumes, and dozens of"}
{"text": "### Book:masks, which she knew he always wore when he walked the streets of"}
{"text": "### Book:Rome. She sent messengers with flattering greetings (although these"}
{"text": "### Book:messengers also acted as her spies). At one point Cesare asked if he"}
{"text": "### Book:could house some troops in Mantua; Isabella managed to dissuade him"}
{"text": "### Book:politely, knowing full well that once the troops were quartered in the city,"}
{"text": "### Book:they would never leave."}
{"text": "### Book:Even while Isabella was charming Cesare, she convinced everyone"}
{"text": "### Book:around her to take care never to utter a harsh word about him, since he"}
{"text": "### Book:had spies everywhere and would use the slightest pretext for invasion."}
{"text": "### Book:When Isabella had a child, she asked Cesare to be the godfather. She"}
{"text": "### Book:even dangled in front of him the possibility of a marriage between her"}
{"text": "### Book:family and his. Somehow it all worked, for although elsewhere he seized"}
{"text": "### Book:everything in his path, he spared Mantua."}
{"text": "### Book:In 1503 Cesare\u2019s father, Alexander, died, and a few years later the new"}
{"text": "### Book:pope, Julius II, went to war to drive the French troops from Italy. When"}
{"text": "### Book:the ruler of Ferrara\u2014Alfonso, Isabella\u2019s brother\u2014sided with the French,"}
{"text": "### Book:Julius decided to attack and humble him. Once again Isabella found"}
{"text": "### Book:herself in the middle: the pope on one side, the French and her brother on"}
{"text": "### Book:the other. She dared not ally herself with either, but to offend either"}
{"text": "### Book:would be equally disastrous. Again she played the double game at which"}
{"text": "### Book:she had become so expert. On the one hand she got her husband Gonzaga"}
{"text": "### Book:to fight for the pope, knowing he would not fight very hard. On the other"}
{"text": "### Book:she let French troops pass through Mantua to come to Ferrara\u2019s aid.While she publicly complained that the French had \u201cinvaded\u201d her"}
{"text": "### Book:territory, she privately supplied them with valuable information. To make"}
{"text": "### Book:the invasion plausible to Julius, she even had the French pretend to"}
{"text": "### Book:plunder Mantua. It worked once again: The pope left Mantua alone."}
{"text": "### Book:In 1513, after a lengthy siege, Julius defeated Ferrara, and the French"}
{"text": "### Book:troops withdrew. Worn out by the effort, the pope died a few months"}
{"text": "### Book:later. With his death, the nightmarish cycle of battles and petty squabbles"}
{"text": "### Book:began to repeat itself."}
{"text": "### Book:A great deal changed in Italy during Isabella\u2019s reign: Popes came and"}
{"text": "### Book:went, Cesare Borgia rose and then fell, Venice lost its empire, Milan was"}
{"text": "### Book:invaded, Florence fell into decline, and Rome was sacked by the"}
{"text": "### Book:Hapsburg Emperor Charles V Through all this, tiny Mantua not only"}
{"text": "### Book:survived but thrived, its court the envy of Italy. Its wealth and"}
{"text": "### Book:sovereignty would remain intact for a century after Isabella\u2019s death, in"}
{"text": "### Book:1539."}
{"text": "### Book:THE EAGLE AND THE SOW"}
{"text": "### Book:An eagle built a nest on a tree, and hatched out some eaglets. And a wild"}
{"text": "### Book:sow brought her litter under the tree. The eagle used to fly off after her"}
{"text": "### Book:prey, and bring it back to her young. And the sow rooted around the tree"}
{"text": "### Book:and hunted in the woods, and when night came she would bring her"}
{"text": "### Book:young something to eat."}
{"text": "### Book:And the eagle and the sow lived in neighborly fashion. And a grimalkin"}
{"text": "### Book:laid her plans to destroy the eaglets and the little sucking pigs. She went"}
{"text": "### Book:to the eagle, and said: \u201cEagle, you had better not fly very far away."}
{"text": "### Book:Beware of the sow; she is planning an evil design. She is going to"}
{"text": "### Book:undermine the roots of the tree. You see she is rooting all the time.\u201d"}
{"text": "### Book:Then the grimalkin went to the sow and said: \u201cSow, you have not a good"}
{"text": "### Book:neighbor. Last evening I heard the eagle saying to her eaglets: \u2018My dear"}
{"text": "### Book:little eaglets, I am going to treat you to a nice little pig. Just as soon as"}
{"text": "### Book:the sow is gone, I will bring you a little young sucking pig.\u201d\u2019"}
{"text": "### Book:From that time the eagle ceased to fly out after prey, and the sow did not"}
{"text": "### Book:go any more into the forest. The eaglets and the young pigs perished of"}
{"text": "### Book:starvation, and grimalkin feasted on them."}
{"text": "### Book:FABLES, LEO TOLSTOY, 1828-1910"}
{"text": "### Book:InterpretationIsabella d\u2019Este understood Italy\u2019s political situation with amazing clarity:"}
{"text": "### Book:Once you took the side of any of the forces in the field, you were"}
{"text": "### Book:doomed. The powerful would take you over, the weak would wear you"}
{"text": "### Book:down. Any new alliance would lead to a new enemy, and as this cycle"}
{"text": "### Book:stirred up more conflict, other forces would be dragged in, until you"}
{"text": "### Book:could no longer extricate yourself. Eventually you would collapse from"}
{"text": "### Book:exhaustion."}
{"text": "### Book:Isabella steered her kingdom on the only course that would bring her"}
{"text": "### Book:safely through. She would not allow herself to lose her head through"}
{"text": "### Book:loyalty to a duke or a king. Nor would she try to stop the conflict that"}
{"text": "### Book:raged around her\u2014that would only drag her into it. And in any case the"}
{"text": "### Book:conflict was to her advantage. If the various parties were fighting to the"}
{"text": "### Book:death, and exhausting themselves in the process, they were in no position"}
{"text": "### Book:to gobble up Mantua. The source of Isabella\u2019s power was her clever"}
{"text": "### Book:ability to seem interested in the affairs and interests of each side, while"}
{"text": "### Book:actually committing to no one but herself and her kingdom."}
{"text": "### Book:Once you step into a fight that is not of your own choosing, you lose"}
{"text": "### Book:all initiative. The combatants\u2019 interests become your interests; you"}
{"text": "### Book:become their tool. Learn to control yourself, to restrain your natural"}
{"text": "### Book:tendency to take sides and join the fight. Be friendly and charming to"}
{"text": "### Book:each of the combatants, then step back as they collide. With every battle"}
{"text": "### Book:they grow weaker, while you grow stronger with every battle you avoid."}
{"text": "### Book:When the snipe and the mussel struggle, the fisherman gets the benefit."}
{"text": "### Book:Ancient Chinese saying"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:To succeed in the game of power, you have to master your emotions. But"}
{"text": "### Book:even if you succeed in gaining such self-control, you can never control"}
{"text": "### Book:the temperamental dispositions of those around you. And this presents a"}
{"text": "### Book:great danger. Most people operate in a whirlpool of emotions, constantly"}
{"text": "### Book:reacting, churning up squabbles and conflicts. Your self-control and"}
{"text": "### Book:autonomy will only bother and infuriate them. They will try to draw you"}
{"text": "### Book:into the whirlpool, begging you to take sides in their endless battles, or to"}
{"text": "### Book:make peace for them. If you succumb to their emotional entreaties, little"}
{"text": "### Book:by little you will find your mind and time occupied by their problems.Do not allow whatever compassion and pity you possess to suck you in."}
{"text": "### Book:You can never win in this game; the conflicts can only multiply."}
{"text": "### Book:On the other hand, you cannot completely stand aside, for that would"}
{"text": "### Book:cause needless offense. To play the game properly, you must seem"}
{"text": "### Book:interested in other people\u2019s problems, even sometimes appear to take"}
{"text": "### Book:their side. But while you make outward gestures of support, you must"}
{"text": "### Book:maintain your inner energy and sanity by keeping your emotions"}
{"text": "### Book:disengaged. No matter how hard people try to pull you in, never let your"}
{"text": "### Book:interest in their affairs and petty squabbles go beyond the surface. Give"}
{"text": "### Book:them gifts, listen with a sympathetic look, even occasionally play the"}
{"text": "### Book:charmer\u2014but inwardly keep both the friendly kings and the perfidious"}
{"text": "### Book:Borgias at arm\u2019s length. By refusing to commit and thus maintaining"}
{"text": "### Book:your autonomy you retain the initiative: Your moves stay matters of your"}
{"text": "### Book:own choosing, not defensive reactions to the push-and-pull of those"}
{"text": "### Book:around you."}
{"text": "### Book:THE PRICE OF"}
{"text": "### Book:While a poor woman stood in the market place selling cheeses, a cat"}
{"text": "### Book:came along and carried off a cheese. A dog saw the pilferer and tried to"}
{"text": "### Book:take the cheese away from him. The cat stood up to the dog. So they"}
{"text": "### Book:pitched into each other. The dog barked and snapped; the cat spat and"}
{"text": "### Book:scratched, but they could bring the battle to no decision."}
{"text": "### Book:\u201cLet\u2019s go to the fox and have him referee the matter, \u201d the cat finally"}
{"text": "### Book:suggested. \u201cAgreed, \u201d said the dog. So they went to the fox. The fox"}
{"text": "### Book:listened to their arguments with a judicious air."}
{"text": "### Book:\u201cFoolish animals,\u201d he chided them, \u201cwhy carry on like that? If both of"}
{"text": "### Book:you are willing, I\u2019ll divide the cheese in two and you\u2019ll both be satisfied."}
{"text": "### Book:\u201d"}
{"text": "### Book:\u201cAgreed, \u201d said the cat and the dog."}
{"text": "### Book:So the fox took out his knife and cut the cheese in two, but, instead of"}
{"text": "### Book:cutting it lengthwise, he cut it in the width. \u201cMy half is smaller!\u201d"}
{"text": "### Book:protested the dog."}
{"text": "### Book:The fox looked judiciously through his spectacles at the dog\u2019s share."}
{"text": "### Book:\u201cYou\u2019re right, quite right!\u201d he decided."}
{"text": "### Book:So he went and bit off a piece of the cat\u2019s share."}
{"text": "### Book:\u201cThat will make it even!\u201d he said."}
{"text": "### Book:When the cat saw what the fox did she began to yowl:"}
{"text": "### Book:\u201cJust look! My part\u2019s smaller now!\u201dThe fox again put on his spectacles and looked judiciously at the cat\u2019s"}
{"text": "### Book:share."}
{"text": "### Book:\u201cRight you are!\u201d said the fox. \u201cJust a moment, and I\u2019ll make it right.\u201d"}
{"text": "### Book:And he went and bit off a piece from the dog\u2019s cheese This went on so"}
{"text": "### Book:long, with the fox nibbling first at the dog\u2019s and then at the cat\u2019s share."}
{"text": "### Book:that he finally ate up the whole cheese before their eyes."}
{"text": "### Book:A TREASURY OF JEWISH FOLKLORE, NATHAN AUSUBEL, ED.,"}
{"text": "### Book:1948"}
{"text": "### Book:Slowness to pick up your weapons can be a weapon itself, especially if"}
{"text": "### Book:you let other people exhaust themselves fighting, then take advantage of"}
{"text": "### Book:their exhaustion. In ancient China, the kingdom of Chin once invaded the"}
{"text": "### Book:kingdom of Hsing. Huan, the ruler of a nearby province, thought he"}
{"text": "### Book:should rush to Hsing\u2019s defense, but his adviser counseled him to wait:"}
{"text": "### Book:\u201cHsing is not yet going to ruin,\u201d he said, \u201cand Chin is not yet exhausted."}
{"text": "### Book:If Chin is not exhausted, [we] cannot become very influential. Moreover,"}
{"text": "### Book:the merit of supporting a state in danger is not as great as the virtue of"}
{"text": "### Book:reviving a ruined one.\u201d The adviser\u2019s argument won the day, and as he"}
{"text": "### Book:had predicted, Huan later had the glory both of rescuing Hsing from the"}
{"text": "### Book:brink of destruction and then of conquering an exhausted Chin. He"}
{"text": "### Book:stayed out of the fighting until the forces engaged in it had worn each"}
{"text": "### Book:other down, at which point it was safe for him to intervene."}
{"text": "### Book:That is what holding back from the fray allows you: time to position"}
{"text": "### Book:yourself to take advantage of the situation once one side starts to lose."}
{"text": "### Book:You can also take the game a step further, by promising your support to"}
{"text": "### Book:both sides in a conflict while maneuvering so that the one to come out"}
{"text": "### Book:ahead in the struggle is you. This was what Castruccio Castracani, ruler"}
{"text": "### Book:of the Italian town of Lucca in the fourteenth century, did when he had"}
{"text": "### Book:designs on the town of Pistoia. A siege would have been expensive,"}
{"text": "### Book:costing both lives and money, but Castruccio knew that Pistoia contained"}
{"text": "### Book:two rival factions, the Blacks and the Whites, which hated one another."}
{"text": "### Book:He negotiated with the Blacks, promising to help them against the"}
{"text": "### Book:Whites; then, without their knowledge, he promised the Whites he would"}
{"text": "### Book:help them against the Blacks. And Castruccio kept his promises\u2014he sent"}
{"text": "### Book:an army to a Black-controlled gate to the city, which the sentries of"}
{"text": "### Book:course welcomed in. Meanwhile another of his armies entered through a"}
{"text": "### Book:White-controlled gate. The two armies united in the middle, occupied the"}
{"text": "### Book:town, killed the leaders of both factions, ended the internal war, and took"}
{"text": "### Book:Pistoia for Castruccio."}
{"text": "### Book:Preserving your autonomy gives you options when people come to"}
{"text": "### Book:blows\u2014you can play the mediator, broker the peace, while reallysecuring your own interests. You can pledge support to one side and the"}
{"text": "### Book:other may have to court you with a higher bid. Or, like Castruccio, you"}
{"text": "### Book:can appear to take both sides, then play the antagonists against each"}
{"text": "### Book:other."}
{"text": "### Book:Oftentimes when a conflict breaks out, you are tempted to side with"}
{"text": "### Book:the stronger party, or the one that offers you apparent advantages in an"}
{"text": "### Book:alliance. This is risky business. First, it is often difficult to foresee which"}
{"text": "### Book:side will prevail in the long run. But even if you guess right and ally"}
{"text": "### Book:yourself with the stronger party, you may find yourself swallowed up and"}
{"text": "### Book:lost, or conveniently forgotten, when they become victors. Side with the"}
{"text": "### Book:weaker, on the other hand, and you are doomed. But play a waiting game"}
{"text": "### Book:and you cannot lose."}
{"text": "### Book:In France\u2019s July Revolution of 1830, after three days of riots, the"}
{"text": "### Book:statesman Talleyrand, now elderly, sat by his Paris window, listening to"}
{"text": "### Book:the pealing bells that signaled the riots were over. Turning to an assistant,"}
{"text": "### Book:he said, \u201cAh, the bells! We\u2019re winning.\u201d \u201cWho\u2019s \u2018we,\u2019 mon prince?\u201d the"}
{"text": "### Book:assistant asked. Gesturing for the man to keep quiet, Talleyrand replied,"}
{"text": "### Book:\u201cNot a word! I\u2019ll tell you who we are tomorrow.\u201d He well knew that only"}
{"text": "### Book:fools rush into a situation\u2014that by committing too quickly you lose your"}
{"text": "### Book:maneuverability. People also respect you less: Perhaps tomorrow, they"}
{"text": "### Book:think, you will commit to another, different cause, since you gave"}
{"text": "### Book:yourself so easily to this one. Good fortune is a fickle god and will often"}
{"text": "### Book:pass from one side to the other. Commitment to one side deprives you of"}
{"text": "### Book:the advantage of time and the luxury of waiting. Let others fall in love"}
{"text": "### Book:with this group or that; for your part don\u2019t rush in, don\u2019t lose your head."}
{"text": "### Book:Finally, there are occasions when it is wisest to drop all pretence of"}
{"text": "### Book:appearing supportive and instead to trumpet your independence and self-"}
{"text": "### Book:reliance. The aristocratic pose of independence is particularly important"}
{"text": "### Book:for those who need to gain respect. George Washington recognized this"}
{"text": "### Book:in his work to establish the young American republic on firm ground. As"}
{"text": "### Book:president, Washington avoided the temptation of making an alliance with"}
{"text": "### Book:France or England, despite the pressure on him to do so. He wanted the"}
{"text": "### Book:country to earn the world\u2019s respect through its independence. Although a"}
{"text": "### Book:treaty with France might have helped in the short term, in the long run he"}
{"text": "### Book:knew it would be more effective to establish the nation\u2019s autonomy."}
{"text": "### Book:Europe would have to see the United States as an equal power."}
{"text": "### Book:Remember: You have only so much energy and so much time. Every"}
{"text": "### Book:moment wasted on the affairs of others subtracts from your strength. You"}
{"text": "### Book:may be afraid that people will condemn you as heartless, but in the end,"}
{"text": "### Book:maintaining your independence and self-reliance will gain you morerespect and place you in a position of power from which you can choose"}
{"text": "### Book:to help others on your own initiative."}
{"text": "### Book:Image: A Thicket of Shrubs. In the forest, one shrub latches on to"}
{"text": "### Book:another, entangling its neighbor with its thorns, the thicket slowly"}
{"text": "### Book:extending its impenetrable domain. Only what keeps its distance and"}
{"text": "### Book:stands apart can grow and rise above the thicket."}
{"text": "### Book:Authority: Regard it as more courageous not to become involved in an"}
{"text": "### Book:engagement than to win in battle, and where there is already one"}
{"text": "### Book:interfering fool, take care that there shall not be two. (Baltasar Gracian,"}
{"text": "### Book:1601-1658)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:Both parts of this law will turn against you if you take it too far. The"}
{"text": "### Book:game proposed here is delicate and difficult. If you play too many parties"}
{"text": "### Book:against one another, they will see through the maneuver and will gang up"}
{"text": "### Book:on you. If you keep your growing number of suitors waiting too long,"}
{"text": "### Book:you will inspire not desire but distrust. People will start to lose interest."}
{"text": "### Book:Eventually you may find it worthwhile to commit to one side\u2014if only"}
{"text": "### Book:for appearances\u2019 sake, to prove you are capable of attachment."}
{"text": "### Book:Even then, however, the key will be to maintain your inner"}
{"text": "### Book:independence\u2014to keep yourself from getting emotionally involved."}
{"text": "### Book:Preserve the unspoken option of being able to leave at any moment and"}
{"text": "### Book:reclaim your freedom if the side you are allied with starts to collapse."}
{"text": "### Book:The friends you made while you were being courted will give you plenty"}
{"text": "### Book:of places to go once you jump ship.LAW 21"}
{"text": "### Book:PLAY A SUCKER TO CATCH A SUCKER\u2014"}
{"text": "### Book:SEEM DUMBER THAN YOUR MARK"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:No one likes feeling stupider than the next person. The trick, then, is to"}
{"text": "### Book:make your victims feel smart\u2014and not just smart, but smarter than you"}
{"text": "### Book:are. Once convinced of this, they will never suspect that you may have"}
{"text": "### Book:ulterior motives."}
{"text": "### Book:In the winter of 1872, the U.S. financier Asbury Harpending was visiting"}
{"text": "### Book:London when he received a cable: A diamond mine had been discovered"}
{"text": "### Book:in the American West. The cable came from a reliable source\u2014William"}
{"text": "### Book:Ralston, owner of the Bank of California\u2014but Harpending nevertheless"}
{"text": "### Book:took it as a practical joke, probably inspired by the recent discovery of"}
{"text": "### Book:huge diamond mines in South Africa. True, when reports had first come"}
{"text": "### Book:in of gold being discovered in the western United States, everyone had"}
{"text": "### Book:been skeptical, and those had turned out to be true. But a diamond mine"}
{"text": "### Book:in the West! Harpending showed the cable to his fellow financier Baron"}
{"text": "### Book:Rothschild (one of the richest men in the world), saying it must be a"}
{"text": "### Book:joke. The baron, however, replied, \u201cDon\u2019t be too sure about that."}
{"text": "### Book:America is a very large country. It has furnished the world with many"}
{"text": "### Book:surprises already. Perhaps it has others in store.\u201d Harpending promptly"}
{"text": "### Book:took the first ship back to the States."}
{"text": "### Book:Now, there is nothing of which a man is prouder than of interlecutal"}
{"text": "### Book:ability, for it is this that gives him his commanding place in the animal"}
{"text": "### Book:world. It is an exceedingly rash thing to ter anyone see that you are"}
{"text": "### Book:decidedly superior to him in this respect, and to let other people see it"}
{"text": "### Book:too\u2026. hence, white rank and riches may always reckon upon deferential"}
{"text": "### Book:treatment in society, that is something which intellectual ability can"}
{"text": "### Book:never expect To be ignorea is the greatest favour shown to it; and if"}
{"text": "### Book:people notice it at all, it is because they regard it us a piece of"}
{"text": "### Book:imperinence, or else as something to which its possessor has nolegitimate right, and upon which he dares to pride himself; and in"}
{"text": "### Book:retaliation and revenge for his conduct, people secretly try and humiliare"}
{"text": "### Book:him in some other way; unit if they wait to ao this, it is only for a futing"}
{"text": "### Book:opporunity. A man may be as humble as possible in his demeanour and"}
{"text": "### Book:yet hardly ever get people to overlook his crime in standing intellectually"}
{"text": "### Book:above them. In the Garden of Roses, Sadi makes the remark: \u201cYou"}
{"text": "### Book:should know that foolish people are a hundredfold more averse to"}
{"text": "### Book:meeting the wise than the wise are indisposed for the company of the"}
{"text": "### Book:foolish. \u201d"}
{"text": "### Book:On the other hand, it is a real recommendation to be stupid. For just as"}
{"text": "### Book:warmth is agreeable to the body, so it does the mind good to feel its"}
{"text": "### Book:superiority; and a man will seek company likely to give him this feeling,"}
{"text": "### Book:as instinctively as he will approach the fireplace or walk in the sun if he"}
{"text": "### Book:wants to get warm. But this means that he will be disliked on account of"}
{"text": "### Book:his superiority; and if a man is to be liked, he must really be inferior in"}
{"text": "### Book:point of intellect."}
{"text": "### Book:ARTHUR SCHOPENHAUER, 1788-1860"}
{"text": "### Book:When Harpending reached San Francisco, there was an excitement in"}
{"text": "### Book:the air recalling the Gold Rush days of the late 1840s. Two crusty"}
{"text": "### Book:prospectors named Philip Arnold and John Slack had been the ones to"}
{"text": "### Book:find the diamond mine. They had not divulged its location, in Wyoming,"}
{"text": "### Book:but had led a highly respected mining expert to it several weeks back,"}
{"text": "### Book:taking a circular route so he could not guess his whereabouts. Once"}
{"text": "### Book:there, the expert had watched as the miners dug up diamonds. Back in"}
{"text": "### Book:San Francisco the expert had taken the gems to various jewelers, one of"}
{"text": "### Book:whom had estimated their worth at $1.5 million."}
{"text": "### Book:Harpending and Ralston now asked Arnold and Slack to accompany"}
{"text": "### Book:them back to New York, where the jeweler Charles Tiffany would verify"}
{"text": "### Book:the original estimates. The prospectors responded uneasily\u2014they"}
{"text": "### Book:smelled a trap: How could they trust these city slickers? What if Tiffany"}
{"text": "### Book:and the financiers managed to steal the whole mine out from under"}
{"text": "### Book:them? Ralston tried to allay their fears by giving them $100,000 and"}
{"text": "### Book:placing another $300,000 in escrow for them. If the deal went through,"}
{"text": "### Book:they would be paid an additional $300,000. The miners agreed."}
{"text": "### Book:The little group traveled to New York, where a meeting was held at"}
{"text": "### Book:the mansion of Samuel L. Barlow. The cream of the city\u2019s aristocracy"}
{"text": "### Book:was in attendance\u2014General George Brinton McClellan, commander of"}
{"text": "### Book:the Union forces in the Civil War; General Benjamin Butler; Horace"}
{"text": "### Book:Greeley, editor of the newspaper the New York Tribune; Harpending;Ralston; and Tiffany. Only Slack and Arnold were missing\u2014as tourists"}
{"text": "### Book:in the city, they had decided to go sight-seeing."}
{"text": "### Book:When Tiffany announced that the gems were real and worth a fortune,"}
{"text": "### Book:the financiers could barely control their excitement. They wired"}
{"text": "### Book:Rothschild and other tycoons to tell them about the diamond mine and"}
{"text": "### Book:inviting them to share in the investment. At the same time, they also told"}
{"text": "### Book:the prospectors that they wanted one more test: They insisted that a"}
{"text": "### Book:mining expert of their choosing accompany Slack and Arnold to the site"}
{"text": "### Book:to verify its wealth. The prospectors reluctantly agreed. In the meantime,"}
{"text": "### Book:they said, they had to return to San Francisco. The jewels that Tiffany"}
{"text": "### Book:had examined they left with Harpending for safekeeping."}
{"text": "### Book:Several weeks later, a man named Louis Janin, the best mining expert"}
{"text": "### Book:in the country, met the prospectors in San Francisco. Janin was a born"}
{"text": "### Book:skeptic who was determined to make sure that the mine was not a fraud."}
{"text": "### Book:Accompanying Janin were Harpending, and several other interested"}
{"text": "### Book:financiers. As with the previous expert, the prospectors led the team"}
{"text": "### Book:through a complex series of canyons, completely confusing them as to"}
{"text": "### Book:their whereabouts. Arriving at the site, the financiers watched in"}
{"text": "### Book:amazement as Janin dug the area up, leveling anthills, turning over"}
{"text": "### Book:boulders, and finding emeralds, rubies, sapphires, and most of all"}
{"text": "### Book:diamonds. The dig lasted eight days, and by the end, Janin was"}
{"text": "### Book:convinced: He told the investors that they now possessed the richest field"}
{"text": "### Book:in mining history. \u201cWith a hundred men and proper machinery,\u201d he told"}
{"text": "### Book:them, \u201cI would guarantee to send out one million dollars in diamonds"}
{"text": "### Book:every thirty days.\u201d"}
{"text": "### Book:Returning to San Francisco a few days later, Ralston, Harpending, and"}
{"text": "### Book:company acted fast to form a $10 million corporation of private"}
{"text": "### Book:investors. First, however, they had to get rid of Arnold and Slack. That"}
{"text": "### Book:meant hiding their excitement\u2014they certainly did not want to reveal the"}
{"text": "### Book:field\u2019s real value. So they played possum. Who knows if Janin is right,"}
{"text": "### Book:they told the prospectors, the mine may not be as rich as we think. This"}
{"text": "### Book:just made the prospectors angry. Trying a different tactic, the financiers"}
{"text": "### Book:told the two men that if they insisted on having shares in the mine, they"}
{"text": "### Book:would end up being fleeced by the unscrupulous tycoons and investors"}
{"text": "### Book:who would run the corporation ; better, they said, to take the $700,000"}
{"text": "### Book:already offered\u2014an enormous sum at the time\u2014and put their greed"}
{"text": "### Book:aside. This the prospectors seemed to understand, and they finally agreed"}
{"text": "### Book:to take the money, in return signing the rights to the site over to the"}
{"text": "### Book:financiers, and leaving maps to it.News of the mine spread like wildfire. Prospectors fanned out across"}
{"text": "### Book:Wyoming. Meanwhile Harpending and group began spending the"}
{"text": "### Book:millions they had collected from their investors, buying equipment,"}
{"text": "### Book:hiring the best men in the business, and furnishing luxurious offices in"}
{"text": "### Book:New York and San Francisco."}
{"text": "### Book:A few weeks later, on their first trip back to the site, they learned the"}
{"text": "### Book:hard truth: Not a single diamond or ruby was to be found. It was all a"}
{"text": "### Book:fake. They were ruined. Harpending had unwittingly lured the richest"}
{"text": "### Book:men in the world into the biggest scam of the century."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Arnold and Slack pulled off their stupendous con not by using a fake"}
{"text": "### Book:engineer or bribing Tiffany: All of the experts had been real. All of them"}
{"text": "### Book:honestly believed in the existence of the mine and in the value of the"}
{"text": "### Book:gems. What had fooled them all was nothing else than Arnold and Slack"}
{"text": "### Book:themselves. The two men seemed to be such rubes, such hayseeds, so"}
{"text": "### Book:naive, that no one for an instant had believed them capable of an"}
{"text": "### Book:audacious scam. The prospectors had simply observed the law of"}
{"text": "### Book:appearing more stupid than the mark\u2014the deceiver\u2019s First"}
{"text": "### Book:Commandment."}
{"text": "### Book:The logistics of the con were quite simple. Months before Arnold and"}
{"text": "### Book:Slack announced the \u201cdiscovery\u201d of the diamond mine, they traveled to"}
{"text": "### Book:Europe, where they purchased some real gems for around $12,000 (part"}
{"text": "### Book:of the money they had saved from their days as gold miners). They then"}
{"text": "### Book:salted the \u201cmine\u201d with these gems, which the first expert dug up and"}
{"text": "### Book:brought to San Francisco. The jewelers who had appraised these stones,"}
{"text": "### Book:including Tiffany himself, had gotten caught up in the fever and had"}
{"text": "### Book:grossly overestimated their value. Then Ralston gave the prospectors"}
{"text": "### Book:$100,000 as security, and immediately after their trip to New York they"}
{"text": "### Book:simply went to Amsterdam, where they bought sacks of uncut gems,"}
{"text": "### Book:before returning to San Francisco. The second time they salted the mine,"}
{"text": "### Book:there were many more jewels to be found."}
{"text": "### Book:The effectiveness of the scheme, however, rested not on tricks like"}
{"text": "### Book:these but on the fact that Arnold and Slack played their parts to"}
{"text": "### Book:perfection. On their trip to New York, where they mingled with"}
{"text": "### Book:millionaires and tycoons, they played up their clodhopper image,wearing pants and coats a size or two too small and acting incredulous at"}
{"text": "### Book:everything they saw in the big city. No one believed that these country"}
{"text": "### Book:simpletons could possibly be conning the most devious, unscrupulous"}
{"text": "### Book:financiers of the time. And once Harpending, Ralston, and even"}
{"text": "### Book:Rothschild accepted the mine\u2019s existence, anyone who doubted it was"}
{"text": "### Book:questioning the intelligence of the world\u2019s most successful businessmen."}
{"text": "### Book:In the end, Harpending\u2019s reputation was ruined and he never"}
{"text": "### Book:recovered; Rothschild learned his lesson and never fell for another con;"}
{"text": "### Book:Slack took his money and disappeared from view, never to be found."}
{"text": "### Book:Arnold simply went home to Kentucky. After all, his sale of his mining"}
{"text": "### Book:rights had been legitimate; the buyers had taken the best advice, and if"}
{"text": "### Book:the mine had run out of diamonds, that was their problem. Arnold used"}
{"text": "### Book:the money to greatly enlarge his farm and open up a bank of his own."}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:The feeling that someone else is more intelligent than we are is almost"}
{"text": "### Book:intolerable. We usually try to justify it in different ways: \u201cHe only has"}
{"text": "### Book:book knowledge, whereas I have real knowledge.\u201d \u201cHer parents paid for"}
{"text": "### Book:her to get a good education. If my parents had had as much money, if I"}
{"text": "### Book:had been as privileged\u2026.\u201d \u201cHe\u2019s not as smart as he thinks.\u201d Last but not"}
{"text": "### Book:least: \u201cShe may know her narrow little field better than I do, but beyond"}
{"text": "### Book:that she\u2019s really not smart at all. Even Einstein was a boob outside"}
{"text": "### Book:physics.\u201d"}
{"text": "### Book:Given how important the idea of intelligence is to most people\u2019s"}
{"text": "### Book:vanity, it is critical never inadvertently to insult or impugn a person\u2019s"}
{"text": "### Book:brain power. That is an unforgivable sin. But if you can make this iron"}
{"text": "### Book:rule work for you, it opens up all sorts of avenues of deception."}
{"text": "### Book:Subliminally reassure people that they are more intelligent than you are,"}
{"text": "### Book:or even that you are a bit of a moron, and you can run rings around them."}
{"text": "### Book:The feeling of intellectual superiority you give them will disarm their"}
{"text": "### Book:suspicion-muscles."}
{"text": "### Book:In 1865 the Prussian councillor Otto von Bismarck wanted Austria to"}
{"text": "### Book:sign a certain treaty. The treaty was totally in the interests of Prussia and"}
{"text": "### Book:against the interests of Austria, and Bismarck would have to strategize to"}
{"text": "### Book:get the Austrians to agree to it. But the Austrian negotiator, Count"}
{"text": "### Book:Blome, was an avid cardplayer. His particular game was quinze, and heoften said that he could judge a man\u2019s character by the way he played"}
{"text": "### Book:quinze. Bismarck knew of this saying of Blome\u2019s."}
{"text": "### Book:The night before the negotiations were to begin, Bismarck innocently"}
{"text": "### Book:engaged Blome in a game of quinze. The Prussian would later write,"}
{"text": "### Book:\u201cThat was the very last time I ever played quinze. I played so recklessly"}
{"text": "### Book:that everyone was astonished. I lost several thousand talers [the currency"}
{"text": "### Book:of the time], but I succeeded in fooling [Blome], for he believed me to be"}
{"text": "### Book:more venturesome than I am and I gave way.\u201d Besides appearing"}
{"text": "### Book:reckless, Bismarck also played the witless fool, saying ridiculous things"}
{"text": "### Book:and bumbling about with a surplus of nervous energy."}
{"text": "### Book:All this made Blome feel he had gathered valuable information. He"}
{"text": "### Book:knew that Bismarck was aggressive\u2014the Prussian already had that"}
{"text": "### Book:reputation, and the way he played had confirmed it. And aggressive men,"}
{"text": "### Book:Blome knew, can be foolish and rash. Accordingly, when the time came"}
{"text": "### Book:to sign the treaty, Blome thought he had the advantage. A heedless fool"}
{"text": "### Book:like Bismarck, he thought, is incapable of cold-blooded calculation and"}
{"text": "### Book:deception, so he only glanced at the treaty before signing it\u2014he failed to"}
{"text": "### Book:read the fine print. As soon as the ink was dry, a joyous Bismarck"}
{"text": "### Book:exclaimed in his face, \u201cWell, I could never have believed that I should"}
{"text": "### Book:find an Austrian diplomat willing to sign that document!\u201d"}
{"text": "### Book:The Chinese have a phrase, \u201cMasquerading as a swine to kill the"}
{"text": "### Book:tiger.\u201d This refers to an ancient hunting technique in which the hunter"}
{"text": "### Book:clothes himself in the hide and snout of a pig, and mimics its grunting."}
{"text": "### Book:The mighty tiger thinks a pig is coming his way, and lets it get close,"}
{"text": "### Book:savoring the prospect of an easy meal. But it is the hunter who has the"}
{"text": "### Book:last laugh."}
{"text": "### Book:Masquerading as a swine works wonders on those who, like tigers, are"}
{"text": "### Book:arrogant and overconfident: The easier they think it is to prey on you, the"}
{"text": "### Book:more easily you can turn the tables. This trick is also useful if you are"}
{"text": "### Book:ambitious yet find yourself low in the hierarchy: Appearing less"}
{"text": "### Book:intelligent than you are, even a bit of a fool, is the perfect disguise. Look"}
{"text": "### Book:like a harmless pig and no one will believe you harbor dangerous"}
{"text": "### Book:ambitions. They may even promote you since you seem so likable, and"}
{"text": "### Book:subservient. Claudius before he became emperor of Rome, and the prince"}
{"text": "### Book:of France who later became Louis XIII, used this tactic when those"}
{"text": "### Book:above them suspected they might have designs on the throne. By playing"}
{"text": "### Book:the fool as young men, they were left alone. When the time came for"}
{"text": "### Book:them to strike, and to act with vigor and decisiveness, they caught"}
{"text": "### Book:everyone off-guard.Intelligence is the obvious quality to downplay, but why stop there?"}
{"text": "### Book:Taste and sophistication rank close to intelligence on the vanity scale;"}
{"text": "### Book:make people feel they are more sophisticated than you are and their"}
{"text": "### Book:guard will come down. As Arnold and Slack knew, an air of complete"}
{"text": "### Book:naivete can work wonders. Those fancy financiers were laughing at them"}
{"text": "### Book:behind their backs, but who laughed loudest in the end? In general, then,"}
{"text": "### Book:always make people believe they are smarter and more sophisticated than"}
{"text": "### Book:you are. They will keep you around because you make them feel better"}
{"text": "### Book:about themselves, and the longer you are around, the more opportunities"}
{"text": "### Book:you will have to deceive them."}
{"text": "### Book:Image:"}
{"text": "### Book:The Opossum. In playing"}
{"text": "### Book:dead, the opossum plays stupid."}
{"text": "### Book:Many a predator has therefore left it"}
{"text": "### Book:alone. Who could believe that such an"}
{"text": "### Book:ugly, unintelligent, nervous little creature"}
{"text": "### Book:could be capable of such deception?"}
{"text": "### Book:Authority: Know how to make use of stupidity: The wisest man plays"}
{"text": "### Book:this card at times. There are occasions when the highest wisdom consists"}
{"text": "### Book:in appearing not to know\u2014you must not be ignorant but capable of"}
{"text": "### Book:playing it. It is not much good being wise among fools and sane among"}
{"text": "### Book:lunatics. He who poses as a fool is not a fool. The best way to be well"}
{"text": "### Book:received by all is to clothe yourself in the skin of the dumbest of brutes."}
{"text": "### Book:(Baltasar Graci\u00e1n, 1601-1658)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:To reveal the true nature of your intelligence rarely pays; you should get"}
{"text": "### Book:in the habit of downplaying it at all times. If people inadvertently learn"}
{"text": "### Book:the truth\u2014that you are actually much smarter than you look\u2014they will"}
{"text": "### Book:admire you more for being discreet than for making your brilliance show."}
{"text": "### Book:At the start of your climb to the top, of course, you cannot play too"}
{"text": "### Book:stupid: You may want to let your bosses know, in a subtle way, that youare smarter than the competition around you. As you climb the ladder,"}
{"text": "### Book:however, you should to some degree try to dampen your brilliance."}
{"text": "### Book:There is, however, one situation where it pays to do the opposite\u2014"}
{"text": "### Book:when you can cover up a deception with a show of intelligence. In"}
{"text": "### Book:matters of smarts as in most things, appearances are what count. If you"}
{"text": "### Book:seem to have authority and knowledge, people will believe what you say."}
{"text": "### Book:This can be very useful in getting you out of a scrape."}
{"text": "### Book:The art dealer Joseph Duveen was once attending a soiree at the New"}
{"text": "### Book:York home of a tycoon to whom he had recently sold a D\u00fcrer painting"}
{"text": "### Book:for a high price. Among the guests was a young French art critic who"}
{"text": "### Book:seemed extremely knowledgeable and confident. Wanting to impress this"}
{"text": "### Book:man, the tycoon\u2019s daughter showed him the D\u00fcrer, which had not yet"}
{"text": "### Book:been hung. The critic studied it for a time, then finally said, \u201cYou know, I"}
{"text": "### Book:don\u2019t think this D\u00fcrer is right.\u201d He followed the young woman as she"}
{"text": "### Book:hurried to tell her father what he had said, and listened as the magnate,"}
{"text": "### Book:deeply unsettled, turned to Duveen for reassurance. Duveen just laughed."}
{"text": "### Book:\u201cHow very amusing,\u201d he said. \u201cDo you realize, young man, that at least"}
{"text": "### Book:twenty other art experts here and in Europe have been taken in too, and"}
{"text": "### Book:have said that painting isn\u2019t genuine? And now you\u2019ve made the same"}
{"text": "### Book:mistake.\u201d His confident tone and air of authority intimidated the"}
{"text": "### Book:Frenchman, who apologized for his mistake."}
{"text": "### Book:Duveen knew that the art market was flooded with fakes, and that"}
{"text": "### Book:many paintings had been falsely ascribed to old masters. He tried his best"}
{"text": "### Book:to distinguish the real from the fake, but in his zeal to sell he often"}
{"text": "### Book:overplayed a work\u2019s authenticity. What mattered to him was that the"}
{"text": "### Book:buyer believed he had bought a D\u00fcrer, and that Duveen himself"}
{"text": "### Book:convinced everyone of his \u201cexpertness\u201d through his air of irreproachable"}
{"text": "### Book:authority. Thus, it is important to be able to play the professor when"}
{"text": "### Book:necessary and never impose such an attitude for its own sake.LAW 22"}
{"text": "### Book:USE THE SURRENDER TACTIC: TRANSFORM"}
{"text": "### Book:WEAKNESS INTO POWER"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:When you are weaker, never fight for honor\u2019s sake; choose surrender"}
{"text": "### Book:instead. Surrender gives you time to recover, time to torment and irritate"}
{"text": "### Book:your conqueror, time to wait for his power to wane. Do not give him the"}
{"text": "### Book:satisfaction of fighting and defeating you\u2014surrender first. By turning"}
{"text": "### Book:the other cheek you infuriate and unsettle him. Make surrender a tool of"}
{"text": "### Book:power."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:The island of Melos is strategically situated in the heart of the"}
{"text": "### Book:Mediterranean. In classical times, the city of Athens dominated the sea"}
{"text": "### Book:and coastal areas around Greece, but Sparta, in the Peloponnese, had"}
{"text": "### Book:been Melos\u2019s original colonizer. During the Peloponnesian War, then, the"}
{"text": "### Book:Melians refused to ally themselves with Athens and remained loyal to"}
{"text": "### Book:Mother Sparta. In 416 B.C. the Athenians sent an expedition against"}
{"text": "### Book:Melos. Before launching an all-out attack, however, they dispatched a"}
{"text": "### Book:delegation to persuade the Melians to surrender and become an ally"}
{"text": "### Book:rather than suffer devastation and defeat."}
{"text": "### Book:THE CHESTNUT AND THE FIG TREE"}
{"text": "### Book:A man who had climbed upon a certain fig tree, was bending the boughs"}
{"text": "### Book:toward him and plucking the ripe fruit, which he then put into his mouth"}
{"text": "### Book:to destroy and gnaw with his hard teeth. The chestnut, seeing this, tossed"}
{"text": "### Book:its long branches and with tumultuous rustle exclaimed: \u201cOh Fig! Howmuch less protected by nature you are than I. See how my sweet offspring"}
{"text": "### Book:are set in close array; first clothed in soft wrappers over which is the"}
{"text": "### Book:hard but softly lined husk. And not content with this much care, nature"}
{"text": "### Book:has also given us these sharp and close-set spines, so that the hand of"}
{"text": "### Book:man cannot hurt us.\u201d Then the fig tree began to laugh, and after the"}
{"text": "### Book:laughter it said: \u201cYou know well that man is of such ingenuity that he"}
{"text": "### Book:will bereave even you of your children. But in your case he will do it by"}
{"text": "### Book:means of rods and stones; and when they are felled he will trample them"}
{"text": "### Book:with his feet or hit them with stones, so that your offspring will emerge"}
{"text": "### Book:from their armor crushed and maimed; while I am touched carefully by"}
{"text": "### Book:his hands, and never, like you, with rouglxness\u201d"}
{"text": "### Book:LEONARDO DAVINCI, 1452-1519"}
{"text": "### Book:\u201cYou know as well as we do,\u201d the delegates said, \u201cthat the standard of"}
{"text": "### Book:justice depends on the equality of power to compel, and that in fact the"}
{"text": "### Book:strong do what they have the power to do and the weak accept what they"}
{"text": "### Book:have to accept.\u201d When the Melians responded that this denied the notion"}
{"text": "### Book:of fair play, the Athenians said that those in power determined what was"}
{"text": "### Book:fair and what was not. The Melians argued that this authority belonged to"}
{"text": "### Book:the gods, not to mortals. \u201cOur opinion of the gods and our knowledge of"}
{"text": "### Book:men,\u201d replied a member of the Athenian delegation, \u201clead us to conclude"}
{"text": "### Book:that it is a general and necessary law of nature to rule whatever one can.\u201d"}
{"text": "### Book:The Melians would not budge. Sparta, they insisted, would come to"}
{"text": "### Book:their defense. The Athenians countered that the Spartans were a"}
{"text": "### Book:conservative, practical people, and would not help Melos because they"}
{"text": "### Book:had nothing to gain and a lot to lose by doing so."}
{"text": "### Book:Finally the Melians began to talk of honor and the principle of"}
{"text": "### Book:resisting brute force. \u201cDo not be led astray by a false sense of honor,\u201d"}
{"text": "### Book:said the Athenians. \u201cHonor often brings men to ruin when they are faced"}
{"text": "### Book:with an obvious danger that somehow affects their pride. There is"}
{"text": "### Book:nothing disgraceful in giving way to the greatest city in Hellas when she"}
{"text": "### Book:is offering you such reasonable terms.\u201d The debate ended. The Melians"}
{"text": "### Book:discussed the issue among themselves, and decided to trust in the aid of"}
{"text": "### Book:the Spartans, the will of the gods, and the rightness of their cause. They"}
{"text": "### Book:politely declined the Athenians\u2019 offer."}
{"text": "### Book:A few days later the Athenians invaded Melos. The Melians fought"}
{"text": "### Book:nobly, even without the Spartans, who did not come to their rescue. It"}
{"text": "### Book:took several attempts before the Athenians could surround and besiege"}
{"text": "### Book:their main city, but the Melians finally surrendered. The Athenians"}
{"text": "### Book:wasted no time\u2014they put to death all the men of military age that they"}
{"text": "### Book:could capture, they sold the women and children as slaves, and theyrepopulated the island with their own colonists. Only a handful of"}
{"text": "### Book:Melians survived."}
{"text": "### Book:Interpretation"}
{"text": "### Book:The Athenians were one of the most eminently practical people in"}
{"text": "### Book:history, and they made the most practical argument they could with the"}
{"text": "### Book:Melians: When you are weaker, there is nothing to be gained by fighting"}
{"text": "### Book:a useless fight. No one comes to help the weak\u2014by doing so they would"}
{"text": "### Book:only put themselves in jeopardy. The weak are alone and must submit."}
{"text": "### Book:Fighting gives you nothing to gain but martyrdom, and in the process a"}
{"text": "### Book:lot of people who do not believe in your cause will die."}
{"text": "### Book:Weakness is no sin, and can even become a strength if you learn how"}
{"text": "### Book:to play it right. Had the Melians surrendered in the first place, they"}
{"text": "### Book:would have been able to sabotage the Athenians in subtle ways, or might"}
{"text": "### Book:have gotten what they could have out of the alliance and then left it when"}
{"text": "### Book:the Athenians themselves were weakened, as in fact happened several"}
{"text": "### Book:years later. Fortunes change and the mighty are often brought down."}
{"text": "### Book:Surrender conceals great power: Lulling the enemy into complacency, it"}
{"text": "### Book:gives you time to recoup, time to undermine, time for revenge. Never"}
{"text": "### Book:sacrifice that time in exchange for honor in a battle that you cannot win."}
{"text": "### Book:Voltaire was living in exile in London at a time when anti-French"}
{"text": "### Book:sentiment was at its highest. One day walking through the streets. he"}
{"text": "### Book:found himself surrounded by an angry crowd. \u201cHang him. Hang the"}
{"text": "### Book:Frenchman,\u201dthey yelled. Voltaire calmly addressed the mob with the"}
{"text": "### Book:following words: \u201cMen of England\u2019 You wish to kill me because I am a"}
{"text": "### Book:Frenchman. Am I not punished enough in not being born an"}
{"text": "### Book:Englishman?\u201d The crowd cheered his thoughtfill words, and escorted"}
{"text": "### Book:him safely back to his lodgings."}
{"text": "### Book:THE LITTLE, BROWN BOOK OF ANECDOTES. CLIFTON"}
{"text": "### Book:FADIMAN, ED., 1985"}
{"text": "### Book:Weak people never give way when they ought to."}
{"text": "### Book:Cardinal de Retz, 1613-1679"}
{"text": "### Book:OBSERVANCE OF THE LAWSometime in the 1920s the German writer Bertolt Brecht became a"}
{"text": "### Book:convert to the cause of Communism. From then on his plays, essays, and"}
{"text": "### Book:poems reflected his revolutionary fervor, and he generally tried to make"}
{"text": "### Book:his ideological statements as clear as possible. When Hitler came to"}
{"text": "### Book:power in Germany, Brecht and his Communist colleagues became"}
{"text": "### Book:marked men. He had many friends in the United States\u2014Americans who"}
{"text": "### Book:sympathized with his beliefs, as well as fellow German intellectuals who"}
{"text": "### Book:had fled Hitler. In 1941, accordingly, Brecht emigrated to the United"}
{"text": "### Book:States, and chose to settle in Los Angeles, where he hoped to make a"}
{"text": "### Book:living in the film business."}
{"text": "### Book:Over the next few years Brecht wrote screenplays with a pointedly an"}
{"text": "### Book:ticapitalist slant. He had little success in Hollywood, so in 1947, the war"}
{"text": "### Book:having ended, he decided to return to Europe. That same year, however,"}
{"text": "### Book:the U.S. Congress\u2019s House Un-American Activities Committee began its"}
{"text": "### Book:investigation into supposed Communist infiltration in Hollywood. It"}
{"text": "### Book:began to gather information on Brecht, who had so openly espoused"}
{"text": "### Book:Marxism, and on September 19, 1947, only a month before he had"}
{"text": "### Book:planned to leave the United States, he received a subpoena to appear"}
{"text": "### Book:before the committee. In addition to Brecht, a number of other writers,"}
{"text": "### Book:producers, and directors were summoned to appear as well, and this"}
{"text": "### Book:group came to be known as the Hollywood 19."}
{"text": "### Book:Before going to Washington, the Hollywood 19 met to decide on a"}
{"text": "### Book:plan of action. Their approach would be confrontational. Instead of"}
{"text": "### Book:answering questions about their membership, or lack of it, in the"}
{"text": "### Book:Communist Party, they would read prepared statements that would"}
{"text": "### Book:challenge the authority of the committee and argue that its activities were"}
{"text": "### Book:unconstitutional. Even if this strategy meant imprisonment, it would gain"}
{"text": "### Book:publicity for their cause."}
{"text": "### Book:Brecht disagreed. What good was it, he asked, to play the martyr and"}
{"text": "### Book:gain a little public sympathy if in the process they lost the ability to stage"}
{"text": "### Book:their plays and sell their scripts for years to come? He felt certain they"}
{"text": "### Book:were all more intelligent than the members of the committee. Why lower"}
{"text": "### Book:themselves to the level of their opponents by arguing with them? Why"}
{"text": "### Book:not outfox the committee by appearing to surrender to it while subtly"}
{"text": "### Book:mocking it? The Hollywood 19 listened to Brecht politely, but decided to"}
{"text": "### Book:stick to their plan, leaving Brecht to go his own way."}
{"text": "### Book:The committee finally summoned Brecht on October 30. They"}
{"text": "### Book:expected him to do what others among the Hollywood 19 who had"}
{"text": "### Book:testified before him had done: Argue, refuse to answer questions,"}
{"text": "### Book:challenge the committee\u2019s right to hold its hearing, even yell and hurlinsults. Much to their surprise, however, Brecht was the very picture of"}
{"text": "### Book:congeniality. He wore a suit (something he rarely did), smoked a cigar"}
{"text": "### Book:(he had heard that the committee chairman was a passionate cigar"}
{"text": "### Book:smoker), answered their questions politely, and generally deferred to"}
{"text": "### Book:their authority."}
{"text": "### Book:Unlike the other witnesses, Brecht answered the question of whether"}
{"text": "### Book:he belonged to the Communist Party: He was not a member, he said,"}
{"text": "### Book:which happened to be the truth. One committee member asked him, \u201cIs it"}
{"text": "### Book:true you have written a number of revolutionary plays?\u201d Brecht had"}
{"text": "### Book:written many plays with overt Communist messages, but he responded,"}
{"text": "### Book:\u201cI have written a number of poems and songs and plays in the fight"}
{"text": "### Book:against Hitler and, of course, they can be considered, therefore, as"}
{"text": "### Book:revolutionary because I, of course, was for the overthrow of that"}
{"text": "### Book:government.\u201d This statement went unchallenged."}
{"text": "### Book:Brecht\u2019s English was more than adequate, but he used an interpreter"}
{"text": "### Book:throughout his testimony, a tactic that allowed him to play subtle games"}
{"text": "### Book:with language. When committee members found Communist leanings in"}
{"text": "### Book:lines from English editions of his poems, he would repeat the lines in"}
{"text": "### Book:German for the interpreter, who would then retranslate them; and"}
{"text": "### Book:somehow they would come out innocuous. At one point a committee"}
{"text": "### Book:member read one of Brecht\u2019s revolutionary poems out loud in English,"}
{"text": "### Book:and asked him if he had written it. \u201cNo,\u201d he responded, \u201cI wrote a"}
{"text": "### Book:German poem, which is very different from this.\u201d The author\u2019s elusive"}
{"text": "### Book:answers baffled the committee members, but his politeness and the way"}
{"text": "### Book:he yielded to their authority made it impossible for them to get angry"}
{"text": "### Book:with him."}
{"text": "### Book:After only an hour of questioning, the committee members had had"}
{"text": "### Book:enough. \u201cThank you very much,\u201d said the chairman, \u201cYou are a good"}
{"text": "### Book:example to the [other] witnesses.\u201d Not only did they free him, they"}
{"text": "### Book:offered to help him if he had any trouble with immigration officials who"}
{"text": "### Book:might detain him for their own reasons. The following day, Brecht left"}
{"text": "### Book:the United States, never to return."}
{"text": "### Book:Interpretation"}
{"text": "### Book:The Hollywood 19\u2019s confrontational approach won them a lot of"}
{"text": "### Book:sympathy, and years later they gained a kind of vindication in public"}
{"text": "### Book:opinion. But they were also blacklisted, and lost valuable years of"}
{"text": "### Book:profitable working time. Brecht, on the other hand, expressed his disgustat the committee more indirectly. It was not that he changed his beliefs or"}
{"text": "### Book:compromised his values; instead, during his short testimony, he kept the"}
{"text": "### Book:upper hand by appearing to yield while all the time running circles"}
{"text": "### Book:around the committee with vague responses, outright lies that went"}
{"text": "### Book:unchallenged because they were wrapped in enigmas, and word games."}
{"text": "### Book:In the end he kept the freedom to continue his revolutionary writing (as"}
{"text": "### Book:opposed to suffering imprisonment or detainment in the United States),"}
{"text": "### Book:even while subtly mocking the committee and its authority with his"}
{"text": "### Book:pseudo-obedience."}
{"text": "### Book:Keep in mind the following: People trying to make a show of their"}
{"text": "### Book:authority are easily deceived by the surrender tactic. Your outward sign"}
{"text": "### Book:of submission makes them feel important; satisfied that you respect"}
{"text": "### Book:them, they become easier targets for a later counterattack, or for the kind"}
{"text": "### Book:of indirect ridicule used by Brecht. Measuring your power over time,"}
{"text": "### Book:never sacrifice long-term maneuverability for the short-lived glories of"}
{"text": "### Book:martyrdom."}
{"text": "### Book:When the great lord passes, the wise peasant bows deeply and silently"}
{"text": "### Book:farts."}
{"text": "### Book:Ethiophan proverb"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:What gets us into trouble in the realm of power is often our own"}
{"text": "### Book:overreaction to the moves of our enemies and rivals. That overreaction"}
{"text": "### Book:creates problems we would have avoided had we been more reasonable."}
{"text": "### Book:It also has an endless rebound effect, for the enemy then overreacts as"}
{"text": "### Book:well, much as the Athenians did to the Melians. It is always our first"}
{"text": "### Book:instinct to react, to meet aggression with some other kind of aggression."}
{"text": "### Book:But the next time someone pushes you and you find yourself starting to"}
{"text": "### Book:react, try this: Do not resist or fight back, but yield, turn the other cheek,"}
{"text": "### Book:bend. You will find that this often neutralizes their behavior\u2014they"}
{"text": "### Book:expected, even wanted you to react with force and so they are caught off-"}
{"text": "### Book:guard and confounded by your lack of resistance. By yielding, you in"}
{"text": "### Book:fact control the situation, because your surrender is part of a larger plan"}
{"text": "### Book:to lull them into believing they have defeated you."}
{"text": "### Book:This is the essence of the surrender tactic: Inwardly you stay firm, but"}
{"text": "### Book:outwardly you bend. Deprived of a reason to get angry, your opponentswill often be bewildered instead. And they are unlikely to react with"}
{"text": "### Book:more violence, which would demand a reaction from you. Instead you"}
{"text": "### Book:are allowed the time and space to plot the countermoves that will bring"}
{"text": "### Book:them down. In the battle of the intelligent against the brutal and the"}
{"text": "### Book:aggressive, the surrender tactic is the supreme weapon. It does require"}
{"text": "### Book:self-control: Those who genuinely surrender give up their freedom, and"}
{"text": "### Book:may be crushed by the humiliation of their defeat. You have to remember"}
{"text": "### Book:that you only appear to surrender, like the animal that plays dead to save"}
{"text": "### Book:its hide."}
{"text": "### Book:We have seen that it can be better to surrender than to fight; faced with"}
{"text": "### Book:a more powerful opponent and a sure defeat, it is often also better to"}
{"text": "### Book:surrender than to run away. Running away may save you for the time"}
{"text": "### Book:being, but the aggressor will eventually catch up with you. If you"}
{"text": "### Book:surrender instead, you have an opportunity to coil around your enemy"}
{"text": "### Book:and strike with your fangs from close up."}
{"text": "### Book:In 473 B.C., in ancient China, King Goujian of Yue suffered a horrible"}
{"text": "### Book:defeat from the ruler of Wu in the battle of Fujiao. Goujian wanted to"}
{"text": "### Book:flee, but he had an adviser who told him to surrender and to place"}
{"text": "### Book:himself in the service of the ruler of Wu, from which position he could"}
{"text": "### Book:study the man and plot his revenge. Deciding to follow this advice,"}
{"text": "### Book:Goujian gave the ruler all of his riches, and went to work in his"}
{"text": "### Book:conqueror\u2019s stables as the lowest servant. For three years he humbled"}
{"text": "### Book:himself before the ruler, who then, finally satisfied of his loyalty,"}
{"text": "### Book:allowed him to return home. Inwardly, however, Goujian had spent those"}
{"text": "### Book:three years gathering information and plotting revenge. When a terrible"}
{"text": "### Book:drought struck Wu, and the kingdom was weakened by inner turmoil, he"}
{"text": "### Book:raised an army, invaded, and won with ease. That is the power behind"}
{"text": "### Book:surrender: It gives you the time and the flexibility to plot a devastating"}
{"text": "### Book:counterblow. Had Goujian run away, he would have lost this chance."}
{"text": "### Book:When foreign trade began to threaten Japanese independence in the"}
{"text": "### Book:mid-nineteenth century, the Japanese debated how to defeat the"}
{"text": "### Book:foreigners. One minister, Hotta Masayoshi, wrote a memorandum in"}
{"text": "### Book:1857 that influenced Japanese policy for years to come: \u201cI am therefore"}
{"text": "### Book:convinced that our policy should be to conclude friendly alliances, to"}
{"text": "### Book:send ships to foreign countries everywhere and conduct trade, to copy"}
{"text": "### Book:the foreigners where they are at their best and so repair our own"}
{"text": "### Book:shortcomings, to foster our national strength and complete our"}
{"text": "### Book:armaments, and so gradually subject the foreigners to our influence until"}
{"text": "### Book:in the end all the countries of the world know the blessings of perfect"}
{"text": "### Book:tranquillity and our hegemony is acknowledged throughout the globe.\u201dThis is a brilliant application of the Law: Use surrender to gain access to"}
{"text": "### Book:your enemy. Learn his ways, insinuate yourself with him slowly,"}
{"text": "### Book:outwardly conform to his customs, but inwardly maintain your own"}
{"text": "### Book:culture. Eventually you will emerge victorious, for while he considers"}
{"text": "### Book:you weak and inferior, and takes no precautions against you, you are"}
{"text": "### Book:using the time to catch up and surpass him. This soft, permeable form of"}
{"text": "### Book:invasion is often the best, for the enemy has nothing to react against,"}
{"text": "### Book:prepare for, or resist. And had Japan resisted Western influence by force,"}
{"text": "### Book:it might well have suffered a devastating invasion that would have"}
{"text": "### Book:permanently altered its culture."}
{"text": "### Book:Surrender can also offer a way of mocking your enemies, of turning"}
{"text": "### Book:their power against them, as it did for Brecht. Milan Kundera\u2019s novel"}
{"text": "### Book:The Joke, based on the author\u2019s experiences in a penal camp in"}
{"text": "### Book:Czechoslovakia, tells the story of how the prison guards organized a"}
{"text": "### Book:relay race, guards against prisoners. For the guards this was a chance to"}
{"text": "### Book:show off their physical superiority. The prisoners knew they were"}
{"text": "### Book:expected to lose, so they went out of their way to oblige\u2014miming"}
{"text": "### Book:exaggerated exertion while barely moving, running a few yards and"}
{"text": "### Book:collapsing, limping, jogging ever so slowly while the guards raced ahead"}
{"text": "### Book:at full speed. Both by joining the race and by losing it, they had obliged"}
{"text": "### Book:the guards obediently; but their \u201coverobedience\u201d had mocked the event"}
{"text": "### Book:to the point of ruining it. Overobedience\u2014surrender\u2014was here a way to"}
{"text": "### Book:demonstrate superiority in a reverse manner. Resistance would have"}
{"text": "### Book:engaged the prisoners in the cycle of violence, lowering them to the"}
{"text": "### Book:guards\u2019 level. Overobeying the guards, however, made them ridiculous,"}
{"text": "### Book:yet they could not rightly punish the prisoners, who had only done what"}
{"text": "### Book:they asked."}
{"text": "### Book:Power is always in flux\u2014since the game is by nature fluid, and an"}
{"text": "### Book:arena of constant struggle, those with power almost always find"}
{"text": "### Book:themselves eventually on the downward swing. If you find yourself"}
{"text": "### Book:temporarily weakened, the surrender tactic is perfect for raising yourself"}
{"text": "### Book:up again\u2014it disguises your ambition; it teaches you patience and self-"}
{"text": "### Book:control, key skills in the game; and it puts you in the best possible"}
{"text": "### Book:position for taking advantage of your oppressor\u2019s sudden slide. If you"}
{"text": "### Book:run away or fight back, in the long run you cannot win. If you surrender,"}
{"text": "### Book:you will almost always emerge victorious."}
{"text": "### Book:Image: An Oak"}
{"text": "### Book:Tree. The oak"}
{"text": "### Book:that resists the"}
{"text": "### Book:wind loses itsbranches one"}
{"text": "### Book:by one, and"}
{"text": "### Book:with nothing"}
{"text": "### Book:left to protect"}
{"text": "### Book:it, the trunk fi"}
{"text": "### Book:nally snaps."}
{"text": "### Book:The oak that"}
{"text": "### Book:bends lives long"}
{"text": "### Book:er, its trunk grow"}
{"text": "### Book:ing wider, its roots"}
{"text": "### Book:deeper and more tenacious."}
{"text": "### Book:Authority: Ye have heard that it hath been said, An eye for an eye and a"}
{"text": "### Book:tooth for a tooth: But I say unto you, That ye resist not evil: but"}
{"text": "### Book:whosoever shall smite thee on thy right cheek, turn to him the other also."}
{"text": "### Book:And if any man will sue thee at the law, and take away thy coat, let them"}
{"text": "### Book:have thy cloak also. And whosoever shall compel thee to go a mile, go"}
{"text": "### Book:with him twain. (Jesus Christ, in Matthew 5:38-41)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:The point of surrendering is to save your hide for a later date when you"}
{"text": "### Book:can reassert yourself. It is precisely to avoid martyrdom that one"}
{"text": "### Book:surrenders, but there are times when the enemy will not relent, and"}
{"text": "### Book:martyrdom seems the only way out. Furthermore, if you are willing to"}
{"text": "### Book:die, others may gain power and inspiration from your example."}
{"text": "### Book:Yet martyrdom, surrender\u2019s reversal, is a messy, inexact tactic, and is"}
{"text": "### Book:as violent as the aggression it combats. For every famous martyr there"}
{"text": "### Book:are thousands more who have inspired neither a religion nor a rebellion,"}
{"text": "### Book:so that if martyrdom does sometimes grant a certain power, it does so"}
{"text": "### Book:unpredictably. More important, you will not be around to enjoy that"}
{"text": "### Book:power, such as it is. And there is finally something selfish and arrogantabout martyrs, as if they felt their followers were less important than"}
{"text": "### Book:their own glory."}
{"text": "### Book:When power deserts you, it is best to ignore this Law\u2019s reversal. Leave"}
{"text": "### Book:martyrdom alone: The pendulum will swing back your way eventually,"}
{"text": "### Book:and you should stay alive to see it.LAW 23"}
{"text": "### Book:CONCENTRATE YOUR FORCES"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Conserve your forces and energies by keeping them concentrated at their"}
{"text": "### Book:strongest point. You gain more by finding a rich mine and mining it"}
{"text": "### Book:deeper, than by flitting from one shallow mine to another\u2014intensity"}
{"text": "### Book:defeats extensity every time. When looking for sources of power to"}
{"text": "### Book:elevate you, find the one key patron, the fat cow who will give you milk"}
{"text": "### Book:for a long time to come."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:In China in the early sixth century B.C., the kingdom of Wu began a war"}
{"text": "### Book:with the neighboring northern provinces of the Middle Kingdom. Wu"}
{"text": "### Book:was a growing power, but it lacked the great history and civilization of"}
{"text": "### Book:the Middle Kingdom, for centuries the center of Chinese culture. By"}
{"text": "### Book:defeating the Middle Kingdom, the king of Wu would instantly raise his"}
{"text": "### Book:status."}
{"text": "### Book:The war began with great fanfare and several victories, but it soon"}
{"text": "### Book:bogged down. A victory on one front would leave the Wu armies"}
{"text": "### Book:vulnerable on another. The king\u2019s chief minister and adviser, Wu Tzu-"}
{"text": "### Book:hsiu, warned him that the barbarous state of Yueh, to the south, was"}
{"text": "### Book:beginning to notice the kingdom of Wu\u2019s problems and had designs to"}
{"text": "### Book:invade. The king only laughed at such worries\u2014one more big victory"}
{"text": "### Book:and the great Middle Kingdom would be his."}
{"text": "### Book:THE GOOSE AND THE HOUSEA goose who was plucking grass upon a common thought herself"}
{"text": "### Book:affronted by a horse who fed near her; and, in hissing accents, thus"}
{"text": "### Book:addressed him: \u201cI am certainly a more noble and perfect animal than"}
{"text": "### Book:you, for the whole range and extent of your faculties is confined to one"}
{"text": "### Book:element. I can walk upon the ground as well as you; I have, besides,"}
{"text": "### Book:wings, with which I can raise myself in the air; and when I please, I can"}
{"text": "### Book:sport on ponds and lakes, and refresh myself in the cool waters. I enjoy"}
{"text": "### Book:the different powers of a bird, a fish, and a quadruped.\u201d"}
{"text": "### Book:The horse, snorting somewhat disdainfully, replied: \u201cIt is true you"}
{"text": "### Book:inhabit three elements, but you make no very distinguished figure in any"}
{"text": "### Book:one of them. You fly, indeed; but your flight is so heavy and clumsy, that"}
{"text": "### Book:you have no right to put yourself on a level with the lark or the swallow."}
{"text": "### Book:You can swim on the surface of the waters, but you cannot live in them as"}
{"text": "### Book:fishes do; you cannot find your food in that element, nor glide smoothly"}
{"text": "### Book:along the bottom of the waves. And when you walk, or rather waddle,"}
{"text": "### Book:upon the ground, with your broad feet and your long neck stretched out,"}
{"text": "### Book:hissing at everyone who passes by, you bring upon yourself the derision"}
{"text": "### Book:of all beholders. I confess that I am only formed to move upon the"}
{"text": "### Book:ground; but how graceful is my make! How well turned mv lunbs! How"}
{"text": "### Book:highly finished my whole body! How great my strength! How astonishing"}
{"text": "### Book:my speed! I had much rather be confined to one element, and be admired"}
{"text": "### Book:in that, than be a goose in all!\u201d"}
{"text": "### Book:FABLES FROM BOCCAACCIO AND CHAUCER. DR. JOHN AIKIN,"}
{"text": "### Book:1747-1822"}
{"text": "### Book:In the year 490, Wu Tzu-hsiu sent his son away to safety in the"}
{"text": "### Book:kingdom of Ch\u2019i. In doing so he sent the king a signal that he"}
{"text": "### Book:disapproved of the war, and that he believed the king\u2019s selfish ambition"}
{"text": "### Book:was leading Wu to ruin. The king, sensing betrayal, lashed out at his"}
{"text": "### Book:minister, accusing him of a lack of loyalty and, in a fit of anger, ordered"}
{"text": "### Book:him to kill himself. Wu Tzu-hsiu obeyed his king, but before he plunged"}
{"text": "### Book:the knife into his chest, he cried, \u201cTear out my eyes, oh King, and fix"}
{"text": "### Book:them on the gate of Wu, so that I may see the triumphant entry of Yueh.\u201d"}
{"text": "### Book:As Wu Tzu-hsiu had predicted, within a few years a Yueh army passed"}
{"text": "### Book:beneath the gate of Wu. As the barbarians surrounded the palace, the"}
{"text": "### Book:king remembered his minister\u2019s last words\u2014and felt the dead man\u2019s"}
{"text": "### Book:disembodied eyes watching his disgrace. Unable to bear his shame, the"}
{"text": "### Book:king killed himself, \u201ccovering his face so that he would not have to meet"}
{"text": "### Book:the reproachful gaze of his minister in the next world.\u201dInterpretation"}
{"text": "### Book:The story of Wu is a paradigm of all the empires that have come to ruin"}
{"text": "### Book:by overreaching. Drunk with success and sick with ambition, such"}
{"text": "### Book:empires expand to grotesque proportions and meet a ruin that is total."}
{"text": "### Book:This is what happened to ancient Athens, which lusted for the faraway"}
{"text": "### Book:island of Sicily and ended up losing its empire. The Romans stretched"}
{"text": "### Book:the boundaries of their empire to encompass vast territories; in doing so"}
{"text": "### Book:they increased their vulnerability, and the chances of invasion from yet"}
{"text": "### Book:another barbarian tribe. Their useless expansion led their empire into"}
{"text": "### Book:oblivion."}
{"text": "### Book:For the Chinese, the fate of the kingdom of Wu serves as an elemental"}
{"text": "### Book:lesson on what happens when you dissipate your forces on several fronts,"}
{"text": "### Book:losing sight of distant dangers for the sake of present gain. \u201cIf you are"}
{"text": "### Book:not in danger,\u201d says Sun-tzu, \u201cdo not fight.\u201d It is almost a physical law:"}
{"text": "### Book:What is bloated beyond its proportions inevitably collapses. The mind"}
{"text": "### Book:must not wander from goal to goal, or be distracted by success from its"}
{"text": "### Book:sense of purpose and proportion. What is concentrated, coherent, and"}
{"text": "### Book:connected to its past has power. What is dissipated, divided, and"}
{"text": "### Book:distended rots and falls to the ground. The bigger it bloats, the harder it"}
{"text": "### Book:falls."}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:The Rothschild banking family had humble beginnings in the Jewish"}
{"text": "### Book:ghetto of Frankfurt, Germany. The city\u2019s harsh laws made it impossible"}
{"text": "### Book:for Jews to mingle outside the ghetto, but the Jews had turned this into a"}
{"text": "### Book:virtue\u2014it made them self-reliant, and zealous to preserve their culture at"}
{"text": "### Book:all costs. Mayer Amschel, the first of the Rothschilds to accumulate"}
{"text": "### Book:wealth by lending money, in the late eighteenth century, well understood"}
{"text": "### Book:the power that comes from this kind of concentration and cohesion."}
{"text": "### Book:First, Mayer Amschel allied himself with one family, the powerful"}
{"text": "### Book:princes of Thurn und Taxis. Instead of spreading his services out, he"}
{"text": "### Book:made himself these princes\u2019 primary banker. Second, he entrusted none"}
{"text": "### Book:of his business to outsiders, using only his children and close relatives."}
{"text": "### Book:The more unified and tight-knit the family, the more powerful it would"}
{"text": "### Book:become. Soon Mayer Amschel\u2019s five sons were running the business.And when Mayer Amschel lay dying, in 1812, he refused to name a"}
{"text": "### Book:principal heir, instead setting up all of his sons to continue the family"}
{"text": "### Book:tradition, so that they would stay united and would resist the dangers of"}
{"text": "### Book:diffusion and of infiltration by outsiders."}
{"text": "### Book:Beware of dissipating your powers: strive constantly to concentrate"}
{"text": "### Book:them. Genius thinks it can do whatever it sees others doing, but it is sure"}
{"text": "### Book:to repent of every ill-judged outlay."}
{"text": "### Book:JOHANN VON GOETHE, 1749-1832"}
{"text": "### Book:Once Mayer Amschel\u2019s sons controlled the family business, they"}
{"text": "### Book:decided that the key to wealth on a larger scale was to secure a foothold"}
{"text": "### Book:in the finances of Europe as a whole, rather than being tied to any one"}
{"text": "### Book:country or prince. Of the five brothers, Nathan had already opened up"}
{"text": "### Book:shop in London. In 1813 James moved to Paris. Amschel remained in"}
{"text": "### Book:Frankfurt, Salomon established himself in Vienna, and Karl, the"}
{"text": "### Book:youngest son, went to Naples. With each sphere of influence covered,"}
{"text": "### Book:they could tighten their hold on Europe\u2019s financial markets."}
{"text": "### Book:This widespread network, of course, opened the Rothschilds to the"}
{"text": "### Book:very danger of which their father had warned them: diffusion, division,"}
{"text": "### Book:dissension. They avoided this danger, and established themselves as the"}
{"text": "### Book:most powerful force in European finance and politics, by once again"}
{"text": "### Book:resorting to the strategy of the ghetto\u2014excluding outsiders,"}
{"text": "### Book:concentrating their forces. The Rothschilds established the fastest courier"}
{"text": "### Book:system in Europe, allowing them to get news of events before all their"}
{"text": "### Book:competitors. They held a virtual monopoly on information. And their"}
{"text": "### Book:internal communications and correspondence were written in Frankfurt"}
{"text": "### Book:Yiddish, and in a code that only the brothers could decipher. There was"}
{"text": "### Book:no point in stealing this information\u2014no one could understand it. \u201cEven"}
{"text": "### Book:the shewdest bankers cannot find their way through the Rothschild"}
{"text": "### Book:maze,\u201d admitted a financier who had tried to infiltrate the clan."}
{"text": "### Book:In 1824 James Rothschild decided it was time to get married. This"}
{"text": "### Book:presented a problem for the Rothschilds, since it meant incorporating an"}
{"text": "### Book:outsider into the Rothschild clan, an outsider who could betray its"}
{"text": "### Book:secrets. James therefore decided to marry within the family, and chose"}
{"text": "### Book:the daughter of his brother Salomon. The brothers were ecstatic\u2014this"}
{"text": "### Book:was the perfect solution to their marriage problems. James\u2019s choice now"}
{"text": "### Book:became the family policy: Two years later, Nathan married off his"}
{"text": "### Book:daughter to Salomon\u2019s son. In the years to come, the five brothers"}
{"text": "### Book:arranged eighteen matches among their children, sixteen of these being"}
{"text": "### Book:contracted between first cousins.\u201cWe are like the mechanism of a watch: Each part is essential,\u201d said"}
{"text": "### Book:brother Salomon. As in a watch, every part of the business moved in"}
{"text": "### Book:concert with every other, and the inner workings were invisible to the"}
{"text": "### Book:world, which only saw the movement of the hands. While other rich and"}
{"text": "### Book:powerful families suffered irrecoverable downturns during the tumultous"}
{"text": "### Book:first half of the nineteenth century, the tight-knit Rothschilds managed"}
{"text": "### Book:not only to preserve but to expand their unprecedented wealth."}
{"text": "### Book:Interpretation"}
{"text": "### Book:The Rothschilds were born in strange times. They came from a place that"}
{"text": "### Book:had not changed in centuries, but lived in an age that gave birth to the"}
{"text": "### Book:Industrial Revolution, the French Revolution, and an endless series of"}
{"text": "### Book:upheavals. The Rothchilds kept the past alive, resisted the patterns of"}
{"text": "### Book:dispersion of their era and for this are emblematic of the law of"}
{"text": "### Book:concentra tion."}
{"text": "### Book:No one represents this better than James Rothschild, the son who"}
{"text": "### Book:established himself in Paris. In his lifetime James witnessed the defeat of"}
{"text": "### Book:Napoleon, the restoration of the Bourbon monarchy, the bourgeois"}
{"text": "### Book:monarchy of Orleans, the return to a republic, and finally the"}
{"text": "### Book:enthronement of Napoleon III. French styles and fashions changed at a"}
{"text": "### Book:relentless pace during all this turmoil. Without appearing to be a relic of"}
{"text": "### Book:the past, James steered his family as if the ghetto lived on within them."}
{"text": "### Book:He kept alive his clan\u2019s inner cohesion and strength. Only through such"}
{"text": "### Book:an anchoring in the past was the family able to thrive amidst such chaos."}
{"text": "### Book:Concentration was the foundation of the Rothschilds\u2019 power, wealth, and"}
{"text": "### Book:stability."}
{"text": "### Book:The best strategy is always to be very strony first in general, then"}
{"text": "### Book:at the decisive point\u2026. There is no higher and simpler law of strategy"}
{"text": "### Book:than that of keeping one\u2019s forces concentrated\u2026. In short the"}
{"text": "### Book:first principle is: act with the utmost concentration."}
{"text": "### Book:On War, Carl von Clausewitz, 1780-1831"}
{"text": "### Book:KEYS TO POWERThe world is plagued by greater and greater division\u2014within countries,"}
{"text": "### Book:political groups, families, even individuals. We are all in a state of total"}
{"text": "### Book:distraction and diffusion, hardly able to keep our minds in one direction"}
{"text": "### Book:before we are pulled in a thousand others. The modern world\u2019s level of"}
{"text": "### Book:conflict is higher than ever, and we have internalized it in our own lives."}
{"text": "### Book:The solution is a form of retreat inside ourselves, to the past, to more"}
{"text": "### Book:concentrated forms of thought and action. As Schopenhauer wrote,"}
{"text": "### Book:\u201cIntellect is a magnitude of intensity, not a magnitude of extensity.\u201d"}
{"text": "### Book:Napoleon knew the value of concentrating your forces at the enemy\u2019s"}
{"text": "### Book:weakest spot\u2014 it was the secret of his success on the battlefield. But his"}
{"text": "### Book:willpower and his mind were equally modeled on this notion. Single-"}
{"text": "### Book:mindedness of purpose, total concentration on the goal, and the use of"}
{"text": "### Book:these qualities against people less focused, people in a state of distraction"}
{"text": "### Book:\u2014such an arrow will find its mark every time and overwhelm the enemy."}
{"text": "### Book:Casanova attributed his success in life to his ability to concentrate on a"}
{"text": "### Book:single goal and push at it until it yielded. It was his ability to give"}
{"text": "### Book:himself over completely to the women he desired that made him so"}
{"text": "### Book:intensely seductive. For the weeks or months that one of these women"}
{"text": "### Book:lived in his orbit, he thought of no one else. When he was imprisoned in"}
{"text": "### Book:the treacherous \u201cleads\u201d of the doge\u2019s palace in Venice, a prison from"}
{"text": "### Book:which no one had ever escaped, he concentrated his mind on the single"}
{"text": "### Book:goal of escape, day after day. A change of cells, which meant that"}
{"text": "### Book:months of digging had all been for naught, did not discourage him; he"}
{"text": "### Book:persisted and eventually escaped. \u201cI have always believed,\u201d he later"}
{"text": "### Book:wrote, \u201cthat when a man gets it into his head to do something, and when"}
{"text": "### Book:he exclusively occupies himself in that design, he must succeed,"}
{"text": "### Book:whatever the difficulties. That man will become Grand Vizier or Pope.\u201d"}
{"text": "### Book:Concentrate on a single goal, a single task, and beat it into submission."}
{"text": "### Book:In the world of power you will constantly need help from other people,"}
{"text": "### Book:usually those more powerful than you. The fool flits from one person to"}
{"text": "### Book:another, believing that he will survive by spreading himself out. It is a"}
{"text": "### Book:corollary of the law of concentration, however, that much energy is"}
{"text": "### Book:saved, and more power is attained, by affixing yourself to a single,"}
{"text": "### Book:appropriate source of power. The scientist Nikola Tesla ruined himself"}
{"text": "### Book:by believing that he somehow maintained his independence by not"}
{"text": "### Book:having to serve a single master. He even turned down J. P. Morgan, who"}
{"text": "### Book:offered him a rich contract. In the end, Tesla\u2019s \u201cindependence\u201d meant"}
{"text": "### Book:that he could depend on no single patron, but was always having to toady"}
{"text": "### Book:up to a dozen of them. Later in his life he realized his mistake.All the great Renaissance painters and writers wrestled with this"}
{"text": "### Book:problem, none more so than the sixteenth-century writer Pietro Aretino."}
{"text": "### Book:Throughout his life Aretino suffered the indignities of having to please"}
{"text": "### Book:this prince and that. At last, he had had enough, and decided to woo"}
{"text": "### Book:Charles V, promising the emperor the services of his powerful pen. He"}
{"text": "### Book:finally discovered the freedom that came from attachment to a single"}
{"text": "### Book:source of power. Michelangelo found this freedom with Pope Julius II,"}
{"text": "### Book:Galileo with the Medicis. In the end, the single patron appreciates your"}
{"text": "### Book:loyalty and becomes dependent on your services; in the long run the"}
{"text": "### Book:master serves the slave."}
{"text": "### Book:Finally, power itself always exists in concentrated forms. In any"}
{"text": "### Book:organization it is inevitable for a small group to hold the strings. And"}
{"text": "### Book:often it is not those with the titles. In the game of power, only the fool"}
{"text": "### Book:flails about without fixing his target. You must find out who controls the"}
{"text": "### Book:operations, who is the real director behind the scenes. As Richelieu"}
{"text": "### Book:discovered at the beginning of his rise to the top of the French political"}
{"text": "### Book:scene during the early seventeenth century, it was not King Louis XIII"}
{"text": "### Book:who decided things, it was the king\u2019s mother. And so he attached himself"}
{"text": "### Book:to her, and catapulted through the ranks of the courtiers, all the way to"}
{"text": "### Book:the top."}
{"text": "### Book:It is enough to strike oil once\u2014your wealth and power are assured for"}
{"text": "### Book:a lifetime."}
{"text": "### Book:Image: The Arrow. You cannot hit two targets"}
{"text": "### Book:with one arrow. If your thoughts stray, you"}
{"text": "### Book:miss the enemy\u2019s heart. Mind and"}
{"text": "### Book:arrow must become one. Only"}
{"text": "### Book:with such concentration of"}
{"text": "### Book:mental and physical"}
{"text": "### Book:power can your arrow"}
{"text": "### Book:hit the target and"}
{"text": "### Book:pierce the"}
{"text": "### Book:heart."}
{"text": "### Book:Authority: Prize intensity more than extensity. Perfection resides in"}
{"text": "### Book:quality, not quantity. Extent alone never rises above mediocrity, and it is"}
{"text": "### Book:the misfortune of men with wide general interests that while they would"}
{"text": "### Book:like to have their finger in every pie, they have one in none. Intensitygives eminence, and rises to the heroic in matters sublime. (Baltasar"}
{"text": "### Book:Graci\u00e1n, 1601-1658)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:There are dangers in concentration, and moments when dispersion is the"}
{"text": "### Book:proper tactical move. Fighting the Nationalists for control of China, Mao"}
{"text": "### Book:Tse-tung and the Communists fought a protracted war on several fronts,"}
{"text": "### Book:using sabotage and ambush as their main weapons. Dispersal is often"}
{"text": "### Book:suitable for the weaker side; it is, in fact, a crucial principle of guerrilla"}
{"text": "### Book:warfare. When fighting a stronger army, concentrating your forces only"}
{"text": "### Book:makes you an easier target\u2014better to dissolve into the scenery and"}
{"text": "### Book:frustrate your enemy with the elusiveness of your presence."}
{"text": "### Book:Tying yourself to a single source of power has one preeminent danger:"}
{"text": "### Book:If that person dies, leaves, or falls from grace, you suffer. This is what"}
{"text": "### Book:happened to Cesare Borgia, who derived his power from his father, Pope"}
{"text": "### Book:Alexander VI. It was the pope who gave Cesare armies to fight with and"}
{"text": "### Book:wars to wage in his name. When he suddenly died (perhaps from"}
{"text": "### Book:poison), Cesare was as good as dead. He had made far too many enemies"}
{"text": "### Book:over the years, and was now without his father\u2019s protection. In cases"}
{"text": "### Book:when you may need protection, then, it is often wise to entwine yourself"}
{"text": "### Book:around several sources of power. Such a move would be especially"}
{"text": "### Book:prudent in periods of great tumult and violent change, or when your"}
{"text": "### Book:enemies are numerous. The more patrons and masters you serve the less"}
{"text": "### Book:risk you run if one of them falls from power. Such dispersion will even"}
{"text": "### Book:allow you to play one off against the other. Even if you concentrate on"}
{"text": "### Book:the single source of power, you still must practice caution, and prepare"}
{"text": "### Book:for the day when your master or patron is no longer there to help you."}
{"text": "### Book:Finally, being too single-minded in purpose can make you an"}
{"text": "### Book:intolerable bore, especially in the arts. The Renaissance painter Paolo"}
{"text": "### Book:Uccello was so obsessed with perspective that his paintings look lifeless"}
{"text": "### Book:and contrived. Whereas Leonardo da Vinci interested himself in"}
{"text": "### Book:everything\u2014architecture, painting, warfare, sculpture, mechanics."}
{"text": "### Book:Diffusion was the source of his power. But such genius is rare, and the"}
{"text": "### Book:rest of us are better off erring on the side of intensity.LAW 24"}
{"text": "### Book:PLAY THE PERFECT COURTIER"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:The perfect courtier thrives in a world where everything revolves around"}
{"text": "### Book:power and political dexterity. He has mastered the art of indirection; he"}
{"text": "### Book:flatters, yields to superiors, and asserts power over others in the most"}
{"text": "### Book:oblique and graceful manner. Learn and apply the laws of courtiership"}
{"text": "### Book:and there will be no limit to how far you can rise in the court."}
{"text": "### Book:COURT SOCIETY"}
{"text": "### Book:It is a fact of human nature that the structure of a court society forms"}
{"text": "### Book:itself around power. In the past, the court gathered around the ruler, and"}
{"text": "### Book:had many functions: Besides keeping the ruler amused, it was a way to"}
{"text": "### Book:solidify the hierarchy of royalty, nobility, and the upper classes, and to"}
{"text": "### Book:keep the nobility both subordinate and close to the ruler, so that he could"}
{"text": "### Book:keep an eye on them. The court serves power in many ways, but most of"}
{"text": "### Book:all it glorifies the ruler, providing him with a microcosmic world that"}
{"text": "### Book:must struggle to please him."}
{"text": "### Book:To be a courtier was a dangerous game. A nineteenth-century Arab"}
{"text": "### Book:traveler to the court of Darfur, in what is now Sudan, reported that"}
{"text": "### Book:courtiers there had to do whatever the sultan did: If he were injured, they"}
{"text": "### Book:had to suffer the same injury; if he fell off his horse during a hunt, they"}
{"text": "### Book:fell, too. Mimicry like this appeared in courts all over the world. More"}
{"text": "### Book:troublesome was the danger of displeasing the ruler\u2014one wrong move"}
{"text": "### Book:spelled death or exile. The successful courtier had to walk a tightrope,"}
{"text": "### Book:pleasing but not pleasing too much, obeying but somehow distinguishing"}
{"text": "### Book:himself from the other courtiers, while also never distinguishing himself"}
{"text": "### Book:so far as to make the ruler insecure.Great courtiers throughout history have mastered the science of"}
{"text": "### Book:manipulating people. They make the king feel more kingly; they make"}
{"text": "### Book:everyone else fear their power. They are magicians of appearance,"}
{"text": "### Book:knowing that most things at court are judged by how they seem. Great"}
{"text": "### Book:courtiers are gracious and polite; their aggression is veiled and indirect."}
{"text": "### Book:Masters of the word, they never say more than necessary, getting the"}
{"text": "### Book:most out of a compliment or hidden insult. They are magnets of pleasure"}
{"text": "### Book:\u2014people want to be around them because they know how to please, yet"}
{"text": "### Book:they neither fawn nor humiliate themselves. Great courtiers become the"}
{"text": "### Book:king\u2019s favorites, enjoying the benefits of that position. They often end up"}
{"text": "### Book:more powerful than the ruler, for they are wizards in the accumulation of"}
{"text": "### Book:influence."}
{"text": "### Book:Many today dismiss court life as a relic of the past, a historical"}
{"text": "### Book:curiosity. They reason, according to Machiavelli, \u201cas though heaven, the"}
{"text": "### Book:sun, the elements, and men had changed the order of their motions and"}
{"text": "### Book:power, and were different from what they were in ancient times.\u201d There"}
{"text": "### Book:may be no more Sun Kings but there are still plenty of people who"}
{"text": "### Book:believe the sun revolves around them. The royal court may have more or"}
{"text": "### Book:less disappeared, or at least lost its power, but courts and courtiers still"}
{"text": "### Book:exist because power still exists. A courtier is rarely asked to fall off a"}
{"text": "### Book:horse anymore, but the laws that govern court politics are as timeless as"}
{"text": "### Book:the laws of power. There is much to be learned, then, from great courtiers"}
{"text": "### Book:past and present."}
{"text": "### Book:THE TWO DOGS"}
{"text": "### Book:Barbos, the faithful yard-dog who serves his master zealously, happens"}
{"text": "### Book:to see his old acquaintance Joujou, the curly lapdog, seated at the"}
{"text": "### Book:window on a soft down cushion. Sidling fondly up to her, like a child to a"}
{"text": "### Book:parent, he all but weeps with emotion; and there, under the window. he"}
{"text": "### Book:whines, wags his tail, and bounds about. \u201cWhat sort of life do you lead"}
{"text": "### Book:now, Joujoutka, ever since the master took you into his mansion? You"}
{"text": "### Book:remember, no doubt, how we often used to suffer hunger out in the yard."}
{"text": "### Book:What is your present service like?\u201d \u201cIt would be a sin in me to murmur"}
{"text": "### Book:against my good fortune, \u201d answers Joujoutka. \u201cMy master cannot make"}
{"text": "### Book:enough of me. I live amidst riches and plenty, and I eat and drink off"}
{"text": "### Book:silver. I frolic with the master, and, if I get tired, I take my ease on"}
{"text": "### Book:carpets or on a soft couch. And how do you get on?\u201d \u201cI?\u201d replies"}
{"text": "### Book:Barbos, letting his tail dangle like a whip, and hanging his head. \u201cI live"}
{"text": "### Book:as I used to do. I suffer from cold and hunger; and here, while guardingmy master\u2019s house, I have to sleep at the foot of the wall, and I get"}
{"text": "### Book:drenched in the rain. And if I bark at the wrong time, I am whipped. But"}
{"text": "### Book:how did you, Joujou, who were so small and weak, get taken into favor,"}
{"text": "### Book:while I jump out of my skin to no purpose?"}
{"text": "### Book:What is it you do?\u201d \u201c\u2018What is it you do?\u2019 A pretty question to ask!\u201d"}
{"text": "### Book:replied Joujou, mockingly. \u201cI walk upon my hind legs.\u201d"}
{"text": "### Book:FABLES, IVAN KRILOFF, 1768-1844"}
{"text": "### Book:THE LAWS OF COURT POLITICS"}
{"text": "### Book:Avoid Ostentation. It is never prudent to prattle on about yourself or"}
{"text": "### Book:call too much attention to your actions. The more you talk about your"}
{"text": "### Book:deeds the more suspicion you cause. You also stir up enough envy"}
{"text": "### Book:among your peers to induce treachery and backstabbing. Be careful, ever"}
{"text": "### Book:so careful, in trumpeting your own achievements, and always talk less"}
{"text": "### Book:about yourself than about other people. Modesty is generally preferable."}
{"text": "### Book:Practice Nonchalance. Never seem to be working too hard. Your talent"}
{"text": "### Book:must appear to flow naturally, with an ease that makes people take you"}
{"text": "### Book:for a genius rather than a workaholic. Even when something demands a"}
{"text": "### Book:lot of sweat, make it look effortless\u2014people prefer to not see your blood"}
{"text": "### Book:and toil, which is another form of ostentation. It is better for them to"}
{"text": "### Book:marvel at how gracefully you have achieved your accomplishment than"}
{"text": "### Book:to wonder why it took so much work."}
{"text": "### Book:Be Frugal with Flattery. It may seem that your superiors cannot get"}
{"text": "### Book:enough flattery, but too much of even a good thing loses its value. It also"}
{"text": "### Book:stirs up suspicion among your peers. Learn to flatter indirectly\u2014by"}
{"text": "### Book:downplaying your own contribution, for example, to make your master"}
{"text": "### Book:look bet ter."}
{"text": "### Book:It is a wise thing to be polite; consequently, it is a stupid thing to be"}
{"text": "### Book:rude. To make enemies by unnecessary and wilful incivility, is just as"}
{"text": "### Book:insane a proceeding as to set your house on fire. For politeness is like a"}
{"text": "### Book:counter\u2014an avowedly false coin, with which it is foolish to be stingy. A"}
{"text": "### Book:sensible man will be generous in the use of it\u2026. Wax, a substance"}
{"text": "### Book:naturally hard and brittle, can be made soft by the application of a little"}
{"text": "### Book:warmth, so that it will take any shape you please. In the same way, bybeing polite and friendly, you can make people pliable and obliging,"}
{"text": "### Book:even though they are apt to be crabbed and malevolent. Hence politeness"}
{"text": "### Book:is to human nature what warmth is to wax."}
{"text": "### Book:ARTHUR SCHOPENHAUER, 1788-1860"}
{"text": "### Book:Arrange to Be Noticed. There is a paradox: You cannot display yourself"}
{"text": "### Book:too brazenly, yet you must also get yourself noticed. In the court of Louis"}
{"text": "### Book:XIV, whoever the king decided to look at rose instantly in the court"}
{"text": "### Book:hierarchy. You stand no chance of rising if the ruler does not notice you"}
{"text": "### Book:in the swamp of courtiers. This task requires much art. It is often initially"}
{"text": "### Book:a matter of being seen, in the literal sense. Pay attention to your physical"}
{"text": "### Book:appearance, then, and find a way to create a distinctive\u2014a subtly"}
{"text": "### Book:distinctive\u2014style and image."}
{"text": "### Book:Alter Your Style and Language According to the Person You Are"}
{"text": "### Book:Dealing With. The pseudo-belief in equality\u2014the idea that talking and"}
{"text": "### Book:acting the same way with everyone, no matter what their rank, makes"}
{"text": "### Book:you somehow a paragon of civilization\u2014is a terrible mistake. Those"}
{"text": "### Book:below you will take it as a form of condescension, which it is, and those"}
{"text": "### Book:above you will be offended, although they may not admit it. You must"}
{"text": "### Book:change your style and your way of speaking to suit each person. This is"}
{"text": "### Book:not lying, it is acting, and acting is an art, not a gift from God. Learn the"}
{"text": "### Book:art. This is also true for the great variety of cultures found in the modern"}
{"text": "### Book:court: Never assume that your criteria of behavior and judgment are"}
{"text": "### Book:universal. Not only is an inability to adapt to another culture the height"}
{"text": "### Book:of barbarism, it puts you at a disadvantage."}
{"text": "### Book:Never Be the Bearer of Bad News. The king kills the messenger who"}
{"text": "### Book:brings bad news: This is a cliche but there is truth to it. You must"}
{"text": "### Book:struggle and if necessary lie and cheat to be sure that the lot of the bearer"}
{"text": "### Book:of bad news falls on a colleague, never on you. Bring only good news"}
{"text": "### Book:and your approach will gladden your master."}
{"text": "### Book:Never Affect Friendliness and Intimacy with Your Master. He does"}
{"text": "### Book:not want a friend for a subordinate, he wants a subordinate. Never"}
{"text": "### Book:approach him in an easy, friendly way, or act as if you are on the best of"}
{"text": "### Book:terms\u2014that is his prerogative. If he chooses to deal with you on this"}
{"text": "### Book:level, assume a wary chumminess. Otherwise err in the opposite"}
{"text": "### Book:direction, and make the distance between you clear.Never Criticize Those Above You Directly. This may seem obvious,"}
{"text": "### Book:but there are often times when some sort of criticism is necessary\u2014to"}
{"text": "### Book:say nothing, or to give no advice, would open you to risks of another"}
{"text": "### Book:sort. You must learn, however, to couch your advice and criticism as"}
{"text": "### Book:indirectly and as politely as possible. Think twice, or three times, before"}
{"text": "### Book:deciding you have made them sufficiently circuitous. Err on the side of"}
{"text": "### Book:subtlety and gentleness."}
{"text": "### Book:Be Frugal in Asking Those Above You for Favors. Nothing irritates a"}
{"text": "### Book:master more than having to reject someone\u2019s request. It stirs up guilt and"}
{"text": "### Book:resentment. Ask for favors as rarely as possible, and know when to stop."}
{"text": "### Book:Rather than making yourself the supplicant, it is always better to earn"}
{"text": "### Book:your favors, so that the ruler bestows them willingly. Most important: Do"}
{"text": "### Book:not ask for favors on another person\u2019s behalf, least of all a friend\u2019s."}
{"text": "### Book:Never Joke About Appearances or Taste. A lively wit and a humorous"}
{"text": "### Book:disposition are essential qualities for a good courtier, and there are times"}
{"text": "### Book:when vulgarity is appropriate and engaging. But avoid any kind of joke"}
{"text": "### Book:about appearance or taste, two highly sensitive areas, especially with"}
{"text": "### Book:those above you. Do not even try it when you are away from them. You"}
{"text": "### Book:will dig your own grave."}
{"text": "### Book:Do Not Be the Court Cynic. Express admiration for the good work of"}
{"text": "### Book:others. If you constantly criticize your equals or subordinates some of"}
{"text": "### Book:that criticism will rub off on you, hovering over you like a gray cloud"}
{"text": "### Book:wherever you go. People will groan at each new cynical comment, and"}
{"text": "### Book:you will irritate them. By expressing modest admiration for other"}
{"text": "### Book:people\u2019s achievements, you paradoxically call attention to your own. The"}
{"text": "### Book:ability to express wonder and amazement, and seem like you mean it, is"}
{"text": "### Book:a rare and dying talent, but one still greatly valued."}
{"text": "### Book:Be Self-observant. The mirror is a miraculous invention; without it you"}
{"text": "### Book:would commit great sins against beauty and decorum. You also need a"}
{"text": "### Book:mirror for your actions. This can sometimes come from other people"}
{"text": "### Book:telling you what they see in you, but that is not the most trustworthy"}
{"text": "### Book:method: You must be the mirror, training your mind to try to see yourself"}
{"text": "### Book:as others see you. Are you acting too obsequious? Are you trying toohard to please? Do you seem desperate for attention, giving the"}
{"text": "### Book:impression that you are on the decline? Be observant about yourself and"}
{"text": "### Book:you will avoid a mountain of blunders."}
{"text": "### Book:Master Your Emotions. As an actor in a great play, you must learn to cry"}
{"text": "### Book:and laugh on command and when it is appropriate. You must be able"}
{"text": "### Book:both to disguise your anger and frustration and to fake your contentment"}
{"text": "### Book:and agreement. You must be the master of your own face. Call it lying if"}
{"text": "### Book:you like; but if you prefer to not play the game and to always be honest"}
{"text": "### Book:and upfront, do not complain when others call you obnoxious and"}
{"text": "### Book:arrogant."}
{"text": "### Book:Fit the Spirit of the Times. A slight affectation of a past era can be"}
{"text": "### Book:charming, as long as you choose a period at least twenty years back;"}
{"text": "### Book:wearing the fashions of ten years ago is ludicrous, unless you enjoy the"}
{"text": "### Book:role of court jester. Your spirit and way of thinking must keep up with"}
{"text": "### Book:the times, even if the times offend your sensibilities. Be too forward-"}
{"text": "### Book:thinking, however, and no one will understand you. It is never a good"}
{"text": "### Book:idea to stand out too much in this area; you are best off at least being"}
{"text": "### Book:able to mimic the spirit of the times."}
{"text": "### Book:Be a Source of Pleasure. This is critical. It is an obvious law of human"}
{"text": "### Book:nature that we will flee what is unpleasant and distasteful, while charm"}
{"text": "### Book:and the promise of delight will draw us like moths to a flame. Make"}
{"text": "### Book:yourself the flame and you will rise to the top. Since life is otherwise so"}
{"text": "### Book:full of unpleasantness and pleasure so scarce, you will be as"}
{"text": "### Book:indispensable as food and drink. This may seem obvious, but what is"}
{"text": "### Book:obvious is often ignored or unappreciated. There are degrees to this: Not"}
{"text": "### Book:everyone can play the role of favorite, for not everyone is blessed with"}
{"text": "### Book:charm and wit. But we can all control our unpleasant qualities and"}
{"text": "### Book:obscure them when necessary."}
{"text": "### Book:A man who knows the court is master of his gestures, of his eyes and"}
{"text": "### Book:of his face; he is profound, impenetrable; he dissimulates bad offices,"}
{"text": "### Book:smiles at his enemies, controls his irritation, disguises his passions,"}
{"text": "### Book:belies his heart, speaks and acts against his feelings."}
{"text": "### Book:Jean de La Bruy\u00e8re, 1645-1696SCENES OF COURT LIFE: Exemplary Deeds"}
{"text": "### Book:and Fatal Mistakes"}
{"text": "### Book:Scene I"}
{"text": "### Book:Alexander the Great, conqueror of the Mediterranean basin and the"}
{"text": "### Book:Middle East through to India, had had the great Aristotle as his tutor and"}
{"text": "### Book:mentor, and throughout his short life he remained devoted to philosophy"}
{"text": "### Book:and his master\u2019s teachings. He once complained to Aristotle that during"}
{"text": "### Book:his long campaigns he had no one with whom he could discuss"}
{"text": "### Book:philosophical matters. Aristotle responded by suggesting that he take"}
{"text": "### Book:Callisthenes, a former pupil of Aristotle\u2019s and a promising philosopher in"}
{"text": "### Book:his own right, along on the next campaign."}
{"text": "### Book:Aristotle had schooled Callisthenes in the skills of being a courtier, but"}
{"text": "### Book:the young man secretly scoffed at them. He believed in pure philosophy,"}
{"text": "### Book:in unadorned words, in speaking the naked truth. If Alexander loved"}
{"text": "### Book:learning so much, Callisthenes thought, he could not object to one who"}
{"text": "### Book:spoke his mind. During one of Alexander\u2019s major campaigns,"}
{"text": "### Book:Callisthenes spoke his mind one too many times and Alexander had him"}
{"text": "### Book:put to death. Interpretation"}
{"text": "### Book:In court, honesty is a fool\u2019s game. Never be so self-absorbed as to"}
{"text": "### Book:believe that the master is interested in your criticisms of him, no matter"}
{"text": "### Book:how accurate they are."}
{"text": "### Book:Scene II"}
{"text": "### Book:Beginning in the Han Dynasty two thousand years ago, Chinese scholars"}
{"text": "### Book:compiled a series of writings called the 21 Histories, an official"}
{"text": "### Book:biography of each dynasty, including stories, statistics, census figures,"}
{"text": "### Book:and war chronicles. Each history also contained a chapter called"}
{"text": "### Book:\u201cUnusual Events,\u201d and here, among the listings of earthquakes and"}
{"text": "### Book:floods, there would sometimes suddenly appear descriptions of such"}
{"text": "### Book:bizarre manifestations as two-headed sheep, geese flying backward, stars"}
{"text": "### Book:suddenly appearing in different parts of the sky, and so on. The"}
{"text": "### Book:earthquakes could be historically verified, but the monsters and weird"}
{"text": "### Book:natural phenomena were clearly inserted on purpose, and invariably"}
{"text": "### Book:occurred in clusters. What could this mean?The Chinese emperor was considered more than a man\u2014he was a"}
{"text": "### Book:force of nature. His kingdom was the center of the universe, and"}
{"text": "### Book:everything revolved around him. He embodied the world\u2019s perfection. To"}
{"text": "### Book:criticize him or any of his actions would have been to criticize the divine"}
{"text": "### Book:order. No minister or courtier dared approach the emperor with even the"}
{"text": "### Book:slightest cautionary word. But emperors were fallible and the kingdom"}
{"text": "### Book:suffered greatly by their mistakes. Inserting sightings of strange"}
{"text": "### Book:phenomena into the court chronicles was the only way to warn them. The"}
{"text": "### Book:emperor would read of geese flying backward and moons out of orbit,"}
{"text": "### Book:and realize that he was being cautioned. His actions were unbalancing"}
{"text": "### Book:the universe and needed to change."}
{"text": "### Book:Interpretation"}
{"text": "### Book:For Chinese courtiers, the problem of how to give the emperor advice"}
{"text": "### Book:was an important issue. Over the years, thousands of them had died"}
{"text": "### Book:trying to warn or counsel their master. To be made safely, their criticisms"}
{"text": "### Book:had to be indirect\u2014yet if they were too indirect they would not be"}
{"text": "### Book:heeded. The chronicles were their solution: Identify no one person as the"}
{"text": "### Book:source of criticism, make the advice as impersonal as possible, but let the"}
{"text": "### Book:emperor know the gravity of the situation."}
{"text": "### Book:Your master is no longer the center of the universe, but he still"}
{"text": "### Book:imagines that everything revolves around him. When you criticize him"}
{"text": "### Book:he sees the person criticizing, not the criticism itself. Like the Chinese"}
{"text": "### Book:courtiers, you must find a way to disappear behind the warning. Use"}
{"text": "### Book:symbols and other indirect methods to paint a picture of the problems to"}
{"text": "### Book:come, without putting your neck on the line."}
{"text": "### Book:Scene III"}
{"text": "### Book:Early in his career, the French architect Jules Mansart received"}
{"text": "### Book:commissions to design minor additions to Versailles for King Louis XIV."}
{"text": "### Book:For each design he would draw up his plans, making sure they followed"}
{"text": "### Book:Louis\u2019s instructions closely. He would then present them to His Majesty."}
{"text": "### Book:The courtier Saint-Simon described Mansart\u2019s technique in dealing"}
{"text": "### Book:with the king: \u201cHis particular skill was to show the king plans that"}
{"text": "### Book:purposely included something imperfect about them, often dealing with"}
{"text": "### Book:the gardens, which were not Mansart\u2019s specialty. The king, as Mansart"}
{"text": "### Book:expected, would put his finger exactly on the problem and propose howto solve it, at which point Mansart would exclaim for all to hear that he"}
{"text": "### Book:would never have seen the problem that the king had so masterfully"}
{"text": "### Book:found and solved; he would burst with admiration, confessing that next"}
{"text": "### Book:to the king he was but a lowly pupil.\u201d At the age of thirty, having used"}
{"text": "### Book:these methods time and time again, Mansart received a prestigious royal"}
{"text": "### Book:commission: Although he was less talented and experienced than a"}
{"text": "### Book:number of other French designers, he was to take charge of the"}
{"text": "### Book:enlargement of Versailles. He was the king\u2019s architect from then on."}
{"text": "### Book:Interpretation"}
{"text": "### Book:As a young man, Mansart had seen how many royal craftsmen in the"}
{"text": "### Book:service of Louis XIV had lost their positions not through a lack of talent"}
{"text": "### Book:but through a costly social blunder. He would not make that mistake."}
{"text": "### Book:Mansart always strove to make Louis feel better about himself, to feed"}
{"text": "### Book:the king\u2019s vanity as publicly as possible."}
{"text": "### Book:Never imagine that skill and talent are all that matter. In court the"}
{"text": "### Book:courtier\u2019s art is more important than his talent; never spend so much time"}
{"text": "### Book:on your studies that you neglect your social skills. And the greatest skill"}
{"text": "### Book:of all is the ability to make the master look more talented than those"}
{"text": "### Book:around him."}
{"text": "### Book:Scene IV"}
{"text": "### Book:Jean-Baptiste Isabey had become the unofficial painter of the Napoleonic"}
{"text": "### Book:court. During the Congress of Vienna in 1814, after Napoleon, defeated,"}
{"text": "### Book:had been imprisoned on the island of Elba, the participants in these"}
{"text": "### Book:meetings, which were to decide the fate of Europe, invited Isabey to"}
{"text": "### Book:immortalize the historic events in an epic painting."}
{"text": "### Book:When Isabey arrived in Vienna, Talleyrand, the main negotiator for the"}
{"text": "### Book:French, paid the artist a visit. Considering his role in the proceedings, the"}
{"text": "### Book:statesman explained, he expected to occupy center stage in the painting."}
{"text": "### Book:Isabey cordially agreed. A few days later the Duke of Wellington, the"}
{"text": "### Book:main negotiator for the English, also approached Isabey, and said much"}
{"text": "### Book:the same thing that Talleyrand had. The ever polite Isabey agreed that the"}
{"text": "### Book:great duke should indeed be the center of attention."}
{"text": "### Book:Back in his studio, Isabey pondered the dilemma. If he gave the"}
{"text": "### Book:spotlight to either of the two men, he could create a diplomatic rift,"}
{"text": "### Book:stirring up all sorts of resentment at a time when peace and concord werecritical. When the painting was finally unveiled, however, both"}
{"text": "### Book:Talleyrand and Wellington felt honored and satisfied. The work depicts a"}
{"text": "### Book:large hall filled with diplomats and politicians from all over Europe. On"}
{"text": "### Book:one side the Duke of Wellington enters the room, and all eyes are turned"}
{"text": "### Book:toward him; he is the \u201ccenter\u201d of attention. In the very center of the"}
{"text": "### Book:painting, meanwhile, sits Talleyrand."}
{"text": "### Book:Interpretation"}
{"text": "### Book:It is often very difficult to satisfy the master, but to satisfy two masters in"}
{"text": "### Book:one stroke takes the genius of a great courtier. Such predicaments are"}
{"text": "### Book:common in the life of a courtier: By giving attention to one master, he"}
{"text": "### Book:displeases another. You must find a way to navigate this Scylla and"}
{"text": "### Book:Charybdis safely. Masters must receive their due; never inadvertently stir"}
{"text": "### Book:up the resentment of one in pleasing another."}
{"text": "### Book:Scene V"}
{"text": "### Book:George Brummell, also known as Beau Brummell, made his mark in the"}
{"text": "### Book:late 1700s by the supreme elegance of his appearance, his popularization"}
{"text": "### Book:of shoe buckles (soon imitated by all the dandies), and his clever way"}
{"text": "### Book:with words. His London house was the fashionable spot in town, and"}
{"text": "### Book:Brummell was the authority on all matters of fashion. If he disliked your"}
{"text": "### Book:footwear, you immediately got rid of it and bought whatever he was"}
{"text": "### Book:wearing. He perfected the art of tying a cravat; Lord Byron was said to"}
{"text": "### Book:spend many a night in front of the mirror trying to figure out the secret"}
{"text": "### Book:behind Brummell\u2019s perfect knots."}
{"text": "### Book:One of Brummell\u2019s greatest admirers was the Prince of Wales, who"}
{"text": "### Book:fancied himself a fashionable young man. Becoming attached to the"}
{"text": "### Book:prince\u2019s court (and provided with a royal pension), Brummell was soon"}
{"text": "### Book:so sure of his own authority there that he took to joking about the"}
{"text": "### Book:prince\u2019s weight, referring to his host as Big Ben. Since trimness of figure"}
{"text": "### Book:was an important quality for a dandy, this was a withering criticism. At"}
{"text": "### Book:dinner once, when the service was slow, Brummell said to the prince,"}
{"text": "### Book:\u201cDo ring, Big Ben.\u201d The prince rang, but when the valet arrived he"}
{"text": "### Book:ordered the man to show Brummell the door and never admit him again."}
{"text": "### Book:Despite falling into the prince\u2019s disfavor, Brummell continued to treat"}
{"text": "### Book:everyone around him with the same arrogance. Without the Prince of"}
{"text": "### Book:Wales\u2019 patronage to support him, he sank into horrible debt, but hemaintained his insolent manners, and everyone soon abandoned him. He"}
{"text": "### Book:died in the most pitiable poverty, alone and deranged."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Beau Brummell\u2019s devastating wit was one of the qualities that endeared"}
{"text": "### Book:him to the Prince of Wales. But not even he, the arbiter of taste and"}
{"text": "### Book:fashion, could get away with a joke about the prince\u2019s appearance, least"}
{"text": "### Book:of all to his face. Never joke about a person\u2019s plumpness, even indirectly"}
{"text": "### Book:\u2014and particularly when he is your master. The poorhouses of history are"}
{"text": "### Book:filled with people who have made such jokes at their master\u2019s expense."}
{"text": "### Book:Scene VI"}
{"text": "### Book:Pope Urban VIII wanted to be remembered for his skills in writing"}
{"text": "### Book:poetry, which unfortunately were mediocre at best. In 1629 Duke"}
{"text": "### Book:Francesco d\u2018Este, knowing the pope\u2019s literary pretensions, sent the poet"}
{"text": "### Book:Fulvio Testi as his ambassador to the Vatican. One of Testi\u2019s letters to the"}
{"text": "### Book:duke reveals why he was chosen: \u201cOnce our discussion was over, I"}
{"text": "### Book:kneeled to depart, but His Holiness made a signal and walked to another"}
{"text": "### Book:room where he sleeps, and after reaching a small table, he grabbed a"}
{"text": "### Book:bundle of papers and thus, turning to me with a smiling face, he said:"}
{"text": "### Book:\u2018We want Your Lordship to listen to some of our compositions.\u2019 And, in"}
{"text": "### Book:fact, he read me two very long Pindaric poems, one in praise of the most"}
{"text": "### Book:holy Virgin, and the other one about Countess Matilde.\u201d"}
{"text": "### Book:We do not know exactly what Testi thought of these very long poems,"}
{"text": "### Book:since it would have been dangerous for him to state his opinion freely,"}
{"text": "### Book:even in a letter. But he went on to write, \u201cI, following the mood,"}
{"text": "### Book:commented on each line with the needed praise, and, after having kissed"}
{"text": "### Book:His Holiness\u2019s foot for such an unusual sign of benevolence [the reading"}
{"text": "### Book:of the poetry], I left.\u201d Weeks later, when the duke himself visited the"}
{"text": "### Book:pope, he managed to recite entire verses of the pope\u2019s poetry and praised"}
{"text": "### Book:it enough to make the pope \u201cso jubilant he seemed to lose his mind.\u201d"}
{"text": "### Book:Interpretation"}
{"text": "### Book:In matters of taste you can never be too obsequious with your master."}
{"text": "### Book:Taste is one of the ego\u2019s prickliest parts; never impugn or question the"}
{"text": "### Book:master\u2019s taste\u2014his poetry is sublime, his dress impeccable, and his"}
{"text": "### Book:manner the model for all.Scene VII"}
{"text": "### Book:One afternoon in ancient China, Chao, ruler of Han from 358 to 333"}
{"text": "### Book:B.C., got drunk and fell asleep in the palace gardens. The court crown-"}
{"text": "### Book:keeper, whose sole task was to look after the ruler\u2019s head apparel, passed"}
{"text": "### Book:through the gardens and saw his master sleeping without a coat. Since it"}
{"text": "### Book:was getting cold, the crown-keeper placed his own coat over the ruler,"}
{"text": "### Book:and left."}
{"text": "### Book:When Chao awoke and saw the coat upon him, he asked his"}
{"text": "### Book:attendants, \u201cWho put more clothes on my body?\u201d \u201cThe crown-keeper,\u201d"}
{"text": "### Book:they replied. The ruler immediately called for his official coat-keeper and"}
{"text": "### Book:had him punished for neglecting his duties. He also called for the crown-"}
{"text": "### Book:keeper, whom he had beheaded."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Do not overstep your bounds. Do what you are assigned to do, to the best"}
{"text": "### Book:of your abilities, and never do more. To think that by doing more you are"}
{"text": "### Book:doing better is a common blunder. It is never good to seem to be trying"}
{"text": "### Book:too hard\u2014it is as if you were covering up some deficiency. Fulfilling a"}
{"text": "### Book:task that has not been asked of you just makes people suspicious. If you"}
{"text": "### Book:are a crown-keeper, be a crown-keeper. Save your excess energy for"}
{"text": "### Book:when you are not in the court."}
{"text": "### Book:Scene VIII"}
{"text": "### Book:One day, for amusement, the Italian Renaissance painter Fra Filippo"}
{"text": "### Book:Lippi (1406-1469) and some friends went sailing in a small boat off"}
{"text": "### Book:Ancona. There they were captured by two Moorish galleys, which hauled"}
{"text": "### Book:them off in chains to Barbary, where they were sold as slaves. For"}
{"text": "### Book:eighteen long months Filippo toiled with no hope of returning to Italy."}
{"text": "### Book:On several occasions Filippo saw the man who had bought him pass"}
{"text": "### Book:by, and one day he decided to sketch this man\u2019s portrait, using burnt coal"}
{"text": "### Book:\u2014charcoal\u2014from the fire. Still in his chains, he found a white wall,"}
{"text": "### Book:where he drew a full-length likeness of his owner in Moorish clothing."}
{"text": "### Book:The owner soon heard about this, for no one had seen such skill in"}
{"text": "### Book:drawing before in these parts; it seemed like a miracle, a gift from God."}
{"text": "### Book:The drawing so pleased the owner that he instantly gave Filippo his"}
{"text": "### Book:freedom and employed him in his court. All the big men on the Barbarycoast came to see the magnificent color portraits that Fra Filippo then"}
{"text": "### Book:proceeded to do, and finally, in gratitude for the honor in this way"}
{"text": "### Book:brought upon him, Filippo\u2019s owner returned the artist safely to Italy."}
{"text": "### Book:Interpretation"}
{"text": "### Book:We who toil for other people have all in some way been captured by"}
{"text": "### Book:pirates and sold into slavery. But like Fra Filippo (if to a lesser degree),"}
{"text": "### Book:most of us possess some gift, some talent, an ability to do something"}
{"text": "### Book:better than other people. Make your master a gift of your talents and you"}
{"text": "### Book:will rise above other courtiers. Let him take the credit if necessary, it will"}
{"text": "### Book:only be temporary: Use him as a stepping stone, a way of displaying"}
{"text": "### Book:your talent and eventually buying your freedom from enslavement."}
{"text": "### Book:Scene IX"}
{"text": "### Book:Alfonso I of Aragon once had a servant who told the king that the night"}
{"text": "### Book:before he had had a dream: Alfonso had given him a gift of weapons,"}
{"text": "### Book:horses, and clothes. Alfonso, a generous, lordly man, decided it would be"}
{"text": "### Book:amusing to make this dream come true, and promptly gave the servant"}
{"text": "### Book:exactly these gifts."}
{"text": "### Book:A little while later, the same servant announced to Alfonso that he had"}
{"text": "### Book:had yet another dream, and in this one Alfonso had given him a"}
{"text": "### Book:considerable pile of gold florins. The king smiled and said, \u201cDon\u2019t"}
{"text": "### Book:believe in dreams from now on; they lie.\u201d"}
{"text": "### Book:Interpretation"}
{"text": "### Book:In his treatment of the servant\u2019s first dream, Alfonso remained in control."}
{"text": "### Book:By making a dream come true, he claimed a godlike power for himself,"}
{"text": "### Book:if in a mild and humorous way. In the second dream, however, all"}
{"text": "### Book:appearance of magic was gone; this was nothing but an ugly con game"}
{"text": "### Book:on the servant\u2019s part. Never ask for too much, then, and know when to"}
{"text": "### Book:stop. It is the master\u2019s prerogative to give\u2014to give when he wants and"}
{"text": "### Book:what he wants, and to do so without prompting. Do not give him the"}
{"text": "### Book:chance to reject your requests. Better to win favors by deserving them, so"}
{"text": "### Book:that they are bestowed without your asking.Scene X"}
{"text": "### Book:The great English landscape painter J. M. W Turner (1775-1851) was"}
{"text": "### Book:known for his use of color, which he applied with a brilliance and a"}
{"text": "### Book:strange iridescence. The color in his paintings was so striking, in fact,"}
{"text": "### Book:that other artists never wanted his work hung next to theirs: It inevitably"}
{"text": "### Book:made everything around it seem dull."}
{"text": "### Book:The painter Sir Thomas Lawrence once had the misfortune of seeing"}
{"text": "### Book:Turner\u2019s masterpiece Cologne hanging in an exhibition between two"}
{"text": "### Book:works of his own. Lawrence complained bitterly to the gallery owner,"}
{"text": "### Book:who gave him no satisfaction: After all, someone\u2019s paintings had to hang"}
{"text": "### Book:next to Turner\u2019s. But Turner heard of Lawrence\u2019s complaint, and before"}
{"text": "### Book:the exhibition opened, he toned down the brilliant golden sky in"}
{"text": "### Book:Cologne, making it as dull as the colors in Lawrence\u2019s works. A friend of"}
{"text": "### Book:Turner\u2019s who saw the painting approached the artist with a horrified"}
{"text": "### Book:look: \u201cWhat have you done to your picture!\u201d he said. \u201cWell, poor"}
{"text": "### Book:Lawrence was so unhappy,\u201d Turner replied, \u201cand it\u2019s only lampblack."}
{"text": "### Book:It\u2019ll wash off after the exhibition.\u201d Interpretation"}
{"text": "### Book:Many of a courtier\u2019s anxieties have to do with the master, with whom"}
{"text": "### Book:most dangers lie. Yet it is a mistake to imagine that the master is the only"}
{"text": "### Book:one to determine your fate. Your equals and subordinates play integral"}
{"text": "### Book:parts also. A court is a vast stew of resentments, fears, and powerful"}
{"text": "### Book:envy. You have to placate everyone who might someday harm you,"}
{"text": "### Book:deflecting their resentment and envy and diverting their hostility onto"}
{"text": "### Book:other people."}
{"text": "### Book:Turner, eminent courtier, knew that his good fortune and fame"}
{"text": "### Book:depended on his fellow painters as well as on his dealers and patrons."}
{"text": "### Book:How many of the great have been felled by envious colleagues! Better"}
{"text": "### Book:temporarily to dull your brilliance than to suffer the slings and arrows of"}
{"text": "### Book:envy."}
{"text": "### Book:Scene XI"}
{"text": "### Book:Winston Churchill was an amateur artist, and after World War II his"}
{"text": "### Book:paintings became collector\u2019s items. The American publisher Henry Luce,"}
{"text": "### Book:in fact, creator of Time and Life magazines, kept one of Churchill\u2019s"}
{"text": "### Book:landscapes hanging in his private office in New York."}
{"text": "### Book:On a tour through the United States once, Churchill visited Luce in his"}
{"text": "### Book:office, and the two men looked at the painting together. The publisherremarked, \u201cIt\u2019s a good picture, but I think it needs something in the"}
{"text": "### Book:foreground\u2014a sheep, perhaps.\u201d Much to Luce\u2019s horror, Churchill\u2019s"}
{"text": "### Book:secretary called the publisher the next day and asked him to have the"}
{"text": "### Book:painting sent to England. Luce did so, mortified that he had perhaps"}
{"text": "### Book:offended the former prime minister. A few days later, however, the"}
{"text": "### Book:painting was shipped back, but slightly altered: a single sheep now"}
{"text": "### Book:grazed peacefully in the foreground."}
{"text": "### Book:Interpretation"}
{"text": "### Book:In stature and fame, Churchill stood head and shoulders above Luce, but"}
{"text": "### Book:Luce was certainly a man of power, so let us imagine a slight equality"}
{"text": "### Book:between them. Still, what did Churchill have to fear from an American"}
{"text": "### Book:publisher? Why bow to the criticism of a dilettante?"}
{"text": "### Book:A court\u2014in this case the entire world of diplomats and international"}
{"text": "### Book:statesmen, and also of the journalists who court them\u2014is a place of"}
{"text": "### Book:mutual dependence. It is unwise to insult or offend the taste of people of"}
{"text": "### Book:power, even if they are below or equal to you. If a man like Churchill can"}
{"text": "### Book:swallow the criticisms of a man like Luce, he proves himself a courtier"}
{"text": "### Book:without peer. (Perhaps his correction of the painting implied a certain"}
{"text": "### Book:condescension as well, but he did it so subtly that Luce did not perceive"}
{"text": "### Book:any slight.) Imitate Churchill: Put in the sheep. It is always beneficial to"}
{"text": "### Book:play the obliging courtier, even when you are not serving a master."}
{"text": "### Book:THE DELICATE GAME OF"}
{"text": "### Book:COURTIERSHIP: A Warning"}
{"text": "### Book:Talleyrand was the consummate courtier, especially in serving his master"}
{"text": "### Book:Napoleon. When the two men were first getting to know each other,"}
{"text": "### Book:Napoleon once said in passing, \u201cI shall come to lunch at your house one"}
{"text": "### Book:of these days.\u201d Talleyrand had a house at Auteuil, in the suburbs of Paris."}
{"text": "### Book:\u201cI should be delighted, mon g\u00e9n\u00e9ral,\u201d the minister replied, \u201cand since"}
{"text": "### Book:my house is close to the Bois de Boulogne, you will be able to amuse"}
{"text": "### Book:yourself with a bit of shooting in the afternoon.\u201d"}
{"text": "### Book:\u201cI do not like shooting,\u201d said Napoleon, \u201cBut I love hunting. Are there"}
{"text": "### Book:any boars in the Bois de Boulogne?\u201d Napoleon came from Corsica,where boar hunting was a great sport. By asking if there were boars in a"}
{"text": "### Book:Paris park, he showed himself still a provincial, almost a rube."}
{"text": "### Book:Talleyrand did not laugh, however, but he could not resist a practical joke"}
{"text": "### Book:on the man who was now his master in politics, although not in blood"}
{"text": "### Book:and nobility, since Talleyrand came from an old aristocratic family. To"}
{"text": "### Book:Napoleon\u2019s question, then, he simply replied, \u201cVery few, mon g\u00e9n\u00e9ral,"}
{"text": "### Book:but I dare say you will manage to find one.\u201d"}
{"text": "### Book:It was arranged that Napoleon would arrive at Talleyrand\u2019s house the"}
{"text": "### Book:following day at seven A.M. and would spend the morning there. The"}
{"text": "### Book:\u201cboar hunt\u201d would take place in the afternoon. Throughout the morning"}
{"text": "### Book:the excited general talked nothing but boar hunting. Meanwhile,"}
{"text": "### Book:Talleyrand secretly had his servants go to the market, buy two enormous"}
{"text": "### Book:black pigs, and take them to the great park."}
{"text": "### Book:After lunch, the hunters and their hounds set off for the Bois de"}
{"text": "### Book:Boulogne. At a secret signal from Talleyrand, the servants loosed one of"}
{"text": "### Book:the pigs. \u201cI see a boar,\u201d Napoleon cried joyfully, jumping onto his horse"}
{"text": "### Book:to give chase. Talleyrand stayed behind. It took half an hour of galloping"}
{"text": "### Book:through the park before the \u201cboar\u201d was finally captured. At the moment"}
{"text": "### Book:of triumph, however, Napoleon was approached by one of his aides, who"}
{"text": "### Book:knew the creature could not possibly be a boar, and feared the general"}
{"text": "### Book:would be ridiculed once the story got out: \u201cSir,\u201d he told Napoleon, \u201cyou"}
{"text": "### Book:realize of course that this is not a boar but a pig.\u201d"}
{"text": "### Book:Flying into a rage, Napoleon immediately set off at a gallop for"}
{"text": "### Book:Talleyrand\u2019s house. He realized along the way that he would now be the"}
{"text": "### Book:butt of many a joke, and that exploding at Talleyrand would only make"}
{"text": "### Book:him more ridiculous; it would be better to make a show of good humor."}
{"text": "### Book:Still, he did not hide his displeasure well."}
{"text": "### Book:Talleyrand decided to try to soothe the general\u2019s bruised ego. He told"}
{"text": "### Book:Napoleon not to go back to Paris yet\u2014he should again go hunting in the"}
{"text": "### Book:park. There were many rabbits there, and hunting them had been a"}
{"text": "### Book:favorite pastime of Louis XVI. Talleyrand even offered to let Napoleon"}
{"text": "### Book:use a set of guns that had once belonged to Louis. With much flattery"}
{"text": "### Book:and cajolery, he once again got Napoleon to agree to a hunt."}
{"text": "### Book:The party left for the park in the late afternoon. Along the way,"}
{"text": "### Book:Napoleon told Talleyrand, \u201cI\u2019m not Louis XVI, I surely won\u2019t kill even"}
{"text": "### Book:one rabbit.\u201d Yet that afternoon, strangely enough, the park was teeming"}
{"text": "### Book:with rabbits. Napoleon killed at least fifty of them, and his mood"}
{"text": "### Book:changed from anger to satisfaction. At the end of his wild shooting spree,"}
{"text": "### Book:however, the same aide approached him and whispered in his ear, \u201cTo"}
{"text": "### Book:tell the truth, sir, I am beginning to believe these are not wild rabbits. Isuspect that rascal Talleyrand has played another joke on us.\u201d (The aide"}
{"text": "### Book:was right: Talleyrand had in fact sent his servants back to the market,"}
{"text": "### Book:where they had purchased dozens of rabbits and then had released them"}
{"text": "### Book:in the Bois de Boulogne.)"}
{"text": "### Book:Napoleon immediately mounted his horse and galloped away, this time"}
{"text": "### Book:returning straight to Paris. He later threatened Talleyrand, warned him"}
{"text": "### Book:not to tell a soul what had happened; if he became the laughingstock of"}
{"text": "### Book:Paris, there would be hell to pay."}
{"text": "### Book:It took months for Napoleon to be able to trust Talleyrand again, and"}
{"text": "### Book:he never totally forgave him his humiliation."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Courtiers are like magicians: They deceptively play with appearances,"}
{"text": "### Book:only letting those around them see what they want them to see. With so"}
{"text": "### Book:much deception and manipulation afoot, it is essential to keep people"}
{"text": "### Book:from seeing your tricks and glimpsing your sleight of hand."}
{"text": "### Book:Talleyrand was normally the Grand Wizard of Courtiership, and but"}
{"text": "### Book:for Napoleon\u2019s aide, he probably would have gotten away completely"}
{"text": "### Book:with both pleasing his master and having a joke at the general\u2019s expense."}
{"text": "### Book:But courtiership is a subtle art, and overlooked traps and inadvertent"}
{"text": "### Book:mistakes can ruin your best tricks. Never risk being caught in your"}
{"text": "### Book:maneuvers; never let people see your devices. If that happens you"}
{"text": "### Book:instantly pass in people\u2019s perceptions from a courtier of great manners to"}
{"text": "### Book:a loathsome rogue. It is a delicate game you play; apply the utmost"}
{"text": "### Book:attention to covering your tracks, and never let your master unmask you.LAW 25"}
{"text": "### Book:RE-CREATE YOURSELF"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Do not accept the roles that society foists on you. Re-create yourself by"}
{"text": "### Book:forging a new identity, one that commands attention and never bores the"}
{"text": "### Book:audience. Be the master of your own image rather than letting others"}
{"text": "### Book:define it for you. Incorporate dramatic devices into your public gestures"}
{"text": "### Book:and actions\u2014your power will be enhanced and your character will seem"}
{"text": "### Book:larger than life."}
{"text": "### Book:OBSERVANCE OF THE LAW I"}
{"text": "### Book:Julius Caesar made his first significant mark on Roman society in 65"}
{"text": "### Book:B.C., when he assumed the post of aedile, the official in charge of grain"}
{"text": "### Book:distribution and public games. He began his entrance into the public eye"}
{"text": "### Book:by organizing a series of carefully crafted and well-timed spectacles\u2014"}
{"text": "### Book:wild-beast hunts, extravagant gladiator shows, theatrical contests. On"}
{"text": "### Book:several occasions, he paid for these spectacles out of his own pocket. To"}
{"text": "### Book:the common man, Julius Caesar became indelibly associated with these"}
{"text": "### Book:much-loved events. As he slowly rose to attain the position of consul, his"}
{"text": "### Book:popularity among the masses served as the foundation of his power. He"}
{"text": "### Book:had created an image of himself as a great public showman."}
{"text": "### Book:The man who intends to make his fortune in this ancient capital of the"}
{"text": "### Book:world [Rome] must be a chameleon susceptible of reflecting the colors of"}
{"text": "### Book:the atmosphere that surrounds him\u2014a Proteus apt to assume every form,"}
{"text": "### Book:every shape. He must be supple, flexible, insinuating, close, inscrutable,"}
{"text": "### Book:often base, sometimes sincere, sometimes perfidious, always concealing"}
{"text": "### Book:a part of his knowledge, indulging in but one tone of voice, patient, a"}
{"text": "### Book:perfect master of his own countenance, as cold as ice when any otherman would be all fire; and if unfortunately he is not religious at heart\u2014a"}
{"text": "### Book:very common occurrence for a soul possessing the above requisites-he"}
{"text": "### Book:must have religion in his mind, that is to say, on his face, on his lips, in"}
{"text": "### Book:his manners; he must suffer quietly, if he be an honest man, the necessity"}
{"text": "### Book:of knowing himself an arrant hypocrite. The man whose soul would"}
{"text": "### Book:loathe such a life should leave Rome and seek his fortune elsewhere. I do"}
{"text": "### Book:not know whether I am praising or excusing myself, but of all those"}
{"text": "### Book:qualities I possessed but one\u2014namely, flexibility."}
{"text": "### Book:MEMOIRS, GIOVANNI CASANOVA, 1725-1798"}
{"text": "### Book:In 49 B.C., Rome was on the brink of a civil war between rival"}
{"text": "### Book:leaders, Caesar and Pompey. At the height of the tension, Caesar, an"}
{"text": "### Book:addict of the stage, attended a theatrical performance, and afterward, lost"}
{"text": "### Book:in thought, he wandered in the darkness back to his camp at the Rubicon,"}
{"text": "### Book:the river that divides Italy from Gaul, where he had been campaigning."}
{"text": "### Book:To march his army back into Italy across the Rubicon would mean the"}
{"text": "### Book:beginning of a war with Pompey."}
{"text": "### Book:Before his staff Caesar argued both sides, forming the options like an"}
{"text": "### Book:actor on stage, a precursor of Hamlet. Finally, to put his soliloquy to an"}
{"text": "### Book:end, he pointed to a seemingly innocent apparition at the edge of the"}
{"text": "### Book:river\u2014a very tall soldier blasting a call on a trumpet, then going across a"}
{"text": "### Book:bridge over the Rubicon\u2014and pronounced, \u201cLet us accept this as a sign"}
{"text": "### Book:from the Gods and follow where they beckon, in vengeance on our"}
{"text": "### Book:double-dealing enemies. The die is cast.\u201d All of this he spoke"}
{"text": "### Book:portentously and dramatically, gesturing toward the river and looking his"}
{"text": "### Book:generals in the eye. He knew that these generals were uncertain in their"}
{"text": "### Book:support, but his oratory overwhelmed them with a sense of the drama of"}
{"text": "### Book:the moment, and of the need to seize the time. A more prosaic speech"}
{"text": "### Book:would never have had the same effect. The generals rallied to his cause;"}
{"text": "### Book:Caesar and his army crossed the Rubicon and by the following year had"}
{"text": "### Book:vanquished Pompey, making Caesar dictator of Rome."}
{"text": "### Book:In warfare, Caesar always played the leading man with gusto. He was"}
{"text": "### Book:as skilled a horseman as any of his soldiers, and took pride in outdoing"}
{"text": "### Book:them in feats of bravery and endurance. He entered battle astride the"}
{"text": "### Book:strongest mount, so that his soldiers would see him in the thick of battle,"}
{"text": "### Book:urging them on, always positioning himself in the center, a godlike"}
{"text": "### Book:symbol of power and a model for them to follow. Of all the armies in"}
{"text": "### Book:Rome, Caesar\u2019s was the most devoted and loyal. His soldiers, like the"}
{"text": "### Book:common people who had attended his entertainments, had come to"}
{"text": "### Book:identify with him and with his cause.After the defeat of Pompey, the entertainments grew in scale. Nothing"}
{"text": "### Book:like them had ever been seen in Rome. The chariot races became more"}
{"text": "### Book:spectacular, the gladiator fights more dramatic, as Caesar staged fights to"}
{"text": "### Book:the death among the Roman nobility. He organized enormous mock"}
{"text": "### Book:naval battles on an artificial lake. Plays were performed in every Roman"}
{"text": "### Book:ward. A giant new theater was built that sloped dramatically down the"}
{"text": "### Book:Tarpeian Rock. Crowds from all over the empire flocked to these events,"}
{"text": "### Book:the roads to Rome lined with visitors\u2019 tents. And in 45 B.C., timing his"}
{"text": "### Book:entry into the city for maximum effect and surprise, Caesar brought"}
{"text": "### Book:Cleopatra back to Rome after his Egyptian campaign, and staged even"}
{"text": "### Book:more extravagant public spectacles."}
{"text": "### Book:These events were more than devices to divert the masses; they"}
{"text": "### Book:dramatically enhanced the public\u2019s sense of Caesar\u2019s character, and made"}
{"text": "### Book:him seem larger than life. Caesar was the master of his public image, of"}
{"text": "### Book:which he was forever aware. When he appeared before crowds he wore"}
{"text": "### Book:the most spectacular purple robes. He would be upstaged by no one. He"}
{"text": "### Book:was notoriously vain about his appearance\u2014it was said that one reason"}
{"text": "### Book:he enjoyed being honored by the Senate and people was that on these"}
{"text": "### Book:occasions he could wear a laurel wreath, hiding his baldness. Caesar was"}
{"text": "### Book:a masterful orator. He knew how to say a lot by saying a little, intuited"}
{"text": "### Book:the moment to end a speech for maximum effect. He never failed to"}
{"text": "### Book:incorporate a surprise into his public appearances\u2014a startling"}
{"text": "### Book:announcement that would heighten their drama."}
{"text": "### Book:Immensely popular among the Roman people, Caesar was hated and"}
{"text": "### Book:feared by his rivals. On the ides of March\u2014March 15\u2014in the year 44"}
{"text": "### Book:B.C., a group of conspirators led by Brutus and Cassius surrounded him"}
{"text": "### Book:in the senate and stabbed him to death. Even dying, however, he kept his"}
{"text": "### Book:sense of drama. Drawing the top of his gown over his face, he let go of"}
{"text": "### Book:the cloth\u2019s lower part so that it draped his legs, allowing him to die"}
{"text": "### Book:covered and decent. According to the Roman historian Suetonius, his"}
{"text": "### Book:final words to his old friend Brutus, who was about to deliver a second"}
{"text": "### Book:blow, were in Greek, and as if rehearsed for the end of a play: \u201cYou too,"}
{"text": "### Book:my child?\u201d"}
{"text": "### Book:Interpretation"}
{"text": "### Book:The Roman theater was an event for the masses, attended by crowds"}
{"text": "### Book:unimaginable today. Packed into enormous auditoriums, the audience"}
{"text": "### Book:would be amused by raucous comedy or moved by high tragedy. Theaterseemed to contain the essence of life, in its concentrated, dramatic form."}
{"text": "### Book:Like a religious ritual, it had a powerful, instant appeal to the common"}
{"text": "### Book:man."}
{"text": "### Book:Julius Caesar was perhaps the first public figure to understand the vital"}
{"text": "### Book:link between power and theater. This was because of his own obsessive"}
{"text": "### Book:interest in drama. He sublimated this interest by making himself an actor"}
{"text": "### Book:and director on the world stage. He said his lines as if they had been"}
{"text": "### Book:scripted; he gestured and moved through a crowd with a constant sense"}
{"text": "### Book:of how he appeared to his audience. He incorporated surprise into his"}
{"text": "### Book:repertoire, building drama into his speeches, staging into his public"}
{"text": "### Book:appearances. His gestures were broad enough for the common man to"}
{"text": "### Book:grasp them instantly. He became immensely popular."}
{"text": "### Book:Caesar set the ideal for all leaders and people of power. Like him, you"}
{"text": "### Book:must learn to enlarge your actions through dramatic techniques such as"}
{"text": "### Book:surprise, suspense, the creation of sympathy, and symbolic identification."}
{"text": "### Book:Also like him, you must be constantly aware of your audience\u2014of what"}
{"text": "### Book:will please them and what will bore them. You must arrange to place"}
{"text": "### Book:yourself at the center, to command attention, and never to be upstaged at"}
{"text": "### Book:any cost."}
{"text": "### Book:OBSERVANCE OF THE LAW II"}
{"text": "### Book:In the year 1831, a young woman named Aurore Dupin Dudevant left"}
{"text": "### Book:her husband and family in the provinces and moved to Paris. She wanted"}
{"text": "### Book:to be a writer; marriage, she felt, was worse than prison, for it left her"}
{"text": "### Book:neither the time nor the freedom to pursue her passion. In Paris she"}
{"text": "### Book:would establish her independence and make her living by writing."}
{"text": "### Book:Soon after Dudevant arrived in the capital, however, she had to"}
{"text": "### Book:confront certain harsh realities. To have any degree of freedom in Paris"}
{"text": "### Book:you had to have money. For a woman, money could only come through"}
{"text": "### Book:marriage or prostitution. No woman had ever come close to making a"}
{"text": "### Book:living by writing. Women wrote as a hobby, supported by their husbands,"}
{"text": "### Book:or by an inheritance. In fact when Dudevant first showed her writing to"}
{"text": "### Book:an editor, he told her, \u201cYou should make babies, Madame, not literature.\u201d"}
{"text": "### Book:Clearly Dudevant had come to Paris to attempt the impossible. In the"}
{"text": "### Book:end, though, she came up with a strategy to do what no woman had ever"}
{"text": "### Book:done\u2014a strategy to re-create herself completely, forging a public imageof her own making. Women writers before her had been forced into a"}
{"text": "### Book:ready-made role, that of the second-rate artist who wrote mostly for other"}
{"text": "### Book:women. Dudevant decided that if she had to play a role, she would turn"}
{"text": "### Book:the game around: She would play the part of a man."}
{"text": "### Book:In 1832 a publisher accepted Dudevant\u2019s first major novel, Indiana."}
{"text": "### Book:She had chosen to publish it under a pseudonym, \u201cGeorge Sand,\u201d and all"}
{"text": "### Book:of Paris assumed this impressive new writer was male. Dudevant had"}
{"text": "### Book:sometimes worn men\u2019s clothes before creating \u201cGeorge Sand\u201d (she had"}
{"text": "### Book:always found men\u2019s shirts and riding breeches more comfortable); now,"}
{"text": "### Book:as a public figure, she exaggerated the image. She added long men\u2019s"}
{"text": "### Book:coats, gray hats, heavy boots, and dandyish cravats to her wardrobe. She"}
{"text": "### Book:smoked cigars and in conversation expressed herself like a man, unafraid"}
{"text": "### Book:to dominate the conversation or to use a saucy word."}
{"text": "### Book:This strange \u201cmale/female\u201d writer fascinated the public. And unlike"}
{"text": "### Book:other women writers, Sand found herself accepted into the clique of male"}
{"text": "### Book:artists. She drank and smoked with them, even carried on affairs with the"}
{"text": "### Book:most famous artists of Europe\u2014Musset, Liszt, Chopin. It was she who"}
{"text": "### Book:did the wooing, and also the abandoning\u2014she moved on at her"}
{"text": "### Book:discretion."}
{"text": "### Book:Those who knew Sand well understood that her male persona"}
{"text": "### Book:protected her from the public\u2019s prying eyes. Out in the world, she"}
{"text": "### Book:enjoyed playing the part to the extreme; in private she remained herself."}
{"text": "### Book:She also realized that the character of \u201cGeorge Sand\u201d could grow stale or"}
{"text": "### Book:predictable, and to avoid this she would every now and then dramatically"}
{"text": "### Book:alter the character she had created; instead of conducting affairs with"}
{"text": "### Book:famous men, she would begin meddling in politics, leading"}
{"text": "### Book:demonstrations, inspiring student rebellions. No one would dictate to her"}
{"text": "### Book:the limits of the character she had created. Long after she died, and after"}
{"text": "### Book:most people had stopped reading her novels, the larger-than-life"}
{"text": "### Book:theatricality of that character has continued to fascinate and inspire."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Throughout Sand\u2019s public life, acquaintances and other artists who spent"}
{"text": "### Book:time in her company had the feeling they were in the presence of a man."}
{"text": "### Book:But in her journals and to her closest friends, such as Gustave Flaubert,"}
{"text": "### Book:she confessed that she had no desire to be a man, but was playing a part"}
{"text": "### Book:for public consumption. What she really wanted was the power to"}
{"text": "### Book:determine her own character. She refused the limits her society wouldhave set on her. She did not attain her power, however, by being herself;"}
{"text": "### Book:instead she created a persona that she could constantly adapt to her own"}
{"text": "### Book:desires, a persona that attracted attention and gave her presence."}
{"text": "### Book:Understand this: The world wants to assign you a role in life. And"}
{"text": "### Book:once you accept that role you are doomed. Your power is limited to the"}
{"text": "### Book:tiny amount allotted to the role you have selected or have been forced to"}
{"text": "### Book:assume. An actor, on the other hand, plays many roles. Enjoy that"}
{"text": "### Book:protean power, and if it is beyond you, at least forge a new identity, one"}
{"text": "### Book:of your own making, one that has had no boundaries assigned to it by an"}
{"text": "### Book:envious and resentful world. This act of defiance is Promethean: It"}
{"text": "### Book:makes you responsible for your own creation."}
{"text": "### Book:Your new identity will protect you from the world precisely because it"}
{"text": "### Book:is not \u201cyou\u201d; it is a costume you put on and take off. You need not take it"}
{"text": "### Book:personally. And your new identity sets you apart, gives you theatrical"}
{"text": "### Book:presence. Those in the back rows can see you and hear you. Those in the"}
{"text": "### Book:front rows marvel at your audacity."}
{"text": "### Book:Do not people talk in society of a man being a great actor? They do not"}
{"text": "### Book:mean by"}
{"text": "### Book:that that he feels, but that he excels in simulating, though he feels"}
{"text": "### Book:nothing."}
{"text": "### Book:Denis Diderot, 1713-1784"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:The character you seem to have been born with is not necessarily who"}
{"text": "### Book:you are; beyond the characteristics you have inherited, your parents, your"}
{"text": "### Book:friends, and your peers have helped to shape your personality. The"}
{"text": "### Book:Promethean task of the powerful is to take control of the process, to stop"}
{"text": "### Book:allowing others that ability to limit and mold them. Remake yourself into"}
{"text": "### Book:a character of power. Working on yourself like clay should be one of"}
{"text": "### Book:your greatest and most pleasurable life tasks. It makes you in essence an"}
{"text": "### Book:artist\u2014an artist creating yourself."}
{"text": "### Book:In fact, the idea of self-creation comes from the world of art. For"}
{"text": "### Book:thousands of years, only kings and the highest courtiers had the freedom"}
{"text": "### Book:to shape their public image and determine their own identity. Similarly,"}
{"text": "### Book:only kings and the wealthiest lords could contemplate their own image inart, and consciously alter it. The rest of mankind played the limited role"}
{"text": "### Book:that society demanded of them, and had little self-consciousness."}
{"text": "### Book:A shift in this condition can be detected in Vel\u00e1zquez\u2019s painting Las"}
{"text": "### Book:Meninas, made in 1656. The artist appears at the left of the canvas,"}
{"text": "### Book:standing before a painting that he is in the process of creating, but that"}
{"text": "### Book:has its back to us\u2014we cannot see it. Beside him stands a princess, her"}
{"text": "### Book:attendants, and one of the court dwarves, all watching him work. The"}
{"text": "### Book:people posing for the painting are not directly visible, but we can see"}
{"text": "### Book:them in tiny reflections in a mirror on the back wall\u2014the king and queen"}
{"text": "### Book:of Spain, who must be sitting somewhere in the foreground, outside the"}
{"text": "### Book:picture."}
{"text": "### Book:The painting represents a dramatic change in the dynamics of power"}
{"text": "### Book:and the ability to determine one\u2019s own position in society. For Vel\u00e1zquez,"}
{"text": "### Book:the artist, is far more prominently positioned than the king and queen. In"}
{"text": "### Book:a sense he is more powerful than they are, since he is clearly the one"}
{"text": "### Book:controlling the image\u2014their image. Vel\u00e1zquez no longer saw himself as"}
{"text": "### Book:the slavish, dependent artist. He had remade himself into a man of"}
{"text": "### Book:power. And indeed the first people other than aristocrats to play openly"}
{"text": "### Book:with their image in Western society were artists and writers, and later on"}
{"text": "### Book:dandies and bohemians. Today the concept of self-creation has slowly"}
{"text": "### Book:filtered down to the rest of society, and has become an ideal to aspire to."}
{"text": "### Book:Like Velazquez, you must demand for yourself the power to determine"}
{"text": "### Book:your position in the painting, and to create your own image."}
{"text": "### Book:The first step in the process of self-creation is self-consciousness\u2014"}
{"text": "### Book:being aware of yourself as an actor and taking control of your"}
{"text": "### Book:appearance and emotions. As Diderot said, the bad actor is the one who"}
{"text": "### Book:is always sincere. People who wear their hearts on their sleeves out in"}
{"text": "### Book:society are tiresome and embarrassing. Their sincerity notwithstanding, it"}
{"text": "### Book:is hard to take them seriously. Those who cry in public may temporarily"}
{"text": "### Book:elicit sympathy, but sympathy soon turns to scorn and irritation at their"}
{"text": "### Book:self obsessiveness\u2014they are crying to get attention, we feel, and a"}
{"text": "### Book:malicious part of us wants to deny them the satisfaction."}
{"text": "### Book:Good actors control themselves better. They can play sincere and"}
{"text": "### Book:heartfelt, can affect a tear and a compassionate look at will, but they"}
{"text": "### Book:don\u2019t have to feel it. They externalize emotion in a form that others can"}
{"text": "### Book:understand. Method acting is fatal in the real world. No ruler or leader"}
{"text": "### Book:could possibly play the part if all of the emotions he showed had to be"}
{"text": "### Book:real. So learn self-control. Adopt the plasticity of the actor, who can"}
{"text": "### Book:mold his or her face to the emotion required.The second step in the process of self-creation is a variation on the"}
{"text": "### Book:George Sand strategy: the creation of a memorable character, one that"}
{"text": "### Book:compels attention, that stands out above the other players on the stage."}
{"text": "### Book:This was the game Abraham Lincoln played. The homespun, common"}
{"text": "### Book:country man, he knew, was a kind of president that America had never"}
{"text": "### Book:had but would delight in electing. Although many of these qualities came"}
{"text": "### Book:naturally to him, he played them up\u2014the hat and clothes, the beard. (No"}
{"text": "### Book:president before him had worn a beard.) Lincoln was also the first"}
{"text": "### Book:president to use photographs to spread his image, helping to create the"}
{"text": "### Book:icon of the \u201chomespun president.\u201d"}
{"text": "### Book:Good drama, however, needs more than an interesting appearance, or a"}
{"text": "### Book:single stand-out moment. Drama takes place over time\u2014it is an"}
{"text": "### Book:unfolding event. Rhythm and timing are critical. One of the most"}
{"text": "### Book:important elements in the rhythm of drama is suspense. Houdini for"}
{"text": "### Book:instance, could sometimes complete his escape acts in seconds\u2014but he"}
{"text": "### Book:drew them out to minutes, to make the audience sweat."}
{"text": "### Book:The key to keeping the audience on the edge of their seats is letting"}
{"text": "### Book:events unfold slowly, then speeding them up at the right moment,"}
{"text": "### Book:according to a pattern and tempo that you control. Great rulers from"}
{"text": "### Book:Napoleon to Mao Tse-tung have used theatrical timing to surprise and"}
{"text": "### Book:divert their public. Franklin Delano Roosevelt understood the importance"}
{"text": "### Book:of staging political events in a particular order and rhythm."}
{"text": "### Book:At the time of his 1932 presidential election, the United States was in"}
{"text": "### Book:the midst of a dire economic crisis. Banks were failing at an alarming"}
{"text": "### Book:rate. Shortly after winning the election, Roosevelt went into a kind of"}
{"text": "### Book:retreat. He said nothing about his plans or his cabinet appointments. He"}
{"text": "### Book:even refused to meet the sitting president, Herbert Hoover, to discuss the"}
{"text": "### Book:transition. By the time of Roosevelt\u2019s inauguration the country was in a"}
{"text": "### Book:state of high anxiety."}
{"text": "### Book:In his inaugural address, Roosevelt shifted gears. He made a powerful"}
{"text": "### Book:speech, making it clear that he intended to lead the country in a"}
{"text": "### Book:completely new direction, sweeping away the timid gestures of his"}
{"text": "### Book:predecessors. From then on the pace of his speeches and public decisions"}
{"text": "### Book:\u2014cabinet appointments, bold legislation\u2014unfolded at an incredibly"}
{"text": "### Book:rapid rate. The period after the inauguration became known as the"}
{"text": "### Book:\u201cHundred Days,\u201d and its success in altering the country\u2019s mood partly"}
{"text": "### Book:stemmed from Roosevelt\u2019s clever pacing and use of dramatic contrast."}
{"text": "### Book:He held his audience in suspense, then hit them with a series of bold"}
{"text": "### Book:gestures that seemed all the more momentous because they came from"}
{"text": "### Book:nowhere. You must learn to orchestrate events in a similar manner, neverrevealing all your cards at once, but unfolding them in a way that"}
{"text": "### Book:heightens their dramatic effect."}
{"text": "### Book:Besides covering a multitude of sins, good drama can also confuse and"}
{"text": "### Book:deceive your enemy. During World War II, the German playwright"}
{"text": "### Book:Bertolt Brecht worked in Hollywood as a screenwriter. After the war he"}
{"text": "### Book:was called before the House Committee on Un-American Activities for"}
{"text": "### Book:his supposed Communist sympathies. Other writers who had been called"}
{"text": "### Book:to testify planned to humiliate the committee members with an angry"}
{"text": "### Book:emotional stand. Brecht was wiser: He would play the committee like a"}
{"text": "### Book:violin, charming them while fooling them as well. He carefully rehearsed"}
{"text": "### Book:his responses, and brought along some props, notably a cigar on which"}
{"text": "### Book:he puffed away, knowing the head of the committee liked cigars. And"}
{"text": "### Book:indeed he proceeded to beguile the committee with well-crafted"}
{"text": "### Book:responses that were ambiguous, funny, and double-edged. Instead of an"}
{"text": "### Book:angry, heartfelt tirade, he ran circles around them with a staged"}
{"text": "### Book:production, and they let him off scot-free."}
{"text": "### Book:Other dramatic effects for your repertoire include the beau geste, an"}
{"text": "### Book:action at a climactic moment that symbolizes your triumph or your"}
{"text": "### Book:boldness. Caesar\u2019s dramatic crossing of the Rubicon was a beau geste\u2014"}
{"text": "### Book:a move that dazzled the soldiers and gave him heroic proportions. You"}
{"text": "### Book:must also appreciate the importance of stage entrances and exits. When"}
{"text": "### Book:Cleopatra first met Caesar in Egypt, she arrived rolled up in a carpet,"}
{"text": "### Book:which she arranged to have unfurled at his feet. George Washington"}
{"text": "### Book:twice left power with flourish and fanfare (first as a general, then as a"}
{"text": "### Book:president who refused to sit for a third term), showing he knew how to"}
{"text": "### Book:make the moment count, dramatically and symbolically. Your own"}
{"text": "### Book:entrances and exits should be crafted and planned as carefully."}
{"text": "### Book:Remember that overacting can be counterproductive\u2014it is another"}
{"text": "### Book:way of spending too much effort trying to attract attention. The actor"}
{"text": "### Book:Richard Burton discovered early in his career that by standing totally still"}
{"text": "### Book:onstage, he drew attention to himself and away from the other actors. It"}
{"text": "### Book:is less what you do that matters, clearly, than how you do it\u2014your"}
{"text": "### Book:gracefulness and imposing stillness on the social stage count for more"}
{"text": "### Book:than overdoing your part and moving around too much."}
{"text": "### Book:Finally: Learn to play many roles, to be whatever the moment"}
{"text": "### Book:requires. Adapt your mask to the situation\u2014be protean in the faces you"}
{"text": "### Book:wear. Bismarck played this game to perfection: To a liberal he was a"}
{"text": "### Book:liberal, to a hawk he was a hawk. He could not be grasped, and what"}
{"text": "### Book:cannot be grasped cannot be consumed.Image:"}
{"text": "### Book:The Greek Sea-God Proteus."}
{"text": "### Book:His power came from his ability to"}
{"text": "### Book:change shape at will, to be whatever the"}
{"text": "### Book:moment required. When Menelaus, brother"}
{"text": "### Book:of Agamemnon, tried to seize him, Proteus"}
{"text": "### Book:transformed himself into a lion, then a serpent, a"}
{"text": "### Book:panther, a boar, running water, and finally a leafy tree."}
{"text": "### Book:Authority: Know how to be all things to all men. A discreet Proteus\u2014a"}
{"text": "### Book:scholar among scholars, a saint among saints. That is the art of winning"}
{"text": "### Book:over everyone, for like attracts like. Take note of temperaments and"}
{"text": "### Book:adapt yourself to that of each person you meet\u2014follow the lead of the"}
{"text": "### Book:serious and jovial in turn, changing your mood discreetly. (Baltasar"}
{"text": "### Book:Graci\u00e1n, 1601-1658)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:There can really be no reversal to this critical law: Bad theater is bad"}
{"text": "### Book:theater. Even appearing natural requires art\u2014in other words, acting. Bad"}
{"text": "### Book:acting only creates embarrassment. Of course you should not be too"}
{"text": "### Book:dramatic\u2014avoid the histrionic gesture. But that is simply bad theater"}
{"text": "### Book:anyway, since it violates centuries-old dramatic laws against overacting."}
{"text": "### Book:In essence there is no reversal to this law.LAW 26"}
{"text": "### Book:KEEP YOUR HANDS CLEAN"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:You must seem a paragon of civility and efficiency: Your hands are never"}
{"text": "### Book:soiled by mistakes and nasty deeds. Maintain such a spotless appearance"}
{"text": "### Book:by using others as scapegoats and cat\u2019s-paws to disguise your"}
{"text": "### Book:involvement.PART I: CONCEAL YOUR MISTAKES\u2014"}
{"text": "### Book:HAVE A SCAPEGOAT AROUND TO TAKE"}
{"text": "### Book:THE BLAME"}
{"text": "### Book:Our good name and reputation depend more on what we conceal than on"}
{"text": "### Book:what we reveal. Everyone makes mistakes, but those who are truly clever"}
{"text": "### Book:manage to hide them, and to make sure someone else is blamed. A"}
{"text": "### Book:convenient scapegoat should always be kept around for such moments."}
{"text": "### Book:(III 1.\\I,il .II ,1\u201d/( F"}
{"text": "### Book:A great calamity befell the town of Chelm one day. The town cobbler"}
{"text": "### Book:murdered one of his customers. So he was brought before the judge, who"}
{"text": "### Book:sentenced him to die by hanging. When the verdict was read a townsman"}
{"text": "### Book:arose and cried out, \u201cIf your Honor pleases\u2014you have sentenced to"}
{"text": "### Book:death the town cobbler! He\u2019s the only one we\u2019ve got. lf you hang him"}
{"text": "### Book:who will mend our shoes?\u201d \u201cWho? Who?\u201d cried all the people of Chelm"}
{"text": "### Book:with one voice."}
{"text": "### Book:The judge nodded in agreement and reconsidered his verdict. \u201cGood"}
{"text": "### Book:people of Chelm,\u201dhe said, \u201cwhat you say is true. Since we have only one"}
{"text": "### Book:cobbler it would he a great wrong against the community to let him die."}
{"text": "### Book:As there are two roofers in the town let one of them be hanged instead.\u201d"}
{"text": "### Book:A TREASURY OF JEWISH FOLKLORE, NATHAN AUSUBEL, ED.."}
{"text": "### Book:1948"}
{"text": "### Book:OBSERVANCE OF THE LAW I"}
{"text": "### Book:Near the end of the second century A.D., as China\u2019s mighty Han Empire"}
{"text": "### Book:slowly collapsed, the great general and imperial minister Ts\u2018ao Ts\u2019ao"}
{"text": "### Book:emerged as the most powerful man in the country. Seeking to extend his"}
{"text": "### Book:power base and to rid himself of the last of his rivals, Ts\u2018ao Ts\u2019ao began"}
{"text": "### Book:a campaign to take control of the strategically vital Central Plain. Duringthe siege of a key city, he slightly miscalculated the timing for supplies"}
{"text": "### Book:of grain to arrive from the capital. As he waited for the shipment to come"}
{"text": "### Book:in, the army ran low on food, and Ts\u2018ao Ts\u2019ao was forced to order the"}
{"text": "### Book:chief of commissariat to reduce its rations."}
{"text": "### Book:Ts\u2018ao Ts\u2019ao kept a tight rein on the army, and ran a network of"}
{"text": "### Book:informers. His spies soon reported that the men were complaining,"}
{"text": "### Book:grumbling that he was living well while they themselves had barely"}
{"text": "### Book:enough to eat. Perhaps Ts\u2018ao Ts\u2019ao was keeping the food for himself,"}
{"text": "### Book:they murmured. If the grumbling spread, Ts\u2018ao Ts\u2019ao could have a"}
{"text": "### Book:mutiny on his hands. He summoned the chief of commissariat to his tent."}
{"text": "### Book:\u201cI want to ask you to lend me something, and you must not refuse,\u201d"}
{"text": "### Book:Ts\u2018ao Ts\u2019ao told the chief. \u201cWhat is it?\u201d the chief replied. \u201cI want the"}
{"text": "### Book:loan of your head to show to the troops,\u201d said Ts\u2018ao Ts\u2019ao. \u201cBut I\u2019ve"}
{"text": "### Book:done nothing wrong!\u201d cried the chief. \u201cI know,\u201d said Ts\u2018ao Ts\u2019ao with a"}
{"text": "### Book:sigh, \u201cbut if I do not put you to death, there will be a mutiny. Do not"}
{"text": "### Book:grieve\u2014after you\u2019re gone, I\u2019ll look after your family.\u201d Put this way, the"}
{"text": "### Book:request left the chief no choice, so he resigned himself to his fate and"}
{"text": "### Book:was beheaded that very day. Seeing his head on public display, the"}
{"text": "### Book:soldiers stopped grumbling. Some saw through Ts\u2018ao Ts\u2019ao\u2019s gesture, but"}
{"text": "### Book:kept quiet, stunned and intimidated by his violence. And most accepted"}
{"text": "### Book:his version of who was to blame, preferring to believe in his wisdom and"}
{"text": "### Book:fairness than in his incompetence and cruelty."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Ts\u2018ao Ts\u2019ao came to power in an extremely tumultuous time. In the"}
{"text": "### Book:struggle for supremacy in the crumbling Han Empire, enemies had"}
{"text": "### Book:emerged from all sides. The battle for the Central Plain had proven more"}
{"text": "### Book:difficult than he imagined, and money and provisions were a constant"}
{"text": "### Book:concern. No wonder that under such stress, he had forgotten to order"}
{"text": "### Book:supplies in time."}
{"text": "### Book:Once it became clear that the delay was a critical mistake, and that the"}
{"text": "### Book:army was seething with mutiny, Ts\u2018ao Ts\u2019ao had two options: apology"}
{"text": "### Book:and excuses, or a scapegoat. Understanding the workings of power and"}
{"text": "### Book:the importance of appearances as he did, Ts\u2018ao Ts\u2019ao did not hesitate for"}
{"text": "### Book:a moment: He shopped around for the most convenient head and had it"}
{"text": "### Book:served up immediately."}
{"text": "### Book:Occasional mistakes are inevitable\u2014the world is just too"}
{"text": "### Book:unpredictable. People of power, however, are undone not by the mistakesthey make, but by the way they deal with them. Like surgeons, they must"}
{"text": "### Book:cut away the tumor with speed and finality. Excuses and apologies are"}
{"text": "### Book:much too blunt tools for this delicate operation; the powerful avoid them."}
{"text": "### Book:By apologizing you open up all sorts of doubts about your competence,"}
{"text": "### Book:your intentions, any other mistakes you may not have confessed. Excuses"}
{"text": "### Book:satisfy no one and apologies make everyone uncomfortable. The mistake"}
{"text": "### Book:does not vanish with an apology; it deepens and festers. Better to cut it"}
{"text": "### Book:off instantly, distract attention from yourself, and focus attention on a"}
{"text": "### Book:convenient scapegoat before people have time to ponder your"}
{"text": "### Book:responsibility or your possible incompetence."}
{"text": "### Book:I would rather betray the whole world than let the world betray me."}
{"text": "### Book:General Ts\u2018ao Ts\u2019ao, c. A.D. 155-220"}
{"text": "### Book:OBSERVANCE OF THE LAW II"}
{"text": "### Book:For several years Cesare Borgia campaigned to gain control of large"}
{"text": "### Book:parts of Italy in the name of his father, Pope Alexander. In the year 1500"}
{"text": "### Book:he managed to take Romagna, in northern Italy. The region had for years"}
{"text": "### Book:been ruled by a series of greedy masters who had plundered its wealth"}
{"text": "### Book:for themselves. Without police or any disciplining force, it had"}
{"text": "### Book:descended into lawlessness, whole areas being ruled by robbers and"}
{"text": "### Book:feuding families. To establish order, Cesare appointed a lieutenant"}
{"text": "### Book:general of the region\u2014Remirro de Orco, \u201ca cruel and vigorous man,\u201d"}
{"text": "### Book:according to Niccol\u00f5 Machiavelli. Cesare gave de Orco absolute powers."}
{"text": "### Book:With energy and violence, de Orco established a severe, brutal justice"}
{"text": "### Book:in Romagna, and soon rid it of almost all of its lawless elements. But in"}
{"text": "### Book:his zeal he sometimes went too far, and after a couple of years the local"}
{"text": "### Book:population resented and even hated him. In December of 1502, Cesare"}
{"text": "### Book:took decisive action. He first let it be known that he had not approved of"}
{"text": "### Book:de Orco\u2019s cruel and violent deeds, which stemmed from the lieutenant\u2019s"}
{"text": "### Book:brutal nature. Then, on December 22, he imprisoned de Orco in the town"}
{"text": "### Book:of Cesena, and the day after Christmas the townspeople awoke to find a"}
{"text": "### Book:strange spectacle in the middle of the piazza: de Orco\u2019s headless body,"}
{"text": "### Book:dressed in a lavish suit with a purple cape, the head impaled beside it on"}
{"text": "### Book:a pike, the bloody knife and executioner\u2019s block laid out beside the head."}
{"text": "### Book:As Machiavelli concluded his comments on the affair, \u201cThe ferocity of"}
{"text": "### Book:this scene left the people at once stunned and satisfied.\u201dInterpretation"}
{"text": "### Book:Cesare Borgia was a master player in the game of power. Always"}
{"text": "### Book:planning several moves ahead, he set his opponents the cleverest traps."}
{"text": "### Book:For this Machiavelli honored him above all others in The Prince."}
{"text": "### Book:Cesare foresaw the future with amazing clarity in Romagna: Only"}
{"text": "### Book:brutal justice would bring order to the region. The process would take"}
{"text": "### Book:several years, and at first the people would welcome it. But it would"}
{"text": "### Book:soon make many enemies, and the citizens would come to resent the"}
{"text": "### Book:imposition of such unforgiving justice, especially by outsiders. Cesare"}
{"text": "### Book:himself, then, could not be seen as the agent of this justice\u2014the people\u2019s"}
{"text": "### Book:hatred would cause too many problems in the future. And so he chose the"}
{"text": "### Book:one man who could do the dirty work, knowing in advance that once the"}
{"text": "### Book:task was done he would have to display de Orco\u2019s head on a pike. The"}
{"text": "### Book:scapegoat in this case had been planned from the beginning."}
{"text": "### Book:With Ts\u2018ao Ts\u2019ao, the scapegoat was an entirely innocent man; in the"}
{"text": "### Book:Romagna, he was the offensive weapon in Cesare\u2019s arsenal that let him"}
{"text": "### Book:get the dirty work done without bloodying his own hands. With this"}
{"text": "### Book:second kind of scapegoat it is wise to separate yourself from the hatchet"}
{"text": "### Book:man at some point, either leaving him dangling in the wind or, like"}
{"text": "### Book:Cesare, even making yourself the one to bring him to justice. Not only"}
{"text": "### Book:are you free of involvement in the problem, you can appear as the one"}
{"text": "### Book:who cleaned it up."}
{"text": "### Book:The Athenians regularly maintained a number of degraded and useless"}
{"text": "### Book:beings at the public expense; and when any calamity, such as plague,"}
{"text": "### Book:drought, or famine, befell the city \u2026 [these scapegoats] were led about"}
{"text": "### Book:\u2026"}
{"text": "### Book:and then sacrificed, apparently by being stoned outside the city."}
{"text": "### Book:The Golden Bough, Sir James George Frazer, 1854-1941"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:The use of scapegoats is as old as civilization itself, and examples of it"}
{"text": "### Book:can be found in cultures around the world. The main idea behind these"}
{"text": "### Book:sacrifices is the shifting of guilt and sin to an outside figure\u2014object,"}
{"text": "### Book:animal, or man\u2014which is then banished or destroyed. The Hebrews used"}
{"text": "### Book:to take a live goat (hence the term \u201cscapegoat\u201d) upon whose head thepriest would lay both hands while confessing the sins of the Children of"}
{"text": "### Book:Israel. Having thus had those sins transferred to it, the beast would be led"}
{"text": "### Book:away and abandoned in the wilderness. With the Athenians and the"}
{"text": "### Book:Aztecs, the scapegoat was human, often a person fed and raised for the"}
{"text": "### Book:purpose. Since famine and plague were thought to be visited on humans"}
{"text": "### Book:by the gods, in punishment for wrongdoing, the people suffered not only"}
{"text": "### Book:from the famine and plague themselves but from blame and guilt. They"}
{"text": "### Book:freed themselves of guilt by transferring it to an innocent person, whose"}
{"text": "### Book:death was intended to satisfy the divine powers and banish the evil from"}
{"text": "### Book:their midst."}
{"text": "### Book:It is an extremely human response to not look inward after a mistake"}
{"text": "### Book:or crime, but rather to look outward and to affix blame and guilt on a"}
{"text": "### Book:convenient object. When the plague was ravaging Thebes, Oedipus"}
{"text": "### Book:looked everywhere for its cause, everywhere except inside himself and"}
{"text": "### Book:his own sin of incest, which had so offended the gods and occasioned the"}
{"text": "### Book:plague. This profound need to exteriorize one\u2019s guilt, to project it on"}
{"text": "### Book:another person or object, has an immense power, which the clever know"}
{"text": "### Book:how to harness. Sacrifice is a ritual, perhaps the most ancient ritual of"}
{"text": "### Book:all; ritual too is a well-spring of power. In the killing of de Orco, note"}
{"text": "### Book:Cesare\u2019s symbolic and ritualistic display of his body. By framing it in"}
{"text": "### Book:this dramatic way he focused guilt outward. The citizens of Romagna"}
{"text": "### Book:responded instantly. Because it comes so naturally to us to look outward"}
{"text": "### Book:rather than inward, we readily accept the scapegoat\u2019s guilt."}
{"text": "### Book:The bloody sacrifice of the scapegoat seems a barbaric relic of the"}
{"text": "### Book:past, but the practice lives on to this day, if indirectly and symbolically;"}
{"text": "### Book:since power depends on appearances, and those in power must seem"}
{"text": "### Book:never to make mistakes, the use of scapegoats is as popular as ever. What"}
{"text": "### Book:modem leader will take responsibility for his blunders? He searches out"}
{"text": "### Book:others to blame, a scapegoat to sacrifice. When Mao Tse-tung\u2019s Cultural"}
{"text": "### Book:Revolution failed miserably, he made no apologies or excuses to the"}
{"text": "### Book:Chinese people; instead, like Ts\u2018ao Ts\u2019ao before him, he offered up"}
{"text": "### Book:scapegoats, including his own personal secretary and high-ranking"}
{"text": "### Book:member of the Party, Ch\u2019en Po-ta."}
{"text": "### Book:Franklin D. Roosevelt had a reputation for honesty and fairness."}
{"text": "### Book:Throughout his career, however, he faced many situations in which being"}
{"text": "### Book:the nice guy would have spelled political disaster\u2014yet he could not be"}
{"text": "### Book:seen as the agent of any foul play. For twenty years, then, his secretary,"}
{"text": "### Book:Louis Howe, played the role de Orco had. He handled the backroom"}
{"text": "### Book:deals, the manipulation of the press, the underhanded campaign"}
{"text": "### Book:maneuvers. And whenever a mistake was committed, or a dirty trickcontradicting Roosevelt\u2019s carefully crafted image became public, Howe"}
{"text": "### Book:served as the scapegoat, and never complained."}
{"text": "### Book:Besides conveniently shifting blame, a scapegoat can serve as a"}
{"text": "### Book:warning to others. In 1631 a plot was hatched to oust France\u2019s Cardinal"}
{"text": "### Book:Richelieu from power, a plot that became known as \u201cThe Day of the"}
{"text": "### Book:Dupes.\u201d It almost succeeded, since it involved the upper echelons of"}
{"text": "### Book:government, including the queen mother. But through luck and his own"}
{"text": "### Book:connivances, Richelieu survived."}
{"text": "### Book:One of the key conspirators was a man named Marillac, the keeper of"}
{"text": "### Book:the seals. Richelieu could not imprison him without implicating the"}
{"text": "### Book:queen mother, an extremely dangerous tactic, so he targeted Marillac\u2019s"}
{"text": "### Book:brother, a marshal in the army. This man had no involvement in the plot."}
{"text": "### Book:Richelieu, however, afraid that other conspiracies might be in the air,"}
{"text": "### Book:especially in the army, decided to set an example. He tried the brother on"}
{"text": "### Book:trumped-up charges and had him executed. In this way he indirectly"}
{"text": "### Book:punished the real perpetrator, who had thought himself protected, and"}
{"text": "### Book:warned any future conspirators that he would not shrink from sacrificing"}
{"text": "### Book:the innocent to protect his own power."}
{"text": "### Book:In fact it is often wise to choose the most innocent victim possible as a"}
{"text": "### Book:sacrificial goat. Such people will not be powerful enough to fight you,"}
{"text": "### Book:and their naive protests may be seen as protesting too much\u2014may be"}
{"text": "### Book:seen, in other words, as a sign of their guilt. Be careful, however, not to"}
{"text": "### Book:create a martyr. It is important that you remain the victim, the poor leader"}
{"text": "### Book:betrayed by the incompetence of those around you. If the scapegoat"}
{"text": "### Book:appears too weak and his punishment too cruel, you may end up the"}
{"text": "### Book:victim of your own device. Sometimes you should find a more powerful"}
{"text": "### Book:scapegoat\u2014one who will elicit less sympathy in the long run."}
{"text": "### Book:In this vein, history has time and again shown the value of using a"}
{"text": "### Book:close associate as a scapegoat. This is known as the \u201cfall of the favorite.\u201d"}
{"text": "### Book:Most kings had a personal favorite at court, a man whom they singled"}
{"text": "### Book:out, sometimes for no apparent reason, and lavished with favors and"}
{"text": "### Book:attention. But this court favorite could serve as a convenient scapegoat in"}
{"text": "### Book:case of a threat to the king\u2019s reputation. The public would readily believe"}
{"text": "### Book:in the scapegoat\u2019s guilt\u2014why would the king sacrifice his favorite unless"}
{"text": "### Book:he were guilty? And the other courtiers, resentful of the favorite anyway,"}
{"text": "### Book:would rejoice at his downfall. The king, meanwhile, would rid himself of"}
{"text": "### Book:a man who by that time had probably learned too much about him,"}
{"text": "### Book:perhaps becoming arrogant and even disdainful of him. Choosing a close"}
{"text": "### Book:associate as a scapegoat has the same value as the \u201cfall of the favorite.\u201d"}
{"text": "### Book:You may lose a friend or aide, but in the long-term scheme of things, it ismore important to hide your mistakes than to hold on to someone who"}
{"text": "### Book:one day will probably turn against you. Besides, you can always find a"}
{"text": "### Book:new favorite to take his place."}
{"text": "### Book:Image: The Innocent Goat. On"}
{"text": "### Book:the Day of Atonement, the high"}
{"text": "### Book:priest brings the goat into the"}
{"text": "### Book:temple, places his hands on its"}
{"text": "### Book:head, and confesses the peo"}
{"text": "### Book:ple\u2019s sins, transferring guilt to"}
{"text": "### Book:the guiltless beast, which is"}
{"text": "### Book:then led to the wilderness and"}
{"text": "### Book:abandoned, the people\u2019s sins"}
{"text": "### Book:and blame vanishing with him."}
{"text": "### Book:Authority: Folly consists not in committing Folly, but in being incapable"}
{"text": "### Book:of concealing it. All men make mistakes, but the wise conceal the"}
{"text": "### Book:blunders they have made, while fools make them public. Reputation"}
{"text": "### Book:depends more on what is hidden than on what is seen. If you can\u2019t be"}
{"text": "### Book:good, be careful. (Baltasar Graci\u00e1n, 1601-1658)PART II: MAKE USE OF THE CAT\u2019S-PAW"}
{"text": "### Book:In the fable, the Monkey grabs the paw of his friend, the Cat, and uses it"}
{"text": "### Book:to fish chestnuts out of the fire, thus getting the nuts he craves, without"}
{"text": "### Book:hurting himself."}
{"text": "### Book:If there is something unpleasant or unpopular that needs to be done, it"}
{"text": "### Book:is far too risky for you to do the work yourself. You need a cat\u2018s-paw-"}
{"text": "### Book:someone who does the dirty, dangerous work for you. The cat\u2019s-paw"}
{"text": "### Book:grabs what you need, hurts whom you need hurt, and keeps people from"}
{"text": "### Book:noticing that you are the one responsible. Let someone else be the"}
{"text": "### Book:executioner, or the bearer of bad news, while you bring only joy and glad"}
{"text": "### Book:tidings."}
{"text": "### Book:THE MONKEY AND THE CAT"}
{"text": "### Book:A monkey and cat, in roguery and fun Sworn brothers twain, both owned"}
{"text": "### Book:a common master, Whatever mischief in the house was done By Pug and"}
{"text": "### Book:Tom was contrived each disaster\u2026. One winter\u2019s day was seen this"}
{"text": "### Book:hopeful pair Close to the kitchen fire, as usual, posted. Amongst the red-"}
{"text": "### Book:hot coals the cook with care Had plac\u2019d some nice plump chestnuts to be"}
{"text": "### Book:roasted, From whence in smoke a pungent odor rose, Whose oily"}
{"text": "### Book:fragrance struck the monkey\u2019s nose. \u201cTom!\u201d says sly Pug, \u201cpray could"}
{"text": "### Book:not you and I Share this dessert the cook is pleased to cater? Had I such"}
{"text": "### Book:claws as yours, I\u2019d quickly try: Lend me a hand\u2014\u2019twill be a coup-de-"}
{"text": "### Book:ma\u00eetre.\u201d So said, he seized his colleague\u2019s ready paw, Pulled out the"}
{"text": "### Book:fruit, and crammed it in his jaw."}
{"text": "### Book:Now came the shining Mistress of the fane. And off in haste the two"}
{"text": "### Book:marauders scampered."}
{"text": "### Book:Tom for his share of the plunder had the pain."}
{"text": "### Book:Whilst Pug his palate with the dainties pampered."}
{"text": "### Book:FABLES, JEAN OF LA FONTAINE. 1621-1695"}
{"text": "### Book:OBSERVANCE OF THE LAW IIn 59 B.C., the future queen Cleopatra of Egypt, then ten years old,"}
{"text": "### Book:witnessed the overthrow and banishment of her father, Ptolemy XII, at"}
{"text": "### Book:the hand of his elder daughters\u2014her own sisters. One of the daughters,"}
{"text": "### Book:Berenice, emerged as the leader of the rebellion, and to ensure that she"}
{"text": "### Book:would now rule Egypt alone, she imprisoned her other sisters and"}
{"text": "### Book:murdered her own husband. This may have been necessary as a practical"}
{"text": "### Book:step to secure her rule. But that a member of the royal family, a queen no"}
{"text": "### Book:less, would so overtly exact such violence on her own family horrified"}
{"text": "### Book:her subjects and stirred up powerful opposition. Four years later this"}
{"text": "### Book:opposition was able to return Ptolemy to power, and he promptly had"}
{"text": "### Book:Berenice and the other elder sisters beheaded."}
{"text": "### Book:In 51 B.C. Ptolemy died, leaving four remaining children as heirs. As"}
{"text": "### Book:was the tradition in Egypt, the eldest son, Ptolemy XIII (only ten at the"}
{"text": "### Book:time), married the elder sister, Cleopatra (now eighteen), and the couple"}
{"text": "### Book:took the throne together as king and queen. None of the four children felt"}
{"text": "### Book:satisfied with this; everyone, including Cleopatra, wanted more power. A"}
{"text": "### Book:struggle emerged between Cleopatra and Ptolemy, each trying to push"}
{"text": "### Book:the other to the side."}
{"text": "### Book:In 48 B.C., with the help of a government faction that feared"}
{"text": "### Book:Cleopatra\u2019s ambitions, Ptolemy was able to force his sister to flee the"}
{"text": "### Book:country, leaving himself as sole ruler. In exile, Cleopatra schemed. She"}
{"text": "### Book:wanted to rule alone and to restore Egypt to its past glory, a goal she felt"}
{"text": "### Book:none of her other siblings could achieve; yet as long as they were alive,"}
{"text": "### Book:she could not realize her dream. And the example of Berenice had made"}
{"text": "### Book:it clear that no one would serve a queen who was seen murdering her"}
{"text": "### Book:own kind. Even Ptolemy XIII had not dared murder Cleopatra, although"}
{"text": "### Book:he knew she would plot against him from abroad."}
{"text": "### Book:Within a year after Cleopatra\u2019s banishment, the Roman dictator Julius"}
{"text": "### Book:Caesar arrived in Egypt, determined to make the country a Roman"}
{"text": "### Book:colony. Cleopatra saw her chance: Reentering Egypt in disguise, she"}
{"text": "### Book:traveled hundreds of miles to reach Caesar in Alexandria. Legend has it"}
{"text": "### Book:that she had herself smuggled into his presence rolled up inside a carpet,"}
{"text": "### Book:which was gracefully unfurled at his feet, revealing the young queen."}
{"text": "### Book:Cleopatra immediately went to work on the Roman. She appealed to his"}
{"text": "### Book:love of spectacle and his interest in Egyptian history, and poured on her"}
{"text": "### Book:feminine charms. Caesar soon succumbed and restored Cleopatra to the"}
{"text": "### Book:throne."}
{"text": "### Book:Cleopatra\u2019s siblings seethed\u2014she had outmaneuvered them. Ptolemy"}
{"text": "### Book:XIII would not wait to see what happened next: From his palace in"}
{"text": "### Book:Alexandria, he summoned a great army to march on the city and attackCaesar. In response, Caesar immediately put Ptolemy and the rest of the"}
{"text": "### Book:family under house arrest. But Cleopatra\u2019s younger sister Arsinoe"}
{"text": "### Book:escaped from the palace and placed herself at the head of the"}
{"text": "### Book:approaching Egyptian troops, proclaiming herself queen of Egypt. Now"}
{"text": "### Book:Cleopatra finally saw her chance: She convinced Caesar to release"}
{"text": "### Book:Ptolemy from house arrest, under the agreement that he would broker a"}
{"text": "### Book:truce. Of course she knew he would do the opposite\u2014that he would fight"}
{"text": "### Book:Arsinoe for control of the Egyptian army. But this was to Cleopatra\u2019s"}
{"text": "### Book:benefit, for it would divide the royal family. Better still, it would give"}
{"text": "### Book:Caesar the chance to defeat and kill her siblings in battle."}
{"text": "### Book:Reinforced by troops from Rome, Caesar swiftly defeated the rebels."}
{"text": "### Book:In the Egyptians\u2019 retreat, Ptolemy drowned in the Nile. Caesar captured"}
{"text": "### Book:Arsinoe and had her sent to Rome as a prisoner. He also executed the"}
{"text": "### Book:numerous enemies who had conspired against Cleopatra, and imprisoned"}
{"text": "### Book:others who had opposed her. To reinforce her position as uncontested"}
{"text": "### Book:queen, Cleopatra now married the only sibling left, Ptolemy XIV\u2014only"}
{"text": "### Book:eleven at the time, and the weakest of the lot. Four years later Ptolemy"}
{"text": "### Book:mysteriously died, of poison."}
{"text": "### Book:In 41 B.C., Cleopatra employed on a second Roman leader, Marc"}
{"text": "### Book:Antony, the same tactics she had used so well on Julius Caesar. After"}
{"text": "### Book:seducing him, she hinted to him that her sister Arsinoe, still a prisoner in"}
{"text": "### Book:Rome, had conspired to destroy him. Marc Antony believed her and"}
{"text": "### Book:promptly had Arsinoe executed, thereby getting rid of the last of the"}
{"text": "### Book:siblings who had posed such a threat to Cleopatra."}
{"text": "### Book:IIII ( ROW COBRA AND"}
{"text": "### Book:Once upon a time there was a crow and his wife who had built a nest in a"}
{"text": "### Book:banyan tree. A big snake crawled into the hollow trunk and ate up the"}
{"text": "### Book:chicks as they were hatched. The crow did not want to move, since he"}
{"text": "### Book:loved the tree dearly. So he went to his friend the jackal for advice. A"}
{"text": "### Book:plan of action was devised. The crow and his wife flew about in"}
{"text": "### Book:implementation."}
{"text": "### Book:As the wife approached a pond, she saw the women of the king\u2019s court"}
{"text": "### Book:bathing, with pearls, necklaces, gems, garments, and a golden chain"}
{"text": "### Book:laying on the shore. The crow-hen seized the golden chain in her beak"}
{"text": "### Book:and flew toward the banyan tree with the eunuchs in pursuit. When she"}
{"text": "### Book:reached the tree, she dropped the chain into the hole. As the kings\u2019 men"}
{"text": "### Book:climbed the tree for the chain, they saw the swelling hood of the cobra.So they killed the snake with their clubs, retrieved the golden chain, and"}
{"text": "### Book:went back to the pond. And the crow and his wife lived happily ever after."}
{"text": "### Book:A TALE FROM THE PANCHATANTRA, FOURTH CENTURY,"}
{"text": "### Book:RETOLD IN THE CRAFT OF POWER, R. G. H. SIU, 1979"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Legend has it that Cleopatra succeeded through her seductive charms,"}
{"text": "### Book:but in reality her power came from an ability to get people to do her"}
{"text": "### Book:bidding without realizing they were being manipulated. Caesar and"}
{"text": "### Book:Antony not only rid her of her most dangerous siblings\u2014Ptolemy XIII"}
{"text": "### Book:and Arsinoe\u2014they decimated all of her enemies, in both the government"}
{"text": "### Book:and the military. The two men became her cat\u2019s-paws. They entered the"}
{"text": "### Book:fire for her, did the ugly but necessary work, while shielding her from"}
{"text": "### Book:appearing as the destroyer of her siblings and fellow Egyptians. And in"}
{"text": "### Book:the end, both men acquiesced to her desire to rule Egypt not as a Roman"}
{"text": "### Book:colony but as an independent allied kingdom. And they did all this for"}
{"text": "### Book:her without realizing how she had manipulated them. This was"}
{"text": "### Book:persuasion of the subtlest and most powerful kind."}
{"text": "### Book:A queen must never dirty her hands with ugly tasks, nor can a king"}
{"text": "### Book:appear in public with blood on his face. Yet power cannot survive"}
{"text": "### Book:without the constant squashing of enemies\u2014there will always be dirty"}
{"text": "### Book:little tasks that have to be done to keep you on the throne. Like"}
{"text": "### Book:Cleopatra, you need a cat\u2019s-paw."}
{"text": "### Book:This will usually be a person from outside your immediate circle, who"}
{"text": "### Book:will therefore be unlikely to realize how he or she is being used. You will"}
{"text": "### Book:find these dupes everywhere\u2014people who enjoy doing you favors,"}
{"text": "### Book:especially if you throw them a minimal bone or two in exchange. But as"}
{"text": "### Book:they accomplish tasks that may seem to them innocent enough, or at least"}
{"text": "### Book:completely justified, they are actually clearing the field for you,"}
{"text": "### Book:spreading the information you feed them, undermining people they do"}
{"text": "### Book:not realize are your rivals, inadvertently furthering your cause, dirtying"}
{"text": "### Book:their hands while yours remain spotless."}
{"text": "### Book:HOW TO BROADCAST NEWS"}
{"text": "### Book:When Omar, son of al-Khattab, was converted to Islam, he wanted the"}
{"text": "### Book:news of his conversion to reach everyone quickly. He went to see Jamil,"}
{"text": "### Book:son of Ma\u2019mar al-Jumahi. The latter was renowned for the speed with"}
{"text": "### Book:which he passed on secrets. If he was told anything in confidence, he leteveryone know about it immediately. Omar said to him: \u201cI have become"}
{"text": "### Book:a Muslim. Do not say anything. Keep it dark. Do not mention it in front"}
{"text": "### Book:of anyone.\u201d Jamil went out into the street and began shouting at the top"}
{"text": "### Book:of his voice: \u201cDo you believe that Omar, son of al-Khattab, has not"}
{"text": "### Book:become a Muslim? Well, do not believe that! I am telling you that he"}
{"text": "### Book:has!\u201d"}
{"text": "### Book:The news of Omar\u2019s conversion to Islam was spread everywhere. And"}
{"text": "### Book:that was just what he intended."}
{"text": "### Book:I HE SUBTLE RUSE: THE BOOK OF ARABIC WISDOM AND"}
{"text": "### Book:GUILE, IHIRTEENTH CENTURY"}
{"text": "### Book:OBSERVANCE OF THE LAW II"}
{"text": "### Book:In the late 1920s, civil war broke out in China as the Nationalist and"}
{"text": "### Book:Communist parties battled for control of the country. In 1927 Chiang"}
{"text": "### Book:Kai-shek, the Nationalist leader, vowed to kill every last Communist, and"}
{"text": "### Book:over the next few years he nearly accomplished his task, pushing his"}
{"text": "### Book:enemies hard until, in 1934-1935, he forced them into the Long March, a"}
{"text": "### Book:six-thousand-mile retreat from the southeast to the remote northwest,"}
{"text": "### Book:through harsh terrain, in which most of their ranks were decimated. In"}
{"text": "### Book:late 1936 Chiang planned one last offensive to wipe them out, but he was"}
{"text": "### Book:caught in a mutiny: His own soldiers captured him and turned him over"}
{"text": "### Book:to the Communists. Now he could only expect the worst."}
{"text": "### Book:Meanwhile, however, the Japanese began an invasion of China, and"}
{"text": "### Book:much to Chiang\u2019s surprise, instead of killing him the Communist leader,"}
{"text": "### Book:Mao Tse-tung, proposed a deal: The Communists would let him go, and"}
{"text": "### Book:would recognize him as commander of their forces as well as his, if he"}
{"text": "### Book:would agree to fight alongside them against their common enemy."}
{"text": "### Book:Chiang had expected torture and execution; now he could not believe his"}
{"text": "### Book:luck. How soft these Reds had become. Without having to fight a"}
{"text": "### Book:rearguard action against the Communists, he knew he could beat the"}
{"text": "### Book:Japanese, and then a few years down the line he would turn around and"}
{"text": "### Book:destroy the Reds with ease. He had nothing to lose and everything to"}
{"text": "### Book:gain by agreeing to their terms."}
{"text": "### Book:The Communists proceeded to fight the Japanese in their usual"}
{"text": "### Book:fashion, with hit-and-run guerrilla tactics, while the Nationalists fought amore conventional war. Together, after several years, they succeeded in"}
{"text": "### Book:evicting the Japanese. Now, however, Chiang finally understood what"}
{"text": "### Book:Mao had really planned. His own army had met the brunt of the Japanese"}
{"text": "### Book:artillery, was greatly weakened, and would take a few years to recover."}
{"text": "### Book:The Communists, meanwhile, had not only avoided any direct hits from"}
{"text": "### Book:the Japanese, they had used the time to recoup their strength, and to"}
{"text": "### Book:spread out and gain pockets of influence all over China. As soon as the"}
{"text": "### Book:war against the Japanese ended, the civil war started again\u2014but this time"}
{"text": "### Book:the Communists enveloped the weakened Nationalists and slowly beat"}
{"text": "### Book:them into submission. The Japanese had served as Mao\u2019s cat\u2019s-paw,"}
{"text": "### Book:inadvertently ploughing the fields for the Communists and making"}
{"text": "### Book:possible their victory over Chiang Kai-shek."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Most leaders who had taken as powerful an enemy as Chiang Kai-shek"}
{"text": "### Book:prisoner would have made sure to kill him. But in doing so they would"}
{"text": "### Book:have lost the chance Mao exploited. Without the experienced Chiang as"}
{"text": "### Book:leader of the Nationalists, the fight to drive the Japanese out might have"}
{"text": "### Book:lasted much longer, with devastating results. Mao was far too clever to"}
{"text": "### Book:let anger spoil the chance to kill two birds with one stone. In essence,"}
{"text": "### Book:Mao used two cat\u2018s-paws to help him attain total victory. First, he"}
{"text": "### Book:cleverly baited Chiang into taking charge of the war against the"}
{"text": "### Book:Japanese. Mao knew the Nationalists led by Chiang would do most of"}
{"text": "### Book:the hard fighting and would succeed in pushing the Japanese out of"}
{"text": "### Book:China, if they did not have to concern themselves with fighting the"}
{"text": "### Book:Communists at the same time. The Nationalists, then, were the first cat\u2019s-"}
{"text": "### Book:paw, used to evict the Japanese. But Mao also knew that in the process of"}
{"text": "### Book:leading the war against the invaders, the Japanese artillery and air"}
{"text": "### Book:support would decimate the conventional forces of the Nationalists,"}
{"text": "### Book:doing damage it could take the Communists decades to inflict. Why"}
{"text": "### Book:waste time and lives if the Japanese could do the job quickly? It was this"}
{"text": "### Book:wise policy of using one cat\u2019s-paw after another that allowed the"}
{"text": "### Book:Communists to prevail."}
{"text": "### Book:There are two uses of the cat\u2018s-paw: to save appearances, as Cleopatra"}
{"text": "### Book:did, and to save energy and effort. The latter case in particular demands"}
{"text": "### Book:that you plan several moves in advance, realizing that a temporary move"}
{"text": "### Book:backward (letting Chiang go, say) can lead to a giant leap forward. If you"}
{"text": "### Book:are temporarily weakened and need time to recover, it will often serveyou well to use those around you both as a screen to hide your intentions"}
{"text": "### Book:and as a cat\u2019s-paw to do your work for you. Look for a powerful third"}
{"text": "### Book:party who shares an enemy with you (if for different reasons), then take"}
{"text": "### Book:advantage of their superior power to deal blows which would have cost"}
{"text": "### Book:you much more energy, since you are weaker. You can even gently guide"}
{"text": "### Book:them into hostilities. Always search out the overly aggressive as"}
{"text": "### Book:potential cat\u2019s-paws\u2014they are often more than willing to get into a fight,"}
{"text": "### Book:and you can choose just the right fight for your purposes."}
{"text": "### Book:\\OOAND"}
{"text": "### Book:A wise man, walking alone, Was being bothered by a fool throwing"}
{"text": "### Book:stones at his head. Turning to face him, he said: \u201cMy dear chap, well"}
{"text": "### Book:thrown! Please accept these few francs. You\u2019ve worked hard enough to"}
{"text": "### Book:get more than mere thanks. Every effort deserves its reward. But see that"}
{"text": "### Book:man over there? He can afford More than I can. Present him with some"}
{"text": "### Book:of your stones: they\u2019ll earn a good wage.\u201d Lured by the bait, the stupid"}
{"text": "### Book:man Ran off to repeat the outrage On the other worthy citizen. This time"}
{"text": "### Book:he wasn\u2019t paid in money for his stones. Up rushed serving-men, And"}
{"text": "### Book:seized him and thrashed him and broke all his bones. In the courts of"}
{"text": "### Book:kings there are pests like this. devoid of sense: They\u2019ll make their master"}
{"text": "### Book:laugh at your expense. To silence their cackle, should you hand out"}
{"text": "### Book:rough Punishment? Maybe you\u2019re not strong enough. Better persuade"}
{"text": "### Book:them to attack Somebody else, who can more than pay them back."}
{"text": "### Book:SELECTED FABLES, JEAN DE LA FONTAINE, 1621-1695"}
{"text": "### Book:OBSERVANCE OF THE LAW III"}
{"text": "### Book:Kuriyama Daizen was an adept of Cha-no-yu (Hot Water for Tea, the"}
{"text": "### Book:Japanese tea ceremony) and a student of the teachings of the great tea"}
{"text": "### Book:master Sen no Rikyu. Around 1620 Daizen learned that a friend of his,"}
{"text": "### Book:Hoshino Soemon, had borrowed a large sum of money (300 ryo) to help"}
{"text": "### Book:a relative who had fallen into debt. But although Soemon had managed"}
{"text": "### Book:to bail out his relative, he had simply displaced the burden onto himself."}
{"text": "### Book:Daizen knew Soemon well\u2014he neither cared nor understood much about"}
{"text": "### Book:money, and could easily get into trouble through slowness in repayingthe loan, which had been made by a wealthy merchant called Kawachiya"}
{"text": "### Book:Sanemon. Yet if Daizen offered to help Soemon pay back the loan, he"}
{"text": "### Book:would refuse, out of pride, and might even be offended."}
{"text": "### Book:One day Daizen visited his friend, and after touring the garden and"}
{"text": "### Book:looking at Soemon\u2019s prized peonies, they retired to his reception room."}
{"text": "### Book:Here Daizen saw a painting by the master Kano Tennyu. \u201cAh,\u201d Daizen"}
{"text": "### Book:exclaimed, \u201ca splendid piece of painting\u2026. I don\u2019t know when I have"}
{"text": "### Book:seen anything I like better.\u201d After several more bouts of praise, Soemon"}
{"text": "### Book:had no choice: \u201cWell,\u201d he said, \u201csince you like it so much, I hope you"}
{"text": "### Book:will do me the favor of accepting it.\u201d"}
{"text": "### Book:At first Daizen refused, but when Soemon insisted he gave in. The"}
{"text": "### Book:next day Soemon in turn received a package from Daizen. Inside it was a"}
{"text": "### Book:beautiful and delicate vase, which Daizen, in an accompanying note,"}
{"text": "### Book:asked his friend to accept as a token of his appreciation for the painting"}
{"text": "### Book:that Soemon had so graciously given him the day before. He explained"}
{"text": "### Book:that the vase had been made by Sen no Rikyu himself, and bore an"}
{"text": "### Book:inscription from Emperor Hideyoshi. If Soemon did not care for the"}
{"text": "### Book:vase, Daizen suggested, he might make a gift of it to an adherent of Cha-"}
{"text": "### Book:no-yu\u2014perhaps the merchant Kawachiya Sanemon, who had often"}
{"text": "### Book:expressed a desire to possess it. \u201cI hear,\u201d Daizen continued, \u201che has a"}
{"text": "### Book:fine piece of fancy paper [the 300-ryo I.O.U.] which you would much"}
{"text": "### Book:like. It is possible you might arrange an exchange.\u201d"}
{"text": "### Book:Realizing what his gracious friend was up to, Soemon took the vase to"}
{"text": "### Book:the wealthy lender. \u201cHowever did you get this,\u201d exclaimed Sanemon,"}
{"text": "### Book:when Soemon showed him the vase. \u201cI have often heard of it, but this is"}
{"text": "### Book:the first time I have ever seen it. It is such a treasure that it is never"}
{"text": "### Book:allowed outside the gate!\u201d He instantly offered to exchange the debt note"}
{"text": "### Book:for the flower vase, and to give Soemon 300 ryo more on top of it. But"}
{"text": "### Book:Soemon, who did not care for money, only wanted the debt note back,"}
{"text": "### Book:and Sanemon gladly gave it to him. Then Soemon immediately hurried"}
{"text": "### Book:to Daizen\u2019s house to thank him for his clever support."}
{"text": "### Book:THE INDIAN BIRD"}
{"text": "### Book:A merchant kept a bird in a cage. He was going to India, the land from"}
{"text": "### Book:which the bird came, and asked it whether he could bring anything back"}
{"text": "### Book:for it. The bird asked for its freedom, but was refused. So he asked the"}
{"text": "### Book:merchant to visit a jungle in India and announce his captivity to the free"}
{"text": "### Book:birds who were there. The merchant did so, and no sooner had he spoken"}
{"text": "### Book:when a wild bird, just like his own, fell senseless out of a tree on to theground. The merchant thought that this must be a relative of his own"}
{"text": "### Book:bird, and felt sad that he should have caused this death. When he got"}
{"text": "### Book:home, the bird asked him whether he had brought good news from India."}
{"text": "### Book:\u201cNo,\u201d said the merchant, \u201cI fear that my news is bad. One of your"}
{"text": "### Book:relations collapsed and fell at my feet when I mentioned your captivity.\u201d."}
{"text": "### Book:As soon as these words were spoken the merchant\u2019s bird collapsed and"}
{"text": "### Book:fell to the bottom of the cage. \u201cThe news of his kins-man\u2019s death has"}
{"text": "### Book:killed him, too, \u201dthotight the merchant. Sorrowfully he picked up the bird"}
{"text": "### Book:and put it on the windowsill. At once the bird revived and flew to a"}
{"text": "### Book:nearby tree. \u201cNow you know, \u201dthe bird said, \u201cthat what you hought was"}
{"text": "### Book:disaster was in fact good news for me. And how the message, the"}
{"text": "### Book:suggestion of how to behave in order to free myself, was transmitted to"}
{"text": "### Book:me through you, my captor.\u201d And he flew away, free at last."}
{"text": "### Book:TALES OF THE DERVISHES. IDRIES SHAH. 1967"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Kuriyama Daizen understood that the granting of a favor is never simple:"}
{"text": "### Book:If it is done with fuss and obviousness, its receiver feels burdened by an"}
{"text": "### Book:obligation. This may give the doer a certain power, but it is a power that"}
{"text": "### Book:will eventually self-destruct, for it will stir up resentment and resistance."}
{"text": "### Book:A favor done indirectly and elegantly has ten times more power. Daizen"}
{"text": "### Book:knew a direct approach would only have offended Soemon. By letting"}
{"text": "### Book:his friend give him the painting, however, he made Soemon feel that he"}
{"text": "### Book:too had pleased his friend with a gift. In the end, all three parties"}
{"text": "### Book:emerged from the encounter feeling fulfilled in their own way."}
{"text": "### Book:In essence, Daizen made himself the cat\u2018s-paw, the tool to take the"}
{"text": "### Book:chestnuts out of the fire. He must have felt some pain in losing the vase,"}
{"text": "### Book:but he gained not only the painting but, more important, the power of the"}
{"text": "### Book:courtier. The courtier uses his gloved hand to soften any blows against"}
{"text": "### Book:him, disguise his scars, and make the act of rescue more elegant and"}
{"text": "### Book:clean. By helping others, the courtier eventually helps himself. Daizen\u2019s"}
{"text": "### Book:example provides the paradigm for every favor done between friends and"}
{"text": "### Book:peers: never impose your favors. Search out ways to make yourself the"}
{"text": "### Book:cat\u2019s-paw, indirectly extricating your friends from distress without"}
{"text": "### Book:imposing yourself or making them feel obligated to you."}
{"text": "### Book:One should not be too straightforward. Go and see the forest."}
{"text": "### Book:The straight trees are cut down, the crooked ones are left standing."}
{"text": "### Book:Kautilya, Indian philosopher, third century B.C.KEYS TO POWER"}
{"text": "### Book:As a leader you may imagine that constant diligence, and the appearance"}
{"text": "### Book:of working harder than anyone else, signify power. Actually, though,"}
{"text": "### Book:they have the opposite effect: They imply weakness. Why are you"}
{"text": "### Book:working so hard? Perhaps you are incompetent, and have to put in extra"}
{"text": "### Book:effort just to keep up; perhaps you are one of those people who does not"}
{"text": "### Book:know how to delegate, and has to meddle in everything. The truly"}
{"text": "### Book:powerful, on the other hand, seem never to be in a hurry or"}
{"text": "### Book:overburdened. While others work their fingers to the bone, they take"}
{"text": "### Book:their leisure. They know how to find the right people to put in the effort"}
{"text": "### Book:while they save their energy and keep their hands out of the fire."}
{"text": "### Book:Similarly, you may believe that by taking on the dirty work yourself,"}
{"text": "### Book:involving yourself directly in unpleasant actions, you impose your power"}
{"text": "### Book:and instill fear. In fact you make yourself look ugly, and abusive of your"}
{"text": "### Book:high position. Truly powerful people keep their hands clean. Only good"}
{"text": "### Book:things surround them, and the only announcements they make are of"}
{"text": "### Book:glorious achievements."}
{"text": "### Book:You will often find it necessary, of course, to expend energy, or to"}
{"text": "### Book:effect an evil but necessary action. But you must never appear to be this"}
{"text": "### Book:action\u2019s agent. Find a cat\u2018s-paw. Develop the arts of finding, using, and,"}
{"text": "### Book:in time, getting rid of these people when their cat\u2019s-paw role has been"}
{"text": "### Book:fulfilled."}
{"text": "### Book:On the eve of an important river battle, the great third-century Chinese"}
{"text": "### Book:strategist Chuko Liang found himself falsely accused of secretly working"}
{"text": "### Book:for the other side. As proof of his loyalty, his commander ordered him to"}
{"text": "### Book:produce 100,000 arrows for the army within three days, or be put to"}
{"text": "### Book:death. Instead of trying to manufacture the arrows, an impossible task,"}
{"text": "### Book:Liang took a dozen boats and had bundles of straw lashed to their sides."}
{"text": "### Book:In the late afternoon, when mist always blanketed the river, he floated"}
{"text": "### Book:the boats toward the enemy camp. Fearing a trap from the wily Chuko"}
{"text": "### Book:Liang, the enemy did not attack the barely visible boats with boats of"}
{"text": "### Book:their own, but showered them with arrows from the bank. As Liang\u2019s"}
{"text": "### Book:boats inched closer, they redoubled the rain of arrows, which stuck in the"}
{"text": "### Book:thick straw. After several hours, the men hiding on board sailed the"}
{"text": "### Book:vessels quickly downstream, where Chuko Liang met them and collected"}
{"text": "### Book:his 100,000 arrows."}
{"text": "### Book:Chuko Liang would never do work that others could do for him\u2014he"}
{"text": "### Book:was always thinking up tricks like this one. The key to planning such astrategy is the ability to think far ahead, to imagine ways in which other"}
{"text": "### Book:people can be baited into doing the job for you."}
{"text": "### Book:An essential element in making this strategy work is to disguise your"}
{"text": "### Book:goal, shrouding it in mystery, like the strange enemy boats appearing"}
{"text": "### Book:dimly in the mist. When your rivals cannot be sure what you are after,"}
{"text": "### Book:they will react in ways that often work against them in the long run. In"}
{"text": "### Book:fact they will become your cat\u2019s-paws. If you disguise your intentions, it"}
{"text": "### Book:is much easier to guide them into moves that accomplish exactly what"}
{"text": "### Book:you want done, but prefer not to do yourself. This may require planning"}
{"text": "### Book:several moves in advance, like a billiard ball that bounces off the sides a"}
{"text": "### Book:few times before heading into the right pocket."}
{"text": "### Book:The early-twentieth-century American con artist Yellow Kid Weil"}
{"text": "### Book:knew that no matter how skillfully he homed in on the perfect wealthy"}
{"text": "### Book:sucker, if he, a stranger, approached this man directly, the sucker might"}
{"text": "### Book:become suspicious. So Weil would find someone the sucker already"}
{"text": "### Book:knew to serve as a cat\u2018s-paw\u2014someone lower on the totem pole who"}
{"text": "### Book:was himself an unlikely target, and would therefore be less suspicious."}
{"text": "### Book:Weil would interest this man in a scheme promising incredible wealth."}
{"text": "### Book:Convinced the scheme was for real, the cat\u2019s-paw would often suggest,"}
{"text": "### Book:without prompting, that his boss or wealthy friend should get involved:"}
{"text": "### Book:Having more cash to invest, this man would increase the size of the pot,"}
{"text": "### Book:making bigger bucks for all concerned. The cat\u2018s-paw would then"}
{"text": "### Book:involve the wealthy sucker who had been Weil\u2019s target all along, but who"}
{"text": "### Book:would not suspect a trap, since it was his trusty subordinate who had"}
{"text": "### Book:roped him in. Devices like this are often the best way to approach a"}
{"text": "### Book:person of power: Use an associate or subordinate to hook you up with"}
{"text": "### Book:your primary target. The cat\u2019s-paw establishes your credibility and"}
{"text": "### Book:shields you from the unsavory appearance of being too pushy in your"}
{"text": "### Book:courtship."}
{"text": "### Book:The easiest and most effective way to use a cat\u2019s-paw is often to plant"}
{"text": "### Book:information with him that he will then spread to your primary target."}
{"text": "### Book:False or planted information is a powerful tool, especially if spread by a"}
{"text": "### Book:dupe whom no one suspects. You will find it very easy to play innocent"}
{"text": "### Book:and disguise yourself as the source."}
{"text": "### Book:DAVID AND BATHSHEBA"}
{"text": "### Book:At the turn of the year, when kings take the field, David sent Joab out"}
{"text": "### Book:with his other officers and all the Israelite forces, and they ravaged"}
{"text": "### Book:Ammon and laid siege to Rabbah, while David remained in Jerusalem.One evening David got up from his couch and, as he walked about on the"}
{"text": "### Book:roof of the palace, he saw from there a woman bathing and she was very"}
{"text": "### Book:beautiful. He sent to inquire who she was, and the answer came, \u201cIt must"}
{"text": "### Book:be Bathsheba, daughter of Eliam and wife of Uriah the Hittite\u2026.\u201d David"}
{"text": "### Book:wrote a letter to Joab and sent Uriah with it. He wrote in the letter: \u201cPut"}
{"text": "### Book:Uriah opposite the enemy where the fighting is fiercest and then fall"}
{"text": "### Book:back, and leave him to meet his death.\u201d\u2026 Joab\u2026 stationed Uriah at a"}
{"text": "### Book:point where he knew they would put up a stout fight. The men of the city"}
{"text": "### Book:sallied out and engaged Joab, and some of David\u2019s guards fell; Uriah the"}
{"text": "### Book:Hittite was also killed. Joab sent David a dispatch with all the news of"}
{"text": "### Book:the battle\u2026. When Uriah\u2019s wife heard that her husband was dead, she"}
{"text": "### Book:mourned for him; and when the period of mourning was over, David sent"}
{"text": "### Book:for her and brought her into his house. She became his wife and bore"}
{"text": "### Book:him a son."}
{"text": "### Book:OLD TESTAMENT, 2 SAMUEL,11-12"}
{"text": "### Book:The strategic therapist Dr. Milton H. Erickson would often encounter"}
{"text": "### Book:among his patients a married couple in which the wife wanted the"}
{"text": "### Book:therapy but the husband absolutely refused it. Rather than wasting"}
{"text": "### Book:energy trying to deal with the man directly, Dr. Erickson would see the"}
{"text": "### Book:wife alone, and as she talked he would interject interpretations of the"}
{"text": "### Book:husband\u2019s behavior that he knew would rile the husband up if he heard"}
{"text": "### Book:them. Sure enough, the wife would tell her husband what the doctor had"}
{"text": "### Book:said. After a few weeks the husband would be so furious he would insist"}
{"text": "### Book:on joining his wife in the sessions so he could set the doctor straight."}
{"text": "### Book:Finally, you may well find cases in which deliberately offering"}
{"text": "### Book:yourself as the cat\u2019s-paw will ultimately gain you great power. This is the"}
{"text": "### Book:ruse of the perfect courtier. Its symbol is Sir Walter Raleigh, who once"}
{"text": "### Book:placed his own cloak on the muddy ground so that Queen Elizabeth"}
{"text": "### Book:would not sully her shoes. As the instrument that protects a master or"}
{"text": "### Book:peer from unpleasantness or danger, you gain immense respect, which"}
{"text": "### Book:sooner or later will pay dividends. And remember: If you can make your"}
{"text": "### Book:assistance subtle and gracious rather than boastful and burdensome, your"}
{"text": "### Book:recompense will be that much the more satisfying and powerful."}
{"text": "### Book:Image: The Cat\u2019s-Paw."}
{"text": "### Book:It has long claws to grab"}
{"text": "### Book:things. It is soft and"}
{"text": "### Book:padded. Take hold of the cat"}
{"text": "### Book:and use its paw to pluckthings out of the fire, to claw"}
{"text": "### Book:your enemy, to play with the"}
{"text": "### Book:mouse before devouring it."}
{"text": "### Book:Sometimes you hurt the"}
{"text": "### Book:cat, but most often it"}
{"text": "### Book:doesn\u2019t feel a thing."}
{"text": "### Book:Authority: Do everything pleasant yourself, everything unpleasant"}
{"text": "### Book:through third parties. By adopting the first course you win favor, by"}
{"text": "### Book:taking the second you deflect ill will. Important affairs often require"}
{"text": "### Book:rewards and punishments. Let only the good come from you and the evil"}
{"text": "### Book:from others. (Baltasar Graci\u00e1n, 1601-1658)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:The cat\u2019s-paw and the scapegoat must be used with extreme caution and"}
{"text": "### Book:delicacy. They are like screens that hide your own involvement in dirty"}
{"text": "### Book:work from the public; if at any moment the screen is lifted and you are"}
{"text": "### Book:seen as the manipulator, the puppet master, the whole dynamic turns"}
{"text": "### Book:around\u2014your hand will be seen everywhere, and you will be blamed for"}
{"text": "### Book:misfortunes you may have had nothing to do with. Once the truth is"}
{"text": "### Book:revealed, events will snowball beyond your control."}
{"text": "### Book:In 1572, Queen Catherine de\u2019 M\u00e9dicis of France conspired to do away"}
{"text": "### Book:with Gaspard de Coligny, an admiral in the French navy and a leading"}
{"text": "### Book:member of the Huguenot (French Protestant) community. Coligny was"}
{"text": "### Book:close to Catherine\u2019s son, Charles IX, and she feared his growing"}
{"text": "### Book:influence on the young king. So she arranged for a member of the Guise"}
{"text": "### Book:family, one of the most powerful royal clans in France, to assassinate"}
{"text": "### Book:him."}
{"text": "### Book:Secretly, however, Catherine had another plan: She wanted the"}
{"text": "### Book:Huguenots to blame the Guises for killing one of their leaders, and to"}
{"text": "### Book:take revenge. With one blow, she would erase or injure two threateningrivals, Coligny and the Guise family. Yet both plans went awry. The"}
{"text": "### Book:assassin missed his target, only wounding Coligny; knowing Catherine"}
{"text": "### Book:as his enemy, he strongly suspected it was she who had set up the attack"}
{"text": "### Book:on him, and he told the king so. Eventually the failed assassination and"}
{"text": "### Book:the arguments that ensued from it set off a chain of events that led to a"}
{"text": "### Book:bloody civil war between Catholics and Protestants, culminating in the"}
{"text": "### Book:horrifying Massacre of St. Bartholomew\u2019s Eve, in which thousands of"}
{"text": "### Book:Protestants were killed."}
{"text": "### Book:If you have to use a cat\u2019s-paw or a scapegoat in an action of great"}
{"text": "### Book:consequence, be very careful: Too much can go wrong. It is often wiser"}
{"text": "### Book:to use such dupes in more innocent endeavors, where mistakes or"}
{"text": "### Book:miscalculations will cause no serious harm."}
{"text": "### Book:Finally, there are moments when it is advantageous to not disguise"}
{"text": "### Book:your involvement or responsibility, but rather to take the blame yourself"}
{"text": "### Book:for some mistake. If you have power and are secure in it, you should"}
{"text": "### Book:sometimes play the penitent: With a sorrowful look, you ask for"}
{"text": "### Book:forgiveness from those weaker than you. It is the ploy of the king who"}
{"text": "### Book:makes a show of his own sacrifices for the good of the people. Similarly,"}
{"text": "### Book:upon occasion you may want to appear as the agent of punishment in"}
{"text": "### Book:order to instill fear and trembling in your subordinates. Instead of the"}
{"text": "### Book:cat\u2018s-paw you show your own mighty hand as a threatening gesture. Play"}
{"text": "### Book:such a card sparingly. If you play it too often, fear will turn into"}
{"text": "### Book:resentment and hatred. Before you know it, such emotions will spark a"}
{"text": "### Book:vigorous opposition that will someday bring you down. Get in the habit"}
{"text": "### Book:of using a cat\u2019s-paw\u2014it is far safer.LAW 27"}
{"text": "### Book:PLAY ON PEOPLE\u2019S NEED TO BELIEVE TO"}
{"text": "### Book:CREATE A CULTLIKE FOLLOWING"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:People have an overwhelming desire to believe in something. Become the"}
{"text": "### Book:focal point of such desire by offering them a cause, a new faith to follow."}
{"text": "### Book:Keep your words vague but full of promise ; emphasize enthusiasm over"}
{"text": "### Book:rationality and clear thinking. Give your new disciples rituals to"}
{"text": "### Book:perform, ask them to make sacrifices on your behalf. In the absence of"}
{"text": "### Book:organized religion and grand causes, your new belief system will bring"}
{"text": "### Book:you untold power."}
{"text": "### Book:THE SCIENCE OF CHARLATANISM, OR"}
{"text": "### Book:HOW TO CREATE A CULT IN FIVE EASY"}
{"text": "### Book:STEPS"}
{"text": "### Book:In searching, as you must, for the methods that will gain you the most"}
{"text": "### Book:power for the least effort, you will find the creation of a cultlike"}
{"text": "### Book:following one of the most effective. Having a large following opens up"}
{"text": "### Book:all sorts of possibilities for deception; not only will your followers"}
{"text": "### Book:worship you, they will defend you from your enemies and will"}
{"text": "### Book:voluntarily take on the work of enticing others to join your fledgling cult."}
{"text": "### Book:This kind of power will lift you to another realm: You will no longer"}
{"text": "### Book:have to struggle or use subterfuge to enforce your will. You are adored"}
{"text": "### Book:and can do no wrong."}
{"text": "### Book:You might think it a gargantuan task to create such a following, but in"}
{"text": "### Book:fact it is fairly simple. As humans, we have a desperate need to believe in"}
{"text": "### Book:something, anything. This makes us eminently gullible: We simplycannot endure long periods of doubt, or of the emptiness that comes from"}
{"text": "### Book:a lack of something to believe in. Dangle in front of us some new cause,"}
{"text": "### Book:elixir, get-rich-quick scheme, or the latest technological trend or art"}
{"text": "### Book:movement and we leap from the water as one to take the bait. Look at"}
{"text": "### Book:history: The chronicles of the new trends and cults that have made a"}
{"text": "### Book:mass following for themselves could fill a library. After a few centuries,"}
{"text": "### Book:a few decades, a few years, a few months, they generally look ridiculous,"}
{"text": "### Book:but at the time they seem so attractive, so transcendental, so divine."}
{"text": "### Book:Always in a rush to believe in something, we will manufacture saints"}
{"text": "### Book:and faiths out of nothing. Do not let this gullibility go to waste: Make"}
{"text": "### Book:yourself the object of worship. Make people form a cult around you."}
{"text": "### Book:The great European charlatans of the sixteenth and seventeenth"}
{"text": "### Book:centuries mastered the art of cultmaking. They lived, as we do now, in a"}
{"text": "### Book:time of transformation: Organized religion was on the wane, science on"}
{"text": "### Book:the rise. People were desperate to rally around a new cause or faith. The"}
{"text": "### Book:charlatans had begun by peddling health elixirs and alchemic shortcuts to"}
{"text": "### Book:wealth. Moving quickly from town to town, they originally focused on"}
{"text": "### Book:small groups\u2014until, by accident, they stumbled on a truth of human"}
{"text": "### Book:nature: The larger the group they gathered around themselves, the easier"}
{"text": "### Book:it was to deceive."}
{"text": "### Book:The charlatan would station himself on a high wooden platform (hence"}
{"text": "### Book:the term \u201cmountebank\u201d) and crowds would swarm around him. In a"}
{"text": "### Book:group setting, people were more emotional, less able to reason. Had the"}
{"text": "### Book:charlatan spoken to them individually, they might have found him"}
{"text": "### Book:ridiculous, but lost in a crowd they got caught up in a communal mood"}
{"text": "### Book:of rapt attention. It became impossible for them to find the distance to be"}
{"text": "### Book:skeptical. Any deficiencies in the charlatan\u2019s ideas were hidden by the"}
{"text": "### Book:zeal of the mass. Passion and enthusiasm swept through the crowd like a"}
{"text": "### Book:contagion, and they reacted violently to anyone who dared to spread a"}
{"text": "### Book:seed of doubt. Both consciously studying this dynamic over decades of"}
{"text": "### Book:experiment and spontaneously adapting to these situations as they"}
{"text": "### Book:happened, the charlatans perfected the science of attracting and holding a"}
{"text": "### Book:crowd, molding the crowd into followers and the followers into a cult."}
{"text": "### Book:It was to the charlatan\u2019s advantage that the individuals predisposed to"}
{"text": "### Book:credulity should multiply, that the groups of his adherents should enlarge"}
{"text": "### Book:to mass proportions, guaranteeing an ever greater scope for his"}
{"text": "### Book:triumphs. And this was in fact to occur, as science was popularized, from"}
{"text": "### Book:the Renaissance on down through succeeding centuries. With the"}
{"text": "### Book:immense growth of knowledge and its spread through printing in modern"}
{"text": "### Book:times, the mass of the half educated, the eagerly gullible prey of thequack, also increased, became indeed a majority; real power could be"}
{"text": "### Book:based on their wishes, opinions, preferences, and rejections. The"}
{"text": "### Book:charlatan\u2019s empire accordingly widened with the modern dissemination"}
{"text": "### Book:of knowledge; since he operated on the basis of science, however much"}
{"text": "### Book:he perverted it, producing gold with a technique borrowed from"}
{"text": "### Book:chemistry and his wonderful balsams with the apparatus of medicine, he"}
{"text": "### Book:could not appeal to an entirely ignorant folk. The illiterate would be"}
{"text": "### Book:protected against his absurdities by their healthy common sense. His"}
{"text": "### Book:choicest audience would be composed of the semiliterate, those who had"}
{"text": "### Book:exchanged their common sense for a little distorted information and had"}
{"text": "### Book:encountered science and education at some time, though briefly and"}
{"text": "### Book:unsuccessfully\u2026. The great mass of mankind has always been"}
{"text": "### Book:predisposed to marvel at mysteries, and this was especially true at"}
{"text": "### Book:certain historic periods when the secure foundations of life seemed"}
{"text": "### Book:shaken and old values, economic or spiritual, long accepted as"}
{"text": "### Book:certainties, could no longer be relied upon. Then the numbers of the"}
{"text": "### Book:charlatan\u2019s dupes multiplied\u2014the \u201cself killers,\u201d as a seventeenth-century"}
{"text": "### Book:Englishman called them."}
{"text": "### Book:THE POWER OF THE CHARLATAN, GRETE DE FRANCESCO,"}
{"text": "### Book:1939"}
{"text": "### Book:The gimmicks of the charlatans may seem quaint today, but there are"}
{"text": "### Book:thousands of charlatans among us still, using the same tried-and-true"}
{"text": "### Book:methods their predecessors refined centuries ago, only changing the"}
{"text": "### Book:names of their elixirs and modernizing the look of their cults. We find"}
{"text": "### Book:these latter-day charlatans in all arenas of life\u2014business, fashion,"}
{"text": "### Book:politics, art. Many of them, perhaps, are following in the charlatan"}
{"text": "### Book:tradition without having any knowledge of its history, but you can be"}
{"text": "### Book:more systematic and deliberate. Simply follow the five steps of"}
{"text": "### Book:cultmaking that our charlatan ancestors perfected over the years."}
{"text": "### Book:Step 1: Keep It Vague; Keep It Simple. To create a cult you must first"}
{"text": "### Book:attract attention. This you should do not through actions, which are too"}
{"text": "### Book:clear and readable, but through words, which are hazy and deceptive."}
{"text": "### Book:Your initial speeches, conversations, and interviews must include two"}
{"text": "### Book:elements: on the one hand the promise of something great and"}
{"text": "### Book:transformative, and on the other a total vagueness. This combination will"}
{"text": "### Book:stimulate all kinds of hazy dreams in your listeners, who will make their"}
{"text": "### Book:own connections and see what they want to see.To make your vagueness attractive, use words of great resonance but"}
{"text": "### Book:cloudy meaning, words full of heat and enthusiasm. Fancy titles for"}
{"text": "### Book:simple things are helpful, as are the use of numbers and the creation of"}
{"text": "### Book:new words for vague concepts. All of these create the impression of"}
{"text": "### Book:specialized knowledge, giving you a veneer of profundity. By the same"}
{"text": "### Book:token, try to make the subject of your cult new and fresh, so that few will"}
{"text": "### Book:understand it. Done right, the combination of vague promises, cloudy but"}
{"text": "### Book:alluring concepts, and fiery enthusiasm will stir people\u2019s souls and a"}
{"text": "### Book:group will form around you."}
{"text": "### Book:Talk too vaguely and you have no credibility. But it is more dangerous"}
{"text": "### Book:to be specific. If you explain in detail the benefits people will gain by"}
{"text": "### Book:following your cult, you will be expected to satisfy them."}
{"text": "### Book:As a corollary to its vagueness your appeal should also be simple."}
{"text": "### Book:Most people\u2019s problems have complex causes: deep-rooted neurosis,"}
{"text": "### Book:interconnected social factors, roots that go way back in time and are"}
{"text": "### Book:exceedingly hard to unravel. Few, however, have the patience to deal"}
{"text": "### Book:with this; most people want to hear that a simple solution will cure their"}
{"text": "### Book:problems. The ability to offer this kind of solution will give you great"}
{"text": "### Book:power and build you a following. Instead of the complicated"}
{"text": "### Book:explanations of real life, return to the primitive solutions of our"}
{"text": "### Book:ancestors, to good old country remedies, to mysterious panaceas."}
{"text": "### Book:Step 2: Emphasize the Visual and the Sensual over the Intellectual."}
{"text": "### Book:Once people have begun to gather around you, two dangers will present"}
{"text": "### Book:themselves: boredom and skepticism. Boredom will make people go"}
{"text": "### Book:elsewhere ; skepticism will allow them the distance to think rationally"}
{"text": "### Book:about whatever it is you are offering, blowing away the mist you have"}
{"text": "### Book:artfully created and revealing your ideas for what they are. You need to"}
{"text": "### Book:amuse the bored, then, and ward off the cynics."}
{"text": "### Book:THE OW WHO WAS GOD"}
{"text": "### Book:Once upon a starless midnight there was an owl who sat on the branch"}
{"text": "### Book:of an oak tree. Two ground moles tried to slip quietly by, unnoticed."}
{"text": "### Book:\u201cYou!\u201d said the owl. \u201cWho?\u201d they quavered, in fear and astonishment,"}
{"text": "### Book:for they could not believe it was possible for anyone to see them in that"}
{"text": "### Book:thick darkness. \u201cYou two!\u201d said the owl. The moles hurried away and"}
{"text": "### Book:told the other creatures of the field and forest that the owl was the"}
{"text": "### Book:greatest and wisest of all animals because he could see in the dark and"}
{"text": "### Book:because he could answer any question. \u201cI\u2019ll see about that,\u201d said asecretary bird, and he called on the owl one night when it was again very"}
{"text": "### Book:dark. \u201cHow many claws am I holding up?\u201d said the secretary bird."}
{"text": "### Book:\u201cTwo,\u201d said the owl, and that was right. \u201cCan you give me another"}
{"text": "### Book:expression for \u2018that is to say\u2019 or \u2018namely?\u2019 \u201d asked the secretary bird."}
{"text": "### Book:\u201cTo wit,\u201d said the owl. \u201cWhy does a lover call on his love?\u201d asked the"}
{"text": "### Book:secretary bird. \u201cTo woo,\u201d said the owl. The secretary bird hastened back"}
{"text": "### Book:to the other creatures and reported that the owl was indeed the greatest"}
{"text": "### Book:and wisest animal in the world because he could see in the dark and"}
{"text": "### Book:because he could answer any question."}
{"text": "### Book:\u201cCan he see in the daytime, too?\u201d asked a red fox. \u201cYes,\u201d echoed a"}
{"text": "### Book:dormouse and a French poodle. \u201cCan he see in the daytime, too?\u201d All"}
{"text": "### Book:the other creatures laughed loudly at this silly question, and they set"}
{"text": "### Book:upon the red fox and his friends and drove them out of the region. Then"}
{"text": "### Book:they sent a messenger to the owl and asked him to be their leader. When"}
{"text": "### Book:the owl appeared among the animals it was high noon and the sun was"}
{"text": "### Book:shining brightly. He walked very slowly, which gave him an appearance"}
{"text": "### Book:of great dignity, and he peered about him with large, staring eyes, which"}
{"text": "### Book:gave him an air of tremendous importance. \u201cHe\u2019s God!\u201d screamed a"}
{"text": "### Book:Plymouth Rock hen. And the others took up the cry \u201cHe\u2019s God!\u201d So they"}
{"text": "### Book:followed him wherever he went and when he began to bump into things"}
{"text": "### Book:they began to bump into things. too. Finally he came to a concrete"}
{"text": "### Book:highway and he started up the middle of it and all the other creatures"}
{"text": "### Book:followed him. Presently a hawk, who was acting as outrider, observed a"}
{"text": "### Book:truck coming toward them at fifty miles an hour, and he reported to the"}
{"text": "### Book:secretary bird and the secretary bird reported to the owl. \u201cThere\u2019s"}
{"text": "### Book:danger ahead, \u201d said the secretary bird. \u201cTo wit?\u201d said the owl. The"}
{"text": "### Book:secretary bird told him. \u201cAren\u2019t you afraid?\u201d He asked. \u201cWho?\u201d said the"}
{"text": "### Book:owl calmly, for he could not see the truck. \u201cHe\u2019s God!\u201d cried all the"}
{"text": "### Book:creatures again, and they were still crying \u201cHe\u2019s God!\u201d when the truck"}
{"text": "### Book:hit them and ran them down. Some of the animals were merely injured,"}
{"text": "### Book:but most of them, including the owl, were killed. Moral: You can fool too"}
{"text": "### Book:many of the people too much of the time."}
{"text": "### Book:THE THURBER CARNIVAI , JAMES THURBER , 1894-1961"}
{"text": "### Book:The best way to do this is through theater, or other devices of its kind."}
{"text": "### Book:Surround yourself with luxury, dazzle your followers with visual"}
{"text": "### Book:splendor, fill their eyes with spectacle. Not only will this keep them from"}
{"text": "### Book:seeing the ridiculousness of your ideas, the holes in your belief system, it"}
{"text": "### Book:will also attract more attention, more followers. Appeal to all the senses:"}
{"text": "### Book:Use incense for scent, soothing music for hearing, colorful charts and"}
{"text": "### Book:graphs for the eye. You might even tickle the mind, perhaps by usingnew technological gadgets to give your cult a pseudo-scientific veneer\u2014"}
{"text": "### Book:as long as you do not make anyone really think. Use the exotic\u2014distant"}
{"text": "### Book:cultures, strange customs\u2014to create theatrical effects, and to make the"}
{"text": "### Book:most banal and ordinary affairs seem signs of something extraordinary."}
{"text": "### Book:Step 3: Borrow the Forms of Organized Religion to Structure the"}
{"text": "### Book:Group. Your cultlike following is growing; it is time to organize it. Find"}
{"text": "### Book:a way both elevating and comforting. Organized religions have long held"}
{"text": "### Book:unquestioned authority for large numbers of people, and continue to do"}
{"text": "### Book:so in our supposedly secular age. And even if the religion itself has faded"}
{"text": "### Book:some, its forms still resonate with power. The lofty and holy associations"}
{"text": "### Book:of organized religion can be endlessly exploited. Create rituals for your"}
{"text": "### Book:followers; organize them into a hierarchy, ranking them in grades of"}
{"text": "### Book:sanctity, and giving them names and titles that resound with religious"}
{"text": "### Book:overtones; ask them for sacrifices that will fill your coffers and increase"}
{"text": "### Book:your power. To emphasize your gathering\u2019s quasi-religious nature, talk"}
{"text": "### Book:and act like a prophet. You are not a dictator, after all; you are a priest, a"}
{"text": "### Book:guru, a sage, a shaman, or any other word that hides your real power in"}
{"text": "### Book:the mist of religion."}
{"text": "### Book:Step 4: Disguise Your Source of Income. Your group has grown, and"}
{"text": "### Book:you have structured it in a churchlike form. Your coffers are beginning to"}
{"text": "### Book:fill with your followers\u2019 money. Yet you must never be seen as hungry"}
{"text": "### Book:for money and the power it brings. It is at this moment that you must"}
{"text": "### Book:disguise the source of your income."}
{"text": "### Book:Your followers want to believe that if they follow you all sorts of good"}
{"text": "### Book:things will fall into their lap. By surrounding yourself with luxury you"}
{"text": "### Book:become living proof of the soundness of your belief system. Never reveal"}
{"text": "### Book:that your wealth actually comes from your followers\u2019 pockets; instead,"}
{"text": "### Book:make it seem to come from the truth of your methods. Followers will"}
{"text": "### Book:copy your each and every move in the belief that it will bring them the"}
{"text": "### Book:same results, and their imitative enthusiasm will blind them to the"}
{"text": "### Book:charlatan nature of your wealth."}
{"text": "### Book:Step 5: Set Up an Us-Versus-Them Dynamic. The group is now large"}
{"text": "### Book:and thriving, a magnet attracting more and more particles. If you are not"}
{"text": "### Book:careful, though, inertia will set in, and time and boredom will"}
{"text": "### Book:demagnetize the group. To keep your followers united, you must now dowhat all religions and belief systems have done: create an us-versus-them"}
{"text": "### Book:dynamic."}
{"text": "### Book:First, make sure your followers believe they are part of an exclusive"}
{"text": "### Book:club, unified by a bond of common goals. Then, to strengthen this bond,"}
{"text": "### Book:manufacture the notion of a devious enemy out to ruin you. There is a"}
{"text": "### Book:force of nonbelievers that will do anything to stop you. Any outsider"}
{"text": "### Book:who tries to reveal the charlatan nature of your belief system can now be"}
{"text": "### Book:described as a member of this devious force."}
{"text": "### Book:If you have no enemies, invent one. Given a straw man to react"}
{"text": "### Book:against, your followers will tighten and cohere. They have your cause to"}
{"text": "### Book:believe in and infidels to destroy."}
{"text": "### Book:OBSERVANCES OF THE LAW"}
{"text": "### Book:Observance I"}
{"text": "### Book:In the year 1653, a twenty-seven-year-old Milan man named Francesco"}
{"text": "### Book:Giuseppe Borri claimed to have had a vision. He went around town"}
{"text": "### Book:telling one and all that the archangel Michael had appeared to him and"}
{"text": "### Book:announced that he had been chosen to be the capitano generale of the"}
{"text": "### Book:Army of the New Pope, an army that would seize and revitalize the"}
{"text": "### Book:world. The archangel had further revealed that Borri now had the power"}
{"text": "### Book:to see people\u2019s souls, and that he would soon discover the philosopher\u2019s"}
{"text": "### Book:stone\u2014a long-sought-after substance that could change base metals into"}
{"text": "### Book:gold. Friends and acquaintances who heard Borri explain the vision, and"}
{"text": "### Book:who witnessed the change that had come over him, were impressed, for"}
{"text": "### Book:Borri had previously devoted himself to a life of wine, women, and"}
{"text": "### Book:gambling. Now he gave all that up, plunging himself into the study of"}
{"text": "### Book:alchemy and talking only of mysticism and the occult."}
{"text": "### Book:The transformation was so sudden and miraculous, and Borri\u2019s words"}
{"text": "### Book:were so filled with enthusiasm, that he began to create a following."}
{"text": "### Book:Unfortunately the Italian Inquisition began to notice him as well\u2014they"}
{"text": "### Book:prosecuted anyone who delved into the occult\u2014so he left Italy and"}
{"text": "### Book:began to wander Europe, from Austria to Holland, telling one and all that"}
{"text": "### Book:\u201cto those who follow me all joy shall be granted.\u201d Wherever Borri stayed"}
{"text": "### Book:he attracted followers. His method was simple: He spoke of his vision,"}
{"text": "### Book:which had grown more and more elaborate, and offered to \u201clook into\u201dthe soul of anyone who believed him (and they were many). Seemingly"}
{"text": "### Book:in a trance, he would stare at this new follower for several minutes, then"}
{"text": "### Book:claim to have seen the person\u2019s soul, degree of enlightenment, and"}
{"text": "### Book:potential for spiritual greatness. If what he saw showed promise, he"}
{"text": "### Book:would add the person to his growing order of disciples, an honor indeed."}
{"text": "### Book:The cult had six degrees, into which the disciples were assigned"}
{"text": "### Book:according to what Borri had glimpsed in their souls. With work and total"}
{"text": "### Book:devotion to the cult they could graduate to a higher degree. Borri\u2014"}
{"text": "### Book:whom they called \u201cHis Excellency,\u201d and \u201cUniversal Doctor\u201d\u2014demanded"}
{"text": "### Book:from them the strictest vows of poverty. All the goods and moneys they"}
{"text": "### Book:possessed had to be turned over to him. But they did not mind handing"}
{"text": "### Book:over their property, for Borri had told them, \u201cI shall soon bring my"}
{"text": "### Book:chemical studies to a happy conclusion by the discovery of the"}
{"text": "### Book:philosopher\u2019s stone, and by this means we shall all have as much gold as"}
{"text": "### Book:we desire.\u201d"}
{"text": "### Book:Given his growing wealth, Borri began to change his style of living."}
{"text": "### Book:Renting the most splendid apartment in the city into which he had"}
{"text": "### Book:temporarily settled, he would furnish it with fabulous furniture and"}
{"text": "### Book:accessories, which he had begun to collect. He would drive through the"}
{"text": "### Book:city in a coach studded with jewels, with six magnificent black horses at"}
{"text": "### Book:its head. He never stayed too long in one place, and when he"}
{"text": "### Book:disappeared, saying he had more souls to gather into his flock, his"}
{"text": "### Book:reputation only grew in his absence. He became famous, although in fact"}
{"text": "### Book:he had never done a single concrete thing."}
{"text": "### Book:To become the founder of a new religion one must be psychologically"}
{"text": "### Book:infallible in one\u2019s knowledge of a certain average type of souls who have"}
{"text": "### Book:not yet recognized that they belong together."}
{"text": "### Book:FRIEDRICH NIETZSCHE, 1844-1900"}
{"text": "### Book:Men are so simple of mind, and so much dominated by their immediate"}
{"text": "### Book:needs, that a deceitful man will always find plenty who are ready to be"}
{"text": "### Book:deceived."}
{"text": "### Book:NICCOLO MACHIAVELLI, 1469-1527"}
{"text": "### Book:From all over Europe, the blind, the crippled, and the desperate came"}
{"text": "### Book:to visit Borri, for word had spread that he had healing powers. He asked"}
{"text": "### Book:no fee for his services, which only made him seem more marvelous, and"}
{"text": "### Book:indeed some claimed that in this or that city he had performed a miracle"}
{"text": "### Book:cure. By only hinting at his accomplishments, he encouraged people\u2019s"}
{"text": "### Book:imaginations to blow them up to fantastic proportions. His wealth, forexample, actually came from the vast sums he was collecting from his"}
{"text": "### Book:increasingly select group of rich disciples; yet it was presumed that he"}
{"text": "### Book:had in fact perfected the philosopher\u2019s stone. The Church continued to"}
{"text": "### Book:pursue him, denouncing him for heresy and witchcraft, and Borri\u2019s"}
{"text": "### Book:response to these charges was a dignified silence; this only enhanced his"}
{"text": "### Book:reputation and made his followers more passionate. Only the great are"}
{"text": "### Book:persecuted, after all; how many understood Jesus Christ in his own time?"}
{"text": "### Book:Borri did not have to say a word\u2014his followers now called the Pope the"}
{"text": "### Book:Antichrist."}
{"text": "### Book:And so Borri\u2019s power grew and grew, until one day he left the city of"}
{"text": "### Book:Amsterdam (where he had settled for a while), absconding with huge"}
{"text": "### Book:sums of borrowed money and diamonds that had been entrusted to him."}
{"text": "### Book:(He claimed to be able to remove the flaws from diamonds through the"}
{"text": "### Book:power of his gifted mind.) Now he was on the run. The Inquisition"}
{"text": "### Book:eventually caught up with him, and for the last twenty years of his life he"}
{"text": "### Book:was imprisoned in Rome. But so great was the belief in his occult powers"}
{"text": "### Book:that to his dying day he was visited by wealthy believers, including"}
{"text": "### Book:Queen Christina of Sweden. Supplying him with money and materials,"}
{"text": "### Book:these visitors allowed him to continue his search for the elusive"}
{"text": "### Book:philosopher\u2019s stone. Interpretation"}
{"text": "### Book:THE TEMPLE OF HEALTH"}
{"text": "### Book:[In the late 1780s] the Scottish quack James Graham\u2026 was winning a"}
{"text": "### Book:large following and great riches in London\u2026. [Graham] maintained a"}
{"text": "### Book:show of great scientific technique. In 1772 \u2026 he had visited"}
{"text": "### Book:Philadelphia, where he met Benjamin Franklin and became interested in"}
{"text": "### Book:the latter\u2019s experiments with electricity. These appear to have inspired"}
{"text": "### Book:the apparatus in the \u201cTemple of Health,\u201d"}
{"text": "### Book:the fabulous establishment he opened in London for the sale of his"}
{"text": "### Book:elixirs\u2026. In the chief room, where he received patients, stood \u201cthe"}
{"text": "### Book:largest air pump in the world\u201d to assist him in his \u201cphilosophical"}
{"text": "### Book:investigations\u201d into disease, and also a \u201cstupendous metallic"}
{"text": "### Book:conductor,\u201d a richly gilded pedestal surrounded with retorts and vials of"}
{"text": "### Book:\u201cetherial and other essences.\u201d \u2026 According to J. Ennemoser, who"}
{"text": "### Book:published a history of magic in 1844 at Leipzig, Graham\u2019s \u201chouse\u2026"}
{"text": "### Book:united the useful with the pleasurable. Everywhere the utmost"}
{"text": "### Book:magnificence was displayed. Even in the outer court, averred an eye-"}
{"text": "### Book:witness, it seemed as though art, invention, and riches had been"}
{"text": "### Book:exhausted. On the side walls in the chambers an arc-shaped glow wasprovided by artificial electric light; star rays darted forth; transparent"}
{"text": "### Book:glasses of all colors were placed with clever selection and much taste."}
{"text": "### Book:All this, the same eyewitness assures us, was ravishing and exalted the"}
{"text": "### Book:imagination to the highest degree.\u201d Visitors were given a printed sheet of"}
{"text": "### Book:rules for healthy living. In the Great Apollo Apartment they might join in"}
{"text": "### Book:mysterious rituals, accompanied by chants : \u201cHail, Vital Air, aethereal !"}
{"text": "### Book:Magnetic Magic, hail !\u201d And while they hailed the magic of magnetism,"}
{"text": "### Book:the windows were darkened, revealing a ceiling studded with electric"}
{"text": "### Book:stars and a young and lovely \u201cRosy Goddess of Health\u201d in a niche\u2026."}
{"text": "### Book:Every evening this Temple of Health was crowded with guests; it had"}
{"text": "### Book:become the fashion to visit it and try the great twelve-foot bed of state,"}
{"text": "### Book:the \u201cGrand Celestial Bed,\u201d said to cure any disease\u2026. This bed,"}
{"text": "### Book:according to Ennemoser, \u201cstood in a splendid room, into which a"}
{"text": "### Book:cylinder led from an adjoining chamber to conduct the healing"}
{"text": "### Book:currents\u2026 at the same time all sorts of pleasing scents of strengthening"}
{"text": "### Book:herbs and Oriental incense were also brought in through glass tubes."}
{"text": "### Book:The heavenly bed itself rested upon six solid transparent pillars; the"}
{"text": "### Book:bedclothes were of purple and sky-blue Atlas silk, spread over a mattress"}
{"text": "### Book:saturated with Arabian perfumed waters to suit the tastes of the Persian"}
{"text": "### Book:court. The chamber in which it was placed he called the Sanctum"}
{"text": "### Book:Sanctorum\u2026. To add to all this, there were the melodious notes of the"}
{"text": "### Book:harmonica, soft flutes, agreeable voices, and a great organ.\u201d"}
{"text": "### Book:THE POWER OF THE CHARLATAN, GRETE DE FRANCESCO,"}
{"text": "### Book:1939"}
{"text": "### Book:Before he formed his cult, Borri seems to have stumbled on a critical"}
{"text": "### Book:discovery. Tiring of his life of debauchery, he had decided to give it up"}
{"text": "### Book:and to devote himself to the occult, a genuine interest of his. He must"}
{"text": "### Book:have noticed, however, that when he alluded to a mystical experience"}
{"text": "### Book:(rather than physical exhaustion) as the source of his conversion, people"}
{"text": "### Book:of all classes wanted to hear more. Realizing the power he could gain by"}
{"text": "### Book:ascribing the change to something external and mysterious, he went"}
{"text": "### Book:further with his manufactured visions. The grander the vision, and the"}
{"text": "### Book:more sacrifices he asked for, the more appealing and believable his story"}
{"text": "### Book:seemed to become."}
{"text": "### Book:Remember: People are not interested in the truth about change. They"}
{"text": "### Book:do not want to hear that it has come from hard work, or from anything as"}
{"text": "### Book:banal as exhaustion, boredom, or depression; they are dying to believe in"}
{"text": "### Book:something romantic, otherworldly. They want to hear of angels and out-"}
{"text": "### Book:of-body experiences. Indulge them. Hint at the mystical source of some"}
{"text": "### Book:personal change, wrap it in ethereal colors, and a cultlike following willform around you. Adapt to people\u2019s needs: The messiah must mirror the"}
{"text": "### Book:desires of his followers. And always aim high. The bigger and bolder"}
{"text": "### Book:your illusion, the better."}
{"text": "### Book:Observance II"}
{"text": "### Book:In the mid-1700s, word spread in Europe\u2019s fashionable society of a Swiss"}
{"text": "### Book:country doctor named Michael Sch\u00fcppach who practiced a different kind"}
{"text": "### Book:of medicine: He used the healing powers of nature to perform miraculous"}
{"text": "### Book:cures. Soon well-to-do people from all over the Continent, their ailments"}
{"text": "### Book:both serious and mild, were making the trek to the alpine village of"}
{"text": "### Book:Langnau, where Sch\u00fcppach lived and worked. Trudging through the"}
{"text": "### Book:mountains, these visitors witnessed the most dramatic natural landscapes"}
{"text": "### Book:that Europe has to offer. By the time they reached Langnau, they were"}
{"text": "### Book:already feeling transformed and on their way to health."}
{"text": "### Book:Sch\u00fcppach, who had become known as simply the \u201cMountain"}
{"text": "### Book:Doctor,\u201d had a small pharmacy in town. This place became quite a scene:"}
{"text": "### Book:Crowds of people from many different countries would cram the small"}
{"text": "### Book:room, its walls lined with colorful bottles filled with herbal cures. Where"}
{"text": "### Book:most doctors of the time prescribed foul-tasting concoctions that bore"}
{"text": "### Book:incomprehensible Latin titles (as medicines often do still), Sch\u00fcppach\u2019s"}
{"text": "### Book:cures had names such as \u201cThe Oil of Joy,\u201d \u201cLittle Flower\u2019s Heart,\u201d or"}
{"text": "### Book:\u201cAgainst the Monster,\u201d and they tasted sweet and pleasing."}
{"text": "### Book:Visitors to Langnau would have to wait patiently for a visit with the"}
{"text": "### Book:Mountain Doctor, because every day some eighty messengers would"}
{"text": "### Book:arrive at the pharmacy bearing flasks of urine from all over Europe."}
{"text": "### Book:Sch\u00fcppach claimed he could diagnose what ailed you simply by looking"}
{"text": "### Book:at a sample of your urine and reading a written description of your"}
{"text": "### Book:ailment. (Naturally he read the description very carefully before"}
{"text": "### Book:prescribing a cure.) When he finally had a spare minute (the urine"}
{"text": "### Book:samples took up much of his time), he would call the visitor into his"}
{"text": "### Book:office in the pharmacy. He would then examine this person\u2019s urine"}
{"text": "### Book:sample, explaining that its appearance would tell him everything he"}
{"text": "### Book:needed to know. Country people had a sense for these things, he would"}
{"text": "### Book:say\u2014their wisdom came from living a simple, godly life with none of"}
{"text": "### Book:the complications of urban living. This personal consultation would also"}
{"text": "### Book:include a discussion as to how one might bring one\u2019s soul more into"}
{"text": "### Book:harmony with nature.Sch\u00fcppach had devised many forms of treatment, each profoundly"}
{"text": "### Book:unlike the usual medical practices of the time. He was a believer, for"}
{"text": "### Book:instance, in electric shock therapy. To those who wondered whether this"}
{"text": "### Book:was in keeping with his belief in the healing power of nature, he would"}
{"text": "### Book:explain that electricity is a natural phenomenon; he was merely imitating"}
{"text": "### Book:the power of lightning. One of his patients claimed to be inhabited by"}
{"text": "### Book:seven devils. The doctor cured him with electrical shocks, and as he"}
{"text": "### Book:administered these he exclaimed that he could see the devils flying out of"}
{"text": "### Book:the man\u2019s body, one by one. Another man claimed to have swallowed a"}
{"text": "### Book:hay wagon and its driver, which were causing him massive pains in the"}
{"text": "### Book:chest. The Mountain Doctor listened patiently, claimed to be able to hear"}
{"text": "### Book:the crack of a whip in the man\u2019s belly, promised to cure him, and gave"}
{"text": "### Book:him a sedative and a purgative. The man fell asleep on a chair outside the"}
{"text": "### Book:pharmacy. As soon as he awoke he vomited, and as he vomited a hay"}
{"text": "### Book:wagon sped past him (the Mountain Doctor had hired it for the"}
{"text": "### Book:occasion), the crack of its whip making him feel that somehow he had"}
{"text": "### Book:indeed expelled it under the doctor\u2019s care."}
{"text": "### Book:Over the years, the Mountain Doctor\u2019s fame grew. He was consulted"}
{"text": "### Book:by the powerful\u2014even the writer Goethe made the trek to his village\u2014"}
{"text": "### Book:and he became the center of a cult of nature in which everything natural"}
{"text": "### Book:was considered worthy of worship. Sch\u00fcppach was careful to create"}
{"text": "### Book:effects that would entertain and inspire his patients. A professor who"}
{"text": "### Book:visited him once wrote, \u201cOne stands or sits in company, one plays cards,"}
{"text": "### Book:sometimes with a young woman; now a concert is given, now a lunch or"}
{"text": "### Book:supper, and now a little ballet is presented. With a very happy effect, the"}
{"text": "### Book:freedom of nature is everywhere united with the pleasures of the beau"}
{"text": "### Book:monde, and if the doctor is not able to heal any diseases, he can at least"}
{"text": "### Book:cure hypochondria and the vapors.\u201d"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Sch\u00fcppach had begun his career as an ordinary village doctor. He would"}
{"text": "### Book:sometimes use in his practice some of the village remedies he had grown"}
{"text": "### Book:up with, and apparently he noticed some results, for soon these herbal"}
{"text": "### Book:tinctures and natural forms of healing became his specialty. And in fact"}
{"text": "### Book:his natural form of healing did have profound psychological effects on"}
{"text": "### Book:his patients. Where the normal drugs of the time created fear and pain,"}
{"text": "### Book:Sch\u00fcppach\u2019s treatments were comfortable and soothing. The resulting"}
{"text": "### Book:improvement in the patient\u2019s mood was a critical element in the cures hebrought about. His patients believed so deeply in his skills that they"}
{"text": "### Book:willed themselves into health. Instead of scoffing at their irrational"}
{"text": "### Book:explanations for their ailments, Sch\u00fcppach used their hypochondria to"}
{"text": "### Book:make it seem that he had effected a great cure."}
{"text": "### Book:The case of the Mountain Doctor teaches us valuable lessons in the"}
{"text": "### Book:creation of a cultlike following. First, you must find a way to engage"}
{"text": "### Book:people\u2019s will, to make their belief in your powers strong enough that they"}
{"text": "### Book:imagine all sorts of benefits. Their belief will have a self-fulfilling"}
{"text": "### Book:quality, but you must make sure that it is you, rather than their own will,"}
{"text": "### Book:who is seen as the agent of transformation. Find the belief, cause, or"}
{"text": "### Book:fantasy that will make them believe with a passion and they will imagine"}
{"text": "### Book:the rest, worshipping you as healer, prophet, genius, whatever you like."}
{"text": "### Book:Second, Sch\u00fcppach teaches us the everlasting power of belief in"}
{"text": "### Book:nature, and in simplicity. Nature, in reality, is full of much that is"}
{"text": "### Book:terrifying\u2014poisonous plants, fierce animals, sudden disasters, plagues."}
{"text": "### Book:Belief in the healing, comforting quality of nature is really a constructed"}
{"text": "### Book:myth, a romanticism. But the appeal to nature can bring you great power,"}
{"text": "### Book:especially in complicated and stressful times."}
{"text": "### Book:This appeal, however, must be handled right. Devise a kind of theater"}
{"text": "### Book:of nature in which you, as the director, pick and choose the qualities that"}
{"text": "### Book:fit the romanticism of the times. The Mountain Doctor played the part to"}
{"text": "### Book:perfection, playing up his homespun wisdom and wit, and staging his"}
{"text": "### Book:cures as dramatic pieces. He did not make himself one with nature;"}
{"text": "### Book:instead he molded nature into a cult, an artificial construction. To create"}
{"text": "### Book:a \u201cnatural\u201d effect you actually have to work hard, making nature"}
{"text": "### Book:theatrical and delightfully pagan. Otherwise no one will notice. Nature"}
{"text": "### Book:too must follow trends and be progressive."}
{"text": "### Book:Observance III"}
{"text": "### Book:In 1788, at the age of fifty-five, the doctor and scientist Franz Mesmer"}
{"text": "### Book:was at a crossroads. He was a pioneer in the study of animal magnetism"}
{"text": "### Book:\u2014the belief that animals contain magnetic matter, and that a doctor or"}
{"text": "### Book:specialist can effect miraculous cures by working on this charged"}
{"text": "### Book:substance\u2014but in Vienna, where he lived, his theories had met with"}
{"text": "### Book:scorn and ridicule from the medical establishment. In treating women for"}
{"text": "### Book:convulsions, Mesmer claimed to have worked a number of cures, his"}
{"text": "### Book:proudest achievement being the restoration of sight to a blind girl. But"}
{"text": "### Book:another doctor who examined the young girl said she was as blind asever, an assessment with which she herself agreed. Mesmer countered"}
{"text": "### Book:that his enemies were out to slander him by winning her over to their"}
{"text": "### Book:side. This claim only elicited more ridicule. Clearly the sober-minded"}
{"text": "### Book:Viennese were the wrong audience for his theories, and so he decided to"}
{"text": "### Book:move to Paris and start again."}
{"text": "### Book:Renting a splendid apartment in his new city, Mesmer decorated it"}
{"text": "### Book:appropriately. Stained glass in most of the windows created a religious"}
{"text": "### Book:feeling, and mirrors on all the walls produced an hypnotic effect. The"}
{"text": "### Book:doctor advertised that in his apartment he would give demonstrations of"}
{"text": "### Book:the powers of animal magnetism, inviting the diseased and melancholic"}
{"text": "### Book:to feel its powers. Soon Parisians of all classes (but mostly women, who"}
{"text": "### Book:seemed more attracted to the idea than men did) were paying for entry to"}
{"text": "### Book:witness the miracles that Mesmer promised."}
{"text": "### Book:Inside the apartment, the scents of orange blossom and exotic incense"}
{"text": "### Book:wafted through special vents. As the initiates filtered into the salon"}
{"text": "### Book:where the demonstrations took place, they heard harp music and the"}
{"text": "### Book:lulling sounds of a female vocalist coming from another room. In the"}
{"text": "### Book:center of the salon was a long oval container filled with water that"}
{"text": "### Book:Mesmer claimed had been magnetized. From holes in the container\u2019s"}
{"text": "### Book:metal lid protruded long movable iron rods. The visitors were instructed"}
{"text": "### Book:to sit around the container, place these magnetized rods on the body part"}
{"text": "### Book:that gave them pains or problems, and then hold hands with their"}
{"text": "### Book:neighbors, sitting as close as possible to one another to help the magnetic"}
{"text": "### Book:force pass between their bodies. Sometimes, too, they were attached to"}
{"text": "### Book:each other by cords."}
{"text": "### Book:THE POWIROI II"}
{"text": "### Book:In the town of Tarnopol lived a man by the name of Reb Feivel. One day,"}
{"text": "### Book:as he sat in his house deeply-absorbed in his Talmud, he heard a loud"}
{"text": "### Book:noise outside. When he went to the window he saw a lot of little"}
{"text": "### Book:pranksters. \u201cUp to some new piece of mischief, no doubt.\u201d he thought."}
{"text": "### Book:\u201cChildren, run quickly to the synagogue,\u201d he cried, leaning out and"}
{"text": "### Book:improvising the first story that occurred to him. \u201cYou\u2019ll see there a sea"}
{"text": "### Book:monster, and what a monster ! It\u2019s a creature with five feet, three eyes,"}
{"text": "### Book:and a beard like that of a goat, only it\u2019s green !\u201d"}
{"text": "### Book:And sure enough the children scampered off and Reb Feivel returned to"}
{"text": "### Book:his studies. He smiled into his beard as he thought of the trick he had"}
{"text": "### Book:played on those little rascals. It wasn\u2019t long before his studies were"}
{"text": "### Book:interrupted again, this time by running footsteps. When he went to thewindow he saw several Jews running. \u201cWhere are you running ?\u201d he"}
{"text": "### Book:called out."}
{"text": "### Book:\u201cTo the sonagogue !\u201d answered the Jews. \u201cHaven\u2019t you heard? There\u2019s a"}
{"text": "### Book:sea monster, there\u2019s a creature with five legs, three eyes, and a beard like"}
{"text": "### Book:that of a goat, only it\u2019s green !\u201d Reb Feivel laughed with glee, thinking of"}
{"text": "### Book:the trick he had played, and sat down again to his Talmud. But no sooner"}
{"text": "### Book:had he begun to concentrate when suddenly he heard a dinning tumult"}
{"text": "### Book:outside. And what did he see? A great crowd of men, women and"}
{"text": "### Book:children, all running toward the synagogue. \u201cWhat\u2019s iep?\u201d he cried,"}
{"text": "### Book:sticking his head out of the window."}
{"text": "### Book:\u201cWhat a question! Why, don\u2019t you know?\u201d they answered. \u201cRight in front"}
{"text": "### Book:of the synagogue there\u2019s a sea monster. It\u2019s a creature with five legs,"}
{"text": "### Book:three eyes, and a beard like that of a goat, only it\u2019s green!\u201d"}
{"text": "### Book:And as the crowd hurried by, Reb Feivel suddenly noticed that the rabbi"}
{"text": "### Book:himself was among them."}
{"text": "### Book:\u201cLord of the world!\u201d he exclaimed. \u201cIf the rabbi himself is running with"}
{"text": "### Book:them surely there must be something happening. Where there\u2019s smoke"}
{"text": "### Book:there\u2019s fire!\u201d Without further thought Reb Feivel grabbed his hat, left his"}
{"text": "### Book:house, and also began running. \u201cWho can tell?\u201d he muttered to himself"}
{"text": "### Book:as he ran, all out of breath, toward the synagogue."}
{"text": "### Book:A TREASURY OF JEWISH FOLKLORE, NATHAN AUSUBEL, ED.,"}
{"text": "### Book:1948"}
{"text": "### Book:Mesmer would leave the room, and \u201cassistant magnetizers\u201d\u2014all"}
{"text": "### Book:handsome and strapping young men\u2014would enter with jars of"}
{"text": "### Book:magnetized water that they would sprinkle on the patients, rubbing the"}
{"text": "### Book:healing fluid on their bodies, massaging it into their skin, moving them"}
{"text": "### Book:toward a trancelike state. And after a few minutes a kind of delirium"}
{"text": "### Book:would overcome the women. Some would sob, some would shriek and"}
{"text": "### Book:tear their hair, others would laugh hysterically. At the height of the"}
{"text": "### Book:delirium Mesmer would reenter the salon, dressed in a flowing silk robe"}
{"text": "### Book:embroidered with golden flowers and carrying a white magnetic rod."}
{"text": "### Book:Moving around the container, he would stroke and soothe the patients"}
{"text": "### Book:until calm was restored. Many women would later attribute the strange"}
{"text": "### Book:power he had on them to his piercing look, which, they thought, was"}
{"text": "### Book:exciting or quieting the magnetic fluids in their bodies."}
{"text": "### Book:Within months of his arrival in Paris, Mesmer became the rage. His"}
{"text": "### Book:supporters included Marie-Antoinette herself, the queen of France, wife"}
{"text": "### Book:of Louis XVI. As in Vienna, he was condemned by the official faculty of"}
{"text": "### Book:medicine, but it did not matter. His growing following of pupils and"}
{"text": "### Book:patients paid him handsomely.Mesmer expanded his theories to proclaim that all humanity could be"}
{"text": "### Book:brought into harmony through the power of magnetism, a concept with"}
{"text": "### Book:much appeal during the French Revolution. A cult of Mesmerism spread"}
{"text": "### Book:across the country; in many towns, \u201cSocieties of Harmony\u201d sprang up to"}
{"text": "### Book:experiment with magnetism. These societies eventually became"}
{"text": "### Book:notorious: They tended to be led by libertines who would turn their"}
{"text": "### Book:sessions into a kind of group orgy."}
{"text": "### Book:At the height of Mesmer\u2019s popularity, a French commission published"}
{"text": "### Book:a report based on years of testing the theory of animal magnetism. The"}
{"text": "### Book:conclusion: Magnetism\u2019s effects on the body actually came from a kind"}
{"text": "### Book:of group hysteria and autosuggestion. The report was well documented,"}
{"text": "### Book:and ruined Mesmer\u2019s reputation in France. He left the country and went"}
{"text": "### Book:into retirement. Only a few years later, however, imitators sprang up all"}
{"text": "### Book:over Europe and the cult of Mesmerism spread once again, its believers"}
{"text": "### Book:more numerous than ever."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Mesmer\u2019s career can be broken into two parts. When still in Vienna, he"}
{"text": "### Book:clearly believed in the validity of his theory, and did all he could to prove"}
{"text": "### Book:it. But his growing frustration and the disapproval of his colleagues made"}
{"text": "### Book:him adopt another strategy. First he moved to Paris, where no one knew"}
{"text": "### Book:him, and where his extravagant theories found a more fruitful soil. Then"}
{"text": "### Book:he appealed to the French love of theater and spectacle, making his"}
{"text": "### Book:apartment into a kind of magical world in which a sensory overload of"}
{"text": "### Book:smells, sights, and sounds entranced his customers. Most important, from"}
{"text": "### Book:now on he practiced his magnetism only on a group. The group provided"}
{"text": "### Book:the setting in which the magnetism would have its proper effect, one"}
{"text": "### Book:believer infecting the other, overwhelming any individual doubter."}
{"text": "### Book:Mesmer thus passed from being a confirmed advocate of magnetism to"}
{"text": "### Book:the role of a charlatan using every trick in the book to captivate the"}
{"text": "### Book:public. The biggest trick of all was to play on the repressed sexuality that"}
{"text": "### Book:bubbles under the surface of any group setting. In a group, a longing for"}
{"text": "### Book:social unity, a longing older than civilization, cries out to be awakened."}
{"text": "### Book:This desire may be subsumed under a unifying cause, but beneath it is a"}
{"text": "### Book:repressed sexuality that the charlatan knows how to exploit and"}
{"text": "### Book:manipulate for his own purposes."}
{"text": "### Book:This is the lesson that Mesmer teaches us: Our tendency to doubt, the"}
{"text": "### Book:distance that allows us to reason, is broken down when we join a group.The warmth and infectiousness of the group overwhelm the skeptical"}
{"text": "### Book:individual. This is the power you gain by creating a cult. Also, by"}
{"text": "### Book:playing on people\u2019s repressed sexuality, you lead them into mistaking"}
{"text": "### Book:their excited feelings for signs of your mystical strength. You gain untold"}
{"text": "### Book:power by working on people\u2019s unrealized desire for a kind of"}
{"text": "### Book:promiscuous and pagan unity."}
{"text": "### Book:Remember too that the most effective cults mix religion with science."}
{"text": "### Book:Take the latest technological trend or fad and blend it with a noble cause,"}
{"text": "### Book:a mystical faith, a new form of healing. People\u2019s interpretations of your"}
{"text": "### Book:hybrid cult will run rampant, and they will attribute powers to you that"}
{"text": "### Book:you had never even thought to claim."}
{"text": "### Book:Image: The Magnet. An unseen force draws objects to it, which in turn"}
{"text": "### Book:become magnetized themselves, drawing other pieces to them, the"}
{"text": "### Book:magnetic power of the whole constantly increasing. But take away the"}
{"text": "### Book:original magnet and it all falls apart. Become the magnet, the invisible"}
{"text": "### Book:force that attracts people\u2019s imaginations and holds them together. Once"}
{"text": "### Book:they have clustered around you, no power can wrest them away."}
{"text": "### Book:Authority: The charlatan achieves his great power by simply opening a"}
{"text": "### Book:possibility for men to believe what they already want to believe\u2026. The"}
{"text": "### Book:credulous cannot keep at a distance; they crowd around the wonder"}
{"text": "### Book:worker, entering his personal aura, surrendering themselves to illusion"}
{"text": "### Book:with a heavy solemnity, like cattle. (Grete de Francesco)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:One reason to create a following is that a group is often easier to deceive"}
{"text": "### Book:than an individual, and turns over to you that much more power. This"}
{"text": "### Book:comes, however, with a danger: If at any moment the group sees through"}
{"text": "### Book:you, you will find yourself facing not one deceived soul but an angry"}
{"text": "### Book:crowd that will tear you to pieces as avidly as it once followed you. The"}
{"text": "### Book:charlatans constantly faced this danger, and were always ready to moveout of town as it inevitably became clear that their elixirs did not work"}
{"text": "### Book:and their ideas were sham. Too slow and they paid with their lives. In"}
{"text": "### Book:playing with the crowd, you are playing with fire, and must constantly"}
{"text": "### Book:keep an eye out for any sparks of doubt, any enemies who will turn the"}
{"text": "### Book:crowd against you. When you play with the emotions of a crowd, you"}
{"text": "### Book:have to know how to adapt, attuning yourself instantaneously to all of"}
{"text": "### Book:the moods and desires that a group will produce. Use spies, be on top of"}
{"text": "### Book:everything, and keep your bags packed."}
{"text": "### Book:For this reason you may often prefer to deal with people one by one."}
{"text": "### Book:Isolating them from their normal milieu can have the same effect as"}
{"text": "### Book:putting them in a group\u2014it makes them more prone to suggestion and"}
{"text": "### Book:intimidation. Choose the right sucker and if he eventually sees through"}
{"text": "### Book:you he may prove easier to escape than a crowd.LAW 28"}
{"text": "### Book:ENTER ACTION WITH BOLDNESS"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:If you are unsure of a course of action, do not attempt it. Your doubts and"}
{"text": "### Book:hesitations will infect your execution. Timidity is dangerous: Better to"}
{"text": "### Book:enter with boldness. Any mistakes you commit through audacity are"}
{"text": "### Book:easily corrected with more audacity. Everyone admires the bold; no one"}
{"text": "### Book:honors the timid."}
{"text": "### Book:THE TWO ADVENTURERS"}
{"text": "### Book:The path of pleasure never leads to glory! The prodigious achievements"}
{"text": "### Book:of Hercules were the result of high adventure, and though there is little,"}
{"text": "### Book:either in fable or history, to show that he had any rivals, still it is"}
{"text": "### Book:recorded that a knight errant, in company with a fellow adventurer,"}
{"text": "### Book:sought his fortune in a romantic country. He had not traveled far when"}
{"text": "### Book:his companion observed a post, on which was written the following"}
{"text": "### Book:inscription: \u201cBrave adventurer, if you have a desire to discover that"}
{"text": "### Book:which has never been seen by any knight errant, you have only to pass"}
{"text": "### Book:this torrent, and then take in your arms an elephant of stone and carry it"}
{"text": "### Book:in one breath to the summit of this mountain, whose noble head seems"}
{"text": "### Book:blended with the sky.\u201d \u201cBut,\u201d said the knight\u2019s companion, \u201cthe water"}
{"text": "### Book:may be deep as well as rapid, and though, notwithstanding, we should"}
{"text": "### Book:pass it, why should we be encumbered with the elephant? What a"}
{"text": "### Book:ridiculous undertaking!\u201d And philosophically and with nice calculation,"}
{"text": "### Book:he observed that the elephant might be carried four steps; but for"}
{"text": "### Book:conveying it to the top of the mountain in one breath, that was not in the"}
{"text": "### Book:power of a mortal, unless it should"}
{"text": "### Book:be the dwarf figure of an elephant, fit only to be placed on the top of a"}
{"text": "### Book:stick; and then what honor would there be in such an adventure? \u201cThere"}
{"text": "### Book:is,\u201d said he, \u201csome deception in this writing. It is an enigma only fit to"}
{"text": "### Book:amuse a child. I shall therefore leave you and your elephant.\u201dThe reasoner then departed; but the adventurous man rushed with his"}
{"text": "### Book:eyes closed across the water; neither depth nor violence prevented him."}
{"text": "### Book:and according to the inscription he saw the elephant lying on the"}
{"text": "### Book:opposite bank."}
{"text": "### Book:He took it and carried it to the top of the hill, where he saw a town. A"}
{"text": "### Book:shriek from the elephant alarmed the people of the city, who rose in"}
{"text": "### Book:arms; but the adventurer, nothing daunted, was determined to die a hero."}
{"text": "### Book:The people, however, were awed by his presence, and he was astonished"}
{"text": "### Book:to hear them proclaim him successor to their king, who had recently"}
{"text": "### Book:died. Great enterprises are only achieved by adventurous spirits. They"}
{"text": "### Book:who calculate with too great nicety every difficulty and obstacle which is"}
{"text": "### Book:likely to lie in their way, lose that time in hesitation, which the more"}
{"text": "### Book:daring seize and render available to the loftiest purposes."}
{"text": "### Book:FABLES. JEAN DE LA FONTAINE, 1621-1695"}
{"text": "### Book:BOLDNESS AND HESITATION: A Brief Psychological Comparison"}
{"text": "### Book:Boldness and hesitation elicit very different psychological responses in"}
{"text": "### Book:their targets: Hesitation puts obstacles in your path, boldness eliminates"}
{"text": "### Book:them. Once you understand this, you will find it essential to overcome"}
{"text": "### Book:your natural timidity and practice the art of audacity. The following are"}
{"text": "### Book:among the most pronounced psychological effects of boldness and"}
{"text": "### Book:timidity."}
{"text": "### Book:The Bolder the Lie the Better. We all have weaknesses, and our efforts"}
{"text": "### Book:are never perfect. But entering action with boldness has the magical"}
{"text": "### Book:effect of hiding our deficiencies. Con artists know that the bolder the lie,"}
{"text": "### Book:the more convincing it becomes. The sheer audacity of the story makes it"}
{"text": "### Book:more credible, distracting attention from its inconsistencies. When"}
{"text": "### Book:putting together a con or entering any kind of negotiation, go further than"}
{"text": "### Book:you planned. Ask for the moon and you will be surprised how often you"}
{"text": "### Book:get it."}
{"text": "### Book:Lions Circle the Hesitant Prey. People have a sixth sense for the"}
{"text": "### Book:weaknesses of others. If, in a first encounter, you demonstrate your"}
{"text": "### Book:willingness to compromise, back down, and retreat, you bring out the"}
{"text": "### Book:lion even in people who are not necessarily bloodthirsty. Everything"}
{"text": "### Book:depends on perception, and once you are seen as the kind of person who"}
{"text": "### Book:quickly goes on the defensive, who is willing to negotiate and be"}
{"text": "### Book:amenable, you will be pushed around without mercy.Boldness Strikes Fear; Fear Creates Authority. The bold move makes"}
{"text": "### Book:you seem larger and more powerful than you are. If it comes suddenly,"}
{"text": "### Book:with the stealth and swiftness of a snake, it inspires that much more fear."}
{"text": "### Book:By intimidating with a bold move, you establish a precedent: in every"}
{"text": "### Book:subsequent encounter, people will be on the defensive, in terror of your"}
{"text": "### Book:next strike."}
{"text": "### Book:Going Halfway with Half a Heart Digs the Deeper Grave. If you enter"}
{"text": "### Book:an action with less than total confidence, you set up obstacles in your"}
{"text": "### Book:own path. When a problem arises you will grow confused, seeing options"}
{"text": "### Book:where there are none and inadvertently creating more problems still."}
{"text": "### Book:Retreating from the hunter, the timid hare scurries more easily into his"}
{"text": "### Book:snares."}
{"text": "### Book:Hesitation Creates Gaps, Boldness Obliterates Them. When you take"}
{"text": "### Book:time to think, to hem and haw, you create a gap that allows others time to"}
{"text": "### Book:think as well. Your timidity infects people with awkward energy, elicits"}
{"text": "### Book:embarrassment. Doubt springs up on all sides."}
{"text": "### Book:Boldness destroys such gaps. The swiftness of the move and the"}
{"text": "### Book:energy of the action leave others no space to doubt and worry. In"}
{"text": "### Book:seduction, hesitation is fatal\u2014it makes your victim conscious of your"}
{"text": "### Book:intentions. The bold move crowns seduction with triumph: It leaves no"}
{"text": "### Book:time for reflection."}
{"text": "### Book:Audacity Separates You from the Herd. Boldness gives you presence"}
{"text": "### Book:and makes you seem larger than life. The timid fade into the wallpaper,"}
{"text": "### Book:the bold draw attention, and what draws attention draws power. We"}
{"text": "### Book:cannot keep our eyes off the audacious\u2014we cannot wait to see their next"}
{"text": "### Book:bold move."}
{"text": "### Book:OBSERVANCES OF THE LAW"}
{"text": "### Book:Observance IIn May of 1925, five of the most successful dealers in the French scrap-"}
{"text": "### Book:metal business found themselves invited to an \u201cofficial\u201d but \u201chighly"}
{"text": "### Book:confidential\u201d meeting with the deputy director general of the Ministry of"}
{"text": "### Book:Post and Telegraphs at the Hotel Crillon, then the most luxurious hotel in"}
{"text": "### Book:Paris. When the businessmen arrived, it was the director general himself,"}
{"text": "### Book:a Monsieur Lustig, who met them in a swank suite on the top floor."}
{"text": "### Book:The businessmen had no idea why they had been summoned to this"}
{"text": "### Book:meeting, and they were bursting with curiosity. After drinks, the director"}
{"text": "### Book:explained. \u201cGentlemen,\u201d he said, \u201cthis is an urgent matter that requires"}
{"text": "### Book:complete secrecy. The government is going to have to tear down the"}
{"text": "### Book:Eiffel Tower.\u201d The dealers listened in stunned silence as the director"}
{"text": "### Book:explained that the tower, as recently reported in the news, desperately"}
{"text": "### Book:needed repairs. It had originally been meant as a temporary structure (for"}
{"text": "### Book:the Exposition of 1889), its maintenance costs had soared over the years,"}
{"text": "### Book:and now, in a time of a fiscal crisis, the government would have to spend"}
{"text": "### Book:millions to fix it. Many Parisians considered the Eiffel Tower an eyesore"}
{"text": "### Book:and would be delighted to see it go. Over time, even the tourists would"}
{"text": "### Book:forget about it\u2014it would live on in photographs and postcards."}
{"text": "### Book:\u201cGentlemen,\u201d Lustig said, \u201cyou are all invited to make the government"}
{"text": "### Book:an offer for the Eiffel Tower.\u201d"}
{"text": "### Book:He gave the businessmen sheets of government stationery filled with"}
{"text": "### Book:figures, such as the tonnage of the tower\u2019s metal. Their eyes popped as"}
{"text": "### Book:they calculated how much they could make from the scrap. Then Lustig"}
{"text": "### Book:led them to a waiting limo, which brought them to the Eiffel Tower."}
{"text": "### Book:Flashing an official badge, he guided them through the area, spicing his"}
{"text": "### Book:tour with amusing anecdotes. At the end of the visit he thanked them and"}
{"text": "### Book:asked them to have their offers delivered to his suite within four days."}
{"text": "### Book:Several days after the offers were submitted, one of the five, a"}
{"text": "### Book:Monsieur P., received notice that his bid was the winner, and that to"}
{"text": "### Book:secure the sale he should come to the suite at the hotel within two days,"}
{"text": "### Book:bearing a certified check for more than 250,000 francs (the equivalent"}
{"text": "### Book:today of about $1,000,000)\u2014a quarter of the total price. On delivery of"}
{"text": "### Book:the check, he would receive the documents confirming his ownership of"}
{"text": "### Book:the Eiffel Tower. Monsieur P. was excited\u2014he would go down in history"}
{"text": "### Book:as the man who had bought and torn down the infamous landmark. But"}
{"text": "### Book:by the time he arrived at the suite, check in hand, he was beginning to"}
{"text": "### Book:have doubts about the whole affair. Why meet in a hotel instead of a"}
{"text": "### Book:government building? Why hadn\u2019t he heard from other officials? Was"}
{"text": "### Book:this a hoax, a scam? As he listened to Lustig discuss the arrangementsfor the scrapping of the tower, he hesitated, and contemplated backing"}
{"text": "### Book:out."}
{"text": "### Book:Suddenly, however, he realized that the director had changed his tone."}
{"text": "### Book:Instead of talking about the tower, he was complaining about his low"}
{"text": "### Book:salary, about his wife\u2019s desire for a fur coat, about how galling it was to"}
{"text": "### Book:work hard and be unappreciated. It dawned on Monsieur P. that this high"}
{"text": "### Book:government official was asking for a bribe. The effect on him, though,"}
{"text": "### Book:was not outrage but relief. Now he was sure that Lustig was for real,"}
{"text": "### Book:since in all of his previous encounters with French bureaucrats, they had"}
{"text": "### Book:inevitably asked for a little greasing of the palm. His confidence"}
{"text": "### Book:restored, Monsieur P. slipped the director several thousand francs in bills,"}
{"text": "### Book:then handed him the certified check. In return he received the"}
{"text": "### Book:documentation, including an impressive-looking bill of sale. He left the"}
{"text": "### Book:hotel, dreaming of the profits and fame to come."}
{"text": "### Book:Over the next few days, however, as Monsieur P. waited for"}
{"text": "### Book:correspondence from the government, he began to realize that something"}
{"text": "### Book:was amiss. A few telephone calls made it clear that there was no deputy"}
{"text": "### Book:director general Lustig, and there were no plans to destroy the Eiffel"}
{"text": "### Book:Tower: He had been bilked of over 250,000 francs!"}
{"text": "### Book:Monsieur P. never went to the police. He knew what kind of reputation"}
{"text": "### Book:he would get if word got out that he had fallen for one of the most"}
{"text": "### Book:absurdly audacious cons in history. Besides the public humiliation, it"}
{"text": "### Book:would have been business suicide."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Had Count Victor Lustig, con artist extraordinaire, tried to sell the Arc de"}
{"text": "### Book:Triomphe, a bridge over the Seine, a statue of Balzac, no one would have"}
{"text": "### Book:believed him. But the Eiffel Tower was just too large, too improbable to"}
{"text": "### Book:be part of a con job. In fact it was so improbable that Lustig was able to"}
{"text": "### Book:return to Paris six months later and \u201cresell\u201d the Eiffel Tower to a"}
{"text": "### Book:different scrap-iron dealer, and for a higher price\u2014a sum in francs"}
{"text": "### Book:equivalent today to over $1,500,000!"}
{"text": "### Book:Largeness of scale deceives the human eye. It distracts and awes us,"}
{"text": "### Book:and is so self-evident that we cannot imagine there is any illusion or"}
{"text": "### Book:deception afoot. Arm yourself with bigness and boldness\u2014stretch your"}
{"text": "### Book:deceptions as far as they will go and then go further. If you sense that the"}
{"text": "### Book:sucker has suspicions, do as the intrepid Lustig did: Instead of backing"}
{"text": "### Book:down, or lowering his price, he simply raised his price higher, by askingfor and getting a bribe. Asking for more puts the other person on the"}
{"text": "### Book:defensive, cuts out the nibbling effect of compromise and doubt, and"}
{"text": "### Book:overwhelms with its boldness."}
{"text": "### Book:Always set to work without misgivings on the score of imprudence. Fear"}
{"text": "### Book:of failure in the mind of a performer is, for an onlooker, already evidence"}
{"text": "### Book:of failure\u2026. Actions are dangerous when there is doubt as to their"}
{"text": "### Book:wisdom; it would be safer to do nothing."}
{"text": "### Book:BALTASAR GRACI\u00c1N, 1601-1658"}
{"text": "### Book:THE STORY OF HUH SAENG"}
{"text": "### Book:In a lowly thatched cottage in the Namsan Valley there lived a poor"}
{"text": "### Book:couple, Mr. and Mrs. Huh Saeng. The husband confined himself for"}
{"text": "### Book:seven years and only read books in his cold room\u2026. One day his wife, all"}
{"text": "### Book:in tears, said to him: \u201cLook here, my good man! What is the use of all"}
{"text": "### Book:your book reading? I have spent my youth in washing and sewing for"}
{"text": "### Book:other people and yet I have no spare jacket or skirt to wear and I have"}
{"text": "### Book:had no food to eat during the past three days. I am hungry and cold. I"}
{"text": "### Book:can stand it no more!\u201d \u2026 Hearing these words, the middle-aged scholar"}
{"text": "### Book:closed his book\u2026 rose to his feet and\u2026 without saying another word, he"}
{"text": "### Book:went out of doors\u2026. Arriving in the heart of the city, he slopped a"}
{"text": "### Book:passing gentleman. \u201cHello, my friend! Who is the richest man in town?\u201d"}
{"text": "### Book:\u201cPoor countryman! Don\u2019t you know Bv\u00f4n-ssi, the millionaire? His"}
{"text": "### Book:glittering tile-roofed house pierced by twelve gates is just over there.\u201d"}
{"text": "### Book:Huh Saeng bent his steps to the rich man\u2019s house. Having entered the btg"}
{"text": "### Book:gate, he flung the guest-room door open and addressed the host:\u201cI need"}
{"text": "### Book:10,000 yang for capital for my commercial business and I want you to"}
{"text": "### Book:lend me the money.\u201d \u201cAlright, sir. Where shall I send the money?\u201d"}
{"text": "### Book:\u201cTo the Ans\u00f4ng Market in care of a commission merchant.\u201d \u201cVery well."}
{"text": "### Book:sir. I will draw on Kim, who does the biggest commission business in the"}
{"text": "### Book:Ans\u00f4ng Market. You\u2019ll get the money there.\u201d \u201cGood-bye. sir.\u201d When Huh"}
{"text": "### Book:Saeng was gone, all the other guests in the room asked Bv\u00f4n-ssi why he"}
{"text": "### Book:gave so much money to a beggarlike stranger whose family name was"}
{"text": "### Book:unknown to him. But the rich man replied with a triumphant face: \u201cEven"}
{"text": "### Book:though he was in ragged clothes, he spoke clearly to the point without"}
{"text": "### Book:betraying shame or inferiority, unlike common people who want to"}
{"text": "### Book:borrow money for a bad debt. Such a man as he is either mad or self-"}
{"text": "### Book:confident in doing business. But judging from his dauntless eyes and"}
{"text": "### Book:booming voice he is an uncommon man with a superhuman brain,"}
{"text": "### Book:worthy of my trust. I know money and I know men. Money often makes aman small, but a man like him makes big money. I am only glad to have"}
{"text": "### Book:helped a big man do big business.\u201d"}
{"text": "### Book:BEHIND THE SCENES OF ROYAL PALACES IN KOREA, HA TAE-"}
{"text": "### Book:HUNG, 1983"}
{"text": "### Book:Observance II"}
{"text": "### Book:On his deathbed in 1533, Vasily III, the Grand Duke of Moscow and"}
{"text": "### Book:ruler of a semi-united Russia, proclaimed his three-year-old son, Ivan IV,"}
{"text": "### Book:as his successor. He appointed his young wife, Helena, as regent until"}
{"text": "### Book:Ivan reached his majority and could rule on his own. The aristocracy\u2014"}
{"text": "### Book:the boyars\u2014secretly rejoiced: For years the dukes of Moscow had been"}
{"text": "### Book:trying to extend their authority over the boyars\u2019 turf. With Vasily dead,"}
{"text": "### Book:his heir a mere three years old, and a young woman in charge of the"}
{"text": "### Book:dukedom, the boyars would be able to roll back the dukes\u2019 gains, wrest"}
{"text": "### Book:control of the state, and humiliate the royal family."}
{"text": "### Book:Aware of these dangers, young Helena turned to her trusted friend"}
{"text": "### Book:Prince Ivan Obolensky to help her rule. But after five years as regent she"}
{"text": "### Book:suddenly died\u2014poisoned by a member of the Shuisky family, the most"}
{"text": "### Book:fearsome boyar clan. The Shuisky princes seized control of the"}
{"text": "### Book:government and threw Obolensky in prison, where he starved to death."}
{"text": "### Book:At the age of eight, Ivan was now a despised orphan, and any boyar or"}
{"text": "### Book:family member who took an interest in him was immediately banished or"}
{"text": "### Book:killed."}
{"text": "### Book:And so Ivan roamed the palace, hungry, ill clothed, and often in hiding"}
{"text": "### Book:from the Shuiskys, who treated him roughly when they saw him. On"}
{"text": "### Book:some days they would search him out, clothe him in royal robes, hand"}
{"text": "### Book:him a scepter, and set him on the throne\u2014a kind of mock ritual in which"}
{"text": "### Book:they lampooned his royal pretensions. Then they would shoo him away."}
{"text": "### Book:One evening several of them chased the Metropolitan\u2014the head of the"}
{"text": "### Book:Russian church\u2014through the palace, and he sought refuge in Ivan\u2019s"}
{"text": "### Book:room; the boy watched in horror as the Shuiskys entered, hurled insults,"}
{"text": "### Book:and beat the Metropolitan mercilessly."}
{"text": "### Book:Ivan had one friend in the palace, a boyar named Vorontsov who"}
{"text": "### Book:consoled and advised him. One day, however, as he, Vorontsov, and the"}
{"text": "### Book:newest Metropolitan conferred in the palace refectory, several Shuiskys"}
{"text": "### Book:burst in, beat up Uorontsov, and insulted the Metropolitan by tearing and"}
{"text": "### Book:treading on his robes. Then they banished Vorontsov from Moscow.Throughout all this Ivan maintained a strict silence. To the boyars it"}
{"text": "### Book:seemed that their plan had worked: The young man had turned into a"}
{"text": "### Book:terrified and obedient idiot. They could ignore him now, even leave him"}
{"text": "### Book:alone. But on the evening of December 29, 1543, Ivan, now thirteen,"}
{"text": "### Book:asked Prince Andrei Shuisky to come to his room. When the prince"}
{"text": "### Book:arrived, the room was filled with palace guards. Young Ivan then pointed"}
{"text": "### Book:his finger at Andrei and ordered the guards to arrest him, have him"}
{"text": "### Book:killed, and throw his body to the bloodhounds in the royal kennel. Over"}
{"text": "### Book:the next few days Ivan had all of Andrei\u2019s close associates arrested and"}
{"text": "### Book:banished. Caught off-guard by his sudden boldness, the boyars now"}
{"text": "### Book:stood in mortal terror of this youth, the future Ivan the Terrible, who had"}
{"text": "### Book:planned and waited for five years to execute this one swift and bold act"}
{"text": "### Book:that would secure his power for decades to come."}
{"text": "### Book:Interpretation"}
{"text": "### Book:The world is full of boyars\u2014men who despise you, fear your ambition,"}
{"text": "### Book:and jealously guard their shrinking realms of power. You need to"}
{"text": "### Book:establish your authority and gain respect, but the moment the boyars"}
{"text": "### Book:sense your growing boldness, they will act to thwart you. This is how"}
{"text": "### Book:Ivan met such a situation: He lay low, showing neither ambition nor"}
{"text": "### Book:discontent. He waited, and when the time came he brought the palace"}
{"text": "### Book:guards over to his side. The guards had come to hate the cruel Shuiskys."}
{"text": "### Book:Once they agreed to Ivan\u2019s plan, he struck with the swiftness of a snake,"}
{"text": "### Book:pointing his finger at Shuisky and giving him no time to react."}
{"text": "### Book:Negotiate with a boyar and you create opportunities for him. A small"}
{"text": "### Book:compromise becomes the toehold he needs to tear you apart. The sudden"}
{"text": "### Book:bold move, without discussion or warning, obliterates these toeholds, and"}
{"text": "### Book:builds your authority. You terrify doubters and despisers and gain the"}
{"text": "### Book:confidence of the many who admire and glorify those who act boldly."}
{"text": "### Book:Observance III"}
{"text": "### Book:In 1514 the twenty-two-year-old Pietro Aretino was working as a lowly"}
{"text": "### Book:assistant scullion to a wealthy Roman family. He had ambitions of"}
{"text": "### Book:greatness as a writer, to enflame the world with his name, but how could"}
{"text": "### Book:a mere lackey hope to realize such dreams?"}
{"text": "### Book:That year Pope Leo X received from the king of Portugal an embassy"}
{"text": "### Book:that included many gifts, most prominent among them a great elephant,the first in Rome since imperial times. The pontiff adored this elephant"}
{"text": "### Book:and showered it with attention and gifts. But despite his love and care,"}
{"text": "### Book:the elephant, which was called Hanno, became deathly ill. The pope"}
{"text": "### Book:summoned doctors, who administered a five-hundred-pound purgative to"}
{"text": "### Book:the elephant, but all to no avail. The animal died and the pope went into"}
{"text": "### Book:mourning. To console himself he summoned the great painter Raphael"}
{"text": "### Book:and ordered him to create a life-sized painting of Hanno above the"}
{"text": "### Book:animal\u2019s tomb, bearing the inscription, \u201cWhat nature took away, Raphael"}
{"text": "### Book:has with his art restored.\u201d"}
{"text": "### Book:Over the next few days, a pamphlet circulated throughout Rome that"}
{"text": "### Book:caused great merriment and laughter. Entitled \u201cThe Last Will and"}
{"text": "### Book:Testament of the Elephant Hanno,\u201d it read, in part, \u201cTo my heir the"}
{"text": "### Book:Cardinal Santa Croce, I give my knees, so that he can imitate my"}
{"text": "### Book:genuflections\u2026. To my heir Cardinal Santi Quattro, I give my jaws, so"}
{"text": "### Book:that he can more readily devour all of Christ\u2019s revenues\u2026. To my heir"}
{"text": "### Book:Cardinal Medici, I give my ears, so that he can hear everyone\u2019s"}
{"text": "### Book:doings\u2026.\u201d To Cardinal Grassi, who had a reputation for lechery, the"}
{"text": "### Book:elephant bequeathed the appropriate, oversized part of his own anatomy."}
{"text": "### Book:On and on the anonymous pamphlet went, sparing none of the great in"}
{"text": "### Book:Rome, not even the pope. With each one it took aim at their best-known"}
{"text": "### Book:weakness. The pamphlet ended with verse, \u201cSee to it that Aretino is your"}
{"text": "### Book:friend / For he is a bad enemy to have. / His words alone could ruin the"}
{"text": "### Book:high pope / So God guard everyone from his tongue.\u201d"}
{"text": "### Book:Interpretation"}
{"text": "### Book:With one short pamphlet, Aretino, son of a poor shoemaker and a servant"}
{"text": "### Book:himself, hurled himself to fame. Everyone in Rome rushed to find out"}
{"text": "### Book:who this daring young man was. Even the pope, amused by his audacity,"}
{"text": "### Book:sought him out and ended up giving him a job in the papal service. Over"}
{"text": "### Book:the years he came to be known as the \u201cScourge of Princes,\u201d and his"}
{"text": "### Book:biting tongue earned him the respect and fear of the great, from the king"}
{"text": "### Book:of France to the Hapsburg emperor."}
{"text": "### Book:Fear, which always magnifies objects, gives a body to all their fancies,"}
{"text": "### Book:which takes for its form whatever they conceive to exist in their enemies\u2019"}
{"text": "### Book:thoughts; so that fearful persons seldom fail to fall into real"}
{"text": "### Book:inconveniences, occasioned by imaginary dangers\u2026. And the duke,"}
{"text": "### Book:whose predominant character was to be always full of fear and of"}
{"text": "### Book:distrust, was, of all men I have ever seen, the most capable of falling intofalse steps, by the dread he had of falling into them; being in that like"}
{"text": "### Book:unto hares."}
{"text": "### Book:CARDINAL DE RETZ, 1613-1679"}
{"text": "### Book:The Aretino strategy is simple: When you are as small and obscure as"}
{"text": "### Book:David was, you must find a Goliath to attack. The larger the target, the"}
{"text": "### Book:more attention you gain. The bolder the attack, the more you stand out"}
{"text": "### Book:from the crowd, and the more admiration you earn. Society is full of"}
{"text": "### Book:those who think daring thoughts but lack the guts to print and publicize"}
{"text": "### Book:them. Voice what the public feels\u2014the expression of shared feelings is"}
{"text": "### Book:always powerful. Search out the most prominent target possible and sling"}
{"text": "### Book:your boldest shot. The world will enjoy the spectacle, and will honor the"}
{"text": "### Book:underdog\u2014you, that is\u2014with glory and power."}
{"text": "### Book:1111. BOY AND"}
{"text": "### Book:A boy playing in the fields got stung by a nettle. He ran home to his"}
{"text": "### Book:mother, telling her that he had but touched that nasty weed, and it had"}
{"text": "### Book:stung him. \u201cIt was just your touching it, my boy,\u201d said the mother, \u201cthat"}
{"text": "### Book:caused it to sting you; the next time you meddle with a nettle, grasp it"}
{"text": "### Book:tightly, and it will do you no hurt.\u201d"}
{"text": "### Book:Do boldly what you do at all."}
{"text": "### Book:FABLES, AESOP. SIXTH CENTURY B.C."}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:Most of us are timid. We want to avoid tension and conflict and we want"}
{"text": "### Book:to be liked by all. We may contemplate a bold action but we rarely bring"}
{"text": "### Book:it to life. We are terrified of the consequences, of what others might think"}
{"text": "### Book:of us, of the hostility we will stir up if we dare go beyond our usual"}
{"text": "### Book:place."}
{"text": "### Book:Although we may disguise our timidity as a concern for others, a"}
{"text": "### Book:desire not to hurt or offend them, in fact it is the opposite\u2014we are really"}
{"text": "### Book:self-absorbed, worried about ourselves and how others perceive us."}
{"text": "### Book:Boldness, on the other hand, is outer-directed, and often makes people"}
{"text": "### Book:feel more at ease, since it is less self-conscious and less repressed.This can be seen most clearly in seduction. All great seducers succeed"}
{"text": "### Book:through effrontery. Casanova\u2019s boldness was not revealed in a daring"}
{"text": "### Book:approach to the woman he desired, or in intrepid words to flatter her; it"}
{"text": "### Book:consisted in his ability to surrender himself to her completely and to"}
{"text": "### Book:make her believe he would do anything for her, even risk his life, which"}
{"text": "### Book:in fact he sometimes did. The woman on whom he lavished this attention"}
{"text": "### Book:understood that he held nothing back from her. This was infinitely more"}
{"text": "### Book:flattering than compliments. At no point during the seduction would he"}
{"text": "### Book:show hesitation or doubt, simply because he never felt it."}
{"text": "### Book:Part of the charm of being seduced is that it makes us feel engulfed,"}
{"text": "### Book:temporarily outside of ourselves and the usual doubts that permeate our"}
{"text": "### Book:lives. The moment the seducer hesitates, the charm is broken, because"}
{"text": "### Book:we become aware of the process, of their deliberate effort to seduce us,"}
{"text": "### Book:of their self-consciousness. Boldness directs attention outward and keeps"}
{"text": "### Book:the illusion alive. It never induces awkwardness or embarrassment. And"}
{"text": "### Book:so we admire the bold, and prefer to be around them, because their self-"}
{"text": "### Book:confidence infects us and draws us outside our own realm of inwardness"}
{"text": "### Book:and reflection."}
{"text": "### Book:HOW IOBL."}
{"text": "### Book:But with those who have made an impression upon your heart, I have"}
{"text": "### Book:noticed that you are timid. This quality might affect a bourgeoise, but"}
{"text": "### Book:you must attack the heart of a woman of the world with other weapons\u2026."}
{"text": "### Book:I tell you on behalf of women: there is not one of us who does not prefer"}
{"text": "### Book:a little rough handling to too much consideration. Men lose through"}
{"text": "### Book:blundering more hearts than virtue saves. The more timidity a lover"}
{"text": "### Book:shows with us the more it concerns our pride to goad him on; the more"}
{"text": "### Book:respect he has for our resistance, the more respect we demand of him."}
{"text": "### Book:We would willingly say to you men: \u201cAh, in pity\u2019s name do not suppose"}
{"text": "### Book:us to be so very virtuous; you are forcing us to have too much of it\u2026.\u201d"}
{"text": "### Book:We are continually struggling to hide the fact that we have permitted"}
{"text": "### Book:ourselves to be loved. Put a woman in a position to say that she has"}
{"text": "### Book:yielded only to a species of violence, or to surprise: persuade her that"}
{"text": "### Book:you do not undervalue her, and I will answer for her heart\u2026.A little more"}
{"text": "### Book:boldness on your part would put you both at your ease. Do you"}
{"text": "### Book:remember what M. de la Rochefoucauld told you lately: \u201cA reasonable"}
{"text": "### Book:man in love may act like a madman, but he should not and cannot act"}
{"text": "### Book:like an idiot.\u201dLIFE, LETTERS, AND EPICUREAN PHILOSOPHY OF NINON DE"}
{"text": "### Book:LENCLOS, NINON DE LENCLOS, 1620-1705"}
{"text": "### Book:Few are born bold. Even Napoleon had to cultivate the habit on the"}
{"text": "### Book:battlefield, where he knew it was a matter of life and death. In social"}
{"text": "### Book:settings he was awkward and timid, but he overcame this and practiced"}
{"text": "### Book:boldness in every part of his life because he saw its tremendous power,"}
{"text": "### Book:how it could literally enlarge a man (even one who, like Napoleon, was"}
{"text": "### Book:in fact conspicuously small). We also see this change in Ivan the"}
{"text": "### Book:Terrible: A harmless boy suddenly transforms himself into a powerful"}
{"text": "### Book:young man who commands authority, simply by pointing a finger and"}
{"text": "### Book:taking bold action."}
{"text": "### Book:You must practice and develop your boldness. You will often find uses"}
{"text": "### Book:for it. The best place to begin is often the delicate world of negotiation,"}
{"text": "### Book:particularly those discussions in which you are asked to set your own"}
{"text": "### Book:price. How often we put ourselves down by asking for too little. When"}
{"text": "### Book:Christopher Columbus proposed that the Spanish court finance his"}
{"text": "### Book:voyage to the Americas, he also made the insanely bold demand that he"}
{"text": "### Book:be called \u201cGrand Admiral of the Ocean.\u201d The court agreed. The price he"}
{"text": "### Book:set was the price he received\u2014he demanded to be treated with respect,"}
{"text": "### Book:and so he was. Henry Kissinger too knew that in negotiation, bold"}
{"text": "### Book:demands work better than starting off with piecemeal concessions and"}
{"text": "### Book:trying to meet the other person halfway. Set your value high, and then, as"}
{"text": "### Book:Count Lustig did, set it higher."}
{"text": "### Book:Understand: If boldness is not natural, neither is timidity. It is an"}
{"text": "### Book:acquired habit, picked up out of a desire to avoid conflict. If timidity has"}
{"text": "### Book:taken hold of you, then, root it out. Your fears of the consequences of a"}
{"text": "### Book:bold action are way out of proportion to reality, and in fact the"}
{"text": "### Book:consequences of timidity are worse. Your value is lowered and you"}
{"text": "### Book:create a self-fulfilling cycle of doubt and disaster. Remember: The"}
{"text": "### Book:problems created by an audacious move can be disguised, even"}
{"text": "### Book:remedied, by more and greater audacity."}
{"text": "### Book:Image: The Lion and the"}
{"text": "### Book:Hare. The lion creates no"}
{"text": "### Book:gaps in his way\u2014his"}
{"text": "### Book:movements are too"}
{"text": "### Book:swift, his jaws too quick"}
{"text": "### Book:and powerful. The"}
{"text": "### Book:timid hare will do any"}
{"text": "### Book:thing to escape danger,but in its haste to"}
{"text": "### Book:retreat and flee, it backs"}
{"text": "### Book:into traps, hops smack"}
{"text": "### Book:into its enemies\u2019 jaws."}
{"text": "### Book:Authority: I certainly think that it is better to be impetuous than cautious,"}
{"text": "### Book:for fortune is a woman, and it is necessary, if you wish to master her, to"}
{"text": "### Book:conquer her by force; and it can be seen that she lets herself be overcome"}
{"text": "### Book:by the bold rather than by those who proceed coldly. And therefore, like"}
{"text": "### Book:a woman, she is always a friend to the young, because they are less"}
{"text": "### Book:cautious, fiercer, and master her with greater audacity. (Niccol\u00f2"}
{"text": "### Book:Machiavelli, 1469-1527)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:Boldness should never be the strategy behind all of your actions. It is a"}
{"text": "### Book:tactical instrument, to be used at the right moment. Plan and think ahead,"}
{"text": "### Book:and make the final element the bold move that will bring you success. In"}
{"text": "### Book:other words, since boldness is a learned response, it is also one that you"}
{"text": "### Book:learn to control and utilize at will. To go through life armed only with"}
{"text": "### Book:audacity would be tiring and also fatal. You would offend too many"}
{"text": "### Book:people, as is proven by those who cannot control their boldness. One"}
{"text": "### Book:such person was Lola Montez; her audacity brought her triumphs and led"}
{"text": "### Book:to her seduction of the king of Bavaria. But since she could never rein in"}
{"text": "### Book:her boldness, it also led to her downfall\u2014in Bavaria, in England,"}
{"text": "### Book:wherever she turned. It crossed the border between boldness and the"}
{"text": "### Book:appearance of cruelty, even insanity. Ivan the Terrible suffered the same"}
{"text": "### Book:fate: When the power of boldness brought him success, he stuck to it, to"}
{"text": "### Book:the point where it became a lifelong pattern of violence and sadism. He"}
{"text": "### Book:lost the ability to tell when boldness was appropriate and when it was"}
{"text": "### Book:not."}
{"text": "### Book:Timidity has no place in the realm of power; you will often benefit,"}
{"text": "### Book:however, by being able to feign it. At that point, of course, it is no longertimidity but an offensive weapon: You are luring people in with your"}
{"text": "### Book:show of shyness, all the better to pounce on them boldly later.LAW 29"}
{"text": "### Book:PLAN ALL THE WAY TO THE END"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:The ending is everything. Plan all the way to it, taking into account all"}
{"text": "### Book:the possible consequences, obstacles, and twists of fortune that might"}
{"text": "### Book:reverse your hard work and give the glory to others. By planning to the"}
{"text": "### Book:end you will not be overwhelmed by circumstances and you will know"}
{"text": "### Book:when to stop. Gently guide fortune and help determine the future by"}
{"text": "### Book:thinking far ahead."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:In 1510 a ship set out from the island of Hispaniola (now Haiti and the"}
{"text": "### Book:Dominican Republic) for Venezuela, where it was to rescue a besieged"}
{"text": "### Book:Spanish colony. Several miles out of port, a stowaway climbed out of a"}
{"text": "### Book:provision chest: Vasco N\u00fa\u00f1ez de Balboa, a noble Spaniard who had"}
{"text": "### Book:come to the New World in search of gold but had fallen into debt and had"}
{"text": "### Book:escaped his creditors by hiding in the chest."}
{"text": "### Book:There are very few men\u2014and they are the exceptions\u2014who are able to"}
{"text": "### Book:think and feel beyond the present moment."}
{"text": "### Book:CARL VON CLAUSEWITZ, 1780-1831"}
{"text": "### Book:Balboa had been obsessed with gold ever since Columbus had"}
{"text": "### Book:returned to Spain from his voyages with tales of a fabulous but as yet"}
{"text": "### Book:undiscovered kingdom called El Dorado. Balboa was one of the first"}
{"text": "### Book:adventurers to come in search of Columbus\u2019s land of gold, and he had"}
{"text": "### Book:decided from the beginning that he would be the one to find it, throughsheer audacity and single-mindedness. Now that he was free of his"}
{"text": "### Book:creditors, nothing would stop him."}
{"text": "### Book:Unfortunately the ship\u2019s owner, a wealthy jurist named Francisco Fer"}
{"text": "### Book:n\u00e1ndez de Enciso, was furious when told of the stowaway, and he"}
{"text": "### Book:ordered that Balboa be left on the first island they came across. Before"}
{"text": "### Book:they found any island, however, Enciso received news that the colony he"}
{"text": "### Book:was to rescue had been abandoned. This was Balboa\u2019s chance. He told"}
{"text": "### Book:the sailors of his previous voyages to Panama, and of the rumors he had"}
{"text": "### Book:heard of gold in the area. The excited sailors convinced Enciso to spare"}
{"text": "### Book:Balboa\u2019s life, and to establish a colony in Panama. Weeks later they"}
{"text": "### Book:named their new settlement \u201cDarien.\u201d"}
{"text": "### Book:Darien\u2019s first governor was Enciso, but Balboa was not a man to let"}
{"text": "### Book:others steal the initiative. He campaigned against Enciso among the"}
{"text": "### Book:sailors, who eventually made it clear that they preferred him as governor."}
{"text": "### Book:Enciso fled to Spain, fearing for his life. Months later, when a"}
{"text": "### Book:representative of the Spanish crown arrived to establish himself as the"}
{"text": "### Book:new, official governor of Darien, he was turned away. On his return"}
{"text": "### Book:voyage to Spain, this man drowned; the drowning was accidental, but"}
{"text": "### Book:under Spanish law, Balboa had murdered the governor and usurped his"}
{"text": "### Book:position."}
{"text": "### Book:Balboa\u2019s bravado had got him out of scrapes before, but now his hopes"}
{"text": "### Book:of wealth and glory seemed doomed. To lay claim to El Dorado, should"}
{"text": "### Book:he discover it, he would need the approval of the Spanish king\u2014which,"}
{"text": "### Book:as an outlaw, he would never receive. There was only one solution."}
{"text": "### Book:Panamanian Indians had told Balboa of a vast ocean on the other side of"}
{"text": "### Book:the Central American isthmus, and had said that by traveling south upon"}
{"text": "### Book:this western coast, he would reach a fabulous land of gold, called by a"}
{"text": "### Book:name that to his ears sounded like \u201cBiru.\u201d Balboa decided he would"}
{"text": "### Book:cross the treacherous jungles of Panama and become the first European"}
{"text": "### Book:to bathe his feet in this new ocean. From there he would march on El"}
{"text": "### Book:Dorado. If he did this on Spain\u2019s behalf, he would obtain the eternal"}
{"text": "### Book:gratitude of the king, and would secure his own reprieve\u2014only he had to"}
{"text": "### Book:act before Spanish authorities came to arrest him."}
{"text": "### Book:THE TWO FROGS"}
{"text": "### Book:Two frogs dwelt in the same pool. The pool being dried up under the"}
{"text": "### Book:summer\u2019s heat, they left it, and set out together to seek another home. As"}
{"text": "### Book:they went along they chanced to pass a deep well, amply supplied with"}
{"text": "### Book:water, on seeing which one of the frogs said to the other: \u201cLet us descendand make our abode in this well, it will furnish us with shelter and"}
{"text": "### Book:food.\u201d The other replied with greater caution: \u201cBut suppose the water"}
{"text": "### Book:should fail us, how can we get out again from so great a depth?\u201d Do"}
{"text": "### Book:nothing without a regard to the consequences."}
{"text": "### Book:FABLES, AESOP, SIXTH CENTURY B.C."}
{"text": "### Book:In 1513, then, Balboa set out, with 190 soldiers. Halfway across the"}
{"text": "### Book:isthmus (some ninety miles wide at that point), only sixty soldiers"}
{"text": "### Book:remained, many having succumbed to the harsh conditions\u2014the blood-"}
{"text": "### Book:sucking insects, the torrential rainfall, fever. Finally, from a mountaintop,"}
{"text": "### Book:Balboa became the first European to lay eyes on the Pacific Ocean. Days"}
{"text": "### Book:later he marched in his armor into its waters, bearing the banner of"}
{"text": "### Book:Castile and claiming all its seas, lands, and islands in the name of the"}
{"text": "### Book:Spanish throne."}
{"text": "### Book:Look to the end, no matter what it is you are considering. Often enough,"}
{"text": "### Book:God gives a man a glimpse of happiness, and then utterly ruins him."}
{"text": "### Book:THE HISTORIES, HERODOTUS, FIFTH CENTURY B.C."}
{"text": "### Book:Indians from the area greeted Balboa with gold, jewels, and precious"}
{"text": "### Book:pearls, the like of which he had never seen. When he asked where these"}
{"text": "### Book:had come from, the Indians pointed south, to the land of the Incas. But"}
{"text": "### Book:Balboa had only a few soldiers left. For the moment, he decided, he"}
{"text": "### Book:should return to Darien, send the jewels and gold to Spain as a token of"}
{"text": "### Book:good will, and ask for a large army to aid him in the conquest of El"}
{"text": "### Book:Dorado."}
{"text": "### Book:When news reached Spain of Balboa\u2019s bold crossing of the isthmus,"}
{"text": "### Book:his discovery of the western ocean, and his planned conquest of El"}
{"text": "### Book:Dorado, the former criminal became a hero. He was instantly proclaimed"}
{"text": "### Book:governor of the new land. But before the king and queen received word"}
{"text": "### Book:of his discovery, they had already sent a dozen ships, under the command"}
{"text": "### Book:of a man named Pedro Arias D\u00e1vila, \u201cPedrarias,\u201d with orders to arrest"}
{"text": "### Book:Balboa for murder and to take command of the colony. By the time"}
{"text": "### Book:Pedrarias arrived in Panama, he had learned that Balboa had been"}
{"text": "### Book:pardoned, and that he was to share the governorship with the former"}
{"text": "### Book:outlaw."}
{"text": "### Book:All the same, Balboa felt uneasy. Gold was his dream, El Dorado his"}
{"text": "### Book:only desire. In pursuit of this goal he had nearly died many times over,"}
{"text": "### Book:and to share the wealth and glory with a newcomer would be intolerable."}
{"text": "### Book:He also soon discovered that Pedrarias was a jealous, bitter man, and"}
{"text": "### Book:equally unhappy with the situation. Once again, the only solution forBalboa was to seize the initiative by proposing to cross the jungle with a"}
{"text": "### Book:larger army, carrying ship-building materials and tools. Once on the"}
{"text": "### Book:Pacific coast, he would create an armada with which to conquer the"}
{"text": "### Book:Incas. Surprisingly enough, Pedrarias agreed to the plan\u2014perhaps"}
{"text": "### Book:sensing it would never work. Hundreds died in this second march"}
{"text": "### Book:through the jungle, and the timber they carried rotted in the torrential"}
{"text": "### Book:rains. Balboa, as usual, was undaunted\u2014no power in the world could"}
{"text": "### Book:thwart his plan\u2014and on arriving at the Pacific he began to cut down"}
{"text": "### Book:trees for new lumber. But the men remaining to him were too few and"}
{"text": "### Book:too weak to mount an invasion, and once again Balboa had to return to"}
{"text": "### Book:Darien."}
{"text": "### Book:Pedrarias had in any case invited Balboa back to discuss a new plan,"}
{"text": "### Book:and on the outskirts of the settlement, the explorer was met by Francisco"}
{"text": "### Book:Pizarro, an old friend who had accompanied him on his first crossing of"}
{"text": "### Book:the isthmus. But this was a trap: Leading one hundred soldiers, Pizarro"}
{"text": "### Book:surrounded his former friend, arrested him, and returned him to"}
{"text": "### Book:Pedrarias, who tried him on charges of rebellion. A few days later"}
{"text": "### Book:Balboa\u2019s head fell into a basket, along with those of his most trusted"}
{"text": "### Book:followers. Years later Pizarro himself reached Peru, and Balboa\u2019s deeds"}
{"text": "### Book:were forgotten."}
{"text": "### Book:THE KING. THE SUFI. AND THE SURGEON"}
{"text": "### Book:In ancient times a king of Tartary was out walking with some of his"}
{"text": "### Book:noblemen. At the roadside was an abdal (a wandering Sufi), who cried"}
{"text": "### Book:out: \u201cWhoever will give me a hundred dinars, I will give him some good"}
{"text": "### Book:advice.\u201d The king stopped, and said: \u201cAbdal, what is this good advice"}
{"text": "### Book:for a hundred dinars?\u201d \u201cSir,\u201d answered the abdal, \u201corder the sum to be"}
{"text": "### Book:given to me, and I will tell it you immediately.\u201d The king did so,"}
{"text": "### Book:expecting to hear something extraordinary. The dervish said to him: \u201cMy"}
{"text": "### Book:advice is this: Never begin anything until you have reflected what will be"}
{"text": "### Book:the end of it.\u201d At this the nobles and everyone else present laughed,"}
{"text": "### Book:saying that the abdal had been wise to ask for his money in advance. But"}
{"text": "### Book:the king said: \u201cYou have no reason to laugh at the good advice this"}
{"text": "### Book:abdal has given me. No one is unaware of the fact that we should think"}
{"text": "### Book:well before doing anything. But we are daily guilty of not remembering,"}
{"text": "### Book:and the consequences are evil. I very much value this dervish\u2019s advice. \u201d"}
{"text": "### Book:The king decided to bear the advice always in his mind, and commanded"}
{"text": "### Book:it to be written in gold on the walls and even engraved on his silver"}
{"text": "### Book:plate.Not long afterward a plotter desired to kill the king. He bribed the royal"}
{"text": "### Book:surgeon with a promise of the prime ministership if he thrust a poisoned"}
{"text": "### Book:lancet into the king\u2019s arm. When the time came to let some of the king\u2019s"}
{"text": "### Book:blood, a silver basin was placed to catch the blood. Suddenly the"}
{"text": "### Book:surgeon became aware of the words engraved upon it: \u201cNever begin"}
{"text": "### Book:anything until you have reflected what will be the end of it. \u201d It was only"}
{"text": "### Book:then that he realized that if the plotter became king he could have the"}
{"text": "### Book:surgeon killed instantly, and would not need to fulfill his bargain."}
{"text": "### Book:The king, seeing that the surgeon was now trembling, asked him what"}
{"text": "### Book:was wrong with hun. And so he confessed the truth, at that very moment."}
{"text": "### Book:The plotter was seized; and the king sent for all the people who had been"}
{"text": "### Book:present when the abdal gave his advice, and said to them: \u201cDo you still"}
{"text": "### Book:laugh at the dervish?\u201d"}
{"text": "### Book:CARAVAN OF DREAMS. IDRIES SHAH, 1968"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Most men are ruled by the heart, not the head. Their plans are vague, and"}
{"text": "### Book:when they meet obstacles they improvise. But improvisation will only"}
{"text": "### Book:bring you as far as the next crisis, and is never a substitute for thinking"}
{"text": "### Book:several steps ahead and planning to the end."}
{"text": "### Book:Balboa had a dream of glory and wealth, and a vague plan to reach it."}
{"text": "### Book:Yet his bold deeds, and his discovery of the Pacific, are largely forgotten,"}
{"text": "### Book:for he committed what in the world of power is the ultimate sin: He went"}
{"text": "### Book:part way, leaving the door open for others to take over. A real man of"}
{"text": "### Book:power would have had the prudence to see the dangers in the distance\u2014"}
{"text": "### Book:the rivals who would want to share in the conquests, the vultures that"}
{"text": "### Book:would hover once they heard the word \u201cgold.\u201d Balboa should have kept"}
{"text": "### Book:his knowledge of the Incas secret until after he had conquered Peru. Only"}
{"text": "### Book:then would his wealth, and his head, have been secure. Once Pedrarias"}
{"text": "### Book:arrived on the scene, a man of power and prudence would have schemed"}
{"text": "### Book:to kill or imprison him, and to take over the army he had brought for the"}
{"text": "### Book:conquest of Peru. But Balboa was locked in the moment, always reacting"}
{"text": "### Book:emotionally, never thinking ahead."}
{"text": "### Book:What good is it to have the greatest dream in the world if others reap"}
{"text": "### Book:the benefits and the glory? Never lose your head over a vague, open-"}
{"text": "### Book:ended dream\u2014plan to the end.OBSERVANCE OF THE LAW"}
{"text": "### Book:In 1863 the Prussian premier Otto von Bismarck surveyed the"}
{"text": "### Book:chessboard of European power as it then stood. The main players were"}
{"text": "### Book:England, France, and Austria. Prussia itself was one of several states in"}
{"text": "### Book:the loosely allied German Federation. Austria, dominant member of the"}
{"text": "### Book:Federation, made sure that the other German states remained weak,"}
{"text": "### Book:divided and submissive. Bismarck believed that Prussia was destined for"}
{"text": "### Book:something far greater than servant boy to Austria."}
{"text": "### Book:This is how Bismarck played the game. His first move was to start a"}
{"text": "### Book:war with lowly Denmark, in order to recover the former Prussian lands"}
{"text": "### Book:of Schleswig-Holstein. He knew that these rumblings of Prussian"}
{"text": "### Book:independence might worry France and England, so he enlisted Austria in"}
{"text": "### Book:the war, claiming that he was recovering Schleswig-Holstein for their"}
{"text": "### Book:benefit. In a few months, after the war was decided, Bismarck demanded"}
{"text": "### Book:that the newly conquered lands be made part of Prussia. The Austrians of"}
{"text": "### Book:course were furious, but they compromised: First they agreed to give the"}
{"text": "### Book:Prussians Schleswig, and a year later they sold them Holstein. The world"}
{"text": "### Book:began to see that Austria was weakening and that Prussia was on the rise."}
{"text": "### Book:Bismarck\u2019s next move was his boldest: In 1866 he convinced King"}
{"text": "### Book:William of Prussia to withdraw from the German Federation, and in"}
{"text": "### Book:doing so to go to war with Austria itself. King William\u2019s wife, his son"}
{"text": "### Book:the crown prince, and the princes of the other German kingdoms"}
{"text": "### Book:vehemently opposed such a war. But Bismarck, undaunted, succeeded in"}
{"text": "### Book:forcing the conflict, and Prussia\u2019s superior army defeated the Austrians"}
{"text": "### Book:in the brutally short Seven Weeks War. The king and the Prussian"}
{"text": "### Book:generals then wanted to march on Vienna, taking as much land from"}
{"text": "### Book:Austria as possible. But Bismarck stopped them\u2014now he presented"}
{"text": "### Book:himself as on the side of peace. The result was that he was able to"}
{"text": "### Book:conclude a treaty with Austria that granted Prussia and the other German"}
{"text": "### Book:states total autonomy. Bismarck could now position Prussia as the"}
{"text": "### Book:dominant power in Germany and the head of a newly formed North"}
{"text": "### Book:German Confederation."}
{"text": "### Book:The French and the English began to compare Bismarck to Attila the"}
{"text": "### Book:Hun, and to fear that he had designs on all of Europe. Once he had"}
{"text": "### Book:started on the path to conquest, there was no telling where he would stop."}
{"text": "### Book:And, indeed, three years later Bismarck provoked a war with France."}
{"text": "### Book:First he appeared to give his permission to France\u2019s annexation of"}
{"text": "### Book:Belgium, then at the last moment he changed his mind. Playing a cat-and-mouse game, he infuriated the French emperor, Napoleon III, and"}
{"text": "### Book:stirred up his own king against the French. To no one\u2019s surprise, war"}
{"text": "### Book:broke out in 1870. The newly formed German federation enthusiastically"}
{"text": "### Book:joined in the war on France, and once again the Prussian military"}
{"text": "### Book:machine and its allies destroyed the enemy army in a matter of months."}
{"text": "### Book:Although Bismarck opposed taking any French land, the generals"}
{"text": "### Book:convinced him that Alsace-Lorraine would become part of the"}
{"text": "### Book:federation."}
{"text": "### Book:Now all of Europe feared the next move of the Prussian monster, led"}
{"text": "### Book:by Bismarck, the \u201cIron Chancellor.\u201d And in fact a year later Bismarck"}
{"text": "### Book:founded the German Empire, with the Prussian king as the newly"}
{"text": "### Book:crowned emperor and Bismarck himself a prince. But then something"}
{"text": "### Book:strange happened: Bismarck instigated no more wars. And while the"}
{"text": "### Book:other European powers grabbed up land for colonies in other continents,"}
{"text": "### Book:he severely limited Germany\u2019s colonial acquisitions. He did not want"}
{"text": "### Book:more land for Germany, but more security. For the rest of his life he"}
{"text": "### Book:struggled to maintain peace in Europe and to prevent further wars."}
{"text": "### Book:Everybody assumed he had changed, mellowing with the years. They"}
{"text": "### Book:had failed to understand: This was the final move of his original plan."}
{"text": "### Book:He who asks fortune-tellers the future unwittingly forfeits an inner"}
{"text": "### Book:intimation of coming events that is a thousand times more exact than"}
{"text": "### Book:anything they may say."}
{"text": "### Book:WALTER BENJAMIN, 1892-1940"}
{"text": "### Book:Interpretation"}
{"text": "### Book:There is a simple reason why most men never know when to come off"}
{"text": "### Book:the attack: They form no concrete idea of their goal. Once they achieve"}
{"text": "### Book:victory they only hunger for more. To stop\u2014to aim for a goal and then"}
{"text": "### Book:keep to it\u2014seems almost inhuman, in fact; yet nothing is more critical to"}
{"text": "### Book:the maintenance of power. The person who goes too far in his triumphs"}
{"text": "### Book:creates a reaction that inevitably leads to a decline. The only solution is"}
{"text": "### Book:to plan for the long run. Foresee the future with as much clarity as the"}
{"text": "### Book:gods on Mount Olympus, who look through the clouds and see the ends"}
{"text": "### Book:of all things."}
{"text": "### Book:From the beginning of his career in politics, Bismarck had one goal: to"}
{"text": "### Book:form an independent German state led by Prussia. He instigated the war"}
{"text": "### Book:with Denmark not to conquer territory but to stir up Prussian nationalism"}
{"text": "### Book:and unite the country. He incited the war with Austria only to gainPrussian independence. (This was why he refused to grab Austrian"}
{"text": "### Book:territory.) And he fomented the war with France to unite the German"}
{"text": "### Book:kingdoms against a common enemy, and thus to prepare for the"}
{"text": "### Book:formation of a united Germany."}
{"text": "### Book:Once this was achieved, Bismarck stopped. He never let triumph go to"}
{"text": "### Book:his head, was never tempted by the siren call of more. He held the reins"}
{"text": "### Book:tightly, and whenever the generals, or the king, or the Prussian people"}
{"text": "### Book:demanded new conquests, he held them back. Nothing would spoil the"}
{"text": "### Book:beauty of his creation, certainly not a false euphoria that pushed those"}
{"text": "### Book:around him to attempt to go past the end that he had so carefully"}
{"text": "### Book:planned."}
{"text": "### Book:Experience shows that, if one foresees from far away the designs to be"}
{"text": "### Book:undertaken, one can act with speed when the moment comes to execute"}
{"text": "### Book:them."}
{"text": "### Book:Cardinall Richelieu, 1585-1642"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:According to the cosmology of the ancient Greeks, the gods were"}
{"text": "### Book:thought to have complete vision into the future. They saw everything to"}
{"text": "### Book:come, right down to the intricate details. Men, on the other hand, were"}
{"text": "### Book:seen as victims of fate, trapped in the moment and their emotions, unable"}
{"text": "### Book:to see beyond immediate dangers. Those heroes, such as Odysseus, who"}
{"text": "### Book:were able to look beyond the present and plan several steps ahead,"}
{"text": "### Book:seemed to defy fate, to approximate the gods in their ability to determine"}
{"text": "### Book:the future. The comparison is still valid\u2014those among us who think"}
{"text": "### Book:further ahead and patiently bring their plans to fruition seem to have a"}
{"text": "### Book:godlike power."}
{"text": "### Book:Because most people are too imprisoned in the moment to plan with"}
{"text": "### Book:this kind of foresight, the ability to ignore immediate dangers and"}
{"text": "### Book:pleasures translates into power. It is the power of being able to overcome"}
{"text": "### Book:the natural human tendency to react to things as they happen, and instead"}
{"text": "### Book:to train oneself to step back, imagining the larger things taking shape"}
{"text": "### Book:beyond one\u2019s immediate vision. Most people believe that they are in fact"}
{"text": "### Book:aware of the future, that they are planning and thinking ahead. They are"}
{"text": "### Book:usually deluded: What they are really doing is succumbing to their"}
{"text": "### Book:desires, to what they want the future to be. Their plans are vague, basedon their imaginations rather than their reality. They may believe they are"}
{"text": "### Book:thinking all the way to the end, but they are really only focusing on the"}
{"text": "### Book:happy ending, and deluding themselves by the strength of their desire."}
{"text": "### Book:In 415 B.C., the ancient Athenians attacked Sicily, believing their"}
{"text": "### Book:expedition would bring them riches, power, and a glorious ending to the"}
{"text": "### Book:sixteen-year Peloponnesian War. They did not consider the dangers of an"}
{"text": "### Book:invasion so far from home; they did not foresee that the Sicilians would"}
{"text": "### Book:fight all the harder since the battles were in their own homeland, or that"}
{"text": "### Book:all of Athens\u2019s enemies would band together against them, or that war"}
{"text": "### Book:would break out on several fronts, stretching their forces way too thin."}
{"text": "### Book:The Sicilian expedition was a complete disaster, leading to the"}
{"text": "### Book:destruction of one of the greatest civilizations of all time. The Athenians"}
{"text": "### Book:were led into this disaster by their hearts, not their minds. They saw only"}
{"text": "### Book:the chance of glory, not the dangers that loomed in the distance."}
{"text": "### Book:Cardinal de Retz, the seventeenth-century Frenchman who prided"}
{"text": "### Book:himself on his insights into human schemes and why they mostly fail,"}
{"text": "### Book:analyzed this phenomenon. In the course of a rebellion he spearheaded"}
{"text": "### Book:against the French monarchy in 1651, the young king, Louis XIV, and"}
{"text": "### Book:his court had suddenly left Paris and established themselves in a palace"}
{"text": "### Book:outside the capital. The presence of the king so close to the heart of the"}
{"text": "### Book:revolution had been a tremendous burden on the revolutionaries, and"}
{"text": "### Book:they breathed a sigh of relief. This later proved their downfall, however,"}
{"text": "### Book:since the court\u2019s absence from Paris gave it much more room to"}
{"text": "### Book:maneuver. \u201cThe most ordinary cause of people\u2019s mistakes,\u201d Cardinal de"}
{"text": "### Book:Retz later wrote, \u201cis their being too much frightened at the present"}
{"text": "### Book:danger, and not enough so at that which is remote.\u201d"}
{"text": "### Book:The dangers that are remote, that loom in the distance\u2014if we can see"}
{"text": "### Book:them as they take shape, how many mistakes we avoid. How many plans"}
{"text": "### Book:we would instantly abort if we realized we were avoiding a small danger"}
{"text": "### Book:only to step into a larger one. So much of power is not what you do but"}
{"text": "### Book:what you do not do\u2014the rash and foolish actions that you refrain from"}
{"text": "### Book:before they get you into trouble. Plan in detail before you act\u2014do not let"}
{"text": "### Book:vague plans lead you into trouble. Will this have unintended"}
{"text": "### Book:consequences? Will I stir up new enemies? Will someone else take"}
{"text": "### Book:advantage of my labors? Unhappy endings are much more common than"}
{"text": "### Book:happy ones\u2014do not be swayed by the happy ending in your mind."}
{"text": "### Book:The French elections of 1848 came down to a struggle between Louis-"}
{"text": "### Book:Adolphe Thiers, the man of order, and General Louis Eug\u00e8ne Cavaignac,"}
{"text": "### Book:the rabble-rouser of the right. When Thiers realized he was hopelessly"}
{"text": "### Book:behind in this high-stakes race, he searched desperately for a solution.His eye fell on Louis Bonaparte, grand-nephew of the great general"}
{"text": "### Book:Napoleon, and a lowly deputy in the parliament. This Bonaparte seemed"}
{"text": "### Book:a bit of an imbecile, but his name alone could get him elected in a"}
{"text": "### Book:country yearning for a strong ruler. He would be Thiers\u2019s puppet and"}
{"text": "### Book:eventually would be pushed offstage. The first part of the plan worked to"}
{"text": "### Book:perfection, and Napoleon was elected by a large margin. The problem"}
{"text": "### Book:was that Thiers had not foreseen one simple fact: This \u201cimbecile\u201d was in"}
{"text": "### Book:fact a man of enormous ambition. Three years later he dissolved"}
{"text": "### Book:parliament, declared himself emperor, and ruled France for another"}
{"text": "### Book:eighteen years, much to the horror of Thiers and his party."}
{"text": "### Book:The ending is everything. It is the end of the action that determines"}
{"text": "### Book:who gets the glory, the money, the prize. Your conclusion must be crystal"}
{"text": "### Book:clear, and you must keep it constantly in mind. You must also figure out"}
{"text": "### Book:how to ward off the vultures circling overhead, trying to live off the"}
{"text": "### Book:carcass of your creation. And you must anticipate the many possible"}
{"text": "### Book:crises that will tempt you to improvise. Bismarck overcame these"}
{"text": "### Book:dangers because he planned to the end, kept on course through every"}
{"text": "### Book:crisis, and never let others steal the glory. Once he had reached his stated"}
{"text": "### Book:goal, he withdrew into his shell like a turtle. This kind of self-control is"}
{"text": "### Book:godlike."}
{"text": "### Book:When you see several steps ahead, and plan your moves all the way to"}
{"text": "### Book:the end, you will no longer be tempted by emotion or by the desire to"}
{"text": "### Book:improvise. Your clarity will rid you of the anxiety and vagueness that are"}
{"text": "### Book:the primary reasons why so many fail to conclude their actions"}
{"text": "### Book:successfully. You see the ending and you tolerate no deviation."}
{"text": "### Book:Image:"}
{"text": "### Book:The Gods on"}
{"text": "### Book:Mount Olympus."}
{"text": "### Book:Looking down on"}
{"text": "### Book:human actions from the"}
{"text": "### Book:clouds, they see in advance the"}
{"text": "### Book:endings of all the great dreams that"}
{"text": "### Book:lead to disaster and tragedy. And"}
{"text": "### Book:they laugh at our inability to see beyond"}
{"text": "### Book:the moment, and at how we delude ourselves.Authority: How much easier it is never to get in than to get yourself out!"}
{"text": "### Book:We should act contrary to the reed which, when it first appears, throws"}
{"text": "### Book:up a long straight stem but afterwards, as though it were exhausted \u2026"}
{"text": "### Book:makes several dense knots, indicating that it no longer has its original"}
{"text": "### Book:vigor and drive. We must rather begin gently and coolly, saving our"}
{"text": "### Book:breath for the encounter and our vigorous thrusts for finishing off the"}
{"text": "### Book:job. In their beginnings it is we who guide affairs and hold them in our"}
{"text": "### Book:power; but so often once they are set in motion, it is they which guide us"}
{"text": "### Book:and sweep us along. (Montaigne, 1533-1592)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:It is a clich\u00e9 among strategists that your plan must include alternatives"}
{"text": "### Book:and have a degree of flexibility. That is certainly true. If you are locked"}
{"text": "### Book:into a plan too rigidly, you will be unable to deal with sudden shifts of"}
{"text": "### Book:fortune. Once you have examined the future possibilities and decided on"}
{"text": "### Book:your target, you must build in alternatives and be open to new routes"}
{"text": "### Book:toward your goal."}
{"text": "### Book:Most people, however, lose less from overplanning and rigidity than"}
{"text": "### Book:from vagueness and a tendency to improvise constantly in the face of"}
{"text": "### Book:circumstance. There is no real purpose in contemplating a reversal to this"}
{"text": "### Book:Law, then, for no good can come from refusing to think far into the"}
{"text": "### Book:future and planning to the end. If you are clear- and far-thinking enough,"}
{"text": "### Book:you will understand that the future is uncertain, and that you must be"}
{"text": "### Book:open to adaptation. Only having a clear objective and a far-reaching plan"}
{"text": "### Book:allows you that freedom.LAW 30"}
{"text": "### Book:MAKE YOUR ACCOMPLISHMENTS SEEM"}
{"text": "### Book:EFFORTLESS"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Your actions must seem natural and executed with ease. All the toil and"}
{"text": "### Book:practice that go into them, and also all the clever tricks, must be"}
{"text": "### Book:concealed. When you act, act effortlessly, as if you could do much more."}
{"text": "### Book:Avoid the temptation of revealing how hard you work\u2014it only raises"}
{"text": "### Book:questions. Teach no one your tricks or they will be used against you."}
{"text": "### Book:KANO TANNYU. MASTER ARTIST"}
{"text": "### Book:Date Masamune once sent for Tannyu to decorate a pair of gold screens"}
{"text": "### Book:seven feet high. The artist said he thought black-and-white sketches"}
{"text": "### Book:would suit them, and went home again after considering them carefully."}
{"text": "### Book:The next morning he came early and made a large quantity of ink into"}
{"text": "### Book:which he dipped a horseshoe he had brought with him, and then"}
{"text": "### Book:proceeded to make impressions of this all over one of the screens. Then,"}
{"text": "### Book:with a large brush, he drew a number of lines across them. Meanwhile"}
{"text": "### Book:Masamune had come in to watch his work, and at this he could contain"}
{"text": "### Book:his irritation no longer, and muttering, \u201cWhat a beastly mess!\u201d he strode"}
{"text": "### Book:away to his own apartments. The retainers told Tannyu he was in a very"}
{"text": "### Book:bad temper indeed. \u201cHe shouldn\u2019t look on while I am at work, then,\u201d"}
{"text": "### Book:replied the painter, \u201che should wait till it is finished.\u201d Then he took up a"}
{"text": "### Book:smaller brush and dashed in touches here and there, and as he did so the"}
{"text": "### Book:prints of the horse-shoe turned into crabs, while the big broad strokes"}
{"text": "### Book:became rushes. He then turned to the other screen and splashed drops of"}
{"text": "### Book:ink all over it, and when he had added a few brush-strokes here and"}
{"text": "### Book:there they became a flight of swallows over willow trees. When"}
{"text": "### Book:Masamune saw the finished work he was as overjoyed at the artist\u2019s skillas he had previously been annoyed at the apparent mess he was making"}
{"text": "### Book:of the screens."}
{"text": "### Book:CHA-NO-YU: THE JAPANESE TEA CEREMONY A. L. SADLER,"}
{"text": "### Book:1962"}
{"text": "### Book:OBSERVANCE OF THE LAW I"}
{"text": "### Book:The Japanese tea ceremony called Cha-no-yu (\u201cHot Water for Tea\u201d) has"}
{"text": "### Book:origins in ancient times, but it reached its peak of refinement in the"}
{"text": "### Book:sixteenth century under its most renowned practitioner, Sen no Rikyu."}
{"text": "### Book:Although not from a noble family, Rikyu rose to great power, becoming"}
{"text": "### Book:the preferred tea master of the Emperor Hideyoshi, and an important"}
{"text": "### Book:adviser on aesthetic and even political matters. For Rikyu, the secret of"}
{"text": "### Book:success consisted in appearing natural, concealing the effort behind one\u2019s"}
{"text": "### Book:work."}
{"text": "### Book:One day Rikyu and his son went to an acquaintance\u2019s house for a tea"}
{"text": "### Book:ceremony. On the way in, the son remarked that the lovely antique-"}
{"text": "### Book:looking gate at their host\u2019s house gave it an evocatively lonely"}
{"text": "### Book:appearance. \u201cI don\u2019t think so,\u201d replied his father, \u201cit looks as though it"}
{"text": "### Book:had been brought from some mountain temple a long way off, and as if"}
{"text": "### Book:the labor required to import it must have cost a lot of money.\u201d If the"}
{"text": "### Book:owner of the house had put this much effort into one gate, it would show"}
{"text": "### Book:in his tea ceremony\u2014and indeed Sen no Rikyu had to leave the"}
{"text": "### Book:ceremony early, unable to endure the affectation and effort it"}
{"text": "### Book:inadvertently revealed."}
{"text": "### Book:On another evening, while having tea at a friend\u2019s house, Rikyu saw"}
{"text": "### Book:his host go outside, hold up a lantern in the darkness, cut a lemon off a"}
{"text": "### Book:tree, and bring it in. This charmed Rikyu\u2014the host needed a relish for"}
{"text": "### Book:the dish he was serving, and had spontaneously gone outside to get one."}
{"text": "### Book:But when the man offered the lemon with some Osaka rice cake, Rikyu"}
{"text": "### Book:realized that he had planned the cutting of the lemon all along, to go with"}
{"text": "### Book:this expensive delicacy. The gesture no longer seemed spontaneous\u2014it"}
{"text": "### Book:was a way for the host to prove his cleverness. He had accidentally"}
{"text": "### Book:revealed how hard he was trying. Having seen enough, Rikyu politely"}
{"text": "### Book:declined the cake, excused himself, and left."}
{"text": "### Book:Emperor Hideyoshi once planned to visit Rikyu for a tea ceremony."}
{"text": "### Book:On the night before he was to come, snow began to fall. Thinkingquickly, Rikyu laid round cushions that fit exactly on each of the"}
{"text": "### Book:stepping-stones that led through the garden to his house. Just before"}
{"text": "### Book:dawn, he rose, saw that it had stopped snowing, and carefully removed"}
{"text": "### Book:the cushions. When Hideyoshi arrived, he marveled at the simple beauty"}
{"text": "### Book:of the sight\u2014the perfectly round stepping stones, unencumbered by"}
{"text": "### Book:snow\u2014and noticed how it called no attention to the manner in which"}
{"text": "### Book:Rikyu had accomplished it, but only to the polite gesture itself."}
{"text": "### Book:After Sen no Rikyu died, his ideas had a profound influence on the"}
{"text": "### Book:practice of the tea ceremony. The Tokugawa shogun Yorinobu, son of the"}
{"text": "### Book:great Emperor Ieyasu, was a student of Rikyu\u2019s teachings. In his garden"}
{"text": "### Book:he had a stone lantern made by a famous master, and Lord Sakai"}
{"text": "### Book:Tadakatsu asked if he could come by one day to see it. Yorinobu replied"}
{"text": "### Book:that he would be honored, and commanded his gardeners to put"}
{"text": "### Book:everything in order for the visit. These gardeners, unfamiliar with the"}
{"text": "### Book:precepts of Cha-no-yu, thought the stone lantern misshapen, its windows"}
{"text": "### Book:being too small for the present taste. They had a local workman enlarge"}
{"text": "### Book:the windows. A few days before Lord Sakai\u2019s visit, Yorinobu toured the"}
{"text": "### Book:garden. When he saw the altered windows he exploded with rage, ready"}
{"text": "### Book:to impale on his sword the fool who had ruined the lantern, upsetting its"}
{"text": "### Book:natural grace and destroying the whole purpose of Lord Sakai\u2019s visit."}
{"text": "### Book:When Yorinobu calmed down, however, he remembered that he had"}
{"text": "### Book:originally bought two of the lanterns, and that the second was in his"}
{"text": "### Book:garden on the island of Kishu. At great expense, he hired a whale boat"}
{"text": "### Book:and the finest rowers he could find, ordering them to bring the lantern to"}
{"text": "### Book:him within two days\u2014a difficult feat at best. But the sailors rowed day"}
{"text": "### Book:and night, and with the luck of a good wind they arrived just in time. To"}
{"text": "### Book:Yorinobu\u2019s delight, this stone lantern was more magnificent than the"}
{"text": "### Book:first, for it had stood untouched for twenty years in a bamboo thicket,"}
{"text": "### Book:acquiring a brilliant antique appearance and a delicate covering of moss."}
{"text": "### Book:When Lord Sakai arrived, later that same day, he was awed by the"}
{"text": "### Book:lantern, which was more magnificent than he had imagined\u2014so graceful"}
{"text": "### Book:and at one with the elements. Fortunately he had no idea what time and"}
{"text": "### Book:effort it had cost Yorinobu to create this sublime effect."}
{"text": "### Book:THE RESILING MASTER"}
{"text": "### Book:There was once a wrestling master who was versed in 360 feints and"}
{"text": "### Book:holds. He took a special liking to one of his pupils, to whom he taught"}
{"text": "### Book:359 of them over a period of time. Somehow he never got around to the"}
{"text": "### Book:last trick. As months went by the young man became so proficient in theart that he bested everyone who dared to face him in the ring. He was so"}
{"text": "### Book:proud of his prowess that one day he boasted before the sultan that he"}
{"text": "### Book:could readily whip his master, were it not out of respect for his age and"}
{"text": "### Book:gratitude for his tutelage."}
{"text": "### Book:The sultan became incensed at this irreverence and ordered an"}
{"text": "### Book:immediate match with the royal court in attendance."}
{"text": "### Book:At the gong the youth barged forward with a lusty yell, only to be"}
{"text": "### Book:confronted with the unfamiliar 360th feint. The master seized his former"}
{"text": "### Book:pupil, lifted him high above his head, and flung him crashing to the"}
{"text": "### Book:ground. The sultan and the assembly let out a loud cheer. When the"}
{"text": "### Book:sultan asked the master how he was able to overcome such a strong"}
{"text": "### Book:opponent, the master confessed that he had reserved a secret technique"}
{"text": "### Book:for himself for just such a contingency. Then he related the lamentation"}
{"text": "### Book:of a master of archery, who taught everything he knew. \u201cNo one has"}
{"text": "### Book:learned archery from me,\u201d the poor fellow complained, \u201cwho has not"}
{"text": "### Book:tried to use me as a butt in the end.\u201d"}
{"text": "### Book:A STORY OF SAADI, AS TOLD IN THE CRAFT OF POWER, R.G."}
{"text": "### Book:H. SIU, 1979"}
{"text": "### Book:Interpretation"}
{"text": "### Book:To Sen no Rikyu, the sudden appearance of something naturally, almost"}
{"text": "### Book:accidentally graceful was the height of beauty. This beauty came without"}
{"text": "### Book:warning and seemed effortless. Nature created such things by its own"}
{"text": "### Book:laws and processes, but men had to create their effects through labor and"}
{"text": "### Book:contrivance. And when they showed the effort of producing the effect,"}
{"text": "### Book:the effect was spoiled. The gate came from too far away, the cutting of"}
{"text": "### Book:the lemon looked contrived."}
{"text": "### Book:You will often have to use tricks and ingenuity to create your effects\u2014"}
{"text": "### Book:the cushions in the snow, the men rowing all night\u2014but your audience"}
{"text": "### Book:must never suspect the work or the thinking that has gone into them."}
{"text": "### Book:Nature does not reveal its tricks, and what imitates nature by appearing"}
{"text": "### Book:effortless approximates nature\u2019s power."}
{"text": "### Book:OBSERVANCE OF THE LAW IIThe great escape artist Harry Houdini once advertised his act as \u201cThe"}
{"text": "### Book:Impossible Possible.\u201d And indeed those who witnessed his dramatic"}
{"text": "### Book:escapes felt that what he did onstage contradicted commonsense ideas of"}
{"text": "### Book:human capacity."}
{"text": "### Book:One evening in 1904, an audience of 4,000 Londoners filled a theater"}
{"text": "### Book:to watch Houdini accept a challenge: to escape from a pair of manacles"}
{"text": "### Book:billed as the strongest ever invented. They contained six sets of locks and"}
{"text": "### Book:nine tumblers in each cuff; a Birmingham maker had spent five years"}
{"text": "### Book:constructing them. Experts who examined them said they had never seen"}
{"text": "### Book:anything so intricate, and this intricacy was thought to make them"}
{"text": "### Book:impossible to escape."}
{"text": "### Book:The crowd watched the experts secure the manacles on Houdini\u2019s"}
{"text": "### Book:wrists. Then the escape artist entered a black cabinet on stage. The"}
{"text": "### Book:minutes went by; the more time passed, the more certain it seemed that"}
{"text": "### Book:these manacles would be the first to defeat him. At one point he emerged"}
{"text": "### Book:from the cabinet, and asked that the cuffs be temporarily removed so that"}
{"text": "### Book:he could take off his coat\u2014it was hot inside. The challengers refused,"}
{"text": "### Book:suspecting his request was a trick to find out how the locks worked."}
{"text": "### Book:Undeterred, and without using his hands, Houdini managed to lift the"}
{"text": "### Book:coat over his shoulders, turn it inside out, remove a penknife from his"}
{"text": "### Book:vest pocket with his teeth, and, by moving his head, cut the coat off his"}
{"text": "### Book:arms. Freed from the coat, he stepped back into the cabinet, the audience"}
{"text": "### Book:roaring with approval at his grace and dexterity."}
{"text": "### Book:Finally, having kept the audience waiting long enough, Houdini"}
{"text": "### Book:emerged from the cabinet a second time, now with his hands free, the"}
{"text": "### Book:manacles raised high in triumph. To this day no one knows how he"}
{"text": "### Book:managed the escape. Although he had taken close to an hour to free"}
{"text": "### Book:himself, he had never looked concerned, had shown no sign of doubt."}
{"text": "### Book:Indeed it seemed by the end that he had drawn out the escape as a way to"}
{"text": "### Book:heighten the drama, to make the audience worry\u2014for there was no other"}
{"text": "### Book:sign that the performance had been anything but easy. The complaint"}
{"text": "### Book:about the heat was equally part of the act. The spectators of this and"}
{"text": "### Book:other Houdini performances must have felt he was toying with them:"}
{"text": "### Book:These manacles are nothing, he seemed to say, I could have freed myself"}
{"text": "### Book:a lot sooner, and from a lot worse."}
{"text": "### Book:Over the years, Houdini escaped from the chained carcass of an"}
{"text": "### Book:embalmed \u201csea monster\u201d (a half octopus, half whalelike beast that had"}
{"text": "### Book:beached near Boston); he had himself sealed inside an enormous"}
{"text": "### Book:envelope from which he emerged without breaking the paper; he passed"}
{"text": "### Book:through brick walls; he wriggled free from straitjackets while danglinghigh in the air; he leaped from bridges into icy waters, his hands"}
{"text": "### Book:manacled and his legs in chains; he had himself submerged in glass cases"}
{"text": "### Book:full of water, hands pad-locked, while the audience watched in"}
{"text": "### Book:amazement as he worked himself free, struggling for close to an hour"}
{"text": "### Book:apparently without breathing. Each time he seemed to court certain death"}
{"text": "### Book:yet survived with superhuman aplomb. Meanwhile, he said nothing"}
{"text": "### Book:about his methods, gave no clues as to how he accomplished any of his"}
{"text": "### Book:tricks\u2014he left his audiences and critics speculating, his power and"}
{"text": "### Book:reputation enhanced by their struggles with the inexplicable. Perhaps the"}
{"text": "### Book:most baffling trick of all was making a ten-thousand-pound elephant"}
{"text": "### Book:disappear before an audience\u2019s eyes, a feat he repeated on stage for over"}
{"text": "### Book:nineteen weeks. No one has ever really explained how he did this, for in"}
{"text": "### Book:the auditorium where he performed the trick, there was simply nowhere"}
{"text": "### Book:for an elephant to hide."}
{"text": "### Book:The effortlessness of Houdini\u2019s escapes led some to think he used"}
{"text": "### Book:occult forces, his superior psychic abilities giving him special control"}
{"text": "### Book:over his body. But a German escape artist named Kleppini claimed to"}
{"text": "### Book:know Houdini\u2019s secret: He simply used elaborate gadgets. Kleppini also"}
{"text": "### Book:claimed to have defeated Houdini in a handcuff challenge in Holland."}
{"text": "### Book:Houdini did not mind all kinds of speculation floating around about"}
{"text": "### Book:his methods, but he would not tolerate an outright lie, and in 1902 he"}
{"text": "### Book:challenged Kleppini to a handcuff duel. Kleppini accepted. Through a"}
{"text": "### Book:spy, he found out the secret word to unlock a pair of French"}
{"text": "### Book:combination-lock cuffs that Houdini liked to use. His plan was to choose"}
{"text": "### Book:these cuffs to escape from onstage. This would definitively debunk"}
{"text": "### Book:Houdini\u2014his \u201cgenius\u201d simply lay in his use of mechanical gadgets."}
{"text": "### Book:On the night of the challenge, just as Kleppini had planned, Houdini"}
{"text": "### Book:offered him a choice of cuffs and he selected the ones with the"}
{"text": "### Book:combination lock. He was even able to disappear with them behind a"}
{"text": "### Book:screen to make a quick test, and reemerged seconds later, confident of"}
{"text": "### Book:victory."}
{"text": "### Book:Acting as if he sensed fraud, Houdini refused to lock Kleppini in the"}
{"text": "### Book:cuffs. The two men argued and began to fight, even wrestling with each"}
{"text": "### Book:other onstage. After a few minutes of this, an apparently angry, frustrated"}
{"text": "### Book:Houdini gave up and locked Kleppini in the cuffs. For the next few"}
{"text": "### Book:minutes Kleppini strained to get free. Something was wrong\u2014minutes"}
{"text": "### Book:earlier he had opened the cuffs behind the screen; now the same code no"}
{"text": "### Book:longer worked. He sweated, racking his brains. Hours went by, the"}
{"text": "### Book:audience left, and finally an exhausted and humiliated Kleppini gave up"}
{"text": "### Book:and asked to be released.The cuffs that Kleppini himself had opened behind the screen with the"}
{"text": "### Book:word \u201cC-L-E-F-S\u201d (French for \u201ckeys\u201d) now clicked open only with the"}
{"text": "### Book:word \u201cF-R-A-U-D.\u201d Kleppini never figured out how Houdini had"}
{"text": "### Book:accomplished this uncanny feat."}
{"text": "### Book:Keep the extent of your abilities unknown. The wise man does not allow"}
{"text": "### Book:his knowledge and abilities to be sounded to the bottom, if he desires to"}
{"text": "### Book:be honored by all. He allows you to know them but not to comprehend"}
{"text": "### Book:them. No one must know the extent of his abilities, lest he be"}
{"text": "### Book:disappointed. No one ever has an opportunity of fathoming him entirely."}
{"text": "### Book:For guesses and doubts about the extent of his talents arouse more"}
{"text": "### Book:veneration than accurate knowledge of them, be they ever so great."}
{"text": "### Book:BALTASAR GRACI\u00c1N. 1601-1658"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Although we do not know for certain how Houdini accomplished many"}
{"text": "### Book:of his most ingenious escapes, one thing is clear: It was not the occult, or"}
{"text": "### Book:any kind of magic, that gave him his powers, but hard work and endless"}
{"text": "### Book:practice, all of which he carefully concealed from the world. Houdini"}
{"text": "### Book:never left anything to chance\u2014day and night he studied the workings of"}
{"text": "### Book:locks, researched centuries-old sleight-of-hand tricks, pored over books"}
{"text": "### Book:on mechanics, whatever he could use. Every moment not spent"}
{"text": "### Book:researching he spent working his body, keeping himself exceptionally"}
{"text": "### Book:limber, and learning how to control his muscles and his breathing."}
{"text": "### Book:Early on in Houdini\u2019s career, an old Japanese performer whom he"}
{"text": "### Book:toured with taught him an ancient trick: how to swallow an ivory ball,"}
{"text": "### Book:then bring it back up. He practiced this endlessly with a small peeled"}
{"text": "### Book:potato tied to a string\u2014up and down he would manipulate the potato"}
{"text": "### Book:with his throat muscles, until they were strong enough to move it without"}
{"text": "### Book:the string. The organizers of the London handcuff challenge had"}
{"text": "### Book:searched Houdini\u2019s body thoroughly beforehand, but no one could check"}
{"text": "### Book:the inside of his throat, where he could have concealed small tools to"}
{"text": "### Book:help him escape. Even so, Kleppini was fundamentally wrong: It was not"}
{"text": "### Book:Houdini\u2019s tools but his practice, work, and research that made his"}
{"text": "### Book:escapes possible."}
{"text": "### Book:Kleppini, in fact, was completely outwitted by Houdini, who set the"}
{"text": "### Book:whole thing up. He let his opponent learn the code to the French cuffs,"}
{"text": "### Book:then baited him into choosing those cuffs onstage. Then, during the two"}
{"text": "### Book:men\u2019s tussle, the dexterous Houdini was able to change the code to \u201cF-R-A-U-D.\u201d He had spent weeks practicing this trick, but the audience"}
{"text": "### Book:saw none of the sweat and toil behind the scenes. Nor was Houdini ever"}
{"text": "### Book:nervous; he induced nervousness in others. (He deliberately dragged out"}
{"text": "### Book:the time it would take to escape, as a way of heightening the drama, and"}
{"text": "### Book:making the audience squirm.) His escapes from death, always graceful"}
{"text": "### Book:and easy, made him look like a superman."}
{"text": "### Book:As a person of power, you must research and practice endlessly before"}
{"text": "### Book:appearing in public, onstage or anywhere else. Never expose the sweat"}
{"text": "### Book:and labor behind your poise. Some think such exposure will demonstrate"}
{"text": "### Book:their diligence and honesty, but it actually just makes them look weaker"}
{"text": "### Book:\u2014as if anyone who practiced and worked at it could do what they had"}
{"text": "### Book:done, or as if they weren\u2019t really up to the job. Keep your effort and your"}
{"text": "### Book:tricks to yourself and you seem to have the grace and ease of a god. One"}
{"text": "### Book:never sees the source of a god\u2019s power revealed; one only sees its effects."}
{"text": "### Book:A line [of poetry] will take us hours maybe;"}
{"text": "### Book:Yet if it does not seem a moment\u2019s thought,"}
{"text": "### Book:Our stitching and unstitching has been naught."}
{"text": "### Book:Adam\u2019s Curse, William Buller Yeats, 1865-1939"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:Humanity\u2019s first notions of power came from primitive encounters with"}
{"text": "### Book:nature\u2014the flash of lightning in the sky, a sudden flood, the speed and"}
{"text": "### Book:ferocity of a wild animal. These forces required no thinking, no planning"}
{"text": "### Book:\u2014they awed us by their sudden appearance, their gracefulness, and their"}
{"text": "### Book:power over life and death. And this remains the kind of power we have"}
{"text": "### Book:always wanted to imitate. Through science and technology we have re-"}
{"text": "### Book:created the speed and sublime power of nature, but something is missing:"}
{"text": "### Book:Our machines are noisy and jerky, they reveal their effort. Even the very"}
{"text": "### Book:best creations of technology cannot root out our admiration for things"}
{"text": "### Book:that move easily and effortlessly. The power of children to bend us to"}
{"text": "### Book:their will comes from a kind of seductive charm that we feel in the"}
{"text": "### Book:presence of a creature less reflective and more graceful than we are. We"}
{"text": "### Book:cannot return to such a state, but if we can create the appearance of this"}
{"text": "### Book:kind of ease, we elicit in others the kind of primitive awe that nature has"}
{"text": "### Book:always evoked in hu mankind.One of the first European writers to expound on this principle came"}
{"text": "### Book:from that most unnatural of environments, the Renaissance court. In The"}
{"text": "### Book:Book of the Courtier, published in 1528, Baldassare Castiglione"}
{"text": "### Book:describes the highly elaborate and codified manners of the perfect court"}
{"text": "### Book:citizen. And yet, Castiglione explains, the courtier must execute these"}
{"text": "### Book:gestures with what he calls sprezzatura, the capacity to make the difficult"}
{"text": "### Book:seem easy. He urges the courtier to \u201cpractice in all things a certain"}
{"text": "### Book:nonchalance which conceals all artistry and makes whatever one says or"}
{"text": "### Book:does seem uncontrived and effortless.\u201d We all admire the achievement of"}
{"text": "### Book:some unusual feat, but if it is accomplished naturally and gracefully, our"}
{"text": "### Book:admiration increases tenfold\u2014\u201cwhereas \u2026 to labor at what one is doing"}
{"text": "### Book:and \u2026 to make bones over it, shows an extreme lack of grace and causes"}
{"text": "### Book:everything, whatever its worth, to be discounted.\u201d"}
{"text": "### Book:Much of the idea of sprezzatura came from the world of art. All the"}
{"text": "### Book:great Renaissance artists carefully kept their works under wraps. Only"}
{"text": "### Book:the finished masterpiece could be shown to the public. Michelangelo"}
{"text": "### Book:forbade even popes to view his work in process. A Renaissance artist"}
{"text": "### Book:was always careful to keep his studios shut to patrons and public alike,"}
{"text": "### Book:not out of fear of imitation, but because to see the making of the works"}
{"text": "### Book:would mar the magic of their effect, and their studied atmosphere of ease"}
{"text": "### Book:and natural beauty."}
{"text": "### Book:The Renaissance painter Vasari, also the first great art critic, ridiculed"}
{"text": "### Book:the work of Paolo Uccello, who was obsessed with the laws of"}
{"text": "### Book:perspective. The effort Uccello spent on improving the appearance of"}
{"text": "### Book:perspective was too obvious in his work\u2014it made his paintings ugly and"}
{"text": "### Book:labored, overwhelmed by the effort of their effects. We have the same"}
{"text": "### Book:response when we watch performers who put too much effort into their"}
{"text": "### Book:act: Seeing them trying so hard breaks the illusion. It also makes us"}
{"text": "### Book:uncomfortable. Calm, graceful performers, on the other hand, set us at"}
{"text": "### Book:ease, creating the illusion that they are not acting but being natural and"}
{"text": "### Book:themselves, even when everything they are doing involves labor and"}
{"text": "### Book:practice."}
{"text": "### Book:The idea of sprezzatura is relevant to all forms of power, for power"}
{"text": "### Book:depends vitally on appearances and the illusions you create. Your public"}
{"text": "### Book:actions are like artworks: They must have visual appeal, must create"}
{"text": "### Book:anticipation, even entertain. When you reveal the inner workings of your"}
{"text": "### Book:creation, you become just one more mortal among others. What is"}
{"text": "### Book:understandable is not awe-inspiring\u2014we tell ourselves we could do as"}
{"text": "### Book:well if we had the money and time. Avoid the temptation of showinghow clever you are\u2014it is far more clever to conceal the mechanisms of"}
{"text": "### Book:your cleverness."}
{"text": "### Book:Talleyrand\u2019s application of this concept to his daily life greatly"}
{"text": "### Book:enhanced the aura of power that surrounded him. He never liked to work"}
{"text": "### Book:too hard, so he made others do the work for him\u2014the spying, the"}
{"text": "### Book:research, the detailed analyses. With all this labor at his disposal, he"}
{"text": "### Book:himself never seemed to strain. When his spies revealed that a certain"}
{"text": "### Book:event was about to take place, he would talk in social conversation as if"}
{"text": "### Book:he sensed its imminence. The result was that people thought he was"}
{"text": "### Book:clairvoyant. His short pithy statements and witticisms always seemed to"}
{"text": "### Book:summarize a situation perfectly, but they were based on much research"}
{"text": "### Book:and thought. To those in government, including Napoleon himself,"}
{"text": "### Book:Talleyrand gave the impression of immense power\u2014an effect entirely"}
{"text": "### Book:dependent on the apparent ease with which he accomplished his feats."}
{"text": "### Book:There is another reason for concealing your shortcuts and tricks: When"}
{"text": "### Book:you let this information out, you give people ideas they can use against"}
{"text": "### Book:you. You lose the advantages of keeping silent. We tend to want the"}
{"text": "### Book:world to know what we have done\u2014we want our vanity gratified by"}
{"text": "### Book:having our hard work and cleverness applauded, and we may even want"}
{"text": "### Book:sympathy for the hours it has taken to reach our point of artistry. Learn to"}
{"text": "### Book:control this propensity to blab, for its effect is often the opposite of what"}
{"text": "### Book:you expected. Remember: The more mystery surrounds your actions, the"}
{"text": "### Book:more awesome your power seems. You appear to be the only one who"}
{"text": "### Book:can do what you do\u2014and the appearance of having an exclusive gift is"}
{"text": "### Book:immensely powerful. Finally, because you achieve your"}
{"text": "### Book:accomplishments with grace and ease, people believe that you could"}
{"text": "### Book:always do more if you tried harder. This elicits not only admiration but a"}
{"text": "### Book:touch of fear. Your powers are untapped\u2014no one can fathom their limits."}
{"text": "### Book:Image: The Racehorse. From up close we would see the"}
{"text": "### Book:strain, the effort to control the horse, the labored, painful"}
{"text": "### Book:breathing. But from the distance where we sit and watch, it"}
{"text": "### Book:is all gracefulness, flying through the air. Keep others at a"}
{"text": "### Book:distance and they will only see the ease with which you move."}
{"text": "### Book:Authority: For whatever action [nonchalance] accompanies, no matter"}
{"text": "### Book:how trivial it is, it not only reveals the skill of the person doing it but"}
{"text": "### Book:also very often causes it to be considered far greater than it really is. This"}
{"text": "### Book:is because it makes the onlookers believe that a man who performs wellwith so much facility must possess even greater skill than he does."}
{"text": "### Book:(Baldassare Castiglione, 1478-1529)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:The secrecy with which you surround your actions must seem"}
{"text": "### Book:lighthearted in spirit. A zeal to conceal your work creates an unpleasant,"}
{"text": "### Book:almost paranoiac impression: you are taking the game too seriously."}
{"text": "### Book:Houdini was careful to make the concealment of his tricks seem a game,"}
{"text": "### Book:all part of the show. Never show your work until it is finished, but if you"}
{"text": "### Book:put too much effort into keeping it under wraps you will be like the"}
{"text": "### Book:painter Pontormo, who spent the last years of his life hiding his frescoes"}
{"text": "### Book:from the public eye and only succeeded in driving himself mad. Always"}
{"text": "### Book:keep your sense of humor about yourself."}
{"text": "### Book:There are also times when revealing the inner workings of your"}
{"text": "### Book:projects can prove worthwhile. It all depends on your audience\u2019s taste,"}
{"text": "### Book:and on the times in which you operate. P. T. Barnum recognized that his"}
{"text": "### Book:public wanted to feel involved in his shows, and that understanding his"}
{"text": "### Book:tricks delighted them, partly, perhaps, because implicitly debunking"}
{"text": "### Book:people who kept their sources of power hidden from the masses appealed"}
{"text": "### Book:to America\u2019s democratic spirit. The public also appreciated the"}
{"text": "### Book:showman\u2019s humor and honesty. Barnum took this to the extreme of"}
{"text": "### Book:publicizing his own humbuggery in his popular autobiography, written"}
{"text": "### Book:when his career was at its height."}
{"text": "### Book:As long as the partial disclosure of tricks and techniques is carefully"}
{"text": "### Book:planned, rather than the result of an uncontrollable need to blab, it is the"}
{"text": "### Book:ultimate in cleverness. It gives the audience the illusion of being superior"}
{"text": "### Book:and involved, even while much of what you do remains concealed from"}
{"text": "### Book:them.LAW 31"}
{"text": "### Book:CONTROL THE OPTIONS: GET OTHERS TO"}
{"text": "### Book:PLAY WITH THE CARDS YOU DEAL"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:The best deceptions are the ones that seem to give the other person a"}
{"text": "### Book:choice: Your victims feel they are in control, but are actually your"}
{"text": "### Book:puppets. Give people options that come out in your favor whichever one"}
{"text": "### Book:they choose. Force them to make choices between the lesser of two evils,"}
{"text": "### Book:both of which serve your purpose. Put them on the horns of a dilemma:"}
{"text": "### Book:They are gored wherever they turn."}
{"text": "### Book:OBSERVANCE OF THE LAW I"}
{"text": "### Book:From early in his reign, Ivan IV, later known as Ivan the Terrible, had to"}
{"text": "### Book:confront an unpleasant reality: The country desperately needed reform,"}
{"text": "### Book:but he lacked the power to push it through. The greatest limit to his"}
{"text": "### Book:authority came from the boyars, the Russian princely class that"}
{"text": "### Book:dominated the country and terrorized the peasantry."}
{"text": "### Book:In 1553, at the age of twenty-three, Ivan fell ill. Lying in bed, nearing"}
{"text": "### Book:death, he asked the boyars to swear allegiance to his son as the new czar."}
{"text": "### Book:Some hesitated, some even refused. Then and there Ivan saw he had no"}
{"text": "### Book:power over the boyars. He recovered from his illness, but he never forgot"}
{"text": "### Book:the lesson: The boyars were out to destroy him. And indeed in the years"}
{"text": "### Book:to come, many of the most powerful of them defected to Russia\u2019s main"}
{"text": "### Book:enemies, Poland and Lithuania, where they plotted their return and the"}
{"text": "### Book:overthrow of the czar. Even one of Ivan\u2019s closest friends, Prince Andrey"}
{"text": "### Book:Kurbski, suddenly turned against him, defecting to Lithuania in 1564,"}
{"text": "### Book:and becoming the strongest of Ivan\u2019s enemies.When Kurbski began raising troops for an invasion, the royal dynasty"}
{"text": "### Book:seemed suddenly more precarious than ever. With \u00e9migr\u00e9 nobles"}
{"text": "### Book:fomenting invasion from the west, Tartars bearing down from the east,"}
{"text": "### Book:and the boyars stirring up trouble within the country, Russia\u2019s vast size"}
{"text": "### Book:made it a nightmare to defend. In whatever direction Ivan struck, he"}
{"text": "### Book:would leave himself vulnerable on the other side. Only if he had absolute"}
{"text": "### Book:power could he deal with this many-headed Hydra. And he had no such"}
{"text": "### Book:power."}
{"text": "### Book:Ivan brooded until the morning of December 3, 1564, when the"}
{"text": "### Book:citizens of Moscow awoke to a strange sight. Hundreds of sleds filled the"}
{"text": "### Book:square before the Kremlin, loaded with the czar\u2019s treasures and with"}
{"text": "### Book:provisions for the entire court. They watched in disbelief as the czar and"}
{"text": "### Book:his court boarded the sleds and left town. Without explaining why, he"}
{"text": "### Book:established himself in a village south of Moscow. For an entire month a"}
{"text": "### Book:kind of terror gripped the capital, for the Muscovites feared that Ivan had"}
{"text": "### Book:abandoned them to the bloodthirsty boyars. Shops closed up and riotous"}
{"text": "### Book:mobs gathered daily. Finally, on January 3 of 1565, a letter arrived from"}
{"text": "### Book:the czar, explaining that he could no longer bear the boyars\u2019 betrayals"}
{"text": "### Book:and had decided to abdicate once and for all."}
{"text": "### Book:The German Chancellor Bismarck, enraged at the constant criticisms"}
{"text": "### Book:from Rudolf Virchow (the German pathologist and liberal politician),"}
{"text": "### Book:had his seconds call upon the scientist to challenge him to a duel. \u201cAs"}
{"text": "### Book:the challenged party, I have the choice of weapons,\u201d said Virchow, \u201cand"}
{"text": "### Book:I choose these.\u201d He held aloft two large and apparently identical"}
{"text": "### Book:sausages. \u201cOne of these,\u201d he went on, \u201cis infected with deadly germs;"}
{"text": "### Book:the orher is perfectly sound. Let His Excellency decide which one he"}
{"text": "### Book:wishes to eat, and I will eat the other.\u201d Almost immediately the message"}
{"text": "### Book:came back that the chancellor had decided to cancel the duel."}
{"text": "### Book:THE LITTLE. BROWN BOOK OF ANECDOTES. CLIFTON"}
{"text": "### Book:FADIMAN, FD., 1985"}
{"text": "### Book:Read aloud in public, the letter had a startling effect: Merchants and"}
{"text": "### Book:commoners blamed the boyars for Ivan\u2019s decision, and took to the"}
{"text": "### Book:streets, terrifying the nobility with their fury. Soon a group of delegates"}
{"text": "### Book:representing the church, the princes, and the people made the journey to"}
{"text": "### Book:Ivan\u2019s village, and begged the czar, in the name of the holy land of"}
{"text": "### Book:Russia, to return to the throne. Ivan listened but would not change his"}
{"text": "### Book:mind. After days of hearing their pleas, however, he offered his subjectsa choice: Either they grant him absolute powers to govern as he pleased,"}
{"text": "### Book:with no interference from the boyars, or they find a new leader."}
{"text": "### Book:Faced with a choice between civil war and the acceptance of despotic"}
{"text": "### Book:power, almost every sector of Russian society \u201copted\u201d for a strong czar,"}
{"text": "### Book:calling for Ivan\u2019s return to Moscow and the restoration of law and order."}
{"text": "### Book:In February, with much celebration, Ivan returned to Moscow. The"}
{"text": "### Book:Russians could no longer complain if he behaved dictatorially\u2014they had"}
{"text": "### Book:given him this power themselves."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Ivan the Terrible faced a terrible dilemma: To give in to the boyars would"}
{"text": "### Book:lead to certain destruction, but civil war would bring a different kind of"}
{"text": "### Book:ruin. Even if Ivan came out of such a war on top, the country would be"}
{"text": "### Book:devastated and its divisions would be stronger than ever. His weapon of"}
{"text": "### Book:choice in the past had been to make a bold, offensive move. Now,"}
{"text": "### Book:however, that kind of move would turn against him\u2014the more boldly he"}
{"text": "### Book:confronted his enemies, the worse the reactions he would spark."}
{"text": "### Book:The main weakness of a show of force is that it stirs up resentment and"}
{"text": "### Book:eventually leads to a response that eats at your authority. Ivan,"}
{"text": "### Book:immensely creative in the use of power, saw clearly that the only path to"}
{"text": "### Book:the kind of victory he wanted was a false withdrawal. He would not force"}
{"text": "### Book:the country over to his position, he would give it \u201coptions\u201d: either his"}
{"text": "### Book:abdication, and certain anarchy, or his accession to absolute power. To"}
{"text": "### Book:back up his move, he made it clear that he preferred to abdicate: \u201cCall"}
{"text": "### Book:my bluff,\u201d he said, \u201cand watch what happens.\u201d No one called his bluff."}
{"text": "### Book:By withdrawing for just a month, he showed the country a glimpse of the"}
{"text": "### Book:nightmares that would follow his abdication\u2014Tartar invasions, civil war,"}
{"text": "### Book:ruin. (All of these did eventually come to pass after Ivan\u2019s death, in the"}
{"text": "### Book:infamous \u201cTime of the Troubles.\u201d)"}
{"text": "### Book:Withdrawal and disappearance are classic ways of controlling the"}
{"text": "### Book:options. You give people a sense of how things will fall apart without"}
{"text": "### Book:you, and you offer them a \u201cchoice\u201d: I stay away and you suffer the"}
{"text": "### Book:consequences, or I return under circumstances that I dictate. In this"}
{"text": "### Book:method of controlling people\u2019s options, they choose the option that gives"}
{"text": "### Book:you power because the alternative is just too unpleasant. You force their"}
{"text": "### Book:hand, but indirectly: They seem to have a choice. Whenever people feel"}
{"text": "### Book:they have a choice, they walk into your trap that much more easily.THE I IAR"}
{"text": "### Book:Once upon a time there was a king of Armenia, who, being of a curious"}
{"text": "### Book:turn of mind and in need of some new diversion, sent his heralds"}
{"text": "### Book:throughout the land to make the following proclamation: \u201cHear this!"}
{"text": "### Book:Whatever man among you can prove himself the most outrageous liar in"}
{"text": "### Book:Armenia shall receive an apple made of pure gold from the hands of His"}
{"text": "### Book:Majesty the King!\u201d People began to swarm to the palace from every"}
{"text": "### Book:town and hamlet in the country, people of all ranks and conditions,"}
{"text": "### Book:princes, merchants, farmers, priests, rich and poor, tall and short, fat"}
{"text": "### Book:and thin. There was no lack of liars in the land, and each one told his"}
{"text": "### Book:tale to the king. A ruler, however, has heard practically every sort of lie,"}
{"text": "### Book:and none of those now told him convinced the king that he had listened"}
{"text": "### Book:to the best of them. The king was beginning to grow tired of his new sport"}
{"text": "### Book:and was thinking of calling the whole contest off without declaring a"}
{"text": "### Book:winner, when there appeared before him a poor, ragged man, carrying a"}
{"text": "### Book:large earthenware pitcher under his arm. \u201cWhat can I do for you?\u201d"}
{"text": "### Book:asked His Majesty. \u201cSire!\u201d said the poor man, slightly bewildered"}
{"text": "### Book:\u201cSurely you remember? You owe me a pot of gold, and I have come to"}
{"text": "### Book:collect it.\u201d \u201cYou are a pet feet liar, sir!\u2019 exclaimed the king \u201dI owe you"}
{"text": "### Book:no money\u2019\u201d \u201dA perfect liar, am I?\u201d said the poor man. \u201dThen give me the"}
{"text": "### Book:golden apple!\u201d The king, realizing that the man was Irving to trick him."}
{"text": "### Book:started to hedge. \u201dNo. no! You are not a liar!\u201d \u201dThen give me the pot of"}
{"text": "### Book:gold you owe me. sire.\u201d said the man. The king saw the dilemma, He"}
{"text": "### Book:handed over the golden apple."}
{"text": "### Book:ARMENIAN FOLK-IALES AND FABLES. REIOLD BY CAHARLES"}
{"text": "### Book:DOWNING. 1993"}
{"text": "### Book:OBSERVANCE OF THE LAW II"}
{"text": "### Book:As a seventeenth-century French courtesan, Ninon de Lenclos found that"}
{"text": "### Book:her life had certain pleasures. Her lovers came from royalty and"}
{"text": "### Book:aristocracy, and they paid her well, entertained her with their wit and"}
{"text": "### Book:intellect, satisfied her rather demanding sensual needs, and treated her"}
{"text": "### Book:almost as an equal. Such a life was infinitely preferable to marriage. In"}
{"text": "### Book:1643, however, Ninon\u2019s mother died suddenly, leaving her, at the age of"}
{"text": "### Book:twenty-three, totally alone in the world\u2014no family, no dowry, nothing tofall back upon. A kind of panic overtook her and she entered a convent,"}
{"text": "### Book:turning her back on her illustrious lovers. A year later she left the"}
{"text": "### Book:convent and moved to Lyons. When she finally reappeared in Paris, in"}
{"text": "### Book:1648, lovers and suitors flocked to her door in greater numbers than ever"}
{"text": "### Book:before, for she was the wittiest and most spirited courtesan of the time"}
{"text": "### Book:and her presence had been greatly missed."}
{"text": "### Book:Ninon\u2019s followers quickly discovered, however, that she had changed"}
{"text": "### Book:her old way of doing things, and had set up a new system of options. The"}
{"text": "### Book:dukes, seigneurs, and princes who wanted to pay for her services could"}
{"text": "### Book:continue to do so, but they were no longer in control\u2014she would sleep"}
{"text": "### Book:with them when she wanted, according to her whim. All their money"}
{"text": "### Book:bought them was a possibility. If it was her pleasure to sleep with them"}
{"text": "### Book:only once a month, so be it."}
{"text": "### Book:Those who did not want to be what Ninon called a payeur could join"}
{"text": "### Book:the large and growing group of men she called her martyrs\u2014men who"}
{"text": "### Book:visited her apartment principally for her friendship, her biting wit, her"}
{"text": "### Book:lute-playing, and the company of the most vibrant minds of the period,"}
{"text": "### Book:including Moli\u00e8re, La Rochefoucauld, and Saint-\u00c9vremond. The"}
{"text": "### Book:martyrs, too, however, entertained a possibility: She would regularly"}
{"text": "### Book:select from them a favori, a man who would become her lover without"}
{"text": "### Book:having to pay, and to whom she would abandon herself completely for as"}
{"text": "### Book:long as she so desired\u2014a week, a few months, rarely longer. A payeur"}
{"text": "### Book:could not become a favori, but a martyr had no guarantee of becoming"}
{"text": "### Book:one, and indeed could remain disappointed for an entire lifetime. The"}
{"text": "### Book:poet Charleval, for example, never enjoyed Ninon\u2019s favors, but never"}
{"text": "### Book:stopped coming to visit\u2014he did not want to do without her company."}
{"text": "### Book:As word of this system reached polite French society, Ninon became"}
{"text": "### Book:the object of intense hostility. Her reversal of the position of the"}
{"text": "### Book:courtesan scandalized the queen mother and her court. Much to their"}
{"text": "### Book:horror, however, it did not discourage her male suitors\u2014indeed it only"}
{"text": "### Book:increased their numbers and intensified their desire. It became an honor"}
{"text": "### Book:to be a payeur, helping Ninon to maintain her lifestyle and her glittering"}
{"text": "### Book:salon, accompanying her sometimes to the theater, and sleeping with her"}
{"text": "### Book:when she chose. Even more distinguished were the martyrs, enjoying her"}
{"text": "### Book:company without paying for it and maintaining the hope, however"}
{"text": "### Book:remote, of some day becoming her favori. That possibility spurred on"}
{"text": "### Book:many a young nobleman, as word spread that none among the courtesans"}
{"text": "### Book:could surpass Ninon in the art of love. And so the married and the single,"}
{"text": "### Book:the old and the young, entered her web and chose one of the two options"}
{"text": "### Book:presented to them, both of which amply satisfied her.Interpretation"}
{"text": "### Book:The life of the courtesan entailed the possibility of a power that was"}
{"text": "### Book:denied a married woman, but it also had obvious perils. The man who"}
{"text": "### Book:paid for the courtesan\u2019s services in essence owned her, determining when"}
{"text": "### Book:he could possess her and when, later on, he would abandon her. As she"}
{"text": "### Book:grew older, her options narrowed, as fewer men chose her. To avoid a life"}
{"text": "### Book:of poverty she had to amass her fortune while she was young. The"}
{"text": "### Book:courtesan\u2019s legendary greed, then, reflected a practical necessity, yet also"}
{"text": "### Book:lessened her allure, since the illusion of being desired is important to"}
{"text": "### Book:men, who are often alienated if their partner is too interested in their"}
{"text": "### Book:money. As the courtesan aged, then, she faced a most difficult fate."}
{"text": "### Book:Ninon de Lenclos had a horror of any kind of dependence. She early"}
{"text": "### Book:on tasted a kind of equality with her lovers, and she would not settle into"}
{"text": "### Book:a system that left her such distasteful options. Strangely enough, the"}
{"text": "### Book:system she devised in its place seemed to satisfy her suitors as much as it"}
{"text": "### Book:did her. The payeurs may have had to pay, but the fact that Ninon would"}
{"text": "### Book:only sleep with them when she wanted to gave them a thrill unavailable"}
{"text": "### Book:with every other courtesan: She was yielding out of her own desire. The"}
{"text": "### Book:martyrs\u2019 avoidance of the taint of having to pay gave them a sense of"}
{"text": "### Book:superiority; as members of Ninon\u2019s fraternity of admirers, they also"}
{"text": "### Book:might some day experience the ultimate pleasure of being her favori."}
{"text": "### Book:Finally, Ninon did not force her suitors into either category. They could"}
{"text": "### Book:\u201cchoose\u201d which side they preferred\u2014a freedom that left them a vestige"}
{"text": "### Book:of masculine pride."}
{"text": "### Book:Such is the power of giving people a choice, or rather the illusion of"}
{"text": "### Book:one, for they are playing with cards you have dealt them. Where the"}
{"text": "### Book:alternatives set up by Ivan the Terrible involved a certain risk\u2014one"}
{"text": "### Book:option would have led to his losing his power\u2014Ninon created a situation"}
{"text": "### Book:in which every option redounded to her favor. From the payeurs she"}
{"text": "### Book:received the money she needed to run her salon. And from the martyrs"}
{"text": "### Book:she gained the ultimate in power: She could surround herself with a bevy"}
{"text": "### Book:of admirers, a harem from which to choose her lovers."}
{"text": "### Book:The system, though, depended on one critical factor: the possibility,"}
{"text": "### Book:however remote, that a martyr could become a favori. The illusion that"}
{"text": "### Book:riches, glory, or sensual satisfaction may someday fall into your victim\u2019s"}
{"text": "### Book:lap is an irresistible carrot to include in your list of choices. That hope,"}
{"text": "### Book:however slim, will make men accept the most ridiculous situations,"}
{"text": "### Book:because it leaves them the all-important option of a dream. The illusionof choice, married to the possibility of future good fortune, will lure the"}
{"text": "### Book:most stubborn sucker into your glittering web."}
{"text": "### Book:J. P. Morgan Sr. once told a jeweler of his acquaintance that he was"}
{"text": "### Book:interested in buying a pearl scarf-pin. Just a few weeks later, the jeweler"}
{"text": "### Book:happened upon a magnificent pearl. He had it mounted in an"}
{"text": "### Book:appropriate setting and sent it to Morgan, together with a bill for $5,000."}
{"text": "### Book:The following day the package was returned. Morgan\u2019s accompanying"}
{"text": "### Book:note read: \u201cI like the pin, but I don\u2019t like the price. If you will accept the"}
{"text": "### Book:enclosed check for $4,000, please send back the box with the seal"}
{"text": "### Book:unbroken.\u201d The enraged jeweler refused the check and dismissed the"}
{"text": "### Book:messenger in disgust. He opened up the box to reclaim the unwanted pin,"}
{"text": "### Book:only to find that it had been removed. In its place was a check for"}
{"text": "### Book:$5,000."}
{"text": "### Book:THE LITTLE, BROWN BOOK OF ANECDOTES. CLIFTON"}
{"text": "### Book:FADIMAN, ED.. 1985"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:Words like \u201cfreedom,\u201d \u201coptions,\u201d and \u201cchoice\u201d evoke a power of"}
{"text": "### Book:possibility far beyond the reality of the benefits they entail. When"}
{"text": "### Book:examined closely, the choices we have\u2014in the marketplace, in elections,"}
{"text": "### Book:in our jobs\u2014tend to have noticeable limitations: They are often a matter"}
{"text": "### Book:of a choice simply between A and B, with the rest of the alphabet out of"}
{"text": "### Book:the picture. Yet as long as the faintest mirage of choice flickers on, we"}
{"text": "### Book:rarely focus on the missing options. We \u201cchoose\u201d to believe that the"}
{"text": "### Book:game is fair, and that we have our freedom. We prefer not to think too"}
{"text": "### Book:much about the depth of our liberty to choose."}
{"text": "### Book:This unwillingness to probe the smallness of our choices stems from"}
{"text": "### Book:the fact that too much freedom creates a kind of anxiety. The phrase"}
{"text": "### Book:\u201cunlimited options\u201d sounds infinitely promising, but unlimited options"}
{"text": "### Book:would actually paralyze us and cloud our ability to choose. Our limited"}
{"text": "### Book:range of choices comforts us."}
{"text": "### Book:This supplies the clever and cunning with enormous opportunities for"}
{"text": "### Book:deception. For people who are choosing between alternatives find it hard"}
{"text": "### Book:to believe they are being manipulated or deceived; they cannot see that"}
{"text": "### Book:you are allowing them a small amount of free will in exchange for a"}
{"text": "### Book:much more powerful imposition of your own will. Setting up a narrowrange of choices, then, should always be a part of your deceptions. There"}
{"text": "### Book:is a saying: If you can get the bird to walk into the cage on its own, it"}
{"text": "### Book:will sing that much more prettily."}
{"text": "### Book:The following are among the most common forms of \u201ccontrolling the"}
{"text": "### Book:options\u201d:"}
{"text": "### Book:Color the Choices. This was a favored technique of Henry Kissinger. As"}
{"text": "### Book:President Richard Nixon\u2019s secretary of state, Kissinger considered"}
{"text": "### Book:himself better informed than his boss, and believed that in most"}
{"text": "### Book:situations he could make the best decision on his own. But if he tried to"}
{"text": "### Book:determine policy, he would offend or perhaps enrage a notoriously"}
{"text": "### Book:insecure man. So Kissinger would propose three or four choices of action"}
{"text": "### Book:for each situation, and would present them in such a way that the one he"}
{"text": "### Book:preferred always seemed the best solution compared to the others. Time"}
{"text": "### Book:after time, Nixon fell for the bait, never suspecting that he was moving"}
{"text": "### Book:where Kissinger pushed him. This is an excellent device to use on the"}
{"text": "### Book:insecure master."}
{"text": "### Book:Force the Resister. One of the main problems faced by Dr. Milton H."}
{"text": "### Book:Erickson, a pioneer of hypnosis therapy in the 1950s, was the relapse."}
{"text": "### Book:His patients might seem to be recovering rapidly, but their apparent"}
{"text": "### Book:susceptibility to the therapy masked a deep resistance: They would soon"}
{"text": "### Book:relapse into old habits, blame the doctor, and stop coming to see him. To"}
{"text": "### Book:avoid this, Erickson began ordering some patients to have a relapse, to"}
{"text": "### Book:make themselves feel as bad as when they first came in\u2014to go back to"}
{"text": "### Book:square one. Faced with this option, the patients would usually \u201cchoose\u201d"}
{"text": "### Book:to avoid the relapse\u2014which, of course, was what Erickson really"}
{"text": "### Book:wanted."}
{"text": "### Book:This is a good technique to use on children and other willful people"}
{"text": "### Book:who enjoy doing the opposite of what you ask them to: Push them to"}
{"text": "### Book:\u201cchoose\u201d what you want them to do by appearing to advocate the"}
{"text": "### Book:opposite."}
{"text": "### Book:Alter the Playing Field. In the 1860s, John D. Rockefeller set out to"}
{"text": "### Book:create an oil monopoly. If he tried to buy up the smaller oil companies"}
{"text": "### Book:they would figure out what he was doing and fight back. Instead, he"}
{"text": "### Book:began secretly buying up the railway companies that transported the oil."}
{"text": "### Book:When he then attempted to take over a particular company, and met with"}
{"text": "### Book:resistance, he reminded them of their dependence on the rails. Refusingthem shipping, or simply raising their fees, could ruin their business."}
{"text": "### Book:Rockefeller altered the playing field so that the only options the small oil"}
{"text": "### Book:producers had were the ones he gave them."}
{"text": "### Book:In this tactic your opponents know their hand is being forced, but it"}
{"text": "### Book:doesn\u2019t matter. The technique is effective against those who resist at all"}
{"text": "### Book:costs."}
{"text": "### Book:The Shrinking Options. The late-nineteenth-century art dealer"}
{"text": "### Book:Ambroise Vollard perfected this technique."}
{"text": "### Book:Customers would come to Vollard\u2019s shop to see some C\u00e9zannes. He"}
{"text": "### Book:would show three paintings, neglect to mention a price, and pretend to"}
{"text": "### Book:doze off. The visitors would have to leave without deciding. They would"}
{"text": "### Book:usually come back the next day to see the paintings again, but this time"}
{"text": "### Book:Vollard would pull out less interesting works, pretending he thought they"}
{"text": "### Book:were the same ones. The baffled customers would look at the new"}
{"text": "### Book:offerings, leave to think them over, and return yet again. Once again the"}
{"text": "### Book:same thing would happen: Vollard would show paintings of lesser quality"}
{"text": "### Book:still. Finally the buyers would realize they had better grab what he was"}
{"text": "### Book:showing them, because tomorrow they would have to settle for"}
{"text": "### Book:something worse, perhaps at even higher prices."}
{"text": "### Book:A variation on this technique is to raise the price every time the buyer"}
{"text": "### Book:hesitates and another day goes by. This is an excellent negotiating ploy"}
{"text": "### Book:to use on the chronically indecisive, who will fall for the idea that they"}
{"text": "### Book:are getting a better deal today than if they wait till tomorrow."}
{"text": "### Book:The Weak Man on the Precipice. The weak are the easiest to maneuver"}
{"text": "### Book:by controlling their options. Cardinal de Retz, the great seventeenth-"}
{"text": "### Book:century provocateur, served as an unofficial assistant to the Duke of"}
{"text": "### Book:Orl\u00e9ans, who was notoriously indecisive. It was a constant struggle to"}
{"text": "### Book:convince the duke to take action\u2014he would hem and haw, weigh the"}
{"text": "### Book:options, and wait till the last moment, giving everyone around him an"}
{"text": "### Book:ulcer. But Retz discovered a way to handle him: He would describe all"}
{"text": "### Book:sorts of dangers, exaggerating them as much as possible, until the duke"}
{"text": "### Book:saw a yawning abyss in every direction except one: the one Retz was"}
{"text": "### Book:pushing him to take."}
{"text": "### Book:This tactic is similar to \u201cColor the Choices,\u201d but with the weak you"}
{"text": "### Book:have to be more aggressive. Work on their emotions\u2014use fear and terror"}
{"text": "### Book:to propel them into action. Try reason and they will always find a way to"}
{"text": "### Book:procrastinate.Brothers in Crime. This is a classic con-artist technique: You attract"}
{"text": "### Book:your victims to some criminal scheme, creating a bond of blood and guilt"}
{"text": "### Book:between you. They participate in your deception, commit a crime (or"}
{"text": "### Book:think they do\u2014see the story of Sam Geezil in Law 3), and are easily"}
{"text": "### Book:manipulated. Serge Stavisky, the great French con artist of the 1920s, so"}
{"text": "### Book:entangled the government in his scams and swindles that the state did not"}
{"text": "### Book:dare to prosecute him, and \u201cchose\u201d to leave him alone. It is often wise to"}
{"text": "### Book:implicate in your deceptions the very person who can do you the most"}
{"text": "### Book:harm if you fail. Their involvement can be subtle\u2014even a hint of their"}
{"text": "### Book:involvement will narrow their options and buy their silence."}
{"text": "### Book:The Horns of a Dilemma. This idea was demonstrated by General"}
{"text": "### Book:William Sherman\u2019s infamous march through Georgia during the"}
{"text": "### Book:American Civil War. Although the Confederates knew what direction"}
{"text": "### Book:Sherman was heading in, they never knew if he would attack from the"}
{"text": "### Book:left or the right, for he divided his army into two wings\u2014and if the"}
{"text": "### Book:rebels retreated from one wing they found themselves facing the other."}
{"text": "### Book:This is a classic trial lawyer\u2019s technique: The lawyer leads the witnesses"}
{"text": "### Book:to decide between two possible explanations of an event, both of which"}
{"text": "### Book:poke a hole in their story. They have to answer the lawyer\u2019s questions,"}
{"text": "### Book:but whatever they say they hurt themselves. The key to this move is to"}
{"text": "### Book:strike quickly: Deny the victim the time to think of an escape. As they"}
{"text": "### Book:wriggle between the horns of the dilemma, they dig their own grave."}
{"text": "### Book:Understand: In your struggles with your rivals, it will often be necessary"}
{"text": "### Book:for you to hurt them. And if you are clearly the agent of their"}
{"text": "### Book:punishment, expect a counterattack\u2014expect revenge. If, however, they"}
{"text": "### Book:seem to themselves to be the agents of their own misfortune, they will"}
{"text": "### Book:submit quietly. When Ivan left Moscow for his rural village, the citizens"}
{"text": "### Book:asking him to return agreed to his demand for absolute power. Over the"}
{"text": "### Book:years to come, they resented him less for the terror he unleashed on the"}
{"text": "### Book:country, because, after all, they had granted him his power themselves."}
{"text": "### Book:This is why it is always good to allow your victims their choice of"}
{"text": "### Book:poison, and to cloak your involvement in providing it to them as far as"}
{"text": "### Book:possible."}
{"text": "### Book:Image: The Horns of the Bull. The bull backs you into the corner with its"}
{"text": "### Book:horns\u2014not a single horn, which you might be e able to escape, but a pair"}
{"text": "### Book:of horns that trap you within their hold. Run right or run left\u2014either way"}
{"text": "### Book:you move into their piercing ends and are gored.Authority: For the wounds and every other evil that men inflict upon"}
{"text": "### Book:themselves spontaneously, and of their own choice, are in the long run"}
{"text": "### Book:less painful than those inflicted by others. (Niccol\u00f2 Machiavelli, 1469-"}
{"text": "### Book:1527)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:Controlling the options has one main purpose: to disguise yourself as the"}
{"text": "### Book:agent of power and punishment. The tactic works best, then, for those"}
{"text": "### Book:whose power is fragile, and who cannot operate too openly without"}
{"text": "### Book:incurring suspicion, resentment, and anger. Even as a general rule,"}
{"text": "### Book:however, it is rarely wise to be seen as exerting power directly and"}
{"text": "### Book:forcefully, no matter how secure or strong you are. It is usually more"}
{"text": "### Book:elegant and more effective to give people the illusion of choice."}
{"text": "### Book:On the other hand, by limiting other people\u2019s options you sometimes"}
{"text": "### Book:limit your own. There are situations in which it is to your advantage to"}
{"text": "### Book:allow your rivals a large degree of freedom: As you watch them operate,"}
{"text": "### Book:you give yourself rich opportunities to spy, gather information, and plan"}
{"text": "### Book:your deceptions. The nineteenth-century banker James Rothschild liked"}
{"text": "### Book:this method: He felt that if he tried to control his opponents\u2019 movements,"}
{"text": "### Book:he lost the chance to observe their strategy and plan a more effective"}
{"text": "### Book:course. The more freedom he allowed them in the short term, the more"}
{"text": "### Book:forcefully he could act against them in the long run.LAW 32"}
{"text": "### Book:PLAY TO PEOPLE\u2019S FANTASIES"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:The truth is often avoided because it is ugly and unpleasant. Never"}
{"text": "### Book:appeal to truth and reality unless you are prepared for the anger that"}
{"text": "### Book:comes from disenchantment. Life is so harsh and distressing that people"}
{"text": "### Book:who can manufacture romance or conjure up fantasy are like oases in the"}
{"text": "### Book:desert: Everyone flocks to them. There is great power in tapping into the"}
{"text": "### Book:fantasies of the masses."}
{"text": "### Book:THE FUNERAL OF THE LIONESS"}
{"text": "### Book:The lion having suddenly lost his queen, every one hastened to show"}
{"text": "### Book:allegiance to the monarch, by offering consolation. These compliments,"}
{"text": "### Book:alas, served but to increase the widower\u2019s affliction. Due notice was"}
{"text": "### Book:given throughout the kingdom that the funeral would be performed at a"}
{"text": "### Book:certain time and place; the lion\u2019s officers were ordered to be in"}
{"text": "### Book:attendance, to regulate the ceremony, and place the company according"}
{"text": "### Book:to their respective rank. One may well judge no one absented himself."}
{"text": "### Book:The monarch gave way to his grief, and the whole cave, lions having no"}
{"text": "### Book:other temples, resounded with his cries. After his example, all the"}
{"text": "### Book:courtiers roared in their different tones. A court is the sort of place"}
{"text": "### Book:where everyone is either sorrowful, gay, or indifferent to everything, just"}
{"text": "### Book:as the reigning prince may think fit; or if any one is not actually, he at"}
{"text": "### Book:least tries to appear so; each endeavors to mimic the master. It is truly"}
{"text": "### Book:said that one mind animates a thousand bodies, clearly showing that"}
{"text": "### Book:human beings are mere machines. But let us return to our subject. The"}
{"text": "### Book:stag alone shed no tears. How could he, forsooth? The death of the"}
{"text": "### Book:queen avenged him; she had formerly strangled his wife and son. A"}
{"text": "### Book:courtier thought fit to inform the bereaved monarch, and even affirmed"}
{"text": "### Book:that he had seen the stag laugh. The rage of a king, says Solomon, is"}
{"text": "### Book:terrible, and especially that of a lion-king. \u201cPitiful forester!\u201d heexclaimed, \u201cdarest thou laugh when all around are dissolved in tears?"}
{"text": "### Book:We will not soil our royal claws with thy profane blood! Do thou, brave"}
{"text": "### Book:wolf, avenge our queen, by immolating this traitor to her august manes."}
{"text": "### Book:\u201d"}
{"text": "### Book:Hereupon the stag replied: \u201cSire, the time for weeping is passed; grief is"}
{"text": "### Book:here superfluous. Your revered spouse appeared to me but now, reposing"}
{"text": "### Book:on a bed of roses; I instantly recognized her. \u2018Friend,\u2019 said she to me,"}
{"text": "### Book:\u2018have done with this funereal pomp, cease these useless tears. I have"}
{"text": "### Book:tasted a thousand delights in the Elysian fields, conversing with those"}
{"text": "### Book:who are saints like myself. Let the king\u2019s despair remain for some time"}
{"text": "### Book:unchecked, it gratifies me.\u2019\u201d Scarcely had he spoken, when every one"}
{"text": "### Book:shouted: \u201cA miracle! a miracle!\u201d The stag, instead of being punished,"}
{"text": "### Book:received a handsome gift. Do but entertain a king with dreams, flatter"}
{"text": "### Book:him, and tell him a few pleasant fantastic lies: whatever his indignation"}
{"text": "### Book:against you may be, he will swallow the bait, and make you his dearest"}
{"text": "### Book:friend."}
{"text": "### Book:FABLES, JEAN DE LA FONTAINE, 1621-1695"}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:The city-state of Venice was prosperous for so long that its citizens felt"}
{"text": "### Book:their small republic had destiny on its side. In the Middle Ages and High"}
{"text": "### Book:Renaissance, its virtual monopoly on trade to the east made it the"}
{"text": "### Book:wealthiest city in Europe. Under a beneficent republican government,"}
{"text": "### Book:Venetians enjoyed liberties that few other Italians had ever known. Yet in"}
{"text": "### Book:the sixteenth century their fortunes suddenly changed. The opening of"}
{"text": "### Book:the New World transferred power to the Atlantic side of Europe\u2014to the"}
{"text": "### Book:Spanish and Portuguese, and later the Dutch and English. Venice could"}
{"text": "### Book:not compete economically and its empire gradually dwindled. The final"}
{"text": "### Book:blow was the devastating loss of a prized Mediterranean possession, the"}
{"text": "### Book:island of Cyprus, captured from Venice by the Turks in 1570."}
{"text": "### Book:Now noble families went broke in Venice, and banks began to fold. A"}
{"text": "### Book:kind of gloom and depression settled over the citizens. They had known"}
{"text": "### Book:a glittering past\u2014had either lived through it or heard stories about it"}
{"text": "### Book:from their elders. The closeness of the glory years was humiliating. The"}
{"text": "### Book:Venetians half believed that the goddess Fortune was only playing a jokeon them, and that the old days would soon return. For the time being,"}
{"text": "### Book:though, what could they do?"}
{"text": "### Book:In 1589 rumors began to swirl around Venice of the arrival not far"}
{"text": "### Book:away of a mysterious man called \u201cIl Bragadino,\u201d a master of alchemy, a"}
{"text": "### Book:man who had won incredible wealth through his ability, it was said, to"}
{"text": "### Book:multiply gold through the use of a secret substance. The rumor spread"}
{"text": "### Book:quickly because a few years earlier, a Venetian nobleman passing"}
{"text": "### Book:through Poland had heard a learned man prophesy that Venice would"}
{"text": "### Book:recover her past glory and power if she could find a man who understood"}
{"text": "### Book:the alchemic art of manufacturing gold. And so, as word reached Venice"}
{"text": "### Book:of the gold this Bragadino possessed\u2014he clinked gold coins"}
{"text": "### Book:continuously in his hands, and golden objects filled his palace\u2014some"}
{"text": "### Book:began to dream: Through him, their city would prosper again."}
{"text": "### Book:Members of Venice\u2019s most important noble families accordingly went"}
{"text": "### Book:together to Brescia, where Bragadino lived. They toured his palace and"}
{"text": "### Book:watched in awe as he demonstrated his gold-making abilities, taking a"}
{"text": "### Book:pinch of seemingly worthless minerals and transforming it into several"}
{"text": "### Book:ounces of gold dust. The Venetian senate prepared to debate the idea of"}
{"text": "### Book:extending an official invitation to Bragadino to stay in Venice at the"}
{"text": "### Book:city\u2019s expense, when word suddenly reached them that they were"}
{"text": "### Book:competing with the Duke of Mantua for his services. They heard of a"}
{"text": "### Book:magnificent party in Bragadino\u2019s palace for the duke, featuring garments"}
{"text": "### Book:with golden buttons, gold watches, gold plates, and on and on. Worried"}
{"text": "### Book:they might lose Bragadino to Mantua, the senate voted almost"}
{"text": "### Book:unanimously to invite him to Venice, promising him the mountain of"}
{"text": "### Book:money he would need to continue living in his luxurious style\u2014but only"}
{"text": "### Book:if he came right away."}
{"text": "### Book:Late that year the mysterious Bragadino arrived in Venice. With his"}
{"text": "### Book:piercing dark eyes under thick brows, and the two enormous black"}
{"text": "### Book:mastiffs that accompanied him everywhere, he was forbidding and"}
{"text": "### Book:impressive. He took up residence in a sumptuous palace on the island of"}
{"text": "### Book:the Giudecca, with the republic funding his banquets, his expensive"}
{"text": "### Book:clothes, and all his other whims. A kind of alchemy fever spread through"}
{"text": "### Book:Venice. On street corners, hawkers would sell coal, distilling apparatus,"}
{"text": "### Book:bellows, how-to books on the subject. Everyone began to practice"}
{"text": "### Book:alchemy\u2014everyone except Bragadino."}
{"text": "### Book:The alchemist seemed to be in no hurry to begin manufacturing the"}
{"text": "### Book:gold that would save Venice from ruin. Strangely enough this only"}
{"text": "### Book:increased his popularity and following; people thronged from all over"}
{"text": "### Book:Europe, even Asia, to meet this remarkable man. Months went by, withgifts pouring in to Bragadino from all sides. Still he gave no sign of the"}
{"text": "### Book:miracle that the Venetians confidently expected him to produce."}
{"text": "### Book:Eventually the citizens began to grow impatient, wondering if he would"}
{"text": "### Book:wait forever. At first the senators warned them not to hurry him\u2014he was"}
{"text": "### Book:a capricious devil, who needed to be cajoled. Finally, though, the nobility"}
{"text": "### Book:began to wonder too, and the senate came under pressure to show a"}
{"text": "### Book:return on the city\u2019s ballooning investment."}
{"text": "### Book:Bragadino had only scorn for the doubters, but he responded to them."}
{"text": "### Book:He had, he said, already deposited in the city\u2019s mint the mysterious"}
{"text": "### Book:substance with which he multiplied gold. He could use this substance up"}
{"text": "### Book:all at once, and produce double the gold, but the more slowly the process"}
{"text": "### Book:took place, the more it would yield. If left alone for seven years, sealed"}
{"text": "### Book:in a casket, the substance would multiply the gold in the mint thirty times"}
{"text": "### Book:over. Most of the senators agreed to wait to reap the gold mine"}
{"text": "### Book:Bragadino promised. Others, however, were angry: seven more years of"}
{"text": "### Book:this man living royally at the public trough! And many of the common"}
{"text": "### Book:citizens of Venice echoed these sentiments. Finally the alchemist\u2019s"}
{"text": "### Book:enemies demanded he produce a proof of his skills: a substantial amount"}
{"text": "### Book:of gold, and soon."}
{"text": "### Book:Lofty, apparently devoted to his art, Bragadino responded that Venice,"}
{"text": "### Book:in its impatience, had betrayed him, and would therefore lose his"}
{"text": "### Book:services. He left town, going first to nearby Padua, then, in 1590, to"}
{"text": "### Book:Munich, at the invitation of the Duke of Bavaria, who, like the entire city"}
{"text": "### Book:of Venice, had known great wealth but had fallen into bankruptcy"}
{"text": "### Book:through his own profligacy, and hoped to regain his fortune through the"}
{"text": "### Book:famous alchemist\u2019s services. And so Bragadino resumed the comfortable"}
{"text": "### Book:arrangement he had known in Venice, and the same pattern repeated"}
{"text": "### Book:itself."}
{"text": "### Book:Interpretation"}
{"text": "### Book:The young Cypriot Mamugna had lived in Venice for several years"}
{"text": "### Book:before reincarnating himself as the alchemist Bragadino. He saw how"}
{"text": "### Book:gloom had settled on the city, how everyone was hoping for a"}
{"text": "### Book:redemption from some indefinite source. While other charlatans"}
{"text": "### Book:mastered everyday cons based on sleight of hand, Mamugn\u00e0 mastered"}
{"text": "### Book:human nature. With Venice as his target from the start, he traveled"}
{"text": "### Book:abroad, made some money through his alchemy scams, and then returned"}
{"text": "### Book:to Italy, setting up shop in Brescia. There he created a reputation that heknew would spread to Venice. From a distance, in fact, his aura of power"}
{"text": "### Book:would be all the more impressive."}
{"text": "### Book:At first Mamugna did not use vulgar demonstrations to convince"}
{"text": "### Book:people of his alchemic skill. His sumptuous palace, his opulent garments,"}
{"text": "### Book:the clink of gold in his hands, all these provided a superior argument to"}
{"text": "### Book:anything rational. And these established the cycle that kept him going:"}
{"text": "### Book:His obvious wealth confirmed his reputation as an alchemist, so that"}
{"text": "### Book:patrons like the Duke of Mantua gave him money, which allowed him to"}
{"text": "### Book:live in wealth, which reinforced his reputation as an alchemist, and so"}
{"text": "### Book:on. Only once this reputation was established, and dukes and senators"}
{"text": "### Book:were fighting over him, did he resort to the trifling necessity of a"}
{"text": "### Book:demonstration. By then, however, people were easy to deceive: They"}
{"text": "### Book:wanted to believe. The Venetian senators who watched him multiply"}
{"text": "### Book:gold wanted to believe so badly that they failed to notice the glass pipe"}
{"text": "### Book:up his sleeve, from which he slipped gold dust into his pinches of"}
{"text": "### Book:minerals. Brilliant and capricious, he was the alchemist of their fantasies"}
{"text": "### Book:\u2014and once he had created an aura like this, no one noticed his simple"}
{"text": "### Book:deceptions."}
{"text": "### Book:Such is the power of the fantasies that take root in us, especially in"}
{"text": "### Book:times of scarcity and decline. People rarely believe that their problems"}
{"text": "### Book:arise from their own misdeeds and stupidity. Someone or something out"}
{"text": "### Book:there is to blame\u2014the other, the world, the gods\u2014and so salvation"}
{"text": "### Book:comes from the outside as well. Had Bragadino arrived in Venice armed"}
{"text": "### Book:with a detailed analysis of the reasons behind the city\u2019s economic"}
{"text": "### Book:decline, and of the hard-nosed steps that it could take to turn things"}
{"text": "### Book:around, he would have been scorned. The reality was too ugly and the"}
{"text": "### Book:solution too painful\u2014mostly the kind of hard work that the citizens\u2019"}
{"text": "### Book:ancestors had mustered to create an empire. Fantasy, on the other hand\u2014"}
{"text": "### Book:in this case the romance of alchemy\u2014was easy to understand and"}
{"text": "### Book:infinitely more palatable."}
{"text": "### Book:To gain power, you must be a source of pleasure for those around you"}
{"text": "### Book:\u2014and pleasure comes from playing to people\u2019s fantasies. Never promise"}
{"text": "### Book:a gradual improvement through hard work; rather, promise the moon, the"}
{"text": "### Book:great and sudden transformation, the pot of gold."}
{"text": "### Book:No man need despair of gaining converts to the most extravagant"}
{"text": "### Book:hypothesis who has art enough to represent it in favorable colors."}
{"text": "### Book:David Hume, 1711-1776"}
{"text": "### Book:If you want to tell lies that will be believed, don\u2019t tell the truth that won\u2019t.EMPEROR TOKUGAWA IEYASU OF JAPAN, SEVENTEENTH"}
{"text": "### Book:CENTURY"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:Fantasy can never operate alone. It requires the backdrop of the"}
{"text": "### Book:humdrum and the mundane. It is the oppressiveness of reality that allows"}
{"text": "### Book:fantasy to take root and bloom. In sixteenth-century Venice, the reality"}
{"text": "### Book:was one of decline and loss of prestige. The corresponding fantasy"}
{"text": "### Book:described a sudden recovery of past glories through the miracle of"}
{"text": "### Book:alchemy. While the reality only got worse, the Venetians inhabited a"}
{"text": "### Book:happy dream world in which their city restored its fabulous wealth and"}
{"text": "### Book:power overnight, turning dust into gold."}
{"text": "### Book:The person who can spin a fantasy out of an oppressive reality has"}
{"text": "### Book:access to untold power. As you search for the fantasy that will take hold"}
{"text": "### Book:of the masses, then, keep your eye on the banal truths that weigh heavily"}
{"text": "### Book:on us all. Never be distracted by people\u2019s glamorous portraits of"}
{"text": "### Book:themselves and their lives; search and dig for what really imprisons"}
{"text": "### Book:them. Once you find that, you have the magical key that will put great"}
{"text": "### Book:power in your hands."}
{"text": "### Book:Although times and people change, let us examine a few of the"}
{"text": "### Book:oppressive realities that endure, and the opportunities for power they"}
{"text": "### Book:provide:"}
{"text": "### Book:The Reality: Change is slow and gradual. It requires hard work, a bit of"}
{"text": "### Book:luck, a fair amount of self-sacrifice, and a lot of patience."}
{"text": "### Book:The Fantasy: A sudden transformation will bring a total change in one\u2019s"}
{"text": "### Book:fortunes, bypassing work, luck, self-sacrifice, and time in one fantastic"}
{"text": "### Book:stroke."}
{"text": "### Book:This is of course the fantasy par excellence of the charlatans who"}
{"text": "### Book:prowl among us to this day, and was the key to Bragadino\u2019s success."}
{"text": "### Book:Promise a great and total change\u2014from poor to rich, sickness to health,"}
{"text": "### Book:misery to ecstasy\u2014and you will have followers."}
{"text": "### Book:How did the great sixteenth-century German quack Leonhard"}
{"text": "### Book:Thurneisser become the court physician for the Elector of Brandenburgwithout ever studying medicine? Instead of offering amputations,"}
{"text": "### Book:leeches, and foul-tasting purgatives (the medicaments of the time),"}
{"text": "### Book:Thurneisser offered sweet-tasting elixirs and promised instant recovery."}
{"text": "### Book:Fashionable courtiers especially wanted his solution of \u201cdrinkable gold,\u201d"}
{"text": "### Book:which cost a fortune. If some inexplicable illness assailed you,"}
{"text": "### Book:Thurneisser would consult a horoscope and prescribe a talisman. Who"}
{"text": "### Book:could resist such a fantasy\u2014health and well-being without sacrifice and"}
{"text": "### Book:pain!"}
{"text": "### Book:The Reality: The social realm has hard-set codes and boundaries. We"}
{"text": "### Book:understand these limits and know that we have to move within the same"}
{"text": "### Book:familiar circles, day in and day out."}
{"text": "### Book:The Fantasy: We can enter a totally new world with different codes and"}
{"text": "### Book:the promise of adventure."}
{"text": "### Book:In the early 1700s, all London was abuzz with talk of a mysterious"}
{"text": "### Book:stranger, a young man named George Psalmanazar. He had arrived from"}
{"text": "### Book:what was to most Englishmen a fantastical land: the island of Formosa"}
{"text": "### Book:(now Taiwan), off the coast of China. Oxford University engaged"}
{"text": "### Book:Psalmanazar to teach the island\u2019s language; a few years later he"}
{"text": "### Book:translated the Bible into Formosan, then wrote a book\u2014an immediate"}
{"text": "### Book:best-seller\u2014on Formosa\u2019s history and geography. English royalty wined"}
{"text": "### Book:and dined the young man, and everywhere he went he entertained his"}
{"text": "### Book:hosts with wondrous stories of his homeland, and its bizarre customs."}
{"text": "### Book:After Psalmanazar died, however, his will revealed that he was in fact"}
{"text": "### Book:merely a Frenchman with a rich imagination. Everything he had said"}
{"text": "### Book:about Formosa\u2014its alphabet, its language, its literature, its entire culture"}
{"text": "### Book:\u2014he had invented. He had built on the English public\u2019s ignorance of the"}
{"text": "### Book:place to concoct an elaborate story that fulfilled their desire for the exotic"}
{"text": "### Book:and strange. British culture\u2019s rigid control of people\u2019s dangerous dreams"}
{"text": "### Book:gave him the perfect opportunity to exploit their fantasy."}
{"text": "### Book:The fantasy of the exotic, of course, can also skirt the sexual. It must"}
{"text": "### Book:not come too close, though, for the physical hinders the power of"}
{"text": "### Book:fantasy; it can be seen, grasped, and then tired of\u2014the fate of most"}
{"text": "### Book:courtesans. The bodily charms of the mistress only whet the master\u2019s"}
{"text": "### Book:appetite for more and different pleasures, a new beauty to adore. To"}
{"text": "### Book:bring power, fantasy must remain to some degree unrealized, literally"}
{"text": "### Book:unreal. The dancer Mata Hari, for instance, who rose to public"}
{"text": "### Book:prominence in Paris before World War I, had quite ordinary looks. Herpower came from the fantasy she created of being strange and exotic,"}
{"text": "### Book:unknowable and indecipherable. The taboo she worked with was less sex"}
{"text": "### Book:itself than the breaking of social codes."}
{"text": "### Book:Another form of the fantasy of the exotic is simply the hope for relief"}
{"text": "### Book:from boredom. Con artists love to play on the oppressiveness of the"}
{"text": "### Book:working world, its lack of adventure. Their cons might involve, say, the"}
{"text": "### Book:recovery of lost Spanish treasure, with the possible participation of an"}
{"text": "### Book:alluring Mexican se\u00f1orita and a connection to the president of a South"}
{"text": "### Book:American country\u2014anything offering release from the humdrum."}
{"text": "### Book:The Reality: Society is fragmented and full of conflict."}
{"text": "### Book:The Fantasy: People can come together in a mystical union of souls."}
{"text": "### Book:In the 1920s the con man Oscar Hartzell made a quick fortune out of"}
{"text": "### Book:the age-old Sir Francis Drake swindle\u2014basically promising any sucker"}
{"text": "### Book:who happened to be surnamed \u201cDrake\u201d a substantial share of the long-"}
{"text": "### Book:lost \u201cDrake treasure,\u201d to which Hartzell had access. Thousands across"}
{"text": "### Book:the Midwest fell for the scam, which Hartzell cleverly turned into a"}
{"text": "### Book:crusade against the government and everyone else who was trying to"}
{"text": "### Book:keep the Drake fortune out of the rightful hands of its heirs. There"}
{"text": "### Book:developed a mystical union of the oppressed Drakes, with emotional"}
{"text": "### Book:rallies and meetings. Promise such a union and you can gain much"}
{"text": "### Book:power, but it is a dangerous power that can easily turn against you. This"}
{"text": "### Book:is a fantasy for demagogues to play on."}
{"text": "### Book:The Reality: Death. The dead cannot be brought back, the past cannot be"}
{"text": "### Book:changed. The Fantasy: A sudden reversal of this intolerable fact."}
{"text": "### Book:This con has many variations, but requires great skill and subtlety."}
{"text": "### Book:The beauty and importance of the art of Vermeer have long been"}
{"text": "### Book:recognized, but his paintings are small in number, and are extremely"}
{"text": "### Book:rare. In the 1930s, though, Vermeers began to appear on the art market."}
{"text": "### Book:Experts were called on to verify them, and pronounced them real."}
{"text": "### Book:Possession of these new Vermeers would crown a collector\u2019s career. It"}
{"text": "### Book:was like the resurrection of Lazarus: In a strange way, Vermeer had been"}
{"text": "### Book:brought back to life. The past had been changed."}
{"text": "### Book:Only later did it come out that the new Vermeers were the work of a"}
{"text": "### Book:middle-aged Dutch forger named Han van Meegeren. And he had chosenVermeer for his scam because he understood fantasy: The paintings"}
{"text": "### Book:would seem real precisely because the public, and the experts as well, so"}
{"text": "### Book:desperately wanted to believe they were."}
{"text": "### Book:Remember: The key to fantasy is distance. The distant has allure and"}
{"text": "### Book:promise, seems simple and problem free. What you are offering, then,"}
{"text": "### Book:should be ungraspable. Never let it become oppressively familiar; it is"}
{"text": "### Book:the mirage in the distance, withdrawing as the sucker approaches. Never"}
{"text": "### Book:be too direct in describing the fantasy\u2014keep it vague. As a forger of"}
{"text": "### Book:fantasies, let your victim come close enough to see and be tempted, but"}
{"text": "### Book:keep him far away enough that he stays dreaming and desiring."}
{"text": "### Book:Image: The"}
{"text": "### Book:Moon. Unattainable,"}
{"text": "### Book:always changing shape,"}
{"text": "### Book:disappearing and reappear"}
{"text": "### Book:ing. We look at it, imagine,"}
{"text": "### Book:wonder, and pine\u2014never fa"}
{"text": "### Book:miliar, continuous provoker"}
{"text": "### Book:of dreams. Do not offer"}
{"text": "### Book:the obvious. Promise"}
{"text": "### Book:the moon."}
{"text": "### Book:Authority: A lie is an allurement, a fabrication, that can be embellished"}
{"text": "### Book:into a fantasy. It can be clothed in the raiments of a mystic conception."}
{"text": "### Book:Truth is cold, sober fact, not so comfortable to absorb. A lie is more"}
{"text": "### Book:palatable. The most detested person in the world is the one who always"}
{"text": "### Book:tells the truth, who never romances\u2026. I found it far more interesting and"}
{"text": "### Book:profitable to romance than to tell the truth. (Joseph Weil, a.k.a. \u201cThe"}
{"text": "### Book:Yellow Kid,\u201d 1875-1976)REVERSAL"}
{"text": "### Book:If there is power in tapping into the fantasies of the masses, there is also"}
{"text": "### Book:danger. Fantasy usually contains an element of play\u2014the public half"}
{"text": "### Book:realizes it is being duped, but it keeps the dream alive anyway, relishing"}
{"text": "### Book:the entertainment and the temporary diversion from the everyday that"}
{"text": "### Book:you are providing. So keep it light\u2014never come too close to the place"}
{"text": "### Book:where you are actually expected to produce results. That place may"}
{"text": "### Book:prove extremely hazardous."}
{"text": "### Book:After Bragadino established himself in Munich, he found that the"}
{"text": "### Book:sober-minded Bavarians had far less faith in alchemy than the"}
{"text": "### Book:temperamental Venetians. Only the duke really believed in it, for he"}
{"text": "### Book:needed it desperately to rescue him from the hopeless mess he was in. As"}
{"text": "### Book:Bragadino played his familiar waiting game, accepting gifts and"}
{"text": "### Book:expecting patience, the public grew angry. Money was being spent and"}
{"text": "### Book:was yielding no results. In 1592 the Bavarians demanded justice, and"}
{"text": "### Book:eventually Bragadino found himself swinging from the gallows. As"}
{"text": "### Book:before, he had promised and had not delivered, but this time he had"}
{"text": "### Book:misjudged the forbearance of his hosts, and his inability to fulfill their"}
{"text": "### Book:fantasy proved fatal."}
{"text": "### Book:One last thing: Never make the mistake of imagining that fantasy is"}
{"text": "### Book:always fantastical. It certainly contrasts with reality, but reality itself is"}
{"text": "### Book:sometimes so theatrical and stylized that fantasy becomes a desire for"}
{"text": "### Book:simple things. The image Abraham Lincoln created of himself, for"}
{"text": "### Book:example, as a homespun country lawyer with a beard, made him the"}
{"text": "### Book:common man\u2019s president."}
{"text": "### Book:P. T. Barnum created a successful act with Tom Thumb, a dwarf who"}
{"text": "### Book:dressed up as famous leaders of the past, such as Napoleon, and"}
{"text": "### Book:lampooned them wickedly. The show delighted everyone, right up to"}
{"text": "### Book:Queen Victoria, by appealing to the fantasy of the time: Enough of the"}
{"text": "### Book:vainglorious rulers of history, the common man knows best. Tom Thumb"}
{"text": "### Book:reversed the familiar pattern of fantasy in which the strange and"}
{"text": "### Book:unknown becomes the ideal. But the act still obeyed the Law, for"}
{"text": "### Book:underlying it was the fantasy that the simple man is without problems,"}
{"text": "### Book:and is happier than the powerful and the rich."}
{"text": "### Book:Both Lincoln and Tom Thumb played the commoner but carefully"}
{"text": "### Book:maintained their distance. Should you play with such a fantasy, you too"}
{"text": "### Book:must carefully cultivate distance and not allow your \u201ccommon\u201d persona"}
{"text": "### Book:to become too familiar or it will not project as fantasy.LAW 33"}
{"text": "### Book:DISCOVER EACH MAN\u2019S THUMBSCREW"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Everyone has a weakness, a gap in the castle wall. That weakness is"}
{"text": "### Book:usually an insecurity, an uncontrollable emotion or need; it can also be a"}
{"text": "### Book:small secret pleasure. Either way, once found, it is a thumbscrew you can"}
{"text": "### Book:turn to your advantage."}
{"text": "### Book:FINDING THE THUMBSCREW: A Strategic"}
{"text": "### Book:Plan of Action"}
{"text": "### Book:We all have resistances. We live with a perpetual armor around ourselves"}
{"text": "### Book:to defend against change and the intrusive actions of friends and rivals."}
{"text": "### Book:We would like nothing more than to be left to do things our own way."}
{"text": "### Book:Constantly butting up against these resistances will cost you a lot of"}
{"text": "### Book:energy. One of the most important things to realize about people, though,"}
{"text": "### Book:is that they all have a weakness, some part of their psychological armor"}
{"text": "### Book:that will not resist, that will bend to your will if you find it and push on"}
{"text": "### Book:it. Some people wear their weaknesses openly, others disguise them."}
{"text": "### Book:Those who disguise them are often the ones most effectively undone"}
{"text": "### Book:through that one chink in their armor."}
{"text": "### Book:THE LION. THE CHAMOIS. AND THE FOX"}
{"text": "### Book:A lion was chasing a chamois along a valley. He had all but caught it,"}
{"text": "### Book:and with longing eyes was anticipating a certain and a satisfying repast."}
{"text": "### Book:It seemed as if it were utterly impossible for the victim to escape; for a"}
{"text": "### Book:deep ravine appeared to bar the way for both the hunter and the hunted."}
{"text": "### Book:But the nimble chamois, gathering together all its strength, shot like anarrow from a bow across the chasm, and stood still on the rocky cliff on"}
{"text": "### Book:the other side. Our lion pulled up short. But at that moment a friend of"}
{"text": "### Book:his happened to be near at hand. That friend was the fox. \u201cWhat!\u201d said"}
{"text": "### Book:he, \u201cwith your strength and agility, is it possible that you will yield to a"}
{"text": "### Book:feeble chamois? You have only to will, and you will be able to work"}
{"text": "### Book:wonders. Though the abyss be deep, yet, if you are only in earnest, I am"}
{"text": "### Book:certain you will clear it. Surely you can confide in my disinterested"}
{"text": "### Book:friendship. I would not expose your life to danger if I were not so well"}
{"text": "### Book:aware of your strength and dexterity. \u201d The lion\u2019s blood waxed hot, and"}
{"text": "### Book:began to boil in his veins. He flung himself with all his might into space."}
{"text": "### Book:But he could not clear the chasm; so down he tumbled headlong, and"}
{"text": "### Book:was killed by the fall. Then what did his dear friend do? He cautiously"}
{"text": "### Book:made his way down to the bottom of the ravine. and there, out in the"}
{"text": "### Book:open space and the free air, seeing that the lion wanted neither flattery"}
{"text": "### Book:nor obedience now, he set to work to pay the last sad rites to his dead"}
{"text": "### Book:friend, and in a month picked his bones clean."}
{"text": "### Book:FABLES, IVAN KRILOFF, 1768-1844"}
{"text": "### Book:In planning your assault, keep these principles in mind:"}
{"text": "### Book:Pay Attention to Gestures and Unconscious Signals. As Sigmund"}
{"text": "### Book:Freud remarked, \u201cNo mortal can keep a secret. If his lips are silent, he"}
{"text": "### Book:chatters with his fingertips; betrayal oozes out of him at every pore.\u201d"}
{"text": "### Book:This is a critical concept in the search for a person\u2019s weakness\u2014it is"}
{"text": "### Book:revealed by seemingly unimportant gestures and passing words."}
{"text": "### Book:The key is not only what you look for but where and how you look."}
{"text": "### Book:Everyday conversation supplies the richest mine of weaknesses, so train"}
{"text": "### Book:yourself to listen. Start by always seeming interested\u2014the appearance of"}
{"text": "### Book:a sympathetic ear will spur anyone to talk. A clever trick, often used by"}
{"text": "### Book:the nineteenth-century French statesman Talleyrand, is to appear to open"}
{"text": "### Book:up to the other person, to share a secret with them. It can be completely"}
{"text": "### Book:made up, or it can be real but of no great importance to you\u2014the"}
{"text": "### Book:important thing is that it should seem to come from the heart. This will"}
{"text": "### Book:usually elicit a response that is not only as frank as yours but more"}
{"text": "### Book:genuine\u2014a response that reveals a weakness."}
{"text": "### Book:If you suspect that someone has a particular soft spot, probe for it"}
{"text": "### Book:indirectly. If, for instance, you sense that a man has a need to be loved,"}
{"text": "### Book:openly flatter him. If he laps up your compliments, no matter how"}
{"text": "### Book:obvious, you are on the right track. Train your eye for details\u2014howsomeone tips a waiter, what delights a person, the hidden messages in"}
{"text": "### Book:clothes. Find people\u2019s idols, the things they worship and will do anything"}
{"text": "### Book:to get\u2014perhaps you can be the supplier of their fantasies. Remember:"}
{"text": "### Book:Since we all try to hide our weaknesses, there is little to be learned from"}
{"text": "### Book:our conscious behavior. What oozes out in the little things outside our"}
{"text": "### Book:conscious control is what you want to know."}
{"text": "### Book:Find the Helpless Child. Most weaknesses begin in childhood, before"}
{"text": "### Book:the self builds up compensatory defenses. Perhaps the child was"}
{"text": "### Book:pampered or indulged in a particular area, or perhaps a certain emotional"}
{"text": "### Book:need went unfulfilled; as he or she grows older, the indulgence or the"}
{"text": "### Book:deficiency may be buried but never disappears. Knowing about a"}
{"text": "### Book:childhood need gives you a powerful key to a person\u2019s weakness."}
{"text": "### Book:One sign of this weakness is that when you touch on it the person will"}
{"text": "### Book:often act like a child. Be on the lookout, then, for any behavior that"}
{"text": "### Book:should have been outgrown. If your victims or rivals went without"}
{"text": "### Book:something important, such as parental support, when they were children,"}
{"text": "### Book:supply it, or its facsimile. If they reveal a secret taste, a hidden"}
{"text": "### Book:indulgence, indulge it. In either case they will be unable to resist you."}
{"text": "### Book:Look for Contrasts. An overt trait often conceals its opposite. People"}
{"text": "### Book:who thump their chests are often big cowards; a prudish exterior may"}
{"text": "### Book:hide a lascivious soul; the uptight are often screaming for adventure; the"}
{"text": "### Book:shy are dying for attention. By probing beyond appearances, you will"}
{"text": "### Book:often find people\u2019s weaknesses in the opposite of the qualities they"}
{"text": "### Book:reveal to you."}
{"text": "### Book:Find the Weak Link. Sometimes in your search for weaknesses it is not"}
{"text": "### Book:what but who that matters. In today\u2019s versions of the court, there is often"}
{"text": "### Book:someone behind the scenes who has a great deal of power, a tremendous"}
{"text": "### Book:influence over the person superficially on top. These behind-the-scenes"}
{"text": "### Book:powerbrokers are the group\u2019s weak link: Win their favor and you"}
{"text": "### Book:indirectly influence the king. Alternatively, even in a group of people"}
{"text": "### Book:acting with the appearance of one will\u2014as when a group under attack"}
{"text": "### Book:closes ranks to resist an outsider\u2014there is always a weak link in the"}
{"text": "### Book:chain. Find the one person who will bend under pressure.Fill the Void. The two main emotional voids to fill are insecurity and"}
{"text": "### Book:unhappiness. The insecure are suckers for any kind of social validation;"}
{"text": "### Book:as for the chronically unhappy, look for the roots of their unhappiness."}
{"text": "### Book:The insecure and the unhappy are the people least able to disguise their"}
{"text": "### Book:weaknesses. The ability to fill their emotional voids is a great source of"}
{"text": "### Book:power, and an indefinitely prolongable one."}
{"text": "### Book:Feed on Uncontrollable Emotions. The uncontrollable emotion can be"}
{"text": "### Book:a paranoid fear\u2014a fear disproportionate to the situation\u2014or any base"}
{"text": "### Book:motive such as lust, greed, vanity, or hatred. People in the grip of these"}
{"text": "### Book:emotions often cannot control themselves, and you can do the controlling"}
{"text": "### Book:for them."}
{"text": "### Book:IRING IZAR"}
{"text": "### Book:[Hollywood super-agent] Irving Paul Lazar was once anxious to sell"}
{"text": "### Book:[studio mogul] Jack L. Warner a play. \u201cI had a long meeting with him"}
{"text": "### Book:today,\u201d Lazar explained [to screenwriter Garson Kanin], \u201cbut I didn\u2019t"}
{"text": "### Book:mention it, I didn\u2019t even bring it up.\u201d \u201cWhy not?\u201d I asked. \u201cBecause I\u2019m"}
{"text": "### Book:going to wait until the weekend after next, when I go to Palm Springs.\u201d"}
{"text": "### Book:\u201cI don\u2019t understand.\u201d \u201cYou don\u2019t? I go to Palm Springs every weekend,"}
{"text": "### Book:but Warner isn\u2019t going this weekend. He\u2019s got a preview or something. So"}
{"text": "### Book:he\u2019s not coming down till the next weekend, so that\u2019s when I\u2019m going to"}
{"text": "### Book:bring it up. \u201d \u201cIrving, I\u2019m more and more confused.\u201d \u201cLook,\u201d said"}
{"text": "### Book:Irving impatiently, \u201dI know what I\u2019m doing. I know how to sell Warner."}
{"text": "### Book:This is a type of material that he\u2019s uneasy with, so I have to hit him with"}
{"text": "### Book:it hard and suddenly to get an okay.\u201d \u201dBut why Palm Springs?\u201d"}
{"text": "### Book:\u201dBecause in Palm Springs, every day he goes to the baths at The Spa."}
{"text": "### Book:And that\u2019s where I\u2019m going to be when he\u2019s there. Now there\u2019s a thing"}
{"text": "### Book:about Jack: He\u2019s eighty and he\u2019s very vain, and he doesn\u2019t like people to"}
{"text": "### Book:see him naked. So when I walk up to him naked at The Spa\u2014I mean he\u2019s"}
{"text": "### Book:naked\u2014well, I\u2019m naked too, but I don\u2019t care who sees me. He does. And"}
{"text": "### Book:I walk up to him naked, and I start to talk to him about this thing, he\u2019ll"}
{"text": "### Book:be very embarrassed.And he\u2019ll want to get away from me, and the easiest"}
{"text": "### Book:way is to say \u2018Yes,\u2019 because he knows if he says \u2018No,\u2019 then I\u2019m going to"}
{"text": "### Book:stick with him, and stay right on it, and not give up. So to get rid of me,"}
{"text": "### Book:he\u2019ll probably say, \u2018Yes.\u2019\u201d Two weeks later, I read of the acquisition of"}
{"text": "### Book:this particular property by Warner Brothers. I phoned Lazar and asked"}
{"text": "### Book:how it had been accomplished. \u201dHow do you think?\u201d he asked. \u201dIn the"}
{"text": "### Book:buff, that\u2019s how\u2026 just the way I told you it was going to work.\u201dHOLLYWOOD, GARSON KANIN, 1974"}
{"text": "### Book:OBSERVANCES OF THE LAW"}
{"text": "### Book:Observance I"}
{"text": "### Book:In 1615 the thirty-year-old bishop of Lu\u00e7on, later known as Cardinal"}
{"text": "### Book:Richelieu, gave a speech before representatives of the three estates of"}
{"text": "### Book:France\u2014clergy, nobility, and commoners. Richelieu had been chosen to"}
{"text": "### Book:serve as the mouthpiece for the clergy\u2014an immense responsibility for a"}
{"text": "### Book:man still young and not particularly well known. On all of the important"}
{"text": "### Book:issues of the day, the speech followed the Church line. But near the end"}
{"text": "### Book:of it Richelieu did something that had nothing to do with the Church and"}
{"text": "### Book:everything to do with his career. He turned to the throne of the fifteen-"}
{"text": "### Book:year-old King Louis XIII, and to the Queen Mother Marie de\u2019 M\u00e9dicis,"}
{"text": "### Book:who sat beside Louis, as the regent ruling France until her son reached"}
{"text": "### Book:his majority. Everyone expected Richelieu to say the usual kind words to"}
{"text": "### Book:the young king. Instead, however, he looked directly at and only at the"}
{"text": "### Book:queen mother. Indeed his speech ended in long and fulsome praise of her,"}
{"text": "### Book:praise so glowing that it actually offended some in the Church. But the"}
{"text": "### Book:smile on the queen\u2019s face as she lapped up Richelieu\u2019s compliments was"}
{"text": "### Book:unforgettable."}
{"text": "### Book:A year later the queen mother appointed Richelieu secretary of state"}
{"text": "### Book:for foreign affairs, an incredible coup for the young bishop. He had now"}
{"text": "### Book:entered the inner circle of power, and he studied the workings of the"}
{"text": "### Book:court as if it were the machinery of a watch. An Italian, Concino"}
{"text": "### Book:Concini, was the queen mother\u2019s favorite, or rather her lover, a role that"}
{"text": "### Book:made him perhaps the most powerful man in France. Concini was vain"}
{"text": "### Book:and foppish, and Richelieu played him perfectly\u2014attending to him as if"}
{"text": "### Book:he were the king. Within months Richelieu had become one of Concini\u2019s"}
{"text": "### Book:favorites. But something happened in 1617 that turned everything upside"}
{"text": "### Book:down: the young king, who up until then had shown every sign of being"}
{"text": "### Book:an idiot, had Concini murdered and his most important associates"}
{"text": "### Book:imprisoned. In so doing Louis took command of the country with one"}
{"text": "### Book:blow, sweeping the queen mother aside."}
{"text": "### Book:Had Richelieu played it wrong? He had been close to both Concini"}
{"text": "### Book:and Marie de M\u00e9dicis, whose advisers and ministers were now all out offavor, some even arrested. The queen mother herself was shut up in the"}
{"text": "### Book:Louvre, a virtual prisoner. Richelieu wasted no time. If everyone was"}
{"text": "### Book:deserting Marie de M\u00e9dicis, he would stand by her. He knew Louis could"}
{"text": "### Book:not get rid of her, for the king was still very young, and had in any case"}
{"text": "### Book:always been inordinately attached to her. As Marie\u2019s only remaining"}
{"text": "### Book:powerful friend, Richelieu filled the valuable function of liaison between"}
{"text": "### Book:the king and his mother. In return he received her protection, and was"}
{"text": "### Book:able to survive the palace coup, even to thrive. Over the next few years"}
{"text": "### Book:the queen mother grew still more dependent on him, and in 1622 she"}
{"text": "### Book:repaid him for his loyalty: Through the intercession of her allies in"}
{"text": "### Book:Rome, Richelieu was elevated to the powerful rank of cardinal."}
{"text": "### Book:By 1623 King Louis was in trouble. He had no one he could trust to"}
{"text": "### Book:advise him, and although he was now a young man instead of a boy, he"}
{"text": "### Book:remained childish in spirit, and affairs of state came hard to him. Now"}
{"text": "### Book:that he had taken the throne, Marie was no longer the regent and"}
{"text": "### Book:theoretically had no power, but she still had her son\u2019s ear, and she kept"}
{"text": "### Book:telling him that Richelieu was his only possible savior. At first Louis"}
{"text": "### Book:would have none of it\u2014he hated the cardinal with a passion, only"}
{"text": "### Book:tolerating him out of love for Marie. In the end, however, isolated in the"}
{"text": "### Book:court and crippled by his own indecisiveness, he yielded to his mother"}
{"text": "### Book:and made Richelieu first his chief councilor and later prime minister."}
{"text": "### Book:Now Richelieu no longer needed Marie de M\u00e9dicis. He stopped"}
{"text": "### Book:visiting and courting her, stopped listening to her opinions, even argued"}
{"text": "### Book:with her and opposed her wishes. Instead he concentrated on the king,"}
{"text": "### Book:making himself indispensable to his new master. All the previous"}
{"text": "### Book:premiers, understanding the king\u2019s childishness, had tried to keep him"}
{"text": "### Book:out of trouble; the shrewd Richelieu played him differently, deliberately"}
{"text": "### Book:pushing him into one ambitious project after another, such as a crusade"}
{"text": "### Book:against the Huguenots and finally an extended war with Spain. The"}
{"text": "### Book:immensity of these projects only made the king more dependent on his"}
{"text": "### Book:powerful premier, the only man able to keep order in the realm. And so,"}
{"text": "### Book:for the next eighteen years, Richelieu, exploiting the king\u2019s weaknesses,"}
{"text": "### Book:governed and molded France according to his own vision, unifying the"}
{"text": "### Book:country and making it a strong European power for centuries to come."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Richelieu saw everything as a military campaign, and no strategic move"}
{"text": "### Book:was more important to him than discovering his enemy\u2019s weaknesses andapplying pressure to them. As early as his speech in 1615, he was"}
{"text": "### Book:looking for the weak link in the chain of power, and he saw that it was"}
{"text": "### Book:the queen mother. Not that Marie was obviously weak\u2014she governed"}
{"text": "### Book:both France and her son; but Richelieu saw that she was really an"}
{"text": "### Book:insecure woman who needed constant masculine attention. He showered"}
{"text": "### Book:her with affection and respect, even toadying up to her favorite, Concini."}
{"text": "### Book:He knew the day would come when the king would take over, but he also"}
{"text": "### Book:recognized that Louis loved his mother dearly and would always remain"}
{"text": "### Book:a child in relation to her. The way to control Louis, then, was not by"}
{"text": "### Book:gaining his favor, which could change overnight, but by gaining sway"}
{"text": "### Book:over his mother, for whom his affection would never change."}
{"text": "### Book:Once Richelieu had the position he desired\u2014prime minister\u2014he"}
{"text": "### Book:discarded the queen mother, moving on to the next weak link in the"}
{"text": "### Book:chain: the king\u2019s own character. There was a part of him that would"}
{"text": "### Book:always be a helpless child in need of higher authority. It was on the"}
{"text": "### Book:foundation of the king\u2019s weakness that Richelieu established his own"}
{"text": "### Book:power and fame."}
{"text": "### Book:Remember: When entering the court, find the weak link. The person in"}
{"text": "### Book:control is often not the king or queen; it is someone behind the scenes\u2014"}
{"text": "### Book:the favorite, the husband or wife, even the court fool. This person may"}
{"text": "### Book:have more weaknesses than the king himself, because his power depends"}
{"text": "### Book:on all kinds of capricious factors outside his control."}
{"text": "### Book:Finally, when dealing with helpless children who cannot make"}
{"text": "### Book:decisions, play on their weakness and push them into bold ventures."}
{"text": "### Book:They will have to depend on you even more, for you will become the"}
{"text": "### Book:adult figure whom they rely on to get them out of scrapes and to safety."}
{"text": "### Book:THE THINGS ON"}
{"text": "### Book:As time went on I came to look for the little weaknesses\u2026. It\u2019s the little"}
{"text": "### Book:things that count. On one occasion, I worked on the president of a large"}
{"text": "### Book:bank in Omaha. The [phony] deal involved the purchase of the street"}
{"text": "### Book:railway system of Omaha, including a bridge across the Mississippi"}
{"text": "### Book:River. My principals were supposedly German and I had to negotiate"}
{"text": "### Book:with Berlin. While awaiting word from them I introduced my fake"}
{"text": "### Book:mining-stock proposition. Since this man was rich, I decided to play for"}
{"text": "### Book:high stakes\u2026. Meanwhile, I played golf with the banker, visited his"}
{"text": "### Book:home, and went to the theater with him and his wife. Though he showed"}
{"text": "### Book:some interest in my stock deal, he still wasn\u2019t convinced. I had built it up"}
{"text": "### Book:to the point that an investment of $1,250,000 was required. Of this I wasto put up $900,000, the banker $350,000. But still he hesitated. One"}
{"text": "### Book:evening when I was at his home for dinner I wore some perfume-Coty\u2019s"}
{"text": "### Book:\u201cApril Violets.\u201d It was not then considered effeminate for a man to use a"}
{"text": "### Book:dash of perfume. The banker\u2019s wife thought it very lovely. \u201cWhere did"}
{"text": "### Book:you get it?\u201d \u201cIt is a rare blend,\u201d I told her, \u201cespecially made for me by a"}
{"text": "### Book:French perfumer. Do you like it?\u201d \u201dl love it,\u201d she replied. The following"}
{"text": "### Book:day I went through my effects and found two empty bottles. Both had"}
{"text": "### Book:come from France, but were empty. I went to a downtown department"}
{"text": "### Book:store and purchased ten ounces of Coty\u2019s \u201dApril Violets.\u201d I poured this"}
{"text": "### Book:into the two French bottles, carefully sealed them, wrapped them in"}
{"text": "### Book:tissue paper. That evening I dropped by the banker\u2019s home and presented"}
{"text": "### Book:the two bottles to his wife. \u201dThey were especially put up for me in"}
{"text": "### Book:Cologne,\u201d I told her. The next day the banker called at my hotel. His wife"}
{"text": "### Book:was enraptured by the perfume. She considered it the most wonderful,"}
{"text": "### Book:the most exotic fragrance she had ever used. I did not tell the banker he"}
{"text": "### Book:could get all he wanted right in Omaha. \u201dShe said,\u201d the banker added,"}
{"text": "### Book:\u201dthat I was fortunate to be associated with a man like you.\u201d From then"}
{"text": "### Book:on his attitude was changed, for he had complete faith in his wife\u2019s"}
{"text": "### Book:judgment \u2026. He parted with $350,000. This, incidentally was my biggest"}
{"text": "### Book:[con] score."}
{"text": "### Book:\u201cYELLOW KID\u201d WEIL, 1875-1976"}
{"text": "### Book:Observance II"}
{"text": "### Book:In December of 1925, guests at the swankiest hotel in Palm Beach,"}
{"text": "### Book:Florida, watched with interest as a mysterious man arrived in a Rolls-"}
{"text": "### Book:Royce driven by a Japanese chauffeur. Over the next few days they"}
{"text": "### Book:studied this handsome man, who walked with an elegant cane, received"}
{"text": "### Book:telegrams at all hours, and only engaged in the briefest of conversations."}
{"text": "### Book:He was a count, they heard, Count Victor Lustig, and he came from one"}
{"text": "### Book:of the wealthiest families in Europe\u2014but this was all they could find out."}
{"text": "### Book:Imagine their amazement, then, when Lustig one day walked up to one"}
{"text": "### Book:of the least distinguished guests in the hotel, a Mr. Herman Loller, head"}
{"text": "### Book:of an engineering company, and entered into conversation with him."}
{"text": "### Book:Loller had made his fortune only recently, and forging social connections"}
{"text": "### Book:was very important to him. He felt honored and somewhat intimidated by"}
{"text": "### Book:this sophisticated man, who spoke perfect English with a hint of a"}
{"text": "### Book:foreign accent. Over the days to come, the two became friends.Loller of course did most of the talking, and one night he confessed"}
{"text": "### Book:that his business was doing poorly, with more troubles ahead. In return,"}
{"text": "### Book:Lustig confided in his new friend that he too had serious money"}
{"text": "### Book:problems\u2014Communists had seized his family estate and all its assets."}
{"text": "### Book:He was too old to learn a trade and go to work. Luckily he had found an"}
{"text": "### Book:answer\u2014\u201c a money-making machine.\u201d \u201cYou counterfeit?\u201d Loller"}
{"text": "### Book:whispered in half-shock. No, Lustig replied, explaining that through a"}
{"text": "### Book:secret chemical process, his machine could duplicate any paper currency"}
{"text": "### Book:with complete accuracy. Put in a dollar bill and six hours later you had"}
{"text": "### Book:two, both perfect. He proceeded to explain how the machine had been"}
{"text": "### Book:smuggled out of Europe, how the Germans had developed it to"}
{"text": "### Book:undermine the British, how it had supported the count for several years,"}
{"text": "### Book:and on and on. When Loller insisted on a demonstration, the two men"}
{"text": "### Book:went to Lustig\u2019s room, where the count produced a magnificent"}
{"text": "### Book:mahogany box fitted with slots, cranks, and dials. Loller watched as"}
{"text": "### Book:Lustig inserted a dollar bill in the box. Sure enough, early the following"}
{"text": "### Book:morning Lustig pulled out two bills, still wet from the chemicals."}
{"text": "### Book:Lustig gave the notes to Loller, who immediately took the bills to a"}
{"text": "### Book:local bank\u2014which accepted them as genuine. Now the businessman"}
{"text": "### Book:feverishly begged Lustig to sell him a machine. The count explained that"}
{"text": "### Book:there was only one in existence, so Loller made him a high offer:"}
{"text": "### Book:$25,000, then a considerable amount (more than $400,000 in today\u2019s"}
{"text": "### Book:terms). Even so, Lustig seemed reluctant: He did not feel right about"}
{"text": "### Book:making his friend pay so much. Yet finally he agreed to the sale. After"}
{"text": "### Book:all, he said, \u201cI suppose it matters little what you pay me. You are, after"}
{"text": "### Book:all, going to recover the amount within a few days by duplicating your"}
{"text": "### Book:own bills.\u201d Making Loller swear never to reveal the machine\u2019s existence"}
{"text": "### Book:to other people, Lustig accepted the money. Later the same day he"}
{"text": "### Book:checked out of the hotel. A year later, after many futile attempts at"}
{"text": "### Book:duplicating bills, Loller finally went to the police with the story of how"}
{"text": "### Book:Count Lustig had conned him with a pair of dollar bills, some chemicals,"}
{"text": "### Book:and a worthless mahogany box. Interpretation"}
{"text": "### Book:Count Lustig had an eagle eye for other people\u2019s weaknesses. He saw"}
{"text": "### Book:them in the smallest gesture. Loller, for instance, overtipped waiters,"}
{"text": "### Book:seemed nervous in conversation with the concierge, talked loudly about"}
{"text": "### Book:his business. His weakness, Lustig knew, was his need for social"}
{"text": "### Book:validation and for the respect that he thought his wealth had earned him."}
{"text": "### Book:He was also chronically insecure. Lustig had come to the hotel to hunt"}
{"text": "### Book:for prey. In Loller he homed in on the perfect sucker\u2014a man hungering"}
{"text": "### Book:for someone to fill his psychic voids.In offering Loller his friendship, then, Lustig knew he was offering"}
{"text": "### Book:him the immediate respect of the other guests. As a count, Lustig was"}
{"text": "### Book:also offering the newly rich businessman access to the glittering world of"}
{"text": "### Book:old wealth. And for the coup de grace, he apparently owned a machine"}
{"text": "### Book:that would rescue Loller from his worries. It would even put him on a"}
{"text": "### Book:par with Lustig himself, who had also used the machine to maintain his"}
{"text": "### Book:status. No wonder Loller took the bait."}
{"text": "### Book:Remember: When searching for suckers, always look for the"}
{"text": "### Book:dissatisfied, the unhappy, the insecure. Such people are riddled with"}
{"text": "### Book:weaknesses and have needs that you can fill. Their neediness is the"}
{"text": "### Book:groove in which you place your thumbnail and turn them at will."}
{"text": "### Book:Observance III"}
{"text": "### Book:In the year 1559, the French king Henri II died in a jousting exhibition."}
{"text": "### Book:His son assumed the throne, becoming Francis II, but in the background"}
{"text": "### Book:stood Henri\u2019s wife and queen, Catherine de\u2019 M\u00e9dicis, a woman who had"}
{"text": "### Book:long ago proven her skill in affairs of state. When Francis died the next"}
{"text": "### Book:year, Catherine took control of the country as regent to her next son in"}
{"text": "### Book:line of succession, the future Charles IX, a mere ten years old at the time."}
{"text": "### Book:The main threats to the queen\u2019s power were Antoine de Bourbon, king"}
{"text": "### Book:of Navarre, and his brother, Louis, the powerful prince of Cond\u00e9, both of"}
{"text": "### Book:whom could claim the right to serve as regent instead of Catherine, who,"}
{"text": "### Book:after all, was Italian\u2014a foreigner. Catherine quickly appointed Antoine"}
{"text": "### Book:lieutenant general of the kingdom, a title that seemed to satisfy his"}
{"text": "### Book:ambition. It also meant that he had to remain in court, where Catherine"}
{"text": "### Book:could keep an eye on him. Her next move proved smarter still: Antoine"}
{"text": "### Book:had a notorious weakness for young women, so she assigned one of her"}
{"text": "### Book:most attractive maids of honor, Louise de Rouet, to seduce him. Now"}
{"text": "### Book:Antoine\u2019s intimate, Louise reported all of his actions to Catherine. The"}
{"text": "### Book:move worked so brilliantly that Catherine assigned another of her maids"}
{"text": "### Book:to Prince Cond\u00e9, and thus was formed her escadron volant\u2014\u201cflying"}
{"text": "### Book:squadron\u201d\u2014of young girls whom she used to keep the unsuspecting"}
{"text": "### Book:males in the court under her control."}
{"text": "### Book:In 1572 Catherine married off her daughter, Marguerite de Valois, to"}
{"text": "### Book:Henri, the son of Antoine and the new king of Navarre. To put a family"}
{"text": "### Book:that had always struggled against her so close to power was a dangerous"}
{"text": "### Book:move, so to make sure of Henri\u2019s loyalty she unleashed on him the"}
{"text": "### Book:loveliest member of her \u201cflying squadron,\u201d Charlotte de BeauneSemblan\u00e7ay, baroness of Sauves. Catherine did this even though Henri"}
{"text": "### Book:was married to her daughter. Within weeks, Marguerite de Valois wrote"}
{"text": "### Book:in her memoirs, \u201cMme. de Sauves so completely ensnared my husband"}
{"text": "### Book:that we no longer slept together, nor even conversed.\u201d"}
{"text": "### Book:And while I am on the subject, there is another fact that deserves"}
{"text": "### Book:mention. It is this. A man shows his character just in the way in which he"}
{"text": "### Book:deals with trifles-for then he is off his guard. This will often afford a"}
{"text": "### Book:good opportunity of observing the boundless egoism of a man\u2019s nature,"}
{"text": "### Book:and his total lack of consideration for others; and if these defects show"}
{"text": "### Book:themselves in small things, or merely in his general demeanour, you will"}
{"text": "### Book:find that they also underlie his action in matters of importance, although"}
{"text": "### Book:he may disguise the fact. This is an opportunity which should not be"}
{"text": "### Book:missed. If in the little affairs of every day\u2014the trifles of life\u2026\u2014a man is"}
{"text": "### Book:inconsiderate and seeks only what is advantageous or convenient to"}
{"text": "### Book:himself, to the prejudice of others\u2019 rights; if he appropriates to himself"}
{"text": "### Book:that which belongs to all alike, you may be sure there is no justice in his"}
{"text": "### Book:heart, and that he would be a scoundrel on a wholesale scale, only that"}
{"text": "### Book:law and compulsion bind his hands."}
{"text": "### Book:Arthur SCHOPENHAUER, 1788-1860"}
{"text": "### Book:The baroness was an excellent spy and helped to keep Henri under"}
{"text": "### Book:Catherine\u2019s thumb. When the queen\u2019s youngest son, the Duke of"}
{"text": "### Book:Alen\u00e7on, grew so close to Henri that she feared the two might plot"}
{"text": "### Book:against her, she assigned the baroness to him as well. This most"}
{"text": "### Book:infamous member of the flying squadron quickly seduced Alen\u00e7on, and"}
{"text": "### Book:soon the two young men fought over her and their friendship quickly"}
{"text": "### Book:ended, along with any danger of a conspiracy."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Catherine had seen very early on the sway that a mistress has over a man"}
{"text": "### Book:of power: Her own husband, Henri II, had kept one of the most infamous"}
{"text": "### Book:mistresses of them all, Diane de Poitiers. What Catherine learned from"}
{"text": "### Book:the experience was that a man like her husband wanted to feel he could"}
{"text": "### Book:win a woman over without having to rely on his status, which he had"}
{"text": "### Book:inherited rather than earned. And such a need contained a huge blind"}
{"text": "### Book:spot: As long as the woman began the affair by acting as if she had been"}
{"text": "### Book:conquered, the man would fail to notice that as time passed the mistress"}
{"text": "### Book:had come to hold power over him, as Diane de Poitiers did over Henri. Itwas Catherine\u2019s strategy to turn this weakness to her advantage, using it"}
{"text": "### Book:as a way to conquer and control men. All she had to do was unleash the"}
{"text": "### Book:loveliest women in the court, her \u201cflying squadron,\u201d on men whom she"}
{"text": "### Book:knew shared her husband\u2019s vulnerability."}
{"text": "### Book:Remember: Always look for passions and obsessions that cannot be"}
{"text": "### Book:controlled. The stronger the passion, the more vulnerable the person."}
{"text": "### Book:This may seem surprising, for passionate people look strong. In fact,"}
{"text": "### Book:however, they are simply filling the stage with their theatricality,"}
{"text": "### Book:distracting people from how weak and helpless they really are. A man\u2019s"}
{"text": "### Book:need to conquer women actually reveals a tremendous helplessness that"}
{"text": "### Book:has made suckers out of them for thousands of years. Look at the part of"}
{"text": "### Book:a person that is most visible\u2014their greed, their lust, their intense fear."}
{"text": "### Book:These are the emotions they cannot conceal, and over which they have"}
{"text": "### Book:the least control. And what people cannot control, you can control for"}
{"text": "### Book:them."}
{"text": "### Book:THE BATTLE AT PHARSALIA"}
{"text": "### Book:When the two armies [Julius Caesar\u2019s and Pompey\u2018s] were come into"}
{"text": "### Book:Pharsalia, and both encamped there, Pompey\u2019s thoughts ran the same"}
{"text": "### Book:way as they had done before, against fighting\u2026. But those who were"}
{"text": "### Book:about him were greatly confident of success \u2026 as if they had already"}
{"text": "### Book:conquered\u2026. The cavalry especially were obstinate for fighting, being"}
{"text": "### Book:splendidly armed and bravely mounted, and valuing themselves upon the"}
{"text": "### Book:fine horses they kept, and upon their own handsome persons; as also"}
{"text": "### Book:upon the advantage of their numbers, for they were five thousand against"}
{"text": "### Book:one thousand of Caesar\u2019s. Nor were the numbers of the infantry less"}
{"text": "### Book:disproportionate, there being forty-five thousand of Pompey\u2019s against"}
{"text": "### Book:twenty-two thousand of the enemy. [The next day] whilst the infantry was"}
{"text": "### Book:thus sharply engaged in the main battle, on the flank Pompey\u2019s horse"}
{"text": "### Book:rode up confidently, and opened [his cavalry\u2019s] ranks very wide, that"}
{"text": "### Book:they might surround the right wing of Caesar. But before they engaged,"}
{"text": "### Book:Caesar\u2019s cohorts rushed out and attacked them, and did not dart their"}
{"text": "### Book:javelins at a distance, nor strike at the thighs and legs, as they usually"}
{"text": "### Book:did in close battle, but aimed at their faces. For thus Caesar had"}
{"text": "### Book:instructed them, in hopes that young gentlemen, who had nol known"}
{"text": "### Book:much of battles and wounds, but came wearing their hair long, in the"}
{"text": "### Book:flower of their age and height of their beauty, would be more"}
{"text": "### Book:apprehensive of such blows, and not care for hazarding both a danger at"}
{"text": "### Book:present and a blemish for the future.And so it proved, for they were so far from bearing the stroke of the"}
{"text": "### Book:javelins, that they could not stand the sight of them, but turned about,"}
{"text": "### Book:and covered their faces to secure them. Once in disorder, presently they"}
{"text": "### Book:turned about to fly; and so most shamefully ruined all. For those who"}
{"text": "### Book:had beat them back at once outflanked the infantry, and falling on their"}
{"text": "### Book:rear, cut them to pieces. Pompey, who commanded the other wing of the"}
{"text": "### Book:army, when he saw his cavalry thus broken and flying, was no longer"}
{"text": "### Book:himself, nor did he now remember that he was Pompey the Great, but,"}
{"text": "### Book:like one whom some god had deprived of his senses, retired to his tent"}
{"text": "### Book:without speaking a word, and there sat to expect the event, till the whole"}
{"text": "### Book:army was routed."}
{"text": "### Book:THE LIFE OF JULIUS CAESAR. PLUIARCH, c. A.D. 46-120"}
{"text": "### Book:Observance IV"}
{"text": "### Book:Arabella Huntington, wife of the great late-nineteenth-century railroad"}
{"text": "### Book:magnate Collis P. Huntington, came from humble origins and always"}
{"text": "### Book:struggled for social recognition among her wealthy peers. When she"}
{"text": "### Book:gave a party in her San Francisco mansion, few of the social elite would"}
{"text": "### Book:show up; most of them took her for a gold digger, not their kind. Because"}
{"text": "### Book:of her husband\u2019s fabulous wealth, art dealers courted her, but with such"}
{"text": "### Book:condescension they obviously saw her as an upstart. Only one man of"}
{"text": "### Book:consequence treated her differently: the dealer Joseph Duveen."}
{"text": "### Book:For the first few years of Duveen\u2019s relationship with Arabella, he"}
{"text": "### Book:made no effort to sell expensive art to her. Instead he accompanied her to"}
{"text": "### Book:fine stores, chatted endlessly about queens and princesses he knew, on"}
{"text": "### Book:and on. At last, she thought, a man who treated her as an equal, even a"}
{"text": "### Book:superior, in high society. Meanwhile, if Duveen did not try to sell art to"}
{"text": "### Book:her, he did subtly educate her in his aesthetic ideas\u2014namely, that the"}
{"text": "### Book:best art was the most expensive art. And after Arabella had soaked up his"}
{"text": "### Book:way of seeing things, Duveen would act as if she always had exquisite"}
{"text": "### Book:taste, even though before she met him her aesthetics had been abysmal."}
{"text": "### Book:When Collis Huntington died, in 1900, Arabella came into a fortune."}
{"text": "### Book:She suddenly started to buy expensive paintings, by Rembrandt and"}
{"text": "### Book:Vel\u00e1zquez, for example\u2014and only from Duveen. Years later Duveen"}
{"text": "### Book:sold her Gainsborough\u2019s Blue Boy for the highest price ever paid for a"}
{"text": "### Book:work of art at the time, an astounding purchase for a family that"}
{"text": "### Book:previously had shown little interest in collecting.Interpretation"}
{"text": "### Book:Joseph Duveen instantly understood Arabella Huntington and what made"}
{"text": "### Book:her tick: She wanted to feel important, at home in society. Intensely"}
{"text": "### Book:insecure about her lower-class background, she needed confirmation of"}
{"text": "### Book:her new social status. Duveen waited. Instead of rushing into trying to"}
{"text": "### Book:persuade her to collect art, he subtly went to work on her weaknesses. He"}
{"text": "### Book:made her feel that she deserved his attention not because she was the"}
{"text": "### Book:wife of one of the wealthiest men in the world but because of her own"}
{"text": "### Book:special character\u2014and this completely melted her. Duveen never"}
{"text": "### Book:condescended to Arabella; rather than lecturing to her, he instilled his"}
{"text": "### Book:ideas in her indirectly. The result was one of his best and most devoted"}
{"text": "### Book:clients, and also the sale of The Blue Boy."}
{"text": "### Book:People\u2019s need for validation and recognition, their need to feel"}
{"text": "### Book:important, is the best kind of weakness to exploit. First, it is almost"}
{"text": "### Book:universal; second, exploiting it is so very easy. All you have to do is find"}
{"text": "### Book:ways to make people feel better about their taste, their social standing,"}
{"text": "### Book:their intelligence. Once the fish are hooked, you can reel them in again"}
{"text": "### Book:and again, for years\u2014you are filling a positive role, giving them what"}
{"text": "### Book:they cannot get on their own. They may never suspect that you are"}
{"text": "### Book:turning them like a thumbscrew, and if they do they may not care,"}
{"text": "### Book:because you are making them feel better about themselves, and that is"}
{"text": "### Book:worth any price."}
{"text": "### Book:Observance V"}
{"text": "### Book:In 1862 King William of Prussia named Otto von Bismarck premier and"}
{"text": "### Book:minister for foreign affairs. Bismarck was known for his boldness, his"}
{"text": "### Book:ambition\u2014and his interest in strengthening the military. Since William"}
{"text": "### Book:was surrounded by liberals in his government and cabinet, politicians"}
{"text": "### Book:who already wanted to limit his powers, it was quite dangerous for him"}
{"text": "### Book:to put Bismarck in this sensitive position. His wife, Queen Augusta, had"}
{"text": "### Book:tried to dissuade him, but although she usually got her way with him, this"}
{"text": "### Book:time William stuck to his guns."}
{"text": "### Book:Only a week after becoming prime minister, Bismarck made an"}
{"text": "### Book:impromptu speech to a few dozen ministers to convince them of the need"}
{"text": "### Book:to enlarge the army. He ended by saying, \u201cThe great questions of the"}
{"text": "### Book:time will be decided, not by speeches and resolutions of majorities, but"}
{"text": "### Book:by iron and blood.\u201d His speech was immediately disseminatedthroughout Germany. The queen screamed at her husband that Bismarck"}
{"text": "### Book:was a barbaric militarist who was out to usurp control of Prussia, and"}
{"text": "### Book:that William had to fire him. The liberals in the government agreed with"}
{"text": "### Book:her. The outcry was so vehement that William began to be afraid he"}
{"text": "### Book:would end up on a scaffold, like Louis XVI of France, if he kept"}
{"text": "### Book:Bismarck on as prime minister."}
{"text": "### Book:Bismarck knew he had to get to the king before it was too late. He also"}
{"text": "### Book:knew he had blundered, and should have tempered his fiery words. Yet"}
{"text": "### Book:as he contemplated his strategy, he decided not to apologize but to do the"}
{"text": "### Book:exact opposite. Bismarck knew the king well."}
{"text": "### Book:When the two men met, William, predictably, had been worked into a"}
{"text": "### Book:tizzy by the queen. He reiterated his fear of being guillotined. But"}
{"text": "### Book:Bismarck only replied, \u201cYes, then we shall be dead! We must die sooner"}
{"text": "### Book:or later, and could there be a more respectable way of dying? I should die"}
{"text": "### Book:fighting for the cause of my king and master. Your Majesty would die"}
{"text": "### Book:sealing with your own blood your royal rights granted by God\u2019s grace."}
{"text": "### Book:Whether upon the scaffold or upon the battlefield makes no difference to"}
{"text": "### Book:the glorious staking of body and life on behalf of rights granted by God\u2019s"}
{"text": "### Book:grace!\u201d On he went, appealing to William\u2019s sense of honor and the"}
{"text": "### Book:majesty of his position as head of the army. How could the king allow"}
{"text": "### Book:people to push him around? Wasn\u2019t the honor of Germany more"}
{"text": "### Book:important than quibbling over words? Not only did the prime minister"}
{"text": "### Book:convince the king to stand up to both his wife and his parliament, he"}
{"text": "### Book:persuaded him to build up the army\u2014Bismarck\u2019s goal all along."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Bismarck knew the king felt bullied by those around him. He knew that"}
{"text": "### Book:William had a military background and a deep sense of honor, and that"}
{"text": "### Book:he felt ashamed at his cravenness before his wife and his government."}
{"text": "### Book:William secretly yearned to be a great and mighty king, but he dared not"}
{"text": "### Book:express this ambition because he was afraid of ending up like Louis XVI."}
{"text": "### Book:Where a show of courage often conceals a man\u2019s timidity, William\u2019s"}
{"text": "### Book:timidity concealed his need to show courage and thump his chest."}
{"text": "### Book:Bismarck sensed the longing for glory beneath William\u2019s pacifist"}
{"text": "### Book:front, so he played to the king\u2019s insecurity about his manhood, finally"}
{"text": "### Book:pushing him into three wars and the creation of a German empire."}
{"text": "### Book:Timidity is a potent weakness to exploit. Timid souls often yearn to be"}
{"text": "### Book:their opposite\u2014to be Napoleons. Yet they lack the inner strength. You, inessence, can become their Napoleon, pushing them into bold actions that"}
{"text": "### Book:serve your needs while also making them dependent on you. Remember:"}
{"text": "### Book:Look to the opposites and never take appearances at face value."}
{"text": "### Book:Image: The"}
{"text": "### Book:Thumbscrew."}
{"text": "### Book:Your enemy"}
{"text": "### Book:has secrets that"}
{"text": "### Book:he guards, thinks"}
{"text": "### Book:thoughts he will"}
{"text": "### Book:not reveal. But"}
{"text": "### Book:they come out in"}
{"text": "### Book:ways he cannot"}
{"text": "### Book:help. It is there some"}
{"text": "### Book:where, a groove of"}
{"text": "### Book:weakness on his head,"}
{"text": "### Book:at his heart, over his"}
{"text": "### Book:belly. Once you find the"}
{"text": "### Book:groove, put your thumb in"}
{"text": "### Book:it and turn him at will."}
{"text": "### Book:Authority: Find out each man\u2019s thumbscrew. \u2019Tis the art of setting their"}
{"text": "### Book:wills in action. It needs more skill than resolution. You must know where"}
{"text": "### Book:to get at anyone. Every volition has a special motive which varies"}
{"text": "### Book:according to taste. All men are idolaters, some of fame, others of self-"}
{"text": "### Book:interest, most of pleasure. Skill consists in knowing these idols in order"}
{"text": "### Book:to bring them into play. Knowing any man\u2019s mainspring of motive you"}
{"text": "### Book:have as it were the key to his will. (Baltasar Graci\u00e1n, 1601-1658)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:Playing on people\u2019s weakness has one significant danger: You may stir"}
{"text": "### Book:up an action you cannot control."}
{"text": "### Book:In your games of power you always look several steps ahead and plan"}
{"text": "### Book:accordingly. And you exploit the fact that other people are more"}
{"text": "### Book:emotional and incapable of such foresight. But when you play on their"}
{"text": "### Book:vulnerabilities, the areas over which they have least control, you can"}
{"text": "### Book:unleash emotions that will upset your plans. Push timid people into bold"}
{"text": "### Book:action and they may go too far; answer their need for attention orrecognition and they may need more than you want to give them. The"}
{"text": "### Book:helpless, childish element you are playing on can turn against you."}
{"text": "### Book:The more emotional the weakness, the greater the potential danger."}
{"text": "### Book:Know the limits to this game, then, and never get carried away by your"}
{"text": "### Book:control over your victims. You are after power, not the thrill of control.LAW 34"}
{"text": "### Book:BE ROYAL IN YOUR OWN FASHION: ACT"}
{"text": "### Book:LIKE A KING TO BE TREATED LIKE ONE"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:The way you carry yourself will often determine how you are treated: In"}
{"text": "### Book:the long run, appearing vulgar or common will make people disrespect"}
{"text": "### Book:you. For a king respects himself and inspires the same sentiment in"}
{"text": "### Book:others. By acting regally and confident of your powers, you make"}
{"text": "### Book:yourself seem destined to wear a crown."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:In July of 1830, a revolution broke out in Paris that forced the king,"}
{"text": "### Book:Charles X, to abdicate. A commission of the highest authorities in the"}
{"text": "### Book:land gathered to choose a successor, and the man they picked was Louis-"}
{"text": "### Book:Philippe, the Duke of Orl\u00e9ans."}
{"text": "### Book:From the beginning it was clear that Louis-Philippe would be a"}
{"text": "### Book:different kind of king, and not just because he came from a different"}
{"text": "### Book:branch of the royal family, or because he had not inherited the crown but"}
{"text": "### Book:had been given it, by a commission, putting his legitimacy in question."}
{"text": "### Book:Rather it was that he disliked ceremony and the trappings of royalty; he"}
{"text": "### Book:had more friends among the bankers than among the nobility; and his"}
{"text": "### Book:style was not to create a new kind of royal rule, as Napoleon had done,"}
{"text": "### Book:but to downplay his status, the better to mix with the businessmen and"}
{"text": "### Book:middle-class folk who had called him to lead. Thus the symbols that"}
{"text": "### Book:came to be associated with Louis-Philippe were neither the scepter nor"}
{"text": "### Book:the crown, but the gray hat and umbrella with which he would proudly"}
{"text": "### Book:walk the streets of Paris, as if he were a bourgeois out for a stroll. WhenLouis-Philippe invited James Rothschild, the most important banker in"}
{"text": "### Book:France, to his palace, he treated him as an equal. And unlike any king"}
{"text": "### Book:before him, not only did he talk business with Monsieur Rothschild but"}
{"text": "### Book:that was literally all he talked, for he loved money and had amassed a"}
{"text": "### Book:huge fortune."}
{"text": "### Book:As the reign of the \u201cbourgeois king\u201d plodded on, people came to"}
{"text": "### Book:despise him. The aristocracy could not endure the sight of an unkingly"}
{"text": "### Book:king, and within a few years they turned on him. Meanwhile the growing"}
{"text": "### Book:class of the poor, including the radicals who had chased out Charles X,"}
{"text": "### Book:found no satisfaction in a ruler who neither acted as a king nor governed"}
{"text": "### Book:as a man of the people. The bankers to whom Louis-Philippe was the"}
{"text": "### Book:most beholden soon realized that it was they who controlled the country,"}
{"text": "### Book:not he, and they treated him with growing contempt. One day, at the start"}
{"text": "### Book:of a train trip organized for the royal family, James Rothschild actually"}
{"text": "### Book:berated him\u2014and in public\u2014for being late. Once the king had made"}
{"text": "### Book:news by treating the banker as an equal; now the banker treated the king"}
{"text": "### Book:as an inferior."}
{"text": "### Book:Eventually the workers\u2019 insurrections that had brought down Louis-"}
{"text": "### Book:Philippe\u2019s predecessor began to reemerge, and the king put them down"}
{"text": "### Book:with force. But what was he defending so brutally? Not the institution of"}
{"text": "### Book:the monarchy, which he disdained, nor a democratic republic, which his"}
{"text": "### Book:rule prevented. What he was really defending, it seemed, was his own"}
{"text": "### Book:fortune, and the fortunes of the bankers\u2014not a way to inspire loyalty"}
{"text": "### Book:among the citizenry."}
{"text": "### Book:Never lose your self-respect, nor be too familiar with yoetrself when you"}
{"text": "### Book:are alone. Let your integrity itself be your own standard of rectitude, and"}
{"text": "### Book:be more indebted to the severity of your own judgment of yourself than to"}
{"text": "### Book:all external precepts. Desist from unseemly conduct, rather out of respect"}
{"text": "### Book:for your own virtue than for the strictures of external authority. Come to"}
{"text": "### Book:hold yourself in awe, and you will have no need of Seneca\u2019s imaginary"}
{"text": "### Book:tittor."}
{"text": "### Book:BALIASAR GRACIAN. 1601-1658"}
{"text": "### Book:In early 1848, Frenchmen of all classes began to demonstrate for"}
{"text": "### Book:electoral reforms that would make the country truly democratic. By"}
{"text": "### Book:February the demonstrations had turned violent. To assuage the"}
{"text": "### Book:populace, Louis-Philippe fired his prime minister and appointed a liberal"}
{"text": "### Book:as a replacement. But this created the opposite of the desired effect: The"}
{"text": "### Book:people sensed they could push the king around. The demonstrationsturned into a full-fledged revolution, with gunfire and barricades in the"}
{"text": "### Book:streets."}
{"text": "### Book:On the night of February 23, a crowd of Parisians surrounded the"}
{"text": "### Book:palace. With a suddenness that caught everyone by surprise, Louis-"}
{"text": "### Book:Philippe abdicated that very evening and fled to England. He left no"}
{"text": "### Book:successor, nor even the suggestion of one\u2014his whole government folded"}
{"text": "### Book:up and dissolved like a traveling circus leaving town."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Louis-Philippe consciously dissolved the aura that naturally pertains to"}
{"text": "### Book:kings and leaders. Scoffing at the symbolism of grandeur, he believed a"}
{"text": "### Book:new world was dawning, where rulers should act and be like ordinary"}
{"text": "### Book:citizens. He was right: A new world, without kings and queens, was"}
{"text": "### Book:certainly on its way. He was profoundly wrong, however, in predicting a"}
{"text": "### Book:change in the dynamics of power."}
{"text": "### Book:The bourgeois king\u2019s hat and umbrella amused the French at first, but"}
{"text": "### Book:soon grew irritating. People knew that Louis-Philippe was not really like"}
{"text": "### Book:them at all\u2014that the hat and umbrella were essentially a kind of trick to"}
{"text": "### Book:encourage them in the fantasy that the country had suddenly grown more"}
{"text": "### Book:equal. Actually, though, the divisions of wealth had never been greater."}
{"text": "### Book:The French expected their ruler to be a bit of a showman, to have some"}
{"text": "### Book:presence. Even a radical like Robespierre, who had briefly come to"}
{"text": "### Book:power during the French Revolution fifty years earlier, had understood"}
{"text": "### Book:this, and certainly Napoleon, who had turned the revolutionary republic"}
{"text": "### Book:into an imperial regime, had known it in his bones. Indeed as soon as"}
{"text": "### Book:Louis-Philippe fled the stage, the French revealed their true desire: They"}
{"text": "### Book:elected Napoleon\u2019s grand-nephew president. He was a virtual unknown,"}
{"text": "### Book:but they hoped he would re-create the great general\u2019s powerful aura,"}
{"text": "### Book:erasing the awkward memory of the \u201cbourgeois king.\u201d"}
{"text": "### Book:Powerful people may be tempted to affect a common-man aura, trying"}
{"text": "### Book:to create the illusion that they and their subjects or underlings are"}
{"text": "### Book:basically the same. But the people whom this false gesture is intended to"}
{"text": "### Book:impress will quickly see through it. They understand that they are not"}
{"text": "### Book:being given more power\u2014that it only appears as if they shared in the"}
{"text": "### Book:powerful person\u2019s fate. The only kind of common touch that works is the"}
{"text": "### Book:kind affected by Franklin Roosevelt, a style that said the president shared"}
{"text": "### Book:values and goals with the common people even while he remained apatrician at heart. He never pretended to erase his distance from the"}
{"text": "### Book:crowd."}
{"text": "### Book:Leaders who try to dissolve that distance through a false chumminess"}
{"text": "### Book:gradually lose the ability to inspire loyalty, fear, or love. Instead they"}
{"text": "### Book:elicit contempt. Like Louis-Philippe, they are too uninspiring even to be"}
{"text": "### Book:worth the guillotine\u2014the best they can do is simply vanish in the night,"}
{"text": "### Book:as if they were never there."}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:When Christopher Columbus was trying to find funding for his"}
{"text": "### Book:legendary voyages, many around him believed he came from the Italian"}
{"text": "### Book:aristocracy. This view was passed into history through a biography"}
{"text": "### Book:written after the explorer\u2019s death by his son, which describes him as a"}
{"text": "### Book:descendant of a Count Colombo of the Castle of Cuccaro in Montferrat."}
{"text": "### Book:Colombo in turn was said to be descended from the legendary Roman"}
{"text": "### Book:general Colonius, and two of his first cousins were supposedly direct"}
{"text": "### Book:descendants of an emperor of Con stantinople. An illustrious background"}
{"text": "### Book:indeed. But it was nothing more than illustrious fantasy, for Columbus"}
{"text": "### Book:was actually the son of Domenico Colombo, a humble weaver who had"}
{"text": "### Book:opened a wine shop when Christopher was a young man, and who then"}
{"text": "### Book:made his living by selling cheese."}
{"text": "### Book:Columbus himself had created the myth of his noble background,"}
{"text": "### Book:because from early on he felt that destiny had singled him out for great"}
{"text": "### Book:things, and that he had a kind of royalty in his blood. Accordingly he"}
{"text": "### Book:acted as if he were indeed descended from noble stock. After an"}
{"text": "### Book:uneventful career as a merchant on a commercial vessel, Columbus,"}
{"text": "### Book:originally from Genoa, settled in Lisbon. Using the fabricated story of"}
{"text": "### Book:his noble background, he married into an established Lisbon family that"}
{"text": "### Book:had excellent connections with Portuguese royalty."}
{"text": "### Book:Through his in-laws, Columbus finagled a meeting with the king of"}
{"text": "### Book:Portugal, Joao II, whom he petitioned to finance a westward voyage"}
{"text": "### Book:aimed at discovering a shorter route to Asia. In return for announcing"}
{"text": "### Book:that any discoveries he achieved would be made in the king\u2019s name,"}
{"text": "### Book:Columbus wanted a series of rights: the title Grand Admiral of the"}
{"text": "### Book:Oceanic Sea; the office of viceroy over any lands he found; and 10"}
{"text": "### Book:percent of the future commerce with such lands. All of these rights wereto be hereditary and for all time. Columbus made these demands even"}
{"text": "### Book:though he had previously been a mere merchant, he knew almost nothing"}
{"text": "### Book:about navigation, he could not work a quadrant, and he had never led a"}
{"text": "### Book:group of men. In short he had absolutely no qualifications for the journey"}
{"text": "### Book:he proposed. Furthermore, his petition included no details as to how he"}
{"text": "### Book:would accomplish his plans, just vague promises."}
{"text": "### Book:When Columbus finished his pitch, Jo\u00e3o II smiled: He politely"}
{"text": "### Book:declined the offer, but left the door open for the future. Here Columbus"}
{"text": "### Book:must have noticed something he would never forget: Even as the king"}
{"text": "### Book:turned down the sailor\u2019s demands, he treated them as legitimate. He"}
{"text": "### Book:neither laughed at Columbus nor questioned his background and"}
{"text": "### Book:credentials. In fact the king was impressed by the boldness of"}
{"text": "### Book:Columbus\u2019s requests, and clearly felt comfortable in the company of a"}
{"text": "### Book:man who acted so confidently. The meeting must have convinced"}
{"text": "### Book:Columbus that his instincts were correct: By asking for the moon, he had"}
{"text": "### Book:instantly raised his own status, for the king assumed that unless a man"}
{"text": "### Book:who set such a high price on himself were mad, which Columbus did not"}
{"text": "### Book:appear to be, he must somehow be worth it."}
{"text": "### Book:HIPPOFIDES IT SI"}
{"text": "### Book:In the next generation the family became much more famous than before"}
{"text": "### Book:through the distinction conferred upon it by Cleisthenes the master of"}
{"text": "### Book:Sicyon. Cleisthenes\u2026 had a daughter, Agarista, whom he wished to"}
{"text": "### Book:marry to the best man in all Greece. So during the Olympic games, in"}
{"text": "### Book:which he had himself won the chariot race, he had a public"}
{"text": "### Book:announcement made, to the effect that any Greek who thought himself"}
{"text": "### Book:good enough to become Cleisthenes\u2019 son-in-law should present himself"}
{"text": "### Book:in Sicyon within sixty days\u2014or sooner if he wished\u2014because he"}
{"text": "### Book:intended, within the year following the sixtieth day, to betroth his"}
{"text": "### Book:daughter to her future husband. Cleisthenes had had a race-track and a"}
{"text": "### Book:wrestling-ring specially made for his purpose, and presently the suitors"}
{"text": "### Book:began to arrive\u2014every man of Greek nationality who had something to"}
{"text": "### Book:be proud of either in his country or in himself\u2026. Cleisthenes began by"}
{"text": "### Book:asking each [of the numerous suitors] in turn to name his country and"}
{"text": "### Book:parentage; then he kept them in his house for a year, to get to know them"}
{"text": "### Book:well, entering into conversation with them sometimes singly, sometimes"}
{"text": "### Book:all together, and testing each of them for his manly qualities and temper,"}
{"text": "### Book:education and manners\u2026. But the most important test of all was their"}
{"text": "### Book:behaviour at the dinner-table. All this went on throughout their stay inSicyon, and all the time he entertained them handsomely. For one reason"}
{"text": "### Book:or another it was the two Athenians who impressed Cleisthenes most"}
{"text": "### Book:favourably, and of the two Tisander\u2019s son Hippocleides came to be"}
{"text": "### Book:preferred\u2026. At last the day came which had been fixed for the betrothal,"}
{"text": "### Book:and Cleisthenes had to declare his choice. He nzarked the day by the"}
{"text": "### Book:sacrifice of a hundred oxen, and then gave a great banquet, to which not"}
{"text": "### Book:only the suitors but everyone of note in Sicyon was invited. When dinner"}
{"text": "### Book:was over, the suitors began to compete with each other in music and in"}
{"text": "### Book:talking in company. In both these accomplishments it was Hippocleides"}
{"text": "### Book:who proved by far the doughtiest champion, until at last, as more and"}
{"text": "### Book:more wine was drunk, he asked the flute-player to play him a tune and"}
{"text": "### Book:began to dance to it. Now it may well be that he danced to his own"}
{"text": "### Book:satisfaction; Cleisthenes, however, who was watching the performance,"}
{"text": "### Book:began to have serious doubts about the whole business. Presently, after a"}
{"text": "### Book:brief pause, Hippocleides sent for a table; the table was brought, and"}
{"text": "### Book:Hippocleides, climbing on to it, danced first some Laconian dances, next"}
{"text": "### Book:some Attic ones, and ended by standing on his head and beating time"}
{"text": "### Book:with his legs in the air The Laconian and Attic dances were bad enough;"}
{"text": "### Book:but Cleisthenes, though he already loathed the thought of having a son-"}
{"text": "### Book:in-law like that, nevertheless restrained himself and managed to avoid an"}
{"text": "### Book:outburst; but when he saw Hippocleides beating time with his legs, he"}
{"text": "### Book:could bear it no longer. \u201cSon of Tisander, \u201dhe cried, \u201cyou have danced"}
{"text": "### Book:away your marriage. \u201d"}
{"text": "### Book:THE HISTORIES, Herodotus, FIFTH CENTURY B.C."}
{"text": "### Book:A few years later Columbus moved to Spain. Using his Portuguese"}
{"text": "### Book:connections, he moved in elevated circles at the Spanish court, receiving"}
{"text": "### Book:subsidies from illustrious financiers and sharing tables with dukes and"}
{"text": "### Book:princes. To all these men he repeated his request for financing for a"}
{"text": "### Book:voyage to the west\u2014and also for the rights he had demanded from Jo\u00e3o"}
{"text": "### Book:II. Some, such as the powerful duke of Medina, wanted to help, but"}
{"text": "### Book:could not, since they lacked the power to grant him the titles and rights"}
{"text": "### Book:he wanted. But Columbus would not back down. He soon realized that"}
{"text": "### Book:only one person could meet his demands: Queen Isabella. In 1487 he"}
{"text": "### Book:finally managed a meeting with the queen, and although he could not"}
{"text": "### Book:convince her to finance the voyage, he completely charmed her, and"}
{"text": "### Book:became a frequent guest in the palace."}
{"text": "### Book:In 1492 the Spanish finally expelled the Moorish invaders who"}
{"text": "### Book:centuries earlier had seized parts of the country. With the wartime burden"}
{"text": "### Book:on her treasury lifted, Isabella felt she could finally respond to the"}
{"text": "### Book:demands of her explorer friend, and she decided to pay for three ships,equipment, the salaries of the crews, and a modest stipend for Columbus."}
{"text": "### Book:More important, she had a contract drawn up that granted Columbus the"}
{"text": "### Book:titles and rights on which he had insisted. The only one she denied\u2014and"}
{"text": "### Book:only in the contract\u2019s fine print\u2014was the 10 percent of all revenues from"}
{"text": "### Book:any lands discovered: an absurd demand, since he wanted no time limit"}
{"text": "### Book:on it. (Had the clause been left in, it would eventually have made"}
{"text": "### Book:Columbus and his heirs the wealthiest family on the planet. Columbus"}
{"text": "### Book:never read the fine print.)"}
{"text": "### Book:Satisfied that his demands had been met, Columbus set sail that same"}
{"text": "### Book:year in search of the passage to Asia. (Before he left he was careful to"}
{"text": "### Book:hire the best navigator he could find to help him get there.) The mission"}
{"text": "### Book:failed to find such a passage, yet when Columbus petitioned the queen to"}
{"text": "### Book:finance an even more ambitious voyage the following year, she agreed."}
{"text": "### Book:By then she had come to see Columbus as destined for great things."}
{"text": "### Book:Interpretation"}
{"text": "### Book:As an explorer Columbus was mediocre at best. He knew less about the"}
{"text": "### Book:sea than did the average sailor on his ships, could never determine the"}
{"text": "### Book:latitude and longitude of his discoveries, mistook islands for vast"}
{"text": "### Book:continents, and treated his crew badly. But in one area he was a genius:"}
{"text": "### Book:He knew how to sell himsel\u00a3 How else to explain how the son of a"}
{"text": "### Book:cheese vendor, a low-level sea merchant, managed to ingratiate himself"}
{"text": "### Book:with the highest royal and aristocratic families?"}
{"text": "### Book:Columbus had an amazing power to charm the nobility, and it all came"}
{"text": "### Book:from the way he carried himself. He projected a sense of confidence that"}
{"text": "### Book:was completely out of proportion to his means. Nor was his confidence"}
{"text": "### Book:the aggressive, ugly self-promotion of an upstart\u2014it was a quiet and"}
{"text": "### Book:calm self-assurance. In fact it was the same confidence usually shown by"}
{"text": "### Book:the nobility themselves. The powerful in the old-style aristocracies felt"}
{"text": "### Book:no need to prove or assert themselves; being noble, they knew they"}
{"text": "### Book:always deserved more, and asked for it. With Columbus, then, they felt"}
{"text": "### Book:an instant affinity, for he carried himself just the way they did\u2014elevated"}
{"text": "### Book:above the crowd, destined for greatness."}
{"text": "### Book:Understand: It is within your power to set your own price. How you"}
{"text": "### Book:carry yourself reflects what you think of yourself. If you ask for little,"}
{"text": "### Book:shuffle your feet and lower your head, people will assume this reflects"}
{"text": "### Book:your character. But this behavior is not you\u2014it is only how you have"}
{"text": "### Book:chosen to present yourself to other people. You can just as easily presentthe Columbus front: buoyancy, confidence, and the feeling that you were"}
{"text": "### Book:born to wear a crown."}
{"text": "### Book:With all great deceivers there is a noteworthy occurrence to which"}
{"text": "### Book:they owe their power. In the actual act of deception they are overcome by"}
{"text": "### Book:belief in themselves: it is this which then speaks so miraculously and"}
{"text": "### Book:compellingly to those around them."}
{"text": "### Book:Friedrich Nietzsche, 1844-1900"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:As children, we start our lives with great exuberance, expecting and"}
{"text": "### Book:demanding everything from the world. This generally carries over into"}
{"text": "### Book:our first forays into society, as we begin our careers. But as we grow"}
{"text": "### Book:older the rebuffs and failures we experience set up boundaries that only"}
{"text": "### Book:get firmer with time. Coming to expect less from the world, we accept"}
{"text": "### Book:limitations that are really self-imposed. We start to bow and scrape and"}
{"text": "### Book:apologize for even the simplest of requests. The solution to such a"}
{"text": "### Book:shrinking of horizons is to deliberately force ourselves in the opposite"}
{"text": "### Book:direction\u2014to downplay the failures and ignore the limitations, to make"}
{"text": "### Book:ourselves demand and expect as much as the child. To accomplish this,"}
{"text": "### Book:we must use a particular strategy upon ourselves. Call it the Strategy of"}
{"text": "### Book:the Crown."}
{"text": "### Book:The Strategy of the Crown is based on a simple chain of cause and"}
{"text": "### Book:effect: If we believe we are destined for great things, our belief will"}
{"text": "### Book:radiate outward, just as a crown creates an aura around a king. This"}
{"text": "### Book:outward radiance will infect the people around us, who will think we"}
{"text": "### Book:must have reasons to feel so confident. People who wear crowns seem to"}
{"text": "### Book:feel no inner sense of the limits to what they can ask for or what they can"}
{"text": "### Book:accomplish. This too radiates outward. Limits and boundaries disappear."}
{"text": "### Book:Use the Strategy of the Crown and you will be surprised how often it"}
{"text": "### Book:bears fruit. Take as an example those happy children who ask for"}
{"text": "### Book:whatever they want, and get it. Their high expectations are their charm."}
{"text": "### Book:Adults enjoy granting their wishes\u2014just as Isabella enjoyed granting the"}
{"text": "### Book:wishes of Columbus."}
{"text": "### Book:Throughout history, people of undistinguished birth\u2014the Theodoras"}
{"text": "### Book:of Byzantium, the Columbuses, the Beethovens, the Disraelis\u2014have"}
{"text": "### Book:managed to work the Strategy of the Crown, believing so firmly in theirown greatness that it becomes a self-fulfilling prophecy. The trick is"}
{"text": "### Book:simple: Be overcome by your self-belief. Even while you know you are"}
{"text": "### Book:practicing a kind of deception on yourself, act like a king. You are likely"}
{"text": "### Book:to be treated as one."}
{"text": "### Book:The crown may separate you from other people, but it is up to you to"}
{"text": "### Book:make that separation real: You have to act differently, demonstrating"}
{"text": "### Book:your distance from those around you. One way to emphasize your"}
{"text": "### Book:difference is to always act with dignity, no matter the circumstance."}
{"text": "### Book:Louis-Philippe gave no sense of being different from other people\u2014he"}
{"text": "### Book:was the banker king. And the moment his subjects threatened him, he"}
{"text": "### Book:caved in. Everyone sensed this and pounced. Lacking regal dignity and"}
{"text": "### Book:firmness of purpose, Louis-Philippe seemed an impostor, and the crown"}
{"text": "### Book:was easily toppled from his head."}
{"text": "### Book:Regal bearing should not be confused with arrogance. Arrogance may"}
{"text": "### Book:seem the king\u2019s entitlement, but in fact it betrays insecurity. It is the very"}
{"text": "### Book:opposite of a royal demeanor."}
{"text": "### Book:Haile Selassie, ruler of Ethiopia for forty or so years beginning in"}
{"text": "### Book:1930, was once a young man named Lij Tafari. He came from a noble"}
{"text": "### Book:family, but there was no real chance of him coming to power, for he was"}
{"text": "### Book:far down the line of succession from the king then on the throne,"}
{"text": "### Book:Menelik II. Nevertheless, from an early age he exhibited a self-"}
{"text": "### Book:confidence and a royal bearing that surprised everyone around him."}
{"text": "### Book:At the age of fourteen, Tafari went to live at the court, where he"}
{"text": "### Book:immediately impressed Menelik and became his favorite. Tafari\u2019s grace"}
{"text": "### Book:under fire, his patience, and his calm self-assurance fascinated the king."}
{"text": "### Book:The other young nobles, arrogant, blustery, and envious, would push this"}
{"text": "### Book:slight, bookish teenager around. But he never got angry\u2014that would"}
{"text": "### Book:have been a sign of insecurity, to which he would not stoop. There were"}
{"text": "### Book:already people around him who felt he would someday rise to the top, for"}
{"text": "### Book:he acted as if he were already there."}
{"text": "### Book:Years later, in 1936, when the Italian Fascists had taken over Ethiopia"}
{"text": "### Book:and Tafari, now called Haile Selassie, was in exile, he addressed the"}
{"text": "### Book:League of Nations to plead his country\u2019s case. The Italians in the"}
{"text": "### Book:audience heckled him with vulgar abuse, but he maintained his dignified"}
{"text": "### Book:pose, as if completely unaffected. This elevated him while making his"}
{"text": "### Book:opponents look even uglier. Dignity, in fact, is invariably the mask to"}
{"text": "### Book:assume under difficult circumstances: It is as if nothing can affect you,"}
{"text": "### Book:and you have all the time in the world to respond. This is an extremely"}
{"text": "### Book:powerful pose.A royal demeanor has other uses. Con artists have long known the"}
{"text": "### Book:value of an aristocratic front; it either disarms people and makes them"}
{"text": "### Book:less suspicious, or else it intimidates them and puts them on the"}
{"text": "### Book:defensive\u2014and as Count Victor Lustig knew, once you put a sucker on"}
{"text": "### Book:the defensive he is doomed. The con man Yellow Kid Weil, too, would"}
{"text": "### Book:often assume the trappings of a man of wealth, along with the"}
{"text": "### Book:nonchalance that goes with them. Alluding to some magical method of"}
{"text": "### Book:making money, he would stand aloof, like a king, exuding confidence as"}
{"text": "### Book:if he really were fabulously rich. The suckers would beg to be in on the"}
{"text": "### Book:con, to have a chance at the wealth that he so clearly displayed."}
{"text": "### Book:Finally, to reinforce the inner psychological tricks involved in"}
{"text": "### Book:projecting a royal demeanor, there are outward strategies to help you"}
{"text": "### Book:create the effect. First, the Columbus Strategy: Always make a bold"}
{"text": "### Book:demand. Set your price high and do not waver. Second, in a dignified"}
{"text": "### Book:way, go after the highest person in the building. This immediately puts"}
{"text": "### Book:you on the same plane as the chief executive you are attacking. It is the"}
{"text": "### Book:David and Goliath Strategy: By choosing a great opponent, you create"}
{"text": "### Book:the appearance of greatness."}
{"text": "### Book:Third, give a gift of some sort to those above you. This is the strategy"}
{"text": "### Book:of those who have a patron: By giving your patron a gift, you are"}
{"text": "### Book:essentially saying that the two of you are equal. It is the old con game of"}
{"text": "### Book:giving so that you can take. When the Renaissance writer Pietro Aretino"}
{"text": "### Book:wanted the Duke of Mantua as his next patron, he knew that if he was"}
{"text": "### Book:slavish and sycophantic, the duke would think him unworthy; so he"}
{"text": "### Book:approached the duke with gifts, in this case paintings by the writer\u2019s"}
{"text": "### Book:good friend Titian. Accepting the gifts created a kind of equality between"}
{"text": "### Book:duke and writer: The duke was put at ease by the feeling that he was"}
{"text": "### Book:dealing with a man of his own aristocratic stamp. He funded Aretino"}
{"text": "### Book:generously. The gift strategy is subtle and brilliant because you do not"}
{"text": "### Book:beg: You ask for help in a dignified way that implies equality between"}
{"text": "### Book:two people, one of whom just happens to have more money."}
{"text": "### Book:Remember: It is up to you to set your own price. Ask for less and that"}
{"text": "### Book:is just what you will get. Ask for more, however, and you send a signal"}
{"text": "### Book:that you are worth a king\u2019s ransom. Even those who turn you down"}
{"text": "### Book:respect you for your confidence, and that respect will eventually pay off"}
{"text": "### Book:in ways you cannot imagine."}
{"text": "### Book:Image: The Crown. Place it upon your head"}
{"text": "### Book:and you assume a different pose\u2014tranquil"}
{"text": "### Book:yet radiating assurance. Never show"}
{"text": "### Book:doubt, never lose your dignity beneaththe crown, or it will not fit. It will seem"}
{"text": "### Book:to be destined for one more worthy. Do"}
{"text": "### Book:not wait for a coronation; the great"}
{"text": "### Book:est emperors crown themselves."}
{"text": "### Book:Authority: Everyone should be royal after his own fashion. Let all your"}
{"text": "### Book:actions, even though they are not those of a king, be, in their own sphere,"}
{"text": "### Book:worthy of one. Be sublime in your deeds, lofty in your thoughts; and in"}
{"text": "### Book:all your doings show that you deserve to be a king even though you are"}
{"text": "### Book:not one in reality. (Baltasar Graci\u00e1n, 1601-1658)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:The idea behind the assumption of regal confidence is to set yourself"}
{"text": "### Book:apart from other people, but if you take this too far it will be your"}
{"text": "### Book:undoing. Never make the mistake of thinking that you elevate yourself"}
{"text": "### Book:by humiliating people. Also, it is never a good idea to loom too high"}
{"text": "### Book:above the crowd\u2014you make an easy target. And there are times when an"}
{"text": "### Book:aristocratic pose is eminently dangerous."}
{"text": "### Book:Charles I, king of England during the 1640s, faced a profound public"}
{"text": "### Book:disenchantment with the institution of monarchy. Revolts erupted"}
{"text": "### Book:throughout the country, led by Oliver Cromwell. Had Charles reacted to"}
{"text": "### Book:the times with insight, supporting reforms and making a show of"}
{"text": "### Book:sacrificing some of his power, history might have been different. Instead"}
{"text": "### Book:he reverted to an even more regal pose, seeming outraged by the assault"}
{"text": "### Book:on his power and on the divine institution of monarchy. His stiff"}
{"text": "### Book:kingliness offended people and spurred on their revolts. And eventuallyCharles lost his head, literally. Understand: You are radiating confidence,"}
{"text": "### Book:not arrogance or disdain."}
{"text": "### Book:Finally, it is true that you can sometimes find some power through"}
{"text": "### Book:affecting a kind of earthy vulgarity, which will prove amusing by its"}
{"text": "### Book:extreme-ness. But to the extent that you win this game by going beyond"}
{"text": "### Book:the limits, separating yourself from other people by appearing even more"}
{"text": "### Book:vulgar than they are, the game is dangerous: There will always be people"}
{"text": "### Book:more vulgar than you, and you will easily be replaced the following"}
{"text": "### Book:season by someone younger and worse.LAW 35"}
{"text": "### Book:MASTER THE ART OF TIMING"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Never seem to be in a hurry-hurrying betrays a lack of control over"}
{"text": "### Book:yourself, and over time. Always seem patient, as if you know that"}
{"text": "### Book:everything will come to you eventually. Become a detective of the right"}
{"text": "### Book:moment; sniff out the spirit of the times, the trends that will carry you to"}
{"text": "### Book:power. Learn to stand back when the time is not yet ripe, and to strike"}
{"text": "### Book:fiercely when it has reached fruition."}
{"text": "### Book:SERTORIUS\u2019S LESSON"}
{"text": "### Book:Sertorius\u2019s strength was now rapidly increasing, for all the tribes"}
{"text": "### Book:between the Ebro and the Pyrenees came over to his side, and troops"}
{"text": "### Book:came flocking daily to join him from every quarter. At the same time he"}
{"text": "### Book:was troubled by the lack of discipline and the overconfidence of these"}
{"text": "### Book:newly arrived barbarians, who would shout at him to attack the enemy"}
{"text": "### Book:and had no patience with his delaying tactics, and he therefore tried to"}
{"text": "### Book:win them over by argument. them over by argument. But when he saw"}
{"text": "### Book:that they were discontented and persisted in pressing their demands"}
{"text": "### Book:regardless of the circumstances, he let them have their way and allowed"}
{"text": "### Book:them to engage the enemy; he hoped that they would suffer a severe"}
{"text": "### Book:defeat without being completely crushed, and that this would make them"}
{"text": "### Book:better disposed to obey his orders in future. The event turned out as he"}
{"text": "### Book:expected and Sertorius came to their rescue, provided a rallying point"}
{"text": "### Book:for the fugitives, and led them safely back to his camp. His next step was"}
{"text": "### Book:to revive their dejected spirits, and so a few days later he summoned a"}
{"text": "### Book:general assembly. Before it he produced two horses, one of them old and"}
{"text": "### Book:enfeebled, the other large and lusty and possessing a flowing tail, which"}
{"text": "### Book:was remarkable for the thickness and beauty of its hair. By the side of the"}
{"text": "### Book:weak horse stood a tall strong man, and by the side of the powerful horse"}
{"text": "### Book:a short man of mean physique. At a signal the strong man seized the tailof his horse and tried with all his strength to pull it towards him, as if to"}
{"text": "### Book:tear it off, while the weak man began to pull the hairs one by one from"}
{"text": "### Book:the tail of the strong horse."}
{"text": "### Book:The strong man, after tugging with all his might to no purpose and"}
{"text": "### Book:causing the spectators a great deal of amusement in the process, finally"}
{"text": "### Book:gave up the attempt, while the weak man quickly and with very little"}
{"text": "### Book:trouble stripped his horse\u2019s tail completely bare. Then Sertorius rose to"}
{"text": "### Book:his feet and said, \u201cNow you can see, my friends and allies, that"}
{"text": "### Book:perseverance is more effective than brute strength and that there are"}
{"text": "### Book:many difficulties that cannot be overcome if you try to do everything at"}
{"text": "### Book:once, but which will yield if you master them little by little. The truth is"}
{"text": "### Book:that a steady continuous effort is irresistible, for this is the way in which"}
{"text": "### Book:Time captures and subdues the greatest powers on earth. Now Time, you"}
{"text": "### Book:should remember, is a good friend and ally to those who use their"}
{"text": "### Book:intelligence to choose the right moment, but a most dangerous enemy to"}
{"text": "### Book:those who rush into action at the wrong one.\u201d"}
{"text": "### Book:LIFE OF SERTORIUS, PLUTARCH, C.A.D. 46-120"}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:Starting out in life as a nondescript French seminary-school teacher,"}
{"text": "### Book:Joseph Fouch\u00e9 wandered from town to town for most of the decade of"}
{"text": "### Book:the 1780s, teaching mathematics to young boys. Yet he never completely"}
{"text": "### Book:committed himself to the church, never took his vows as a priest\u2014he"}
{"text": "### Book:had bigger plans. Patiently waiting for his chance, he kept his options"}
{"text": "### Book:open. And when the French Revolution broke out, in 1789, Fouch\u00e9"}
{"text": "### Book:waited no longer: He got rid of his cassock, grew his hair long, and"}
{"text": "### Book:became a revolutionary. For this was the spirit of the times. To miss the"}
{"text": "### Book:boat at this critical moment could have spelt disaster. Fouch\u00e9 did not"}
{"text": "### Book:miss the boat: Befriending the revolutionary leader Robespierre, he"}
{"text": "### Book:quickly rose in the rebel ranks. In 1792 the town of Nantes elected"}
{"text": "### Book:Fouche to be its representative to the National Convention (created that"}
{"text": "### Book:year to frame a new constitution for a French republic)."}
{"text": "### Book:When Fouch\u00e9 arrived in Paris to take his seat at the convention, a"}
{"text": "### Book:violent rift had broken out between the moderates and the radical"}
{"text": "### Book:Jacobins. Fouch\u00e9 sensed that in the long run neither side would emergevictorious. Power rarely ends up in the hands of those who start a"}
{"text": "### Book:revolution, or even of those who further it; power sticks to those who"}
{"text": "### Book:bring it to a conclusion. That was the side Fouche wanted to be on."}
{"text": "### Book:His sense of timing was uncanny. He started as a moderate, for"}
{"text": "### Book:moderates were in the majority. When the time came to decide on"}
{"text": "### Book:whether or not to execute Louis XVI, however, he saw that the people"}
{"text": "### Book:were clamoring for the king\u2019s head, so he cast the deciding vote\u2014for the"}
{"text": "### Book:guillotine. Now he had become a radical. Yet as tensions came to the boil"}
{"text": "### Book:in Paris, he foresaw the danger of being too closely associated with any"}
{"text": "### Book:one faction, so he accepted a position in the provinces, where he could"}
{"text": "### Book:lie low for a while. A few months later he was assigned to the post of"}
{"text": "### Book:proconsul in Lyons, where he oversaw the execution of dozens of"}
{"text": "### Book:aristocrats. At a certain moment, however, he called a halt to the killings,"}
{"text": "### Book:sensing that the mood of the country was turning-and despite the blood"}
{"text": "### Book:already on his hands, the citizens of Lyons hailed him as a savior from"}
{"text": "### Book:what had become known as the Terror."}
{"text": "### Book:So far Fouch\u00e9 had played his cards brilliantly, but in 1794 his old"}
{"text": "### Book:friend Robespierre recalled him to Paris to account for his actions in"}
{"text": "### Book:Lyons. Robespierre had been the driving force behind the Terror. He had"}
{"text": "### Book:sent heads on both the right and the left rolling, and Fouch\u00e9, whom he no"}
{"text": "### Book:longer trusted, seemed destined to provide the next head. Over the next"}
{"text": "### Book:few weeks, a tense struggle ensued: While Robespierre railed openly"}
{"text": "### Book:against Fouch\u00e9, accusing of him dangerous ambitions and calling for his"}
{"text": "### Book:arrest, the crafty Fouch\u00e9 worked more indirectly, quietly gaining support"}
{"text": "### Book:among those who were beginning to tire of Robespierre\u2019s dictatorial"}
{"text": "### Book:control. Fouche was playing for time. He knew that the longer he"}
{"text": "### Book:survived, the more disaffected citizens he could rally against"}
{"text": "### Book:Robespierre. He had to have broad support before he moved against the"}
{"text": "### Book:powerful leader. He rallied support among both the moderates and the"}
{"text": "### Book:Jacobins, playing on the widespread fear of Robespierre-everyone was"}
{"text": "### Book:afraid of being the next to go to the guillotine. It all came to fruition on"}
{"text": "### Book:July 27: The convention turned against Robespierre, shouting down his"}
{"text": "### Book:usual lengthy speech. He was quickly arrested, and a few days later it"}
{"text": "### Book:was Robespierre\u2019s head, not Fouch\u00e9\u2019s, that fell into the basket."}
{"text": "### Book:When Fouch\u00e9 returned to the convention after Robespierre\u2019s death, he"}
{"text": "### Book:played his most unexpected move: Having led the conspiracy against"}
{"text": "### Book:Robespierre, he was expected to sit with the moderates, but lo and"}
{"text": "### Book:behold, he once again changed sides, joining the radical Jacobins. For"}
{"text": "### Book:perhaps the first time in his life he aligned himself with the minority."}
{"text": "### Book:Clearly he sensed a reaction stirring: He knew that the moderate factionthat had executed Robespierre, and was now about to take power, would"}
{"text": "### Book:initiate a new round of the Terror, this time against the radicals. In siding"}
{"text": "### Book:with the Jacobins, then, Fouch\u00e9 was sitting with the martyrs of the days"}
{"text": "### Book:to come\u2014the people who would be considered blameless in the troubles"}
{"text": "### Book:that were on their way. Taking sides with what was about to become the"}
{"text": "### Book:losing team was a risky gambit, of course, but Fouch\u00e9 must have"}
{"text": "### Book:calculated he could keep his head long enough to quietly stir up the"}
{"text": "### Book:populace against the moderates and watch them fall from power. And"}
{"text": "### Book:indeed, although the moderates did call for his arrest in December of"}
{"text": "### Book:1795, and would have sent him to the guillotine, too much time had"}
{"text": "### Book:passed. The executions had become unpopular with the people, and"}
{"text": "### Book:Fouch\u00e9 survived the swing of the pendulum one more time."}
{"text": "### Book:A new government took over, the Directoire. It was not, however, a"}
{"text": "### Book:Jacobin government, but a moderate one\u2014more moderate than the"}
{"text": "### Book:government that had reimposed the Terror. Fouch\u00e9, the radical, had kept"}
{"text": "### Book:his head, but now he had to keep a low profile. He waited patiently on"}
{"text": "### Book:the sidelines for several years, allowing time to soften any bitter feelings"}
{"text": "### Book:against him, then he approached the Directoire and convinced them he"}
{"text": "### Book:had a new passion: intelligence-gathering. He became a paid spy for the"}
{"text": "### Book:government, excelled at the job, and in 1799 was rewarded by being"}
{"text": "### Book:made minister of police. Now he was not just empowered but required to"}
{"text": "### Book:extend his spying to every corner of France\u2014a responsibility that would"}
{"text": "### Book:greatly reinforce his natural ability to sniff out where the wind was"}
{"text": "### Book:blowing. One of the first social trends he detected, in fact, came in the"}
{"text": "### Book:person of Napoleon, a brash young general whose destiny he right away"}
{"text": "### Book:saw was entwined with the future of France. When Napoleon unleashed"}
{"text": "### Book:a coup d\u2018etat, on November 9, 1799, Fouche pretended to be asleep."}
{"text": "### Book:Indeed he slept the whole day. For this indirect assistance\u2014it might have"}
{"text": "### Book:been thought his job, after all, to prevent a military coup\u2014Napoleon"}
{"text": "### Book:kept him on as minister of police in the new regime."}
{"text": "### Book:Over the next few years, Napoleon came to rely on Fouch\u00e9 more and"}
{"text": "### Book:more. He even gave this former revolutionary a title, duke of Otranto,"}
{"text": "### Book:and rewarded him with great wealth. By 1808, however, Fouch\u00e9, always"}
{"text": "### Book:attuned to the times, sensed that Napoleon was on the downswing. His"}
{"text": "### Book:futile war with Spain, a country that posed no threat to France, was a"}
{"text": "### Book:sign that he was losing a sense of proportion. Never one to be caught on"}
{"text": "### Book:a sinking ship, Fouch\u00e9 conspired with Talleyrand to bring about"}
{"text": "### Book:Napoleon\u2019s downfall. Although the conspiracy failed\u2014Talleyrand was"}
{"text": "### Book:fired; Fouch\u00e9 stayed, but was kept on a tight leash\u2014it publicized a"}
{"text": "### Book:growing discontent with the emperor, who seemed to be losing control.By 1814 Napoleon\u2019s power had crumbled and allied forces finally"}
{"text": "### Book:conquered him."}
{"text": "### Book:The next government was a restoration of the monarchy, in the form of"}
{"text": "### Book:King Louis XVIII, brother of Louis XVI. Fouch\u00e9, his nose always"}
{"text": "### Book:sniffing the air for the next social shift, knew Louis would not last long"}
{"text": "### Book:\u2014he had none of Napoleon\u2019s flair. Fouch\u00e9 once again played his waiting"}
{"text": "### Book:game, lying low, staying away from the spotlight. Sure enough, in"}
{"text": "### Book:February of 1815, Napoleon escaped from the island of Elba, where he"}
{"text": "### Book:had been imprisoned. Louis XVIII panicked: His policies had alienated"}
{"text": "### Book:the citizenry, who were clamoring for Napoleon\u2019s return. So Louis turned"}
{"text": "### Book:to the one man who could maybe have saved his hide, Fouch\u00e9, the"}
{"text": "### Book:former radical who had sent his brother, Louis XVI, to the guillotine, but"}
{"text": "### Book:was now one of the most popular and widely admired politicians in"}
{"text": "### Book:France. Fouch\u00e9, however, would not side with a loser: He refused"}
{"text": "### Book:Louis\u2019s request for help by pretending that his help was unnecessary\u2014by"}
{"text": "### Book:swearing that Napoleon would never return to power (although he knew"}
{"text": "### Book:otherwise). A short time later, of course, Napoleon and his new citizen"}
{"text": "### Book:army were closing in on Paris."}
{"text": "### Book:Seeing his reign about to collapse, feeling that Fouch\u00e9 had betrayed"}
{"text": "### Book:him, and certain that he did not want this powerful and able man on"}
{"text": "### Book:Napoleon\u2019s team, King Louis ordered the minister\u2019s arrest and execution."}
{"text": "### Book:On March 16, 1815, policemen surrounded Fouch\u00e9\u2019s coach on a Paris"}
{"text": "### Book:boulevard. Was this finally his end? Perhaps, but not immediately:"}
{"text": "### Book:Fouch\u00e9 told the police that an ex-member of government could not be"}
{"text": "### Book:arrested on the street. They fell for the story and allowed him to return"}
{"text": "### Book:home. Later that day, though, they came to his house and once again"}
{"text": "### Book:declared him under arrest. Fouch\u00e9 nodded\u2014but would the officers be so"}
{"text": "### Book:kind as allow a gentleman to wash and to change his clothes before"}
{"text": "### Book:leaving his house for the last time? They gave their permission, Fouch\u00e9"}
{"text": "### Book:left the room, and the minutes went by. Fouch\u00e9 did not return. Finally the"}
{"text": "### Book:policemen went into the next room\u2014where they saw a ladder against an"}
{"text": "### Book:open window, leading down to the garden below."}
{"text": "### Book:That day and the next the police combed Paris for Fouche, but by then"}
{"text": "### Book:Napoleon\u2019s cannons were audible in the distance and the king and all the"}
{"text": "### Book:king\u2019s men had to flee the city. As soon as Napoleon entered Paris,"}
{"text": "### Book:Fouch\u00e9 came out of hiding. He had cheated the executioner once again."}
{"text": "### Book:Napoleon greeted his former minister of police and gladly restored him"}
{"text": "### Book:to his old post. During the 100 days that Napoleon remained in power,"}
{"text": "### Book:until Waterloo, it was essentially Fouch\u00e9 who governed France. After"}
{"text": "### Book:Napoleon fell, Louis XVIII returned to the throne, and like a cat withnine lives, Fouche stayed on to serve in yet another government\u2014by"}
{"text": "### Book:then his power and influence had grown so great that not even the king"}
{"text": "### Book:dared challenge him."}
{"text": "### Book:Mr. Shih had two sons: one loved learning; the other war. The first"}
{"text": "### Book:expounded his moral teachings at the admiring court of Ch\u2018i and was"}
{"text": "### Book:made a tutor, while the second talked strategy at the bellicose court of"}
{"text": "### Book:Ch\u2019u and was made a general. The impecunious Mr. Meng, hearing of"}
{"text": "### Book:these successes, sent his own two sons out to follow the example of the"}
{"text": "### Book:Shih boys. The first expounded his moral teachings at the court ofCh\u2018in,"}
{"text": "### Book:but the King of Ch\u2019in said: \u201cAt present the states are quarreling violently"}
{"text": "### Book:and every prince is busy arming his troops to the teeth. If I followed this"}
{"text": "### Book:prig\u2019s pratings we should soon be annihilated.\u201d So he had the fellow"}
{"text": "### Book:castrated. Meanwhile, the second brother displayed his military genius"}
{"text": "### Book:at the court of Wei. But the King of Wei said: \u201cMine is a weak state. If I"}
{"text": "### Book:relied on force instead of diplomacy, we should soon be wiped out. If, on"}
{"text": "### Book:the other hand, I let this fire-eater go, he will offer his services to"}
{"text": "### Book:another state and then we shall be in trouble.\u201d So he had the fellow\u2019s feet"}
{"text": "### Book:cut off Both.families did exactly the same thing, but one timed it right,"}
{"text": "### Book:the other wrong. Thtts success depends not on ratiocination but on"}
{"text": "### Book:rhythm."}
{"text": "### Book:LlEH TZU. QUOTED IN THE CHINESE LOOKING GLASS. DENNIS"}
{"text": "### Book:BLOODWORTH, 1967"}
{"text": "### Book:Interpretation"}
{"text": "### Book:In a period of unprecedented turmoil, Joseph Fouch\u00e9 thrived through his"}
{"text": "### Book:mastery of the art of timing. He teaches us a number of key lessons."}
{"text": "### Book:First, it is critical to recognize the spirit of the times. Fouch\u00e9 always"}
{"text": "### Book:looked two steps ahead, found the wave that would carry him to power,"}
{"text": "### Book:and rode it. You must always work with the times, anticipate twists and"}
{"text": "### Book:turns, and never miss the boat. Sometimes the spirit of the times is"}
{"text": "### Book:obscure: Recognize it not by what is loudest and most obvious in it, but"}
{"text": "### Book:by what lies hidden and dormant. Look forward to the Napoleons of the"}
{"text": "### Book:future rather than holding on to the ruins of the past."}
{"text": "### Book:Second, recognizing the prevailing winds does not necessarily mean"}
{"text": "### Book:running with them. Any potent social movement creates a powerful"}
{"text": "### Book:reaction, and it is wise to anticipate what that reaction will be, as Fouch\u00e9"}
{"text": "### Book:did after the execution of Robespierre. Rather than ride the cresting wave"}
{"text": "### Book:of the moment, wait for the tide\u2019s ebb to carry you back to power. Uponoccasion bet on the reaction that is brewing, and place yourself in the"}
{"text": "### Book:vanguard of it."}
{"text": "### Book:Finally, Fouch\u00e9 had remarkable patience. Without patience as your"}
{"text": "### Book:sword and shield, your timing will fail and you will inevitably find"}
{"text": "### Book:yourself a loser. When the times were against Fouch\u00e9, he did not"}
{"text": "### Book:struggle, get emotional, or strike out rashly. He kept his cool and"}
{"text": "### Book:maintained a low profile, patiently building support among the citizenry,"}
{"text": "### Book:the bulwark in his next rise to power. Whenever he found himself in the"}
{"text": "### Book:weaker position, he played for time, which he knew would always be his"}
{"text": "### Book:ally if he was patient. Recognize the moment, then, to hide in the grass"}
{"text": "### Book:or slither under a rock, as well as the moment to bare your fangs and"}
{"text": "### Book:attack."}
{"text": "### Book:Space we can recover, time never."}
{"text": "### Book:Napoleon Bonaparte, 1769-1821"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:Time is an artificial concept that we ourselves have created to make the"}
{"text": "### Book:limitlessness of eternity and the universe more bearable, more human."}
{"text": "### Book:Since we have constructed the concept of time, we are also able to mold"}
{"text": "### Book:it to some degree, to play tricks with it. The time of a child is long and"}
{"text": "### Book:slow, with vast expanses; the time of an adult whizzes by frighteningly"}
{"text": "### Book:fast. Time, then, depends on perception, which, we know, can be"}
{"text": "### Book:willfully altered. This is the first thing to understand in mastering the art"}
{"text": "### Book:of timing. If the inner turmoil caused by our emotions tends to make time"}
{"text": "### Book:move faster, it follows that once we control our emotional responses to"}
{"text": "### Book:events, time will move much more slowly. This altered way of dealing"}
{"text": "### Book:with things tends to lengthen our perception of future time, opens up"}
{"text": "### Book:possibilities that fear and anger close off, and allows us the patience that"}
{"text": "### Book:is the principal requirement in the art of timing."}
{"text": "### Book:The sultan [of Persia] had sentenced two men to death. One of them,"}
{"text": "### Book:knowing how much the sultan loved his stallion, offered to teach the"}
{"text": "### Book:horse to fly within a year in return for his life. The sultan, fancying"}
{"text": "### Book:himself as the rider of the only flying horse in the world, agreed. The"}
{"text": "### Book:other prisoner looked at his friend in disbelief \u201cYou know horses don\u2019t"}
{"text": "### Book:fly. What made you come up with a crazv idea like that? You\u2019re onlypostponing the inevitable.\u201d \u201cNot so, \u201d said the (first prisoner]. \u201cI have"}
{"text": "### Book:actuallv given myself four chances for freedom. First, the sultan might"}
{"text": "### Book:die during the year. Second, I might die. Third, the horse might die. And"}
{"text": "### Book:fourth \u2026 I might teach the horse to fly!\u201d"}
{"text": "### Book:THE CRAFT OF POWER, R.G.H. SIU, 1979"}
{"text": "### Book:There are three kinds of time for us to deal with; each presents"}
{"text": "### Book:problems that can be solved with skill and practice. First there is long"}
{"text": "### Book:time: the drawn-out, years-long kind of time that must be managed with"}
{"text": "### Book:patience and gentle guidance. Our handling of long time should be"}
{"text": "### Book:mostly defensive\u2014this is the art of not reacting impulsively, of waiting"}
{"text": "### Book:for opportunity."}
{"text": "### Book:Next there is forced time: the short-term time that we can manipulate as"}
{"text": "### Book:an offensive weapon, upsetting the timing of our opponents. Finally there"}
{"text": "### Book:is end time, when a plan must be executed with speed and force. We have"}
{"text": "### Book:waited, found the moment, and must not hesitate."}
{"text": "### Book:Long Time. The famous seventeenth-century Ming painter Chou Yung"}
{"text": "### Book:relates a story that altered his behavior forever. Late one winter afternoon"}
{"text": "### Book:he set out to visit a town that lay across the river from his own town. He"}
{"text": "### Book:was bringing some important books and papers with him and had"}
{"text": "### Book:commissioned a young boy to help him carry them. As the ferry neared"}
{"text": "### Book:the other side of the river, Chou Yung asked the boatman if they would"}
{"text": "### Book:have time to get to the town before its gates closed, since it was a mile"}
{"text": "### Book:away and night was approaching. The boatman glanced at the boy, and at"}
{"text": "### Book:the bundle of loosely tied papers and books\u2014\u201cYes,\u201d he replied, \u201cif you"}
{"text": "### Book:do not walk too fast.\u201d"}
{"text": "### Book:As they started out, however, the sun was setting. Afraid of being"}
{"text": "### Book:locked out of the town at night, prey to local bandits, Chou and the boy"}
{"text": "### Book:walked faster and faster, finally breaking into a run. Suddenly the string"}
{"text": "### Book:around the papers broke and the documents scattered on the ground. It"}
{"text": "### Book:took them many minutes to put the packet together again, and by the"}
{"text": "### Book:time they had reached the city gates, it was too late."}
{"text": "### Book:When you force the pace out of fear and impatience, you create a nest"}
{"text": "### Book:of problems that require fixing, and you end up taking much longer than"}
{"text": "### Book:if you had taken your time. Hurriers may occasionally get there quicker,"}
{"text": "### Book:but papers fly everywhere, new dangers arise, and they find themselves"}
{"text": "### Book:in constant crisis mode, fixing the problems that they themselves have"}
{"text": "### Book:created. Sometimes not acting in the face of danger is your best move\u2014you wait, you deliberately slow down. As time passes it will eventually"}
{"text": "### Book:present opportunities you had not imagined."}
{"text": "### Book:Waiting involves controlling not only your own emotions but those of"}
{"text": "### Book:your colleagues, who, mistaking action for power, may try to push you"}
{"text": "### Book:into making rash moves. In your rivals, on the other hand, you can"}
{"text": "### Book:encourage this same mistake: If you let them rush headlong into trouble"}
{"text": "### Book:while you stand back and wait, you will soon find ripe moments to"}
{"text": "### Book:intervene and pick up the pieces. This wise policy was the principal"}
{"text": "### Book:strategy of the great early-seventeenth-century emperor Tokugawa"}
{"text": "### Book:Ieyasu of Japan. When his predecessor, the headstrong Hideyoshi, whom"}
{"text": "### Book:he served as a general, staged a rash invasion of Korea, Ieyasu did not"}
{"text": "### Book:involve himself. He knew the invasion would be a disaster and would"}
{"text": "### Book:lead to Hideyoshi\u2019s downfall. Better to stand patiently on the sidelines,"}
{"text": "### Book:even for many years, and then be in position to seize power when the"}
{"text": "### Book:time is right\u2014exactly what Ieyasu did, with great artistry."}
{"text": "### Book:THE TROUT AND THE GUDGEON"}
{"text": "### Book:A fisherman in the month of May stood angling on the bank of the"}
{"text": "### Book:Thames with an artificial fly. He threw his bait with so much art, that a"}
{"text": "### Book:young trout was rushing toward it, when she was prevented by her"}
{"text": "### Book:mother. \u201cNever,\u201d said she, \u201cmy child, be too precipitate, where there is a"}
{"text": "### Book:possibility of danger. Take due time to consider, before you risk an action"}
{"text": "### Book:that may be fatal. How know you whether yon appearance be indeed a"}
{"text": "### Book:fly, or the snare of an enemy? Let someone else make the experiment"}
{"text": "### Book:before you. If it be a fly, he will very probably elude the first attack: and"}
{"text": "### Book:the second may be made, if not with success, at least with safety.\u201d She"}
{"text": "### Book:had no sooner spoken, than a gudgeon seized the pretended fly, and"}
{"text": "### Book:became an example to the giddy daughter of the importance of her"}
{"text": "### Book:mother\u2019s counsel."}
{"text": "### Book:FABLES, ROBERT DODSLEY, 1703-1764"}
{"text": "### Book:You do not deliberately slow time down to live longer, or to take more"}
{"text": "### Book:pleasure in the moment, but the better to play the game of power. First,"}
{"text": "### Book:when your mind is uncluttered by constant emergencies you will see"}
{"text": "### Book:further into the future. Second, you will be able to resist the baits that"}
{"text": "### Book:people dangle in front of you, and will keep yourself from becoming"}
{"text": "### Book:another impatient sucker. Third, you will have more room to be flexible."}
{"text": "### Book:Opportunities will inevitably arise that you had not expected and would"}
{"text": "### Book:have missed had you forced the pace. Fourth, you will not move fromone deal to the next without completing the first one. To build your"}
{"text": "### Book:power\u2019s foundation can take years; make sure that foundation is secure."}
{"text": "### Book:Do not be a flash in the pan\u2014success that is built up slowly and surely is"}
{"text": "### Book:the only kind that lasts."}
{"text": "### Book:Finally, slowing time down will give you a perspective on the times"}
{"text": "### Book:you live in, letting you take a certain distance and putting you in a less"}
{"text": "### Book:emotionally charged position to see the shapes of things to come."}
{"text": "### Book:Hurriers will often mistake surface phenomena for a real trend, seeing"}
{"text": "### Book:only what they want to see. How much better to see what is really"}
{"text": "### Book:happening, even if it is unpleasant or makes your task harder."}
{"text": "### Book:Forced Time. The trick in forcing time is to upset the timing of others\u2014"}
{"text": "### Book:to make them hurry, to make them wait, to make them abandon their own"}
{"text": "### Book:pace, to distort their perception of time. By upsetting the timing of your"}
{"text": "### Book:opponent while you stay patient, you open up time for yourself, which is"}
{"text": "### Book:half the game."}
{"text": "### Book:In 1473 the great Turkish sultan Mehmed the Conqueror invited"}
{"text": "### Book:negotiations with Hungary to end the off-and-on war the two countries"}
{"text": "### Book:had waged for years. When the Hungarian emissary arrived in Turkey to"}
{"text": "### Book:start the talks, Turkish officials humbly apologized\u2014Mehmed had just"}
{"text": "### Book:left Istanbul, the capital, to battle his longtime foe, Uzun Hasan. But he"}
{"text": "### Book:urgently wanted peace with Hungary, and had asked that the emissary"}
{"text": "### Book:join him at the front."}
{"text": "### Book:When the emissary arrived at the site of the fighting, Mehmed had"}
{"text": "### Book:already left it, moving eastward in pursuit of his swift foe. This happened"}
{"text": "### Book:several times. Wherever the emissary stopped, the Turks lavished gifts"}
{"text": "### Book:and banquets on him, in pleasurable but time-consuming ceremonies."}
{"text": "### Book:Finally Mehmed defeated Uzun and met with the emissary. Yet his terms"}
{"text": "### Book:for peace with Hungary were excessively harsh. After a few days, the"}
{"text": "### Book:negotiations ended, and the usual stalemate remained in place. But this"}
{"text": "### Book:was fine with Mehmed. In fact he had planned it that way all along:"}
{"text": "### Book:Plotting his campaign against Uzun, he had seen that diverting his armies"}
{"text": "### Book:to the east would leave his western flank vulnerable. To prevent Hungary"}
{"text": "### Book:from taking advantage of his weakness and his preoccupation elsewhere,"}
{"text": "### Book:he first dangled the lure of peace before his enemy, then made them wait"}
{"text": "### Book:\u2014all on his own terms."}
{"text": "### Book:Making people wait is a powerful way of forcing time, as long as they"}
{"text": "### Book:do not figure out what you are up to. You control the clock, they linger in"}
{"text": "### Book:limbo\u2014and rapidly come unglued, opening up opportunities for you to"}
{"text": "### Book:strike. The opposite effect is equally powerful: You make youropponents hurry. Start off your dealings with them slowly, then suddenly"}
{"text": "### Book:apply pressure, making them feel that everything is happening at once."}
{"text": "### Book:People who lack the time to think will make mistakes\u2014so set their"}
{"text": "### Book:deadlines for them. This was the technique Machiavelli admired in"}
{"text": "### Book:Cesare Borgia, who, during negotiations, would suddenly press"}
{"text": "### Book:vehemently for a decision, upsetting his opponent\u2019s timing and patience."}
{"text": "### Book:For who would dare make Cesare wait?"}
{"text": "### Book:Joseph Duveen, the famous art dealer, knew that if he gave an"}
{"text": "### Book:indecisive buyer like John D. Rockefeller a deadline\u2014the painting had"}
{"text": "### Book:to leave the country, another tycoon was interested in it\u2014the client"}
{"text": "### Book:would buy just in time. Freud noticed that patients who had spent years"}
{"text": "### Book:in psychoanalysis without improvement would miraculously recover just"}
{"text": "### Book:in time if he fixed a definite date for the end of the therapy. Jacques"}
{"text": "### Book:Lacan, the famous French psychoanalyst, used a variation on this tactic"}
{"text": "### Book:\u2014he would sometimes end the customary hour session of therapy after"}
{"text": "### Book:only ten minutes, without warning. After this happened several times, the"}
{"text": "### Book:patient would realize that he had better make maximum use of the time,"}
{"text": "### Book:rather than wasting much of the hour with a lot of talk that meant"}
{"text": "### Book:nothing. The deadline, then, is a powerful tool. Close off the vistas of"}
{"text": "### Book:indecision and force people to make up their damn minds or get to the"}
{"text": "### Book:point never let them make you play on their excruciating terms. Never"}
{"text": "### Book:give them time."}
{"text": "### Book:Magicians and showmen are experts in forcing time. Houdini could"}
{"text": "### Book:often wriggle free of handcuffs in minutes, but he would draw the escape"}
{"text": "### Book:out to an hour, making the audience sweat, as time came to an apparent"}
{"text": "### Book:standstill. Magicians have always known that the best way to alter our"}
{"text": "### Book:perception of time is often to slow down the pace. Creating suspense"}
{"text": "### Book:brings time to a terrifying pause: The slower the magician\u2019s hands move,"}
{"text": "### Book:the easier it is to create the illusion of speed, making people think the"}
{"text": "### Book:rabbit has appeared instantaneously. The great nineteenth-century"}
{"text": "### Book:magician Jean-Eug\u00e8ne Robert-Houdin took explicit notice of this effect:"}
{"text": "### Book:\u201cThe more slowly a story is told,\u201d he said, \u201cthe shorter it seems.\u201d"}
{"text": "### Book:Going slower also makes what you are doing more interesting\u2014the"}
{"text": "### Book:audience yields to your pace, becomes entranced. It is a state in which"}
{"text": "### Book:time whizzes delightfully by. You must practice such illusions, which"}
{"text": "### Book:share in the hypnotist\u2019s power to alter perceptions of time."}
{"text": "### Book:End Time. You can play the game with the utmost artistry\u2014waiting"}
{"text": "### Book:patiently for the right moment to act, putting your competitors off their"}
{"text": "### Book:form by messing with their timing\u2014but it won\u2019t mean a thing unless youknow how to finish. Do not be one of those people who look like"}
{"text": "### Book:paragons of patience but are actually just afraid to bring things to a close:"}
{"text": "### Book:Patience is worthless unless combined with a willingness to fall"}
{"text": "### Book:ruthlessly on your opponent at the right moment. You can wait as long as"}
{"text": "### Book:necessary for the conclusion to come, but when it comes it must come"}
{"text": "### Book:quickly. Use speed to paralyze your opponent, cover up any mistakes"}
{"text": "### Book:you might make, and impress people with your aura of authority and"}
{"text": "### Book:finality."}
{"text": "### Book:With the patience of a snake charmer, you draw the snake out with"}
{"text": "### Book:calm and steady rhythms. Once the snake is out, though, would you"}
{"text": "### Book:dangle your foot above its deadly head? There is never a good reason to"}
{"text": "### Book:allow the slightest hitch in your endgame. Your mastery of timing can"}
{"text": "### Book:really only be judged by how you work with end time\u2014how you quickly"}
{"text": "### Book:change the pace and bring things to a swift and definitive conclusion."}
{"text": "### Book:Image: The Hawk. Patiently and silently it circles the sky, high"}
{"text": "### Book:above, all-seeing with its powerful eyes. Those below have"}
{"text": "### Book:no awareness that they are being tracked. Suddenly,"}
{"text": "### Book:when the moment arrives, the hawk swoops"}
{"text": "### Book:down with a speed that cannot be de"}
{"text": "### Book:fended against; before its prey"}
{"text": "### Book:knows what has happened,"}
{"text": "### Book:the bird\u2019s viselike talons"}
{"text": "### Book:have carried it"}
{"text": "### Book:up into the"}
{"text": "### Book:sky."}
{"text": "### Book:Authority: There is a tide in the affairs of men, / Which, taken at the"}
{"text": "### Book:flood, leads on to fortune; / Omitted, all the voyage of their life / Is"}
{"text": "### Book:bound in shallows and in miseries. (Julius Caesar, William Shakespeare,"}
{"text": "### Book:1564-1616)REVERSAL"}
{"text": "### Book:There is no power to be gained in letting go of the reins and adapting to"}
{"text": "### Book:whatever time brings. To some degree you must guide time or you will"}
{"text": "### Book:be its merciless victim. There is accordingly no reversal to this law.LAW 36"}
{"text": "### Book:DISDAIN THINGS YOU CANNOT HAVE:"}
{"text": "### Book:IGNORING THEM IS THE BEST REVENGE"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:By acknowledging a petty problem you give it existence and credibility."}
{"text": "### Book:The more attention you pay an enemy, the stronger you make him; and a"}
{"text": "### Book:small mistake is often made worse and more visible when you try to fix it."}
{"text": "### Book:It is sometimes best to leave things alone. If there is something you want"}
{"text": "### Book:but cannot have, show contempt for it. The less interest you reveal, the"}
{"text": "### Book:more superior you seem."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:The Mexican rebel leader Pancho Villa started out as the chief of a gang"}
{"text": "### Book:of bandits, but after revolution broke out in Mexico in 1910, he became a"}
{"text": "### Book:kind of folk hero\u2014robbing trains and giving the money to the poor,"}
{"text": "### Book:leading daring raids, and charming the ladies with romantic escapades."}
{"text": "### Book:His exploits fascinated Americans\u2014he seemed a man from another era,"}
{"text": "### Book:part Robin Hood, part Don Juan. After a few years of bitter fighting,"}
{"text": "### Book:however, General Carranza emerged as the victor in the Revolution; the"}
{"text": "### Book:defeated Villa and his troops went back home, to the northern state of"}
{"text": "### Book:Chihuahua. His army dwindled and he turned to banditry again,"}
{"text": "### Book:damaging his popularity. Finally, perhaps out of desperation, he began to"}
{"text": "### Book:rail against the United States, the gringos, whom he blamed for his"}
{"text": "### Book:troubles."}
{"text": "### Book:In March of 1916, Pancho Villa raided Columbus, New Mexico."}
{"text": "### Book:Rampaging through the town, he and his gang killed seventeen American"}
{"text": "### Book:soldiers and civilians. President Woodrow Wilson, like many Americans,had admired Villa; now, however, the bandit needed to be punished."}
{"text": "### Book:Wilson\u2019s advisers urged him to send troops into Mexico to capture Villa."}
{"text": "### Book:For a power as large as the United States, they argued, not to strike back"}
{"text": "### Book:at an army that had invaded its territory would send the worst kind of"}
{"text": "### Book:signal. Furthermore, they continued, many Americans saw Wilson as a"}
{"text": "### Book:pacifist, a principle the public doubted as a response to violence; he"}
{"text": "### Book:needed to prove his mettle and manliness by ordering the use of force."}
{"text": "### Book:The pressure on Wilson was strong, and before the month was out,"}
{"text": "### Book:with the approval of the Carranza government, he sent an army of ten"}
{"text": "### Book:thousand soldiers to capture Pancho Villa. The venture was called the"}
{"text": "### Book:Punitive Expedition, and its leader was the dashing General John J."}
{"text": "### Book:Pershing, who had defeated guerrillas in the Philippines and Native"}
{"text": "### Book:Americans in the American Southwest. Certainly Pershing could find"}
{"text": "### Book:and overpower Pancho Villa."}
{"text": "### Book:The Punitive Expedition became a sensational story, and carloads of"}
{"text": "### Book:U.S. reporters followed Pershing into action. The campaign, they wrote,"}
{"text": "### Book:would be a test of American power. The soldiers carried the latest in"}
{"text": "### Book:weaponry, communicated by radio, and were supported by"}
{"text": "### Book:reconnaissance from the air."}
{"text": "### Book:In the first few months, the troops split up into small units to comb the"}
{"text": "### Book:wilds of northern Mexico. The Americans offered a $50,000 reward for"}
{"text": "### Book:information leading to Villa\u2019s capture. But the Mexican people, who had"}
{"text": "### Book:been disillusioned with Villa when he had returned to banditry, now"}
{"text": "### Book:idolized him for facing this mighty American army. They began to give"}
{"text": "### Book:Pershing false leads: Villa had been seen in this village, or in that"}
{"text": "### Book:mountain hideaway, airplanes would be dispatched, troops would scurry"}
{"text": "### Book:after them, and no one would ever see him. The wily bandit seemed to be"}
{"text": "### Book:always one step ahead of the American military."}
{"text": "### Book:THE ON AND THE CRAPES"}
{"text": "### Book:A starving fox \u2026 saw a cluster Of luscious-looking grapes of purplish"}
{"text": "### Book:luster Dangling above him on a trellis-frame. He would have dearly"}
{"text": "### Book:liked them for his lunch, But when he tried and failed to reach the bunch:"}
{"text": "### Book:\u201cAh well, it\u2019s more than likely they\u2019re not sweet\u2014Good only for green"}
{"text": "### Book:fools to eat!\u201d"}
{"text": "### Book:Wasn\u2019t he wise to say they were unripe Rather than whine and gripe?"}
{"text": "### Book:FABLES. JEAN DE LA FONTAINE. 1621-1695Once when G. K. Chesterton\u2019s economic views were abused in print by"}
{"text": "### Book:George Bernard Shaw, his friends waited in vain for him to reply."}
{"text": "### Book:Historian Hilaire Belloc reproached him. \u201cMy dear Belloc,\u201d Chesterton"}
{"text": "### Book:said, \u201cI have answered him. To a man of Shaw\u2019s wit, silence is the one"}
{"text": "### Book:unbearable repartee."}
{"text": "### Book:THE LITTLE, BROWN BOOK OF ANECDOTES, CLIFTON"}
{"text": "### Book:FADIMAN, ED., 1985"}
{"text": "### Book:By the summer of that year, the expedition had swelled to 123,000"}
{"text": "### Book:men. They suffered through the stultifying heat, the mosquitoes, the wild"}
{"text": "### Book:terrain. Trudging over a countryside in which they were already resented,"}
{"text": "### Book:they infuriated both the local people and the Mexican government. At"}
{"text": "### Book:one point Pancho Villa hid in a mountain cave to recover from a gunshot"}
{"text": "### Book:wound he received in a skirmish with the Mexican army; looking down"}
{"text": "### Book:from his aerie, he could watch Pershing lead the exhausted American"}
{"text": "### Book:troops back and forth across the mountains, never getting any closer to"}
{"text": "### Book:their goal."}
{"text": "### Book:All the way into winter, Villa played his cat-and-mouse game."}
{"text": "### Book:Americans came to see the affair as a kind of slapstick farce\u2014in fact"}
{"text": "### Book:they began to admire Villa again, respecting his resourcefulness in"}
{"text": "### Book:eluding a superior force. In January of 1917, Wilson finally ordered"}
{"text": "### Book:Pershing\u2019s withdrawal. As the troops made their way back to American"}
{"text": "### Book:territory, rebel forces pursued them, forcing the U.S. Army to use"}
{"text": "### Book:airplanes to protect its rear flanks. The Punitive Expedition was being"}
{"text": "### Book:punished itself\u2014it had turned into a retreat of the most humiliating sort."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Woodrow Wilson organized the Punitive Expedition as a show of force:"}
{"text": "### Book:He would teach Pancho Villa a lesson and in the process show the world"}
{"text": "### Book:that no one, large or small, could attack the mighty United States and get"}
{"text": "### Book:away with it. The expedition would be over in a few weeks, and Villa"}
{"text": "### Book:would be forgotten."}
{"text": "### Book:That was not how it played out. The longer the expedition took, the"}
{"text": "### Book:more it focused attention on the Americans\u2019 incompetence and on Villa\u2019s"}
{"text": "### Book:cleverness. Soon what was forgotten was not Villa but the raid that had"}
{"text": "### Book:started it all. As a minor annoyance became an international"}
{"text": "### Book:embarrassment, and the enraged Americans dispatched more troops, the"}
{"text": "### Book:imbalance between the size of the pursuer and the size of the pursued\u2014"}
{"text": "### Book:who still managed to stay free\u2014made the affair a joke. And in the endthis white elephant of an army had to lumber out of Mexico, humiliated."}
{"text": "### Book:The Punitive Expedition did the opposite of what it set out to do: It left"}
{"text": "### Book:Villa not only free but more popular than ever."}
{"text": "### Book:What could Wilson have done differently? He could have pressured"}
{"text": "### Book:the Carranza government to catch Villa for him. Alternatively, since"}
{"text": "### Book:many Mexicans had tired of Villa before the Punitive Expedition began,"}
{"text": "### Book:he could have worked quietly with them and won their support for a"}
{"text": "### Book:much smaller raid to capture the bandit. He could have organized a trap"}
{"text": "### Book:on the American side of the border, anticipating the next raid. Or he"}
{"text": "### Book:could have ignored the matter altogether for the time being, waiting for"}
{"text": "### Book:the Mexicans themselves to do away with Villa of their own accord."}
{"text": "### Book:THE ASS AND THE GARDENER"}
{"text": "### Book:An ass had once by some accident lost his tail, which was a grievous"}
{"text": "### Book:affliction to him; and he was everywhere seeking after it, being fool"}
{"text": "### Book:enough to think he could get it set on again. He passed through a"}
{"text": "### Book:meadow, and afterwards got into a garden. The gardener seeing him, and"}
{"text": "### Book:not able to endure the mischief he was doing in trampling down his"}
{"text": "### Book:plants, fell into a violent rage, ran to the ass, and never standing on the"}
{"text": "### Book:ceremony of a pillory, cut off both his ears, and beat him out of the"}
{"text": "### Book:ground. Thus the ass, who bemoaned the loss of his tail, was in far"}
{"text": "### Book:greater affliction when he saw himself without ears."}
{"text": "### Book:FABLES, PILPAY, INDIA, FOURTH CENTURY"}
{"text": "### Book:THE PRODIGY OX"}
{"text": "### Book:Once, when the Tokudaiji minister of the right was chief of the imperial"}
{"text": "### Book:police, he was holding a meeting of his staff at the middle gate when an"}
{"text": "### Book:ox belonging to an official named Akikane got loose and wandered into"}
{"text": "### Book:the ministry building. It climbed up on the dais where the chief was"}
{"text": "### Book:seated and lay there, chewing its cud. Everyone was sure that this was"}
{"text": "### Book:some grave portent, and urged that the ox be sent to a yin-yang diviner."}
{"text": "### Book:However, the prime minister, the father of the minister of the right, said,"}
{"text": "### Book:\u201cAn ox has no discrimination. It has legs\u2014there is nowhere it won\u2019t go."}
{"text": "### Book:It does not make sense to deprive an underpaid official of the wretched"}
{"text": "### Book:ox he needs in order to attend court.\u201d He returned the ox to its owner"}
{"text": "### Book:and changed the matting on which it had lain. No untoward event of anykind occurred afterward. They say that if you see a prodigy and do not"}
{"text": "### Book:treat it as such, its character as a prodigy is destroyed."}
{"text": "### Book:ESSAYS IN IDLENESS, KENKO, JAPAN, FOURTEENTH CENTURY"}
{"text": "### Book:Remember: You choose to let things bother you. You can just as easily"}
{"text": "### Book:choose not to notice the irritating offender, to consider the matter trivial"}
{"text": "### Book:and unworthy of your interest. That is the powerful move. What you do"}
{"text": "### Book:not react to cannot drag you down in a futile engagement. Your pride is"}
{"text": "### Book:not involved. The best lesson you can teach an irritating gnat is to"}
{"text": "### Book:consign it to oblivion by ignoring it. If it is impossible to ignore (Pancho"}
{"text": "### Book:Villa had in fact killed American citizens), then conspire in secret to do"}
{"text": "### Book:away with it, but never inadvertently draw attention to the bothersome"}
{"text": "### Book:insect that will go away or die on its own. If you waste time and energy"}
{"text": "### Book:in such entanglements, it is your own fault. Learn to play the card of"}
{"text": "### Book:disdain and turn your back on what cannot harm you in the long run."}
{"text": "### Book:Just think\u2014it cost your government $130 million to try to get me. I took"}
{"text": "### Book:them"}
{"text": "### Book:over rough, hilly country. Sometimes for fifty miles at a stretch they had"}
{"text": "### Book:no water."}
{"text": "### Book:They had nothing but the sun and mosquitoes\u2026. And nothing was"}
{"text": "### Book:gained."}
{"text": "### Book:Pancho Villa, 1878-1923"}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:In the year 1527, King Henry VIII of England decided he had to find a"}
{"text": "### Book:way to get rid of his wife, Catherine of Aragon. Catherine had failed to"}
{"text": "### Book:produce a son, a male heir who would ensure the continuance of his"}
{"text": "### Book:dynasty, and Henry thought he knew why: He had read in the Bible the"}
{"text": "### Book:passage, \u201cAnd if a man shall take his brother\u2019s wife, it is an unclean"}
{"text": "### Book:thing: he hath uncovered his brother\u2019s nakedness; they shall be"}
{"text": "### Book:childless.\u201d Before marrying Henry, Catherine had married his older"}
{"text": "### Book:brother Arthur, but Arthur had died five months later. Henry had waited"}
{"text": "### Book:an appropriate time, then had married his brother\u2019s widow."}
{"text": "### Book:Catherine was the daughter of King Ferdinand and Queen Isabella of"}
{"text": "### Book:Spain, and by marrying her Henry had kept alive a valuable alliance."}
{"text": "### Book:Now, however, Catherine had to assure him that her brief marriage withArthur had never been consummated. Otherwise Henry would view their"}
{"text": "### Book:relationship as incestuous and their marriage as null and void. Catherine"}
{"text": "### Book:insisted that she had remained a virgin through her marriage to Arthur,"}
{"text": "### Book:and Pope Clement VII supported her by giving his blessing to the union,"}
{"text": "### Book:which he could not have done had he considered it incestuous. Yet after"}
{"text": "### Book:years of marriage to Henry, Catherine had failed to produce a son, and in"}
{"text": "### Book:the early 1520s she had entered menopause. To the king this could only"}
{"text": "### Book:mean one thing: She had lied about her virginity, their union was"}
{"text": "### Book:incestuous, and God had punished them."}
{"text": "### Book:There was another reason why Henry wanted to get rid of Catherine:"}
{"text": "### Book:He had fallen in love with a younger woman, Anne Boleyn. Not only"}
{"text": "### Book:was he in love with her, but if he married her he could still hope to sire a"}
{"text": "### Book:legitimate son. The marriage to Catherine had to be annulled. For this,"}
{"text": "### Book:however, Henry had to apply to the Vatican. But Pope Clement would"}
{"text": "### Book:never annul the marriage."}
{"text": "### Book:By the summer of 1527, rumors spread throughout Europe that Henry"}
{"text": "### Book:was about to attempt the impossible\u2014to annul his marriage against"}
{"text": "### Book:Clement\u2019s wishes. Catherine would never abdicate, let alone voluntarily"}
{"text": "### Book:enter a nunnery, as Henry had urged her. But Henry had his own strategy:"}
{"text": "### Book:He stopped sleeping in the same bed with Catherine, since he considered"}
{"text": "### Book:her his sister-in-law, not his lawful wife. He insisted on calling her"}
{"text": "### Book:Princess Dowager of Wales, her title as Arthur\u2019s widow. Finally, in 1531,"}
{"text": "### Book:he banished her from court and shipped her off to a distant castle. The"}
{"text": "### Book:pope ordered him to return her to court, on pain of excommunication, the"}
{"text": "### Book:most severe penalty a Catholic could suffer. Henry not only ignored this"}
{"text": "### Book:threat, he insisted that his marriage to Catherine had been dissolved, and"}
{"text": "### Book:in 1533 he married Anne Boleyn."}
{"text": "### Book:Clement refused to recognize the marriage, but Henry did not care. He"}
{"text": "### Book:no longer recognized the pope\u2019s authority, and proceeded to break with"}
{"text": "### Book:the Roman Catholic Church, establishing the Church of England in its"}
{"text": "### Book:stead, with the king as the head of the new church. And so, not"}
{"text": "### Book:surprisingly, the newly formed Church of England proclaimed Anne"}
{"text": "### Book:Boleyn England\u2019s rightful queen."}
{"text": "### Book:The pope tried every threat in the book, but nothing worked. Henry"}
{"text": "### Book:simply ignored him. Clement fumed\u2014no one had ever treated him so"}
{"text": "### Book:contemptuously. Henry had humiliated him and he had no power of"}
{"text": "### Book:recourse. Even excommunication (which he constantly threatened but"}
{"text": "### Book:never carried out) would no longer matter."}
{"text": "### Book:Catherine too felt the devastating sting of Henry\u2019s disdain. She tried to"}
{"text": "### Book:fight back, but in appealing to Henry her words fell on deaf ears, andsoon they fell on no one\u2019s. Isolated from the court, ignored by the king,"}
{"text": "### Book:mad with anger and frustration, Catherine slowly deteriorated, and"}
{"text": "### Book:finally died in January of 1536, from a cancerous tumor of the heart."}
{"text": "### Book:Interpretation"}
{"text": "### Book:When you pay attention to a person, the two of you become partners of"}
{"text": "### Book:sorts, each moving in step to the actions and reactions of the other. In the"}
{"text": "### Book:process you lose your initiative. It is a dynamic of all interactions: By"}
{"text": "### Book:acknowledging other people, even if only to fight with them, you open"}
{"text": "### Book:yourself to their influence. Had Henry locked horns with Catherine, he"}
{"text": "### Book:would have found himself mired in endless arguments that would have"}
{"text": "### Book:weakened his resolve and eventually worn him down. (Catherine was a"}
{"text": "### Book:strong, stubborn woman.) Had he set out to convince Clement to change"}
{"text": "### Book:his verdict on the marriage\u2019s validity, or tried to compromise and"}
{"text": "### Book:negotiate with him, he would have gotten bogged down in Clement\u2019s"}
{"text": "### Book:favorite tactic: playing for time, promising flexibility, but actually"}
{"text": "### Book:getting what popes always got\u2014their way."}
{"text": "### Book:Henry would have none of this. He played a devastating power game"}
{"text": "### Book:\u2014total disdain. By ignoring people you cancel them out. This unsettles"}
{"text": "### Book:and infuriates them\u2014but since they have no dealings with you, there is"}
{"text": "### Book:nothing they can do."}
{"text": "### Book:And in this view it is advisable to let everyone of your acquaintance\u2014"}
{"text": "### Book:whether man or woman\u2014feel now and then that you could very well"}
{"text": "### Book:dispense with their company. This will consolidate friendship. Nay, with"}
{"text": "### Book:most people there will be no harm in occasionally mixing a grain of"}
{"text": "### Book:disdain with your treatment of them; that will make them value your"}
{"text": "### Book:friendship all the more. Chi non stima vien stimato, as a subtle Italian"}
{"text": "### Book:proverb has it\u2014to disregard is to win regard. But if we really think very"}
{"text": "### Book:highly of a person, we should conceal it from him like a crime. This is"}
{"text": "### Book:not a very gratifying thing to do, but it is right. Why, a dog will not bear"}
{"text": "### Book:being treated too kindly, let alone a man!"}
{"text": "### Book:ARTHUR SCHOPENHAUER, 1788-1860"}
{"text": "### Book:THE MONKEY AND THE PEAS"}
{"text": "### Book:A monkey was carrying two handfuls of peas. One little pea dropped out."}
{"text": "### Book:He tried to pick it up, and spilt twenty. He tried to pick up the twenty, andspilt them all. Then he lost his temper, scattered the peas in all"}
{"text": "### Book:directions, and ran away."}
{"text": "### Book:FABLES, LEO TOLSTOY, 1828-1910"}
{"text": "### Book:This is the offensive aspect of the law. Playing the card of contempt is"}
{"text": "### Book:immensely powerful, for it lets you determine the conditions of the"}
{"text": "### Book:conflict. The war is waged on your terms. This is the ultimate power"}
{"text": "### Book:pose: You are the king, and you ignore what offends you. Watch how this"}
{"text": "### Book:tactic infuriates people\u2014half of what they do is to get your attention, and"}
{"text": "### Book:when you withhold it from them, they flounder in frustration."}
{"text": "### Book:MAN: Kick him\u2014he\u2019ll forgive you. Flatter him\u2014he may or may not"}
{"text": "### Book:see through you. But ignore him and he\u2019ll hate you."}
{"text": "### Book:Idries Shah, Caravan of Dreams, 1968"}
{"text": "### Book:As some make gossip out of everything, so others make much ado about"}
{"text": "### Book:everything. They are always talking big, [and] take everything seriously,"}
{"text": "### Book:making a quarrel and a mystery of it. You should take very few"}
{"text": "### Book:grievances to heart, for to do so is to give yourself groundless worry. It is"}
{"text": "### Book:a topsyturvy way of behaving to take to heart cares which you ought to"}
{"text": "### Book:throw over your shoulder. Many things which seemed important [at the"}
{"text": "### Book:time] turn out to be of no account when they are ignored; and others,"}
{"text": "### Book:which seem trifling, appear formidable when you pay attention to them."}
{"text": "### Book:Things can easily be settled at the outset, but not so later on. In many"}
{"text": "### Book:cases, the remedy itself is the cause of the disease: to let things be is not"}
{"text": "### Book:the least satisfactory of life\u2019s rules."}
{"text": "### Book:BALTASAR GRACI\u00c1N, 1601-1658"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:Desire often creates paradoxical effects: The more you want something,"}
{"text": "### Book:the more you chase after it, the more it eludes you. The more interest you"}
{"text": "### Book:show, the more you repel the object of your desire. This is because your"}
{"text": "### Book:interest is too strong\u2014it makes people awkward, even fearful."}
{"text": "### Book:Uncontrollable desire makes you seem weak, unworthy, pathetic."}
{"text": "### Book:You need to turn your back on what you want, show your contempt"}
{"text": "### Book:and disdain. This is the kind of powerful response that will drive your"}
{"text": "### Book:targets crazy. They will respond with a desire of their own, which is"}
{"text": "### Book:simply to have an effect on you\u2014perhaps to possess you, perhaps to hurtyou. If they want to possess you, you have successfully completed the"}
{"text": "### Book:first step of seduction. If they want to hurt you, you have unsettled them"}
{"text": "### Book:and made them play by your rules (see Laws 8 and 39 on baiting people"}
{"text": "### Book:into action)."}
{"text": "### Book:Contempt is the prerogative of the king. Where his eyes turn, what he"}
{"text": "### Book:decides to see, is what has reality; what he ignores and turns his back on"}
{"text": "### Book:is as good as dead. That was the weapon of King Louis XIV\u2014if he did"}
{"text": "### Book:not like you, he acted as if you were not there, maintaining his"}
{"text": "### Book:superiority by cutting off the dynamic of interaction. This is the power"}
{"text": "### Book:you have when you play the card of contempt, periodically showing"}
{"text": "### Book:people that you can do without them."}
{"text": "### Book:If choosing to ignore enhances your power, it follows that the opposite"}
{"text": "### Book:approach\u2014commitment and engagement\u2014often weakens you. By"}
{"text": "### Book:paying undue attention to a puny enemy, you look puny, and the longer it"}
{"text": "### Book:takes you to crush such an enemy, the larger the enemy seems. When"}
{"text": "### Book:Athens set out to conquer the island of Sicily, in 415 B.C., a giant power"}
{"text": "### Book:was attacking a tiny one. Yet by entangling Athens in a long-drawn-out"}
{"text": "### Book:conflict, Syracuse, Sicily\u2019s most important city-state, was able to grow in"}
{"text": "### Book:stature and confidence. Finally defeating Athens, it made itself famous"}
{"text": "### Book:for centuries to come. In recent times, President John F. Kennedy made a"}
{"text": "### Book:similar mistake in his attitude to Fidel Castro of Cuba: His failed"}
{"text": "### Book:invasion at the Bay of Pigs, in 1961, made Castro an international hero."}
{"text": "### Book:A second danger: If you succeed in crushing the irritant, or even if you"}
{"text": "### Book:merely wound it, you create sympathy for the weaker side. Critics of"}
{"text": "### Book:Franklin D. Roosevelt complained bitterly about the money his"}
{"text": "### Book:administration spent on government projects, but their attacks had no"}
{"text": "### Book:resonance with the public, who saw the president as working to end the"}
{"text": "### Book:Great Depression. His opponents thought they had an example that"}
{"text": "### Book:would show just how wasteful he had become: his dog, Fala, which he"}
{"text": "### Book:lavished with favors and attention. Critics railed at his insensitivity\u2014"}
{"text": "### Book:spending taxpayers\u2019 money on a dog while so many Americans were still"}
{"text": "### Book:in poverty. But Roosevelt had a response: How dare his critics attack a"}
{"text": "### Book:defenseless little dog? His speech in defense of Fala was one of the most"}
{"text": "### Book:popular he ever gave. In this case, the weak party involved was the"}
{"text": "### Book:president\u2019s dog and the attack backfired\u2014in the long run, it only made"}
{"text": "### Book:the president more sympathetic, since many people will naturally side"}
{"text": "### Book:with the \u201cunderdog,\u201d just as the American public came to sympathize"}
{"text": "### Book:with the wily but outnumbered Pancho Villa."}
{"text": "### Book:It is tempting to want to fix our mistakes, but the harder we try, the"}
{"text": "### Book:worse we often make them. It is sometimes more politic to leave themalone. In 1971, when the New York Times published the Pentagon Papers,"}
{"text": "### Book:a group of government documents about the history of U.S. involvement"}
{"text": "### Book:in Indochina, Henry Kissinger erupted into a volcanic rage. Furious"}
{"text": "### Book:about the Nixon administration\u2019s vulnerability to this kind of damaging"}
{"text": "### Book:leak, he made recommendations that eventually led to the formation of a"}
{"text": "### Book:group called the Plumbers to plug the leaks. This was the unit that later"}
{"text": "### Book:broke into Democratic Party offices in the Watergate Hotel, setting off"}
{"text": "### Book:the chain of events that led to Nixon\u2019s downfall. In reality the publication"}
{"text": "### Book:of the Pentagon Papers was not a serious threat to the administration, but"}
{"text": "### Book:Kissinger\u2019s reaction made it a big deal. In trying to fix one problem, he"}
{"text": "### Book:created another: a paranoia for security that in the end was much more"}
{"text": "### Book:destructive to the government. Had he ignored the Pentagon Papers, the"}
{"text": "### Book:scandal they had created would eventually have blown over."}
{"text": "### Book:Instead of inadvertently focusing attention on a problem, making it"}
{"text": "### Book:seem worse by publicizing how much concern and anxiety it is causing"}
{"text": "### Book:you, it is often far wiser to play the contemptuous aristocrat, not deigning"}
{"text": "### Book:to acknowledge the problem\u2019s existence. There are several ways to"}
{"text": "### Book:execute this strategy."}
{"text": "### Book:First there is the sour-grapes approach. If there is something you want"}
{"text": "### Book:but that you realize you cannot have, the worst thing you can do is draw"}
{"text": "### Book:attention to your disappointment by complaining about it. An infinitely"}
{"text": "### Book:more powerful tactic is to act as if it never really interested you in the"}
{"text": "### Book:first place. When the writer George Sand\u2019s supporters nominated her to"}
{"text": "### Book:be the first female member of the Acad\u00e9mie Fran\u00e7aise, in 1861, Sand"}
{"text": "### Book:quickly saw that the academy would never admit her. Instead of whining,"}
{"text": "### Book:though, she claimed she had no interest in belonging to this group of"}
{"text": "### Book:worn-out, overrated, out-of-touch windbags. Her disdain was the perfect"}
{"text": "### Book:response: Had she shown her anger at her exclusion, she would have"}
{"text": "### Book:revealed how much it meant to her. Instead she branded the academy a"}
{"text": "### Book:club of old men\u2014and why should she be angry or disappointed at not"}
{"text": "### Book:having to spend her time with them? Crying \u201csour grapes\u201d is sometimes"}
{"text": "### Book:seen as a reflection of the weak; it is actually the tactic of the powerful."}
{"text": "### Book:THE MAN AND HIS SHADOW"}
{"text": "### Book:There was a certain original man who desired to catch his own shadow."}
{"text": "### Book:He makes a step or two toward it, but it moves away from him. He"}
{"text": "### Book:quickens his pace; it does the same. At last he takes to running; but the"}
{"text": "### Book:quicker he goes, the quicker runs the shadow also, utterly refusing to"}
{"text": "### Book:give itself up, just as if it had been a treasure. But see! our eccentricfriend suddenly turns round, and walks away from it. And presently he"}
{"text": "### Book:looks behind him; now the shadow runs after him. Ladies fair, I have"}
{"text": "### Book:often observed\u2026 that Fortune treats us in a similar way. One man tries"}
{"text": "### Book:with all his might to seize the goddess, and only loses his time and his"}
{"text": "### Book:trouble. Another seems, to all appearance, to be running out of her sight;"}
{"text": "### Book:but, no: she herself takes a pleasure in pursuing him."}
{"text": "### Book:FABLES, IVAN KRILOFF, 1768-1844"}
{"text": "### Book:Second, when you are attacked by an inferior, deflect people\u2019s"}
{"text": "### Book:attention by making it clear that the attack has not even registered. Look"}
{"text": "### Book:away, or answer sweetly, showing how little the attack concerns you."}
{"text": "### Book:Similarly, when you yourself have committed a blunder, the best"}
{"text": "### Book:response is often to make less of your mistake by treating it lightly."}
{"text": "### Book:The Japanese emperor Go-Saiin, a great disciple of the tea ceremony,"}
{"text": "### Book:owned a priceless antique tea bowl that all the courtiers envied. One day"}
{"text": "### Book:a guest, Dainagon Tsunehiro, asked if he could carry the tea bowl into"}
{"text": "### Book:the light, to examine it more closely. The bowl rarely left the table, but"}
{"text": "### Book:the emperor was in good spirits and he consented. As Dainagon carried"}
{"text": "### Book:the bowl to the railing of the verandah, however, and held it up to the"}
{"text": "### Book:light, it slipped from his hands and fell on a rock in the garden below,"}
{"text": "### Book:smashing into tiny fragments."}
{"text": "### Book:The emperor of course was furious. \u201cIt was indeed most clumsy of me"}
{"text": "### Book:to let it drop in this way,\u201d said Dainagon, with a deep bow, \u201cbut really"}
{"text": "### Book:there is not much harm done. This Ido tea-bowl is a very old one and it is"}
{"text": "### Book:impossible to say how much longer it would have lasted, but anyhow it is"}
{"text": "### Book:not a thing of any public use, so I think it rather fortunate that it has"}
{"text": "### Book:broken thus.\u201d This surprising response had an immediate effect: The"}
{"text": "### Book:emperor calmed down. Dainagon neither sniveled nor overapologized,"}
{"text": "### Book:but signaled his own worth and power by treating his mistake with a"}
{"text": "### Book:touch of disdain. The emperor had to respond with a similar aristocratic"}
{"text": "### Book:indifference; his anger had made him seem low and petty\u2014an image"}
{"text": "### Book:Dainagon was able to manipulate."}
{"text": "### Book:Among equals this tactic might backfire: Your indifference could"}
{"text": "### Book:make you seem callous. But with a master, if you act quickly and without"}
{"text": "### Book:great fuss, it can work to great effect: You bypass his angry response,"}
{"text": "### Book:save him the time and energy he would waste by brooding over it, and"}
{"text": "### Book:allow him the opportunity to display his own lack of pettiness publicly."}
{"text": "### Book:If we make excuses and denials when we are caught in a mistake or a"}
{"text": "### Book:deception, we stir the waters and make the situation worse. It is often"}
{"text": "### Book:wiser to play things the opposite way. The Renaissance writer Pietro"}
{"text": "### Book:Aretino often boasted of his aristocratic lineage, which was, of course, afiction, since he was actually the son of a shoemaker. When an enemy of"}
{"text": "### Book:his finally revealed the embarrassing truth, word quickly spread, and"}
{"text": "### Book:soon all of Venice (where he lived at the time) was aghast at Aretino\u2019s"}
{"text": "### Book:lies. Had he tried to defend himself, he would have only dragged himself"}
{"text": "### Book:down. His response was masterful: He announced that he was indeed the"}
{"text": "### Book:son of a shoemaker, but this only proved his greatness, since he had risen"}
{"text": "### Book:from the lowest stratum of society to its very pinnacle. From then on he"}
{"text": "### Book:never mentioned his previous lie, trumpeting instead his new position on"}
{"text": "### Book:the matter of his ancestry."}
{"text": "### Book:Remember: The powerful responses to niggling, petty annoyances and"}
{"text": "### Book:irritations are contempt and disdain. Never show that something has"}
{"text": "### Book:affected you, or that you are offended\u2014that only shows you have"}
{"text": "### Book:acknowledged a problem. Contempt is a dish that is best served cold and"}
{"text": "### Book:without affectation."}
{"text": "### Book:Image:"}
{"text": "### Book:The Tiny"}
{"text": "### Book:Wound."}
{"text": "### Book:It is small but painful and irritating. You"}
{"text": "### Book:try all sorts of medicaments, you com"}
{"text": "### Book:plain, you scratch and pick at the scab."}
{"text": "### Book:Doctors only make it worse, transforming"}
{"text": "### Book:the tiny wound into a grave matter. If only"}
{"text": "### Book:you had left the wound alone, letting time"}
{"text": "### Book:heal it and freeing yourself of worry."}
{"text": "### Book:Authority: Know how to play the card of contempt. It is the most politic"}
{"text": "### Book:kind of revenge. For there are many of whom we should have known"}
{"text": "### Book:nothing if their distinguished opponents had taken no notice of them."}
{"text": "### Book:There is no revenge like oblivion, for it is the entombment of the"}
{"text": "### Book:unworthy in the dust of their own nothingness. (Baltasar Graci\u00e1n, 1601-"}
{"text": "### Book:1658)"}
{"text": "### Book:REVERSALYou must play the card of contempt with care and delicacy. Most small"}
{"text": "### Book:troubles will vanish on their own if you leave them be; but some will"}
{"text": "### Book:grow and fester unless you attend to them. Ignore a person of inferior"}
{"text": "### Book:stature and the next time you look he has become a serious rival, and"}
{"text": "### Book:your contempt has made him vengeful as well. The great princes of"}
{"text": "### Book:Renaissance Italy chose to ignore Cesare Borgia at the outset of his"}
{"text": "### Book:career as a young general in the army of his father, Pope Alexander VI."}
{"text": "### Book:By the time they paid attention it was too late\u2014the cub was now a lion,"}
{"text": "### Book:gobbling up chunks of Italy. Often, then, while you show contempt"}
{"text": "### Book:publicly you will also need to keep an eye on the problem privately,"}
{"text": "### Book:monitoring its status and making sure it goes away. Do not let it become"}
{"text": "### Book:a cancerous cell."}
{"text": "### Book:Develop the skill of sensing problems when they are still small and"}
{"text": "### Book:taking care of them before they become intractable. Learn to distinguish"}
{"text": "### Book:between the potentially disastrous and the mildly irritating, the nuisance"}
{"text": "### Book:that will quietly go away on its own. In either case, though, never"}
{"text": "### Book:completely take your eye off it. As long as it is alive it can smolder and"}
{"text": "### Book:spark into life.LAW 37"}
{"text": "### Book:CREATE COMPELLING SPECTACLES"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Striking imagery and grand symbolic gestures create the aura of power"}
{"text": "### Book:\u2014everyone responds to them. Stage spectacles for those around you,"}
{"text": "### Book:then, full of arresting visuals and radiant symbols that heighten your"}
{"text": "### Book:presence. Dazzled by appearances, no one will notice what you are"}
{"text": "### Book:really doing."}
{"text": "### Book:ANTONY AND CLEOPATHA"}
{"text": "### Book:She relied above all upon her physical presence and the spell and"}
{"text": "### Book:enchantment which it could create\u2026. She came sailing up the river"}
{"text": "### Book:Cydnus in a barge with a poop of gold, its purple sails billowing in the"}
{"text": "### Book:wind, while her rowers caressed the water with oars of silver which"}
{"text": "### Book:dipped in time to the music of the flute, accompanied by pipes and lutes."}
{"text": "### Book:Cleopatra herself reclined beneath a canopy of cloth of gold, dressed in"}
{"text": "### Book:the character of Aphrodite, as we see her in paintings, while on either"}
{"text": "### Book:side to complete the picture stood boys costumed as Cupids who cooled"}
{"text": "### Book:her with their fans. Instead of a crew the barge was lined with the most"}
{"text": "### Book:beautiful of her waiting-women attired as Nereids and Graces, some at"}
{"text": "### Book:the rudders, others at the tackle of the sails, and all the while an"}
{"text": "### Book:indescribably rich perfume, exhaled from innumerable censers, was"}
{"text": "### Book:wafted from the vessel to the riverbanks. Great multitudes accompanied"}
{"text": "### Book:this royal progress, some of them following the queen on both sides of"}
{"text": "### Book:the river from its very mouth, while others hurried down from the city of"}
{"text": "### Book:Tarsus to gaze at the sight. Gradually the crowds drifted away from the"}
{"text": "### Book:marketplace, where Antony awaited the queen enthroned on his tribunal,"}
{"text": "### Book:until at last he was left sitting quite alone. And the word spread on every"}
{"text": "### Book:side that Aphrodite had come to revel with Dionysus for the happiness of"}
{"text": "### Book:Asia. Antony then sent a message inviting Cleopatra to dine with him."}
{"text": "### Book:But she thought it more appropriate that he should come to her, and so,as he wished to show his courtesy and goodwill, he accepted and went."}
{"text": "### Book:He found the preparations made to receive him magnificent bevond"}
{"text": "### Book:words, but what astonished him most of all was the extraordinary"}
{"text": "### Book:number of lights. So many of these, it is said, were let down from the roof"}
{"text": "### Book:and displayed on all sides at once, and they were arranged and grouped"}
{"text": "### Book:in such ingenious patterns in relation to each other, some in squares and"}
{"text": "### Book:some in circles, that they created as brilliant a spectacle as can ever"}
{"text": "### Book:have been devised to delight the eve."}
{"text": "### Book:LIFE OF ANTONY. PLI [ARCH. C. A.D. 46-120"}
{"text": "### Book:OBSERVANCE OF THE LAW I"}
{"text": "### Book:In the early 1780s, word spread through Berlin of the strange and"}
{"text": "### Book:spectacular medical practice of a Dr. Weisleder. He performed his"}
{"text": "### Book:miracles in an enormous converted beer hall, outside which Berliners"}
{"text": "### Book:began to notice ever longer lines of people\u2014the blind, the lame, anyone"}
{"text": "### Book:with an illness incurable by normal medicine. When it leaked out that the"}
{"text": "### Book:doctor worked by exposing the patient to the rays of the moon, he soon"}
{"text": "### Book:became dubbed The Moon Doctor of Berlin."}
{"text": "### Book:Sometime in 1783, it was reported that Dr. Weisleder had cured a"}
{"text": "### Book:well-to-do woman of a terrible ailment. He suddenly became a celebrity."}
{"text": "### Book:Previously only the poorest Berliners had been seen waiting outside the"}
{"text": "### Book:beer hall in their rags; now magnificent carriages were parked outside,"}
{"text": "### Book:and gentlemen in frock coats, and ladies with enormous coiffures, lined"}
{"text": "### Book:the street as sunset drew near. Even folk with the mildest of ailments"}
{"text": "### Book:came, out of sheer curiosity. As they waited in line, the poorer clients"}
{"text": "### Book:would explain to the gentlemen and ladies that the doctor only practiced"}
{"text": "### Book:when the moon was in its increscent phase. Many would add that they"}
{"text": "### Book:themselves had already been exposed to the healing powers he called"}
{"text": "### Book:forth from the rays of the moon. Even those who felt cured kept coming"}
{"text": "### Book:back, drawn by this powerful experience."}
{"text": "### Book:Inside the beer hall, a strange and stirring spectacle greeted the visitor:"}
{"text": "### Book:Packed into the entrance hall was a crowd of all classes and ethnic"}
{"text": "### Book:backgrounds, a veritable Tower of Babel. Through tall windows on the"}
{"text": "### Book:northern side of the hall, silvery moonlight poured in at odd angles. The"}
{"text": "### Book:doctor and his wife, who, it seemed, was also able to effect the cure,practiced on the second floor, which was reached by a stairway, at the"}
{"text": "### Book:end of the hall. As the line edged closer to the stairs, the sick would hear"}
{"text": "### Book:shouts and cries from above, and word would spread of, perhaps, a blind"}
{"text": "### Book:gentleman suddenly able to see."}
{"text": "### Book:Once upstairs, the line would fork in two directions, toward a northern"}
{"text": "### Book:room for the doctor, a southern one for his wife, who worked only on the"}
{"text": "### Book:ladies. Finally, after hours of anticipation and waiting in line, the"}
{"text": "### Book:gentlemen patients would be led before the amazing doctor himself, an"}
{"text": "### Book:elderly man with a few stalks of wild gray hair and an air of nervous"}
{"text": "### Book:energy. He would take the patient (let us say a young boy, brought in by"}
{"text": "### Book:his father), uncover the afflicted body part, and lift the boy up to the"}
{"text": "### Book:window, which faced the light of the moon. He would rub the site of the"}
{"text": "### Book:injury or illness, mumble something unintelligible, look knowingly at the"}
{"text": "### Book:moon, and then, after collecting his fee, send the boy and his father on"}
{"text": "### Book:their way. Meanwhile, in the south-facing room, his wife would be doing"}
{"text": "### Book:the same with the ladies\u2014which was odd, really, since the moon cannot"}
{"text": "### Book:appear in two places at once; it cannot have been visible, in other words,"}
{"text": "### Book:from both windows. Apparently the mere thought, idea, and symbol of"}
{"text": "### Book:the moon were enough, for the ladies did not complain, and would later"}
{"text": "### Book:remark confidently that the wife of the Moon Doctor had the same"}
{"text": "### Book:healing powers as he."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Dr. Weisleder may have known nothing about medicine, but he"}
{"text": "### Book:understood human nature. He recognized that people do not always want"}
{"text": "### Book:words, or rational explanations, or demonstrations of the powers of"}
{"text": "### Book:science; they want an immediate appeal to their emotions. Give them that"}
{"text": "### Book:and they will do the rest\u2014such as imagine they can be healed by the"}
{"text": "### Book:light reflected from a rock a quarter million miles away. Dr. Weisleder"}
{"text": "### Book:had no need of pills, or of lengthy lectures on the moon\u2019s power, or of"}
{"text": "### Book:any silly gadgetry to amplify its rays. He understood that the simpler the"}
{"text": "### Book:spectacle the better\u2014just the moonlight pouring in from the side, the"}
{"text": "### Book:stairway leading to the heavens, and the rays of the moon, whether"}
{"text": "### Book:directly visible or not. Any added effects might have made it seem that"}
{"text": "### Book:the moon was not strong enough on its own. And the moon was strong"}
{"text": "### Book:enough\u2014it was a magnet for fantasies, as it has been throughout history."}
{"text": "### Book:Simply by associating himself with the image of the moon, the doctor"}
{"text": "### Book:gained power.Remember: Your search for power depends on shortcuts. You must"}
{"text": "### Book:always circumvent people\u2019s suspicions, their perverse desire to resist"}
{"text": "### Book:your will. Images are an extremely effective shortcut: Bypassing the"}
{"text": "### Book:head, the seat of doubt and resistance, they aim straight for the heart."}
{"text": "### Book:Overwhelming the eyes, they create powerful associations, bringing"}
{"text": "### Book:people together and stirring their emotions. With the white light of the"}
{"text": "### Book:moon in their eyes, your targets are blinded to the deceptions you"}
{"text": "### Book:practice."}
{"text": "### Book:OBSERVANCE OF THE LAW II"}
{"text": "### Book:In 1536 the future king Henri II of France took his first mistress, Diane"}
{"text": "### Book:de Poitiers. Diane was thirty-seven at the time, and was the widow of the"}
{"text": "### Book:grand seneschal of Normandy. Henri, meanwhile, was a sprightly lad of"}
{"text": "### Book:seventeen, who was just beginning to sow his wild oats. At first their"}
{"text": "### Book:union seemed merely platonic, with Henri showing an intensely spiritual"}
{"text": "### Book:devotion to Diane. But it soon became clear that he loved her in every"}
{"text": "### Book:way, preferring her bed to that of his young wife, Catherine de\u2019 M\u00e9dicis."}
{"text": "### Book:In 1547 King Francis died and Henri ascended to the throne. This new"}
{"text": "### Book:situation posed perils for Diane de Poitiers. She had just turned forty-"}
{"text": "### Book:eight, and despite her notorious cold baths and rumored youth potions,"}
{"text": "### Book:she was beginning to show her age; now that Henri was king, perhaps he"}
{"text": "### Book:would return to the queen\u2019s bed, and do as other kings had done\u2014choose"}
{"text": "### Book:mistresses from the bevy of beauties who made the French court the"}
{"text": "### Book:envy of Europe. He was, after all, only twenty-eight, and cut a dashing"}
{"text": "### Book:figure. But Diane did not give up so easily. She would continue to"}
{"text": "### Book:enthrall her lover, as she had enthralled him for the past eleven years."}
{"text": "### Book:In the Middle Ages the symbolist attitude was much more in evidence. \u2026"}
{"text": "### Book:Symbolism appears as a sort of short cut of thought. Instead of looking"}
{"text": "### Book:for the relation between two things by following the hidden detours of"}
{"text": "### Book:their causal connexions, thought makes a leap and discovers their"}
{"text": "### Book:relation not in the connexion of cause and effects, but in a connexion of"}
{"text": "### Book:signification\u2026. Symbolist thought permits an infinity of relations"}
{"text": "### Book:between things. Each thing may denote a number of distinct ideas by its"}
{"text": "### Book:different special qualities, and a quality may have several symbolic"}
{"text": "### Book:meanings. The highest conceptions have symbols by the thousand."}
{"text": "### Book:Nothing is too humble to represent and glory the sublime. The walnutsignifies Christ: the sweet kernel is His divine nature, the green and"}
{"text": "### Book:pulpy outer peel is His humanity, the wooden shell between is the cross."}
{"text": "### Book:Thus all things raise his thoughts to the eternal\u2026. Every precious stone,"}
{"text": "### Book:besides its natural splendour sparkles with the brilliance of its symbolic"}
{"text": "### Book:values. The assimilation of roses and virginity is much more than a"}
{"text": "### Book:poetic comparison, for it reveals their common essence. As each notion"}
{"text": "### Book:arises in the mind the logic of symbolism creates an harmony of ideas."}
{"text": "### Book:THE WANING OF THE MIDDLE AGES, JOHAN HUIZINGA, 1928"}
{"text": "### Book:Diane\u2019s secret weapons were symbols and images, to which she had"}
{"text": "### Book:always paid great attention. Early on in her relationship with Henri, she"}
{"text": "### Book:had created a motif by intertwining her initials with his, to symbolize"}
{"text": "### Book:their union. The idea worked like a charm: Henri put this insignia"}
{"text": "### Book:everywhere\u2014on his royal robes, on monuments, on churches, on the"}
{"text": "### Book:facade of the Louvre, then the royal palace in Paris. Diane\u2019s favorite"}
{"text": "### Book:colors were black and white, which she wore exclusively, and wherever"}
{"text": "### Book:it was possible the insignia appeared in these colors. Everyone"}
{"text": "### Book:recognized the symbol and its meaning. Soon after Henri took the throne,"}
{"text": "### Book:however, Diane went still further: She decided to identify herself with"}
{"text": "### Book:the Roman goddess Diana, her namesake. Diana was the goddess of the"}
{"text": "### Book:hunt, the traditional royal pastime and the particular passion of Henri."}
{"text": "### Book:Equally important, in Renaissance art she symbolized chastity and purity."}
{"text": "### Book:For a woman like Diane to identify herself with this goddess would"}
{"text": "### Book:instantly call up those images in the court, giving her an air of"}
{"text": "### Book:respectability. Symbolizing her \u201cchaste\u201d relationship with Henri, it"}
{"text": "### Book:would also set her apart from the adulterous liaisons of royal mistresses"}
{"text": "### Book:past."}
{"text": "### Book:To effect this association, Diane began by completely transforming her"}
{"text": "### Book:castle at Anet. She razed the building\u2019s structure and in its place erected"}
{"text": "### Book:a magnificent Doric-columned edifice modeled after a Roman temple. It"}
{"text": "### Book:was made in white Normandy stone flecked with black silex,"}
{"text": "### Book:reproducing Diane\u2019s trademark colors of black and white. The insignia of"}
{"text": "### Book:her and Henri\u2019s initials appeared on the columns, the doors, the windows,"}
{"text": "### Book:the carpet. Meanwhile, symbols of Diana\u2014crescent moons, stags, and"}
{"text": "### Book:hounds\u2014adorned the gates and facade. Inside, enormous tapestries"}
{"text": "### Book:depicting episodes in the life of the goddess lay on the floors and hung"}
{"text": "### Book:on the walls. In the garden stood the famous Goujon sculpture Diane"}
{"text": "### Book:Chasseresse, which is now in the Louvre, and which had an uncanny"}
{"text": "### Book:resemblance to Diane de Poitiers. Paintings and other depictions of"}
{"text": "### Book:Diana appeared in every corner of the castle.Anet overwhelmed Henri, who soon was trumpeting the image of"}
{"text": "### Book:Diane de Poitiers as a Roman goddess. In 1548, when the couple"}
{"text": "### Book:appeared together in Lyons for a royal celebration, the townspeople"}
{"text": "### Book:welcomed them with a tableau vivant depicting a scene with Diana the"}
{"text": "### Book:huntress. France\u2019s greatest poet of the period, Pierre de Ronsard, began"}
{"text": "### Book:to write verses in honor of Diana\u2014indeed a kind of cult of Diana sprang"}
{"text": "### Book:up, all inspired by the king\u2019s mistress. It seemed to Henri that Diane had"}
{"text": "### Book:given herself a kind of divine aura, and as if he were destined to worship"}
{"text": "### Book:her for the rest of his life. And until his death, in 1559, he did remain"}
{"text": "### Book:faithful to her\u2014making her a duchess, giving her untold wealth, and"}
{"text": "### Book:displaying an almost religious devotion to his first and only mistress."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Diane de Poitiers, a woman from a modest bourgeois background,"}
{"text": "### Book:managed to captivate Henri for over twenty years. By the time he died"}
{"text": "### Book:she was well into her sixties, yet his passion for her only increased with"}
{"text": "### Book:the years. She knew the king well. He was not an intellectual but a lover"}
{"text": "### Book:of the outdoors\u2014he particularly loved jousting tournaments, with their"}
{"text": "### Book:bright pennants, brilliantly caparisoned horses, and beautifully dressed"}
{"text": "### Book:women. Henri\u2019s love of visual splendor seemed childlike to Diane, and"}
{"text": "### Book:she played on this weakness of his at every opportunity."}
{"text": "### Book:Most astute of all was Diane\u2019s appropriation of the goddess Diana."}
{"text": "### Book:Here she took the game beyond physical imagery into the realm of the"}
{"text": "### Book:psychic symbol. It was quite a feat to transform a king\u2019s mistress into an"}
{"text": "### Book:emblem of power and purity, but she managed it. Without the resonance"}
{"text": "### Book:of the goddess, Diane was merely an aging courtesan. With the imagery"}
{"text": "### Book:and symbolism of Diana on her shoulders, she seemed a mythic force,"}
{"text": "### Book:destined for greatness."}
{"text": "### Book:You too can play with images like these, weaving visual clues into an"}
{"text": "### Book:encompassing gestalt, as Diane did with her colors and her insignia."}
{"text": "### Book:Establish a trademark like these to set yourself apart. Then take the game"}
{"text": "### Book:further: Find an image or symbol from the past that will neatly fit your"}
{"text": "### Book:situation, and put it on your shoulders like a cape. It will make you seem"}
{"text": "### Book:larger than life."}
{"text": "### Book:There was a man named Sakamotoya Hechigwan who lived in upper"}
{"text": "### Book:Kyoto\u2026. When [Emperor] Hideyoshi gave his great Cha-no-yu [tea"}
{"text": "### Book:ceremony] meeting at Kitano in the tenth month of 1588, Hechigwan set"}
{"text": "### Book:up a great red umbrella nine feet across mounted on a stick seven feethigh. The circumference of the handle he surrounded for about two feet"}
{"text": "### Book:by a reed fence in such a way that the rays of the sun were reflected from"}
{"text": "### Book:it and diffused the colour of the umbrella all around. This device pleased"}
{"text": "### Book:Hideyoshi so much that he remitted Hechigwan\u2019s taxes as a reward."}
{"text": "### Book:CHA-NO-YU: THE JAPANESE TEA CEREMONY, A. L. SADLER,"}
{"text": "### Book:1962"}
{"text": "### Book:Because of the light it shines on the other stars which make up a kind of"}
{"text": "### Book:court around it, because of the just and equal distribution of its rays to"}
{"text": "### Book:all alike, because of the good it brings to all places, producing life, joy"}
{"text": "### Book:and action, because of its constancy from which it never varies, I chose"}
{"text": "### Book:the sun as the most magnificent image to represent a great leader."}
{"text": "### Book:Louis XIV, the Sun King, 1638-1715"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:Using words to plead your case is risky business: Words are dangerous"}
{"text": "### Book:instruments, and often go astray. The words people use to persuade us"}
{"text": "### Book:virtually invite us to reflect on them with words of our own; we mull"}
{"text": "### Book:them over, and often end up believing the opposite of what they say."}
{"text": "### Book:(That is part of our perverse nature.) It also happens that words offend"}
{"text": "### Book:us, stirring up associations unintended by the speaker."}
{"text": "### Book:The visual, on the other hand, short-circuits the labyrinth of words. It"}
{"text": "### Book:strikes with an emotional power and immediacy that leave no gaps for"}
{"text": "### Book:reflection and doubt. Like music, it leaps right over rational, reasonable"}
{"text": "### Book:thoughts. Imagine the Moon Doctor trying to make a case for his medical"}
{"text": "### Book:practice, trying to convince the unconverted by telling them about the"}
{"text": "### Book:healing powers of the moon, and about his own special connection to a"}
{"text": "### Book:distant object in the sky. Fortunately for him, he was able to create a"}
{"text": "### Book:compelling spectacle that made words unnecessary. The moment his"}
{"text": "### Book:patients entered the beer hall, the image of the moon spoke eloquently"}
{"text": "### Book:enough."}
{"text": "### Book:Understand: Words put you on the defensive. If you have to explain"}
{"text": "### Book:yourself your power is already in question. The image, on the other hand,"}
{"text": "### Book:imposes itself as a given. It discourages questions, creates forceful"}
{"text": "### Book:associations, resists unintended interpretations, communicates instantly,"}
{"text": "### Book:and forges bonds that transcend social differences. Words stir uparguments and divisions; images bring people together. They are the"}
{"text": "### Book:quintessential instruments of power."}
{"text": "### Book:The symbol has the same force, whether it is visual (the statue of"}
{"text": "### Book:Diana) or a verbal description of something visual (the words \u201cthe Sun"}
{"text": "### Book:King\u201d). The symbolic object stands for something else, something"}
{"text": "### Book:abstract (such as the image \u201cDiana\u201d standing for chastity). The abstract"}
{"text": "### Book:concept\u2014purity, patriotism, courage, love\u2014is full of emotional and"}
{"text": "### Book:powerful associations. The symbol is a shortcut of expression, containing"}
{"text": "### Book:dozens of meanings in one simple phrase or object. The symbol of the"}
{"text": "### Book:Sun King, as explained by Louis XIV, can be read on many layers, but"}
{"text": "### Book:the beauty of it is that its associations required no explanation, spoke"}
{"text": "### Book:immediately to his subjects, distinguished him from all other kings, and"}
{"text": "### Book:conjured up a kind of majesty that went far beyond the words"}
{"text": "### Book:themselves. The symbol contains untold power."}
{"text": "### Book:The first step in using symbols and images is to understand the"}
{"text": "### Book:primacy of sight among the senses. Before the Renaissance, it has been"}
{"text": "### Book:argued, sight and the other senses\u2014taste, touch, and so on\u2014operated on"}
{"text": "### Book:a relatively equal plane. Since then, however, the visual has come to"}
{"text": "### Book:dominate the others, and is the sense we most depend on and trust. As"}
{"text": "### Book:Graci\u00e1n said, \u201cThe truth is generally seen, rarely heard.\u201d When the"}
{"text": "### Book:Renaissance painter Fra Filippo Lippi was a captured slave among the"}
{"text": "### Book:Moors, he won his freedom by sketching a drawing of his master on a"}
{"text": "### Book:white wall with a piece of charcoal; when the owner saw the drawing, he"}
{"text": "### Book:instantly understood the power of a man who could make such images,"}
{"text": "### Book:and let Fra Lippi go. That one image was far more powerful than any"}
{"text": "### Book:argument the artist could have made with words."}
{"text": "### Book:Never neglect the way you arrange things visually. Factors like color,"}
{"text": "### Book:for example, have enormous symbolic resonance. When the con artist"}
{"text": "### Book:Yellow Kid Weil created a newsletter touting the phony stocks he was"}
{"text": "### Book:peddling, he called it the \u201cRed Letter Newsletter\u201d and had it printed, at"}
{"text": "### Book:considerable expense, in red ink. The color created a sense of urgency,"}
{"text": "### Book:power, and good fortune. Weil recognized details like these as keys to"}
{"text": "### Book:deception\u2014as do modern advertisers and mass-marketers. If you use"}
{"text": "### Book:\u201cgold\u201d in the title of anything you are trying to sell, for example, print it"}
{"text": "### Book:in gold. Since the eye predominates, people will respond more to the"}
{"text": "### Book:color than to the word."}
{"text": "### Book:The visual contains great emotional power. The Roman emperor"}
{"text": "### Book:Constantine worshipped the sun as a god for most of his life; one day,"}
{"text": "### Book:though, he looked up at the sun, and saw a cross superimposed on it. The"}
{"text": "### Book:vision of the cross over the sun proved to him the ascendancy of the newreligion, and he converted not just himself but the whole Roman Empire"}
{"text": "### Book:to Christianity soon thereafter. All the preaching and proselytizing in the"}
{"text": "### Book:world could not have been as powerful. Find and associate yourself with"}
{"text": "### Book:the images and symbols that will communicate in this immediate way"}
{"text": "### Book:today, and you will have untold power."}
{"text": "### Book:Most effective of all is a new combination\u2014a fusion of images and"}
{"text": "### Book:symbols that have not been seen together before, but that through their"}
{"text": "### Book:association clearly demonstrate your new idea, message, religion. The"}
{"text": "### Book:creation of new images and symbols out of old ones in this way has a"}
{"text": "### Book:poetic effect\u2014viewers\u2019 associations run rampant, giving them a sense of"}
{"text": "### Book:participation."}
{"text": "### Book:Visual images often appear in a sequence, and the order in which they"}
{"text": "### Book:appear creates a symbol. The first to appear, for instance, symbolizes"}
{"text": "### Book:power; the image at the center seems to have central importance."}
{"text": "### Book:Near the end of World War II, orders came down from General"}
{"text": "### Book:Eisenhower that American troops were to lead the way into Paris after its"}
{"text": "### Book:liberation from the Nazis. The French general Charles de Gaulle,"}
{"text": "### Book:however, realized that this sequence would imply that the Americans"}
{"text": "### Book:now commanded the fate of France. Through much manipulation, de"}
{"text": "### Book:Gaulle made certain that he and the French Second Armored Division"}
{"text": "### Book:would appear at the head of the liberating force. The strategy worked:"}
{"text": "### Book:After he had successfully pulled off this stunt, the Allies started treating"}
{"text": "### Book:him as the new leader of an independent France. De Gaulle knew that a"}
{"text": "### Book:leader has to locate himself literally at the head of his troops. This visual"}
{"text": "### Book:association is crucial to the emotional response that he needs to elicit."}
{"text": "### Book:Things change in the game of symbols: It is probably no longer"}
{"text": "### Book:possible to pose as a \u201csun king,\u201d or to wrap the mantle of Diana around"}
{"text": "### Book:you. Yet you can associate yourself with such symbols more indirectly."}
{"text": "### Book:And, of course, you can make your own mythology out of figures from"}
{"text": "### Book:more recent history, people who are comfortably dead but still"}
{"text": "### Book:powerfully associative in the public eye. The idea is to give yourself an"}
{"text": "### Book:aura, a stature that your normal banal appearance simply will not create."}
{"text": "### Book:By herself Diane de Poitiers had no such radiant powers; she was as"}
{"text": "### Book:human and ordinary as most of us. But the symbol elevated her above the"}
{"text": "### Book:human lot, and made her seem divine."}
{"text": "### Book:Using symbols also has a courtier-like effect, since they are often"}
{"text": "### Book:gentler than brutish words. The psychotherapist Dr. Milton H. Erickson"}
{"text": "### Book:always tried to find symbols and images that would communicate to the"}
{"text": "### Book:patient in ways that words could not. When dealing with a severely"}
{"text": "### Book:troubled patient, he would not question him directly but would talk aboutsomething irrelevant, such as driving through the desert in Arizona,"}
{"text": "### Book:where he practiced in the 1950s. In describing this he would eventually"}
{"text": "### Book:come to an appropriate symbol for what he suspected was the man\u2019s"}
{"text": "### Book:problem. If he felt the patient was isolated, say, Dr. Erickson would talk"}
{"text": "### Book:of a single iron-wood tree, and how its isolation left it battered by the"}
{"text": "### Book:winds. Making an emotional connection with the tree as a symbol, the"}
{"text": "### Book:patient would open up more readily to the doctor\u2019s probing."}
{"text": "### Book:Use the power of symbols as a way to rally, animate, and unite your"}
{"text": "### Book:troops or team. During the rebellion against the French crown in 1648,"}
{"text": "### Book:those loyal to the king disparaged the rebels by comparing them to the"}
{"text": "### Book:slingshots (in French, frondes) that little boys use to frighten big boys."}
{"text": "### Book:Cardinal de Retz decided to turn this disparaging term into the rebels\u2019"}
{"text": "### Book:symbol: The uprising was now known as the Fronde, and the rebels as"}
{"text": "### Book:frondeurs. They began to wear sashes in their hats that symbolized the"}
{"text": "### Book:slingshot, and the word became their rallying cry. Without it the rebellion"}
{"text": "### Book:might well have petered out. Always find a symbol to represent your"}
{"text": "### Book:cause\u2014the more emotional associations, the better."}
{"text": "### Book:The best way to use images and symbols is to organize them into a"}
{"text": "### Book:grand spectacle that awes people and distracts them from unpleasant"}
{"text": "### Book:realities. This is easy to do: People love what is grand, spectacular, and"}
{"text": "### Book:larger than life. Appeal to their emotions and they will flock to your"}
{"text": "### Book:spectacle in hordes. The visual is the easiest route to their hearts."}
{"text": "### Book:Image:"}
{"text": "### Book:The Cross and the"}
{"text": "### Book:Sun. Crucifixion and"}
{"text": "### Book:total radiance. With one"}
{"text": "### Book:imposed over the other, a"}
{"text": "### Book:new reality takes shape\u2014"}
{"text": "### Book:a new power is in the"}
{"text": "### Book:ascendant. The sym"}
{"text": "### Book:bol\u2014no explanation"}
{"text": "### Book:necessary."}
{"text": "### Book:Authority: The people are always impressed by the superficial"}
{"text": "### Book:appearance of things\u2026. The [prince] should, at fitting times of the year,keep the people occupied and distracted with festivities and spectacles."}
{"text": "### Book:(Niccol\u00f2 Machiavelli, 1469-1527)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:No power is made available by ignoring images and symbols. There is"}
{"text": "### Book:no possible reversal to this law.LAW 38"}
{"text": "### Book:THINK AS YOU LIKE BUT BEHAVE LIKE"}
{"text": "### Book:OTHERS"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:If you make a show of going against the times, flaunting your"}
{"text": "### Book:unconventional ideas and unorthodox ways, people will think that you"}
{"text": "### Book:only want attention and that you look down upon them. They will find a"}
{"text": "### Book:way to punish you for making them feel inferior. It is far safer to blend in"}
{"text": "### Book:and nurture the common touch. Share your originality only with tolerant"}
{"text": "### Book:friends and those who are sure to appreciate your uniqueness."}
{"text": "### Book:THINK WITH THE FEW AND SPEAK WITH"}
{"text": "### Book:THE MANY"}
{"text": "### Book:It is easy to run into danger by trying to swim against the stream. Only a"}
{"text": "### Book:Socrates could attempt to do that. Disagreement is regarded as offensive"}
{"text": "### Book:because it is a condemnation of the views of others; the numbers of the"}
{"text": "### Book:disgruntled grow, on account either of some matter that has been the"}
{"text": "### Book:object of censure or of some person who has praised it: Truth is for the"}
{"text": "### Book:few, error is as usual as it is vulgar. Nor is the wise man to be recognized"}
{"text": "### Book:by what he says in the marketplace, for he speaks there not with his own"}
{"text": "### Book:voice, but with that of universal folly, however much his inmost thoughts"}
{"text": "### Book:may gainsay it: The wise man avoids being contradicted as sedulously as"}
{"text": "### Book:he avoids contradicting; the publicity of censure is withheld from that"}
{"text": "### Book:which readily provokes it. Thought is free; it cannot and should not be"}
{"text": "### Book:coerced; retire into the sanctuary of your silence and if you sometimes"}
{"text": "### Book:allow yourself to break it, do so under the aegis of a discreet few."}
{"text": "### Book:BALTASAR GRACI\u00c1N, 1601-1658TRANSGRESSION OF THE LAW"}
{"text": "### Book:Around the year 478 B.C., the city of Sparta sent an expedition to Persia"}
{"text": "### Book:led by the young Spartan nobleman Pausanias. The city-states of Greece"}
{"text": "### Book:had recently fought off a mighty invasion from Persia, and now"}
{"text": "### Book:Pausanias, along with allied ships from Athens, had orders to punish the"}
{"text": "### Book:invaders and win back the islands and coastal towns that the Persians had"}
{"text": "### Book:occupied. Both the Athenians and the Spartans had great respect for"}
{"text": "### Book:Pausanias-he had proven himself as a fearless warrior, with a flair for the"}
{"text": "### Book:dramatic."}
{"text": "### Book:With amazing speed, Pausanias and his troops took Cyprus, then"}
{"text": "### Book:moved on to the mainland of Asia Minor known as the Hellespont and"}
{"text": "### Book:captured Byzantium (modern-day Istanbul). Now master of part of the"}
{"text": "### Book:Persian empire, Pausanias began to show signs of behavior that went"}
{"text": "### Book:beyond his normal flamboyance. He appeared in public wearing"}
{"text": "### Book:pomades in his hair and flowing Persian robes, and accompanied by a"}
{"text": "### Book:bodyguard of Egyptians. He held lavish banquets in which he sat in the"}
{"text": "### Book:Persian manner and demanded to be entertained. He stopped seeing his"}
{"text": "### Book:old friends, entered into communication with the Persian King Xerxes,"}
{"text": "### Book:and all in all affected the style and manner of a Persian dictator."}
{"text": "### Book:Clearly power and success had gone to Pausanias\u2019s head. His army-"}
{"text": "### Book:Athenians and Spartans alike-at first thought this a passing fancy: He had"}
{"text": "### Book:always been a bit exaggerated in his gestures. But when he flaunted his"}
{"text": "### Book:disdain for the Greeks\u2019 simple way of life, and insulted the common"}
{"text": "### Book:Greek soldier, they began to feel he had gone too far. Although there was"}
{"text": "### Book:no concrete evidence for this, rumors spread that he had gone over to the"}
{"text": "### Book:other side, and that he dreamed of becoming a kind of Greek Xerxes. To"}
{"text": "### Book:quell the possibility of mutiny, the Spartans relieved Pausanias of his"}
{"text": "### Book:command and called him home."}
{"text": "### Book:Pausanias, however, continued to dress in the Persian style, even in"}
{"text": "### Book:Sparta. After a few months he independently hired a trireme and returned"}
{"text": "### Book:to the Hellespont, telling his compatriots he was going to continue the"}
{"text": "### Book:fight against the Persians. Actually, however, he had different plans\u2014to"}
{"text": "### Book:make himself ruler of all Greece, with the aid of Xerxes himself. The"}
{"text": "### Book:Spartans declared him a public enemy and sent a ship to capture him."}
{"text": "### Book:Pausanias surrendered, certain that he could clear himself of the charges"}
{"text": "### Book:of treason. It did come out during the trial that during his reign as"}
{"text": "### Book:commander he had offended his fellow Greeks time and again, erecting"}
{"text": "### Book:monuments, for instance, in his own name, rather than in those of thecities whose troops had fought alongside him, as was the custom. Yet"}
{"text": "### Book:Pausanias proved right: Despite the evidence of his numerous contacts"}
{"text": "### Book:with the enemy, the Spartans refused to imprison a man of such noble"}
{"text": "### Book:birth, and let him go."}
{"text": "### Book:Now thinking himself untouchable, Pausanias hired a messenger to"}
{"text": "### Book:take a letter to Xerxes, but the messenger instead took the letter to the"}
{"text": "### Book:Spartan authorities. These men wanted to find out more, so they had the"}
{"text": "### Book:messenger arrange to meet Pausanias in a temple where they could hide"}
{"text": "### Book:and listen behind a partition. What Pausanias said shocked them-they"}
{"text": "### Book:had never heard such contempt for their ways spoken so brazenly by one"}
{"text": "### Book:of their own\u2014and they made arrangements for his immediate arrest."}
{"text": "### Book:On his way home from the temple, Pausanias got word of what had"}
{"text": "### Book:happened. He ran to another temple to hide, but the authorities followed"}
{"text": "### Book:him there and placed sentries all around. Pausanias refused to surrender."}
{"text": "### Book:Unwilling to forcibly remove him from the sacred temple, the authorities"}
{"text": "### Book:kept him trapped inside, until he eventually died of starvation."}
{"text": "### Book:Bene vixit, qui bene latuit\u2014\u201cHe lives well who conceals himself well. \u201d"}
{"text": "### Book:OVID, c. 43 B.C.-A.D. 18"}
{"text": "### Book:Interpretation"}
{"text": "### Book:At first glance it might seem that Pausanias simply fell in love with"}
{"text": "### Book:another culture, a phenomenon as old as time. Never comfortable with"}
{"text": "### Book:the asceti cism of the Spartans, he found himself enthralled by the"}
{"text": "### Book:Persian love of luxury and sensual pleasure. He put on Persian robes and"}
{"text": "### Book:perfumes with a sense of deliverance from Greek discipline and"}
{"text": "### Book:simplicity."}
{"text": "### Book:This is how it appears when people adopt a culture in which they were"}
{"text": "### Book:not raised. Often, however, there is also something else at play: People"}
{"text": "### Book:who flaunt their infatuation with a different culture are expressing a"}
{"text": "### Book:disdain and contempt for their own. They are using the outward"}
{"text": "### Book:appearance of the exotic to separate themselves from the common folk"}
{"text": "### Book:who unques tioningly follow the local customs and laws, and to express"}
{"text": "### Book:their sense of superiority. Otherwise they would act with more dignity,"}
{"text": "### Book:showing respect for those who do not share their desires. Indeed their"}
{"text": "### Book:need to show their difference so dramatically often makes them disliked"}
{"text": "### Book:by the people whose beliefs they challenge, indirectly and subtly,"}
{"text": "### Book:perhaps, but offensively nonetheless.As Thucydides wrote of Pausanias, \u201cBy his contempt for the laws and"}
{"text": "### Book:his imitation of foreign ways he had made himself very widely suspected"}
{"text": "### Book:of being unwilling to abide by normal standards.\u201d Cultures have norms"}
{"text": "### Book:that reflect centuries of shared beliefs and ideals. Do not expect to scoff"}
{"text": "### Book:at such things with impunity. You will be punished somehow, even if just"}
{"text": "### Book:through isolation\u2014a position of real powerlessness."}
{"text": "### Book:Many of us, like Pausanias, feel the siren call of the exotic, the"}
{"text": "### Book:foreign. Measure and moderate this desire. Flaunting your pleasure in"}
{"text": "### Book:alien ways of thinking and acting will reveal a different motive\u2014to"}
{"text": "### Book:demonstrate your superiority over your fellows."}
{"text": "### Book:Wise men [should be] like coffers with double bottoms: Which when"}
{"text": "### Book:others look into, being opened, they see not all that they hold."}
{"text": "### Book:SIR WALTER RALEIGH, 1554-1618"}
{"text": "### Book:WHEN THE WATERS WERE CHANGED"}
{"text": "### Book:Once upon a time Khidr, the teacher of Moses, called upon mankind with"}
{"text": "### Book:a warning. At a certain date, he said, all the water in the world which"}
{"text": "### Book:had not been specially hoarded, would disappear. It would then be"}
{"text": "### Book:renewed, with different water, which would drive men mad. Only one"}
{"text": "### Book:man listened to the meaning of this advice. He collected water and went"}
{"text": "### Book:to a secure place where he stored it, and waited for the water to change"}
{"text": "### Book:its character. On the appointed date the streams stopped running, the"}
{"text": "### Book:wells went dry, and the man who had listened, seeing this happening,"}
{"text": "### Book:went to his retreat and drank his preserved water. When he saw, from his"}
{"text": "### Book:security, the waterfalls again beginning to flow, this man descended"}
{"text": "### Book:among the other sons of men. He found that they were thinking and"}
{"text": "### Book:talking in an entirely different way from before; yet they had no memory"}
{"text": "### Book:of what had happened, nor of having been warned. When he tried to talk"}
{"text": "### Book:to them, he realized that they thought that he was mad, and they showed"}
{"text": "### Book:hostility or compassion, not understanding. At first he drank none of the"}
{"text": "### Book:new water, but went back to his concealment, to draw on his supplies,"}
{"text": "### Book:every day. Finally, however, he took the decision to drink the new water"}
{"text": "### Book:because he could not bear the loneliness of living, behaving and thinking"}
{"text": "### Book:in a different way from everyone else. He drank the new water, and"}
{"text": "### Book:became like the rest. Then he forgot all about his own store of special"}
{"text": "### Book:water, and his fellows began to look upon him as a madman who had"}
{"text": "### Book:miraculously been restored to sanity."}
{"text": "### Book:TALES OF THE DERVISHES, IDRIES SHAH, 1967OBSERVANCE OF THE LAW"}
{"text": "### Book:During the late sixteenth century, a violent reaction against the Protestant"}
{"text": "### Book:Reformation erupted in Italy. The Counter-Reformation, as it was called,"}
{"text": "### Book:included its own version of the Inquisition to root out all deviations from"}
{"text": "### Book:the Catholic Church. Among its victims was the scientist Galileo, but an"}
{"text": "### Book:important thinker who suffered even greater persecution was the"}
{"text": "### Book:Dominican monk and philosopher Tommaso Campanella."}
{"text": "### Book:A follower of the materialist doctrine of the Roman philosopher"}
{"text": "### Book:Epicurus, Campanella did not believe in miracles, or in heaven and hell."}
{"text": "### Book:The Church had promoted such superstitions, he wrote, to control the"}
{"text": "### Book:common folk by keeping them in fear. Such ideas verged on atheism, and"}
{"text": "### Book:Campanella expressed them incautiously. In 1593 the Inquisition threw"}
{"text": "### Book:him into prison for his heretical beliefs. Six years later, as a form of"}
{"text": "### Book:partial release, he was confined to a monastery in Naples."}
{"text": "### Book:Southern Italy was controlled by Spain at the time, and in Naples"}
{"text": "### Book:Campanella became involved in a plot to fight and throw out these"}
{"text": "### Book:invaders. His hope was to establish an independent republic based on his"}
{"text": "### Book:own ideas of utopia. The leaders of the Italian Inquisition, working with"}
{"text": "### Book:their Spanish counterparts, had him imprisoned again. This time they"}
{"text": "### Book:also tortured him, to discover the true nature of his impious beliefs: He"}
{"text": "### Book:was subjected to the infamous la veglia, a torture in which he was"}
{"text": "### Book:suspended by his arms in a squatting position a few inches above a seat"}
{"text": "### Book:studded with spikes. The posture was impossible to sustain, and in time"}
{"text": "### Book:the victim would end up sitting on the spikes, which would tear his flesh"}
{"text": "### Book:at the slightest contact."}
{"text": "### Book:During these years, however, Campanella learned something about"}
{"text": "### Book:power. Facing the prospect of execution for heresy, he changed his"}
{"text": "### Book:strategy: He would not renounce his beliefs, yet he knew he had to"}
{"text": "### Book:disguise their outward appearance."}
{"text": "### Book:To save his life, Campanella feigned madness. He let his inquisitors"}
{"text": "### Book:imagine that his beliefs stemmed from an incontrollable unsoundness of"}
{"text": "### Book:mind. For a while the tortures continued, to see if his insanity was faked,"}
{"text": "### Book:but in 1603 his sentence was commuted to life in prison. The first four"}
{"text": "### Book:years of this he spent chained to a wall in an underground dungeon."}
{"text": "### Book:Despite such conditions, he continued to write\u2014although no longer"}
{"text": "### Book:would he be so foolish as to express his ideas directly."}
{"text": "### Book:One book of Campanella\u2019s, The Hispanic Monarchy, promoted the"}
{"text": "### Book:idea that Spain had a divine mission to expand its powers around theworld, and offered the Spanish king practical, Machiavelli-type advice"}
{"text": "### Book:for achieving this. Despite his own interest in Machiavelli, the book in"}
{"text": "### Book:general presented ideas completely the opposite to his own. The"}
{"text": "### Book:Hispanic Monarchy was in fact a ploy, an attempt to show his conversion"}
{"text": "### Book:to orthodoxy in the boldest manner possible. It worked: In 1626, six"}
{"text": "### Book:years after its publication, the pope finally let Campanella out of prison."}
{"text": "### Book:Shortly after gaining his freedom, Campanella wrote Atheism"}
{"text": "### Book:Conquered, a book attacking free-thinkers, Machiavellians, Calvinists,"}
{"text": "### Book:and heretics of all stripes. The book is written in the form of debates in"}
{"text": "### Book:which heretics express their beliefs and are countered by arguments for"}
{"text": "### Book:the superiority of Catholicism. Campanella had obviously reformed\u2014his"}
{"text": "### Book:book made that clear. Or did it?"}
{"text": "### Book:The arguments in the mouths of the heretics had never before been"}
{"text": "### Book:expressed with such verve and freshness. Pretending to present their side"}
{"text": "### Book:only to knock it down, Campanella actually summarized the case against"}
{"text": "### Book:Catholicism with striking passion. When he argued the other side,"}
{"text": "### Book:supposedly his side, on the other hand, he resorted to stale clich\u00e9s and"}
{"text": "### Book:convoluted rationales. Brief and eloquent, the heretics\u2019 arguments"}
{"text": "### Book:seemed bold and sincere. The lengthy arguments for Catholicism seemed"}
{"text": "### Book:tiresome and unconvincing."}
{"text": "### Book:Catholics who read the book found it disturbing and ambiguous, but"}
{"text": "### Book:they could not claim it was heretical, or that Campanella should be"}
{"text": "### Book:returned to prison. His defense of Catholicism, after all, used arguments"}
{"text": "### Book:they had used themselves. Yet in the years to come, Atheism Conquered"}
{"text": "### Book:became a bible for atheists, Machiavellians and libertines who used the"}
{"text": "### Book:arguments Campanella had put in their mouths to defend their dangerous"}
{"text": "### Book:ideas. Combining an outward display of conformity with an expression"}
{"text": "### Book:of his true beliefs in a way that his sympathizers would understand,"}
{"text": "### Book:Campanella showed that he had learned his lesson."}
{"text": "### Book:Interpretation"}
{"text": "### Book:In the face of awesome persecution, Campanella devised three"}
{"text": "### Book:strategic moves that saved his hide, freed him from prison, and allowed"}
{"text": "### Book:him to continue to express his beliefs. First he feigned madness\u2014the"}
{"text": "### Book:medieval equivalent of disavowing responsibility for one\u2019s actions, like"}
{"text": "### Book:blaming one\u2019s parents today. Next he wrote a book that expressed the"}
{"text": "### Book:exact opposite of his own beliefs. Finally, and most brilliantly of all, he"}
{"text": "### Book:disguised his ideas while insinuating them at the same time. It is an oldbut powerful trick: You pretend to disagree with dangerous ideas, but in"}
{"text": "### Book:the course of your disagreement you give those ideas expression and"}
{"text": "### Book:exposure. You seem to conform to the prevailing orthodoxy, but those"}
{"text": "### Book:who know will understand the irony involved. You are protected."}
{"text": "### Book:It is inevitable in society that certain values and customs lose contact"}
{"text": "### Book:with their original motives and become oppressive. And there will"}
{"text": "### Book:always be those who rebel against such oppression, harboring ideas far"}
{"text": "### Book:ahead of their time. As Campanella was forced to realize, however, there"}
{"text": "### Book:is no point in making a display of your dangerous ideas if they only bring"}
{"text": "### Book:you suffering and persecution. Martyrdom serves no purpose\u2014better to"}
{"text": "### Book:live on in an oppressive world, even to thrive in it. Meanwhile find a way"}
{"text": "### Book:to express your ideas subtly for those who understand you. Laying your"}
{"text": "### Book:pearls before swine will only bring you trouble."}
{"text": "### Book:Never combat any man\u2018s opinion; for though you reached the age of"}
{"text": "### Book:Methuselah, you would never have done setting him right upon all the"}
{"text": "### Book:absurd things that he believes."}
{"text": "### Book:It is also well to avoid correcting people\u2019s mistakes in conversation,"}
{"text": "### Book:however good your intentions may be; for it is easy to offend people, and"}
{"text": "### Book:difficult, if not impossible to mend them."}
{"text": "### Book:If you feel irritated by the absurd remarks of two people whose"}
{"text": "### Book:conversation you happen to overhear, you should imagine that you are"}
{"text": "### Book:listening to the dialogue of two fools in a comedy. Probatum est."}
{"text": "### Book:The man who comes into the world with the notion that he is really going"}
{"text": "### Book:to instruct it in matters of the highest importance, may thank his stars if"}
{"text": "### Book:he escapes with a whole skin."}
{"text": "### Book:ARTHUR SCHOPENHAUER, 1788-1860"}
{"text": "### Book:For a long time I have not said what I believed, nor do I ever believe"}
{"text": "### Book:what I say, and if indeed sometimes I do happen to tell the truth,"}
{"text": "### Book:I hide it among so many lies that it is hard to find."}
{"text": "### Book:Niccol\u00f2 Machiavelli, in a letter to Francesco Gnicciardini, May 17, 1521"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:We all tell lies and hide our true feelings, for complete free expression is"}
{"text": "### Book:a social impossibility. From an early age we learn to conceal our"}
{"text": "### Book:thoughts, telling the prickly and insecure what we know they want tohear, watching carefully lest we offend them. For most of us this is"}
{"text": "### Book:natural\u2014there are ideas and values that most people accept, and it is"}
{"text": "### Book:pointless to argue. We believe what we want to, then, but on the outside"}
{"text": "### Book:we wear a mask."}
{"text": "### Book:There are people, however, who see such restraints as an intolerable"}
{"text": "### Book:infringement on their freedom, and who have a need to prove the"}
{"text": "### Book:superiority of their values and beliefs. In the end, though, their"}
{"text": "### Book:arguments convince only a few and offend a great deal more. The reason"}
{"text": "### Book:arguments do not work is that most people hold their ideas and values"}
{"text": "### Book:without thinking about them. There is a strong emotional content in their"}
{"text": "### Book:beliefs: They really do not want to have to rework their habits of"}
{"text": "### Book:thinking, and when you challenge them, whether directly through your"}
{"text": "### Book:arguments or indirectly through your behavior, they are hostile."}
{"text": "### Book:Wise and clever people learn early on that they can display"}
{"text": "### Book:conventional behavior and mouth conventional ideas without having to"}
{"text": "### Book:believe in them. The power these people gain from blending in is that of"}
{"text": "### Book:being left alone to have the thoughts they want to have, and to express"}
{"text": "### Book:them to the people they want to express them to, without suffering"}
{"text": "### Book:isolation or ostracism. Once they have established themselves in a"}
{"text": "### Book:position of power, they can try to convince a wider circle of the"}
{"text": "### Book:correctness of their ideas\u2014perhaps working indirectly, using"}
{"text": "### Book:Campanella\u2019s strategies of irony and insinuation."}
{"text": "### Book:In the late fourteenth century, the Spanish began a massive persecution"}
{"text": "### Book:of the Jews, murdering thousands and driving others out of the country."}
{"text": "### Book:Those who remained in Spain were forced to convert. Yet over the next"}
{"text": "### Book:three hundred years, the Spanish noticed a phenomenon that disturbed"}
{"text": "### Book:them: Many of the converts lived their outward lives as Catholics, yet"}
{"text": "### Book:somehow managed to retain their Jewish beliefs, practicing the religion"}
{"text": "### Book:in private. Many of these so-called Marranos (originally a derogatory"}
{"text": "### Book:term, being the Spanish for \u201cpig\u201d) attained high levels of government"}
{"text": "### Book:office, married into the nobility, and gave every appearance of Christian"}
{"text": "### Book:piety, only to be discovered late in life as practicing Jews. (The Spanish"}
{"text": "### Book:Inquisition was specifically commissioned to ferret them out.) Over the"}
{"text": "### Book:years they mastered the art of dissimulation, displaying crucifixes"}
{"text": "### Book:liberally, giving generous gifts to churches, even occasionally making"}
{"text": "### Book:anti-Semitic remarks\u2014and all the while maintaining their inner freedom"}
{"text": "### Book:and beliefs."}
{"text": "### Book:In society, the Marranos knew, outward appearances are what matter."}
{"text": "### Book:This remains true today. The strategy is simple: As Campanella did in"}
{"text": "### Book:writing Atheism Conquered, make a show of blending in, even going sofar as to be the most zealous advocate of the prevailing orthodoxy. If you"}
{"text": "### Book:stick to conventional appearances in public few will believe you think"}
{"text": "### Book:differently in private."}
{"text": "### Book:THE CITIZEN AND THE TRAVELLER"}
{"text": "### Book:\u201cLook around you,\u201d said the citizen. \u201cThis is the largest market in the"}
{"text": "### Book:world.\u201d \u201cOh surely not,\u201d said the traveller. \u201cWell, perhaps not the"}
{"text": "### Book:largest,\u201d said the citizen, \u201cbut much the best.\u201d \u201cYou are certainly wrong"}
{"text": "### Book:there,\u201d said the traveller. \u201cI can tell you\u2026.\u201d They buried the stranger in"}
{"text": "### Book:the dusk."}
{"text": "### Book:FABLES, ROBERT Louis STEVENSON, 1850-1894"}
{"text": "### Book:If Machiavelli had had a prince for disciple, the first thing he would have"}
{"text": "### Book:recommended him to do would have been to write a book against"}
{"text": "### Book:Machiavellism."}
{"text": "### Book:VOLTAIRE, 1694-1778"}
{"text": "### Book:Do not be so foolish as to imagine that in our own time the old"}
{"text": "### Book:orthodoxies are gone. Jonas Salk, for instance, thought science had"}
{"text": "### Book:gotten past politics and protocol. And so, in his search for a polio"}
{"text": "### Book:vaccine, he broke all the rules\u2014going public with a discovery before"}
{"text": "### Book:showing it to the scientific community, taking credit for the vaccine"}
{"text": "### Book:without acknowledging the scientists who had paved the way, making"}
{"text": "### Book:himself a star. The public may have loved him but scientists shunned"}
{"text": "### Book:him. His disrespect for his community\u2019s orthodoxies left him isolated,"}
{"text": "### Book:and he wasted years trying to heal the breach, and struggling for funding"}
{"text": "### Book:and cooperation."}
{"text": "### Book:Bertolt Brecht underwent a modem form of Inquisition\u2014the House"}
{"text": "### Book:Un-American Activities Committee\u2014and approached it with"}
{"text": "### Book:considerable canniness. Having worked off and on in the American film"}
{"text": "### Book:industry during World War II, in 1947 Brecht was summoned to appear"}
{"text": "### Book:before the committee to answer questions on his suspected Communist"}
{"text": "### Book:sympathies. Other writers called before the committee made a point of"}
{"text": "### Book:attacking its members, and of acting as belligerently as possible in order"}
{"text": "### Book:to gain sympathy for themselves. Brecht, on the other hand, who had"}
{"text": "### Book:actually worked steadfastly for the Communist cause, played the"}
{"text": "### Book:opposite game: He answered questions with ambiguous generalities that"}
{"text": "### Book:defied easy interpretation. Call it the Campanella strategy. Brecht even"}
{"text": "### Book:wore a suit\u2014a rare event for him-and made a point of smoking a cigar"}
{"text": "### Book:during the proceedings, knowing that a key committee member had apassion for cigars. In the end he charmed the committee members, who"}
{"text": "### Book:let him go scot-free."}
{"text": "### Book:Brecht then moved to East Germany, where he encountered a different"}
{"text": "### Book:kind of Inquisition. Here the Communists were in power, and they"}
{"text": "### Book:criticized his plays as decadent and pessimistic. He did not argue with"}
{"text": "### Book:them, but made small changes in the performance scripts to shut them"}
{"text": "### Book:up. Meanwhile he managed to preserve the published texts as written."}
{"text": "### Book:His outward conformity in both cases gave him the freedom to work"}
{"text": "### Book:unhindered, without having to change his thinking. In the end, he made"}
{"text": "### Book:his way safely through dangerous times in different countries through the"}
{"text": "### Book:use of little dances of orthodoxy, and proved he was more powerful than"}
{"text": "### Book:the forces of repression."}
{"text": "### Book:Not only do people of power avoid the offenses of Pausanias and Salk,"}
{"text": "### Book:they also learn to play the clever fox and feign the common touch. This"}
{"text": "### Book:has been the ploy of con artists and politicians throughout the centuries."}
{"text": "### Book:Leaders like Julius Caesar and Franklin D. Roosevelt have overcome"}
{"text": "### Book:their natural aristocratic stance to cultivate a familiarity with the"}
{"text": "### Book:common man. They have expressed this familiarity in little gestures,"}
{"text": "### Book:often symbolic, to show the people that their leaders share popular"}
{"text": "### Book:values, despite their different status."}
{"text": "### Book:The logical extension of this practice is the invaluable ability to be all"}
{"text": "### Book:things to all people. When you go into society, leave behind your own"}
{"text": "### Book:ideas and values, and put on the mask that is most appropriate for the"}
{"text": "### Book:group in which you find yourself. Bismarck played this game"}
{"text": "### Book:successfully for years\u2014there were people who vaguely understood what"}
{"text": "### Book:he was up to, but not clearly enough that it mattered. People will"}
{"text": "### Book:swallow the bait because it flatters them to believe that you share their"}
{"text": "### Book:ideas. They will not take you as a hypocrite if you are careful\u2014for how"}
{"text": "### Book:can they accuse you of hypocrisy if you do not let them know exactly"}
{"text": "### Book:what you stand for? Nor will they see you as lacking in values. Of course"}
{"text": "### Book:you have values\u2014the values you share with them, while in their"}
{"text": "### Book:company."}
{"text": "### Book:Authority: Do not give dogs what is holy; and do not throw your pearls"}
{"text": "### Book:before swine, lest they trample them under foot and turn to attack you."}
{"text": "### Book:(Jesus Christ, Matthew 7:6)"}
{"text": "### Book:Image: The Black The herd shuns the Sheep. black sheep, uncertain"}
{"text": "### Book:whether or not it belongs with them. So it straggles behind, or wanders"}
{"text": "### Book:away from the herd, where it is cornered by wolves and promptly"}
{"text": "### Book:devoured. Stay with the herd\u2014there is safety in numbers. Keep your"}
{"text": "### Book:differences in your thoughts and not in your fleece.REVERSAL"}
{"text": "### Book:The only time it is worth standing out is when you already stand out\u2014"}
{"text": "### Book:when you have achieved an unshakable position of power, and can"}
{"text": "### Book:display your difference from others as a sign of the distance between"}
{"text": "### Book:you. As president of the United States, Lyndon Johnson would"}
{"text": "### Book:sometimes hold meetings while he sat on the toilet. Since no one else"}
{"text": "### Book:either could or would claim such a \u201cprivilege,\u201d Johnson was showing"}
{"text": "### Book:people that he did not have to observe the protocols and niceties of"}
{"text": "### Book:others. The Roman emperor Caligula played the same game: He would"}
{"text": "### Book:wear a woman\u2019s negligee, or a bathrobe, to receive important visitors. He"}
{"text": "### Book:even went so far as to have his horse elected consul. But it backfired, for"}
{"text": "### Book:the people hated Caligula, and his gestures eventually brought his"}
{"text": "### Book:overthrow. The truth is that even those who attain the heights of power"}
{"text": "### Book:would be better off at least affecting the common touch, for at some"}
{"text": "### Book:point they may need popular support."}
{"text": "### Book:Finally, there is always a place for the gadfly, the person who"}
{"text": "### Book:successfully defies custom and mocks what has grown lifeless in a"}
{"text": "### Book:culture. Oscar Wilde, for example, achieved considerable social power"}
{"text": "### Book:on this foundation: He made it clear that he disdained the usual ways of"}
{"text": "### Book:doing things, and when he gave public readings his audiences not only"}
{"text": "### Book:expected him to insult them but welcomed it. We notice, however, that"}
{"text": "### Book:his eccentric role eventually destroyed him. Even had he come to a better"}
{"text": "### Book:end, remember that he possessed an unusual genius: Without his gift to"}
{"text": "### Book:amuse and delight, his barbs would simply have offended people.LAW 39"}
{"text": "### Book:STIR UP WATERS TO CATCH FISH"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Anger and emotion are strategically counterproductive. You must always"}
{"text": "### Book:stay calm and objective. But if you can make your enemies angry while"}
{"text": "### Book:staying calm yourself, you gain a decided advantage. Put your enemies"}
{"text": "### Book:off-balance: Find the chink in their vanity through which you can rattle"}
{"text": "### Book:them and you hold the strings."}
{"text": "### Book:ITAKURA SHICEMUNE GRINDS HIS OWN"}
{"text": "### Book:TEA"}
{"text": "### Book:The Kyoto Shoshidai ltakura Suwo-no-kami Shigemune was very fond of"}
{"text": "### Book:Cha-no-yu (the tea ceremony), and used to grind his own tea while"}
{"text": "### Book:sitting in the court as judge. And the reason was this. He once asked a"}
{"text": "### Book:friend of his who was his companion in Cha-no-yu, a tea merchant"}
{"text": "### Book:named Eiki, to tell him frankly what was the public opinion about him."}
{"text": "### Book:\u201cWell,\u201d said Eiki, \u201cthey say that you get irritated with those who don\u2019t"}
{"text": "### Book:give their evidence very clearly and scold them, and so people are afraid"}
{"text": "### Book:to bring lawsuits before you and if they do, the truth does not come out.\u201d"}
{"text": "### Book:\u201cAh, I am glad you have told me that,\u201d replied Shigemune, \u201cfor now that"}
{"text": "### Book:I consider it, I have fallen into the habit of speaking sharply to people in"}
{"text": "### Book:this way, and no doubt humble folk and those who are not ready in"}
{"text": "### Book:speech get flurried and are unable to put their case in the best light. I"}
{"text": "### Book:will see to it that this does not occur in the future.\u201d So after this he had a"}
{"text": "### Book:tea mill placed before him in court and in front of it the paper-covered"}
{"text": "### Book:shoji were drawn to, and Shigemune sat behind them and ground the tea"}
{"text": "### Book:and thus kept his mind calm while he heard the cases. And he could"}
{"text": "### Book:easily see whether his composure was ruffied or not by looking at the"}
{"text": "### Book:tea, which would not fall evenly ground to the proper consistency if hegot excited. And so justice was done impartially and people went away"}
{"text": "### Book:from his court satisfied."}
{"text": "### Book:CHA-NO-YU: THE JAPANESE TFA CEREMONY A. L. SADLER,"}
{"text": "### Book:1962"}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:In January of 1809, an agitated and anxious Napoleon hurried back to"}
{"text": "### Book:Paris from his Spanish wars. His spies and confidants had confirmed a"}
{"text": "### Book:rumor that his foreign minister Talleyrand had conspired against him"}
{"text": "### Book:with Fouch\u00e9, the minister of police. Immediately on arriving in the"}
{"text": "### Book:capital the shocked emperor summoned his ministers to the palace."}
{"text": "### Book:Following them into the meeting right after their arrival, he began pacing"}
{"text": "### Book:up and down, and started rambling vaguely about plotters working"}
{"text": "### Book:against him, speculators bringing down the stock market, legislators"}
{"text": "### Book:delaying his policies\u2014and his own ministers undermining him."}
{"text": "### Book:As Napoleon talked, Talleyrand leaned on the mantelpiece, looking"}
{"text": "### Book:completely indifferent. Facing Talleyrand directly, Napoleon announced,"}
{"text": "### Book:\u201cFor these ministers, treason has begun when they permit themselves to"}
{"text": "### Book:doubt.\u201d At the word \u201ctreason\u201d the ruler expected his minister to be"}
{"text": "### Book:afraid. But Talleyrand only smiled, calm and bored."}
{"text": "### Book:The sight of a subordinate apparently serene in the face of charges that"}
{"text": "### Book:could get him hanged pushed Napoleon to the edge. There were"}
{"text": "### Book:ministers, he said, who wanted him dead, and he took a step closer to"}
{"text": "### Book:Talleyrand\u2014who stared back at him unfazed. Finally Napoleon"}
{"text": "### Book:exploded. \u201cYou are a coward,\u201d he screamed in Talleyrand\u2019s face, \u201ca man"}
{"text": "### Book:of no faith. Nothing is sacred to you. You would sell your own father. I"}
{"text": "### Book:have showered you with riches and yet there is nothing you would not do"}
{"text": "### Book:to hurt me.\u201d The other ministers looked at each other in disbelief\u2014they"}
{"text": "### Book:had never seen this fearless general, the conqueror of most of Europe, so"}
{"text": "### Book:unhinged."}
{"text": "### Book:\u201cYou deserve to be broken like glass,\u201d Napoleon continued, stamping."}
{"text": "### Book:\u201cI have the power to do it, but I have too much contempt for you to"}
{"text": "### Book:bother. Why didn\u2019t I have you hanged from the gates of the Tuileries?"}
{"text": "### Book:But there is still time for that.\u201d Yelling, almost out of breath, his face red,"}
{"text": "### Book:his eyes bulging, he went on, \u201cYou, by the way, are nothing but shit in a"}
{"text": "### Book:silk stocking\u2026. What about your wife? You never told me that SanCarlos was your wife\u2019s lover?\u201d \u201cIndeed, sire, it did not occur to me that"}
{"text": "### Book:this information had any bearing on Your Majesty\u2019s glory or my own,\u201d"}
{"text": "### Book:said Talleyrand calmly, completely unflustered. After a few more insults,"}
{"text": "### Book:Napoleon walked away. Talleyrand slowly crossed the room, moving"}
{"text": "### Book:with his characteristic limp. As an attendant helped him with his cloak,"}
{"text": "### Book:he turned to his fellow ministers (all afraid they would never see him"}
{"text": "### Book:again), and said, \u201cWhat a pity, gentlemen, that so great a man should"}
{"text": "### Book:have such bad manners.\u201d"}
{"text": "### Book:Despite his anger, Napoleon did not arrest his foreign minister. He"}
{"text": "### Book:merely relieved him of his duties and banished him from the court,"}
{"text": "### Book:believing that for this man humiliation would be punishment enough. He"}
{"text": "### Book:did not realize that word had quickly spread of his tirade\u2014of how the"}
{"text": "### Book:emperor had completely lost control of himself, and how Talleyrand had"}
{"text": "### Book:essentially humiliated him by maintaining his composure and dignity. A"}
{"text": "### Book:page had been turned: For the first time people had seen the great"}
{"text": "### Book:emperor lose his cool under fire. A feeling spread that he was on the way"}
{"text": "### Book:down. As Talleyrand later said, \u201cThis is the beginning of the end.\u201d"}
{"text": "### Book:Interpretation"}
{"text": "### Book:This was indeed the beginning of the end. Waterloo was still six years"}
{"text": "### Book:ahead, but Napoleon was on a slow descent to defeat, crystallizing in"}
{"text": "### Book:1812 with his disastrous invasion of Russia. Talleyrand was the first to"}
{"text": "### Book:see the signs of his decline, especially in the irrational war with Spain."}
{"text": "### Book:Sometime in 1808, the minister decided that for the future peace of"}
{"text": "### Book:Europe, Napoleon had to go. And so he conspired with Fouch\u00e9."}
{"text": "### Book:It is possible that the conspiracy was never anything more than a ploy"}
{"text": "### Book:\u2014a device to push Napoleon over the edge. For it is hard to believe that"}
{"text": "### Book:two of the most practical men in history would only go halfway in their"}
{"text": "### Book:plotting. They may have been only stirring the waters, trying to goad"}
{"text": "### Book:Napoleon into a misstep. And indeed, what they got was the tantrum that"}
{"text": "### Book:laid out his loss of control for all to see. In fact, Napoleon\u2019s soon-famous"}
{"text": "### Book:blowup that afternoon had a profoundly negative effect on his public"}
{"text": "### Book:image."}
{"text": "### Book:This is the problem with the angry response. At first it may strike fear"}
{"text": "### Book:and terror, but only in some, and as the days pass and the storm clears,"}
{"text": "### Book:other responses emerge\u2014embarrassment and uneasiness about the"}
{"text": "### Book:shouter\u2019s capacity for going out of control, and resentment of what has"}
{"text": "### Book:been said. Losing your temper, you always make unfair and exaggeratedaccusations. A few such tirades and people are counting the days until"}
{"text": "### Book:you are gone."}
{"text": "### Book:In the face of a conspiracy against him, a conspiracy between his two"}
{"text": "### Book:most important ministers, Napoleon certainly had a right to feel angry"}
{"text": "### Book:and anxious. But by responding so angrily, and so publicly, he only"}
{"text": "### Book:demonstrated his frustration. To show your frustration is to show that"}
{"text": "### Book:you have lost your power to shape events; it is the helpless action of the"}
{"text": "### Book:child who resorts to a hysterical fit to get his way. The powerful never"}
{"text": "### Book:reveal this kind of weakness."}
{"text": "### Book:There were a number of things Napoleon could have done in this"}
{"text": "### Book:situation. He could have thought about the fact that two eminently"}
{"text": "### Book:sensible men had had reason to turn against him, and could have listened"}
{"text": "### Book:and learned from them. He could have tried to win them back to him. He"}
{"text": "### Book:could even have gotten rid of them, making their imprisonment or death"}
{"text": "### Book:an ominous display of his power. No tirades, no childish fits, no"}
{"text": "### Book:embarrassing after-effects\u2014just a quiet and definitive severing of ties."}
{"text": "### Book:Remember: Tantrums neither intimidate nor inspire loyalty. They only"}
{"text": "### Book:create doubts and uneasiness about your power. Exposing your"}
{"text": "### Book:weakness, these stormy eruptions often herald a fall."}
{"text": "### Book:If possible, no animosity should be felt for anyone\u2026. To speak angrily to"}
{"text": "### Book:a person, to show your hatred by what you say or by the way you look, is"}
{"text": "### Book:an unnecessary proceeding-dangerous, foolish, ridiculous, and vulgar."}
{"text": "### Book:Anger or hatred should never be shown otherwise than in what you do;"}
{"text": "### Book:and feelings will be all the more effective in action. in so far as you avoid"}
{"text": "### Book:the exhibition of them in any other way. It is only the cold-blooded"}
{"text": "### Book:animals whose bite is poisonous."}
{"text": "### Book:ARTHUR SCHOPENHAUER. 1788-1860"}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:By the late 1920s, Haile Selassie had nearly achieved his goal of"}
{"text": "### Book:assuming total control over Ethiopia, a country he felt needed strong and"}
{"text": "### Book:unified leadership. As regent to the empress Zauditu (stepdaughter of the"}
{"text": "### Book:late queen) and heir to the throne, Selassie had spent several years"}
{"text": "### Book:weakening the power of Ethiopia\u2019s various warlords. Now only one real"}
{"text": "### Book:obstacle stood in his way: the empress and her husband, Ras Gugsa."}
{"text": "### Book:Selassie knew the royal couple hated him and wanted to get rid of him,so to cut short their plotting he made Gugsa the governor of the northern"}
{"text": "### Book:province of Begemeder, forcing him to leave the capital, where the"}
{"text": "### Book:empress lived."}
{"text": "### Book:For several years Gugsa played the loyal administrator. But Selassie"}
{"text": "### Book:did not trust him: He knew that Gugsa and the empress were plotting"}
{"text": "### Book:revenge. As time passed and Gugsa made no move, the chances of a plot"}
{"text": "### Book:only increased. Selassie knew what he had to do: draw Gugsa out, get"}
{"text": "### Book:under his skin, and push him into action before he was ready."}
{"text": "### Book:For several years, a northern tribe, the Azebu Gallas, had been in"}
{"text": "### Book:virtual rebellion against the throne, robbing and pillaging local villages"}
{"text": "### Book:and refusing to pay taxes. Selassie had done nothing to stop them, letting"}
{"text": "### Book:them grow stronger. Finally, in 1929, he ordered Ras Gugsa to lead an"}
{"text": "### Book:army against these disobedient tribesmen. Gugsa agreed, but inwardly he"}
{"text": "### Book:seethed\u2014he had no grudge against the Azebu Gallas, and the demand"}
{"text": "### Book:that he fight them hurt his pride. He could not disobey the order, but as"}
{"text": "### Book:he worked to put together an army, he began to spread an ugly rumor\u2014"}
{"text": "### Book:that Selassie was in cahoots with the pope, and planned to convert the"}
{"text": "### Book:country to Roman Catholicism and make it a colony of Italy. Gugsa\u2019s"}
{"text": "### Book:army swelled, and some of the tribes from which its soldiers came"}
{"text": "### Book:secretly agreed to fight Selassie. In March of 1930 an enormous force of"}
{"text": "### Book:35,000 men began to march, not on the Azebu Gallas but south, toward"}
{"text": "### Book:the capital of Addis Ababa. Made confident by his growing strength,"}
{"text": "### Book:Gugsa now openly led a holy war to depose Selassie and put the country"}
{"text": "### Book:back in the hands of true Christians."}
{"text": "### Book:He did not see the trap that had been laid for him. Before Selassie had"}
{"text": "### Book:ordered Gugsa to fight the Azebu Gallas, he had secured the support of"}
{"text": "### Book:the Ethiopian church. And before the revolt got underway, he had bribed"}
{"text": "### Book:several of Gugsa\u2019s key allies not to show up for battle. As the rebel army"}
{"text": "### Book:marched south, airplanes flew overhead dropping leaflets announcing"}
{"text": "### Book:that the highest church officials had recognized Selassie as the true"}
{"text": "### Book:Christian leader of Ethiopia, and that they had excommunicated Gugsa"}
{"text": "### Book:for fomenting a civil war. These leaflets severely blunted the emotions"}
{"text": "### Book:behind the holy crusade. And as battle loomed and the support that"}
{"text": "### Book:Gugsa\u2019s allies had promised him failed to show up, soldiers began to flee"}
{"text": "### Book:or defect."}
{"text": "### Book:When the battle came, the rebel army quicky collapsed. Refusing to"}
{"text": "### Book:surrender, Ras Gugsa was killed in the fighting. The empress, distraught"}
{"text": "### Book:over her husband\u2019s death, died a few days later. On April 30, Selassie"}
{"text": "### Book:issued a formal proclamation announcing his new title: Emperor of"}
{"text": "### Book:Ethiopia.THE MONKEY AND THE WASP"}
{"text": "### Book:A monkey, whilst munching a ripe pear, was pestered by the bare-faced"}
{"text": "### Book:importunities of a wasp, who, nolens volens, would have a part. After"}
{"text": "### Book:threatening the monkey with his anger if he further hesitated to submit to"}
{"text": "### Book:his demand, he settled on the fruit; but was as soon knocked off by the"}
{"text": "### Book:monkey. The irritable wasp now had recourse to invective \u2014and, after"}
{"text": "### Book:using the most insulting language, which the other calmly listened to, he"}
{"text": "### Book:so worked himself up into violent passion that, losing all consideration"}
{"text": "### Book:of the penalty, he flew to the face of the monkey, and stung him with such"}
{"text": "### Book:rage that he was unable to extricate his weapon, and was compelled to"}
{"text": "### Book:tear himself away, leaving it in the wound\u2014thus entailing on himself a"}
{"text": "### Book:lingering death, accompanied by pains much greater than those he had"}
{"text": "### Book:inflicted."}
{"text": "### Book:FABLES, JONATHAN BIRCH, 1783-1847"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Haile Selassie always saw several moves ahead. He knew that if he let"}
{"text": "### Book:Ras Gugsa decide the time and place of the revolt, the danger would be"}
{"text": "### Book:much greater than if he forced Gugsa to act on Selassie\u2019s terms. So he"}
{"text": "### Book:goaded him into rebellion by offending his manly pride, asking him to"}
{"text": "### Book:fight people he had no quarrel with on behalf of a man he hated."}
{"text": "### Book:Thinking everything out ahead, Selassie made sure that Gugsa\u2019s rebellion"}
{"text": "### Book:would come to nothing, and that he could use it to do away with his last"}
{"text": "### Book:two enemies."}
{"text": "### Book:This is the essence of the Law: When the waters are still, your"}
{"text": "### Book:opponents have the time and space to plot actions that they will initiate"}
{"text": "### Book:and control. So stir the waters, force the fish to the surface, get them to"}
{"text": "### Book:act before they are ready, steal the initiative. The best way to do this is to"}
{"text": "### Book:play on uncontrollable emotions\u2014pride, vanity, love, hate. Once the"}
{"text": "### Book:water is stirred up, the little fish cannot help but rise to the bait. The"}
{"text": "### Book:angrier they become, the less control they have, and finally they are"}
{"text": "### Book:caught in the whirlpool you have made, and they drown."}
{"text": "### Book:DITCH HIGH PRIEST"}
{"text": "### Book:Kin \u2019yo, an officer of the second rank, had a brother called the High"}
{"text": "### Book:Priest Ryogaku, an extremely bad-tempered man. Next to his monasterygrew a large nettle-tree which occasioned the nickname people gave him,"}
{"text": "### Book:the Nettle-tree High Priest. \u201cThat name is outrageous,\u201dsaid the high"}
{"text": "### Book:priest, and cut down the tree. The stump still being left, people referred"}
{"text": "### Book:to him now as the Stump High Priest. More furious than ever, Ryogaku"}
{"text": "### Book:had the stump dug up and thrown away, but this left a big ditch. People"}
{"text": "### Book:now called him the Ditch High Priest."}
{"text": "### Book:ESSAYS IN IDLENESS. KENKO, JAPAN, FOURTEENTH CENTURY"}
{"text": "### Book:A sovereign should never launch an army out of anger,"}
{"text": "### Book:a leader should never start a war out of wrath."}
{"text": "### Book:Sun-tzu, fourth century B.C."}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:Angry people usually end up looking ridiculous, for their response seems"}
{"text": "### Book:out of proportion to what occasioned it. They have taken things too"}
{"text": "### Book:seriously, exaggerating the hurt or insult that has been done to them."}
{"text": "### Book:They are so sensitive to slight that it becomes comical how much they"}
{"text": "### Book:take personally. More comical still is their belief that their outbursts"}
{"text": "### Book:signify power. The truth is the opposite: Petulance is not power, it is a"}
{"text": "### Book:sign of helplessness. People may temporarily be cowed by your"}
{"text": "### Book:tantrums, but in the end they lose respect for you. They also realize they"}
{"text": "### Book:can easily undermine a person with so little self-control."}
{"text": "### Book:The answer, however, is not to repress our angry or emotional"}
{"text": "### Book:responses. For repression drains us of energy and pushes us into strange"}
{"text": "### Book:behavior. Instead we have to change our perspective: We have to realize"}
{"text": "### Book:that nothing in the social realm, and in the game of power, is personal."}
{"text": "### Book:Everyone is caught up in a chain of events that long predates the"}
{"text": "### Book:present moment. Our anger often stems from problems in our childhood,"}
{"text": "### Book:from the problems of our parents which stem from their own childhood,"}
{"text": "### Book:on and on. Our anger also has roots in the many interactions with others,"}
{"text": "### Book:the accumulated disappointments and heartaches that we have suffered."}
{"text": "### Book:An individual will often appear as the instigator of our anger but it is"}
{"text": "### Book:much more complicated, goes far beyond what that individual did to us."}
{"text": "### Book:If a person explodes with anger at you (and it seems out of proportion to"}
{"text": "### Book:what you did to them), you must remind yourself that it is not"}
{"text": "### Book:exclusively directed at you\u2014do not be so vain. The cause is much larger,"}
{"text": "### Book:goes way back in time, involves dozens of prior hurts, and is actually notworth the bother to understand. Instead of seeing it as a personal grudge,"}
{"text": "### Book:look at the emotional outburst as a disguised power move, an attempt to"}
{"text": "### Book:control or punish you cloaked in the form of hurt feelings and anger."}
{"text": "### Book:This shift of perspective will let you play the game of power with"}
{"text": "### Book:more clarity and energy. Instead of overreacting, and becoming ensnared"}
{"text": "### Book:in people\u2019s emotions, you will turn their loss of control to your"}
{"text": "### Book:advantage: You keep your head while they are losing theirs."}
{"text": "### Book:During an important battle in the War of the Three Kingdoms, in the"}
{"text": "### Book:third century A.D., advisers to the commander Ts\u2018ao Ts\u2019ao discovered"}
{"text": "### Book:documents showing that certain of his generals had conspired with the"}
{"text": "### Book:enemy, and urged him to arrest and execute them. Instead he ordered the"}
{"text": "### Book:documents burned and the matter forgotten. At this critical moment in"}
{"text": "### Book:the battle, to get upset or demand justice would have reverberated against"}
{"text": "### Book:him: An angry action would have called attention to the generals\u2019"}
{"text": "### Book:disloyalty, which would have harmed the troops\u2019 morale. Justice could"}
{"text": "### Book:wait\u2014he would deal with the generals in time. Ts\u2018ao Ts\u2019ao kept his head"}
{"text": "### Book:and made the right decision."}
{"text": "### Book:Compare this to Napoleon\u2019s response to Talleyrand: Instead of taking"}
{"text": "### Book:the conspiracy personally, the emperor should have played the game like"}
{"text": "### Book:Ts\u2018ao Ts\u2019ao, carefully weighing the consequences of any action he took."}
{"text": "### Book:The more powerful response in the end would have been to ignore"}
{"text": "### Book:Talleyrand, or to bring the minister gradually back to his side and punish"}
{"text": "### Book:him later."}
{"text": "### Book:Anger only cuts off our options, and the powerful cannot thrive"}
{"text": "### Book:without options. Once you train yourself not to take matters personally,"}
{"text": "### Book:and to control your emotional responses, you will have placed yourself in"}
{"text": "### Book:a position of tremendous power: Now you can play with the emotional"}
{"text": "### Book:responses of other people. Stir the insecure into action by impugning"}
{"text": "### Book:their manhood, and by dangling the prospect of an easy victory before"}
{"text": "### Book:their faces. Do as Houdini did when challenged by the less successful"}
{"text": "### Book:escape artist Kleppini: Reveal an apparent weakness (Houdini let"}
{"text": "### Book:Kleppini steal the combination for a pair of cuffs) to lure your opponent"}
{"text": "### Book:into action. Then you can beat him with ease. With the arrogant too you"}
{"text": "### Book:can appear weaker than you are, taunting them into a rash action."}
{"text": "### Book:Sun Pin, commander of the armies of Ch\u2018i and loyal disciple of Sun-"}
{"text": "### Book:tzu, once led his troops against the armies of Wei, which outnumbered"}
{"text": "### Book:him two to one. \u201cLet us light a hundred thousand fires when our army"}
{"text": "### Book:enters Wei,\u201d suggested Sun Pin, \u201cfifty thousand on the next day, and only"}
{"text": "### Book:thirty thousand on the third.\u201d On the third day the Wei general"}
{"text": "### Book:exclaimed, \u201cI knew the men of Ch\u2019i were cowards, and after only threedays more than half of them have deserted!\u201d So, leaving behind his slow-"}
{"text": "### Book:moving heavy infantry, the general decided to seize the moment and"}
{"text": "### Book:move swiftly on the Ch\u2019I camp with a lightly armed force. Sun Pin\u2019s"}
{"text": "### Book:troops retreated, luring Wei\u2019s army into a narrow pass, where they"}
{"text": "### Book:ambushed and destroyed them. With the Wei general dead and his forces"}
{"text": "### Book:decimated, Sun Pin now easily defeated the rest of his army."}
{"text": "### Book:In the face of a hot-headed enemy, finally, an excellent response is no"}
{"text": "### Book:response. Follow the Talleyrand tactic: Nothing is as infuriating as a man"}
{"text": "### Book:who keeps his cool while others are losing theirs. If it will work to your"}
{"text": "### Book:advantage to unsettle people, affect the aristocratic, bored pose, neither"}
{"text": "### Book:mocking nor triumphant but simply indifferent. This will light their fuse."}
{"text": "### Book:When they embarrass themselves with a temper tantrum, you will have"}
{"text": "### Book:gained several victories, one of these being that in the face of their"}
{"text": "### Book:childishness you have maintained your dignity and composure."}
{"text": "### Book:Image: The Pond of Fish. The waters"}
{"text": "### Book:are clear and calm, and the fish are well below the surface."}
{"text": "### Book:Stir the waters and they emerge. Stir it some more and they get"}
{"text": "### Book:angry, rising to the surface, biting whatever comes near\u2014"}
{"text": "### Book:including a freshly baited hook."}
{"text": "### Book:Authority: If your opponent is of a hot temper, try to irritate him. If he is"}
{"text": "### Book:arrogant, try to encourage his egotism\u2026. One who is skilled at making"}
{"text": "### Book:the enemy move does so by creating a situation according to which the"}
{"text": "### Book:enemy will act; he entices the enemy with something he is certain to"}
{"text": "### Book:take. He keeps the enemy on the move by holding out bait and then"}
{"text": "### Book:attacks him with picked troops. (Sun-tzu, fourth century B.C.)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:When playing with people\u2019s emotions you have to be careful. Study the"}
{"text": "### Book:enemy beforehand: Some fish are best left at the bottom of the pond."}
{"text": "### Book:The leaders of the city of Tyre, capital of ancient Phoenicia, felt"}
{"text": "### Book:confident they could withstand Alexander the Great, who had conquered"}
{"text": "### Book:the Orient but had not attacked their city, which stood well protected on"}
{"text": "### Book:the water. They sent ambassadors to Alexander saying that although they"}
{"text": "### Book:would recognize him as emperor they would not allow him or his forcesto enter Tyre. This of course enraged him, and he immediately mounted a"}
{"text": "### Book:siege. For four months the city withstood him, and finally he decided that"}
{"text": "### Book:the struggle was not worth it, and that he would come to terms with the"}
{"text": "### Book:Tyrians. But they, feeling that they had already baited Alexander and"}
{"text": "### Book:gotten away with it, and confident that they could withstand him, refused"}
{"text": "### Book:to negotiate\u2014in fact they killed his messengers."}
{"text": "### Book:This pushed Alexander over the edge. Now it did not matter to him"}
{"text": "### Book:how long the siege lasted or how large an army it needed; he had the"}
{"text": "### Book:resources, and would do whatever it took. He remounted his assault so"}
{"text": "### Book:strenuously that he captured Tyre within days, burned it to the ground,"}
{"text": "### Book:and sold its people into slavery."}
{"text": "### Book:You can bait the powerful and get them to commit and divide their"}
{"text": "### Book:forces as Sun Pin did, but test the waters first. Find the gap in their"}
{"text": "### Book:strength. If there is no gap\u2014if they are impossibly strong\u2014you have"}
{"text": "### Book:nothing to gain and everything to lose by provoking them. Choose"}
{"text": "### Book:carefully whom you bait, and never stir up the sharks."}
{"text": "### Book:Finally there are times when a well-timed burst of anger can do you"}
{"text": "### Book:good, but your anger must be manufactured and under your control."}
{"text": "### Book:Then you can determine exactly how and on whom it will fall. Never stir"}
{"text": "### Book:up reactions that will work against you in the long run. And use your"}
{"text": "### Book:thunder-bolts rarely, to make them the more intimidating and"}
{"text": "### Book:meaningful. Whether purposefully staged or not, if your outbursts come"}
{"text": "### Book:too often, they will lose their power.LAW 40"}
{"text": "### Book:DESPISE THE FREE LUNCH"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:What is offered for free is dangerous-it usually involves either a trick or"}
{"text": "### Book:a hidden obligation. What has worth is worth paying for. By paying your"}
{"text": "### Book:own way you stay clear of gratitude, guilt, and deceit. It is also often"}
{"text": "### Book:wise to pay the full price\u2014there is no cutting corners with excellence. Be"}
{"text": "### Book:lavish with your money and keep it circulating, for generosity is a sign"}
{"text": "### Book:and a magnet for power."}
{"text": "### Book:BURIED TREASURE"}
{"text": "### Book:Many weak-minded persons in cities hope to discover property under the"}
{"text": "### Book:surface of the earth and to make some profit from it. In the Maghrib"}
{"text": "### Book:there are many Berber \u201cstudents\u201d who are unable to make a living by"}
{"text": "### Book:natural ways and means. They approach well-to-do people with papers"}
{"text": "### Book:that have torn margins and contain either non-Arabic writing or what"}
{"text": "### Book:they claim to be the translation of a document written by the owner of"}
{"text": "### Book:buried treasures, giving the clue to the hiding place. In this way, they try"}
{"text": "### Book:to get their sustenance by [persuading the well-to-do] to send them out"}
{"text": "### Book:to dig and hunt for treasure. Occasionally, one of these treasure hunters"}
{"text": "### Book:displays strange information or some remarkable trick of magic with"}
{"text": "### Book:which he fools people into believing his other claims, although, in fact,"}
{"text": "### Book:he knows nothing of magic and its procedures\u2026. The things that have"}
{"text": "### Book:been said about [treasure hunting] have no scientific basis, nor are they"}
{"text": "### Book:based upon [factual] information. It should be realized that although"}
{"text": "### Book:treasures are found, this happens rarely and by chance, not by systematic"}
{"text": "### Book:search\u2026. Those who are deluded or afflicted by these things must take"}
{"text": "### Book:refuge in God from their inability to make a living and their laziness in"}
{"text": "### Book:this respect. They should not occupy themselves with absurdities and"}
{"text": "### Book:untrue stories.THE MUQADDIMAH, IBN KHALDUN, 1332-1406"}
{"text": "### Book:MONEY AND POWER"}
{"text": "### Book:In the realm of power, everything must be judged by its cost, and"}
{"text": "### Book:everything has a price. What is offered for free or at bargain rates often"}
{"text": "### Book:comes with a psychological price tag\u2014complicated feelings of"}
{"text": "### Book:obligation, compromises with quality, the insecurity those compromises"}
{"text": "### Book:bring, on and on. The powerful learn early to protect their most valuable"}
{"text": "### Book:resources: independence and room to maneuver. By paying the full price,"}
{"text": "### Book:they keep themselves free of dangerous entanglements and worries."}
{"text": "### Book:Being open and flexible with money also teaches the value of strategic"}
{"text": "### Book:generosity, a variation on the old trick of \u201cgiving when you are about to"}
{"text": "### Book:take.\u201d By giving the appropriate gift, you put the recipient under"}
{"text": "### Book:obligation. Generosity softens people up\u2014to be deceived. By gaining a"}
{"text": "### Book:reputation for liberality, you win people\u2019s admiration while distracting"}
{"text": "### Book:them from your power plays. By strategically spreading your wealth, you"}
{"text": "### Book:charm the other courtiers, creating pleasure and making valuable allies."}
{"text": "### Book:Look at the masters of power\u2014the Caesars, the Queen Elizabeths, the"}
{"text": "### Book:Michelangelos, the Medicis: Not a miser among them. Even the great"}
{"text": "### Book:con artists spend freely to swindle. Tight purse strings are unattractive\u2014"}
{"text": "### Book:when engaged in seduction, Casanova would give completely not only of"}
{"text": "### Book:himself but of his wallet. The powerful understand that money is"}
{"text": "### Book:psychologically charged, and that it is also a vessel of politeness and"}
{"text": "### Book:sociability. They make the human side of money a weapon in their"}
{"text": "### Book:armory."}
{"text": "### Book:For everyone able to play with money, thousands more are locked in a"}
{"text": "### Book:self-destructive refusal to use money creatively and strategically. These"}
{"text": "### Book:types represent the opposite pole to the powerful, and you must learn to"}
{"text": "### Book:recognize them\u2014either to avoid their poisonous natures or to turn their"}
{"text": "### Book:inflexibility to your advantage:"}
{"text": "### Book:The Greedy Fish. The greedy fish take the human side out of money."}
{"text": "### Book:Cold and ruthless, they see only the lifeless balance sheet; viewing others"}
{"text": "### Book:solely as either pawns or obstructions in their pursuit of wealth, they"}
{"text": "### Book:trample on people\u2019s sentiments and alienate valuable allies. No onewants to work with the greedy fish, and over the years they end up"}
{"text": "### Book:isolated, which often proves their undoing."}
{"text": "### Book:Greedy fish are the con artist\u2019s bread and butter: Lured by the bait of"}
{"text": "### Book:easy money, they swallow the ruse hook, line, and sinker. They are easy"}
{"text": "### Book:to deceive, for they spend so much time dealing with numbers (not with"}
{"text": "### Book:people) that they become blind to psychology, including their own."}
{"text": "### Book:Either avoid them before they exploit you or play on their greed to your"}
{"text": "### Book:gain."}
{"text": "### Book:The Bargain Demon. Powerful people judge everything by what it costs,"}
{"text": "### Book:not just in money but in time, dignity, and peace of mind. And this is"}
{"text": "### Book:exactly what Bargain Demons cannot do. Wasting valuable time digging"}
{"text": "### Book:for bargains, they worry endlessly about what they could have gotten"}
{"text": "### Book:elsewhere for a little less. On top of that, the bargain item they do buy is"}
{"text": "### Book:often shabby; perhaps it needs costly repairs, or will have to be replaced"}
{"text": "### Book:twice as fast as a high-quality item. The costs of these pursuits\u2014not"}
{"text": "### Book:always in money (though the price of a bargain is often deceptive) but in"}
{"text": "### Book:time and peace of mind\u2014discourage normal people from undertaking"}
{"text": "### Book:them, but for the Bargain Demon the bargain is an end in itself."}
{"text": "### Book:These types might seem to harm only themselves, but their attitudes"}
{"text": "### Book:are contagious: Unless you resist them they will infect you with the"}
{"text": "### Book:insecure feeling that you should have looked harder to find a cheaper"}
{"text": "### Book:price. Don\u2019t argue with them or try to change them. Just mentally add up"}
{"text": "### Book:the cost, in time and inner peace if not in hidden financial expense, of the"}
{"text": "### Book:irrational pursuit of a bargain."}
{"text": "### Book:The Sadist. Financial sadists play vicious power games with money as a"}
{"text": "### Book:way of asserting their power. They might, for example, make you wait"}
{"text": "### Book:for money that is owed you, promising you that the check is in the mail."}
{"text": "### Book:Or if they hire you to work for them, they meddle in every aspect of the"}
{"text": "### Book:job, haggling and giving you ulcers. Sadists seem to think that paying for"}
{"text": "### Book:something gives them the right to torture and abuse the seller. They have"}
{"text": "### Book:no sense of the courtier element in money. If you are unlucky enough to"}
{"text": "### Book:get involved with this type, accepting a financial loss may be better in"}
{"text": "### Book:the long run than getting entangled in their destructive power games."}
{"text": "### Book:The Indiscriminate Giver. Generosity has a definite function in power: It"}
{"text": "### Book:attracts people, softens them up, makes allies out of them. But it has to"}
{"text": "### Book:be used strategically, with a definite end in mind. Indiscriminate Givers,on the other hand, are generous because they want to be loved and"}
{"text": "### Book:admired by all. And their generosity is so indiscriminate and needy that"}
{"text": "### Book:it may not have the desired effect: If they give to one and all, why should"}
{"text": "### Book:the recipient feel special? Attractive as it may seem to make an"}
{"text": "### Book:Indiscriminate Giver your mark, in any involvement with this type you"}
{"text": "### Book:will often feel burdened by their insatiable emotional needs."}
{"text": "### Book:THE"}
{"text": "### Book:A miser, to make sure of his property, sold all that he had and converted"}
{"text": "### Book:it into a great lump of gold, which he htd in a hole in the ground, and"}
{"text": "### Book:went continually to visit and inspect it. This roused the curiosity of one of"}
{"text": "### Book:his workmen, who, suspecting that there was a treasure, when his"}
{"text": "### Book:master\u2019s back was turned, went to the spot, and stole it away. When the"}
{"text": "### Book:miser returned and found the place empty, he wept and tore his hair. But"}
{"text": "### Book:a neighbor who saw him in this extravagant grief, and learned the cause"}
{"text": "### Book:of it, said: \u201cFret thyself no longer, but take a stone and put it in the same"}
{"text": "### Book:place, and think that it is your lump of gold; for, as you never meant to"}
{"text": "### Book:use it. the one will do you as much good as the other.\u201d"}
{"text": "### Book:The worth of money is not in its possession, but in its use."}
{"text": "### Book:FABLES, AFSOP, SIXTH CENTURY B.C."}
{"text": "### Book:TRANSGRESSIONS OF THE LAW"}
{"text": "### Book:Transgression I"}
{"text": "### Book:After Francisco Pizarro conquered Peru, in 1532, gold from the Incan"}
{"text": "### Book:Empire began to pour into Spain, and Spaniards of all classes started"}
{"text": "### Book:dreaming of the instant riches to be had in the New World. The story"}
{"text": "### Book:soon spread of an Indian chief to the east of Peru who once each year"}
{"text": "### Book:would ritually cover himself in gold dust and dive into a lake. Soon word"}
{"text": "### Book:of mouth transformed El Dorado, the \u201cGolden Man,\u201d into an empire"}
{"text": "### Book:called El Dorado, wealthier than the Incan, where the streets were paved"}
{"text": "### Book:and the buildings inlaid with gold. This elaboration of the story did not"}
{"text": "### Book:seem implausible, for surely a chief who could afford to waste gold dust"}
{"text": "### Book:in a lake must rule a golden empire. Soon Spaniards were searching for"}
{"text": "### Book:El Dorado all over northern South America.In February of 1541, the largest expedition yet in this venture, led by"}
{"text": "### Book:Pizarro\u2019s brother Gonzalo, left Quito, in Ecuador. Resplendent in their ar"}
{"text": "### Book:mors and colorful silks, 340 Spaniards headed east, along with 4,000"}
{"text": "### Book:Indians to carry supplies and serve as scouts, 4,000 swine, dozens of"}
{"text": "### Book:llamas, and close to 1,000 dogs. But the expedition was soon hit by"}
{"text": "### Book:torrential rain, which rotted its gear and spoiled its food. Meanwhile, as"}
{"text": "### Book:Gonzalo Pizarro questioned the Indians they met along the way, those"}
{"text": "### Book:who seemed to be withholding information, or who had not even heard"}
{"text": "### Book:of the fabulous kingdom, he would torture and feed to the dogs. Word of"}
{"text": "### Book:the Spaniards\u2019 mur derousness spread quickly among the Indians, who"}
{"text": "### Book:realized that the only way to avoid Gonzalo\u2019s wrath was to make up"}
{"text": "### Book:stories about El Dorado and send him as far away as possible. As"}
{"text": "### Book:Gonzalo and his men followed the leads the Indians gave them, then,"}
{"text": "### Book:they were only led farther into deep jungle."}
{"text": "### Book:The explorers\u2019 spirits sagged. Their uniforms had long since shredded;"}
{"text": "### Book:their armor rusted and they threw it away; their shoes were torn to"}
{"text": "### Book:pieces, forcing them to walk barefoot; the Indian slaves they had set out"}
{"text": "### Book:with had either died or deserted them; they had eaten not only the swine"}
{"text": "### Book:but the hunting dogs and llamas. They lived on roots and fruit. Realizing"}
{"text": "### Book:that they could not continue this way, Pizarro decided to risk river travel,"}
{"text": "### Book:and a barge was built out of rotting wood. But the journey down the"}
{"text": "### Book:treacherous Napo River proved no easier. Setting up camp on the river\u2019s"}
{"text": "### Book:edge, Gonzalo sent scouts ahead on the barge to find Indian settlements"}
{"text": "### Book:with food. He waited and waited for the scouts to return, only to find out"}
{"text": "### Book:they had decided to desert the expedition and continue down the river on"}
{"text": "### Book:their own."}
{"text": "### Book:The rain continued without end. Gonzalo\u2019s men forgot about El Dorado;"}
{"text": "### Book:they wanted only to return to Quito. Finally, in August of 1542, a little"}
{"text": "### Book:over a hundred men, from an expedition originally numbering in the"}
{"text": "### Book:thousands, managed to find their way back. To the residents of Quito"}
{"text": "### Book:they seemed to have emerged from hell itself, wrapped in tatters and"}
{"text": "### Book:skins, their bodies covered in sores, and so emaciated as to be"}
{"text": "### Book:unrecognizable. For over a year and a half they had marched in an"}
{"text": "### Book:enormous circle, two thousand miles by foot. The vast sums of money"}
{"text": "### Book:invested in the expedition had yielded nothing\u2014no sign of El Dorado"}
{"text": "### Book:and no sign of gold. Interpretation"}
{"text": "### Book:Even after Gonzalo Pizarro\u2019s disaster, the Spaniards launched expedition"}
{"text": "### Book:after expedition in search of El Dorado. And like Pizarro the"}
{"text": "### Book:conquistadors would burn and loot villages, torture Indians, endure"}
{"text": "### Book:unimaginable hardships, and get no closer to gold. The money they spenton such expeditions cannot be calculated; yet despite the futility of the"}
{"text": "### Book:search, the lure of the fantasy endured."}
{"text": "### Book:There is a popular saying in Japan that goes \u201cTada yori takai mono wa"}
{"text": "### Book:nai,\u201d meaning: \u201cNothing is more costly than something given free of"}
{"text": "### Book:charge.\u201d"}
{"text": "### Book:THE UNSPOKEN WAY, MICHIHIRO MATSUMOTO, 1988"}
{"text": "### Book:MONEY"}
{"text": "### Book:Yusuf Ibn Jafar el-Amudi used to take sums of money, sometimes very"}
{"text": "### Book:large ones, from those who came to study with him. A distinguished"}
{"text": "### Book:legalist visiting him once said: \u201cI am enchanted and impressed by your"}
{"text": "### Book:teachings, and I am sure that you are directing your disciples in a proper"}
{"text": "### Book:manner. But it is not in accordance with tradition to take money for"}
{"text": "### Book:knowledge. Besides, the action is open to misinterpretation.\u201d El-Amudi"}
{"text": "### Book:said: \u201cI have never sold any knowledge. There is no Imoney on earth"}
{"text": "### Book:sufficient to pay for it. As for misinterpretation, the abstaining from"}
{"text": "### Book:taking money will not prevent it, for it will find some other object. Rather"}
{"text": "### Book:should you know that a man who takes money may be greedy for money,"}
{"text": "### Book:or he may not. But a man who takes nothing at all is under the gravest"}
{"text": "### Book:suspicion of robbing the disciple of his soul. People who say, \u2018I take"}
{"text": "### Book:nothing,\u2019 may be found to take away the volition of their victim.\u201d"}
{"text": "### Book:THE DERMIS PROBE, IDRIES SHAH, 1970"}
{"text": "### Book:Not only did the search for El Dorado cost millions of lives\u2014both"}
{"text": "### Book:Indian and Spanish\u2014it helped bring the ruin of the Spanish empire. Gold"}
{"text": "### Book:became Spain\u2019s obsession. The gold that did find its way back to Spain-"}
{"text": "### Book:and a lot did\u2014was reinvested in more expeditions, or in the purchase of"}
{"text": "### Book:luxuries, rather than in agriculture or any other productive endeavor."}
{"text": "### Book:Whole Spanish towns were depopulated as their menfolk left to hunt"}
{"text": "### Book:gold. Farms fell into ruin, and the army had no recruits for its European"}
{"text": "### Book:wars. By the end of the seventeenth century, the entire country had"}
{"text": "### Book:shrunk by more than half of its population; the city of Madrid had gone"}
{"text": "### Book:from a population of 400,000 to 150,000. With diminishing returns from"}
{"text": "### Book:its efforts over so many years, Spain fell into a decline from which it"}
{"text": "### Book:never recovered."}
{"text": "### Book:Power requires self-discipline. The prospect of wealth, particularly"}
{"text": "### Book:easy, sudden wealth, plays havoc with the emotions. The suddenly rich"}
{"text": "### Book:believe that more is always possible. The free lunch, the money that will"}
{"text": "### Book:fall into your lap, is just around the corner.In this delusion the greedy neglect everything power really depends"}
{"text": "### Book:on: self-control, the goodwill of others, and so on. Understand: With one"}
{"text": "### Book:exception\u2014death\u2014no lasting change in fortune comes quickly. Sudden"}
{"text": "### Book:wealth rarely lasts, for it is built on nothing solid. Never let lust for"}
{"text": "### Book:money lure you out of the protective and enduring fortress of real power."}
{"text": "### Book:Make power your goal and money will find its way to you. Leave El"}
{"text": "### Book:Dorado for suckers and fools."}
{"text": "### Book:Transgression II"}
{"text": "### Book:In the early eighteenth century, no one stood higher in English society"}
{"text": "### Book:than the Duke and Duchess of Marlborough. The duke, having led"}
{"text": "### Book:successful campaigns against the French, was considered Europe\u2019s"}
{"text": "### Book:premier general and strategist. And his wife, the duchess, after much"}
{"text": "### Book:maneuvering, had established herself as the favorite of Queen Anne, who"}
{"text": "### Book:became ruler of England in 1702. In 1704 the duke\u2019s triumph at the"}
{"text": "### Book:Battle of Blenheim made him the toast of England, and to honor him the"}
{"text": "### Book:queen awarded him a large plot of land in the town of Woodstock, and"}
{"text": "### Book:the funds to create a great palace there. Calling his planned home the"}
{"text": "### Book:Palace of Blenheim, the duke chose as his architect the young John"}
{"text": "### Book:Vanbrugh, a kind of Renaissance man who wrote plays as well as"}
{"text": "### Book:designed buildings. And so construction began, in the summer of 1705,"}
{"text": "### Book:with much fanfare and great hopes."}
{"text": "### Book:Vanbrugh had a dramatist\u2019s sense of architecture. His palace was to be"}
{"text": "### Book:a monument to Marlborough\u2019s brilliance and power, and was to include"}
{"text": "### Book:artificial lakes, enormous bridges, elaborate gardens, and other"}
{"text": "### Book:fantastical touches. From day one, however, the duchess could not be"}
{"text": "### Book:pleased: She thought Vanbrugh was wasting money on yet another stand"}
{"text": "### Book:of trees; she wanted the palace finished as soon as possible. The duchess"}
{"text": "### Book:tortured Vanbrugh and his workmen on every detail. She was consumed"}
{"text": "### Book:with petty matters; although the government was paying for Blenheim,"}
{"text": "### Book:she counted every penny. Eventually her grumbling, about Blenheim and"}
{"text": "### Book:other things too, created an irreparable rift between her and Queen Anne,"}
{"text": "### Book:who, in 1711, dismissed her from the court, ordering her to vacate her"}
{"text": "### Book:apartments at the royal palace. When the duchess left (fuming over the"}
{"text": "### Book:loss of her position, and also of her royal salary), she emptied the"}
{"text": "### Book:apartment of every fixture down to the brass doorknobs.THE MAN WHO LOVED MONEY BETTER"}
{"text": "### Book:THAN LIFE"}
{"text": "### Book:In ancient times there was an old woodcutter who went to the mountain"}
{"text": "### Book:almost every day to cut wood."}
{"text": "### Book:It was said that this old n?an was a miser who hoarded his silver until it"}
{"text": "### Book:changed to gold, and that he cared more for gold than anything else in"}
{"text": "### Book:all the world."}
{"text": "### Book:One day a wilderness tiger sprang at him and though he ran he could"}
{"text": "### Book:not escape, and the tiger carried him off in its mouth."}
{"text": "### Book:The woodcutter\u2019s son saw his father\u2019s danger, and ran to save him if"}
{"text": "### Book:possible. He carried a long knife, and as he could run faster than the"}
{"text": "### Book:tiger, who had a man to carry, he soon overtook them."}
{"text": "### Book:His father was not much hurt, for the tiger held him by his clothes. When"}
{"text": "### Book:the old woodcutter saw his son about to stab the tiger he called out in"}
{"text": "### Book:great alarm: \u201cDo not spoil the tiger\u2019s skin! Do not spoil the tiger\u2019s skin!"}
{"text": "### Book:If you can kill him without cutting holes in his skin we can get many"}
{"text": "### Book:pieces of silver for it. Kill him, but do not cut his body.\u201d While the son"}
{"text": "### Book:was listening to his father\u2019s instructions the tiger suddenly dashed off"}
{"text": "### Book:into the forest, carrying the old man where the son could not reach him,"}
{"text": "### Book:and he was soon killed."}
{"text": "### Book:\u201cCHINESE FABLE,\u201d VARIOUS FABLES FROM VARIOUS PLACES,"}
{"text": "### Book:DIANE DI PRIMA, ED., 1960"}
{"text": "### Book:Over the next ten years, work on Blenheim would stop and start, as the"}
{"text": "### Book:funds became harder to procure from the government. The duchess"}
{"text": "### Book:thought Vanbrugh was out to ruin her. She quibbled over every carload"}
{"text": "### Book:of stone and bushel of lime, counted every extra yard of iron railing or"}
{"text": "### Book:foot of wainscot, hurling abuse at the wasteful workmen, contractors,"}
{"text": "### Book:and surveyors. Marlborough, old and weary, wanted nothing more than"}
{"text": "### Book:to settle into the palace in his last years, but the project became bogged"}
{"text": "### Book:down in a swamp of litigation, the workmen suing the duchess for"}
{"text": "### Book:wages, the duchess suing the architect right back. In the midst of this"}
{"text": "### Book:interminable wrangling, the duke died. He had never spent a night in his"}
{"text": "### Book:beloved Blenheim."}
{"text": "### Book:After Marlborough\u2019s death, it became clear that he had a vast estate,"}
{"text": "### Book:worth over \u00a32 million\u2014more than enough to pay for finishing the"}
{"text": "### Book:palace. But the duchess would not relent: She held back Vanbrugh\u2019s"}
{"text": "### Book:wages as well as the workmen\u2019s, and finally had the architect dismissed.The man who took his place finished Blenheim in a few years, following"}
{"text": "### Book:Vanbrugh\u2019s designs to the letter. Vanbrugh died in 1726, locked out of"}
{"text": "### Book:the palace by the duchess, unable to set foot in his greatest creation."}
{"text": "### Book:Foreshadowing the romantic movement, Blenheim had started a whole"}
{"text": "### Book:new trend in architecture, but had given its creator a twenty-year"}
{"text": "### Book:nightmare."}
{"text": "### Book:Interpretation"}
{"text": "### Book:For the Duchess of Marlborough, money was a way to play sadistic"}
{"text": "### Book:power games. She saw the loss of money as a symbolic loss of power."}
{"text": "### Book:With Vanbrugh her contortions went deeper still: He was a great artist,"}
{"text": "### Book:and she envied his power to create, to attain a fame outside her reach."}
{"text": "### Book:She may not have had his gifts, but she did have the money to torture and"}
{"text": "### Book:abuse him over the pettiest details\u2014to ruin his life."}
{"text": "### Book:This kind of sadism, however, bears an awful price. It made"}
{"text": "### Book:construction that should have lasted ten years take twenty. It poisoned"}
{"text": "### Book:many a relationship, alienated the duchess from the court, deeply pained"}
{"text": "### Book:the duke (who wanted only to live peacefully in Blenheim), created"}
{"text": "### Book:endless lawsuits, and took years off Vanbrugh\u2019s life. Finally, too,"}
{"text": "### Book:posterity had the last word: Vanbrugh is recognized as a genius while the"}
{"text": "### Book:duchess is forever remembered for her consummate cheapness."}
{"text": "### Book:The powerful must have grandeur of spirit\u2014they can never reveal any"}
{"text": "### Book:pettiness. And money is the most visible arena in which to display either"}
{"text": "### Book:grandeur or pettiness. Best spend freely, then, and create a reputation for"}
{"text": "### Book:generosity, which in the end will pay great dividends. Never let financial"}
{"text": "### Book:details blind you to the bigger picture of how people perceive you. Their"}
{"text": "### Book:resentment will cost you in the long run. And if you want to meddle in"}
{"text": "### Book:the work of creative people under your hire, at least pay them well. Your"}
{"text": "### Book:money will buy their submission better than your displays of power."}
{"text": "### Book:THE STORY OF MOSES AND PHARAOH"}
{"text": "### Book:It is written in the histories of the prophets that Moses was sent to"}
{"text": "### Book:Pharaoh with many miracles, wonders and honors. Now the daily ration"}
{"text": "### Book:for Pharaoh\u2019s table was 4,000 sheep, 400 cows, 200 camels, and a"}
{"text": "### Book:corresponding amount of chickens, fish, beverages, fried meats, sweets,"}
{"text": "### Book:and other things. All the people of Egypt and all his army used to eat at"}
{"text": "### Book:his table every day. For 400 years he had claimed divinity and never"}
{"text": "### Book:ceased providing this food. When Moses prayed, saying, \u201cO Lord,destroy Pharaoh,\u201d God answered his prayer and said, \u201cI shall destroy"}
{"text": "### Book:him in water, and I shall bestow all his wealth and that of his soldiers on"}
{"text": "### Book:you and your peoples.\u201d Several vears passed bv after this promise, and"}
{"text": "### Book:Pharaoh, doomed to rum, continued to live in all his magnificence."}
{"text": "### Book:Moses was impatient for God to destroy Pharaoh quickle, and he could"}
{"text": "### Book:not endure to wail any longer. So he fasted for forty days and went to"}
{"text": "### Book:Mount Sinai, and in his communing with god he said, \u201cO Lord. Thou"}
{"text": "### Book:didst promise that Thou wouldst destroy Pharaoh, and still he has"}
{"text": "### Book:forsaken none of his blasphemies and pretensions. So when wilt Thou"}
{"text": "### Book:destroy him?\u201d"}
{"text": "### Book:A voice came from The Truth saying, \u201cO Muses, you want Me to destroy"}
{"text": "### Book:Pharaoh as quickly as possible, but a thousand times a thousand of My"}
{"text": "### Book:servants want Me never to do so, because they partake of his bounty and"}
{"text": "### Book:enjoy tranquillity under his rule. By My power I swear that as long as he"}
{"text": "### Book:provides abundant food and comfort for My creatures, I shall not destroy"}
{"text": "### Book:him.\u201d"}
{"text": "### Book:Moses said, \u201cThen when will Thy promise be fulfilled?\u201d God said, \u201cMv"}
{"text": "### Book:promise will be fulfilled when he withholds his provision from My"}
{"text": "### Book:creatures. If ever he begins to lessen his bounty, know that his hour is"}
{"text": "### Book:drawing near.\u201d"}
{"text": "### Book:It chanced that one day Pharaoh said to Haman, \u201cMoses has gathered"}
{"text": "### Book:the Sons of Israel about him and is causing us disquiet. We know not"}
{"text": "### Book:what will be the issue of his affair with us. We must keep our stores full"}
{"text": "### Book:lest at any time we be without resources. So we must halve our daily"}
{"text": "### Book:rations and keep the saving in reserve.\u201d He deducted 2, 000 sheep, 200"}
{"text": "### Book:cows, and a 100 camels, and similarly every two or three days reduced"}
{"text": "### Book:the ration. Moses then knew that the promise of The Truth was near to"}
{"text": "### Book:fulfillment, for excessive economy is a sign of decline and a bad omen."}
{"text": "### Book:The masters of tradition say that on the day when Pharaoh was drowned"}
{"text": "### Book:only two ewes had been killed in his kitchen. Nothing is better than"}
{"text": "### Book:generosity\u2026. If a man is rich and desires, without a royal charter, to act"}
{"text": "### Book:like a lord; if he wants men to humble themselves before him, to revere"}
{"text": "### Book:him and call him Lord and prince, then tell him every day to spread a"}
{"text": "### Book:table with victuals. All those who have acquired renown in the world,"}
{"text": "### Book:have gained it mainly through hospitality, while the miserly and"}
{"text": "### Book:avaricious are despised in both worlds."}
{"text": "### Book:THE BOOK OF GOVERNMENT OR RULES FOR KINGS, NIZAM"}
{"text": "### Book:AL-MULK, ELEVENTH CENTURYOBSERVANCES OF THE LAW"}
{"text": "### Book:Observance I"}
{"text": "### Book:Pietro Aretino, son of a lowly shoemaker, had catapulted himself into"}
{"text": "### Book:fame as a writer of biting satires. But like every Renaissance artist, he"}
{"text": "### Book:needed to find a patron who would give him a comfortable lifestyle"}
{"text": "### Book:while not interfering with his work. In 1528 Aretino decided to attempt a"}
{"text": "### Book:new strategy in the patronage game. Leaving Rome, he established"}
{"text": "### Book:himself in Venice, where few had heard of him. He had a fair amount of"}
{"text": "### Book:money he had managed to save, but little else. Soon after he moved into"}
{"text": "### Book:his new home, however, he threw open its doors to rich and poor,"}
{"text": "### Book:regaling them with banquets and amusements. He befriended each and"}
{"text": "### Book:every gondolier, tipping them royally. In the streets, he spread his money"}
{"text": "### Book:liberally, giving it away to beggars, orphans, washerwomen. Among the"}
{"text": "### Book:city\u2019s commoners, word quickly spread that Aretino was more than just a"}
{"text": "### Book:great writer, he was a man of power\u2014a kind of lord."}
{"text": "### Book:Artists and men of influence soon began to frequent Aretino\u2019s house."}
{"text": "### Book:Within a few years he made himself a celebrity; no visiting dignitary"}
{"text": "### Book:would think of leaving Venice without paying him a call. His generosity"}
{"text": "### Book:had cost him most of his savings, but had bought him influence and a"}
{"text": "### Book:good name\u2014a cornerstone in the foundation of power. Since in"}
{"text": "### Book:Renaissance Italy as elsewhere the ability to spend freely was the"}
{"text": "### Book:privilege of the rich, the aristocracy thought Aretino had to be a man of"}
{"text": "### Book:influence, since he spent money like one. And since the influence of a"}
{"text": "### Book:man of influence is worth buying, Aretino became the recipient of all"}
{"text": "### Book:sorts of gifts and moneys. Dukes and duchesses, wealthy merchants, and"}
{"text": "### Book:popes and princes competed to gain his favor, and showered him with all"}
{"text": "### Book:kinds of presents."}
{"text": "### Book:Aretino\u2019s spending habits, of course, were strategic, and the strategy"}
{"text": "### Book:worked like a charm. But for real money and comfort he needed a great"}
{"text": "### Book:patron\u2019s bottomless pockets. Having surveyed the possibilities, he"}
{"text": "### Book:eventually set his sights on the extremely wealthy Marquis of Mantua,"}
{"text": "### Book:and wrote an epic poem that he dedicated to the marquis. This was a"}
{"text": "### Book:common practice of writers looking for patronage: In exchange for a"}
{"text": "### Book:dedication they would get a small stipend, enough to write yet another"}
{"text": "### Book:poem, so that they spent their lives in a kind of constant servility."}
{"text": "### Book:Aretino, however, wanted power, not a measly wage. He might dedicate"}
{"text": "### Book:a poem to the marquis, but he would offer it to him as a gift, implying bydoing so that he was not a hired hack looking for a stipend but that he"}
{"text": "### Book:and the marquis were equals."}
{"text": "### Book:Aretino\u2019s gift-giving did not stop there: As a close friend of two of"}
{"text": "### Book:Venice\u2019s greatest artists, the sculptor Jacopo Sansovino and the painter"}
{"text": "### Book:Titian, he convinced these men to participate in his gift-giving scheme."}
{"text": "### Book:Aretino had studied the marquis before going to work on him, and knew"}
{"text": "### Book:his taste inside and out; he was able to advise Sansovino and Titian what"}
{"text": "### Book:subject matter would please the marquis most. When he then sent a"}
{"text": "### Book:Sansovino sculpture and a Titian painting to the marquis as gifts from all"}
{"text": "### Book:three of them, the man was beside himself with joy."}
{"text": "### Book:Over the next few months, Aretino sent other gifts\u2014swords, saddles,"}
{"text": "### Book:the glass that was a Venetian specialty, things he knew the marquis"}
{"text": "### Book:prized. Soon he, Titian, and Sansovino began to receive gifts from the"}
{"text": "### Book:marquis in return. And the strategy went further: When the son-in-law of"}
{"text": "### Book:a friend of Aretino\u2019s found himself in jail in Mantua, Aretino was able to"}
{"text": "### Book:get the marquis to arrange his release. Aretino\u2019s friend, a wealthy"}
{"text": "### Book:merchant, was a man of great influence in Venice; by turning the"}
{"text": "### Book:goodwill he had built up with the marquis to use, Aretino had now"}
{"text": "### Book:bought this man\u2019s indebtedness, too, and he in turn would help Aretino"}
{"text": "### Book:when he could. The circle of influence was growing wider. Time and"}
{"text": "### Book:again, Aretino was able to cash in on the immense political power of the"}
{"text": "### Book:marquis, who also helped him in his many court romances."}
{"text": "### Book:Eventually, however, the relationship became strained, as Aretino"}
{"text": "### Book:came to feel that the marquis should have requited his generosity better."}
{"text": "### Book:But he would not lower himself to begging or whining: Since the"}
{"text": "### Book:exchange of gifts between the two men had made them equals, it would"}
{"text": "### Book:not seem right to bring up money. He simply withdrew from the"}
{"text": "### Book:marquis\u2019s circle and hunted for other wealthy prey, settling first on the"}
{"text": "### Book:French king Francis, then the Medicis, the Duke of Urbino, Emperor"}
{"text": "### Book:Charles V, and more. In the end, having many patrons meant he did not"}
{"text": "### Book:have to bow to any of them, and his power seemed comparable to that of"}
{"text": "### Book:a great lord. Interpretation"}
{"text": "### Book:Aretino understood two fundamental properties of money: First, that it"}
{"text": "### Book:has to circulate to bring power. What money should buy is not lifeless"}
{"text": "### Book:objects but power over people. By keeping money in constant"}
{"text": "### Book:circulation, Aretino bought an ever-expanding circle of influence that in"}
{"text": "### Book:the end more than compensated him for his expenses."}
{"text": "### Book:Second, Aretino understood the key property of the gift. To give a gift"}
{"text": "### Book:is to imply that you and the recipient are equals at the very least, or that"}
{"text": "### Book:you are the recipient\u2019s superior. A gift also involves an indebtedness orobligation; when friends, for instance, offer you something for free, you"}
{"text": "### Book:can be sure they expect something in return, and that to get it they are"}
{"text": "### Book:making you feel indebted. (The mechanism may or may not be entirely"}
{"text": "### Book:conscious on their part, but this is how it works.)"}
{"text": "### Book:Aretino avoided such encumbrances on his freedom. Instead of acting"}
{"text": "### Book:like a menial who expects the powerful to pay his way in life, he turned"}
{"text": "### Book:the whole dynamic around; instead of being indebted to the powerful, he"}
{"text": "### Book:made the powerful indebted to him. This was the point of his gift-giving,"}
{"text": "### Book:a ladder that carried him to the highest social levels. By the end of his"}
{"text": "### Book:life he had become the most famous writer in Europe."}
{"text": "### Book:Understand: Money may determine power relationships, but those"}
{"text": "### Book:relationships need not depend on the amount of money you have; they"}
{"text": "### Book:also depend on the way you use it. Powerful people give freely, buying"}
{"text": "### Book:influence rather than things. If you accept the inferior position because"}
{"text": "### Book:you have no fortune yet, you may find yourself in it forever. Play the"}
{"text": "### Book:trick that Aretino played on Italy\u2019s aristocracy: Imagine yourself an"}
{"text": "### Book:equal. Play the lord, give freely, open your doors, circulate your money,"}
{"text": "### Book:and create the facade of power through an alchemy that transforms"}
{"text": "### Book:money into influence."}
{"text": "### Book:Observance II"}
{"text": "### Book:Soon after Baron James Rothschild made his fortune in Paris in the early"}
{"text": "### Book:1820s, he faced his most intractable problem: How could a Jew and a"}
{"text": "### Book:German, a total outsider to French society, win the respect of the"}
{"text": "### Book:xenophobic French upper classes? Rothschild was a man who"}
{"text": "### Book:understood power\u2014he knew that his fortune would bring him status, but"}
{"text": "### Book:that if he remained socially alienated neither his status nor his fortune"}
{"text": "### Book:would last. So he looked at the society of the time and asked what would"}
{"text": "### Book:win their hearts."}
{"text": "### Book:Charity? The French couldn\u2019t care less. Political influence? He already"}
{"text": "### Book:had that, and if anything it only made people more suspicious of him."}
{"text": "### Book:The one weak spot, he decided, was boredom. In the period of the"}
{"text": "### Book:restoration of the monarchy, the French upper classes were bored. So"}
{"text": "### Book:Rothschild began to spend astounding sums of money on entertaining"}
{"text": "### Book:them. He hired the best architects in France to design his gardens and"}
{"text": "### Book:ballroom; he hired Marie-Antoine Car\u00eame, the most celebrated French"}
{"text": "### Book:chef, to prepare the most lavish parties Paris had ever witnessed; no"}
{"text": "### Book:Frenchman could resist, even if the parties were given by a German Jew.Rothschild\u2019s weekly soirees began to attract bigger and bigger numbers."}
{"text": "### Book:Over the next few years he won the only thing that would secure an"}
{"text": "### Book:outsider\u2019s power: social acceptance."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Strategic generosity is always a great weapon in building a support base,"}
{"text": "### Book:particularly for the outsider. But the Baron de Rothschild was cleverer"}
{"text": "### Book:still: He knew it was his money that had created the barrier between him"}
{"text": "### Book:and the French, making him look ugly and untrustworthy. The best way"}
{"text": "### Book:to overcome this was literally to waste huge sums, a gesture to show he"}
{"text": "### Book:valued French culture and society over money. What Rothschild did"}
{"text": "### Book:resembled the famous potlatch feasts of the American Northwest: By"}
{"text": "### Book:periodically destroying its wealth in a giant orgy of festivals and"}
{"text": "### Book:bonfires, an Indian tribe would symbolize its power over other tribes."}
{"text": "### Book:The base of its power was not money but its ability to spend, and its"}
{"text": "### Book:confidence in a superiority that would restore to it all that the potlatch"}
{"text": "### Book:had destroyed."}
{"text": "### Book:In the end, the baron\u2019s soirees reflected his desire to mingle not just in"}
{"text": "### Book:France\u2019s business world but in its society. By wasting money on his pot-"}
{"text": "### Book:latches, he hoped to demonstrate that his power went beyond money into"}
{"text": "### Book:the more precious realm of culture. Rothschild may have won social"}
{"text": "### Book:acceptance by spending money, but the support base he gained was one"}
{"text": "### Book:that money alone could not buy. To secure his fortune he had to \u201cwaste\u201d"}
{"text": "### Book:it. That is strategic generosity in a nutshell\u2014the ability to be flexible"}
{"text": "### Book:with your wealth, putting it to work, not to buy objects, but to win"}
{"text": "### Book:people\u2019s hearts."}
{"text": "### Book:Observance III"}
{"text": "### Book:The Medicis of Renaissance Florence had built their immense power on"}
{"text": "### Book:the fortune they had made in banking. But in Florence, centuries-old"}
{"text": "### Book:republic that it was, the idea that money bought power went against all"}
{"text": "### Book:the city\u2019s proud democratic values. Cosimo de\u2019 Medici, the first of the"}
{"text": "### Book:family to gain great fame, worked around this by keeping a low profile."}
{"text": "### Book:He never flaunted his wealth. But by the time his grandson Lorenzo"}
{"text": "### Book:came of age, in the 1470s, the family\u2019s wealth was too large, and their"}
{"text": "### Book:influence too noticeable, to be disguised any longer.THE FLAME-COLORED CLOCK"}
{"text": "### Book:During the campaign of Carnbyses in Egypt, a great many Greeks visited"}
{"text": "### Book:that country for one reason or another: some, as was to be expected, for"}
{"text": "### Book:trade, some to serve in the army, others, no doubt, out of mere curiosity,"}
{"text": "### Book:to see what they could see. Amongst the sightseers was Aeaces\u2019s son"}
{"text": "### Book:Syloson, the exiled brother of Polycrates of Samos. While he was in"}
{"text": "### Book:Egypt, Syloson had an extraordinary stroke of luck: he was hanging"}
{"text": "### Book:about the streets of Memphis dressed in a flame-colored cloak, when"}
{"text": "### Book:Darius, who at that time was a member of Cambyses\u2019s guard and not yet"}
{"text": "### Book:of any particular importance, happened to catch sight of him and, seized"}
{"text": "### Book:with a sudden longing to possess the cloak, came up to Syloson and"}
{"text": "### Book:made him an offer for it."}
{"text": "### Book:His extreme anxiety to get it was obvious enough to Syloson, who was"}
{"text": "### Book:inspired to say: \u201cI am not selling this for any money, but if you must"}
{"text": "### Book:have it, I will give it to you for free. \u201d Darius thererepon thanked him"}
{"text": "### Book:warmly and took it. Syloson at the moment merely thought he had lost it"}
{"text": "### Book:by his foolish good nature; then came the death of Cambyses and the"}
{"text": "### Book:revolt of the seven against the Magus, and Darius ascended the throne."}
{"text": "### Book:Syloson now had the news that the man whose request for the flame-"}
{"text": "### Book:colored cloak he had formerly gratified in Egypt had become king of"}
{"text": "### Book:Persia. He hurried to Susa, sat down at the entrance of the royal palace,"}
{"text": "### Book:and claimed to be included in the official list of the king\u2019s benefactors."}
{"text": "### Book:The sentry on guard reported his claim to Darius, who asked in surprise"}
{"text": "### Book:who the man might be. \u201cFor surely,\u201d he said, \u201cas I have so recently"}
{"text": "### Book:come to the throne, there cannot be any Greek to whom I am indebted for"}
{"text": "### Book:a service. Hardly any of them have been here yet, and I certainly cannot"}
{"text": "### Book:remember owing anything to a Greek. But bring him in all the same, that"}
{"text": "### Book:I may know what he means by this claim.\u201d"}
{"text": "### Book:The guard escorted Syloson into the royal presence, and when the"}
{"text": "### Book:interpreters asked him who he was and what he had done to justify the"}
{"text": "### Book:statement that he was the king\u2019s benefactor, he reminded Darius of the"}
{"text": "### Book:story of the cloak, and said that he was the man who had given it him."}
{"text": "### Book:\u201cSir,\u201d exclaimed Darius, \u201cyou are the most generous of men; for while I"}
{"text": "### Book:was still a person of no power or consequence you gave me a present\u2014"}
{"text": "### Book:small indeed, but deserving then as much gratitude from me as would the"}
{"text": "### Book:most splendid of gifts today. I will give you in return more silver and"}
{"text": "### Book:gold than you can count, that you may never regret that you once did a"}
{"text": "### Book:favor to Darius the son of Hystaspes. \u201d \u201cMy lord, \u201d replied Syloson, \u201ddo"}
{"text": "### Book:not give me gold or silver, but recover Samos for me, my native island,which now since Oroetes killed my brother Polycrates is in the hands of"}
{"text": "### Book:one of our servants. Let Samos be your gift to me\u2014but let no man in the"}
{"text": "### Book:island be killed or enslaved.\u201d"}
{"text": "### Book:Darius consented to Syloson\u2019s request, and dispatched a force under the"}
{"text": "### Book:command of Otanes, one of the seven, with orders to do everything that"}
{"text": "### Book:Syloson had asked."}
{"text": "### Book:THE HISTORIES. HERODOTUS. FIFTH CENTURY B.C."}
{"text": "### Book:Lorenzo solved the problem in his own way by developing the"}
{"text": "### Book:strategy of distraction that has served people of wealth ever since: He"}
{"text": "### Book:became the most illustrious patron of the arts that history has ever"}
{"text": "### Book:known. Not only did he spend lavishly on paintings, he created Italy\u2019s"}
{"text": "### Book:finest apprentice schools for young artists. It was in one of these schools"}
{"text": "### Book:that the young Michelangelo first caught the attention of Lorenzo, who"}
{"text": "### Book:invited the artist to come and live in his house. He did the same with"}
{"text": "### Book:Leonardo da Vinci. Once under his wing, Michelangelo and Leonardo"}
{"text": "### Book:requited his generosity by becoming loyal artists in his stable."}
{"text": "### Book:Whenever Lorenzo faced an enemy, he would wield the weapon of"}
{"text": "### Book:patronage. When Pisa, Florence\u2019s traditional enemy, threatened to rebel"}
{"text": "### Book:against it in 1472, Lorenzo placated its people by pouring money into its"}
{"text": "### Book:university, which had once been its pride and joy but had long ago lost"}
{"text": "### Book:its luster. The Pisans had no defense against this insidious maneuver,"}
{"text": "### Book:which simultaneously fed their love of culture and blunted their desire"}
{"text": "### Book:for battle. Interpretation"}
{"text": "### Book:Lorenzo undoubtedly loved the arts, but his patronage of artists had a"}
{"text": "### Book:practical function as well, of which he was keenly aware. In Florence at"}
{"text": "### Book:the time, banking was perhaps the least admired way of making money,"}
{"text": "### Book:and was certainly not a respected source of power. The arts were at the"}
{"text": "### Book:other pole, the pole of quasi-religious transcendence. By spending on the"}
{"text": "### Book:arts, Lorenzo diluted people\u2019s opinions of the ugly source of his wealth,"}
{"text": "### Book:disguising himself in nobility. There is no better use of strategic"}
{"text": "### Book:generosity than that of distracting attention from an unsavory reality and"}
{"text": "### Book:wrapping oneself in the mantle of art or religion."}
{"text": "### Book:Observance IV"}
{"text": "### Book:Louis XIV had an eagle eye for the strategic power of money. When he"}
{"text": "### Book:came to the throne, the powerful nobility had recently proven a thorn in"}
{"text": "### Book:the monarchy\u2019s side, and seethed with rebelliousness. So heimpoverished these aristocrats by making them spend enormous sums on"}
{"text": "### Book:maintaining their position in the court. Making them dependent on royal"}
{"text": "### Book:largesse for their livelihood, he had them in his claws."}
{"text": "### Book:Next Louis brought the nobles to their knees with strategic generosity."}
{"text": "### Book:It would work like this: Whenever he noticed a stubborn courtier whose"}
{"text": "### Book:influence he needed to gain, or whose troublemaking he needed to"}
{"text": "### Book:squelch, he would use his vast wealth to soften the soil. First he would"}
{"text": "### Book:ignore his victim, making the man anxious. Then the man would"}
{"text": "### Book:suddenly find that his son had been given a well-paid post, or that funds"}
{"text": "### Book:had been spent liberally in his home region, or that he had been given a"}
{"text": "### Book:painting he had long coveted. Presents would flow from Louis\u2019s hands."}
{"text": "### Book:Finally, weeks or months later, Louis would ask for the favor he had"}
{"text": "### Book:needed all along. A man who had once vowed to do anything to stop the"}
{"text": "### Book:king would find he had lost the desire to fight. A straightforward bribe"}
{"text": "### Book:would have made him rebellious; this was far more insidious. Facing"}
{"text": "### Book:hardened earth in which nothing could take root, Louis loosened the soil"}
{"text": "### Book:before he planted his seeds. Interpretation"}
{"text": "### Book:Louis understood that there is a deep-rooted emotional element in our"}
{"text": "### Book:attitude to money, an element going back to childhood. When we are"}
{"text": "### Book:children, all kinds of complicated feelings about our parents center"}
{"text": "### Book:around gifts; we see the giving of a gift as a sign of love and approval."}
{"text": "### Book:And that emotional element never goes away. The recipients of gifts,"}
{"text": "### Book:financial or otherwise, are suddenly as vulnerable as children, especially"}
{"text": "### Book:when the gift comes from someone in authority. They cannot help"}
{"text": "### Book:opening up; their will is loosened, as Louis loosened the soil."}
{"text": "### Book:To succeed best, the gift should come out of the blue. It should be"}
{"text": "### Book:remarkable for the fact that a gift like it has never been given before, or"}
{"text": "### Book:for being preceded by a cold shoulder from the giver. The more often"}
{"text": "### Book:you give to particular people, the blunter this weapon becomes. If they"}
{"text": "### Book:don\u2019t take your gifts for granted, becoming monsters of ingratitude, they"}
{"text": "### Book:will resent what appears to be charity. The sudden, unexpected, one-time"}
{"text": "### Book:gift will not spoil your children; it will keep them under your thumb."}
{"text": "### Book:Observance V"}
{"text": "### Book:The antique dealer Fushimiya, who lived in the city of Edo (former name"}
{"text": "### Book:for Tokyo) in the seventeenth century, once made a stop at a village"}
{"text": "### Book:teahouse. After enjoying a cup of tea, he spent several minutes"}
{"text": "### Book:scrutinizing the cup, which he eventually paid for and took away withhim. A local artisan, watching this, waited until Fushimiya left the shop,"}
{"text": "### Book:then approached the old woman who owned the teahouse and asked her"}
{"text": "### Book:who this man was. She told him it was Japan\u2019s most famous connoisseur,"}
{"text": "### Book:antique dealer to the lord of Izumo. The artisan ran out of the shop,"}
{"text": "### Book:caught up with Fushimiya, and begged him to sell him the cup, which"}
{"text": "### Book:must clearly be valuable if Fushimiya judged it so. Fushimiya laughed"}
{"text": "### Book:heartily: \u201cIt\u2019s just an ordinary cup of Bizen ware,\u201d he explained, \u201cand it"}
{"text": "### Book:is not valuable at all. The reason I was looking at it was that the steam"}
{"text": "### Book:seemed to hang about it strangely and I wondered if there wasn\u2019t a leak"}
{"text": "### Book:somewhere.\u201d (Devotees of the Tea Ceremony were interested in any odd"}
{"text": "### Book:or accidental beauty in nature.) Since the artisan still seemed so excited"}
{"text": "### Book:about it, Fushimiya gave him the cup for free."}
{"text": "### Book:The artisan took the cup around, trying to find an expert who would"}
{"text": "### Book:appraise it at a high price, but since all of them recognized it as an"}
{"text": "### Book:ordinary teacup he got nowhere. Soon he was neglecting his own"}
{"text": "### Book:business, thinking only of the cup and the fortune it could bring. Finally"}
{"text": "### Book:he went to Edo to talk to Fushimiya at his shop. There the dealer,"}
{"text": "### Book:realizing that he had inadvertently caused this man pain by making him"}
{"text": "### Book:believe the cup had great worth, paid him 100 ryo (gold pieces) for the"}
{"text": "### Book:cup as a kindness. The cup was indeed mediocre, but he wanted to rid the"}
{"text": "### Book:artisan of his obsession, while also allowing him to feel that his effort"}
{"text": "### Book:had not been wasted. The artisan thanked him and went on his way."}
{"text": "### Book:Money is never spent to so much advantage as when vou have been"}
{"text": "### Book:cheated out of it; for at one stroke you have purchased prudence."}
{"text": "### Book:ARTHUR SCHOPENHAUER, 1788-1860"}
{"text": "### Book:Soon word spread of Fushimiya\u2019s purchase of the teacup. Every dealer"}
{"text": "### Book:in Japan clamored for him to sell it, since a cup he had bought for 100"}
{"text": "### Book:ryo must be worth much more. He tried to explain the circumstances in"}
{"text": "### Book:which he had bought the cup, but the dealers could not be dissuaded."}
{"text": "### Book:Fushimiya finally relented and put the cup up for sale."}
{"text": "### Book:During the auction, two buyers simultaneously bid 200 ryo for the"}
{"text": "### Book:teacup, and then began to fight over who had bid first. Their fighting"}
{"text": "### Book:tipped over a table and the teacup fell to the ground and broke into"}
{"text": "### Book:several pieces. The auction was clearly over. Fushimiya glued and"}
{"text": "### Book:mended the cup, then stored it away, thinking the affair finished. Years"}
{"text": "### Book:later, however, the great tea master Matsudaira Fumai visited the store,"}
{"text": "### Book:and asked to see the cup, which by then had become legendary. Fumai"}
{"text": "### Book:examined it. \u201cAs a piece,\u201d he said, \u201cit is not up to much, but a Tea"}
{"text": "### Book:Master prizes sentiment and association more than intrinsic value.\u201d Hebought the cup for a high sum. A glued-together work of less than"}
{"text": "### Book:ordinary craftsmanship had become one of the most famous objects in"}
{"text": "### Book:Japan."}
{"text": "### Book:Interpretation"}
{"text": "### Book:The story shows, first, an essential aspect of money: That it is humans"}
{"text": "### Book:who have created it and humans who instill it with meaning and value."}
{"text": "### Book:Second, with objects as with money, what the courtier most values are"}
{"text": "### Book:the sentiments and emotions embedded in them\u2014these are what make"}
{"text": "### Book:them worth having. The lesson is simple: The more your gifts and your"}
{"text": "### Book:acts of generosity play with sentiment, the more powerful they are. The"}
{"text": "### Book:object or concept that plays with a charged emotion or hits a chord of"}
{"text": "### Book:sentiment has more power than the money you squander on an expensive"}
{"text": "### Book:yet lifeless present."}
{"text": "### Book:Observance VI"}
{"text": "### Book:Akimoto Suzutomo, a wealthy adherent of the tea ceremony, once gave"}
{"text": "### Book:his page 100 ryo (gold pieces) and instructed him to purchase a tea bowl"}
{"text": "### Book:offered by a particular dealer. When the page saw the bowl, he doubted it"}
{"text": "### Book:was worth that much, and after much bargaining got the price reduced to"}
{"text": "### Book:95 ryo. Days later, after Suzutomo had put the bowl to use, the page"}
{"text": "### Book:proudly told him what he had done."}
{"text": "### Book:\u201cWhat an ignoramus you are!\u201d replied Suzutomo. \u201cA tea bowl that"}
{"text": "### Book:anyone asks 100 pieces of gold for can only be a family heirloom, and a"}
{"text": "### Book:thing like that is only sold when the family is pressed for money. And in"}
{"text": "### Book:that case they will be hoping to find someone who will give even 150"}
{"text": "### Book:pieces for it. So what sort of fellow is it who does not consider their"}
{"text": "### Book:feelings? Quite apart from that, a curio that you give 100 ryo for is"}
{"text": "### Book:something worth having, but one that has only cost 95 gives a mean"}
{"text": "### Book:impression. So never let me see that tea bowl again!\u201d And he had the"}
{"text": "### Book:bowl locked away, and never took it out."}
{"text": "### Book:Interpretation"}
{"text": "### Book:When you insist on paying less, you may save your five ryo, but the"}
{"text": "### Book:insult you cause and the cheap impression you create will cost you inreputation, which is the thing the powerful prize above all. Learn to pay"}
{"text": "### Book:the full price\u2014it will save you a lot in the end."}
{"text": "### Book:A GIFT OF FISH"}
{"text": "### Book:Kung-yi Hsiu, premier of Lu, was fond of fish. Therefore, people in the"}
{"text": "### Book:whole country conscientiously bought fish, which they presented to him."}
{"text": "### Book:However, Kung-yi would not accept the presents. Against such a step his"}
{"text": "### Book:younger brother remonstrated with him and said: \u201cYou like fish, indeed."}
{"text": "### Book:Why don\u2019t you accept the present of fish?\u201d In reply, he said: \u201cIt is solely"}
{"text": "### Book:because I like fish that I would not accept the fish they gave me. Indeed,"}
{"text": "### Book:if I accept the fish, I will be placed under an obligation to them. Once"}
{"text": "### Book:placed under an obligation to them, I will some time have to bend the"}
{"text": "### Book:law. If I bend the law, I will be dismissed from the premiership. After"}
{"text": "### Book:being dismissed from the premiership, I might not be able to supply"}
{"text": "### Book:myself with fish. On the contrary, if I do not accept the fish from them"}
{"text": "### Book:and am not dismissed the premiership, however fond of fish, I can always"}
{"text": "### Book:supply myself with fish.\u201d"}
{"text": "### Book:HAN-FEI-TZU, CHINESE PHILOSOPHER, THIRD CENTURY B.C."}
{"text": "### Book:Observance VII"}
{"text": "### Book:Sometime near the beginning of the seventeenth century in Japan, a"}
{"text": "### Book:group of generals whiled away the time before a big battle by staging an"}
{"text": "### Book:incense-smelling competition. Each participant anted up a prize for the"}
{"text": "### Book:contest\u2019s winners\u2014bows, arrows, saddles, and other items a warrior"}
{"text": "### Book:would covet."}
{"text": "### Book:The great Lord Date Masamune happened to pass by and was induced to"}
{"text": "### Book:participate. For a prize, he offered the gourd that hung from his belt."}
{"text": "### Book:Everyone laughed, for no one wanted to win this cheap item. A retainer"}
{"text": "### Book:of the host finally accepted the gourd."}
{"text": "### Book:When the party broke up, however, and the generals were chatting"}
{"text": "### Book:outside the tent, Masamune brought over his magnificent horse and gave"}
{"text": "### Book:it to the retainer. \u201cThere,\u201d he said, \u201ca horse has come out of the gourd.\u201d"}
{"text": "### Book:The stunned generals suddenly regretted their scorn at Masamune\u2019s gift."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Masamune understood the following: Money gives its possessor the"}
{"text": "### Book:ability to give pleasure to others. The more you can do this, the more you"}
{"text": "### Book:attract admiration. When you make a horse come out of a gourd, you"}
{"text": "### Book:give the ultimate demonstration of your power.Image: The River. To protect"}
{"text": "### Book:yourself or to save the resource,"}
{"text": "### Book:you dam it up. Soon, however,"}
{"text": "### Book:the waters become dank and"}
{"text": "### Book:pestilent. Only the foulest"}
{"text": "### Book:forms of life can live in such"}
{"text": "### Book:stagnant waters; nothing trav"}
{"text": "### Book:els on them, all commerce"}
{"text": "### Book:stops. Destroy the dam. When"}
{"text": "### Book:water flows and circulates, it gen"}
{"text": "### Book:erates abundance, wealth, and"}
{"text": "### Book:power in ever larger circles. The"}
{"text": "### Book:River must flood periodically"}
{"text": "### Book:for good things to flourish."}
{"text": "### Book:I took money only from those who could afford it and were willing to go"}
{"text": "### Book:in with me in schemes they fancied would fleece others. They wanted"}
{"text": "### Book:money for its own sake. I wanted it for the luxuries and pleasures it"}
{"text": "### Book:would afford me. They were seldom concerned with human nature. They"}
{"text": "### Book:knew little-and cared less-about their fellow men. If they had been"}
{"text": "### Book:keener students of human nature, if they had given more time to"}
{"text": "### Book:companionship with their fellows and less to the chase of the almighty"}
{"text": "### Book:dollar, they wouldn\u2019t have been such easy marks."}
{"text": "### Book:\u201cYELLOW KID\u201d WEIL. 1875-1976"}
{"text": "### Book:Authority: The great man who is a miser is a great fool, and a man in"}
{"text": "### Book:high places can have no vice so harmful as avarice. A miserly man can"}
{"text": "### Book:conquer neither lands nor lordships, for he does not have a plentiful"}
{"text": "### Book:supply of friends with whom he may work his will. Whoever wants to"}
{"text": "### Book:have friends must not love his possessions but must acquire friends by"}
{"text": "### Book:means of fair gifts; for in the same way that the lodestone subtly draws"}
{"text": "### Book:iron to itself, so the gold and silver that a man gives attract the hearts of"}
{"text": "### Book:men. (The Romance of the Rose, Guillaume de Lorris, c. 1200-1238)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:The powerful never forget that what is offered for free is inevitably a"}
{"text": "### Book:trick. Friends who offer favors without asking for payment will laterwant something far dearer than the money you would have paid them."}
{"text": "### Book:The bargain has hidden problems, both material and psychological."}
{"text": "### Book:Learn to pay, then, and to pay well."}
{"text": "### Book:On the other hand, this Law offers great opportunities for swindling"}
{"text": "### Book:and deception if you apply it from the other side. Dangling the lure of a"}
{"text": "### Book:free lunch is the con artist\u2019s stock in trade."}
{"text": "### Book:No man was better at this than the most successful con artist of our"}
{"text": "### Book:age, Joseph Weil, a.k.a. \u201cThe Yellow Kid.\u201d The Yellow Kid learned early"}
{"text": "### Book:that what made his swindles possible was his fellow humans\u2019 greed."}
{"text": "### Book:\u201cThis desire to get something for nothing,\u201d he once wrote, \u201chas been"}
{"text": "### Book:very costly to many people who have dealt with me and with other con"}
{"text": "### Book:men\u2026. When people learn\u2014as I doubt they will\u2014that they can\u2019t get"}
{"text": "### Book:something for nothing, crime will diminish and we shall all live in"}
{"text": "### Book:greater harmony.\u201d Over the years Weil devised many ways to seduce"}
{"text": "### Book:people with the prospect of easy money. He would hand out \u201cfree\u201d real"}
{"text": "### Book:estate\u2014who could resist such an offer?\u2014and then the suckers would"}
{"text": "### Book:learn they had to pay $25 to register the sale. Since the land was free, it"}
{"text": "### Book:seemed worth the high fee, and the Yellow Kid would make thousands of"}
{"text": "### Book:dollars on the phony registration. In exchange he would give his suckers"}
{"text": "### Book:a phony deed. Other times, he would tell suckers about a fixed horse"}
{"text": "### Book:race, or a stock that would earn 200 percent in a few weeks. As he spun"}
{"text": "### Book:his stories he would watch the sucker\u2019s eyes open wide at the thought of"}
{"text": "### Book:a free lunch."}
{"text": "### Book:The lesson is simple: Bait your deceptions with the possibility of easy"}
{"text": "### Book:money. People are essentially lazy, and want wealth to fall in their lap"}
{"text": "### Book:rather than to work for it. For a small sum, sell them advice on how to"}
{"text": "### Book:make millions (P. T. Barnum did this later in life), and that small sum"}
{"text": "### Book:will become a fortune when multiplied by thousands of suckers. Lure"}
{"text": "### Book:people in with the prospect of easy money and you have the room to"}
{"text": "### Book:work still more deceptions on them, since greed is powerful enough to"}
{"text": "### Book:blind your victims to anything. And as the Yellow Kid said, half the fun"}
{"text": "### Book:is teaching a moral lesson: Greed does not pay.LAW 41"}
{"text": "### Book:AVOID STEPPING INTO A GREAT MAN\u2019S"}
{"text": "### Book:SHOES"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:What happens first always appears better and more original than what"}
{"text": "### Book:comes after. If you succeed a great man or have a famous parent, you"}
{"text": "### Book:will have to accomplish double their achievements to outshine them. Do"}
{"text": "### Book:not get lost in their shadow, or stuck in a past not of your own making:"}
{"text": "### Book:Establish your own name and identity by changing course. Slay the"}
{"text": "### Book:overbearing father, disparage his legacy, and gain power by shining in"}
{"text": "### Book:your own way."}
{"text": "### Book:THE EXCELLENCE OF BEING FIRST"}
{"text": "### Book:Many would have shone like the very phoenix in their occupations if"}
{"text": "### Book:others had not preceded them. Being first is a great advantage; with"}
{"text": "### Book:eminence, twice as good. Deal the first hand and you will win the upper"}
{"text": "### Book:ground\u2026. Those who go first win fame by right of birth, and those who"}
{"text": "### Book:follow are like second sons, contenting themselves with meager"}
{"text": "### Book:portions\u2026. Solomon opted wisely for pacifism, yielding warlike things to"}
{"text": "### Book:his father. By changing course he found it easier to become a hero\u2026."}
{"text": "### Book:And our great Philip II governed the entire world from the throne of his"}
{"text": "### Book:prudence, astonishing the ages. If his unconquered father was a model of"}
{"text": "### Book:energy, Philip was a paradigm of prudence\u2026. This sort of novelty has"}
{"text": "### Book:helped the well-advised win a place in the roll of the great. Without"}
{"text": "### Book:leaving their own art, the ingenious leave the common path and take,"}
{"text": "### Book:even in professions gray with age, new steps toward eminence. Horace"}
{"text": "### Book:yielded epic poetry to Virgil, and Martial the lyric to Horace. Terence"}
{"text": "### Book:opted for comedy, Persius for satire, each hoping to be first in his genre."}
{"text": "### Book:Bold fancy never succumbed to facile imitation.A POCKET MIRROR FOR HEROES, BALTASAR GRACI\u00c1N,"}
{"text": "### Book:TRANSLATED BY CHRISTOPHER MAURER, 1996"}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:When Louis XIV died, in 1715, after a glorious fifty-five-year reign, all"}
{"text": "### Book:eyes focused on his great-grandson and chosen successor, the future"}
{"text": "### Book:Louis XV. Would the boy, only five at the time, prove as great a leader as"}
{"text": "### Book:the Sun King? Louis XIV had transformed a country on the verge of civil"}
{"text": "### Book:war into the preeminent power in Europe. The last years of his reign had"}
{"text": "### Book:been difficult\u2014he had been old and tired\u2014but it was hoped that the"}
{"text": "### Book:child would develop into the kind of strong ruler who would reinvigorate"}
{"text": "### Book:the land and add to the firm foundation that Louis XIV had laid."}
{"text": "### Book:To this end the child was given the best minds of France as his tutors,"}
{"text": "### Book:men who would instruct him in the arts of statecraft, in the methods that"}
{"text": "### Book:the Sun King had perfected. Nothing was neglected in his education. But"}
{"text": "### Book:when Louis XV came to the throne, in 1726, a sudden change came over"}
{"text": "### Book:him: He no longer had to study or please others or prove himself. He"}
{"text": "### Book:stood alone at the top of a great country, with wealth and power at his"}
{"text": "### Book:command. He could do as he wished."}
{"text": "### Book:In the first years of his reign, Louis gave himself over to pleasure,"}
{"text": "### Book:leaving the government in the hands of a trusted minister, Andr\u00e9-Hercule"}
{"text": "### Book:de Fleury. This caused little concern, for he was a young man who"}
{"text": "### Book:needed to sow his wild oats, and de Fleury was a good minister. But it"}
{"text": "### Book:slowly became clear that this was more than a passing phase. Louis had"}
{"text": "### Book:no interest in governing. His main worry was not France\u2019s finances, or a"}
{"text": "### Book:possible war with Spain, but boredom. He could not stand being bored,"}
{"text": "### Book:and when he was not hunting deer, or chasing young girls, he whiled"}
{"text": "### Book:away his time at the gambling tables, losing huge sums in a single night."}
{"text": "### Book:The court, as usual, reflected the tastes of the ruler. Gambling and"}
{"text": "### Book:lavish parties became the obsession. The courtiers had no concern with"}
{"text": "### Book:the future of France\u2014they poured their energies into charming the king,"}
{"text": "### Book:angling for titles that would bring them life pensions, and for cabinet"}
{"text": "### Book:positions demanding little work but paying huge salaries. Parasites"}
{"text": "### Book:flocked to the court, and the state\u2019s debts swelled."}
{"text": "### Book:In 1745 Louis fell in love with Madame de Pompadour, a woman of"}
{"text": "### Book:middle-class origin who had managed to rise through her charms, herintelligence, and a good marriage. Madame de Pompadour became the"}
{"text": "### Book:official royal mistress; she also became France\u2019s arbiter of taste and"}
{"text": "### Book:fashion. But the Madame had political ambitions as well, and she"}
{"text": "### Book:eventually emerged as the country\u2019s unofficial prime minister\u2014it was"}
{"text": "### Book:she, not Louis, who wielded hiring-and-firing power over France\u2019s most"}
{"text": "### Book:important ministers."}
{"text": "### Book:As he grew older Louis only needed more diversion. On the grounds"}
{"text": "### Book:of Versailles he built a brothel, Parc aux Cerfs, which housed some of the"}
{"text": "### Book:prettiest young girls of France. Underground passages and hidden stair-"}
{"text": "### Book:cases gave Louis access at all hours. After Madame de Pompadour died,"}
{"text": "### Book:in 1764, she was succeeded as royal mistress by Madame du Barry, who"}
{"text": "### Book:soon came to dominate the court, and who, like de Pompadour before"}
{"text": "### Book:her, began to meddle in affairs of state. If a minister did not please her he"}
{"text": "### Book:would find himself fired. All of Europe was aghast when du Barry, the"}
{"text": "### Book:daughter of a baker, managed to arrange the firing of \u00c9tienne de"}
{"text": "### Book:Choiseul, the foreign minister and France\u2019s most able diplomat. He had"}
{"text": "### Book:shown her too little respect. As time went by, swindlers and charlatans"}
{"text": "### Book:made their nests in Versailles, and enticed Louis\u2019s interest in astrology,"}
{"text": "### Book:the occult, and fraudulent business deals. The young and pampered"}
{"text": "### Book:teenager who had taken over France years before had only grown worse"}
{"text": "### Book:with age."}
{"text": "### Book:The motto that became attached to Louis\u2019s reign was \u201cApr\u00e8s moi, le"}
{"text": "### Book:d\u00e9luge\u201d\u2014\u201cAfter me the flood,\u201d or, Let France rot after I am gone. And"}
{"text": "### Book:indeed when Louis did go, in 1774, worn out by debauchery, his country"}
{"text": "### Book:and his own finances were in horrible disarray. His grandson Louis XVI"}
{"text": "### Book:inherited a realm in desperate need of reform and a strong leader. But"}
{"text": "### Book:Louis XVI was even weaker than his grandfather, and could only watch"}
{"text": "### Book:as the country descended into revolution. In 1792 the republic introduced"}
{"text": "### Book:by the French Revolution declared the end of the monarchy, and gave the"}
{"text": "### Book:king a new name, \u201cLouis the Last.\u201d A few months later he kneeled on the"}
{"text": "### Book:guillotine, his about-to-be-severed head stripped of all the radiance and"}
{"text": "### Book:power that the Sun King had invested in the crown."}
{"text": "### Book:Interpretation"}
{"text": "### Book:From a country that had descended into civil war in the late 1640s, Louis"}
{"text": "### Book:XIV forged the mightiest realm in Europe. Great generals would tremble"}
{"text": "### Book:in his presence. A cook once made a mistake in preparing a dish and"}
{"text": "### Book:committed suicide rather than face the king\u2019s wrath. Louis XIV hadmany mistresses, but their power ended in the bedroom. He filled his"}
{"text": "### Book:court with the most brilliant minds of the age. The symbol of his power"}
{"text": "### Book:was Versailles: Refusing to accept the palace of his forefathers, the"}
{"text": "### Book:Louvre, he built his own palace in what was then the middle of nowhere,"}
{"text": "### Book:symbolizing that this was a new order he had founded, one without"}
{"text": "### Book:precedent. He made Versailles the centerpiece of his reign, a place that"}
{"text": "### Book:all the powerful of Europe envied and visited with a sense of awe. In"}
{"text": "### Book:essence, Louis took a great void\u2014the decaying monarchy of France\u2014"}
{"text": "### Book:and filled it with his own symbols and radiant power."}
{"text": "### Book:Louis XV, on the other hand, symbolizes the fate of all those who"}
{"text": "### Book:inherit something large or who follow in a great man\u2019s footsteps. It"}
{"text": "### Book:would seem easy for a son or successor to build on the grand foundation"}
{"text": "### Book:left for them, but in the realm of power the opposite is true. The"}
{"text": "### Book:pampered, indulged son almost always squanders the inheritance, for he"}
{"text": "### Book:does not start with the father\u2019s need to fill a void. As Machiavelli states,"}
{"text": "### Book:necessity is what impels men to take action, and once the necessity is"}
{"text": "### Book:gone, only rot and decay are left. Having no need to increase his store of"}
{"text": "### Book:power, Louis XV inevitably succumbed to inertia. Under him, Versailles,"}
{"text": "### Book:the symbol of the Sun King\u2019s authority, became a pleasure palace of"}
{"text": "### Book:incomparable banality, a kind of Las Vegas of the Bourbon monarchy. It"}
{"text": "### Book:came to represent all that the oppressed peasantry of France hated about"}
{"text": "### Book:their king, and during the Revolution they looted it with glee."}
{"text": "### Book:CUT OF PERICLES"}
{"text": "### Book:As a young man Pericles was inclined to shrink from facing the people."}
{"text": "### Book:One reason for this was that he was considered to bear a distinct"}
{"text": "### Book:resemblance to the tyrant Pisistratus, and when men who were well on in"}
{"text": "### Book:years remarked on the charm of Pericles\u2019 voice and the smoothness and"}
{"text": "### Book:fluency of his speech, they were astonished at the resemblance between"}
{"text": "### Book:the two. The fact that he was rich and that he came of a distinguished"}
{"text": "### Book:family and possessed exceedingly powerful friends made the fear of"}
{"text": "### Book:ostracism very real to him, and at the beginning of his career he took no"}
{"text": "### Book:part in politics but devoted himself to soldiering, in which he showed"}
{"text": "### Book:great daring and enterprise. However, the time came when Aristides was"}
{"text": "### Book:dead. Themistocles in exile, and Cimon frequently absent on distant"}
{"text": "### Book:campaigns. Then at last Pericles decided to attach himself to the people\u2019s"}
{"text": "### Book:party and to take up the cause of the poor and the many instead of that of"}
{"text": "### Book:the rich and the few, in spite of the fact that this was quite contrary to his"}
{"text": "### Book:own temperament, which was thoroughly aristocratic. He was afraid,apparently, of being suspected of aiming at a dictatorship: so that when"}
{"text": "### Book:he saw that Cimon\u2019s sympathies were strongly with the nobles and that"}
{"text": "### Book:Cimon was the idol of the aristocratic party, Pericles began to ingratiate"}
{"text": "### Book:himself with the people, partly for self-preservation and partly by way of"}
{"text": "### Book:securing power against his rival. He now entered upon a new mode of"}
{"text": "### Book:life. He was never to be seen walking in any street except the one which"}
{"text": "### Book:led to the market-place and the council chamber."}
{"text": "### Book:THE LIFE OF PERICLES, PLUTARCH, c. A.D. 46-120"}
{"text": "### Book:Louis XV had only one way out of the trap awaiting the son or"}
{"text": "### Book:successor of a man like the Sun King: to psychologically begin from"}
{"text": "### Book:nothing, to denigrate the past and his inheritance, and to move in a"}
{"text": "### Book:totally new direction, creating his own world. Assuming you have the"}
{"text": "### Book:choice, it would be better to avoid the situation altogether, to place"}
{"text": "### Book:yourself where there is a vacuum of power, where you can be the one to"}
{"text": "### Book:bring order out of chaos without having to compete with another star in"}
{"text": "### Book:the sky. Power depends on appearing larger than other people, and when"}
{"text": "### Book:you are lost in the shadow of the father, the king, the great predecessor,"}
{"text": "### Book:you cannot possibly project such a presence."}
{"text": "### Book:But when they began to make sovereignty hereditary, the children quickly"}
{"text": "### Book:degenerated from their fathers; and, so far from trying to equal their"}
{"text": "### Book:father\u2019s"}
{"text": "### Book:virtues, they considered that a prince had nothing else to do than to excel"}
{"text": "### Book:all the rest in idleness, indulgence, and every other variety of pleasure."}
{"text": "### Book:Niccol\u00f2 Machiavelli, 1469-1527"}
{"text": "### Book:THE LIFE OF PIETRO PERUGINO, PAINTER,"}
{"text": "### Book:c.1450-1523"}
{"text": "### Book:How beneficial poverty may sometimes be to those with talent, and how"}
{"text": "### Book:it may serve as a powerful goad to make them perfect or excellent in"}
{"text": "### Book:whatever occupation they might choose, can be seen very clearly in the"}
{"text": "### Book:actions of Pietro Perugino. Wishing by means of his ability to attain"}
{"text": "### Book:some respectable rank, after leaving disastrous calamities behind in"}
{"text": "### Book:Perugia and coming to Florence, he remained there many months in"}
{"text": "### Book:poverty, sleeping in a chest, since he had no other bed; he turned night"}
{"text": "### Book:into day, and with the greatest zeal continually applied himself to the"}
{"text": "### Book:study of his profession. After painting had become second nature to him,"}
{"text": "### Book:Pietro\u2019s only pleasure was always to be working in his craft andconstantly to be painting. And because he always had the dread of"}
{"text": "### Book:poverty before his eyes, he did things to make money which he probably"}
{"text": "### Book:would not have bothered to do had he not been forced to support himself."}
{"text": "### Book:Perhaps wealth would have closed to him and his talent the path to"}
{"text": "### Book:excellence just as poverty had opened it up to him, but need spurred him"}
{"text": "### Book:on since he desired to rise from such a miserable and lowly position-if"}
{"text": "### Book:not perhaps to the summit and supreme height of excellence, then at least"}
{"text": "### Book:to a point where he could have enough to live on. For this reason, he"}
{"text": "### Book:took no notice of cold, hunger, discomfort, inconvenience, toil or shame"}
{"text": "### Book:if he could only live one day in ease and repose; and he would always"}
{"text": "### Book:say\u2014and as if it were a proverb\u2014that after bad weather, good weather"}
{"text": "### Book:must follow, and that during the good weather houses must be built for"}
{"text": "### Book:shelter in times of need."}
{"text": "### Book:LIVES OF THE ARTISTS, GIORGIO VASARI, 1511-1574"}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:Alexander the Great had a dominant passion as a young man\u2014an intense"}
{"text": "### Book:dislike for his father, King Philip of Macedonia. He hated Philip\u2019s"}
{"text": "### Book:cunning, cautious style of ruling, his bombastic speeches, his drinking"}
{"text": "### Book:and whoring, and his love of wrestling and of other wastes of time."}
{"text": "### Book:Alexander knew he had to make himself the very opposite of his"}
{"text": "### Book:domineering father: He would force himself to be bold and reckless, he"}
{"text": "### Book:would control his tongue and be a man of few words, and he would not"}
{"text": "### Book:lose precious time in pursuit of pleasures that brought no glory."}
{"text": "### Book:Alexander also resented the fact that Philip had conquered most of"}
{"text": "### Book:Greece: \u201cMy father will go on conquering till there is nothing"}
{"text": "### Book:extraordinary left for me to do,\u201d he once complained. While other sons"}
{"text": "### Book:of powerful men were content to inherit wealth and live a life of leisure,"}
{"text": "### Book:Alexander wanted only to outdo his father, to obliterate Philip\u2019s name"}
{"text": "### Book:from history by surpassing his accomplishments."}
{"text": "### Book:Alexander itched to show others how superior he was to his father. A"}
{"text": "### Book:Thessalian horse-dealer once brought a prize horse named Bucephalus to"}
{"text": "### Book:sell to Philip. None of the king\u2019s grooms could get near the horse\u2014it was"}
{"text": "### Book:far too savage\u2014and Philip berated the merchant for bringing him such a"}
{"text": "### Book:useless beast. Watching the whole affair, Alexander scowled and"}
{"text": "### Book:commented, \u201cWhat a horse they are losing for want of skill and spirit tomanage him!\u201d When he had said this several times, Philip had finally"}
{"text": "### Book:had enough, and challenged him to take on the horse. He called the"}
{"text": "### Book:merchant back, secretly hoping his son would have a nasty fall and learn"}
{"text": "### Book:a bitter lesson. But Alexander was the one to teach the lesson: Not only"}
{"text": "### Book:did he mount Bucephalus, he managed to ride him at full gallop, taming"}
{"text": "### Book:the horse that would later carry him all the way to India. The courtiers"}
{"text": "### Book:applauded wildly, but Philip seethed inside, seeing not a son but a rival"}
{"text": "### Book:to his power."}
{"text": "### Book:Alexander\u2019s defiance of his father grew bolder. One day the two men"}
{"text": "### Book:had a heated argument before the entire court, and Philip drew his sword"}
{"text": "### Book:as if to strike his son; having drunk too much wine, however, the king"}
{"text": "### Book:stumbled. Alexander pointed at his father and jeered, \u201cMen of"}
{"text": "### Book:Macedonia, see there the man who is preparing to pass from Europe to"}
{"text": "### Book:Asia. He cannot pass from one table to another without falling.\u201d"}
{"text": "### Book:When Alexander was eighteen, a disgruntled courtier murdered Philip."}
{"text": "### Book:As word of the regicide spread through Greece, city after city rose up in"}
{"text": "### Book:rebellion against their Macedonian rulers. Philip\u2019s advisers counseled"}
{"text": "### Book:Alexander, now the king, to proceed cautiously, to do as Philip had done"}
{"text": "### Book:and conquer through cunning. But Alexander would do things his way:"}
{"text": "### Book:He marched to the furthest reaches of the kingdom, suppressed the"}
{"text": "### Book:rebellious towns, and reunited the empire with brutal efficiency."}
{"text": "### Book:As a young rebel grows older, his struggle against the father often"}
{"text": "### Book:wanes, and he gradually comes to resemble the very man he had wanted"}
{"text": "### Book:to defy. But Alexander\u2019s loathing of his father did not end with Philip\u2019s"}
{"text": "### Book:death. Once he had consolidated Greece, he set his eyes on Persia, the"}
{"text": "### Book:prize that had eluded his father, who had dreamed of conquering Asia. If"}
{"text": "### Book:he defeated the Persians, Alexander would finally surpass Philip in glory"}
{"text": "### Book:and fame."}
{"text": "### Book:Alexander crossed into Asia with an army of 35,000 to face a Persian"}
{"text": "### Book:force numbering over a million. Before engaging the Persians in battle he"}
{"text": "### Book:passed through the town of Gordium. Here, in the town\u2019s main temple,"}
{"text": "### Book:there stood an ancient chariot tied with cords made of the rind of the cor"}
{"text": "### Book:nel tree. Legend had it that any man who could undo these cords\u2014the"}
{"text": "### Book:Gordian knot\u2014would rule the world. Many had tried to untie the"}
{"text": "### Book:enormous and intricate knot, but none had succeeded. Alexander, seeing"}
{"text": "### Book:he could not possibly untie the knot with his bare hands, took out his"}
{"text": "### Book:sword and with one slash cut it in half. This symbolic gesture showed the"}
{"text": "### Book:world that he would not do as others, but would blaze his own path."}
{"text": "### Book:Against astounding odds, Alexander conquered the Persians. Most"}
{"text": "### Book:expected him to stop there\u2014it was a great triumph, enough to secure hisfame for eternity. But Alexander had the same relationship to his own"}
{"text": "### Book:deeds as he had to his father: His conquest of Persia represented the past,"}
{"text": "### Book:and he wanted never to rest on past triumphs, or to allow the past to"}
{"text": "### Book:outshine the present. He moved on to India, extending his empire beyond"}
{"text": "### Book:all known limits. Only his disgruntled and weary soldiers prevented him"}
{"text": "### Book:from going farther."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Alexander represents an extremely uncommon type in history: the son of"}
{"text": "### Book:a famous and successful man who manages to surpass the father in glory"}
{"text": "### Book:and power. The reason this type is uncommon is simple: The father most"}
{"text": "### Book:often manages to amass his fortune, his kingdom, because he begins with"}
{"text": "### Book:little or nothing. A desperate urge impels him to succeed\u2014he has"}
{"text": "### Book:nothing to lose by cunning and impetuousness, and has no famous father"}
{"text": "### Book:of his own to compete against. This kind of man has reason to believe in"}
{"text": "### Book:himself\u2014to believe that his way of doing things is the best, because,"}
{"text": "### Book:after all, it worked for him."}
{"text": "### Book:When a man like this has a son, he becomes domineering and"}
{"text": "### Book:oppressive, imposing his lessons on the son, who is starting off life in"}
{"text": "### Book:circumstances totally different from those in which the father himself"}
{"text": "### Book:began. Instead of allowing the son to go in a new direction, the father"}
{"text": "### Book:will try to put him in his own shoes, perhaps secretly wishing the boy"}
{"text": "### Book:will fail, as Philip half wanted to see Alexander thrown from"}
{"text": "### Book:Bucephalus. Fathers envy their sons\u2019 youth and vigor, after all, and their"}
{"text": "### Book:desire is to control and dominate. The sons of such men tend to become"}
{"text": "### Book:cowed and cautious, terrified of losing what their fathers have gained."}
{"text": "### Book:The son will never step out of his father\u2019s shadow unless he adopts the"}
{"text": "### Book:ruthless strategy of Alexander: disparage the past, create your own"}
{"text": "### Book:kingdom, put the father in the shadows instead of letting him do the same"}
{"text": "### Book:to you. If you cannot materially start from ground zero\u2014it would be"}
{"text": "### Book:foolish to renounce an inheritance\u2014you can at least begin from ground"}
{"text": "### Book:zero psychologically, by throwing off the weight of the past and charting"}
{"text": "### Book:a new direction. Alexander instinctively recognized that privileges of"}
{"text": "### Book:birth are impediments to power. Be merciless with the past, then\u2014not"}
{"text": "### Book:only with your father and his father but with your own earlier"}
{"text": "### Book:achievements. Only the weak rest on their laurels and dote on past"}
{"text": "### Book:triumphs; in the game of power there is never time to rest.THE PROBLEM OF PAUL MORPHY"}
{"text": "### Book:The slightest acquaintance with chess shows one that it is a play-"}
{"text": "### Book:substitute for the art of war and indeed it has been a favorite recreation"}
{"text": "### Book:of some of the greatest military leaders, from William the Conqueror to"}
{"text": "### Book:Napoleon. In the contest between the opposing armies the same"}
{"text": "### Book:principles of both strategy and tactics are displayed as in actual war, the"}
{"text": "### Book:same foresight and powers of calculation are necessary, the same"}
{"text": "### Book:capacity for divining the plans of the opponent, and the rigor with which"}
{"text": "### Book:decisions are followed by their consequences is, if anything, even more"}
{"text": "### Book:ruthless. More than that, it is plain that the unconscious motive actuating"}
{"text": "### Book:the players is not the mere love of pugnacity characteristic of all"}
{"text": "### Book:competitive games, but the grimmer one of father-murder. It is true that"}
{"text": "### Book:the original goal of capturing the king has been given up, but from the"}
{"text": "### Book:point of view of motive there is, except in respect of crudity, not"}
{"text": "### Book:appreciable change in the present goal of sterilizing him in immobility\u2026."}
{"text": "### Book:\u201cCheckmate\u201d means literally \u201cthe king is dead.\u201d \u2026 Our knowledge of"}
{"text": "### Book:the unconscious motivation of chess-playing tells us that what it"}
{"text": "### Book:represented could only have been the wish to overcome the father in an"}
{"text": "### Book:acceptable way\u2026. It is no doubt significant that [nineteenth-century"}
{"text": "### Book:chess champion Paul] Morphy\u2019s soaring odyssey into the higher realms"}
{"text": "### Book:of chess began just a year after the unexpectedly sudden death of his"}
{"text": "### Book:father, which had been a great shock to him, and we may surmise that his"}
{"text": "### Book:brilliant effort of sublimation was, like Shakespeare\u2019s Hamlet and"}
{"text": "### Book:Freud\u2019s The Interpretation of Dreams, a reaction to this critical event\u2026."}
{"text": "### Book:Something should now be said about the reception Morphy\u2019s successes"}
{"text": "### Book:met with, for they were of such a kind as to raise the question whether"}
{"text": "### Book:his subsequent collapse may not have been influenced through his"}
{"text": "### Book:perhaps belonging to the type that Freud has described under the name"}
{"text": "### Book:of Die am Erfolge scheitern (\u201cThose wrecked by success\u201d)\u2026. Couched"}
{"text": "### Book:in more psychological language, was Morphy affrighted at his own"}
{"text": "### Book:presumptuousness when the light of publicity was thrown on [his great"}
{"text": "### Book:success?] Freud has pointed out that the people who break under the"}
{"text": "### Book:strain of too great success do so because they can endure it only in"}
{"text": "### Book:imagination, not in reality. To castrate the father in a dream is a very"}
{"text": "### Book:different matter from doing it in reality. The real situation provokes the"}
{"text": "### Book:unconscious guilt in its full force, and the penalty may be mental"}
{"text": "### Book:collapse."}
{"text": "### Book:THE PROBLEM OF PAUL MORPHY, ERNEST JONES, 1951KEYS TO POWER"}
{"text": "### Book:In many ancient kingdoms, for example Bengal and Sumatra, after the"}
{"text": "### Book:king had ruled for several years his subjects would execute him. This"}
{"text": "### Book:was done partly as a ritual of renewal, but also to prevent him from"}
{"text": "### Book:growing too powerful-for the king would generally try to establish a"}
{"text": "### Book:permanent order, at the expense of other families and of his own sons."}
{"text": "### Book:Instead of protecting the tribe and leading it in times of war, he would"}
{"text": "### Book:attempt to dominate it. And so he would be beaten to death, or executed"}
{"text": "### Book:in an elaborate ritual. Now that he was no longer around for his honors to"}
{"text": "### Book:go to his head, he could be worshipped as a god. Meanwhile the field had"}
{"text": "### Book:been cleared for a new and youthful order to establish itself."}
{"text": "### Book:The ambivalent, hostile attitude towards the king or father figure also"}
{"text": "### Book:finds expression in legends of heroes who do not know their father."}
{"text": "### Book:Moses, the archetypal man of power, was found abandoned among the"}
{"text": "### Book:bulrushes and never knew his parents; without a father to compete with"}
{"text": "### Book:him or limit him, he could attain the heights of power. Hercules had no"}
{"text": "### Book:earthly father-he was the son of the god Zeus. Later in his life Alexander"}
{"text": "### Book:the Great spread the story that the god Jupiter Ammon had sired him, not"}
{"text": "### Book:Philip of Macedon. Legends and rituals like these eliminate the human"}
{"text": "### Book:father because he symbolizes the destructive power of the past."}
{"text": "### Book:The past prevents the young hero from creating his own world\u2014he"}
{"text": "### Book:must do as his father did, even after that father is dead or powerless. The"}
{"text": "### Book:hero must bow and scrape before his predecessor and yield to tradition"}
{"text": "### Book:and precedent. What had success in the past must be carried over to the"}
{"text": "### Book:present, even though circumstances have greatly changed. The past also"}
{"text": "### Book:weighs the hero down with an inheritance that he is terrified of losing,"}
{"text": "### Book:making him timid and cautious."}
{"text": "### Book:Power depends on the ability to fill a void, to occupy a field that has"}
{"text": "### Book:been cleared of the dead weight of the past. Only after the father figure"}
{"text": "### Book:has been properly done away with will you have the necessary space to"}
{"text": "### Book:create and establish a new order. There are several strategies you can"}
{"text": "### Book:adopt to accomplish this\u2014variations on the execution of the king that"}
{"text": "### Book:disguise the violence of the impulse by channeling it in socially"}
{"text": "### Book:acceptable forms."}
{"text": "### Book:Perhaps the simplest way to escape the shadow of the past is simply to"}
{"text": "### Book:belittle it, playing on the timeless antagonism between the generations,"}
{"text": "### Book:stirring up the young against the old. For this you need a convenient"}
{"text": "### Book:older figure to pillory. Mao Tse-tung, confronting a culture that fiercelyresisted change, played on the suppressed resentment against the"}
{"text": "### Book:overbearing presence of the venerable Confucius in Chinese culture."}
{"text": "### Book:John F. Kennedy knew the dangers of getting lost in the past; he radically"}
{"text": "### Book:distinguished his presidency from that of his predecessor, Dwight D."}
{"text": "### Book:Eisenhower, and also from the preceding decade, the 1950s, which"}
{"text": "### Book:Eisenhower personified. Kennedy, for instance, would not play the dull"}
{"text": "### Book:and fatherly game of golf\u2014a symbol of retirement and privilege, and"}
{"text": "### Book:Eisenhower\u2019s passion. Instead he played football on the White House"}
{"text": "### Book:lawn. In every aspect his administration represented vigor and youth, as"}
{"text": "### Book:opposed to the stodgy Eisenhower. Kennedy had discovered an old truth:"}
{"text": "### Book:The young are easily set against the old, since they yearn to make their"}
{"text": "### Book:own place in the world and resent the shadow of their fathers."}
{"text": "### Book:The distance you establish from your predecessor often demands some"}
{"text": "### Book:symbolism, a way of advertising itself publicly. Louis XIV, for example,"}
{"text": "### Book:created such symbolism when he rejected the traditional palace of the"}
{"text": "### Book:French kings and built his own palace of Versailles. King Philip II of"}
{"text": "### Book:Spain did the same when he created his center of power, the palace of El"}
{"text": "### Book:Escorial, in what was then the middle of nowhere. But Louis carried the"}
{"text": "### Book:game further: He would not be a king like his father or earlier ancestors,"}
{"text": "### Book:he would not wear a crown or carry a scepter or sit on a throne, he would"}
{"text": "### Book:establish a new kind of imposing authority with symbols and rituals of"}
{"text": "### Book:its own. Louis made his ancestors\u2019 rituals into laughable relics of the"}
{"text": "### Book:past. Follow his example: Never let yourself be seen as following your"}
{"text": "### Book:predecessor\u2019s path. If you do you will never surpass him. You must"}
{"text": "### Book:physically demonstrate your difference, by establishing a style and"}
{"text": "### Book:symbolism that sets you apart."}
{"text": "### Book:The Roman emperor Augustus, successor to Julius Caesar, understood"}
{"text": "### Book:this thoroughly. Caesar had been a great general, a theatrical figure"}
{"text": "### Book:whose spectacles kept the Romans entertained, an international emissary"}
{"text": "### Book:seduced by the charms of Cleopatra\u2014a larger-than-life figure. So"}
{"text": "### Book:Augustus, despite his own theatrical tendencies, competed with Caesar"}
{"text": "### Book:not by trying to outdo him but by differentiating himself from him: He"}
{"text": "### Book:based his power on a return to Roman simplicity, an austerity of both"}
{"text": "### Book:style and substance. Against the memory of Caesar\u2019s sweeping presence"}
{"text": "### Book:Augustus posed a quiet and manly dignity."}
{"text": "### Book:The problem with the overbearing predecessor is that he fills the vistas"}
{"text": "### Book:before you with symbols of the past. You have no room to create your"}
{"text": "### Book:own name. To deal with this situation you need to hunt out the vacuums"}
{"text": "### Book:\u2014those areas in culture that have been left vacant and in which you can"}
{"text": "### Book:become the first and principal figure to shine.When Pericles of Athens was about to launch a career as a statesman,"}
{"text": "### Book:he looked for the one thing that was missing in Athenian politics. Most"}
{"text": "### Book:of the great politicians of his time had allied themselves with the"}
{"text": "### Book:aristocracy; indeed Pericles himself had aristocratic tendencies. Yet he"}
{"text": "### Book:decided to throw in his hat with the city\u2019s democratic elements. The"}
{"text": "### Book:choice had nothing to do with his personal beliefs, but it launched him on"}
{"text": "### Book:a brilliant career. Out of necessity he became a man of the people."}
{"text": "### Book:Instead of competing in an arena filled with great leaders both past and"}
{"text": "### Book:present, he would make a name for himself where no shadows could"}
{"text": "### Book:obscure his presence."}
{"text": "### Book:When the painter Diego de Vel\u00e1zquez began his career, he knew he"}
{"text": "### Book:could not compete in refinement and technique with the great"}
{"text": "### Book:Renaissance painters who had come before him. Instead he chose to"}
{"text": "### Book:work in a style that by the standards of the time seemed coarse and"}
{"text": "### Book:rough, in a way that had never been seen before. And in this style he"}
{"text": "### Book:excelled. There were members of the Spanish court who wanted to"}
{"text": "### Book:demonstrate their own break with the past; the newness of Vel\u00e1zquez\u2019s"}
{"text": "### Book:style thrilled them. Most people are afraid to break so boldly with"}
{"text": "### Book:tradition, but they secretly admire those who can break up the old forms"}
{"text": "### Book:and reinvigorate the culture. This is why there is so much power to be"}
{"text": "### Book:gained from entering vacuums and voids."}
{"text": "### Book:There is a kind of stubborn stupidity that recurs throughout history,"}
{"text": "### Book:and is a strong impediment to power: The superstitious belief that if the"}
{"text": "### Book:person before you succeeded by doing A, B, and C, you can re-create"}
{"text": "### Book:their success by doing the same thing. This cookie-cutter approach will"}
{"text": "### Book:seduce the uncreative, for it is easy, and appeals to their timidity and"}
{"text": "### Book:their laziness. But circumstances never repeat themselves exactly."}
{"text": "### Book:When General Douglas MacArthur assumed command of American"}
{"text": "### Book:forces in the Philippines during World War II, an assistant handed him a"}
{"text": "### Book:book containing the various precedents established by the commanders"}
{"text": "### Book:before him, the methods that had been successful for them. MacArthur"}
{"text": "### Book:asked the assistant how many copies there were of this book. Six, the"}
{"text": "### Book:assistant answered. \u201cWell,\u201d the general replied, \u201cyou get all those six"}
{"text": "### Book:copies together and burn them\u2014every one of them. I\u2019ll not be bound by"}
{"text": "### Book:precedents. Any time a problem comes up, I\u2019ll make the decision at once"}
{"text": "### Book:\u2014immediately.\u201d Adopt this ruthless strategy toward the past: Burn all"}
{"text": "### Book:the books, and train yourself to react to circumstances as they happen."}
{"text": "### Book:You may believe that you have separated yourself from the"}
{"text": "### Book:predecessor or father figure, but as you grow older you must be eternally"}
{"text": "### Book:vigilant lest you become the father you had rebelled against. As a youngman, Mao Tse-tung disliked his father and in the struggle against him"}
{"text": "### Book:found his own identity and a new set of values. But as he aged, his"}
{"text": "### Book:father\u2019s ways crept back in. Mao\u2019s father had valued manual work over"}
{"text": "### Book:intellect; Mao had scoffed at this as a young man, but as he grew older"}
{"text": "### Book:he unconsciously returned to his father\u2019s views and echoed such outdated"}
{"text": "### Book:ideas by forcing a whole generation of Chinese intellectuals into manual"}
{"text": "### Book:labor, a nightmarish mistake that cost his regime dearly. Remember: You"}
{"text": "### Book:are your own father. Do not let yourself spend years creating yourself"}
{"text": "### Book:only to let your guard down and allow the ghost of the past\u2014father,"}
{"text": "### Book:habit, history\u2014to sneak back in."}
{"text": "### Book:Finally, as noted in the story of Louis XV, plenitude and prosperity"}
{"text": "### Book:tend to make us lazy and inactive: When our power is secure we have no"}
{"text": "### Book:need to act. This is a serious danger, especially for those who achieve"}
{"text": "### Book:success and power at an early age. The playwright Tennessee Williams,"}
{"text": "### Book:for instance, found himself skyrocketed from obscurity to fame by the"}
{"text": "### Book:success of The Glass Menagerie. \u201cThe sort of life which I had had"}
{"text": "### Book:previous to this popular success,\u201d he later wrote, \u201cwas one that required"}
{"text": "### Book:endurance, a life of clawing and scratching, but it was a good life"}
{"text": "### Book:because it was the sort of life for which the human organism is created. I"}
{"text": "### Book:was not aware of how much vital energy had gone into this struggle until"}
{"text": "### Book:the struggle was removed. This was security at last. I sat down and"}
{"text": "### Book:looked about me and was suddenly very depressed.\u201d Williams had a"}
{"text": "### Book:nervous breakdown, which may in fact have been necessary for him:"}
{"text": "### Book:Pushed to the psychological edge, he could start writing with the old"}
{"text": "### Book:vitality again, and he produced A Streetcar Named Desire. Fyodor"}
{"text": "### Book:Dostoyevsky, similarly, whenever he wrote a successful novel, would"}
{"text": "### Book:feel that the financial security he had gained made the act of creation"}
{"text": "### Book:unnecessary. He would take his entire savings to the casino and would"}
{"text": "### Book:not leave until he had gambled away his last penny. Once reduced to"}
{"text": "### Book:poverty he could write again."}
{"text": "### Book:It is not necessary to go to such extremes, but you must be prepared to"}
{"text": "### Book:return to square one psychologically rather than growing fat and lazy"}
{"text": "### Book:with prosperity. Pablo Picasso could deal with success, but only by"}
{"text": "### Book:constantly changing the style of his painting, often breaking completely"}
{"text": "### Book:with what had made him successful before. How often our early"}
{"text": "### Book:triumphs turn us into a kind of caricature of ourselves. Powerful people"}
{"text": "### Book:recognize these traps; like Alexander the Great, they struggle constantly"}
{"text": "### Book:to re-create themselves. The father must not be allowed to return; he"}
{"text": "### Book:must be slain at every step of the way.Image: The Father. He casts a giant shadow over his children, keeping"}
{"text": "### Book:them in thrall long after he is gone by tying them to the past, squashing"}
{"text": "### Book:their youthful spirit, and forcing them down the same tired path he"}
{"text": "### Book:followed himself. His tricks are many. At every crossroads you must slay"}
{"text": "### Book:the father and step out of his shadow."}
{"text": "### Book:Authority: Beware of stepping into a great man\u2019s shoes\u2014you will have"}
{"text": "### Book:to accomplish twice as much to surpass him. Those who follow are taken"}
{"text": "### Book:for imitators. No matter how much they sweat, they will never shed that"}
{"text": "### Book:burden. It is an uncommon skill to find a new path for excellence, a"}
{"text": "### Book:modern route to celebrity. There are many roads to singularity, not all of"}
{"text": "### Book:them well traveled. The newest ones can be arduous, but they are often"}
{"text": "### Book:shortcuts to greatness. (Baltasar Graci\u00e1n, 1601-1658)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:The shadow of a great predecessor could be used to advantage if it is"}
{"text": "### Book:chosen as a trick, a tactic that can be discarded once it has brought you"}
{"text": "### Book:power. Napoleon III used the name and legend of his illustrious grand-"}
{"text": "### Book:uncle Napoleon Bonaparte to help him become first president and then"}
{"text": "### Book:emperor of France. Once on the throne, however, he did not stay tied to"}
{"text": "### Book:the past; he quickly showed how different his reign would be, and was"}
{"text": "### Book:careful to keep the public from expecting him to attain the heights that"}
{"text": "### Book:Bonaparte had attained."}
{"text": "### Book:The past often has elements worth appropriating, qualities that would"}
{"text": "### Book:be foolish to reject out of a need to distinguish yourself. Even Alexander"}
{"text": "### Book:the Great recognized and was influenced by his father\u2019s skill in"}
{"text": "### Book:organizing an army. Making a display of doing things differently from"}
{"text": "### Book:your predecessor can make you seem childish and in fact out of control,"}
{"text": "### Book:unless your actions have a logic of their own."}
{"text": "### Book:Joseph II, son of the Austrian empress Maria Theresa, made a show of"}
{"text": "### Book:doing the exact opposite of his mother\u2014dressing like an ordinary"}
{"text": "### Book:citizen, staying in inns instead of palaces, appearing as the \u201cpeople\u2019s"}
{"text": "### Book:emperor.\u201d Maria Theresa, on the other hand, had been regal and"}
{"text": "### Book:aristocratic. The problem was that she had also been beloved, an empress"}
{"text": "### Book:who ruled wisely after years of learning the hard way. If you have the"}
{"text": "### Book:kind of intelligence and instinct that will point you in the right direction,"}
{"text": "### Book:playing the rebel will not be dangerous. But if you are mediocre, asJoseph II was in comparison to his mother, you are better off learning"}
{"text": "### Book:from your predecessor\u2019s knowledge and experience, which are based on"}
{"text": "### Book:something real."}
{"text": "### Book:Finally, it is often wise to keep an eye on the young, your future rivals"}
{"text": "### Book:in power. Just as you try to rid yourself of your father, they will soon"}
{"text": "### Book:play the same trick on you, denigrating everything you have"}
{"text": "### Book:accomplished. Just as you rise by rebelling against the past, keep an eye"}
{"text": "### Book:on those rising from below, and never give them the chance to do the"}
{"text": "### Book:same to you."}
{"text": "### Book:The great Baroque artist and architect Pietro Bernini was a master at"}
{"text": "### Book:sniffing out younger potential rivals and keeping them in his shadow."}
{"text": "### Book:One day a young stonemason named Francesco Borromini showed"}
{"text": "### Book:Bernini his architectural sketches. Recognizing his talent immediately,"}
{"text": "### Book:Bernini instantly hired Borromini as his assistant, which delighted the"}
{"text": "### Book:young man but was actually only a tactic to keep him close at hand, so"}
{"text": "### Book:that he could play psychological games on him and create in him a kind"}
{"text": "### Book:of inferiority complex. And indeed, despite Borromini\u2019s brilliance,"}
{"text": "### Book:Bernini has the greater fame. His strategy with Borromini he made a"}
{"text": "### Book:lifelong practice: Fearing that the great sculptor Alessandro Algardi, for"}
{"text": "### Book:example, would eclipse him in fame, he arranged it so that Algardi could"}
{"text": "### Book:only find work as his assistant. And any assistant who rebelled against"}
{"text": "### Book:Bernini and tried to strike out on his own would find his career ruined.LAW 42"}
{"text": "### Book:STRIKE THE SHEPHERD AND THE SHEEP"}
{"text": "### Book:WILL SCATTER"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Trouble can often be traced to a single strong individual \u2014the stirrer, the"}
{"text": "### Book:arrogant underling, the poisoner of goodwill. If you allow such people"}
{"text": "### Book:room to operate, others will succumb to their influence. Do not wait for"}
{"text": "### Book:the troubles they cause to multiply, do not try to negotiate with them\u2014"}
{"text": "### Book:they are irredeemable. Neutralize their influence by isolating or"}
{"text": "### Book:banishing them. Strike at the source of the trouble and the sheep will"}
{"text": "### Book:scatter."}
{"text": "### Book:OBSERVANCE OF THE LAW I"}
{"text": "### Book:Near the end of the sixth century B.C., the city-state of Athens overthrew"}
{"text": "### Book:the series of petty tyrants who had dominated its politics for decades. It"}
{"text": "### Book:established instead a democracy that was to last over a century, a"}
{"text": "### Book:democracy that became the source of its power and its proudest"}
{"text": "### Book:achievement. But as the democracy evolved, so did a problem the"}
{"text": "### Book:Athenians had never faced: How to deal with those who did not concern"}
{"text": "### Book:themselves with the cohesion of a small city surrounded by enemies,"}
{"text": "### Book:who did not work for its greater glory, but thought of only themselves"}
{"text": "### Book:and their own ambitions and petty intrigues? The Athenians understood"}
{"text": "### Book:that these people, if left alone, would sow dissension, divide the city into"}
{"text": "### Book:factions, and stir up anxieties, all of which could lead to the ruin of their"}
{"text": "### Book:democracy."}
{"text": "### Book:Violent punishment no longer suited the new, civilized order that"}
{"text": "### Book:Athens had created. Instead the citizens found another, more satisfying,and less brutal way to deal with the chronically selfish: Every year they"}
{"text": "### Book:would gather in the marketplace and write on a piece of earthenware, an"}
{"text": "### Book:ostrakon, the name of an individual they wanted to see banished from the"}
{"text": "### Book:city for ten years. If a particular name appeared on six thousand ballots,"}
{"text": "### Book:that person would instantly be exiled. If no one received six thousand"}
{"text": "### Book:votes, the person with the most ostraka recording his name would suffer"}
{"text": "### Book:the ten-year \u201costracism.\u201d This ritual expulsion became a kind of festival"}
{"text": "### Book:\u2014what a joy to be able to banish those irritating, anxiety-inducing"}
{"text": "### Book:individuals who wanted to rise above the group they should have served."}
{"text": "### Book:In 490 B.C., Aristides, one of the great generals of Athenian history,"}
{"text": "### Book:helped defeat the Persians at the battle of Marathon. Meanwhile, off the"}
{"text": "### Book:battlefield, his fairness as a judge had earned him the nickname \u201cThe"}
{"text": "### Book:Just.\u201d But as the years went by the Athenians came to dislike him. He"}
{"text": "### Book:made such a show of his righteousness, and this, they believed, disguised"}
{"text": "### Book:his feelings of superiority and scorn for the common folk. His"}
{"text": "### Book:omnipresence in Athenian politics became obnoxious; the citizens grew"}
{"text": "### Book:tired of hearing him called \u201cThe Just.\u201d They feared that this was just the"}
{"text": "### Book:type of man\u2014judgmental, haughty\u2014who would eventually stir up fierce"}
{"text": "### Book:divisions among them. In 482 B.C., despite Aristides\u2019 invaluable"}
{"text": "### Book:expertise in the continuing war with the Persians, they collected the"}
{"text": "### Book:ostraka and had him banished."}
{"text": "### Book:After Aristides\u2019 ostracism, the great general Themistocles emerged as"}
{"text": "### Book:the city\u2019s premier leader. But his many honors and victories went to his"}
{"text": "### Book:head, and he too became arrogant and overbearing, constantly reminding"}
{"text": "### Book:the Athenians of his triumphs in battle, the temples he had built, the"}
{"text": "### Book:dangers he had fended off. He seemed to be saying that without him the"}
{"text": "### Book:city would come to ruin. And so, in 472 B.C., Themistocles\u2019 name was"}
{"text": "### Book:filled in on the ostraka and the city was rid of his poisonous presence."}
{"text": "### Book:THE, CONQUEST OF PER"}
{"text": "### Book:The struggle now became fiercer than ever around the royal litter [of A"}
{"text": "### Book:tahualpa, king of the Incan empire]. It reeled more and more, and at"}
{"text": "### Book:length, several of the nobles who supported it having been slain, it was"}
{"text": "### Book:overturned, and the Indian prince would have come with violence to the"}
{"text": "### Book:ground, had not his fall been broken bv the efforts of Pizarro and some"}
{"text": "### Book:other of the cavaliers, who caught him in their arms. The imperial borla"}
{"text": "### Book:was instantly snatched from his temples by a soldier. and the unhappy"}
{"text": "### Book:monarch, strongly secured, was removed to a neighboring building"}
{"text": "### Book:where he was carefully guarded.All attempt at resistance now ceased. The fate of the Inca [Atahualpa]"}
{"text": "### Book:soon spread over town and country. The charm that might have held the"}
{"text": "### Book:Peruvians together was dissolved. Every man thought only of his own"}
{"text": "### Book:safety. Even the [Incan] soldiery encamped on the adjacent fields took"}
{"text": "### Book:the alarm, and, learning the fatal tidings, were seen flying in every"}
{"text": "### Book:direction before their pursuers, who in the heat of triumph showed no"}
{"text": "### Book:touch of mercy. At length night, more pitiful than man, threw her friendly"}
{"text": "### Book:mantle over the fugitives, and the scattered troops of Pizarro rallied once"}
{"text": "### Book:more at the sound of the trumpet in the bloody square of Cajamarca\u2026."}
{"text": "### Book:[Atahualpa] was reverenced as more than a human. He was not merely"}
{"text": "### Book:the head of the state, but the point to which all its institutions converged"}
{"text": "### Book:as to a common center\u2014the keystone of the political fabric which must"}
{"text": "### Book:fall to pieces by its own weight when that was withdrawn. So it fared on"}
{"text": "### Book:the [execution] of Atahualpa. His death not only left the throne vacant,"}
{"text": "### Book:without any certain successor, but the manner of it announced to the"}
{"text": "### Book:Peruvian people that a hand stronger than that of their Incas had now"}
{"text": "### Book:seized the scepter, and that the dynasty of the Children of the Sun had"}
{"text": "### Book:passed away forever."}
{"text": "### Book:THE CONQUEST OF PERU, WILLIAM H. PRESCOTT, 1847"}
{"text": "### Book:The greatest political figure in fifth-century Athens was undoubtedly"}
{"text": "### Book:Pericles. Although several times threatened with ostracism, he avoided"}
{"text": "### Book:that fate by maintaining close ties with the people. Perhaps he had"}
{"text": "### Book:learned a lesson as a child from his favorite tutor, the incomparable"}
{"text": "### Book:Damon, who excelled above all other Athenians in his intelligence, his"}
{"text": "### Book:musical skills, and his rhetorical abilities. It was Damon who had trained"}
{"text": "### Book:Pericles in the arts of ruling. But he, too, suffered ostracism, for his"}
{"text": "### Book:superior airs and his insulting manner toward the commoners stirred up"}
{"text": "### Book:too much resentment."}
{"text": "### Book:Toward the end of the century there lived a man named Hyperbolus."}
{"text": "### Book:Most writers of the time describe him as the city\u2019s most worthless"}
{"text": "### Book:citizen: He did not care what anyone thought of him, and slandered"}
{"text": "### Book:whomever he disliked. He amused some, but irritated many more. In 417"}
{"text": "### Book:B.C., Hyperbolus saw an opportunity to stir up anger against the two"}
{"text": "### Book:leading politicians of the time, Alcibiades and Nicias. He hoped that one"}
{"text": "### Book:of the two would be ostracized and that he would rise in that man\u2019s"}
{"text": "### Book:place. His campaign seemed likely to succeed: The Athenians disliked"}
{"text": "### Book:Alcibiades\u2019 flamboyant and carefree lifestyle, and were wary of Nicias\u2019"}
{"text": "### Book:wealth and aloofness. They seemed certain to ostracize one or the other."}
{"text": "### Book:But Alcibiades and Nicias, although they were otherwise enemies,"}
{"text": "### Book:pooled their resources and managed to turn the ostracism on Hyperbolusinstead. His obnoxiousness, they argued, could only be terminated by"}
{"text": "### Book:banishment."}
{"text": "### Book:Earlier sufferers of ostracism had been formidable, powerful men."}
{"text": "### Book:Hyperbolus, however, was a low buffoon, and with his banishment the"}
{"text": "### Book:Athenians felt that ostracism had been degraded. And so they ended the"}
{"text": "### Book:practice that for nearly a hundred years had been one of the keys to"}
{"text": "### Book:keeping the peace within Athens."}
{"text": "### Book:Interpretation"}
{"text": "### Book:The ancient Athenians had social instincts unknown today\u2014the passage"}
{"text": "### Book:of centuries has blunted them. Citizens in the true sense of the word, the"}
{"text": "### Book:Athenians sensed the dangers posed by asocial behavior, and saw how"}
{"text": "### Book:such behavior often disguises itself in other forms: the holier-than-thou"}
{"text": "### Book:attitude that silently seeks to impose its standards on others; overweening"}
{"text": "### Book:ambition at the expense of the common good; the flaunting of"}
{"text": "### Book:superiority; quiet scheming; terminal obnoxiousness. Some of these"}
{"text": "### Book:behaviors would eat away at the city\u2019s cohesion by creating factions and"}
{"text": "### Book:sowing dissension, others would ruin the democratic spirit by making the"}
{"text": "### Book:common citizen feel inferior and envious. The Athenians did not try to"}
{"text": "### Book:reeducate people who acted in these ways, or to absorb them somehow"}
{"text": "### Book:into the group, or to impose a violent punishment that would only create"}
{"text": "### Book:other problems. The solution was quick and effective: Get rid of them."}
{"text": "### Book:Within any group, trouble can most often be traced to a single source,"}
{"text": "### Book:the unhappy, chronically dissatisfied one who will always stir up"}
{"text": "### Book:dissension and infect the group with his or her ill ease. Before you know"}
{"text": "### Book:what hit you the dissatisfaction spreads. Act before it becomes"}
{"text": "### Book:impossible to disentangle one strand of misery from another, or to see"}
{"text": "### Book:how the whole thing started. First, recognize troublemakers by their"}
{"text": "### Book:overbearing presence, or by their complaining nature. Once you spot"}
{"text": "### Book:them do not try to reform them or appease them\u2014that will only make"}
{"text": "### Book:things worse. Do not attack them, whether directly or indirectly, for they"}
{"text": "### Book:are poisonous in nature and will work underground to destroy you. Do as"}
{"text": "### Book:the Athenians did: Banish them before it is too late. Separate them from"}
{"text": "### Book:the group before they become the eye of a whirlpool. Do not give them"}
{"text": "### Book:time to stir up anxieties and sow discontent; do not give them room to"}
{"text": "### Book:move. Let one person suffer so that the rest can live in peace."}
{"text": "### Book:When the tree falls, the monkeys scatter."}
{"text": "### Book:Chinese sayingOBSERVANCE OF THE LAW II"}
{"text": "### Book:In 1296 the cardinals of the Catholic Church met in Rome to select a new"}
{"text": "### Book:pope. They chose Cardinal Gaetani, for he was incomparably shrewd;"}
{"text": "### Book:such a man would make the Vatican a great power. Taking the name"}
{"text": "### Book:Boniface VIII, Gaetani soon proved he deserved the cardinals\u2019high"}
{"text": "### Book:opinion of him: He plotted his moves carefully in advance, and stopped"}
{"text": "### Book:at nothing to get his way. Once in power, Boniface quickly crushed his"}
{"text": "### Book:rivals and unified the Papal States. The European powers began to fear"}
{"text": "### Book:him, and sent delegates to negotiate with him. The German King"}
{"text": "### Book:Albrecht of Austria even yielded some territory to Boniface. All was"}
{"text": "### Book:proceeding according to the pope\u2019s plan."}
{"text": "### Book:One piece did not fall into place, however, and that was Tuscany, the"}
{"text": "### Book:richest part of Italy. If Boniface could conquer Florence, Tuscany\u2019s most"}
{"text": "### Book:powerful city, the region would be his. But Florence was a proud"}
{"text": "### Book:republic, and would be hard to defeat. The pope had to play his cards"}
{"text": "### Book:skillfully."}
{"text": "### Book:Florence was divided by two rival factions, the Blacks and the Whites."}
{"text": "### Book:The Whites were the merchant families that had recently and quickly"}
{"text": "### Book:risen to power and wealth; the Blacks were the older money. Because of"}
{"text": "### Book:their popularity with the people, the Whites retained control of the city,"}
{"text": "### Book:to the Blacks\u2019 increasing resentment. The feud between the two grew"}
{"text": "### Book:steadily more bitter."}
{"text": "### Book:THE WOLVES AND THE SHEEP"}
{"text": "### Book:Once apon a time, the wolves sent an embassy to the sheep, desiring that"}
{"text": "### Book:there might be peace between them for the time to come. \u201cWhy,\u201d said"}
{"text": "### Book:they, \u201cshould we be for ever waging this deadly strife? Those wicked"}
{"text": "### Book:dogs are the cause of all; they are incessantly barking at us, and"}
{"text": "### Book:provoking us. Send them away, and there will be no longer any obstacle"}
{"text": "### Book:to our eternal friendship and peace.\u201d The silly sheep listened, the dogs"}
{"text": "### Book:were dismissed, and the flock, thus deprived of their best protectors,"}
{"text": "### Book:became an easy prey to their treacherous enemy."}
{"text": "### Book:FABLES, AESOP, SIXTH CENTURY B.C."}
{"text": "### Book:Here Boniface saw his chance: He would plot to help the Blacks take"}
{"text": "### Book:over the city, and Florence would be in his pocket. And as he studied the"}
{"text": "### Book:situation he began to focus on one man, Dante Alighieri, the celebratedwriter, poet, and ardent supporter of the Whites. Dante had always been"}
{"text": "### Book:interested in politics. He believed passionately in the republic, and often"}
{"text": "### Book:chastised his fellow citizens for their lack of spine. He also happened to"}
{"text": "### Book:be the city\u2019s most eloquent public speaker. In 1300, the year Boniface"}
{"text": "### Book:began plotting to take over Tuscany, Dante\u2019s fellow citizens had voted"}
{"text": "### Book:him in to Florence\u2019s highest elected position, making him one of the"}
{"text": "### Book:city\u2019s six priors. During his six-month term in the post, he had stood"}
{"text": "### Book:firmly against the Blacks and against all of the pope\u2019s attempts to sow"}
{"text": "### Book:disorder."}
{"text": "### Book:By 1301, however, Boniface had a new plan: He called in Charles de"}
{"text": "### Book:Valois, powerful brother of the king of France, to help bring order to"}
{"text": "### Book:Tuscany. As Charles marched through northern Italy, and Florence"}
{"text": "### Book:seethed with anxiety and fear, Dante quickly emerged as the man who"}
{"text": "### Book:could rally the people, arguing vehemently against appeasement and"}
{"text": "### Book:working desperately to arm the citizens and to organize resistance"}
{"text": "### Book:against the pope and his puppet French prince. By hook or by crook,"}
{"text": "### Book:Boniface had to neutralize Dante. And so, even as on the one hand he"}
{"text": "### Book:threatened Florence with Charles de Valois, on the other he held out the"}
{"text": "### Book:olive branch, the possibility of negotiations, hoping Dante would take the"}
{"text": "### Book:bait. And indeed the Florentines decided to send a delegation to Rome"}
{"text": "### Book:and try to negotiate a peace. To head the mission, predictably, they chose"}
{"text": "### Book:Dante."}
{"text": "### Book:Some warned the poet that the wily pope was setting up a trap to lure"}
{"text": "### Book:him away, but Dante went to Rome anyway, arriving as the French army"}
{"text": "### Book:stood before the gates of Florence. He felt sure that his eloquence and"}
{"text": "### Book:reason would win the pope over and save the city. Yet when the pope met"}
{"text": "### Book:the poet and the Florentine delegates, he instantly intimidated them, as"}
{"text": "### Book:he did so many. \u201cFall on your knees before me!\u201d he bellowed at their"}
{"text": "### Book:first meeting. \u201cSubmit to me! I tell you that in all truth I have nothing in"}
{"text": "### Book:my heart but to promote your peace.\u201d Succumbing to his powerful"}
{"text": "### Book:presence, the Florentines listened as the pope promised to look after their"}
{"text": "### Book:interests. He then advised them to return home, leaving one of their"}
{"text": "### Book:members behind to continue the talks. Boniface signaled that the man to"}
{"text": "### Book:stay was to be Dante. He spoke with the utmost politeness, but in essence"}
{"text": "### Book:it was an order."}
{"text": "### Book:And so Dante remained in Rome. And while he and the pope"}
{"text": "### Book:continued their dialogue, Florence fell apart. With no one to rally the"}
{"text": "### Book:Whites, and with Charles de Valois using the pope\u2019s money to bribe and"}
{"text": "### Book:sow dissension, the Whites disintegrated, some arguing for negotiations,"}
{"text": "### Book:others switching sides. Facing an enemy now divided and unsure ofitself, the Blacks easily destroyed them within weeks, exacting violent"}
{"text": "### Book:revenge on them. And once the Blacks stood firmly in power, the pope"}
{"text": "### Book:finally dismissed Dante from Rome."}
{"text": "### Book:The Blacks ordered Dante to return home to face accusations and"}
{"text": "### Book:stand trial. When the poet refused, the Blacks condemned him to be"}
{"text": "### Book:burned to death if he ever set foot in Florence again. And so Dante began"}
{"text": "### Book:a miserable life of exile, wandering through Italy, disgraced in the city"}
{"text": "### Book:that he loved, never to return to Florence, even after his death."}
{"text": "### Book:THE LIFE OF THEMISTOCLES"}
{"text": "### Book:[Themistocles\u2018s] fellow citizens reached the point at which their jealousy"}
{"text": "### Book:made them listen to any slander at his expense, and so [he] was forced to"}
{"text": "### Book:remind the assembly of his achievements until they could bear this no"}
{"text": "### Book:longer. He once said to those who were complaining of him: \u201cWhy are"}
{"text": "### Book:you tired of receiving benefits so often from the same men?\u201d Besides this"}
{"text": "### Book:he gave offense to the people when he built the temple of Artemis, for not"}
{"text": "### Book:only did he style the goddess Artemis Aristoboule, or Artemis wisest in"}
{"text": "### Book:counsel \u2014with the hint that it was he who had given the best counsel to"}
{"text": "### Book:the Athenians and the Greeks-but he chose a site for it near his own"}
{"text": "### Book:house at Melite\u2026 So at last the Athenians banished him. They made use"}
{"text": "### Book:of the ostracism to humble his great reputation and his authority, as"}
{"text": "### Book:indeed was their habit with any whose power they regarded as"}
{"text": "### Book:oppressive, or who had risen to an eminence which they considered out"}
{"text": "### Book:of keeping with the equality of a democracy."}
{"text": "### Book:THE LIFE OF THEMISTOCLES, PLUTARCH, C. A.D. 46-120"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Boniface knew that if he only had a pretext to lure Dante away, Florence"}
{"text": "### Book:would crumble. He played the oldest card in the book\u2014threatening with"}
{"text": "### Book:one hand while holding out the olive branch with the other\u2014and Dante"}
{"text": "### Book:fell for it. Once the poet was in Rome, the pope kept him there for as"}
{"text": "### Book:long as it took. For Boniface understood one of the principal precepts in"}
{"text": "### Book:the game of power: One resolute person, one disobedient spirit, can turn"}
{"text": "### Book:a flock of sheep into a den of lions. So he isolated the troublemaker."}
{"text": "### Book:Without the backbone of the city to keep them together, the sheep"}
{"text": "### Book:quickly scattered."}
{"text": "### Book:Learn the lesson: Do not waste your time lashing out in all directions"}
{"text": "### Book:at what seems to be a many-headed enemy. Find the one head thatmatters\u2014the person with willpower, or smarts, or, most important of all,"}
{"text": "### Book:charisma. Whatever it costs you, lure this person away, for once he is"}
{"text": "### Book:absent his powers will lose their effect. His isolation can be physical"}
{"text": "### Book:(banishment or absence from the court), political (narrowing his base of"}
{"text": "### Book:support), or psychological (alienating him from the group through"}
{"text": "### Book:slander and insinuation). Cancer begins with a single cell; excise it"}
{"text": "### Book:before it spreads beyond cure."}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:In the past, an entire nation would be ruled by a king and his handful of"}
{"text": "### Book:ministers. Only the elite had any power to play with. Over the centuries,"}
{"text": "### Book:power has gradually become more and more diffused and democratized."}
{"text": "### Book:This has created, however, a common misperception that groups no"}
{"text": "### Book:longer have centers of power\u2014that power is spread out and scattered"}
{"text": "### Book:among many people. Actually, however, power has changed in its"}
{"text": "### Book:numbers but not in its essence. There may be fewer mighty tyrants"}
{"text": "### Book:commanding the power of life and death over millions, but there remain"}
{"text": "### Book:thousands of petty tyrants ruling smaller realms, and enforcing their will"}
{"text": "### Book:through indirect power games, charisma, and so on. In every group,"}
{"text": "### Book:power is concentrated in the hands of one or two people, for this is one"}
{"text": "### Book:area in which human nature will never change: People will congregate"}
{"text": "### Book:around a single strong personality like planets orbiting a sun."}
{"text": "### Book:To labor under the illusion that this kind of power center no longer"}
{"text": "### Book:exists is to make endless mistakes, waste energy and time, and never hit"}
{"text": "### Book:the target. Powerful people never waste time. Outwardly they may play"}
{"text": "### Book:along with the game\u2014pretending that power is shared among many\u2014"}
{"text": "### Book:but inwardly they keep their eyes on the inevitable few in the group who"}
{"text": "### Book:hold the cards. These are the ones they work on. When troubles arise,"}
{"text": "### Book:they look for the underlying cause, the single strong character who"}
{"text": "### Book:started the stirring and whose isolation or banishment will settle the"}
{"text": "### Book:waters again."}
{"text": "### Book:In his family-therapy practice, Dr. Milton H. Erickson found that if the"}
{"text": "### Book:family dynamic was unsettled and dysfunctional there was inevitably one"}
{"text": "### Book:person who was the stirrer, the troublemaker. In his sessions he would"}
{"text": "### Book:symbolically isolate this rotten apple by seating him or her apart from the"}
{"text": "### Book:others, if only by a few feet. Slowly the other family members would seethe physically separate person as the source of their difficulty. Once you"}
{"text": "### Book:recognize who the stirrer is, pointing it out to other people will"}
{"text": "### Book:accomplish a great deal. Understanding who controls the group dynamic"}
{"text": "### Book:is a critical realization. Remember: Stirrers thrive by hiding in the group,"}
{"text": "### Book:disguising their actions among the reactions of others. Render their"}
{"text": "### Book:actions visible and they lose their power to upset."}
{"text": "### Book:A key element in games of strategy is isolating the enemy\u2019s power. In"}
{"text": "### Book:chess you try to corner the king. In the Chinese game of go you try to"}
{"text": "### Book:isolate the enemy\u2019s forces in small pockets, rendering them immobile"}
{"text": "### Book:and ineffectual. It is often better to isolate your enemies than to destroy"}
{"text": "### Book:them\u2014you seem less brutal. The result, though, is the same, for in the"}
{"text": "### Book:game of power, isolation spells death."}
{"text": "### Book:The most effective form of isolation is somehow to separate your"}
{"text": "### Book:victims from their power base. When Mao Tse-tung wanted to eliminate"}
{"text": "### Book:an enemy in the ruling elite, he did not confront the person directly; he"}
{"text": "### Book:silently and stealthily worked to isolate the man, divide his allies and"}
{"text": "### Book:turn them away from him, shrink his support. Soon the man would"}
{"text": "### Book:vanish on his own."}
{"text": "### Book:Presence and appearance have great import in the game of power. To"}
{"text": "### Book:seduce, particularly in the beginning stages, you need to be constantly"}
{"text": "### Book:present, or create the feeling that you are; if you are often out of sight,"}
{"text": "### Book:the charm will wear off. Queen Elizabeth\u2019s prime minister, Robert Cecil,"}
{"text": "### Book:had two main rivals: the queen\u2019s favorite, the Earl of Essex, and her"}
{"text": "### Book:former favorite, Sir Walter Raleigh. He contrived to send them both on a"}
{"text": "### Book:mission against Spain; with them away from the court he managed to"}
{"text": "### Book:wrap his tentacles around the queen, secure his position as her top"}
{"text": "### Book:adviser and weaken her affection for Raleigh and the earl. The lesson"}
{"text": "### Book:here is twofold: First, your absence from the court spells danger for you,"}
{"text": "### Book:and you should never leave the scene in a time of turmoil, for your"}
{"text": "### Book:absence can both symbolize and induce a loss of power; second, and on"}
{"text": "### Book:the other hand, luring your enemies away from the court at critical"}
{"text": "### Book:moments is a great ploy."}
{"text": "### Book:Isolation has other strategic uses. When trying to seduce people, it is"}
{"text": "### Book:often wise to isolate them from their usual social context. Once isolated"}
{"text": "### Book:they are vulnerable to you, and your presence becomes magnified."}
{"text": "### Book:Similarly, con artists often look for ways to isolate their marks from their"}
{"text": "### Book:normal social milieux, steering them into new environments in which"}
{"text": "### Book:they are no longer comfortable. Here they feel weak, and succumb to"}
{"text": "### Book:deception more easily. Isolation, then, can prove a powerful way of"}
{"text": "### Book:bringing people under your spell to seduce or swindle them.You will often find powerful people who have alienated themselves"}
{"text": "### Book:from the group. Perhaps their power has gone to their heads, and they"}
{"text": "### Book:consider themselves superior; perhaps they have lost the knack of"}
{"text": "### Book:communicating with ordinary folk. Remember: This makes them"}
{"text": "### Book:vulnerable. Powerful though they be, people like this can be turned to"}
{"text": "### Book:use."}
{"text": "### Book:The monk Rasputin gained his power over Czar Nicholas and Czarina"}
{"text": "### Book:Alexandra of Russia through their tremendous isolation from the people."}
{"text": "### Book:Alexandra in particular was a foreigner, and especially alienated from"}
{"text": "### Book:everyday Russians; Rasputin used his peasant origins to insinuate"}
{"text": "### Book:himself into her good graces, for she desperately wanted to communicate"}
{"text": "### Book:with her subjects. Once in the court\u2019s inner circle, Rasputin made himself"}
{"text": "### Book:indispensable and attained great power. Heading straight for the center,"}
{"text": "### Book:he aimed for the one figure in Russia who commanded power (the"}
{"text": "### Book:czarina dominated her husband), and found he had no need to isolate her"}
{"text": "### Book:for the work was already done. The Rasputin strategy can bring you"}
{"text": "### Book:great power: Always search out people who hold high positions yet who"}
{"text": "### Book:find themselves isolated on the board. They are like apples falling into"}
{"text": "### Book:your lap, easily seduced, and able to catapult you into power yourself."}
{"text": "### Book:Finally, the reason you strike at the shepherd is because such an action"}
{"text": "### Book:will dishearten the sheep beyond any rational measure. When Hernando"}
{"text": "### Book:Cort\u00e9s and Francisco Pizarro led their tiny forces against the Aztec and"}
{"text": "### Book:Incan empires, they did not make the mistake of fighting on several"}
{"text": "### Book:fronts, nor were they intimidated by the numbers arrayed against them;"}
{"text": "### Book:they captured the kings, Moctezuma and Atahualpa. Vast empires fell"}
{"text": "### Book:into their hands. With the leader gone the center of gravity is gone; there"}
{"text": "### Book:is nothing to revolve around and everything falls apart. Aim at the"}
{"text": "### Book:leaders, bring them down, and look for the endless opportunities in the"}
{"text": "### Book:confusion that will ensue."}
{"text": "### Book:Image: A Flock of Fatted"}
{"text": "### Book:Sheep. Do not waste precious"}
{"text": "### Book:time trying to steal a sheep or two; do"}
{"text": "### Book:not risk life and limb by setting upon"}
{"text": "### Book:the dogs that guard the flock. Aim at the"}
{"text": "### Book:shepherd. Lure him away and the dogs"}
{"text": "### Book:will follow. Strike him down and the flock will"}
{"text": "### Book:scatter\u2014you can pick them off one by one.Authority: If you draw a bow, draw the strongest. If you use an arrow,"}
{"text": "### Book:use the longest. To shoot a rider, first shoot his horse. To catch a gang of"}
{"text": "### Book:bandits, first capture its leader. Just as a country has its border, so the"}
{"text": "### Book:killing of men has its limits. If the enemy\u2019s attack can be stopped [with a"}
{"text": "### Book:blow to the head], why have any more dead and wounded than"}
{"text": "### Book:necessary? (Chinese poet Tu Fu, Tang dynasty, eighth century)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:\u201cAny harm you do to a man should be done in such a way that you need"}
{"text": "### Book:not fear his revenge,\u201d writes Machiavelli. If you act to isolate your"}
{"text": "### Book:enemy, make sure he lacks the means to repay the favor. If you apply this"}
{"text": "### Book:Law, in other words, apply it from a position of superiority, so that you"}
{"text": "### Book:have nothing to fear from his resentment."}
{"text": "### Book:Andrew Johnson, Abraham Lincoln\u2019s successor as U.S. president, saw"}
{"text": "### Book:Ulysses S. Grant as a troublesome member of his government. So he"}
{"text": "### Book:isolated Grant, as a prelude to forcing him out. This only enraged the"}
{"text": "### Book:great general, however, who responded by forming a support base in the"}
{"text": "### Book:Republican party and going on to become the next president. It would"}
{"text": "### Book:have been far wiser to keep a man like Grant in the fold, where he could"}
{"text": "### Book:do less harm, than to make him revengeful. And so you may often find it"}
{"text": "### Book:better to keep people on your side, where you can watch them, than to"}
{"text": "### Book:risk creating an angry enemy. Keeping them close, you can secretly"}
{"text": "### Book:whittle away at their support base, so that when the time comes to cut"}
{"text": "### Book:them loose they will fall fast and hard without knowing what hit them.LAW 43"}
{"text": "### Book:WORK ON THE HEARTS AND MINDS OF"}
{"text": "### Book:OTHERS"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Coercion creates a reaction that will eventually work against you. You"}
{"text": "### Book:must seduce others into wanting to move in your direction. A person you"}
{"text": "### Book:have seduced becomes your loyal pawn. And the way to seduce others is"}
{"text": "### Book:to operate on their individual psychologies and weaknesses. Soften up"}
{"text": "### Book:the resistant by working on their emotions, playing on what they hold"}
{"text": "### Book:dear and what they fear. Ignore the hearts and minds of others and they"}
{"text": "### Book:will grow to hate you."}
{"text": "### Book:CYRUS\u2019S RUSE"}
{"text": "### Book:Thinking of the means by which he could most effectively persuade the"}
{"text": "### Book:Persians to revolt, [Cyrus\u2019s] deliberations led him to adopt the following"}
{"text": "### Book:plan, which he found best suited to his purpose. He wrote on a roll of"}
{"text": "### Book:parchment that Astyages had appointed him to command the Persian"}
{"text": "### Book:army; then he summoned an assembly of the Persians, opened the roll in"}
{"text": "### Book:their presence and read out what he had written. \u201cAnd now, he added, I"}
{"text": "### Book:have an order for you: every man is to appear on parade with a"}
{"text": "### Book:billhook\u2026.\u201d The order was obeyed. All the men assembled with their"}
{"text": "### Book:billhooks, and Cyrus\u2019s next command was that before the day was out"}
{"text": "### Book:they should clear a certain piece of rough land full of thorn-bushes,"}
{"text": "### Book:about eighteen or twenty furlongs square. This too was done, whereupon"}
{"text": "### Book:Cyrus issued the further order that they should present themselves again"}
{"text": "### Book:on the following day, after having taken a bath. Meanwhile, Cyrus"}
{"text": "### Book:collected and slaughtered all his father\u2019s goats, sheep, and oxen in"}
{"text": "### Book:preparation for entertaining the whole Persian army at a banquet,"}
{"text": "### Book:together with the best wine and bread he could procure. The next day the"}
{"text": "### Book:guests assembled, and were told to sit down on the grass and enjoythemselves. After the meal Cyrus asked them which they preferred\u2014"}
{"text": "### Book:yesterday\u2019s work or today\u2019s amusement; and they replied that it was"}
{"text": "### Book:indeed a far cry from the previous day\u2019s misery to their present"}
{"text": "### Book:pleasures. This was the answer which Cyrus wanted; he seized upon it at"}
{"text": "### Book:once and proceeded to lay bare what he had in mind. \u201cMen of Persia,\u201d"}
{"text": "### Book:he said, \u201clisten to me: obey my orders, and you will be able to enjoy a"}
{"text": "### Book:thousand pleasures as good as this without ever turning your hands to"}
{"text": "### Book:menial labor; but, if you disobey, yesterday\u2019s task will be the pattern of"}
{"text": "### Book:innumerable others you will be forced to perform. Take my advice and"}
{"text": "### Book:win your freedom. I am the man destined to undertake your liberation,"}
{"text": "### Book:and it is my belief that you are a match for the Medes in war as in"}
{"text": "### Book:everything else. It is the truth I tell you. Do not delay, but fling off the"}
{"text": "### Book:yoke of Astyages at once.\u201d"}
{"text": "### Book:The Persians had long resented their subjection to the Medes. At last"}
{"text": "### Book:they had found a leader, and welcomed with enthusiasm the prospect of"}
{"text": "### Book:liberty\u2026. On the present occasion the Persians under Cyrus rose against"}
{"text": "### Book:the Medes and from then onwards were masters of Asia."}
{"text": "### Book:THE HISTORIES, HERODOTUS, FIFTH CENTURY B.C.."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:Near the end of the reign of Louis XV, all of France seemed desperate"}
{"text": "### Book:for change. When the king\u2019s grandson and chosen successor, the future"}
{"text": "### Book:Louis XVI, married the fifteen-year-old daughter of the empress of"}
{"text": "### Book:Austria, the French caught a glimpse of the future that seemed hopeful."}
{"text": "### Book:The young bride, Marie-Antoinette, was beautiful and full of life. She"}
{"text": "### Book:instantly changed the mood of the court, which was rank with Louis"}
{"text": "### Book:XV\u2019s de baucheries; even the common people, who had yet to see her,"}
{"text": "### Book:talked excitedly of Marie-Antoinette. The French had grown disgusted"}
{"text": "### Book:with the series of mistresses who had dominated Louis XV, and they"}
{"text": "### Book:looked forward to serving their new queen. In 1773, when Marie-"}
{"text": "### Book:Antoinette publicly rode through the streets of Paris for the first time,"}
{"text": "### Book:applauding crowds swarmed around her carriage. \u201cHow fortunate,\u201d she"}
{"text": "### Book:wrote her mother, \u201cto be in a position in which one can gain widespread"}
{"text": "### Book:affection at so little cost.\u201d"}
{"text": "### Book:In 1774 Louis XV died and Louis XVI took the throne. As soon as"}
{"text": "### Book:Marie-Antoinette became queen she abandoned herself to the pleasuresshe loved the most\u2014ordering and wearing the most expensive gowns"}
{"text": "### Book:and jewelry in the realm; sporting the most elaborate hair in history, her"}
{"text": "### Book:sculpted coiffures rising as much as three feet above her head; and"}
{"text": "### Book:throwing a constant succession of masked balls and f\u00eates. All of these"}
{"text": "### Book:whims she paid for on credit, never concerning herself with the cost or"}
{"text": "### Book:who paid the bills."}
{"text": "### Book:Marie-Antoinette\u2019s greatest pleasure was the creation and designing of"}
{"text": "### Book:a private Garden of Eden at the Petit Trianon, a ch\u00e2teau on the grounds"}
{"text": "### Book:of Versailles with its own woods. The gardens at the Petit Trianon were"}
{"text": "### Book:to be as \u201cnatural\u201d as possible, including moss applied by hand to the"}
{"text": "### Book:trees and rocks. To heighten the pastoral effect, the queen employed"}
{"text": "### Book:peasant milkmaids to milk the finest-looking cows in the realm;"}
{"text": "### Book:launderers and cheese-makers in special peasant outfits she helped"}
{"text": "### Book:design; shepherds to tend sheep with silk ribbons around their necks."}
{"text": "### Book:When she inspected the barns, she would watch her milkmaids squeezing"}
{"text": "### Book:milk into porcelain vases made at the royal ceramic works. To pass the"}
{"text": "### Book:time, Marie-Antoinette would gather flowers in the woods around the"}
{"text": "### Book:Petit Trianon, or watch her \u201cgood peasants\u201d doing their \u201cchores.\u201d The"}
{"text": "### Book:place became a separate world, its community limited to her chosen"}
{"text": "### Book:favorites."}
{"text": "### Book:With each new whim, the cost of maintaining the Petit Trianon soared."}
{"text": "### Book:Meanwhile, France itself was deteriorating: There was famine and"}
{"text": "### Book:widespread discontent. Even socially insulated courtiers seethed with"}
{"text": "### Book:resentment\u2014the queen treated them like children. Only her favorites"}
{"text": "### Book:mattered, and these were becoming fewer and fewer. But Marie-"}
{"text": "### Book:Antoinette did not concern herself with this. Not once throughout her"}
{"text": "### Book:reign did she read a minister\u2019s report. Not once did she tour the"}
{"text": "### Book:provinces and rally the people to her side. Not once did she mingle"}
{"text": "### Book:among the Parisians, or receive a delegation from them. She did none of"}
{"text": "### Book:these things because as queen she felt the people owed her their"}
{"text": "### Book:affection, and she was not required to love them in return."}
{"text": "### Book:In 1784 the queen became embroiled in a scandal. As part of an"}
{"text": "### Book:elaborate swindle, the most expensive diamond necklace in Europe had"}
{"text": "### Book:been purchased under her name, and during the swindlers\u2019 trial her lavish"}
{"text": "### Book:lifestyle became public: People heard about the money she spent on"}
{"text": "### Book:jewels and dresses and masked dances. They gave her the nickname"}
{"text": "### Book:\u201cMadame Deficit,\u201d and from then on she became the focus of the"}
{"text": "### Book:people\u2019s growing resentment. When she appeared in her box at the opera"}
{"text": "### Book:the audience greeted her with hisses. Even the court turned against her.For while she had been running up her huge expenditures, the country"}
{"text": "### Book:was headed for ruin."}
{"text": "### Book:Five years later, in 1789, an unprecedented event took place: the"}
{"text": "### Book:beginning of the French Revolution. The queen did not worry\u2014let the"}
{"text": "### Book:people have their little rebellion, she seemed to think; it would soon"}
{"text": "### Book:quiet down and she would be able to resume her life of pleasure. That"}
{"text": "### Book:year the people marched on Versailles, forcing the royal family to quit"}
{"text": "### Book:the palace and take residence in Paris. This was a triumph for the rebels,"}
{"text": "### Book:but it offered the queen an opportunity to heal the wounds she had"}
{"text": "### Book:opened and establish contact with the people. The queen, however, had"}
{"text": "### Book:not learned her lesson: Not once would she leave the palace during her"}
{"text": "### Book:stay in Paris. Her subjects could rot in hell for all she cared."}
{"text": "### Book:In 1792 the royal couple was moved from the palace to a prison, as the"}
{"text": "### Book:revolution officially declared the end of the monarchy. The following"}
{"text": "### Book:year Louis XVI was tried, found guilty, and guillotined. As Marie-"}
{"text": "### Book:Antoinette awaited the same fate, hardly a soul came to her defense\u2014not"}
{"text": "### Book:one of her former friends in the court, not one of Europe\u2019s other"}
{"text": "### Book:monarchs (who, as members of their own countries\u2019 royal families, had"}
{"text": "### Book:all the reason in the world to show that revolution did not pay), not even"}
{"text": "### Book:her own family in Austria, including her brother, who now sat on the"}
{"text": "### Book:throne. She had become the world\u2019s pariah. In October of 1793, she"}
{"text": "### Book:finally knelt at the guillotine, unrepentant and defiant to the bitter end."}
{"text": "### Book:Interpretation"}
{"text": "### Book:From early on, Marie-Antoinette acquired the most dangerous of"}
{"text": "### Book:attitudes: As a young princess in Austria she was endlessly flattered and"}
{"text": "### Book:cajoled. As the future queen of the French court she was the center of"}
{"text": "### Book:everyone\u2019s attention. She never learned to charm or please other people,"}
{"text": "### Book:to become attuned to their individual psychologies. She never had to"}
{"text": "### Book:work to get her way, to use calculation or cunning or the arts of"}
{"text": "### Book:persuasion. And like everyone who is indulged from an early age, she"}
{"text": "### Book:evolved into a monster of insensitivity."}
{"text": "### Book:Marie-Antoinette became the focus of an entire country\u2019s"}
{"text": "### Book:dissatisfaction because it is so infuriating to meet with a person who"}
{"text": "### Book:makes no effort to seduce you or attempt to persuade you, even if only"}
{"text": "### Book:for the purpose of deception. And do not imagine that she represents a"}
{"text": "### Book:bygone era, or that she is even rare. Her type is today more common than"}
{"text": "### Book:ever. Such types live in their own bubble\u2014they seem to feel they areborn kings and queens, and that attention is owed them. They do not"}
{"text": "### Book:consider anyone else\u2019s nature, but bulldoze over people with the self-"}
{"text": "### Book:righteous arrogance of a Marie-Antoinette. Pampered and indulged as"}
{"text": "### Book:children, as adults they still believe that everything must come to them;"}
{"text": "### Book:convinced of their own charm, they make no effort to charm, seduce, or"}
{"text": "### Book:gently persuade."}
{"text": "### Book:In the realm of power, such attitudes are disastrous. At all times you"}
{"text": "### Book:must attend to those around you, gauging their particular psychology,"}
{"text": "### Book:tailoring your words to what you know will entice and seduce them. This"}
{"text": "### Book:requires energy and art. The higher your station, the greater the need to"}
{"text": "### Book:remain attuned to the hearts and minds of those below you, creating a"}
{"text": "### Book:base of support to maintain you at the pinnacle. Without that base, your"}
{"text": "### Book:power will teeter, and at the slightest change of fortune those below will"}
{"text": "### Book:gladly assist in your fall from grace."}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:In A.D. 225, Chuko Liang, master strategist and chief minister to the"}
{"text": "### Book:ruler of Shu in ancient China, confronted a dangerous situation. The"}
{"text": "### Book:kingdom of Wei had mounted an all-out attack on Shu from the north."}
{"text": "### Book:More dangerous still, Wei had formed an alliance with the barbarous"}
{"text": "### Book:states to the south of Shu, led by King Menghuo. Chuko Liang had to"}
{"text": "### Book:deal with this second menace from the south before he could hope to"}
{"text": "### Book:fend off Wei in the north."}
{"text": "### Book:As Chuko Liang prepared to march south against the barbarians, a"}
{"text": "### Book:wise man in his camp offered him advice. It would be impossible, this"}
{"text": "### Book:man said, to pacify the region by force. Liang would probably beat"}
{"text": "### Book:Menghuo, but as soon as he headed north again to deal with Wei,"}
{"text": "### Book:Menghuo would reinvade. \u201cIt is better to win hearts,\u201d said the wise man,"}
{"text": "### Book:\u201cthan cities; better to battle with hearts than with weapons. I hope you"}
{"text": "### Book:will succeed in winning the hearts of these people.\u201d \u201cYou read my"}
{"text": "### Book:thoughts,\u201d responded Chuko Liang."}
{"text": "### Book:THE GENTLE ART OF PERSUASION"}
{"text": "### Book:The north wind and the sun were disputing which was the stronger, and"}
{"text": "### Book:agreed to acknowledge as the victor whichever of them could strip atraveler of his clothing. The wind tried first. But its violent gusts only"}
{"text": "### Book:made the man hold his clothes tightly around him, and when it blew"}
{"text": "### Book:harder still the cold made him so uncomfortable that he put on an extra"}
{"text": "### Book:wrap. Eventually the wind got tired of it and handed him over to the sun."}
{"text": "### Book:The sun shone first with a moderate warmth, which made the man take"}
{"text": "### Book:off his topcoat. Then it blazed fiercely, till, unable to stand the heat, he"}
{"text": "### Book:stripped and went off to bathe in a nearby river. Persuasion is more"}
{"text": "### Book:effective than force."}
{"text": "### Book:FABLES, AESOP, SIXTH CENTURY B.C."}
{"text": "### Book:As Liang expected, Menghuo launched a powerful attack. But Liang"}
{"text": "### Book:laid a trap and managed to capture a large part of Menghuo\u2019s army,"}
{"text": "### Book:including the king himself. Instead of punishing or executing his"}
{"text": "### Book:prisoners, however, he separated the soldiers from their king, had their"}
{"text": "### Book:shackles removed, regaled them with food and wine, and then addressed"}
{"text": "### Book:them. \u201cYou are all upright men,\u201d he said. \u201cI believe you all have parents,"}
{"text": "### Book:wives, and children waiting for you at home. They are doubtless"}
{"text": "### Book:shedding bitter tears at your fate. I am going to release you, so that you"}
{"text": "### Book:can return home to your loved ones and comfort them.\u201d The men"}
{"text": "### Book:thanked Liang with tears in their eyes; then he sent for Menghuo. \u201cIf I"}
{"text": "### Book:release you,\u201d asked Liang, \u201cwhat will you do?\u201d \u201cI will pull my army"}
{"text": "### Book:together again,\u201d answered the king, \u201cand lead it against you to a decisive"}
{"text": "### Book:battle. But if you capture me a second time, I will bow to your"}
{"text": "### Book:superiority.\u201d Not only did Liang order Menghuo released, he gave him a"}
{"text": "### Book:gift of a horse and saddle. When angry lieutenants wondered why he did"}
{"text": "### Book:this, Liang told them, \u201cI can capture that man as easily as I can take"}
{"text": "### Book:something out of my pocket. I am trying to win his heart. When I do,"}
{"text": "### Book:peace will come of itself here in the south.\u201d"}
{"text": "### Book:As Menghuo had said he would, he attacked again. But his own"}
{"text": "### Book:officers, whom Liang had treated so well, rebelled against him, captured"}
{"text": "### Book:him, and turned him over to Liang, who asked him again the same"}
{"text": "### Book:question as before. Menghuo replied that he had not been beaten fairly,"}
{"text": "### Book:but merely betrayed by his own officers; he would fight again, but if"}
{"text": "### Book:captured a third time he would bow to Liang\u2019s superiority."}
{"text": "### Book:Over the following months Liang outwitted Menghuo again and again,"}
{"text": "### Book:capturing him a third, a fourth, and a fifth time. On each occasion"}
{"text": "### Book:Menghuo\u2019s troops grew more dissatisfied. Liang had treated them with"}
{"text": "### Book:respect; they had lost their heart for fighting. But every time Chuko"}
{"text": "### Book:Liang asked Menghuo to yield, the great king would come up with"}
{"text": "### Book:another excuse: You tricked me, I lost through bad luck, on and on. Ifyou capture me again, he would promise, I swear I will not betray you."}
{"text": "### Book:And so Liang would let him go."}
{"text": "### Book:When he captured Menghuo for the sixth time, he asked the king the"}
{"text": "### Book:same question again. \u201cIf you capture me a seventh time,\u201d the king"}
{"text": "### Book:replied, \u201cI shall give you my loyalty and never rebel again.\u201d \u201cVery well,\u201d"}
{"text": "### Book:said Liang. \u201cBut if I capture you again, I will not release you.\u201d"}
{"text": "### Book:Now Menghuo and his soldiers fled to a far corner of their kingdom,"}
{"text": "### Book:the region of Wuge. Defeated so many times, Menghuo had only one"}
{"text": "### Book:hope left: He would ask the help of King Wutugu of Wuge, who had an"}
{"text": "### Book:immense and ferocious army. Wutugu\u2019s warriors wore an armor of"}
{"text": "### Book:tightly woven vines soaked in oil, then dried to an impenetrable"}
{"text": "### Book:hardness. With Menghuo at his side, Wutugu marched this mighty army"}
{"text": "### Book:against Liang, and this time the great strategist seemed frightened,"}
{"text": "### Book:leading his men in a hurried retreat. But he was merely leading Wutugu"}
{"text": "### Book:into a trap: He cornered the king\u2019s men in a narrow valley, then lit fires"}
{"text": "### Book:set all around them. When the fires reached the soldiers Wutugu\u2019s whole"}
{"text": "### Book:army burst into flame\u2014the oil in their armor, of course, being highly"}
{"text": "### Book:flammable. All of them perished."}
{"text": "### Book:Liang had managed to separate Menghuo and his entourage from the"}
{"text": "### Book:carnage in the valley, and the king found himself a captive for the"}
{"text": "### Book:seventh time. After this slaughter Liang could not bear to face his"}
{"text": "### Book:prisoner again. He sent a messenger to the captured king: \u201cHe has"}
{"text": "### Book:commissioned me to release you. Mobilize another army against him, if"}
{"text": "### Book:you can, and try once more to defeat him.\u201d Sobbing, the king fell to the"}
{"text": "### Book:ground, crawled to Liang on his hands and knees, and prostrated himself"}
{"text": "### Book:at his feet. \u201cOh great minister,\u201d cried Menghuo, \u201cyours is the majesty of"}
{"text": "### Book:Heaven. We men of the south will never again offer resistance to your"}
{"text": "### Book:rule.\u201d \u201cDo you now yield?\u201d asked Liang. \u201cI, my sons, and my grandsons"}
{"text": "### Book:are deeply moved by Your Honor\u2019s boundless, life-giving mercy. How"}
{"text": "### Book:could we not yield?\u201d"}
{"text": "### Book:Liang honored Menghuo with a great banquet, reestablished him on"}
{"text": "### Book:the throne, restored his conquered lands to his rule, then returned north"}
{"text": "### Book:with his army, leaving no occupying force. Liang never came back\u2014he"}
{"text": "### Book:had no need to: Menghuo had become his most devoted and unshakable"}
{"text": "### Book:ally."}
{"text": "### Book:The men who have changed the universe have never gotten there by"}
{"text": "### Book:working on leaders, but rather by moving the masses. Working on"}
{"text": "### Book:leaders is the method of intrigue and only leads to secondary results."}
{"text": "### Book:Working on the masses, however, is the stroke of genius that changes the"}
{"text": "### Book:face of the world.NAPOLEON BONAPARTE, 1769-1821"}
{"text": "### Book:LIFE OF ABBENDER THE GREAT"}
{"text": "### Book:This long and painful pursuit of Darius\u2014for in eleven days he marched"}
{"text": "### Book:33 hundred furlongs\u2014harassed his soldiers so that most of them were"}
{"text": "### Book:ready to give it up, chiefly for want of water. While they were in this"}
{"text": "### Book:distress, it happened that some Macedonians who had fetched water in"}
{"text": "### Book:skins upon their mules from a river they had found out came about noon"}
{"text": "### Book:to the place where Alexander was, and seeing him almost choked with"}
{"text": "### Book:thirst, presently filled a helmet and offered it him\u2026. Then he took the"}
{"text": "### Book:helmet into his hands, and looking round about, when he saw all those"}
{"text": "### Book:who were near him stretching their heads out and looking earnestly after"}
{"text": "### Book:the drink, he returned it again with thanks without tasting a drop of it."}
{"text": "### Book:\u201cFor,\u201d said he, \u201cif I alone should drink, the rest will be out of heart.\u201d"}
{"text": "### Book:The soldiers no sooner took notice of his temperance and magnanimity"}
{"text": "### Book:upon this occasion, but they one and all cried out to him to lead them"}
{"text": "### Book:forward boldly, and began whipping on their horses. For whilst they had"}
{"text": "### Book:such a king they said they defied both weariness and thirst, and looked"}
{"text": "### Book:upon themselves to be little less than immortal."}
{"text": "### Book:THE LIFE OF ALEXANDER THE GREAT, PLUTARCH, C. A.D. 46-"}
{"text": "### Book:120"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Chuko Liang had two options: Try to defeat the barbarians in the south"}
{"text": "### Book:with one crushing blow, or patiently and slowly win them to his side over"}
{"text": "### Book:time. Most people more powerful than their enemy grab the first option"}
{"text": "### Book:and never consider the second, but the truly powerful think far ahead:"}
{"text": "### Book:The first option may be quick and easy, but over time it brews ugly"}
{"text": "### Book:emotions in the hearts of the vanquished. Their resentment turns to"}
{"text": "### Book:hatred; such animosity keeps you on edge\u2014you spend your energy"}
{"text": "### Book:protecting what you have gained, growing paranoid and defensive. The"}
{"text": "### Book:second option, though more difficult, not only brings you peace of mind,"}
{"text": "### Book:it converts a potential enemy into a pillar of support."}
{"text": "### Book:In all your encounters, take a step back\u2014take the time to calculate and"}
{"text": "### Book:attune yourself to your targets\u2019 emotional makeup and psychological"}
{"text": "### Book:weaknesses. Force will only strengthen their resistance. With most"}
{"text": "### Book:people the heart is the key: They are like children, ruled by theiremotions. To soften them up, alternate harshness with mercy. Play on"}
{"text": "### Book:their basic fears, and also their loves\u2014freedom, family, etc. Once you"}
{"text": "### Book:break them down, you will have a lifelong friend and fiercely loyal ally."}
{"text": "### Book:Governments saw men only in mass; but our men, being irregulars, were"}
{"text": "### Book:not"}
{"text": "### Book:formations, but individuals\u2026. Our kingdoms lay in each man\u2019s mind."}
{"text": "### Book:Seven Pillars of Wisdom, T. E. Lawrence, 1888-1935"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:In the game of power, you are surrounded by people who have absolutely"}
{"text": "### Book:no reason to help you unless it is in their interest to do so. And if you"}
{"text": "### Book:have nothing to offer their self-interest, you are likely to make them"}
{"text": "### Book:hostile, for they will see in you just one more competitor, one more"}
{"text": "### Book:waster of their time. Those that overcome this prevailing coldness are the"}
{"text": "### Book:ones who find the key that unlocks the stranger\u2019s heart and mind,"}
{"text": "### Book:seducing him into their comer, if necessary softening him up for a punch."}
{"text": "### Book:But most people never learn this side of the game. When they meet"}
{"text": "### Book:someone new, rather than stepping back and probing to see what makes"}
{"text": "### Book:this person unique, they talk about themselves, eager to impose their own"}
{"text": "### Book:willpower and prejudices. They argue, boast, and make a show of their"}
{"text": "### Book:power. They may not know it but they are secretly creating an enemy, a"}
{"text": "### Book:resister, because there is no more infuriating feeling than having your"}
{"text": "### Book:individuality ignored, your own psychology unacknowledged. It makes"}
{"text": "### Book:you feel lifeless and resentful."}
{"text": "### Book:Remember: The key to persuasion is softening people up and breaking"}
{"text": "### Book:them down, gently. Seduce them with a two-pronged approach: Work on"}
{"text": "### Book:their emotions and play on their intellectual weaknesses. Be alert to both"}
{"text": "### Book:what separates them from everyone else (their individual psychology)"}
{"text": "### Book:and what they share with everyone else (their basic emotional"}
{"text": "### Book:responses). Aim at the primary emotions\u2014love, hate, jealousy. Once you"}
{"text": "### Book:move their emotions you have reduced their control, making them more"}
{"text": "### Book:vulnerable to persuasion."}
{"text": "### Book:When Chuko Liang wanted to dissuade an important general of a rival"}
{"text": "### Book:kingdom from entering into an alliance with Ts\u2018ao Ts\u2019ao, Liang\u2019s"}
{"text": "### Book:dreaded enemy, he did not detail Ts\u2018ao Ts\u2019ao\u2019s cruelty, or attack him on"}
{"text": "### Book:moral grounds. Instead Liang suggested that Ts\u2018ao Ts\u2019ao was really afterthe general\u2019s beautiful young wife. This hit the general in the gut, and"}
{"text": "### Book:won him over. Mao Tse-tung similarly always appealed to popular"}
{"text": "### Book:emotions, and spoke in the simplest terms. Educated and well-read"}
{"text": "### Book:himself, in his speeches he used visceral metaphors, voicing the public\u2019s"}
{"text": "### Book:deepest anxieties and encouraging them to vent their frustrations in"}
{"text": "### Book:public meetings. Rather than arguing the practical aspects of a particular"}
{"text": "### Book:program, he would describe how it would affect them on the most"}
{"text": "### Book:primitive, down-to-earth level. Do not believe that this approach works"}
{"text": "### Book:only with the illiterate and unschooled\u2014it works on one and all. All of"}
{"text": "### Book:us are mortal and face the same dreadful fate, and all of us share the"}
{"text": "### Book:desire for attachment and belonging. Stir up these emotions and you"}
{"text": "### Book:captivate our hearts."}
{"text": "### Book:The best way to do this is with a dramatic jolt, of the kind that Chuko"}
{"text": "### Book:Liang created when he fed and released prisoners who expected only the"}
{"text": "### Book:worst from him. Shaking them to the core, he softened their hearts. Play"}
{"text": "### Book:on contrasts like this: Push people to despair, then give them relief. If"}
{"text": "### Book:they expect pain and you give them pleasure, you win their hearts."}
{"text": "### Book:Creating pleasure of any kind, in fact, will usually bring you success, as"}
{"text": "### Book:will allaying fears and providing or promising security."}
{"text": "### Book:Symbolic gestures are often enough to win sympathy and goodwill. A"}
{"text": "### Book:gesture of self-sacrifice, for example\u2014a show that you suffer as those"}
{"text": "### Book:around you do\u2014will make people identify with you, even if your"}
{"text": "### Book:suffering is symbolic or minor and theirs is real. When you enter a"}
{"text": "### Book:group, make a gesture of goodwill; soften the group up for the harsher"}
{"text": "### Book:actions that will follow later."}
{"text": "### Book:When T. E. Lawrence was fighting the Turks in the deserts of the"}
{"text": "### Book:Middle East during World War I, he had an epiphany: It seemed to him"}
{"text": "### Book:that conventional warfare had lost its value. The old-fashioned soldier"}
{"text": "### Book:was lost in the enormous armies of the time, in which he was ordered"}
{"text": "### Book:about like a lifeless pawn. Lawrence wanted to turn this around. For him,"}
{"text": "### Book:every soldier\u2019s mind was a kingdom he had to conquer. A committed,"}
{"text": "### Book:psychologically motivated soldier would fight harder and more"}
{"text": "### Book:creatively than a puppet."}
{"text": "### Book:Lawrence\u2019s perception is still more true in the world today, where so"}
{"text": "### Book:many of us feel alienated, anonymous, and suspicious of authority, all of"}
{"text": "### Book:which makes overt power plays and force even more counterproductive"}
{"text": "### Book:and dangerous. Instead of manipulating lifeless pawns, make those on"}
{"text": "### Book:your side convinced and excited by the cause you have enlisted them in;"}
{"text": "### Book:this will not only make your work easier but it will also give you more"}
{"text": "### Book:leeway to deceive them later on. And to accomplish this you need to dealwith their individual psychologies. Never clumsily assume that the tactic"}
{"text": "### Book:that worked on one person will necessarily work on another. To find the"}
{"text": "### Book:key that will motivate them, first get them to open up. The more they"}
{"text": "### Book:talk, the more they reveal about their likes and dislikes\u2014the handles and"}
{"text": "### Book:levers to move them with."}
{"text": "### Book:The quickest way to secure people\u2019s minds is by demonstrating, as"}
{"text": "### Book:simply as possible, how an action will benefit them. Self-interest is the"}
{"text": "### Book:strongest motive of all: A great cause may capture minds, but once the"}
{"text": "### Book:first flush of excitement is over, interest will flag\u2014unless there is"}
{"text": "### Book:something to be gained. Self-interest is the solider foundation. The"}
{"text": "### Book:causes that work best use a noble veneer to cover a blatant appeal to self-"}
{"text": "### Book:interest; the cause seduces but the self-interest secures the deal."}
{"text": "### Book:The people who are best at appealing to people\u2019s minds are often"}
{"text": "### Book:artists, intellectuals, and those of a more poetic nature. This is because"}
{"text": "### Book:ideas are most easily communicated through metaphors and imagery. It"}
{"text": "### Book:is always good policy, then, to have in your pocket at least one artist or"}
{"text": "### Book:intellectual who can appeal concretely to people\u2019s minds. Kings have"}
{"text": "### Book:always kept a stable of writers in their barn: Frederick the Great had his"}
{"text": "### Book:Voltaire (until they quarreled and separated), Napoleon won over"}
{"text": "### Book:Goethe. Conversely, Napoleon III\u2019s alienation of writers such as Victor"}
{"text": "### Book:Hugo, whom he exiled from France, contributed to his growing"}
{"text": "### Book:unpopularity and eventual downfall. It is dangerous, then, to alienate"}
{"text": "### Book:those who have powers of expression, and useful to pacify and exploit"}
{"text": "### Book:them."}
{"text": "### Book:Finally, learn to play the numbers game. The wider your support base"}
{"text": "### Book:the stronger your power. Understanding that one alienated, disaffected"}
{"text": "### Book:soul can spark a blaze of discontent, Louis XIV made sure to endear"}
{"text": "### Book:himself to the lowest members of his staff. You too must constantly win"}
{"text": "### Book:over more allies on all levels\u2014a time will inevitably come when you"}
{"text": "### Book:will need them."}
{"text": "### Book:Image:"}
{"text": "### Book:The Keyhole."}
{"text": "### Book:People build"}
{"text": "### Book:walls to keep you"}
{"text": "### Book:out; never force"}
{"text": "### Book:your way in\u2014you"}
{"text": "### Book:will find only more"}
{"text": "### Book:walls within walls."}
{"text": "### Book:There are doors in"}
{"text": "### Book:these walls, doors tothe heart and mind, and"}
{"text": "### Book:they have tiny key"}
{"text": "### Book:holes. Peer through the"}
{"text": "### Book:keyhole, find the key"}
{"text": "### Book:that opens the door,"}
{"text": "### Book:and you have access"}
{"text": "### Book:to their will with"}
{"text": "### Book:no ugly signs"}
{"text": "### Book:of forced"}
{"text": "### Book:entry."}
{"text": "### Book:Authority: The difficulties in the way of persuasion lie in my knowing"}
{"text": "### Book:the heart of the persuaded in order thereby to fit my wording into it\u2026."}
{"text": "### Book:For this reason, whoever attempts persuasion before the throne, must"}
{"text": "### Book:carefully observe the sovereign\u2019s feelings of love and hate, his secret"}
{"text": "### Book:wishes and fears, before he can conquer his heart. (Han-fei-tzu, Chinese"}
{"text": "### Book:philosopher, third century B.C.)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:There is no possible reversal to this Law.LAW 44"}
{"text": "### Book:DISARM AND INFURIATE WITH THE"}
{"text": "### Book:MIRROR EFFECT"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:The mirror reflects reality, but it is also the perfect tool for deception:"}
{"text": "### Book:When you mirror your enemies, doing exactly as they do, they cannot"}
{"text": "### Book:figure out your strategy. The Mirror Effect mocks and humiliates them,"}
{"text": "### Book:making them overreact. By holding up a mirror to their psyches, you"}
{"text": "### Book:seduce them with the illusion that you share their values; by holding up a"}
{"text": "### Book:mirror to their actions, you teach them a lesson. Few can resist the"}
{"text": "### Book:power of the Mirror Effect."}
{"text": "### Book:MIRROR EFFECTS: Preliminary Typology"}
{"text": "### Book:Mirrors have the power to disturb us. Gazing at our reflection in the"}
{"text": "### Book:mirror, we most often see what we want to see\u2014the image of ourselves"}
{"text": "### Book:with which we are most comfortable. We tend not to look too closely,"}
{"text": "### Book:ignoring the wrinkles and blemishes. But if we do look hard at the"}
{"text": "### Book:reflected image, we sometimes feel that we are seeing ourselves as others"}
{"text": "### Book:see us, as a person among other people, an object rather than a subject."}
{"text": "### Book:That feeling makes us shudder\u2014we see ourselves, but from the outside,"}
{"text": "### Book:minus the thoughts, spirit, and soul that fill our consciousness. We are a"}
{"text": "### Book:thing."}
{"text": "### Book:In using Mirror Effects we symbolically re-create this disturbing"}
{"text": "### Book:power by mirroring the actions of other people, mimicking their"}
{"text": "### Book:movements to unsettle and infuriate them. Made to feel mocked, cloned,"}
{"text": "### Book:objectlike, an image without a soul, they get angry. Or do the same thing"}
{"text": "### Book:slightly differently and they might feel disarmed\u2014you have perfectlyreflected their wishes and desires. This is the narcissistic power of"}
{"text": "### Book:mirrors. In either case, the Mirror Effect unsettles your targets, whether"}
{"text": "### Book:angering or entrancing them, and in that instant you have the power to"}
{"text": "### Book:manipulate or seduce them. The Effect contains great power because it"}
{"text": "### Book:operates on the most primitive emotions."}
{"text": "### Book:There are four main Mirror Effects in the realm of power:"}
{"text": "### Book:The Neutralizing Effect. In ancient Greek mythology, the Gorgon"}
{"text": "### Book:Medusa had serpents for hair, protruding tongue, massive teeth, and a"}
{"text": "### Book:face so ugly that anyone who gazed at her was turned into stone, out of"}
{"text": "### Book:fright. But the hero Perseus managed to slay Medusa by polishing his"}
{"text": "### Book:bronze shield into a mirror, then using the reflection in the mirror to"}
{"text": "### Book:guide him as he crept up and cut off her head without looking at her"}
{"text": "### Book:directly. If the shield in this instance was a mirror, the mirror also was a"}
{"text": "### Book:kind of shield: Medusa could not see Perseus, she saw only her own"}
{"text": "### Book:reflected actions, and behind this screen the hero stole up and destroyed"}
{"text": "### Book:her."}
{"text": "### Book:This is the essence of the Neutralizing Effect: Do what your enemies"}
{"text": "### Book:do, following their actions as best you can, and they cannot see what you"}
{"text": "### Book:are up to\u2014they are blinded by your mirror. Their strategy for dealing"}
{"text": "### Book:with you depends on your reacting to them in a way characteristic of"}
{"text": "### Book:you; neutralize it by playing a game of mimicry with them. The tactic"}
{"text": "### Book:has a mocking, even infuriating effect. Most of us remember the"}
{"text": "### Book:childhood experience of someone teasing us by repeating our words"}
{"text": "### Book:exactly\u2014after a while, usually not long, we wanted to punch them in the"}
{"text": "### Book:face. Working more subtly as an adult, you can still unsettle your"}
{"text": "### Book:opponents this way; shielding your own strategy with the mirror, you lay"}
{"text": "### Book:invisible traps, or push your opponents into the trap they planned for"}
{"text": "### Book:you."}
{"text": "### Book:This powerful technique has been used in military strategy since the"}
{"text": "### Book:days of Sun-tzu; in our own time it often appears in political"}
{"text": "### Book:campaigning. It is also useful for disguising those situations in which"}
{"text": "### Book:you have no particular strategy yourself. This is the Warrior\u2019s Mirror."}
{"text": "### Book:THE MERCHANT AND HIS"}
{"text": "### Book:A certain merchant once had a great desire to make a long journey. Now"}
{"text": "### Book:in regard that he was not very wealthy, \u201cIt is requisite, \u201dsaid he to"}
{"text": "### Book:himself, \u201cthat before my departure I should leave some part of my estate"}
{"text": "### Book:in the city, to the end that if I meet with ill luck in my travels, I may havewherewithal to keep me at my return.\u201dTo this purpose he delivered a"}
{"text": "### Book:great number of bars of iron, which were a principal part of his wealth,"}
{"text": "### Book:in trust to one of his friends, desiring him to keep them during his"}
{"text": "### Book:absence; and then, taking his leave, away he went. Some time after,"}
{"text": "### Book:having had but ill luck in his travels, he returned home; and the first"}
{"text": "### Book:thing he did was to go to his friend, and demand his iron: but his friend,"}
{"text": "### Book:who owed several sums of money, having sold the iron to pay his own"}
{"text": "### Book:debts, made him this answer: \u201cTruly, friend,\u201dsaid he, \u201cI put your iron"}
{"text": "### Book:into a room that was close locked, imagining it would have been there as"}
{"text": "### Book:secure as my own gold; but an accident has happened which no one"}
{"text": "### Book:could have suspected, for there was a rat in the room which ate it all"}
{"text": "### Book:up.\u201d The merchant, pretending ignorance, replied, \u201cIt is a terrible"}
{"text": "### Book:misfortune to me indeed; but I know of old that rats love iron extremely;"}
{"text": "### Book:I have suffered by them many times before in the same manner, and"}
{"text": "### Book:therefore can the better bear my present affliction.\u201d This answer"}
{"text": "### Book:extremely pleased the friend, who was glad to hear the merchant so well"}
{"text": "### Book:inclined to believe that a rat had eaten his iron; and to remove all"}
{"text": "### Book:suspicions, desired him to dine with him the next day. The merchant"}
{"text": "### Book:promised he would, but in the meantime he met in the middle of the city"}
{"text": "### Book:one of his friend\u2019s children; the child he carried home, and locked up in"}
{"text": "### Book:a room. The next day he went to his friend, who seemed to be in great"}
{"text": "### Book:affliction, which he asked him the cause of, as if he had been perfectly"}
{"text": "### Book:ignorant of what had happened. \u201dO, my dear friend,\u201d answered the"}
{"text": "### Book:other, \u201dI beg you to excuse me, if you do not see me so cheerful as"}
{"text": "### Book:otherwise I would be; I have lost one of my children; I have had him"}
{"text": "### Book:cried by sound of trumpet, but I know not what is become of him.\u201d \u201cO!\u201d"}
{"text": "### Book:replied the merchant, \u201dI am grieved to hear this; for yesterday in the"}
{"text": "### Book:evening, as I parted from hence, I saw an owl in the air with a child in"}
{"text": "### Book:his claws; but whether it were yours I cannot tell.\u201d \u201cWhy, you most"}
{"text": "### Book:foolish and absurd creature!\u201d replied the friend, \u201dare you not ashamed"}
{"text": "### Book:to tell such an egregious lie? An owl, that weighs at most not above two"}
{"text": "### Book:or three pounds, can he carry a boy that weighs above fifty?\u201d \u201dWhy,\u201d"}
{"text": "### Book:replied the merchant, \u201ddo you make such a wonder at that? As if in a"}
{"text": "### Book:country where one rat can eat a hundred tons\u2019 weight of iron, it were"}
{"text": "### Book:such a wonder for an owl to carry a child that weighs not over fifty"}
{"text": "### Book:pounds in all!\u201d The friend, upon this, found that the merchant was no"}
{"text": "### Book:such fool as he took him to be, begged his pardon for the cheat which he"}
{"text": "### Book:designed to have put apon him, restored him the value of his iron, and so"}
{"text": "### Book:had his son again."}
{"text": "### Book:FABLES, PILPAY. INDIA. FOURTH CENTURYA reverse version of the Neutralizing Effect is the Shadow: You"}
{"text": "### Book:shadow your opponents\u2019 every move without their seeing you. Use the"}
{"text": "### Book:Shadow to gather information that will neutralize their strategy later on,"}
{"text": "### Book:when you will be able to thwart their every move. The Shadow is"}
{"text": "### Book:effective because to follow the movements of others is to gain valuable"}
{"text": "### Book:insights into their habits and routines. The Shadow is the preeminent"}
{"text": "### Book:device for detectives and spies."}
{"text": "### Book:The Narcissus Effect. Gazing at an image in the waters of a pond, the"}
{"text": "### Book:Greek youth Narcissus fell in love with it. And when he found out that"}
{"text": "### Book:the image was his own reflection, and that he therefore could not"}
{"text": "### Book:consummate his love, he despaired and drowned himself. All of us have"}
{"text": "### Book:a similar problem: We are profoundly in love with ourselves, but since"}
{"text": "### Book:this love excludes a love object outside ourselves, it remains"}
{"text": "### Book:continuously unsatisfied and unfulfilled. The Narcissus Effect plays on"}
{"text": "### Book:this universal narcissism: You look deep into the souls of other people;"}
{"text": "### Book:fathom their inmost desires, their values, their tastes, their spirit; and you"}
{"text": "### Book:reflect it back to them, making yourself into a kind of mirror image. Your"}
{"text": "### Book:ability to reflect their psyche gives you great power over them; they may"}
{"text": "### Book:even feel a tinge of love."}
{"text": "### Book:This is simply the ability to mimic another person not physically, but"}
{"text": "### Book:psychologically, and it is immensely powerful because it plays upon the"}
{"text": "### Book:unsatisfied self-love of a child. Normally, people bombard us with their"}
{"text": "### Book:experiences, their tastes. They hardly ever make the effort to see things"}
{"text": "### Book:through our eyes. This is annoying, but it also creates great opportunity:"}
{"text": "### Book:If you can show you understand another person by reflecting their inmost"}
{"text": "### Book:feelings, they will be entranced and disarmed, all the more so because it"}
{"text": "### Book:happens so rarely. No one can resist this feeling of being harmoniously"}
{"text": "### Book:reflected in the outside world, even though you might well be"}
{"text": "### Book:manufacturing it for their benefit, and for deceptive purposes of your"}
{"text": "### Book:own."}
{"text": "### Book:The Narcissus Effect works wonders in both social life and business; it"}
{"text": "### Book:gives us both the Seducer\u2019s and the Courtier\u2019s Mirror."}
{"text": "### Book:The Moral Effect The power of verbal argument is extremely limited,"}
{"text": "### Book:and often accomplishes the opposite of what is intended. As Graci\u00e1n"}
{"text": "### Book:remarks, \u201cThe truth is generally seen, rarely heard.\u201d The Moral Effect is"}
{"text": "### Book:a perfect way to demonstrate your ideas through action. Quite simply,"}
{"text": "### Book:you teach others a lesson by giving them a taste of their own medicine."}
{"text": "### Book:In the Moral Effect, you mirror what other people have done to you,"}
{"text": "### Book:and do so in a way that makes them realize you are doing to them exactlywhat they did to you. You make them feel that their behavior has been"}
{"text": "### Book:unpleasant, as opposed to hearing you complain and whine about it,"}
{"text": "### Book:which only gets their defenses up. And as they feel the result of their"}
{"text": "### Book:actions mirrored back at them, they realize in the profoundest sense how"}
{"text": "### Book:they hurt or punish others with their unsocial behavior. You objectify the"}
{"text": "### Book:qualities you want them to feel ashamed of and create a mirror in which"}
{"text": "### Book:they can gaze at their follies and learn a lesson about themselves. This"}
{"text": "### Book:technique is often used by educators, psychologists, and anyone who has"}
{"text": "### Book:to deal with unpleasant and unconscious behavior. This is the Teacher\u2019s"}
{"text": "### Book:Mirror. Whether or not there is actually anything wrong with the way"}
{"text": "### Book:people have treated you, however, it can often be to your advantage to"}
{"text": "### Book:reflect it back to them in a way that makes them feel guilty about it."}
{"text": "### Book:The Hallucinatory Effect. Mirrors are tremendously deceptive, for they"}
{"text": "### Book:create a sense that you are looking at the real world. Actually, though,"}
{"text": "### Book:you are only staring at a piece of glass, which, as everyone knows,"}
{"text": "### Book:cannot show the world exactly as it is: Everything in a mirror is reversed."}
{"text": "### Book:When Alice goes through the looking glass in Lewis Carroll\u2019s book, she"}
{"text": "### Book:enters a world that is back-to-front, and more than just visually."}
{"text": "### Book:The Hallucinatory Effect comes from creating a perfect copy of an"}
{"text": "### Book:object, a place, a person. This copy acts as a kind of dummy\u2014people"}
{"text": "### Book:take it for the real thing, because it has the physical appearance of the"}
{"text": "### Book:real thing. This is the preeminent technique of con artists, who"}
{"text": "### Book:strategically mimic the real world to deceive you. It also has applications"}
{"text": "### Book:in any arena that requires camouflage. This is the Deceiver\u2019s Mirror."}
{"text": "### Book:OBSERVANCES OF MIRROR EFFECTS"}
{"text": "### Book:Observance I"}
{"text": "### Book:In February of 1815, the emperor Napoleon escaped from the island of"}
{"text": "### Book:Elba, where he had been imprisoned by the allied forces of Europe, and"}
{"text": "### Book:returned to Paris in a march that stirred the French nation, rallying troops"}
{"text": "### Book:and citizens of all classes to his side and chasing his successor, King"}
{"text": "### Book:Louis XVIII, off the throne. By March, however, having reestablished"}
{"text": "### Book:himself in power, he had to face the fact that France\u2019s situation had"}
{"text": "### Book:gravely changed. The country was devastated, he had no allies amongthe other European nations, and his most loyal and important ministers"}
{"text": "### Book:had deserted him or left the country. Only one man remained from the"}
{"text": "### Book:old regime\u2014Joseph Fouche, his former minister of police."}
{"text": "### Book:Napoleon had relied on Fouch\u00e9 to do his dirty work throughout his"}
{"text": "### Book:previous reign, but he had never been able to figure his minister out. He"}
{"text": "### Book:kept a corps of agents to spy on all of his ministers, so that he would"}
{"text": "### Book:always have an edge on them, but no one had gotten anything on Fouch\u00e9."}
{"text": "### Book:If suspected of some misdeed, the minister would not get angry or take"}
{"text": "### Book:the accusation personally\u2014he would submit, nod, smile, and change"}
{"text": "### Book:colors chameleonlike, adapting to the requirements of the moment. At"}
{"text": "### Book:first this had seemed somewhat pleasant and charming, but after a while"}
{"text": "### Book:it frustrated Napoleon, who felt outdone by this slippery man. At one"}
{"text": "### Book:time or another he had fired all of his most important ministers,"}
{"text": "### Book:including Talleyrand, but he never touched Fouch\u00e9. And so, in 1815,"}
{"text": "### Book:back in power and in need of help, he felt he had no choice but to"}
{"text": "### Book:reappoint Fouch\u00e9 as his minister of police."}
{"text": "### Book:When you have come to grips and are striving together with the enemy,"}
{"text": "### Book:and you realize that you cannot advance, you \u201csoak in\u201d and become one"}
{"text": "### Book:with the enemy. You can win by applying a suitable technique while you"}
{"text": "### Book:are mutually entangled. \u2026 You can win often decisively with the"}
{"text": "### Book:advantage of knowing how to \u201csoak\u201d into the enemy, whereas, were you"}
{"text": "### Book:to draw apart, you would lose the chance to win."}
{"text": "### Book:A BOOK OF FIVE RINGS, MIYAMOTO MUSASHI, JAPAN,"}
{"text": "### Book:SEVENTEENTH CENTURY"}
{"text": "### Book:Several weeks into his new reign, Napoleon\u2019s spies told him they"}
{"text": "### Book:believed Fouch\u00e9 was in secret contact with ministers of foreign"}
{"text": "### Book:countries, including Metternich of Austria. Afraid that his most valuable"}
{"text": "### Book:minister was betraying him to his enemies, Napoleon had to find out the"}
{"text": "### Book:truth before it was too late. He could not confront Fouch\u00e9 directly\u2014in"}
{"text": "### Book:person the man was as slippery as an eel. He needed hard proof."}
{"text": "### Book:This seemed to come in April, when the emperor\u2019s private police"}
{"text": "### Book:captured a Viennese gentleman who had come to Paris to pass"}
{"text": "### Book:information on to Fouch\u00e9. Ordering the man brought before him,"}
{"text": "### Book:Napoleon threatened to shoot him then and there unless he confessed; the"}
{"text": "### Book:man broke down and admitted he had given Fouch\u00e9 a letter from"}
{"text": "### Book:Metternich, written in invisible ink, arranging for a secret meeting of"}
{"text": "### Book:special agents in Basel. Napoleon accordingly ordered one of his ownagents to infiltrate this meeting. If Fouch\u00e9 was indeed planning to betray"}
{"text": "### Book:him, he would finally be caught red-handed and would hang."}
{"text": "### Book:Napoleon waited impatiently for the agent\u2019s return, but to his"}
{"text": "### Book:bewilderment the agent showed up days later reporting that he had heard"}
{"text": "### Book:nothing that would implicate Fouch\u00e9 in a conspiracy. In fact it seemed"}
{"text": "### Book:that the other agents present suspected Fouch\u00e9 of double-crossing them,"}
{"text": "### Book:as if he were working for Napoleon all along. Napoleon did not believe"}
{"text": "### Book:this for an instant\u2014Fouch\u00e9 had somehow outwitted him again."}
{"text": "### Book:The following morning Fouch\u00e9 visited Napoleon, and remarked, \u201cBy"}
{"text": "### Book:the way, sire, I never told you that I had a letter from Metternich a few"}
{"text": "### Book:days ago; my mind was so full of things of greater moment. Besides, his"}
{"text": "### Book:emissary omitted to give me the powder needed to make the writing"}
{"text": "### Book:legible\u2026. Here at length is the letter.\u201d Sure that Fouch\u00e9 was toying with"}
{"text": "### Book:him, Napoleon exploded, \u201cYou are a traitor, Fouch\u00e9! I ought to have you"}
{"text": "### Book:hanged.\u201d He continued to harangue Fouch\u00e9, but could not fire him"}
{"text": "### Book:without proof. Fouch\u00e9 only expressed amazement at the emperor\u2019s"}
{"text": "### Book:words, but inwardly he smiled, for all along he had been playing a"}
{"text": "### Book:mirroring game. Interpretation"}
{"text": "### Book:Fouch\u00e9 had known for years that Napoleon kept on top of those around"}
{"text": "### Book:him by spying on them day and night. The minister had survived this"}
{"text": "### Book:game by having his own spies spy on Napoleon\u2019s spies, thus neutralizing"}
{"text": "### Book:any action Napoleon might take against him. In the case of the meeting"}
{"text": "### Book:in Basel, he even turned the tables: Knowing about Napoleon\u2019s double"}
{"text": "### Book:agent, he set it up so that it would appear as if Fouch\u00e9 were a loyal"}
{"text": "### Book:double agent too."}
{"text": "### Book:Fouch\u00e9 gained power and flourished in a period of great tumult by"}
{"text": "### Book:mirroring those around him. During the French Revolution he was a"}
{"text": "### Book:radical Jacobin; after the Terror he became a moderate republican; and"}
{"text": "### Book:under Napoleon he became a committed imperialist whom Napoleon"}
{"text": "### Book:ennobled and made the duke of Otranto. If Napoleon took up the weapon"}
{"text": "### Book:of digging up dirt on people, Fouch\u00e9 made sure he had the dirt on"}
{"text": "### Book:Napoleon, as well as on everyone else. This also allowed him to predict"}
{"text": "### Book:the emperor\u2019s plans and desires, so that he could echo his boss\u2019s"}
{"text": "### Book:sentiments before he had even uttered them. Shielding his actions with a"}
{"text": "### Book:mirror strategy, Fouch\u00e9 could also plot offensive moves without being"}
{"text": "### Book:caught in the act."}
{"text": "### Book:THE FOX AND THE STORKOne day Mr. Fox decided to fork out And invite old Mrs. Stork out. The"}
{"text": "### Book:dinner wasn\u2019t elaborate\u2014Being habitually mean, He didn\u2019t go in for"}
{"text": "### Book:haute cuisine-In fact it consisted of a shallow plate Of thin gruel. Within"}
{"text": "### Book:a minute Our joker had lapped his plate clean; Meanwhile his guest,"}
{"text": "### Book:fishing away with her beak, Got not a morsel in it. To pay him back for"}
{"text": "### Book:this cruel Practical joke, the stork invited The fox to dinner the following"}
{"text": "### Book:week. \u201cI should be delighted,\u201d He replied; \u201cWhen it comes to friends I"}
{"text": "### Book:never stand upon pride.\u201d Punctually on the day he ran To his hostess\u2019s"}
{"text": "### Book:house and at once began Praising everything: \u201cWhat taste! What chic!"}
{"text": "### Book:And the food\u2014done just to a turn!\u201d Then sat down with a hearty"}
{"text": "### Book:appetite (Foxes are always ready to eat) And savored the delicious smell"}
{"text": "### Book:of meat. It was minced meat and served\u2014to serve him right!\u2014In a long-"}
{"text": "### Book:necked, narrow-mouthed urn. The stork, easily stooping, Enjoyed her fill"}
{"text": "### Book:With her long bill; His snout, though, being the wrong shape and size,"}
{"text": "### Book:He had to return to his den Empty-bellied, tail dragging, ears drooping,"}
{"text": "### Book:As red in the face as a fox who\u2019s been caught by a hen."}
{"text": "### Book:SELECTED FABLES, JEAN DE LA FONTAINE, 1621-1695"}
{"text": "### Book:This is the power of mirroring those around you. First, you give"}
{"text": "### Book:people the feeling that you share their thoughts and goals. Second, if they"}
{"text": "### Book:suspect you have ulterior motives, the mirror shields you from them,"}
{"text": "### Book:preventing them from figuring out your strategy. Eventually this will"}
{"text": "### Book:infuriate and unsettle them. By playing the double, you steal their"}
{"text": "### Book:thunder, suck away their initiative, make them feel helpless. You also"}
{"text": "### Book:gain the ability to choose when and how to unsettle them\u2014another"}
{"text": "### Book:avenue to power. And the mirror saves you mental energy: simply"}
{"text": "### Book:echoing the moves of others gives you the space you need to develop a"}
{"text": "### Book:strategy of your own."}
{"text": "### Book:Observance II"}
{"text": "### Book:Early on in his career, the ambitious statesman and general Alcibiades of"}
{"text": "### Book:Athens (450-404 B.C.) fashioned a formidable weapon that became the"}
{"text": "### Book:source of his power. In every encounter with others, he would sense their"}
{"text": "### Book:moods and tastes, then carefully tailor his words and actions to mirror"}
{"text": "### Book:their inmost desires. He would seduce them with the idea that their"}
{"text": "### Book:values were superior to everyone else\u2019s, and that his goal was to model"}
{"text": "### Book:himself on them or help them realize their dreams. Few could resist his"}
{"text": "### Book:charm.The first man to fall under his spell was the philosopher Socrates."}
{"text": "### Book:Alcibiades represented the opposite of the Socratic ideal of simplicity"}
{"text": "### Book:and uprightness: He lived lavishly and was completely unprincipled."}
{"text": "### Book:Whenever he met Socrates, however, he mirrored the older man\u2019s"}
{"text": "### Book:sobriety, eating simply, accompanying Socrates on long walks, and"}
{"text": "### Book:talking only of philosophy and virtue. Socrates was not completely"}
{"text": "### Book:fooled\u2014he was not unaware of Alcibiades\u2019 other life. But that only"}
{"text": "### Book:made him vulnerable to a logic that flattered him: Only in my presence,"}
{"text": "### Book:he felt, does this man submit to a virtuous influence; only I have such"}
{"text": "### Book:power over him. This feeling intoxicated Socrates, who became"}
{"text": "### Book:Alcibiades\u2019 fervent admirer and supporter, one day even risking his own"}
{"text": "### Book:life to rescue the young man in battle."}
{"text": "### Book:The Athenians considered Alcibiades their greatest orator, for he had"}
{"text": "### Book:an uncanny ability to tune in to his audience\u2019s aspirations, and mirror"}
{"text": "### Book:their desires. He made his greatest speeches in support of the invasion of"}
{"text": "### Book:Sicily, which he thought would bring great wealth to Athens and"}
{"text": "### Book:limitless glory to himself. The speeches gave expression to young"}
{"text": "### Book:Athenians\u2019 thirst to conquer lands for themselves, rather than living off"}
{"text": "### Book:the victories of their ancestors. But he also tailored his words to reflect"}
{"text": "### Book:older men\u2019s nostalgia for the glory years when Athens led the Greeks"}
{"text": "### Book:against Persia, and then went on to create an empire. All Athens now"}
{"text": "### Book:dreamed of conquering Sicily; Alcibiades\u2019 plan was approved, and he"}
{"text": "### Book:was made the expedition\u2019s commander."}
{"text": "### Book:THE PU RI.OINED LLTTER"}
{"text": "### Book:When I wish to find out how wise, or how stupid, or how good, or how"}
{"text": "### Book:wicked is any one, or what are his thoughts at the moment, I fashion the"}
{"text": "### Book:expression of my face, as accurately as possible, in accordance with the"}
{"text": "### Book:expression of his, and then wait to see what thoughts or sentiments arise"}
{"text": "### Book:in my mind or heart, as if to match or correspond with the expression."}
{"text": "### Book:EDGAR ALLAN POE, 1809-1849"}
{"text": "### Book:While Alcibiades was leading the invasion of Sicily, however, certain"}
{"text": "### Book:Athenians fabricated charges against him of profaning sacred statues. He"}
{"text": "### Book:knew his enemies would have him executed if he returned home, so at"}
{"text": "### Book:the last minute he deserted the Athenian fleet and defected to Athens\u2019s"}
{"text": "### Book:bitter enemy, Sparta. The Spartans welcomed this great man to their side,"}
{"text": "### Book:but they knew his reputation and were wary of him. Alcibiades loved"}
{"text": "### Book:luxury; the Spartans were a warrior people who worshipped austerity,"}
{"text": "### Book:and they were afraid he would corrupt their youth. But much to theirrelief, the Alcibiades who arrived in Sparta was not at all what they"}
{"text": "### Book:expected: He wore his hair untrimmed (as they did), took cold baths, ate"}
{"text": "### Book:coarse bread and black broth, and wore simple clothes. To the Spartans"}
{"text": "### Book:this signified that he had come to see their way of life as superior to the"}
{"text": "### Book:Athenian; greater than they were, he had chosen to be a Spartan rather"}
{"text": "### Book:than being born one, and should thus be honored above all others. They"}
{"text": "### Book:fell under his spell and gave him great powers. Unfortunately Alcibiades"}
{"text": "### Book:rarely knew how to rein in his charm\u2014he managed to seduce the king of"}
{"text": "### Book:Sparta\u2019s wife and make her pregnant. When this became public he once"}
{"text": "### Book:more had to flee for his life."}
{"text": "### Book:This time Alcibiades defected to Persia, where he suddenly went from"}
{"text": "### Book:Spartan simplicity to embracing the lavish Persian lifestyle down to the"}
{"text": "### Book:last detail. It was of course immensely flattering to the Persians to see a"}
{"text": "### Book:Greek of Alcibiades\u2019 stature prefer their culture over his own, and they"}
{"text": "### Book:showered him with honors, land, and power. Once seduced by the mirror,"}
{"text": "### Book:they failed to notice that behind this shield Alcibiades was playing a"}
{"text": "### Book:double game, secretly helping the Athenians in their war with Sparta and"}
{"text": "### Book:thus reingratiat ing himself with the city to which he desperately wanted"}
{"text": "### Book:to return, and which welcomed him back with open arms in 408 B.C."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Early in his political career, Alcibiades made a discovery that changed"}
{"text": "### Book:his whole approach to power: He had a colorful and forceful personality,"}
{"text": "### Book:but when he argued his ideas strongly with other people he would win"}
{"text": "### Book:over a few while at the same time alienating many more. The secret to"}
{"text": "### Book:gaining ascendancy over large numbers, he came to believe, was not to"}
{"text": "### Book:impose his colors but to absorb the colors of those around him, like a"}
{"text": "### Book:chameleon. Once people fell for the trick, the deceptions he went on to"}
{"text": "### Book:practice would be invisible to them."}
{"text": "### Book:Understand: Everyone is wrapped up in their own narcissistic shell."}
{"text": "### Book:When you try to impose your own ego on them, a wall goes up,"}
{"text": "### Book:resistance is increased. By mirroring them, however, you seduce them"}
{"text": "### Book:into a kind of narcissistic rapture: They are gazing at a double of their"}
{"text": "### Book:own soul. This double is actually manufactured in its entirety by you."}
{"text": "### Book:Once you have used the mirror to seduce them, you have great power"}
{"text": "### Book:over them."}
{"text": "### Book:It is worth noting, however, the dangers in the promiscuous use of the"}
{"text": "### Book:mirror. In Alcibiades\u2019 presence people felt larger, as if their egos hadbeen doubled. But once he left, they felt empty and diminished, and"}
{"text": "### Book:when they saw him mirroring completely different people as totally as he"}
{"text": "### Book:had mirrored them, they felt not just diminished but betrayed."}
{"text": "### Book:Alcibiades\u2019 overuse of the Mirror Effect made whole peoples feel used,"}
{"text": "### Book:so that he constantly had to flee from one place to another. Indeed"}
{"text": "### Book:Alcibiades so angered the Spartans that they finally had him murdered."}
{"text": "### Book:He had gone too far. The Seducer\u2019s Mirror must be used with caution"}
{"text": "### Book:and discrimination."}
{"text": "### Book:LORENZO DE\u2019 MEDICI SEDUCES THE POPE"}
{"text": "### Book:Lorenzo [de\u2019 Medici] lost no opportunity of increasing the respect which"}
{"text": "### Book:Pope Innocent now felt for him and of gaining his friendship, if possible"}
{"text": "### Book:his affection. He took the trouble to discover the Pope\u2019s tastes and"}
{"text": "### Book:indulged them accordingly. He sent him\u2026 casks of his favourite wine\u2026."}
{"text": "### Book:He sent him courteous, flattering letters in which he assured him, when"}
{"text": "### Book:the Pope was ill, that he felt his sufferings as though they were his own,"}
{"text": "### Book:in which he encouraged him with such fortifying statements as \u201ca Pope"}
{"text": "### Book:is what he wills to be,\u201d and in which, as though incidentally, he included"}
{"text": "### Book:his views on the proper course of papal policies. Innocent was gratified"}
{"text": "### Book:by Lorenzo\u2019s attentions and convinced by his arguments\u2026. So"}
{"text": "### Book:completely, indeed, did he come to share his opinions that, as the"}
{"text": "### Book:disgruntled Ferrarese ambassador put it, \u201cthe Pope sleeps with the eyes"}
{"text": "### Book:of the Magnificent Lorenzo.\u201d"}
{"text": "### Book:THE HOUSE OF MEDICI: ITS RISE AND FALL, CHRISTOPHER"}
{"text": "### Book:HIBBERT, 1980"}
{"text": "### Book:Observance III"}
{"text": "### Book:In 1652 the recently widowed Baroness Mancini moved her family from"}
{"text": "### Book:Rome to Paris, where she could count on the influence and protection of"}
{"text": "### Book:her brother Cardinal Mazarin, the French prime minister. Of the"}
{"text": "### Book:baroness\u2019s five daughters, four dazzled the court with their beauty and"}
{"text": "### Book:high spirits. These infamously charming nieces of Cardinal Mazarin"}
{"text": "### Book:became known as the Mazarinettes, and soon found themselves invited"}
{"text": "### Book:to all the most important court functions."}
{"text": "### Book:One daughter, Marie Mancini, did not share this good fortune, for she"}
{"text": "### Book:lacked the beauty and grace of her sisters\u2014who, along with her mother"}
{"text": "### Book:and even Cardinal Mazarin, eventually came to dislike her, for they felt"}
{"text": "### Book:she spoiled the family image. They tried to persuade her to enter aconvent, where she would be less of an embarrassment, but she refused."}
{"text": "### Book:Instead she applied herself to her studies, learning Latin and Greek,"}
{"text": "### Book:perfecting her French, and practicing her musical skills. On the rare"}
{"text": "### Book:occasions when the family would let her attend court affairs, she trained"}
{"text": "### Book:herself to be an artful listener, sizing people up for their weaknesses and"}
{"text": "### Book:hidden desires. And when she finally met the future King Louis XIV, in"}
{"text": "### Book:1657 (Louis was seventeen years old, Marie eighteen), she decided that"}
{"text": "### Book:to spite her family and uncle, she would find a way to make this young"}
{"text": "### Book:man fall in love with her."}
{"text": "### Book:This was a seemingly impossible task for such a plain-looking girl, but"}
{"text": "### Book:Marie studied the future king closely. She noticed that her sisters\u2019"}
{"text": "### Book:frivolity did not please him, and she sensed that he loathed the scheming"}
{"text": "### Book:and petty politicking that went on all around him. She saw that he had a"}
{"text": "### Book:romantic nature\u2014he read adventure novels, insisted on marching at the"}
{"text": "### Book:head of his armies, and had high ideals and a passion for glory. The court"}
{"text": "### Book:did not feed these fantasies of his; it was a banal, superficial world that"}
{"text": "### Book:bored him."}
{"text": "### Book:The key to Louis\u2019s heart, Marie saw, would be to construct a mirror"}
{"text": "### Book:reflecting his fantasies and his youthful yearnings for glory and romance."}
{"text": "### Book:To begin with she immersed herself in the romantic novels, poems, and"}
{"text": "### Book:plays that she knew the young king read voraciously. When Louis began"}
{"text": "### Book:to engage her in conversation, to his delight she would talk of the things"}
{"text": "### Book:that stirred his soul\u2014not this fashion or that piece of gossip, but rather"}
{"text": "### Book:courtly love, the deeds of great knights, the nobility of past kings and"}
{"text": "### Book:heroes. She fed his thirst for glory by creating an image of an august,"}
{"text": "### Book:superior king whom he could aspire to become. She stirred his"}
{"text": "### Book:imagination."}
{"text": "### Book:As the future Sun King spent more and more time in Marie\u2019s presence,"}
{"text": "### Book:it eventually became clear that he had fallen in love with the least likely"}
{"text": "### Book:young woman of the court. To the horror of her sisters and mother, he"}
{"text": "### Book:showered Marie Mancini with attention. He brought her along on his"}
{"text": "### Book:military campaigns, and made a show of stationing her where she could"}
{"text": "### Book:watch as he marched into battle. He even promised Marie that he would"}
{"text": "### Book:marry her and make her queen."}
{"text": "### Book:Wittgenstein had an extraordinary gift for divining the thoughts of the"}
{"text": "### Book:person with whom he was engaged in discussion. While the other"}
{"text": "### Book:struggled to put his thought into words, Wittgenstein would perceive"}
{"text": "### Book:what it was and state it for him. This power of his, which sometimes"}
{"text": "### Book:seemed uncanny, was made possible, I am sure, by his own prolonged"}
{"text": "### Book:and continuous researches.LUDWIG WITTGENSTEIN: A MEMOIR. NORMAN MALCOLM,"}
{"text": "### Book:1958"}
{"text": "### Book:The doctor should be opaque to his patients, and like a mirror, should"}
{"text": "### Book:show them nothing but what is shown to him."}
{"text": "### Book:SIGMUND FREUD, 1856-1939"}
{"text": "### Book:Mazarin, however, would never allow the king to marry his niece, a"}
{"text": "### Book:woman who could bring France no diplomatic or royal alliances. Louis"}
{"text": "### Book:had to marry a princess of Spain or Austria. In 1658 Louis succumbed to"}
{"text": "### Book:the pressure and agreed to break off the first romantic involvement of his"}
{"text": "### Book:life. He did so with much regret, and at the end of his life he"}
{"text": "### Book:acknowledged that he never loved anyone as much as Marie Mancini."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Marie Mancini played the seducer\u2019s game to perfection. First, she took a"}
{"text": "### Book:step back, to study her prey. Seduction often fails to get past the first step"}
{"text": "### Book:because it is too aggressive; the first move must always be a retreat. By"}
{"text": "### Book:studying the king from a distance Marie saw what distinguished him"}
{"text": "### Book:from others\u2014his high ideals, romantic nature, and snobbish disdain for"}
{"text": "### Book:petty politics. Marie\u2019s next step was to make a mirror for these hidden"}
{"text": "### Book:yearnings on Louis\u2019s part, letting him glimpse what he himself could be"}
{"text": "### Book:\u2014a godlike king!"}
{"text": "### Book:This mirror had several functions: Satisfying Louis\u2019s ego by giving"}
{"text": "### Book:him a double to look at, it also focused on him so exclusively as to give"}
{"text": "### Book:him the feeling that Marie existed for him alone. Surrounded by a pack"}
{"text": "### Book:of scheming courtiers who only had their own self-interest at heart, he"}
{"text": "### Book:could not fail to be touched by this devotional focus. Finally Marie\u2019s"}
{"text": "### Book:mirror set up an ideal for him to live up to: the noble knight of the"}
{"text": "### Book:medieval court. To a soul both romantic and ambitious, nothing could be"}
{"text": "### Book:more intoxicating than to have someone hold up an idealized reflection"}
{"text": "### Book:of him. In effect it was Marie Mancini who created the image of the Sun"}
{"text": "### Book:King\u2014indeed Louis later admitted the enormous part she had played in"}
{"text": "### Book:fashioning his radiant self-image."}
{"text": "### Book:This is the power of the Seducer\u2019s Mirror: By doubling the tastes and"}
{"text": "### Book:ideals of the target, it shows your attention to his or her psychology, an"}
{"text": "### Book:attention more charming than any aggressive pursuit. Find out what sets"}
{"text": "### Book:the other person apart, then hold up the mirror that will reflect it andbring it out of them. Feed their fantasies of power and greatness by"}
{"text": "### Book:reflecting their ideals, and they will succumb."}
{"text": "### Book:Observance IV"}
{"text": "### Book:In 1538, with the death of his mother, Helena, the eight-year-old future"}
{"text": "### Book:czar Ivan IV (or Ivan the Terrible) of Russia became an orphan. For the"}
{"text": "### Book:next five years he watched as the princely class, the boyars, terrorized"}
{"text": "### Book:the country. Now and then, to mock the young Ivan, they would make"}
{"text": "### Book:him wear a crown and scepter and place him on the throne. When the"}
{"text": "### Book:little boy\u2019s feet dangled over the edge of the chair, they would laugh and"}
{"text": "### Book:lift him off it, handing him from man to man in the air, making him feel"}
{"text": "### Book:his helplessness compared to them."}
{"text": "### Book:When Ivan was thirteen, he boldly murdered the boyar leader and"}
{"text": "### Book:ascended to the throne. For the next few decades he struggled to subdue"}
{"text": "### Book:the boyars\u2019 power, but they continued to defy him. By 1575 his efforts to"}
{"text": "### Book:transform Russia and defeat its enemies had exhausted him. Meanwhile,"}
{"text": "### Book:his subjects were complaining bitterly about his endless wars, his secret"}
{"text": "### Book:police, the unvanquished and oppressive boyars. His own ministers"}
{"text": "### Book:began to question his moves. Finally he had had enough. In 1564 he had"}
{"text": "### Book:temporarily abandoned the throne, forcing his subjects to call him back"}
{"text": "### Book:to power. Now he took the strategy a step further, and abdicated."}
{"text": "### Book:To take his place Ivan elevated a general of his, Simeon"}
{"text": "### Book:Bekbulatovich, to the throne. But although Simeon had recently"}
{"text": "### Book:converted to Christianity, he was by birth a Tartar, and his enthronement"}
{"text": "### Book:was an insult to Ivan\u2019s subjects, since Russians looked down on the"}
{"text": "### Book:Tartars as inferiors and infidels. Yet Ivan ordered that all Russians,"}
{"text": "### Book:including the boyars, pledge obedience to their new ruler. And while"}
{"text": "### Book:Simeon moved into the Kremlin, Ivan lived in a humble house on"}
{"text": "### Book:Moscow\u2019s outskirts, from which he would sometimes visit the palace,"}
{"text": "### Book:bow before the throne, sit among the other boyars, and humbly petition"}
{"text": "### Book:Simeon for favors."}
{"text": "### Book:Over time it became clear that Simeon was a kind of king\u2019s double. He"}
{"text": "### Book:dressed like Ivan, and acted like Ivan, but he had no real power, since no"}
{"text": "### Book:one would really obey him. The boyars at the court who were old enough"}
{"text": "### Book:to remember taunting Ivan when he was a boy, by placing him on the"}
{"text": "### Book:throne, saw the connection: They had made Ivan feel like a weak"}
{"text": "### Book:pretender, so now he mirrored them by placing a weak pretender of his"}
{"text": "### Book:own on the throne.For two long years Ivan held the mirror of Simeon up to the Russian"}
{"text": "### Book:people. The mirror said: Your whining and disobedience have made me a"}
{"text": "### Book:czar with no real power, so I will reflect back to you a czar with no real"}
{"text": "### Book:power. You have treated me disrespectfully, so I will do the same to you,"}
{"text": "### Book:making Russia the laughingstock of the world. In 1577, in the name of"}
{"text": "### Book:the Russian people, the chastised boyars once again begged Ivan to"}
{"text": "### Book:return to the throne, which he did. He lived as czar until his death, in"}
{"text": "### Book:1584, and the conspiracies, complaining, and second-guessing"}
{"text": "### Book:disappeared along with Simeon."}
{"text": "### Book:Interpretation"}
{"text": "### Book:In 1564, after threatening to abdicate, Ivan had been granted absolute"}
{"text": "### Book:powers. But these powers had slowly been chipped away as every sector"}
{"text": "### Book:of society\u2014the boyars, the church, the government\u2014vied for more"}
{"text": "### Book:control. Foreign wars had exhausted the country, internal bickering had"}
{"text": "### Book:increased, and Ivan\u2019s attempts to respond had been met with scorn."}
{"text": "### Book:Russia had turned into a kind of boisterous classroom in which the pupils"}
{"text": "### Book:laughed openly at the teacher. If he raised his voice or complained, he"}
{"text": "### Book:only met more resistance. He had to teach them a lesson, give them a"}
{"text": "### Book:taste of their own medicine. Simeon Bekbulatovich was the mirror he"}
{"text": "### Book:used to do so."}
{"text": "### Book:After two years in which the throne had been an object of ridicule and"}
{"text": "### Book:disgust, the Russian people learned their lesson. They wanted their czar"}
{"text": "### Book:back, conceding to him all the dignity and respect that the position"}
{"text": "### Book:should always have commanded. For the rest of his reign, Russia and"}
{"text": "### Book:Ivan got along fine."}
{"text": "### Book:Understand: People are locked in their own experiences. When you"}
{"text": "### Book:whine about some insensitivity on their part, they may seem to"}
{"text": "### Book:understand, but inwardly they are untouched and even more resistant."}
{"text": "### Book:The goal of power is always to lower people\u2019s resistance to you. For this"}
{"text": "### Book:you need tricks, and one trick is to teach them a lesson."}
{"text": "### Book:Instead of haranguing people verbally, then, create a kind of mirror of"}
{"text": "### Book:their behavior. In doing so you leave them two choices: They can ignore"}
{"text": "### Book:you, or they can start to think about themselves. And even if they ignore"}
{"text": "### Book:you, you will have planted a seed in their unconscious that will"}
{"text": "### Book:eventually take root. When you mirror their behavior, incidentally, do not"}
{"text": "### Book:be afraid to add a touch of caricature and exaggeration, as Ivan did byenthroning a Tartar\u2014it is the little spice in the soup that will open their"}
{"text": "### Book:eyes and make them see the ridiculousness in their own actions."}
{"text": "### Book:Observance V"}
{"text": "### Book:Dr. Milton H. Erickson, a pioneer in strategic psychotherapy, would"}
{"text": "### Book:often educate his patients powerfully but indirectly by creating a kind of"}
{"text": "### Book:mirror effect. Constructing an analogy to make patients see the truth on"}
{"text": "### Book:their own, he would bypass their resistance to change. When Dr."}
{"text": "### Book:Erickson treated married couples complaining of sexual problems, for"}
{"text": "### Book:instance, he often found that psychotherapy\u2019s tradition of direct"}
{"text": "### Book:confrontation and problem-airing only heightened the spouses\u2019 resistance"}
{"text": "### Book:and sharpened their differences. Instead, he would draw a husband and"}
{"text": "### Book:wife out on other topics, often banal ones, trying to find an analogy for"}
{"text": "### Book:the sexual conflict."}
{"text": "### Book:In one couple\u2019s first session, the pair were discussing their eating"}
{"text": "### Book:habits, especially at dinner. The wife preferred the leisurely approach\u2014a"}
{"text": "### Book:drink before the meal, some appetizers, and then a small main course, all"}
{"text": "### Book:at a slow, civilized pace. This frustrated the husband\u2014he wanted to get"}
{"text": "### Book:dinner over quickly and to dig right into the main course, the bigger the"}
{"text": "### Book:better. As the conversation continued, the couple began to catch glimpses"}
{"text": "### Book:of an analogy to their problems in bed. The moment they made this"}
{"text": "### Book:connection, however, Dr. Erickson would change the subject, carefully"}
{"text": "### Book:avoiding a discussion of the real problem."}
{"text": "### Book:The couple thought Erickson was just getting to know them and would"}
{"text": "### Book:deal with the problem directly the next time he saw them. But at the end"}
{"text": "### Book:of this first session, Dr. Erickson directed them to arrange a dinner a few"}
{"text": "### Book:nights away that would combine each person\u2019s desire: The wife would"}
{"text": "### Book:get the slow meal, including time spent bonding, and the husband would"}
{"text": "### Book:get the big dishes he wanted to eat. Without realizing they were acting"}
{"text": "### Book:under the doctor\u2019s gentle guidance, the couple would walk into a mirror"}
{"text": "### Book:of their problem, and in the mirror they would solve their problems"}
{"text": "### Book:themselves, ending the evening just as the doctor had hoped\u2014by"}
{"text": "### Book:mirroring the improved dinner dynamics in bed."}
{"text": "### Book:In dealing with more severe problems, such as the schizophrenic\u2019s"}
{"text": "### Book:mirror fantasy world of his or her own construction, Dr. Erickson would"}
{"text": "### Book:always try to enter the mirror and work within it. He once treated a"}
{"text": "### Book:hospital inmate who believed he was Jesus Christ\u2014draping sheets"}
{"text": "### Book:around his body, talking in vague parables, and bombarding staff andpatients with endless Christian proselytizing. No therapy or drugs"}
{"text": "### Book:seemed to work, until one day Dr. Erickson went up to the young man"}
{"text": "### Book:and said, \u201cI understand you have had experience as a carpenter.\u201d Being"}
{"text": "### Book:Christ, the patient had to say that he had had such experience, and"}
{"text": "### Book:Erickson immediately put him to work building bookcases and other"}
{"text": "### Book:useful items, allowing him to wear his Jesus garb. Over the next weeks,"}
{"text": "### Book:as the patient worked on these projects, his mind became less occupied"}
{"text": "### Book:with Jesus fantasies and more focused on his labor. As the carpentry"}
{"text": "### Book:work took precedence, a psychic shift took effect: The religious fantasies"}
{"text": "### Book:remained, but faded comfortably into the background, allowing the man"}
{"text": "### Book:to function in society."}
{"text": "### Book:Interpretation"}
{"text": "### Book:Communication depends on metaphors and symbols, which are the basis"}
{"text": "### Book:of language itself. A metaphor is a kind of mirror to the concrete and"}
{"text": "### Book:real, which it often expresses more clearly and deeply than a literal"}
{"text": "### Book:description does. When you are dealing with the intractable willpower of"}
{"text": "### Book:other people, direct communication often only heightens their resistance."}
{"text": "### Book:This happens most clearly when you complain about people\u2019s"}
{"text": "### Book:behavior, particularly in sensitive areas such as their lovemaking. You"}
{"text": "### Book:will effect a far more lasting change if, like Dr. Erickson, you construct"}
{"text": "### Book:an analogy, a symbolic mirror of the situation, and guide the other"}
{"text": "### Book:through it. As Christ himself understood, talking in parables is often the"}
{"text": "### Book:best way to teach a lesson, for it allows people to realize the truth on"}
{"text": "### Book:their own."}
{"text": "### Book:When dealing with people who are lost in the reflections of fantasy"}
{"text": "### Book:worlds (including a host of people who do not live in mental hospitals),"}
{"text": "### Book:never try to push them into reality by shattering their mirrors. Instead,"}
{"text": "### Book:enter their world and operate inside it, under their rules, gently guiding"}
{"text": "### Book:them out of the hall of mirrors they have entered."}
{"text": "### Book:Observance VI"}
{"text": "### Book:The great sixteenth-century Japanese tea master Takeno Sho-o once"}
{"text": "### Book:passed by a house and noticed a young man watering flowers near his"}
{"text": "### Book:front gate. Two things caught Sho-o\u2019s attention\u2014first, the graceful way"}
{"text": "### Book:the man performed his task; and, second, the stunningly beautiful rose of"}
{"text": "### Book:Sharon blossoms that bloomed in the garden. He stopped and introducedhimself to the man, whose name was Sen no Rikyu. Sho-o wanted to"}
{"text": "### Book:stay, but he had a prior engagement and had to hurry off. Before he left,"}
{"text": "### Book:however, Rikyu invited him to take tea with him the following morning."}
{"text": "### Book:Sho-o happily accepted."}
{"text": "### Book:When Sho-o opened the garden gate the next day, he was horrified to"}
{"text": "### Book:see that not a single flower remained. More than anything else, he had"}
{"text": "### Book:come to see the rose of Sharon blossoms that he had not had the time to"}
{"text": "### Book:appreciate the day before; now, disappointed, he started to leave, but at"}
{"text": "### Book:the gate he stopped himself, and decided to enter Sen no Rikyu\u2019s tea"}
{"text": "### Book:room. Immediately inside, he stopped in his tracks and gazed in"}
{"text": "### Book:astonishment: Before him a vase hung from the ceiling, and in the vase"}
{"text": "### Book:stood a single rose of Sharon blossom, the most beautiful in the garden."}
{"text": "### Book:Somehow Sen no Rikyu had read his guest\u2019s thoughts, and, with this one"}
{"text": "### Book:eloquent gesture, had demonstrated that this day guest and host would be"}
{"text": "### Book:in perfect harmony."}
{"text": "### Book:Sen no Rikyu went on to become the most famous tea master of all,"}
{"text": "### Book:and his trademark was this uncanny ability to harmonize himself with his"}
{"text": "### Book:guests\u2019 thoughts and to think one step ahead, enchanting them by"}
{"text": "### Book:adapting to their taste."}
{"text": "### Book:One day Rikyu was invited to tea by Yamashina Hechigwan, an"}
{"text": "### Book:admirer of the tea ceremony but also a man with a vivid sense of humor."}
{"text": "### Book:When Rikyu arrived at Hechigwan\u2019s home, he found the garden gate"}
{"text": "### Book:shut, so he opened it to look for the host. On the other side of the gate he"}
{"text": "### Book:saw that someone had first dug a ditch, then carefully covered it over"}
{"text": "### Book:with canvas and earth. Realizing that Hechigwan had planned a practical"}
{"text": "### Book:joke, he obligingly walked right into the ditch, muddying his clothes in"}
{"text": "### Book:the process."}
{"text": "### Book:Apparently horrified, Hechigwan came running out, and hurried Rikyu"}
{"text": "### Book:to a bath that for some inexplicable reason stood already prepared. After"}
{"text": "### Book:bathing, Rikyu joined Hechigwan in the tea ceremony, which both"}
{"text": "### Book:enjoyed immensely, sharing a laugh about the accident. Later Sen no"}
{"text": "### Book:Rikyu explained to a friend that he had heard about Hechigwan\u2019s"}
{"text": "### Book:practical joke beforehand, \u201cBut since it should always be one\u2019s aim to"}
{"text": "### Book:conform to the wishes of one\u2019s host, I fell into the hole knowingly and"}
{"text": "### Book:thus assured the success of the meeting. Tea is by no means mere"}
{"text": "### Book:obsequiousness, but there is no tea where the host and guest are not in"}
{"text": "### Book:harmony with one another.\u201d Hechigwan\u2019s vision of the dignified Sen no"}
{"text": "### Book:Rikyu at the bottom of a ditch had pleased him endlessly, but Rikyu had"}
{"text": "### Book:gained a pleasure of his own in complying with his host\u2019s wish and"}
{"text": "### Book:watching him amuse himself in this way.Interpretation"}
{"text": "### Book:Sen no Rikyu was no magician or seer\u2014he watched those around him"}
{"text": "### Book:acutely, plumbing the subtle gestures that revealed a hidden desire, then"}
{"text": "### Book:producing that desire\u2019s image. Although Sho-o never spoke of being"}
{"text": "### Book:enchanted by the rose of Sharon blossoms, Rikyu read it in his eyes. If"}
{"text": "### Book:mirroring a person\u2019s desires meant falling into a ditch, so be it. Rikyu\u2019s"}
{"text": "### Book:power resided in his skillful use of the Courtier\u2019s Mirror, which gave him"}
{"text": "### Book:the appearance of an unusual ability to see into other people."}
{"text": "### Book:Learn to manipulate the Courtier\u2019s Mirror, for it will bring you great"}
{"text": "### Book:power. Study people\u2019s eyes, follow their gestures\u2014surer barometers of"}
{"text": "### Book:pain and pleasure than any spoken word. Notice and remember the"}
{"text": "### Book:details\u2014the clothing, the choice of friends, the daily habits, the tossed-"}
{"text": "### Book:out remarks\u2014that reveal hidden and rarely indulged desires. Soak it all"}
{"text": "### Book:in, find out what lies under the surface, then make yourself the mirror of"}
{"text": "### Book:their unspoken selves. That is the key to this power: The other person has"}
{"text": "### Book:not asked for your consideration, has not mentioned his pleasure in the"}
{"text": "### Book:rose of Sharon, and when you reflect it back to him his pleasure is"}
{"text": "### Book:heightened because it is unasked for. Remember: The wordless"}
{"text": "### Book:communication, the indirect compliment, contains the most power. No"}
{"text": "### Book:one can resist the enchantment of the Courtier\u2019s Mirror."}
{"text": "### Book:Observance VII"}
{"text": "### Book:Yellow Kid Weil, con artist extraordinaire, used the Deceiver\u2019s Mirror in"}
{"text": "### Book:his most brilliant cons. Most audacious of all was his re-creation of a"}
{"text": "### Book:bank in Muncie, Indiana. When Weil read one day that the Merchants"}
{"text": "### Book:Bank in Muncie had moved, he saw an opportunity he could not pass up."}
{"text": "### Book:Weil rented out the original Merchants building, which still contained"}
{"text": "### Book:bank furniture, complete with teller windows. He bought money bags,"}
{"text": "### Book:stenciled a bank\u2019s invented name on them, filled them with steel"}
{"text": "### Book:washers, and arrayed them impressively behind the teller windows, along"}
{"text": "### Book:with bundles of boodle\u2014real bills hiding newspaper cut to size. For his"}
{"text": "### Book:bank\u2019s staff and customers Weil hired gamblers, bookies, girls from local"}
{"text": "### Book:bawdy houses, and other assorted confederates. He even had a local thug"}
{"text": "### Book:pose as a bank dick."}
{"text": "### Book:Claiming to be the broker for a certificate investment the bank was"}
{"text": "### Book:offering, Weil would fish the waters and hook the proper wealthy sucker."}
{"text": "### Book:He would bring this man to the bank and ask to see the president. An\u201cofficer\u201d of the bank would tell them that they had to wait, which only"}
{"text": "### Book:heightened the realism of the con\u2014one always has to wait to see the"}
{"text": "### Book:bank president. And as they waited the bank would bustle with banklike"}
{"text": "### Book:activity, as call girls and bookies in disguise floated in and out, making"}
{"text": "### Book:deposits and withdrawals and tipping their hats to the phony bank dick."}
{"text": "### Book:Lulled by this perfect copy of reality, the sucker would deposit $50,000"}
{"text": "### Book:into the fake bank without a worry in the world."}
{"text": "### Book:Over the years Weil did the same thing with a deserted yacht club, an"}
{"text": "### Book:abandoned brokerage office, a relocated real estate office, and a"}
{"text": "### Book:completely realistic gambling club."}
{"text": "### Book:Interpretation"}
{"text": "### Book:The mirroring of reality offers immense deceptive powers. The right"}
{"text": "### Book:uniform, the perfect accent, the proper props\u2014the deception cannot be"}
{"text": "### Book:deciphered because it is enmeshed in a simulation of reality. People have"}
{"text": "### Book:an intense desire and need to believe, and their first instinct is to trust a"}
{"text": "### Book:well-constructed facade, to mistake it for reality. After all, we cannot go"}
{"text": "### Book:around doubting the reality of everything we see\u2014that would be too"}
{"text": "### Book:exhausting. We habitually accept appearances, and this is a credulity you"}
{"text": "### Book:can use."}
{"text": "### Book:In this particular game it is the first moment that counts the most. If"}
{"text": "### Book:your suckers\u2019 suspicions are not raised by their first glance at the"}
{"text": "### Book:mirror\u2019s reflection, they will stay suppressed. Once they enter your hall"}
{"text": "### Book:of mirrors, they will be unable to distinguish the real from the fake, and"}
{"text": "### Book:it will become easier and easier to deceive them. Remember: Study the"}
{"text": "### Book:world\u2019s surfaces and learn to mirror them in your habits, your manner,"}
{"text": "### Book:your clothes. Like a carnivorous plant, to unsuspecting insects you will"}
{"text": "### Book:look like all the other plants in the field."}
{"text": "### Book:Authority: The task of a military operation is to accord deceptively with"}
{"text": "### Book:the intentions of the enemy \u2026 get to what they want first, subtly"}
{"text": "### Book:anticipate them. Maintain discipline and adapt to the enemy\u2026. Thus, at"}
{"text": "### Book:first you are like a maiden, so the enemy opens his door; then you are"}
{"text": "### Book:like a rabbit on the loose, so the enemy cannot keep you out. (Sun-tzu,"}
{"text": "### Book:fourth century B.C.)"}
{"text": "### Book:Image: The"}
{"text": "### Book:Shield of Perseus. It is pol"}
{"text": "### Book:ished into a reflecting mirror."}
{"text": "### Book:Medusa cannot see you, only herown hideousness reflected back at her."}
{"text": "### Book:Behind such a mirror you can de"}
{"text": "### Book:ceive, mock, and infuriate. With"}
{"text": "### Book:one blow you sever Medusa\u2019s"}
{"text": "### Book:unsuspecting head."}
{"text": "### Book:A WARNING: BEWARE OF MIRRORED"}
{"text": "### Book:SITUATIONS"}
{"text": "### Book:Mirrors contain great power but also dangerous reefs, including the"}
{"text": "### Book:mirrored situation\u2014a situation that seems to reflect or closely resemble a"}
{"text": "### Book:previous one, mostly in style and surface appearance. You can often back"}
{"text": "### Book:into such a situation without fully understanding it, while those around"}
{"text": "### Book:you understand it quite well, and compare it and you to whatever"}
{"text": "### Book:happened before. Most often you suffer by the comparison, seeming"}
{"text": "### Book:either weaker than the previous occupant of your position or else tainted"}
{"text": "### Book:by any unpleasant associations that person has left behind."}
{"text": "### Book:In 1864 the composer Richard Wagner moved to Munich at the behest"}
{"text": "### Book:of Ludwig II, known variously as the Swan King or the Mad King of"}
{"text": "### Book:Bavaria. Ludwig was Wagner\u2019s biggest fan and most generous patron."}
{"text": "### Book:The strength of his support turned Wagner\u2019s head\u2014once established in"}
{"text": "### Book:Munich under the king\u2019s protection, he would be able to say and do"}
{"text": "### Book:whatever he wanted."}
{"text": "### Book:Wagner moved into a lavish house, which the king eventually bought"}
{"text": "### Book:for him. This house was but a stone\u2019s throw from the former home of"}
{"text": "### Book:Lola Montez, the notorious courtesan who had plunged Ludwig II\u2019s"}
{"text": "### Book:grandfather into a crisis that had forced him to abdicate. Warned that he"}
{"text": "### Book:could be infected by this association, Wagner only scoffed\u2014\u201cI am no"}
{"text": "### Book:Lola Montez,\u201d he said. Soon enough, however, the citizens of Munich"}
{"text": "### Book:began to resent the favors and money showered on Wagner, and dubbed"}
{"text": "### Book:him \u201cthe second Lola,\u201d or \u201cLolotte.\u201d He unconsciously began to tread in"}
{"text": "### Book:Lola\u2019s footsteps\u2014spending money extravagantly, meddling in matters"}
{"text": "### Book:beyond music, even dabbling in politics and advising the king on cabinet"}
{"text": "### Book:appointments. Meanwhile Ludwig\u2019s affection for Wagner seemed intense"}
{"text": "### Book:and undignified for a king\u2014just like his grandfather\u2019s love for Lola"}
{"text": "### Book:Montez.Eventually Ludwig\u2019s ministers wrote him a letter: \u201cYour Majesty now"}
{"text": "### Book:stands at a fateful parting of the ways: you have to choose between the"}
{"text": "### Book:love and respect of your faithful people and the \u2018friendship\u2019 of Richard"}
{"text": "### Book:Wagner.\u201d In December of 1865, Ludwig politely asked his friend to leave"}
{"text": "### Book:and never return. Wagner had inadvertently placed himself in Lola"}
{"text": "### Book:Montez\u2019s reflection. Once there, everything he did reminded the stolid"}
{"text": "### Book:Bavarians of that dread woman, and there was nothing he could do about"}
{"text": "### Book:it."}
{"text": "### Book:Avoid such association-effects like the plague. In a mirrored situation"}
{"text": "### Book:you have little or no control over the reflections and recollections that"}
{"text": "### Book:will be connected to you, and any situation beyond your control is"}
{"text": "### Book:dangerous. Even if the person or event has positive associations, you will"}
{"text": "### Book:suffer from not being able to live up to them, since the past generally"}
{"text": "### Book:appears greater than the present. If you ever notice people associating"}
{"text": "### Book:you with some past event or person, do everything you can to separate"}
{"text": "### Book:yourself from that memory and to shatter the reflection.LAW 45"}
{"text": "### Book:PREACH THE NEED FOR CHANGE, BUT"}
{"text": "### Book:NEVER REFORM TOO MUCH AT ONCE"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Everyone understands the need for change in the abstract, but on the"}
{"text": "### Book:day-to-day level people are creatures of habit. Too much innovation is"}
{"text": "### Book:traumatic, and will lead to revolt. If you are new to a position of power,"}
{"text": "### Book:or an outsider trying to build a power base, make a show of respecting"}
{"text": "### Book:the old way of doing things. If change is necessary, make it feel like a"}
{"text": "### Book:gentle improvement on the past."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:Sometime in the early 1520s, King Henry VIII of England decided to"}
{"text": "### Book:divorce his wife, Catherine of Aragon, because she had failed to bear"}
{"text": "### Book:him a son, and because he had fallen in love with the young and comely"}
{"text": "### Book:Anne Boleyn. The pope, Clement VII, opposed the divorce, and"}
{"text": "### Book:threatened the king with excommunication. The king\u2019s most powerful"}
{"text": "### Book:minister, Cardinal Wolsey, also saw no need for divorce\u2014and his"}
{"text": "### Book:halfhearted support of the king cost him his position and soon his life."}
{"text": "### Book:One man in Henry\u2019s cabinet, Thomas Cromwell, not only supported"}
{"text": "### Book:him in his desire for a divorce but had an idea for realizing it: a complete"}
{"text": "### Book:break with the past. He convinced the king that by severing ties with"}
{"text": "### Book:Rome and making himself the head of a newly formed English church,"}
{"text": "### Book:he could divorce Catherine and marry Anne. By 1531 Henry saw this as"}
{"text": "### Book:the only solution. To reward Cromwell for his simple but brilliant idea,"}
{"text": "### Book:he elevated this son of a blacksmith to the post of royal councillor.By 1534 Cromwell had been named the king\u2019s secretary, and as the"}
{"text": "### Book:power behind the throne he had become the most powerful man in"}
{"text": "### Book:England. But for him the break with Rome went beyond the satisfaction"}
{"text": "### Book:of the king\u2019s carnal desires: He envisioned a new Protestant order in"}
{"text": "### Book:England, with the power of the Catholic Church smashed and its vast"}
{"text": "### Book:wealth in the hands of the king and the government. In that same year he"}
{"text": "### Book:initiated a complete survey of the churches and monasteries of England."}
{"text": "### Book:And as it turned out, the treasures and moneys that the churches had"}
{"text": "### Book:accumulated over the centuries were far more than he had imagined; his"}
{"text": "### Book:spies and agents came back with astonishing figures."}
{"text": "### Book:To justify his schemes, Cromwell circulated stories about the"}
{"text": "### Book:corruption in the English monasteries, their abuse of power, their"}
{"text": "### Book:exploitation of the people they supposedly served. Having won"}
{"text": "### Book:Parliament\u2019s support for breaking up the monasteries, he began to seize"}
{"text": "### Book:their holdings and to put them out of existence one by one. At the same"}
{"text": "### Book:time, he began to impose Protestantism, introducing reforms in religious"}
{"text": "### Book:ritual and punishing those who stuck to Catholicism, and who now were"}
{"text": "### Book:called heretics. Virtually overnight, England was converted to a new"}
{"text": "### Book:official religion."}
{"text": "### Book:A terror fell on the country. Some people had suffered under the"}
{"text": "### Book:Catholic Church, which before the reforms had been immensely"}
{"text": "### Book:powerful, but most Britons had strong ties to Catholicism and to its"}
{"text": "### Book:comforting rituals. They watched in horror as churches were demolished,"}
{"text": "### Book:images of the Madonna and saints were broken in pieces, stained-glass"}
{"text": "### Book:windows were smashed, and the churches\u2019 treasures were confiscated."}
{"text": "### Book:With monasteries that had succored the poor suddenly gone, the poor"}
{"text": "### Book:now flooded the streets. The growing ranks of the beggar class were"}
{"text": "### Book:further swelled by former monks. On top of all this, Cromwell levied"}
{"text": "### Book:high taxes to pay for his ecclesiastical reforms."}
{"text": "### Book:Celebrating the turn of the year is an ancient custom. The Romans"}
{"text": "### Book:celebrated the Saturnalia, the festival of Saturn, god of the harvest,"}
{"text": "### Book:between December 17 and 23. It was the most cheerful festival of the"}
{"text": "### Book:year. All work and commerce stopped, and the streets were filled with"}
{"text": "### Book:crowds and a carnival atmosphere. Slaves were temporarily freed, and"}
{"text": "### Book:the houses were decorated with laurel branches. People visited one"}
{"text": "### Book:another, bringing gifts of wax candles and little clay figurines."}
{"text": "### Book:Long before the birth of Christ, the Jews celebrated an eight-day"}
{"text": "### Book:Festival of Lights [at the same season], and it is believed that the"}
{"text": "### Book:Germanic peoples held a great festival not only at midsummer but also"}
{"text": "### Book:at the winter solstice, when they celebrated the rebirth of the sun andhonored the great fertility gods Wotan and Freyja, Donar (Thor) and"}
{"text": "### Book:Freyr. Even after the Emperor Constantine (A.D. 306-337) declared"}
{"text": "### Book:Christianity to be Rome\u2019s official imperial religion, the evocation of light"}
{"text": "### Book:and fertility as an important component of pre-Christian midwinter"}
{"text": "### Book:celebrations could nor be entirely suppressed. In the year 274 the Roman"}
{"text": "### Book:Emperor Aurelian (A.D. 214-275) had established an official cult of the"}
{"text": "### Book:sun-god Mithras, declaring his birthday, December 25, a national"}
{"text": "### Book:holiday. The cult of Mithras, the Aryan god of light, had spread from"}
{"text": "### Book:Persia through Asia Minor to Greece, Rome, and as far as the Germanic"}
{"text": "### Book:lands and Britain. Numerous ruins of his shrines still testify to the high"}
{"text": "### Book:regard in which this god was held, especially by the Roman legions, as a"}
{"text": "### Book:bringer of fertility, peace, and victory. So it was a clever move when, in"}
{"text": "### Book:the year A.D. 354, the Christian church under Pope Liberius (352-366)"}
{"text": "### Book:co-opted the birthday of Mithras and declared December 25 to be the"}
{"text": "### Book:birthday of Jesus Christ."}
{"text": "### Book:NEUE Z\u00dcRCHER ZEITUNG, ANNE-SUSANNE RISCHKE,"}
{"text": "### Book:DECEMBER 25, 1983"}
{"text": "### Book:In 1535 powerful revolts in the North of England threatened to topple"}
{"text": "### Book:Henry from his throne. By the following year he had suppressed the"}
{"text": "### Book:rebellions, but he had also begun to see the costs of Cromwell\u2019s reforms."}
{"text": "### Book:The king himself had never wanted to go this far\u2014he had only wanted a"}
{"text": "### Book:divorce. It was now Cromwell\u2019s turn to watch uneasily as the king began"}
{"text": "### Book:slowly to undo his reforms, reinstating Catholic sacraments and other"}
{"text": "### Book:rituals that Cromwell had outlawed."}
{"text": "### Book:Sensing his fall from grace, in 1540 Cromwell decided to regain"}
{"text": "### Book:Henry\u2019s favor with one throw of the dice: He would find the king a new"}
{"text": "### Book:wife. Henry\u2019s third wife, Jane Seymour, had died a few years before, and"}
{"text": "### Book:he had been pining for a new young queen. It was Cromwell who found"}
{"text": "### Book:him one: Anne of Cleves, a German princess and, most important to"}
{"text": "### Book:Cromwell, a Protestant. On Cromwell\u2019s commission, the painter Holbein"}
{"text": "### Book:produced a flattering portrait of Anne; when Henry saw it, he fell in love,"}
{"text": "### Book:and agreed to marry her. Cromwell seemed back in favor."}
{"text": "### Book:Unfortunately, however, Holbein\u2019s painting was highly idealized, and"}
{"text": "### Book:when the king finally met the princess she did not please him in the least."}
{"text": "### Book:His anger against Cromwell\u2014first for the ill-conceived reforms, now for"}
{"text": "### Book:saddling him with an unattractive and Protestant wife\u2014could no longer"}
{"text": "### Book:be contained. In June of that year, Cromwell was arrested, charged as a"}
{"text": "### Book:Protestant extremist and a heretic, and sent to the Tower. Six weeks later,"}
{"text": "### Book:before a large and enthusiastic crowd, the public executioner cut off his"}
{"text": "### Book:head.Interpretation"}
{"text": "### Book:Thomas Cromwell had a simple idea: He would break up the power and"}
{"text": "### Book:wealth of the Church and lay the foundation for Protestantism in"}
{"text": "### Book:England. And he would do this in a mercilessly short time. He knew his"}
{"text": "### Book:speedy reforms would cause pain and resentment, but he thought these"}
{"text": "### Book:feelings would fade in a few years. More important, by identifying"}
{"text": "### Book:himself with change, he would become the leader of the new order,"}
{"text": "### Book:making the king dependent on him. But there was a problem in his"}
{"text": "### Book:strategy: Like a billiard ball hit too hard against the cushion, his reforms"}
{"text": "### Book:had reactions and caroms he did not envision and could not control."}
{"text": "### Book:The man who initiates strong reforms often becomes the scapegoat for"}
{"text": "### Book:any kind of dissatisfaction. And eventually the reaction to his reforms"}
{"text": "### Book:may consume him, for change is upsetting to the human animal, even"}
{"text": "### Book:when it is for the good. Because the world is and always has been full of"}
{"text": "### Book:insecurity and threat, we latch on to familiar faces and create habits and"}
{"text": "### Book:rituals to make the world more comfortable. Change can be pleasant and"}
{"text": "### Book:even sometimes desirable in the abstract, but too much of it creates an"}
{"text": "### Book:anxiety that will stir and boil beneath the surface and then eventually"}
{"text": "### Book:erupt."}
{"text": "### Book:Never underestimate the hidden conservatism of those around you. It"}
{"text": "### Book:is powerful and entrenched. Never let the seductive charm of an idea"}
{"text": "### Book:cloud your reason: Just as you cannot make people see the world your"}
{"text": "### Book:way, you cannot wrench them into the future with painful changes. They"}
{"text": "### Book:will rebel. If reform is necessary, anticipate the reaction against it and"}
{"text": "### Book:find ways to disguise the change and sweeten the poison."}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:As a young Communist in the 1920s, Mao Tse-tung understood better"}
{"text": "### Book:than any of his colleagues the incredible odds against a Communist"}
{"text": "### Book:victory in China. With their small numbers, limited funds, lack of"}
{"text": "### Book:military experience, and small arsenal of weapons, the Party had no hope"}
{"text": "### Book:of success unless it won over China\u2019s immense peasant population. But"}
{"text": "### Book:who in the world was more conservative, more rooted in tradition, than"}
{"text": "### Book:the Chinese peasantry? The oldest civilization on the planet had a history"}
{"text": "### Book:that would never loosen its power, no matter how violent the revolution.The ideas of Confucius remained as alive in the 1920s as they had been"}
{"text": "### Book:in the sixth century B.C., when the philosopher was alive. Despite the"}
{"text": "### Book:oppressions of the current system, would the peasantry ever give up the"}
{"text": "### Book:deep-rooted values of the past for the great unknown of Communism?"}
{"text": "### Book:The solution, as Mao saw it, involved a simple deception: Cloak the"}
{"text": "### Book:revolution in the clothing of the past, making it comforting and"}
{"text": "### Book:legitimate in people\u2019s eyes. One of Mao\u2019s favorite books was the very"}
{"text": "### Book:popular medieval Chinese novel The Water Margin, which recounts the"}
{"text": "### Book:exploits of a Chinese Robin Hood and his robber band as they struggle"}
{"text": "### Book:against a corrupt and evil monarch. In China in Mao\u2019s time, family ties"}
{"text": "### Book:dominated over any other kind, for the Confucian hierarchy of father and"}
{"text": "### Book:oldest son remained firmly in place; but The Water Margin preached a"}
{"text": "### Book:superior value\u2014the fraternal ties of the band of robbers, the nobility of"}
{"text": "### Book:the cause that unites people beyond blood. The novel had great"}
{"text": "### Book:emotional resonance for Chinese people, who love to root for the"}
{"text": "### Book:underdog. Time and again, then, Mao would present his revolutionary"}
{"text": "### Book:army as an extension of the robber band in The Water Margin, likening"}
{"text": "### Book:his struggle to the timeless conflict between the oppressed peasantry and"}
{"text": "### Book:an evil emperor. He made the past seem to envelop and legitimize the"}
{"text": "### Book:Communist cause; the peasantry could feel comfortable with and even"}
{"text": "### Book:support a group with such roots in the past."}
{"text": "### Book:Even once the Party came to power, Mao continued to associate it with"}
{"text": "### Book:the past. He presented himself to the masses not as a Chinese Lenin but"}
{"text": "### Book:as a modern Chuko Liang, the real-life third-century strategist who"}
{"text": "### Book:figures prominently in the popular historical novel The Romance of the"}
{"text": "### Book:Three Kingdoms. Liang was more than a great general\u2014he was a poet, a"}
{"text": "### Book:philosopher, and a figure of stern moral rectitude. So Mao represented"}
{"text": "### Book:himself as a poet-warrior like Liang, a man who mixed strategy with"}
{"text": "### Book:philosophy and preached a new ethics. He made himself appear like a"}
{"text": "### Book:hero from the great Chinese tradition of warrior statesmen."}
{"text": "### Book:Soon, everything in Mao\u2019s speeches and writings had a reference to an"}
{"text": "### Book:earlier period in Chinese history. He recalled, for example, the great"}
{"text": "### Book:Emperor Ch\u2018in, who had unified the country in the third century B.C."}
{"text": "### Book:Ch\u2019in had burned the works of Confucius, consolidated and completed"}
{"text": "### Book:the building of the Great Wall, and given his name to China. Like Ch\u2018in,"}
{"text": "### Book:Mao also had brought the country together, and had sought bold reforms"}
{"text": "### Book:against an oppressive past. Ch\u2019in had traditionally been seen as a violent"}
{"text": "### Book:dictator whose reign was short; the brilliance of Mao\u2019s strategy was to"}
{"text": "### Book:turn this around, simultaneously reinterpreting Ch\u2019in, justifying his rulein the eyes of present-day Chinese, and using him to justify the violence"}
{"text": "### Book:of the new order that Mao himself was creating."}
{"text": "### Book:After the failed Cultural Revolution of the late 1960s, a power struggle"}
{"text": "### Book:emerged in the Communist Party in which Mao\u2019s main foe was Lin Piao,"}
{"text": "### Book:once a close friend of his. To make clear to the masses the difference"}
{"text": "### Book:between his philosophy and Lin\u2019s, Mao once again exploited the past: He"}
{"text": "### Book:cast his opponent as representing Confucius, a philosopher Lin in fact"}
{"text": "### Book:would constantly quote. And Confucius signified the conservatism of the"}
{"text": "### Book:past. Mao associated himself, on the other hand, with the ancient"}
{"text": "### Book:philosophical movement known as Legalism, exemplified by the"}
{"text": "### Book:writings of Han-fei-tzu. The Legalists disdained Confucian ethics; they"}
{"text": "### Book:believed in the need for violence to create a new order. They worshiped"}
{"text": "### Book:power. To give himself weight in the struggle, Mao unleashed a"}
{"text": "### Book:nationwide propaganda campaign against Confucius, using the issues of"}
{"text": "### Book:Confucianism versus Legalism to whip the young into a kind of frenzied"}
{"text": "### Book:revolt against the older generation. This grand context enveloped a rather"}
{"text": "### Book:banal power struggle, and Mao once again won over the masses and"}
{"text": "### Book:triumphed over his enemies."}
{"text": "### Book:Interpretation"}
{"text": "### Book:No people had a more profound attachment to the past than the Chinese."}
{"text": "### Book:In the face of this enormous obstacle to reform, Mao\u2019s strategy was"}
{"text": "### Book:simple: Instead of struggling against the past, he turned it to his"}
{"text": "### Book:advantage, associating his radical Communists with the romantic figures"}
{"text": "### Book:of Chinese history. Weaving the story of the War of the Three Kingdoms"}
{"text": "### Book:into the struggle between the United States, the Soviet Union, and China,"}
{"text": "### Book:he cast himself as Chuko Liang. As the emperors had, he welcomed the"}
{"text": "### Book:cultlike adoration of the masses, understanding that the Chinese could"}
{"text": "### Book:not function without some kind of father figure to admire. And after he"}
{"text": "### Book:made a terrible blunder with the Great Leap Forward, trying to force"}
{"text": "### Book:modernization on the country and failing miserably, he never repeated"}
{"text": "### Book:his mistake: From then on, radical change had to be cloaked in the"}
{"text": "### Book:comfortable clothes of the past."}
{"text": "### Book:The lesson is simple: The past is powerful. What has happened before"}
{"text": "### Book:seems greater; habit and history give any act weight. Use this to your"}
{"text": "### Book:advantage. When you destroy the familiar you create a void or vacuum;"}
{"text": "### Book:people fear the chaos that will flood in to fill it. You must avoid stirring"}
{"text": "### Book:up such fears at all cost. Borrow the weight and legitimacy from the past,however remote, to create a comforting and familiar presence. This will"}
{"text": "### Book:give your actions romantic associations, add to your presence, and cloak"}
{"text": "### Book:the nature of the changes you are attempting."}
{"text": "### Book:It must be considered that there is nothing more difficult to carry out,"}
{"text": "### Book:nor more doubtful of success, nor more dangerous to handle,"}
{"text": "### Book:than to initiate a new order of things."}
{"text": "### Book:Niccol\u00f2 Machiavelli, 1469-1527"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:Human psychology contains many dualities, one of them being that even"}
{"text": "### Book:while people understand the need for change, knowing how important it"}
{"text": "### Book:is for institutions and individuals to be occasionally renewed, they are"}
{"text": "### Book:also irritated and upset by changes that affect them personally. They"}
{"text": "### Book:know that change is necessary, and that novelty provides relief from"}
{"text": "### Book:boredom, but deep inside they cling to the past. Change in the abstract,"}
{"text": "### Book:or superficial change, they desire, but a change that upsets core habits"}
{"text": "### Book:and routines is deeply disturbing to them."}
{"text": "### Book:No revolution has gone without a powerful later reaction against it, for"}
{"text": "### Book:in the long run the void it creates proves too unsettling to the human"}
{"text": "### Book:animal, who unconsciously associates such voids with death and chaos."}
{"text": "### Book:The opportunity for change and renewal seduces people to the side of the"}
{"text": "### Book:revolution, but once their enthusiasm fades, which it will, they are left"}
{"text": "### Book:with a certain emptiness. Yearning for the past, they create an opening"}
{"text": "### Book:for it to creep back in."}
{"text": "### Book:For Machiavelli, the prophet who preaches and brings change can only"}
{"text": "### Book:survive by taking up arms: When the masses inevitably yearn for the"}
{"text": "### Book:past, he must be ready to use force. But the armed prophet cannot last"}
{"text": "### Book:long unless he quickly creates a new set of values and rituals to replace"}
{"text": "### Book:the old ones, and to soothe the anxieties of those who dread change. It is"}
{"text": "### Book:far easier, and less bloody, to play a kind of con game. Preach change as"}
{"text": "### Book:much as you like, and even enact your reforms, but give them the"}
{"text": "### Book:comforting appearance of older events and traditions."}
{"text": "### Book:Reigning from A.D. 8 to A.D. 23, the Chinese emperor Wang Mang"}
{"text": "### Book:emerged from a period of great historical turbulence in which the people"}
{"text": "### Book:yearned for order, an order represented for them by Confucius. Some two"}
{"text": "### Book:hundred years earlier, however, Emperor Ch\u2019in had ordered the writingsof Confucius burned. A few years later, word had spread that certain"}
{"text": "### Book:texts had miraculously survived, hidden under the scholar\u2019s house. These"}
{"text": "### Book:texts may not have been genuine, but they gave Wang his opportunity:"}
{"text": "### Book:He first confiscated them, then had his scribes insert passages into them"}
{"text": "### Book:that seemed to support the changes he had been imposing on the country."}
{"text": "### Book:When he released the texts, it seemed that Confucius sanctioned Wang\u2019s"}
{"text": "### Book:reforms, and the people felt comforted and accepted them more easily."}
{"text": "### Book:Understand: The fact that the past is dead and buried gives you the"}
{"text": "### Book:freedom to reinterpret it. To support your cause, tinker with the facts."}
{"text": "### Book:The past is a text in which you can safely insert your own lines."}
{"text": "### Book:A simple gesture like using an old title, or keeping the same number"}
{"text": "### Book:for a group, will tie you to the past and support you with the authority of"}
{"text": "### Book:history. As Machiavelli himself observed, the Romans used this device"}
{"text": "### Book:when they transformed their monarchy into a republic. They may have"}
{"text": "### Book:installed two consuls in place of the king, but since the king had been"}
{"text": "### Book:served by twelve lictors, they retained the same number to serve under"}
{"text": "### Book:the consuls. The king had personally performed an annual sacrifice, in a"}
{"text": "### Book:great spectacle that stirred the public; the republic retained this practice,"}
{"text": "### Book:only transferring it to a special \u201cchief of the ceremony, whom they called"}
{"text": "### Book:the King of the sacrifice.\u201d These and similar gestures satisfied the people"}
{"text": "### Book:and kept them from clamoring for the monarchy\u2019s return."}
{"text": "### Book:Another strategy to disguise change is to make a loud and public"}
{"text": "### Book:display of support for the values of the past. Seem to be a zealot for"}
{"text": "### Book:tradition and few will notice how unconventional you really are."}
{"text": "### Book:Renaissance Florence had a centuries-old republic, and was suspicious of"}
{"text": "### Book:anyone who flouted its traditions. Cosimo de\u2019 Medici made a show of"}
{"text": "### Book:enthusiastic support for the republic, while in reality he worked to bring"}
{"text": "### Book:the city under the control of his wealthy family. In form, the Medicis"}
{"text": "### Book:retained the appearance of a republic; in substance, they rendered it"}
{"text": "### Book:powerless. They quietly enacted a radical change, while appearing to"}
{"text": "### Book:safeguard tradition."}
{"text": "### Book:Science claims a search for truth that would seem to protect it from"}
{"text": "### Book:conservatism and the irrationality of habit: It is a culture of innovation."}
{"text": "### Book:Yet when Charles Darwin published his ideas of evolution, he faced"}
{"text": "### Book:fiercer opposition from his fellow scientists than from religious"}
{"text": "### Book:authorities. His theories challenged too many fixed ideas. Jonas Salk ran"}
{"text": "### Book:into the same wall with his radical innovations in immunology, as did"}
{"text": "### Book:Max Planck with his revolutionizing of physics. Planck later wrote of the"}
{"text": "### Book:scientific opposition he faced, \u201cA new scientific truth does not triumph"}
{"text": "### Book:by convincing its opponents and making them see the light, but ratherbecause its opponents eventually die, and a new generation grows up that"}
{"text": "### Book:is familiar with it.\u201d"}
{"text": "### Book:The answer to this innate conservatism is to play the courtier\u2019s game."}
{"text": "### Book:Galileo did this at the beginning of his scientific career; he later became"}
{"text": "### Book:more confrontational, and paid for it. So pay lip service to tradition."}
{"text": "### Book:Identify the elements in your revolution that can be made to seem to"}
{"text": "### Book:build on the past. Say the right things, make a show of conformity, and"}
{"text": "### Book:meanwhile let your theories do their radical work. Play with appearances"}
{"text": "### Book:and respect past protocol. This is true in every arena\u2014science being no"}
{"text": "### Book:exception."}
{"text": "### Book:Finally, powerful people pay attention to the zeitgeist. If their reform"}
{"text": "### Book:is too far ahead of its time, few will understand it, and it will stir up"}
{"text": "### Book:anxiety and be hopelessly misinterpreted. The changes you make must"}
{"text": "### Book:seem less innovative than they are. England did eventually become a"}
{"text": "### Book:Protestant nation, as Cromwell wished, but it took over a century of"}
{"text": "### Book:gradual evolution."}
{"text": "### Book:Watch the zeitgeist. If you work in a tumultuous time, there is power"}
{"text": "### Book:to be gained by preaching a return to the past, to comfort, tradition, and"}
{"text": "### Book:ritual. During a period of stagnation, on the other hand, play the card of"}
{"text": "### Book:reform and revolution\u2014but beware of what you stir up. Those who"}
{"text": "### Book:finish a revolution are rarely those who start it. You will not succeed at"}
{"text": "### Book:this dangerous game unless you are willing to forestall the inevitable"}
{"text": "### Book:reaction against it by playing with appearances and building on the past."}
{"text": "### Book:Authority: He who desires or attempts to reform the government of a"}
{"text": "### Book:state, and wishes to have it accepted, must at least retain the semblance"}
{"text": "### Book:of the old forms; so that it may seem to the people that there has been no"}
{"text": "### Book:change in the institutions, even though in fact they are entirely different"}
{"text": "### Book:from the old ones. For the great majority of mankind are satisfied with"}
{"text": "### Book:appearances, as though they were realities. (Niccol\u00f2 Machiavelli, 1469-"}
{"text": "### Book:1527)"}
{"text": "### Book:Image: The Cat."}
{"text": "### Book:Creature of habit, it loves the"}
{"text": "### Book:warmth of the familiar. Upset its"}
{"text": "### Book:routines, disrupt its space, and it will"}
{"text": "### Book:grow unmanageable and psychotic.Placate it by supporting its rituals. If"}
{"text": "### Book:change is necessary, deceive the cat by"}
{"text": "### Book:keeping the smell of the past alive;"}
{"text": "### Book:place objects familiar to it in"}
{"text": "### Book:strategic locations."}
{"text": "### Book:REVERSAL"}
{"text": "### Book:The past is a corpse to be used as you see fit. If what happened in the"}
{"text": "### Book:recent past was painful and harsh, it is self-destructive to associate"}
{"text": "### Book:yourself with it. When Napoleon came to power, the French Revolution"}
{"text": "### Book:was fresh in everyone\u2019s minds. If the court that he established had borne"}
{"text": "### Book:any resemblance to the lavish court of Louis XVI and Marie-Antoinette,"}
{"text": "### Book:his courtiers would have spent all their time worrying about their own"}
{"text": "### Book:necks. Instead, Napoleon established a court remarkable for its sobriety"}
{"text": "### Book:and lack of ostentation. It was the court of a man who valued work and"}
{"text": "### Book:military virtues. This new form seemed appropriate and reassuring."}
{"text": "### Book:In other words, pay attention to the times. But understand: If you make"}
{"text": "### Book:a bold change from the past, you must avoid at all costs the appearance"}
{"text": "### Book:of a void or vacuum, or you will create terror. Even an ugly recent"}
{"text": "### Book:history will seem preferable to an empty space. Fill that space"}
{"text": "### Book:immediately with new rituals and forms. Soothing and growing familiar,"}
{"text": "### Book:these will secure your position among the masses."}
{"text": "### Book:Finally, the arts, fashion, and technology would seem to be areas in"}
{"text": "### Book:which power would come from creating a radical rupture with the past"}
{"text": "### Book:and appearing cutting edge. Indeed, such a strategy can bring great"}
{"text": "### Book:power, but it has many dangers. It is inevitable that your innovations will"}
{"text": "### Book:be outdone by someone else. You have little control\u2014someone younger"}
{"text": "### Book:and fresher moves in a sudden new direction, making your bold"}
{"text": "### Book:innovation of yesterday seem tiresome and tame today. You are forever"}
{"text": "### Book:playing catch-up; your power is tenuous and short-lived. You want a"}
{"text": "### Book:power built on something more solid. Using the past, tinkering with"}
{"text": "### Book:tradition, playing with convention to subvert it will give your creations"}
{"text": "### Book:something more than a momentary appeal. Periods of dizzying change"}
{"text": "### Book:disguise the fact that a yearning for the past will inevitably creep back in."}
{"text": "### Book:In the end, using the past for your own purposes will bring you morepower than trying to cut it out completely\u2014a futile and self-destructive"}
{"text": "### Book:endeavor.LAW 46"}
{"text": "### Book:NEVER APPEAR TOO PERFECT"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:Appearing better than others is always dangerous, but most dangerous of"}
{"text": "### Book:all is to appear to have no faults or weaknesses. Envy creates silent"}
{"text": "### Book:enemies. It is smart to occasionally display defects, and admit to"}
{"text": "### Book:harmless vices, in order to deflect envy and appear more human and"}
{"text": "### Book:approachable. Only gods and the dead can seem perfect with impunity."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:Joe Orton met Kenneth Halliwell at the Royal Academy of Dramatic"}
{"text": "### Book:Arts, London, in 1953, where both had enrolled as acting students. They"}
{"text": "### Book:soon became lovers and moved in together. Halliwell, twenty-five at the"}
{"text": "### Book:time, was seven years older than Orton, and seemed the more confident"}
{"text": "### Book:of the two; but neither had much talent as actors, and after graduating,"}
{"text": "### Book:having settled down together in a dank London apartment, they decided"}
{"text": "### Book:to give up acting and collaborate as writers instead. Halliwell\u2019s"}
{"text": "### Book:inheritance was enough to keep them from having to find work for a few"}
{"text": "### Book:years, and in the beginning, he was also the driving force behind the"}
{"text": "### Book:stories and novels they wrote; he would dictate to Orton, who would type"}
{"text": "### Book:the manuscripts, occasionally interjecting his own lines and ideas. Their"}
{"text": "### Book:first efforts attracted some interest from literary agents, but it sputtered."}
{"text": "### Book:The promise they had shown was leading nowhere."}
{"text": "### Book:Eventually the inheritance money ran out, and the pair had to look for"}
{"text": "### Book:work. Their collaborations were less enthusiastic and less frequent. The"}
{"text": "### Book:future looked bleak."}
{"text": "### Book:In 1957 Orton began to write on his own, but it wasn\u2019t until five years"}
{"text": "### Book:later, when the lovers were jailed for six months for defacing dozens oflibrary books, that he began to find his voice (perhaps not by chance:"}
{"text": "### Book:This was the first time he and Halliwell had been separated in nine"}
{"text": "### Book:years). He came out of prison determined to express his contempt for"}
{"text": "### Book:English society in the form of theatrical farces. He and Halliwell moved"}
{"text": "### Book:back in together, but now the roles were reversed: Orton did the writing"}
{"text": "### Book:while Halliwell put in comments and ideas."}
{"text": "### Book:In 1964 Joe Orton completed his first full-length play, Entertaining"}
{"text": "### Book:Mr. Sloane. The play made it to London\u2019s West End, where it received"}
{"text": "### Book:brilliant reviews: A great new writer had emerged from nowhere. Now"}
{"text": "### Book:success followed success, at a dizzying pace. In 1966 Orton had a hit"}
{"text": "### Book:with his play Loot, and his popularity soared. Soon commissions came in"}
{"text": "### Book:from all sides, including from the Beatles, who paid Orton handsomely"}
{"text": "### Book:to write them a film script."}
{"text": "### Book:Everything was pointing upwards, everything except Orton\u2019s"}
{"text": "### Book:relationship with Kenneth Halliwell. The pair still lived together, but as"}
{"text": "### Book:Orton grew successful, Halliwell began to deteriorate. Watching his lover"}
{"text": "### Book:become the center of attention, he suffered the humiliation of becoming a"}
{"text": "### Book:kind of personal assistant to the playwright, his role in what had once"}
{"text": "### Book:been a collaboration growing smaller and smaller. In the 1950s he had"}
{"text": "### Book:supported Orton with his inheritance; now Orton supported him. At a"}
{"text": "### Book:party or among friends, people would naturally gravitate towards Orton"}
{"text": "### Book:\u2014he was charming, and his mood was almost always buoyant. Unlike"}
{"text": "### Book:the handsome Orton, Halliwell was bald and awkward; his defensiveness"}
{"text": "### Book:made people want to avoid him."}
{"text": "### Book:A greedy man and an envious man met a king. The king said to them,"}
{"text": "### Book:\u201cOne of you may ask something of me and I will give it to him, provided"}
{"text": "### Book:I give twice as much to the other. \u201d The envious person did not want to"}
{"text": "### Book:ask first for he was envious of his companion who would receive twice as"}
{"text": "### Book:much, and the greedy man did not want to ask first since he wanted"}
{"text": "### Book:everything that was to be had. Finally the greedy one pressed the envious"}
{"text": "### Book:one to be the first to make the request. So the envious person asked the"}
{"text": "### Book:king to pluck out one of his eyes."}
{"text": "### Book:JEWISH PARABLE, THE SEVEN DEADLY SINS, SOLOMON"}
{"text": "### Book:SCHIMMEL, 1992"}
{"text": "### Book:An admirer who feels that he cannot be happy by surrendering himself"}
{"text": "### Book:elects to become envious of that which he admires. So he speaks another"}
{"text": "### Book:language\u2014the thing which he really admires is called a stupid, insipid"}
{"text": "### Book:and queer sort of thing. Admiration is happy self-surrender; envy is"}
{"text": "### Book:unhappy self-assertion.S\u03c6REN KIERKEGAARD, 1813-1855"}
{"text": "### Book:With Orton\u2019s success the couple\u2019s problems only worsened."}
{"text": "### Book:Halliwell\u2019s moods made their life together impossible. Orton claimed to"}
{"text": "### Book:want to leave him, and had numerous affairs, but would always end up"}
{"text": "### Book:returning to his old friend and lover. He tried to help Halliwell launch a"}
{"text": "### Book:career as an artist, even arranging for a gallery to show his work, but the"}
{"text": "### Book:show was a flop, and this only heightened Halliwell\u2019s sense of"}
{"text": "### Book:inferiority. In May of 1967, the pair went on a brief holiday together in"}
{"text": "### Book:Tangier, Morocco. During the trip, Orton wrote in his diary, \u201cWe sat"}
{"text": "### Book:talking of how happy we felt. And how it couldn\u2019t, surely, last. We\u2019d"}
{"text": "### Book:have to pay for it. Or we\u2019d be struck down from afar by disaster because"}
{"text": "### Book:we were, perhaps, too happy. To be young, good-looking, healthy,"}
{"text": "### Book:famous, comparatively rich and happy is surely going against nature.\u201d"}
{"text": "### Book:Halliwell outwardly seemed as happy as Orton. Inwardly, though, he"}
{"text": "### Book:was seething. And two months later, in the early morning of August 10,"}
{"text": "### Book:1967, just days after helping Orton put the finishing touches to the"}
{"text": "### Book:wicked farce What the Butler Saw (undoubtedly his masterpiece),"}
{"text": "### Book:Kenneth Halliwell bludgeoned Joe Orton to death with repeated blows of"}
{"text": "### Book:a hammer to the head. He then took twenty-one sleeping pills and died"}
{"text": "### Book:himself, leaving behind a note that read, \u201cIf you read Orton\u2019s diary all"}
{"text": "### Book:will be explained.\u201d"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Kenneth Halliwell had tried to cast his deterioration as mental illness, but"}
{"text": "### Book:what Joe Orton\u2019s diaries revealed to him was the truth: It was envy, pure"}
{"text": "### Book:and simple, that lay at the heart of his sickness. The diaries, which"}
{"text": "### Book:Halliwell read on the sly, recounted the couple\u2019s days as equals and their"}
{"text": "### Book:struggle for recognition. After Orton found success, the diaries began to"}
{"text": "### Book:describe Halliwell\u2019s brooding, his rude comments at parties, his growing"}
{"text": "### Book:sense of inferiority. All of this Orton narrated with a distance that"}
{"text": "### Book:bordered on contempt."}
{"text": "### Book:The diaries made clear Halliwell\u2019s bitterness over Orton\u2019s success."}
{"text": "### Book:Eventually the only thing that would have satisfied him would have been"}
{"text": "### Book:for Orton to have a failure of his own, an unsuccessful play perhaps, so"}
{"text": "### Book:that they could have commiserated in their failure, as they had done"}
{"text": "### Book:years before. When the opposite happened\u2014as Orton grew only more"}
{"text": "### Book:successful and popular\u2014Halliwell did the only thing that would makethem equals again: He made them equals in death. With Orton\u2019s murder,"}
{"text": "### Book:he became almost as famous as his friend\u2014posthumously."}
{"text": "### Book:Joe Orton only partly understood his lover\u2019s deterioration. His attempt"}
{"text": "### Book:to help Halliwell launch a career in art registered for what it was: charity"}
{"text": "### Book:and guilt. Orton basically had two possible solutions to the problem. He"}
{"text": "### Book:could have downplayed his own success, displaying some faults,"}
{"text": "### Book:deflecting Halliwell\u2019s envy; or, once he realized the nature of the"}
{"text": "### Book:problem, he could have fled as if Halliwell were a viper, as in fact he was"}
{"text": "### Book:\u2014a viper of envy. Once envy eats away at someone, everything you do"}
{"text": "### Book:only makes it grow, and day by day it festers inside him. Eventually he"}
{"text": "### Book:will attack."}
{"text": "### Book:It takes great talent and skill to conceal one\u2019s talent and skill"}
{"text": "### Book:LA ROCHEFOUCAULD, 1613-1680"}
{"text": "### Book:ENVY TORMENTS AGLAUROS"}
{"text": "### Book:The goddess Minerva made her way to the house of Envy, a house filthy"}
{"text": "### Book:with dark and noisome slime. It is hidden away in the depths of the"}
{"text": "### Book:valleys, where the sun never penetrates, where no wind blows through; a"}
{"text": "### Book:gloomy dwelling, permeated by numbing chill, ever fireless, ever"}
{"text": "### Book:shrouded in thick darkness. When Minerva reached this spot she stopped"}
{"text": "### Book:in front of the house \u2026 and struck the doors with the tip of her spear, and"}
{"text": "### Book:at the blow they flew open and revealed Envy within, busy at a meal of"}
{"text": "### Book:snake\u2019s flesh, the food on which she nourished her wickedness. At the"}
{"text": "### Book:sight, Minerva turned her eyes away. But the other rose heavily from the"}
{"text": "### Book:ground, leaving the half-eaten corpses, and came out with dragging"}
{"text": "### Book:steps. When she saw the goddess in all the brilliance of her beauty, in her"}
{"text": "### Book:flashing armor, she groaned\u2026. Envy\u2019s face was sickly pale, her whole"}
{"text": "### Book:body lean and wasted, and she squinted horribly; her teeth were"}
{"text": "### Book:discoloretl and decayed, her poisonous breast of a greenish hue, and her"}
{"text": "### Book:tongue dripped venom. Only the sight of suffering could bring a smile to"}
{"text": "### Book:her lips. She never knew the comfort of sleep, but was kept constantly"}
{"text": "### Book:awake by care and anxiety, looked with dismay on men\u2019s good fortune,"}
{"text": "### Book:and grew thin at the sight. Gnawing at others, and being gnawed, she"}
{"text": "### Book:was herself her own torment. Minerva, in spite of her loathing, yet"}
{"text": "### Book:addressed her briefly: \u201cInstill your poison into one of Cecrop\u2019s"}
{"text": "### Book:daughters\u2014her name is Aglauros. This is what I require of you. \u201d"}
{"text": "### Book:Without another word she pushed against the ground with her spear, left"}
{"text": "### Book:the earth, and soared upwards.From the corner of her eye the other watched the goddess out of sight,"}
{"text": "### Book:muttering and angry that Minerva\u2019s plan should be successful. Then she"}
{"text": "### Book:took her staff, all encircled with thorny briars, wrapped herself in dark"}
{"text": "### Book:clouds, and set forth. Wherever she went she trampled down the flowery"}
{"text": "### Book:fields, withered up the grass, seared the treetops, and with her breath"}
{"text": "### Book:tainted the peoples, their cities and their homes, until at length she came"}
{"text": "### Book:to Athens, the home of wit and wealth, peaceful and prosperous. She"}
{"text": "### Book:could scarcely refrain from weeping when she saw no cause for tears."}
{"text": "### Book:Then entering the chamber of Cecrop\u2019s daughter, she carried out"}
{"text": "### Book:Minerva\u2019s orders. She touched the girl\u2019s breast with a hand dipped in"}
{"text": "### Book:malice, filled her heart with spiky thorns, and breathing in a black and"}
{"text": "### Book:evil poison dispersed it through her very bones, instilling the venom deep"}
{"text": "### Book:in her heart. That the reason for her distress might not be far to seek, she"}
{"text": "### Book:set before Aglauros\u2019 eyes a vision of her sister, of that sister\u2019s fortunate"}
{"text": "### Book:marriage [with the god Mercury], and of the god in all his"}
{"text": "### Book:handsomeness; and she exaggerated the glory of it all. So Aglauros was"}
{"text": "### Book:tormented by such thoughts, and the jealous anger she concealed ate into"}
{"text": "### Book:her heart. Day and night she sighed, unceasingly wretched, and in her"}
{"text": "### Book:utter misery wasted away in a slow decline, as when ice is melted by the"}
{"text": "### Book:fitful sun. The fire that was kindled within her at the thought of her"}
{"text": "### Book:sister\u2019s luck and good fortune was like the burning of weeds which do not"}
{"text": "### Book:burst into flames, but are none the less consumed by smoldering fire."}
{"text": "### Book:METAMORPHOSES, OVID, 43 B.C.-C. A.D. 18"}
{"text": "### Book:Only a minority can succeed at the game of life, and that minority"}
{"text": "### Book:inevitably arouses the envy of those around them. Once success happens"}
{"text": "### Book:your way, however, the people to fear the most are those in your own"}
{"text": "### Book:circle, the friends and acquaintances you have left behind. Feelings of"}
{"text": "### Book:inferiority gnaw at them; the thought of your success only heightens their"}
{"text": "### Book:feelings of stagnation. Envy, which the philosopher Kierkegaard calls"}
{"text": "### Book:\u201cunhappy admiration,\u201d takes hold. You may not see it but you will feel it"}
{"text": "### Book:someday\u2014unless, that is, you learn strategies of deflection, little"}
{"text": "### Book:sacrifices to the gods of success. Either dampen your brilliance"}
{"text": "### Book:occasionally, purposefully revealing a defect, weakness, or anxiety, or"}
{"text": "### Book:attributing your success to luck; or simply find yourself new friends."}
{"text": "### Book:Never underestimate the power of envy."}
{"text": "### Book:OBSERVANCE OF THE LAWThe merchant class and the craft guilds to which medieval Florence"}
{"text": "### Book:owed its prosperity had created a republic that protected them from"}
{"text": "### Book:oppression by the nobility. Since high office could only be held for a few"}
{"text": "### Book:months, no one could gain lasting dominance, and although this meant"}
{"text": "### Book:that the political factions struggled constantly for control, the system"}
{"text": "### Book:kept out tyrants and petty dictators. The Medici family lived for several"}
{"text": "### Book:centuries under this system without making much of a mark. They had"}
{"text": "### Book:modest origins as apothecaries, and were typical middle-class citizens."}
{"text": "### Book:Not until the late fourteenth century, when Giovanni de\u2019 Medici made a"}
{"text": "### Book:modest fortune in banking, did they emerge as a force to be reckoned"}
{"text": "### Book:with."}
{"text": "### Book:Upon Giovanni\u2019s death, his son Cosimo took over the family business,"}
{"text": "### Book:and quickly demonstrated his talent for it. The business prospered under"}
{"text": "### Book:his control and the Medicis emerged as one of the preeminent banking"}
{"text": "### Book:families of Europe. But they had a rival in Florence: Despite the city\u2019s"}
{"text": "### Book:republican system, one family, the Albizzis, had managed over the years"}
{"text": "### Book:to monopolize control of the government, forging alliances that allowed"}
{"text": "### Book:them to constantly fill important offices with their own men. Cosimo did"}
{"text": "### Book:not fight this, and in fact gave the Albizzis his tacit support. At the same"}
{"text": "### Book:time, while the Albizzis were beginning to flaunt their power, Cosimo"}
{"text": "### Book:made a point of staying in the background."}
{"text": "### Book:Eventually, however, the Medici wealth could not be ignored, and in"}
{"text": "### Book:1433, feeling threatened by the family, the Albizzis used their"}
{"text": "### Book:government muscle to have Cosimo arrested on charges of conspiring to"}
{"text": "### Book:overthrow the republic. Some in the Albizzi faction wanted Cosimo"}
{"text": "### Book:executed, others feared this would spark a civil war. In the end they"}
{"text": "### Book:exiled him from Florence. Cosimo did not fight the sentence; he left"}
{"text": "### Book:quietly. Sometimes, he knew, it is wiser to bide one\u2019s time and keep a"}
{"text": "### Book:low profile."}
{"text": "### Book:Over the next year, the Albizzis began to stir up fears that they were"}
{"text": "### Book:setting up a dictatorship. Meanwhile, Cosimo, using his wealth to"}
{"text": "### Book:advantage, continued to exert influence on Florentine affairs, even from"}
{"text": "### Book:exile. A civil war broke out in the city, and in September of 1434 the"}
{"text": "### Book:Albizzis were toppled from power and sent into exile. Cosimo"}
{"text": "### Book:immediately returned to Florence, his position restored. But he saw that"}
{"text": "### Book:he now faced a delicate situation: If he seemed ambitious, as the Albizzis"}
{"text": "### Book:had, he would stir up opposition and envy that would ultimately threaten"}
{"text": "### Book:his business. If he stayed on the sidelines, on the other hand, he would"}
{"text": "### Book:leave an opening for another faction to rise up as the Albizzis had, and to"}
{"text": "### Book:punish the Medicis for their success.Cosimo solved the problem in two ways: He secretly used his wealth"}
{"text": "### Book:to buy influence among key citizens, and he placed his own allies, all"}
{"text": "### Book:cleverly enlisted from the middle classes to disguise their allegiance to"}
{"text": "### Book:him, in top government positions. Those who complained of his growing"}
{"text": "### Book:political clout were taxed into submission, or their properties were"}
{"text": "### Book:bought out from under them by Cosimo\u2019s banker allies. The republic"}
{"text": "### Book:survived in name only. Cosimo held the strings."}
{"text": "### Book:While he worked behind the scenes to gain control, however, publicly"}
{"text": "### Book:Cosimo presented another picture. When he walked through the streets"}
{"text": "### Book:of Florence, he dressed modestly, was attended by no more than one"}
{"text": "### Book:servant, and bowed deferentially to magistrates and elder citizens. He"}
{"text": "### Book:rode a mule instead of a horse. He never spoke out on matters of public"}
{"text": "### Book:import, even though he controlled Florence\u2019s foreign affairs for over"}
{"text": "### Book:thirty years. He gave money to charities and maintained his ties to"}
{"text": "### Book:Florence\u2019s merchant class. He financed all kinds of public buildings that"}
{"text": "### Book:fed the Florentines\u2019 pride in their city. When he built a palace for himself"}
{"text": "### Book:and his family in nearby Fiesole, he turned down the ornate designs that"}
{"text": "### Book:Brunelleschi had drawn up for him and instead chose a modest structure"}
{"text": "### Book:designed by Michelozzo, a man of humble Florentine origins. The palace"}
{"text": "### Book:was a symbol of Cosimo\u2019s strategy\u2014all simplicity on the outside, all"}
{"text": "### Book:elegance and opulence within."}
{"text": "### Book:Cosimo finally died in 1464, after ruling for thirty years. The citizens"}
{"text": "### Book:of Florence wanted to build him a great tomb, and to celebrate his"}
{"text": "### Book:memory with elaborate funeral ceremonies, but on his deathbed he had"}
{"text": "### Book:asked to be buried without \u201cany pomp or demonstration.\u201d Some sixty"}
{"text": "### Book:years later, Machiavelli hailed Cosimo as the wisest of all princes, \u201cfor"}
{"text": "### Book:he knew how extraordinary things that are seen and appear every hour"}
{"text": "### Book:make men much more envied than those that are done in deed and are"}
{"text": "### Book:covered over with decency.\u201d"}
{"text": "### Book:Interpretation"}
{"text": "### Book:A close friend of Cosimo\u2019s, the bookseller Vespasiano da Bisticci, once"}
{"text": "### Book:wrote of him, \u201cAnd whenever he wished to achieve something, he saw to"}
{"text": "### Book:it, in order to escape envy as much as possible, that the initiative"}
{"text": "### Book:appeared to come from others, and not from him.\u201d One of Cosimo\u2019s"}
{"text": "### Book:favorite expressions was, \u201cEnvy is a weed that should not be watered.\u201d"}
{"text": "### Book:Understanding the power envy has in a democratic environment, Cosimo"}
{"text": "### Book:avoided the appearance of greatness. This does not mean that greatnessshould be suffocated, or that only the mediocre should survive; only that"}
{"text": "### Book:a game of appearances must be played. The insidious envy of the masses"}
{"text": "### Book:can actually be deflected quite easily: Appear as one of them in style and"}
{"text": "### Book:values. Make alliances with those below you, and elevate them to"}
{"text": "### Book:positions of power to secure their support in times of need. Never flaunt"}
{"text": "### Book:your wealth, and carefully conceal the degree to which it has bought"}
{"text": "### Book:influence. Make a display of deferring to others, as if they were more"}
{"text": "### Book:powerful than you. Cosimo de\u2019 Medici perfected this game; he was a"}
{"text": "### Book:consummate con artist of appearances. No one could gauge the extent of"}
{"text": "### Book:his power\u2014his modest exterior hid the truth."}
{"text": "### Book:Never be so foolish as to believe that you are stirring up admiration by"}
{"text": "### Book:flaunting the qualities that raise you above others. By making others"}
{"text": "### Book:aware of their inferior position, you are only stirring up \u201cunhappy"}
{"text": "### Book:admiration,\u201d or envy, which will gnaw away at them until they"}
{"text": "### Book:undermine you in ways you cannot foresee. The fool dares the gods of"}
{"text": "### Book:envy by flaunting his victories. The master of power understands that the"}
{"text": "### Book:appearance of superiority over others is inconsequential next to the"}
{"text": "### Book:reality of it."}
{"text": "### Book:Of all the disorders of the soul, envy is the only one no one confesses to."}
{"text": "### Book:Plutarch, c. A.D 46-120"}
{"text": "### Book:The envious hides as carefully as the secret, lustful sinner and becomes"}
{"text": "### Book:the endless inventor of tricks and stratagems to hide and mask himself"}
{"text": "### Book:Thus he is able to pretend to ignore the superiority of others which eats"}
{"text": "### Book:up his heart, as ifhe did not see them, nor hear them, nor were aware of"}
{"text": "### Book:them, nor had ever heard of them. He is a master simulator. On the other"}
{"text": "### Book:hand he tries with all his power to connive and thus prevent any form of"}
{"text": "### Book:superiority from appearing in any situation. And if they do, he casts on"}
{"text": "### Book:them obscurity, hypercriticism, sarcasm and calumny like the toad that"}
{"text": "### Book:spits poison from its hole. On the other hand he will raise endlessly"}
{"text": "### Book:insignificant men, mediocre people, and even the inferior in the same"}
{"text": "### Book:type of activities."}
{"text": "### Book:ARTHUR SCHOPENHAUER, 1788-1860"}
{"text": "### Book:For not many men, the proverb says, can love a friend who fortune"}
{"text": "### Book:prospers without feeling envy; and about the envious brain, cold poison"}
{"text": "### Book:clings and doubles all the pain life brings him. His own woundings he"}
{"text": "### Book:must nurse, and feels another\u2019s gladness like a curse."}
{"text": "### Book:AESCHYLUS, c. 525-456 B.C.KEYS TO POWER"}
{"text": "### Book:The human animal has a hard time dealing with feelings of inferiority. In"}
{"text": "### Book:the face of superior skill, talent, or power, we are often disturbed and ill"}
{"text": "### Book:at ease; this is because most of us have an inflated sense of ourselves,"}
{"text": "### Book:and when we meet people who surpass us they make it clear to us that"}
{"text": "### Book:we are in fact mediocre, or at least not as brilliant as we had thought."}
{"text": "### Book:This disturbance in our self-image cannot last long without stirring up"}
{"text": "### Book:ugly emotions. At first we feel envy: If only we had the quality or skill of"}
{"text": "### Book:the superior person, we would be happy. But envy brings us neither"}
{"text": "### Book:comfort nor any closer to equality. Nor can we admit to feeling it, for it"}
{"text": "### Book:is frowned upon socially\u2014to show envy is to admit to feeling inferior."}
{"text": "### Book:To close friends, we may confess our secret unrealized desires, but we"}
{"text": "### Book:will never confess to feeling envy. So it goes underground. We disguise"}
{"text": "### Book:it in many ways, like finding grounds to criticize the person who makes"}
{"text": "### Book:us feel it: He may be smarter than I am, we say, but he has no morals or"}
{"text": "### Book:conscience. Or he may have more power, but that\u2019s because he cheats. If"}
{"text": "### Book:we do not slander him, perhaps we praise him excessively\u2014another of"}
{"text": "### Book:envy\u2019s disguises."}
{"text": "### Book:There are several strategies for dealing with the insidious, destructive"}
{"text": "### Book:emotion of envy. First, accept the fact that there will be people who will"}
{"text": "### Book:surpass you in some way, and also the fact that you may envy them. But"}
{"text": "### Book:make that feeling a way of pushing yourself to equal or surpass them"}
{"text": "### Book:someday. Let envy turn inward and it poisons the soul; expel it outward"}
{"text": "### Book:and it can move you to greater heights."}
{"text": "### Book:Second, understand that as you gain power, those below you will feel"}
{"text": "### Book:envious of you. They may not show it but it is inevitable. Do not naively"}
{"text": "### Book:accept the facade they show you\u2014read between the lines of their"}
{"text": "### Book:criticisms, their little sarcastic remarks, the signs of backstabbing, the"}
{"text": "### Book:excessive praise that is preparing you for a fall, the resentful look in the"}
{"text": "### Book:eye. Half the problem with envy comes when we do not recognize it until"}
{"text": "### Book:it is too late."}
{"text": "### Book:Finally, expect that when people envy you they will work against you"}
{"text": "### Book:insidiously. They will put obstacles in your path that you will not"}
{"text": "### Book:foresee, or that you cannot trace to their source. It is hard to defend"}
{"text": "### Book:yourself against this kind of attack. And by the time you realize that envy"}
{"text": "### Book:is at the root of a person\u2019s feelings about you, it is often too late: Your"}
{"text": "### Book:excuses, your false humility, your defensive actions, only exacerbate the"}
{"text": "### Book:problem. Since it is far easier to avoid creating envy in the first placethan to get rid of it once it is there, you should strategize to forestall it"}
{"text": "### Book:before it grows. It is often your own actions that stir up envy, your own"}
{"text": "### Book:unawareness. By becoming conscious of those actions and qualities that"}
{"text": "### Book:create envy, you can take the teeth out of it before it nibbles you to death."}
{"text": "### Book:Kierkegaard believed that there are types of people who create envy,"}
{"text": "### Book:and are as guilty when it arises as those who feel it. The most obvious"}
{"text": "### Book:type we all know: The moment something good happens to them,"}
{"text": "### Book:whether by luck or design, they crow about it. In fact they get pleasure"}
{"text": "### Book:out of making people feel inferior. This type is obvious and beyond hope."}
{"text": "### Book:There are others, however, who stir up envy in more subtle and"}
{"text": "### Book:unconscious ways, and are partly to blame for their troubles. Envy is"}
{"text": "### Book:often a problem, for example, for people with great natural talent."}
{"text": "### Book:Sir Walter Raleigh was one of the most brilliant men at the court of"}
{"text": "### Book:Queen Elizabeth of England. He had skills as a scientist, wrote poetry"}
{"text": "### Book:still recognized as among the most beautiful writing of the time, was a"}
{"text": "### Book:proven leader of men, an enterprising entrepreneur, a great sea captain,"}
{"text": "### Book:and on top of all this was a handsome, dashing courtier who charmed his"}
{"text": "### Book:way into becoming one of the queen\u2019s favorites. Wherever he went,"}
{"text": "### Book:however, people blocked his path. Eventually he suffered a terrific fall"}
{"text": "### Book:from grace, leading even to prison and finally the executioner\u2019s axe."}
{"text": "### Book:Raleigh could not understand the stubborn opposition he faced from"}
{"text": "### Book:the other courtiers. He did not see that he had not only made no attempt"}
{"text": "### Book:to disguise the degree of his skills and qualities, he had imposed them on"}
{"text": "### Book:one and all, making a show of his versatility, thinking it impressed"}
{"text": "### Book:people and won him friends. In fact it made him silent enemies, people"}
{"text": "### Book:who felt inferior to him and did all they could to ruin him the moment he"}
{"text": "### Book:tripped up or made the slightest mistake. In the end, the reason he was"}
{"text": "### Book:executed was treason, but envy will use any cover it finds to mask its"}
{"text": "### Book:destructiveness."}
{"text": "### Book:The envy elicited by Sir Walter Raleigh is the worst kind: It was"}
{"text": "### Book:inspired by his natural talent and grace, which he felt was best displayed"}
{"text": "### Book:in its full flower. Money others can attain; power as well. But superior"}
{"text": "### Book:intelligence, good looks, charm\u2014these are qualities no one can acquire."}
{"text": "### Book:The naturally perfect have to work the most to disguise their brilliance,"}
{"text": "### Book:displaying a defect or two to deflect envy before it takes root. It is a"}
{"text": "### Book:common and naive mistake to think you are charming people with your"}
{"text": "### Book:natural talents when in fact they are coming to hate you."}
{"text": "### Book:JOSEPH AND HIS COATNow Israel loved Joseph more than all his children, because he was"}
{"text": "### Book:the son of his old age; and he made him a coat of many colors\u2026. And his"}
{"text": "### Book:brothers envied him\u2026. And when they saw him afar off, they conspired"}
{"text": "### Book:against him to slay him. And now they said to one another, \u201cBehold, this"}
{"text": "### Book:dreamer cometh. Come now therefore, and let us slay him, and cast him"}
{"text": "### Book:into some pit, and we shall say, some evil beast hath devoured him; and"}
{"text": "### Book:we shall see what will become of his dreams\u201d"}
{"text": "### Book:OLD TESTAMENT, GENESIS 37:3\u201420"}
{"text": "### Book:THE TRAGEDY OF THE TOMB"}
{"text": "### Book:[When Pope Julius first saw Michelangelo\u2019s design for his tomb] it"}
{"text": "### Book:pleased him so much that he at once sent him to Carrara to quarry the"}
{"text": "### Book:necessary marbles, instructing Alamanno Salviati, of Florence, to pay"}
{"text": "### Book:him a thousand ducats for this purpose. Michelangelo stayed in these"}
{"text": "### Book:mountains more than eight months with two workmen and his horse, and"}
{"text": "### Book:without any other provision except food\u2026. Enough marbles quarried and"}
{"text": "### Book:chosen, he took them to the sea-coast, and left one of his men to have"}
{"text": "### Book:them embarked. He himself returned to Rome."}
{"text": "### Book:\u2026 The quantity of marbles was immense, so that, spread over the piazza,"}
{"text": "### Book:they were the admiration of all and a joy to the pope, who heaped"}
{"text": "### Book:immeasurable favors upon Michelangelo: and when he began to work"}
{"text": "### Book:upon them again and again went to see him at his house, and talked to"}
{"text": "### Book:him about the tomb and other things as with his own brother. And in"}
{"text": "### Book:order that he might more easily go to him, the pope ordered that a"}
{"text": "### Book:drawbridge should be thrown across from the Corridore to the rooms of"}
{"text": "### Book:Michelangelo, by which he might visit him in private."}
{"text": "### Book:These many and frequent favors were the cause (as often is the case at"}
{"text": "### Book:court) of much envy, and, after the envy, of endless persecution, since"}
{"text": "### Book:Bramante, the architect, who was loved by the pope, made him change"}
{"text": "### Book:his mind as to the monument by telling him, as is said by the vulgar, that"}
{"text": "### Book:it is unlucky to build one\u2019s tomb in one\u2019s lifetime, and other tales. Fear as"}
{"text": "### Book:well as envy stimulated Bramante, for the judgment of Michelangelo had"}
{"text": "### Book:exposed many of his errors\u2026. Now because he had no doubt that"}
{"text": "### Book:Michelangelo knew these errors of his, he always sought to remove him"}
{"text": "### Book:from Rome, or, at least, to deprive him of the favor of the pope, and of"}
{"text": "### Book:the glory and usefulness that he might have acquired by his industry. He"}
{"text": "### Book:succeeded in the matter of the tomb. There is no doubt that if"}
{"text": "### Book:Michelangelo had been allowed to finish it, according to his first design,having so large a field in which to show his worth, no other artist,"}
{"text": "### Book:however celebrated (be it said without envy) could have wrested from"}
{"text": "### Book:him the high place he would have held."}
{"text": "### Book:VITA DI MICHELANGELO, ASCANIO CONDIVI, 1553"}
{"text": "### Book:A great danger in the realm of power is the sudden improvement in"}
{"text": "### Book:fortune\u2014an unexpected promotion, a victory or success that seems to"}
{"text": "### Book:come out of nowhere. This is sure to stir up envy among your former"}
{"text": "### Book:peers."}
{"text": "### Book:When Archbishop de Retz was promoted to the rank of cardinal, in"}
{"text": "### Book:1651, he knew full well that many of his former colleagues envied him."}
{"text": "### Book:Understanding the foolishness of alienating those below him, de Retz did"}
{"text": "### Book:everything he could to downplay his merit and emphasize the role of"}
{"text": "### Book:luck in his success. To put people at ease, he acted humbly and"}
{"text": "### Book:deferentially, as if nothing had changed. (In reality, of course, he now"}
{"text": "### Book:had much more power than before.) He wrote that these wise policies"}
{"text": "### Book:\u201cproduced a good effect, by lessening the envy which was conceived"}
{"text": "### Book:against me, which is the greatest of all secrets.\u201d Follow de Retz\u2019s"}
{"text": "### Book:example. Subtly emphasize how lucky you have been, to make your"}
{"text": "### Book:happiness seem more attainable to other people, and the need for envy"}
{"text": "### Book:less acute. But be careful not to affect a false modesty that people can"}
{"text": "### Book:easily see through. This will only make them more envious. The act has"}
{"text": "### Book:to be good; your humility, and your openness to those you have left"}
{"text": "### Book:behind, have to seem genuine. Any hint of insincerity will only make"}
{"text": "### Book:your new status more oppressive. Remember: Despite your elevated"}
{"text": "### Book:position, it will do you no good to alienate your former peers. Power"}
{"text": "### Book:requires a wide and solid support base, which envy can silently destroy."}
{"text": "### Book:Political power of any kind creates envy, and one of the best ways to"}
{"text": "### Book:deflect it before it takes root is to seem unambitious. When Ivan the"}
{"text": "### Book:Terrible died, Boris Godunov knew he was the only one on the scene"}
{"text": "### Book:who could lead Russia. But if he sought the position eagerly, he would"}
{"text": "### Book:stir up envy and suspicion among the boyars, so he refused the crown,"}
{"text": "### Book:not once but several times. He made people insist that he take the throne."}
{"text": "### Book:George Washington used the same strategy to great effect, first in"}
{"text": "### Book:refusing to keep the position of Commander in Chief of the American"}
{"text": "### Book:army, second in resisting the presidency. In both cases he made himself"}
{"text": "### Book:more popular than ever. People cannot envy the power that they"}
{"text": "### Book:themselves have given a person who does not seem to desire it."}
{"text": "### Book:According to the Elizabethan statesman and writer Sir Francis Bacon,"}
{"text": "### Book:the wisest policy of the powerful is to create a kind of pity forthemselves, as if their responsibilities were a burden and a sacrifice."}
{"text": "### Book:How can one envy a man who has taken on a heavy load for the public"}
{"text": "### Book:interest? Disguise your power as a kind of self-sacrifice rather than a"}
{"text": "### Book:source of happiness and you make it seem less enviable. Emphasize your"}
{"text": "### Book:troubles and you turn a potential danger (envy) into a source of moral"}
{"text": "### Book:support (pity). A similar ploy is to hint that your good fortune will"}
{"text": "### Book:benefit those around you. To do this you may need to open your purse"}
{"text": "### Book:strings, like Cimon, a wealthy general in ancient Athens who gave"}
{"text": "### Book:lavishly in all kinds of ways to prevent people from resenting the"}
{"text": "### Book:influence he had bought in Athenian politics. He paid a high price to"}
{"text": "### Book:deflect their envy, but in the end it saved him from ostracism and"}
{"text": "### Book:banishment from the city."}
{"text": "### Book:The painter J. M. W. Turner devised another way of giving to deflect"}
{"text": "### Book:the envy of his fellow artists, which he recognized as his greatest"}
{"text": "### Book:obstacle to his success. Noticing that his incomparable color skills made"}
{"text": "### Book:them afraid to hang their paintings next to his in exhibitions, he realized"}
{"text": "### Book:that their fear would turn to envy, and would eventually make it harder"}
{"text": "### Book:for him to find galleries to show in. On occasion, then, Turner is known"}
{"text": "### Book:to have temporarily dampened the colors in his paintings with soot to"}
{"text": "### Book:earn him the goodwill of his colleagues."}
{"text": "### Book:To deflect envy, Gracian recommends that the powerful display a"}
{"text": "### Book:weakness, a minor social indiscretion, a harmless vice. Give those who"}
{"text": "### Book:envy you something to feed on, distracting them from your more"}
{"text": "### Book:important sins. Remember: It is the reality that matters. You may have to"}
{"text": "### Book:play games with appearances, but in the end you will have what counts:"}
{"text": "### Book:true power. In some Arab countries, a man will avoid arousing envy by"}
{"text": "### Book:doing as Cosimo de Medici did by showing his wealth only on the inside"}
{"text": "### Book:of his house. Apply this wisdom to your own character."}
{"text": "### Book:Beware of some of envy\u2019s disguises. Excessive praise is an almost"}
{"text": "### Book:sure sign that the person praising you envies you; they are either setting"}
{"text": "### Book:you up for a fall\u2014it will be impossible for you to live up to their praise"}
{"text": "### Book:\u2014or they are sharpening their blades behind your back. At the same"}
{"text": "### Book:time, those who are hypercritical of you, or who slander you publicly,"}
{"text": "### Book:probably envy you as well. Recognize their behavior as disguised envy"}
{"text": "### Book:and you keep out of the trap of mutual mud-slinging, or of taking their"}
{"text": "### Book:criticisms to heart. Win your revenge by ignoring their measly presence."}
{"text": "### Book:Do not try to help or do favors for those who envy you; they will think"}
{"text": "### Book:you are condescending to them. Joe Orton\u2019s attempt to help Halliwell"}
{"text": "### Book:find a gallery for his work only intensified his lover\u2019s feelings of"}
{"text": "### Book:inferiority and envy. Once envy reveals itself for what it is, the onlysolution is often to flee the presence of the enviers, leaving them to stew"}
{"text": "### Book:in a hell of their own creation."}
{"text": "### Book:Finally, be aware that some environments are more conducive to envy"}
{"text": "### Book:than others. The effects of envy are more serious among colleagues and"}
{"text": "### Book:peers, where there is a veneer of equality. Envy is also destructive in"}
{"text": "### Book:democratic environments where overt displays of power are looked"}
{"text": "### Book:down upon. Be extrasensitive in such environments. The filmmaker"}
{"text": "### Book:Ingmar Bergman was hounded by Swedish tax authorities because he"}
{"text": "### Book:stood out in a country where standing out from the crowd is frowned on."}
{"text": "### Book:It is almost impossible to avoid envy in such cases, and there is little you"}
{"text": "### Book:can do but accept it graciously and take none of it personally. As"}
{"text": "### Book:Thoreau once said, \u201cEnvy is the tax which all distinction must pay.\u201d"}
{"text": "### Book:Did ever anybody seriously confess to envy? Something there is in it"}
{"text": "### Book:universally felt to be more shameful than even felonious crime. And not"}
{"text": "### Book:only does everybody disown it, but the better sort are inclined to"}
{"text": "### Book:incredulity when it is in earnest imputed to an intelligent man. But since"}
{"text": "### Book:lodgment is in the heart not the brain, no degree of intellect supplies a"}
{"text": "### Book:guarantee against it."}
{"text": "### Book:BILLY BUDD, HERMAN MELVILLE, 1819-1891"}
{"text": "### Book:Image: A Garden of Weeds. You may not"}
{"text": "### Book:feed them but they spread as you water"}
{"text": "### Book:the garden. You may not see how, but"}
{"text": "### Book:they take over, tall and ugly, pre"}
{"text": "### Book:venting anything beautiful from"}
{"text": "### Book:flourishing. Before it is too late,"}
{"text": "### Book:do not water indiscrimi"}
{"text": "### Book:nately. Destroy the weeds"}
{"text": "### Book:of envy by giving them"}
{"text": "### Book:nothing to feed on."}
{"text": "### Book:Authority: Upon occasion, reveal a harmless defect in your character. For"}
{"text": "### Book:the envious accuse the most perfect of sinning by having no sins. They"}
{"text": "### Book:become an Argus, all eyes for finding fault with excellence\u2014it is their"}
{"text": "### Book:only consolation. Do not let envy burst with its own venom\u2014affect some"}
{"text": "### Book:lapse in valor or intellect, so as to disarm it beforehand. You thus wave"}
{"text": "### Book:your red cape before the Horns of Envy, in order to save your"}
{"text": "### Book:immortality. (Baltasar Gracian, 1601-1658)"}
{"text": "### Book:Know how to triumph over envy and malice. Here contempt, although"}
{"text": "### Book:prudent, counts, indeed, for little; magnanimity is better. A good word"}
{"text": "### Book:concerning one who speaks evil of you cannot be praised too highly:there is no revenge more heroic than that brought about by those merits"}
{"text": "### Book:and attainments which frustrate and torment the envious. Every stroke of"}
{"text": "### Book:good fortune is a further twist of the rope round the neck of the ill-"}
{"text": "### Book:disposed and the heaven of the envied is hell for the envious. To convert"}
{"text": "### Book:your good fortune into poison for your enemies is held to be the most"}
{"text": "### Book:severe punishment you can inflict on them. The envious man dies not"}
{"text": "### Book:only once but as many times as the person he envies lives to hear the"}
{"text": "### Book:voice of praise; the eternity of the latter\u2019s fame is the measure of the"}
{"text": "### Book:former\u2019s punishment: the one is immortal in his glory, the latter in his"}
{"text": "### Book:misery. The trumpet of fame which sounds immortality for the one"}
{"text": "### Book:heralds death for the other, who is sentenced to be choked to death on his"}
{"text": "### Book:own envy."}
{"text": "### Book:BALTASAR GRACI\u00c1N, 1601-1658"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:The reason for being careful with the envious is that they are so indirect,"}
{"text": "### Book:and will find innumerable ways to undermine you. But treading carefully"}
{"text": "### Book:around them will often only make their envy worse. They sense that you"}
{"text": "### Book:are being cautious, and it registers as yet another sign of your superiority."}
{"text": "### Book:That is why you must act before envy takes root."}
{"text": "### Book:Once envy is there, however, whether through your fault or not, it is"}
{"text": "### Book:sometimes best to affect the opposite approach: Display the utmost"}
{"text": "### Book:disdain for those who envy you. Instead of hiding your perfection, make"}
{"text": "### Book:it obvious. Make every new triumph an opportunity to make the envious"}
{"text": "### Book:squirm. Your good fortune and power become their living hell. If you"}
{"text": "### Book:attain a position of unimpeachable power, their envy will have no effect"}
{"text": "### Book:on you, and you will have the best revenge of all: They are trapped in"}
{"text": "### Book:envy while you are free in your power."}
{"text": "### Book:This is how Michelangelo triumphed over the venomous architect"}
{"text": "### Book:Bramante, who turned Pope Julius against Michelangelo\u2019s design for his"}
{"text": "### Book:tomb. Bramante envied Michelangelo\u2019s godlike skills, and to this one"}
{"text": "### Book:triumph\u2014the aborted tomb project\u2014he thought to add another, by"}
{"text": "### Book:pushing the pope to commission Michelangelo to paint the murals in the"}
{"text": "### Book:Sistine Chapel. The project would take years, during which"}
{"text": "### Book:Michelangelo would accomplish no more of his brilliant sculptures.Furthermore, Bramante considered Michelangelo not nearly as skilled in"}
{"text": "### Book:painting as in sculpture. The chapel would spoil his image as the perfect"}
{"text": "### Book:artist."}
{"text": "### Book:Michelangelo saw the trap and wanted to turn down the commission,"}
{"text": "### Book:but he could not refuse the pope, so he accepted it without complaint."}
{"text": "### Book:Then, however, he used Bramante\u2019s envy to spur him to greater heights,"}
{"text": "### Book:making the Sistine Chapel his most perfect work of all. Every time"}
{"text": "### Book:Bramante heard of it or saw it, he felt more oppressed by his own envy\u2014"}
{"text": "### Book:the sweetest and most lasting revenge you can exact on the envious.LAW 47"}
{"text": "### Book:DO NOT GO PAST THE MARK YOU AIMED"}
{"text": "### Book:FOR; IN VICTORY, LEARN WHEN TO STOP"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:The moment of victory is often the moment of greatest peril. In the heat"}
{"text": "### Book:of victory, arrogance and overconfidence can push you past the goal you"}
{"text": "### Book:had aimed for, and by going too far, you make more enemies than you"}
{"text": "### Book:defeat. Do not allow success to go to your head. There is no substitute"}
{"text": "### Book:for strategy and careful planning. Set a goal, and when you reach it,"}
{"text": "### Book:stop."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:In 559 B.C., a young man named Cyrus gathered an immense army from"}
{"text": "### Book:the scattered tribes of Persia and marched against his grandfather"}
{"text": "### Book:Astyages, king of the Medes. He defeated Astyages with ease, had"}
{"text": "### Book:himself crowned king of Medea and Persia, and began to forge the"}
{"text": "### Book:Persian Empire. Victory followed victory in quick succession. Cyrus"}
{"text": "### Book:defeated Croesus, ruler of Lydia, then conquered the Ionian islands and"}
{"text": "### Book:other smaller kingdoms; he marched on Babylon and crushed it. Now he"}
{"text": "### Book:was known as Cyrus the Great, King of the World."}
{"text": "### Book:After capturing the riches of Babylon, Cyrus set his sights on the east,"}
{"text": "### Book:on the half-barbaric tribes of the Massagetai, a vast realm on the Caspian"}
{"text": "### Book:Sea. A fierce warrior race led by Queen Tomyris, the Massagetai lacked"}
{"text": "### Book:the riches of Babylon, but Cyrus decided to attack them anyway,"}
{"text": "### Book:believing himself superhuman and incapable of defeat. The Massagetai"}
{"text": "### Book:would fall easily to his vast armies, making his empire immense.In 529 B.C., then, Cyrus marched to the wide river Araxes, gateway to"}
{"text": "### Book:the kingdom of the Massagetai. As he set up camp on the western bank,"}
{"text": "### Book:he received a message from Queen Tomyris: \u201cKing of the Medes,\u201d she"}
{"text": "### Book:told him, \u201cI advise you to abandon this enterprise, for you cannot know"}
{"text": "### Book:if in the end it will do you any good. Rule your own people, and try to"}
{"text": "### Book:bear the sight of me ruling mine. But of course you will refuse my"}
{"text": "### Book:advice, as the last thing you wish for is to live in peace.\u201d Tomyris,"}
{"text": "### Book:confident of her army\u2019s strength and not wishing to delay the inevitable"}
{"text": "### Book:battle, offered to withdraw the troops on her side of the river, allowing"}
{"text": "### Book:Cyrus to cross its waters safely and fight her army on the eastern side, if"}
{"text": "### Book:that was his desire."}
{"text": "### Book:Cyrus agreed, but instead of engaging the enemy directly he decided"}
{"text": "### Book:to play a trick. The Massagetai knew few luxuries. Once Cyrus had"}
{"text": "### Book:crossed the river and made his camp on the eastern side, he set the table"}
{"text": "### Book:for an elaborate banquet, full of meat, delicacies, and strong wine. Then"}
{"text": "### Book:he left his weakest troops in the camp and withdrew the rest of the army"}
{"text": "### Book:to the river. A large Massagetai detachment soon attacked the camp and"}
{"text": "### Book:killed all of the Persian soldiers in a fierce battle. Then, overwhelmed by"}
{"text": "### Book:the fabulous feast that had been left behind, they ate and drank to their"}
{"text": "### Book:hearts\u2019 content. Later, inevitably, they fell asleep. The Persian army"}
{"text": "### Book:returned to the camp that night, killing many of the sleeping soldiers and"}
{"text": "### Book:capturing the rest. Among the prisoners was their general, a youth named"}
{"text": "### Book:Spargapises, son of Queen Tomyris."}
{"text": "### Book:When the queen learned what had happened, she sent a message to"}
{"text": "### Book:Cyrus, chiding him for using tricks to defeat her army. \u201cNow listen to"}
{"text": "### Book:me,\u201d she wrote, \u201cand I will advise you for your own good: Give me back"}
{"text": "### Book:my son and leave my country with your forces intact, and be content"}
{"text": "### Book:with your triumph over a third part of the Massagetai. If you refuse, I"}
{"text": "### Book:swear by the sun our master to give you more blood than you can drink,"}
{"text": "### Book:for all your gluttony.\u201d Cyrus scoffed at her: He would not release her"}
{"text": "### Book:son. He would crush these barbarians."}
{"text": "### Book:HELL CO"}
{"text": "### Book:Two cockerels fought on a dungheap. One cockerel was the stronger: he"}
{"text": "### Book:vanquished the other and drove him from the dungheap. All the hens"}
{"text": "### Book:gathered around the cockerel, and began to laud him. The cockerel"}
{"text": "### Book:wanted his strength and glory to be known in the next yard. He flew on"}
{"text": "### Book:top of the barn, flapped his wings, and crowed in a load voice: \u201cLook at"}
{"text": "### Book:me, all of you. I am a victorious cockerel. No other cockerel in the worldhas such strength as I. \u201d The cockerel had not finished, when an eagle"}
{"text": "### Book:killed him, seized him in his claws, and carried him to his nest."}
{"text": "### Book:FABLES. LEO TOLSIOY. 1828-1910"}
{"text": "### Book:The queen\u2019s son, seeing he would not be released, could not stand the"}
{"text": "### Book:humiliation, and so he killed himself. The news of her son\u2019s death"}
{"text": "### Book:overwhelmed Tomyris. She gathered all the forces that she could muster"}
{"text": "### Book:in her kingdom, and whipping them into a vengeful frenzy, engaged"}
{"text": "### Book:Cyrus\u2019s troops in a violent and bloody battle. Finally, the Massagetai"}
{"text": "### Book:prevailed. In their anger they decimated the Persian army, killing Cyrus"}
{"text": "### Book:himself."}
{"text": "### Book:After the battle, Tomyris and her soldiers searched the battlefield for"}
{"text": "### Book:Cyrus\u2019s corpse. When she found it she cut off his head and shoved it into"}
{"text": "### Book:a wineskin full of human blood, crying out, \u201cThough I have conquered"}
{"text": "### Book:you and live, yet you have ruined me by treacherously taking my son."}
{"text": "### Book:See now\u2014I fulfill my threat: You have your fill of blood.\u201d After Cyrus\u2019s"}
{"text": "### Book:death, the Persian Empire quickly unraveled. One act of arrogance undid"}
{"text": "### Book:all of Cyrus\u2019s good work."}
{"text": "### Book:Interpretation"}
{"text": "### Book:There is nothing more intoxicating than victory, and nothing more"}
{"text": "### Book:dangerous."}
{"text": "### Book:Cyrus had built his great empire on the ruins of a previous one. A"}
{"text": "### Book:hundred years earlier, the powerful Assyrian Empire had been totally"}
{"text": "### Book:destroyed, its once splendid capital of Nineveh but ruins in the sand. The"}
{"text": "### Book:Assyrians had suffered this fate because they had pushed too far,"}
{"text": "### Book:destroying one city-state after another until they lost sight of the"}
{"text": "### Book:purposes of their victories, and also of the costs. They overextended"}
{"text": "### Book:themselves and made many enemies who were finally able to band"}
{"text": "### Book:together and destroy them."}
{"text": "### Book:Cyrus ignored the lesson of Assyria. He paid no heed to the warnings"}
{"text": "### Book:of oracles and advisers. He did not worry about offending a queen. His"}
{"text": "### Book:many victories had gone to his head, clouding his reason. Instead of"}
{"text": "### Book:consolidating his already vast empire, he pushed forward. Instead of"}
{"text": "### Book:recognizing each situation as different, he thought each new war would"}
{"text": "### Book:bring the same result as the one before as long as he used the methods he"}
{"text": "### Book:knew: ruthless force and cunning.Understand: In the realm of power, you must be guided by reason. To"}
{"text": "### Book:let a momentary thrill or an emotional victory influence or guide your"}
{"text": "### Book:moves will prove fatal. When you attain success, step back. Be cautious."}
{"text": "### Book:When you gain victory, understand the part played by the particular"}
{"text": "### Book:circumstances of a situation, and never simply repeat the same actions"}
{"text": "### Book:again and again. History is littered with the ruins of victorious empires"}
{"text": "### Book:and the corpses of leaders who could not learn to stop and consolidate"}
{"text": "### Book:their gains."}
{"text": "### Book:THE SEQUENCE OF CROSS-EXAMINATION"}
{"text": "### Book:In all your cross-examinations \u2026, most important of all, let me repeat"}
{"text": "### Book:the injunction to be ever on the alert for a good place to stop. Nothing"}
{"text": "### Book:can be more important than to close your examination with a triumph. So"}
{"text": "### Book:many lawyers succeed in catching a witness in a serious contradiction;"}
{"text": "### Book:but, not satisfied with this, go on asking questions, and taper off their"}
{"text": "### Book:examination until the effect upon the jury of their former advantage is"}
{"text": "### Book:lost altogether."}
{"text": "### Book:THE ART OF CROSS-EXAMINATION, FRANCIS L. WELLMAN,"}
{"text": "### Book:1913"}
{"text": "### Book:THE OVERREACHING GENERAL"}
{"text": "### Book:We read of many instances of this kind; for the general who by his valor"}
{"text": "### Book:has conquered a state for his master, and won great glory for himself by"}
{"text": "### Book:his victory over the enemy, and has loaded his soldiers with rich booty,"}
{"text": "### Book:acquires necessarily with his own soldiers, as well as with those of the"}
{"text": "### Book:enemy and with the subjects of the prince, so high a reputation, that his"}
{"text": "### Book:very victory may become distasteful, and a cause for apprehension to his"}
{"text": "### Book:prince. For as the nature of men is ambitious as well as suspicious, and"}
{"text": "### Book:puts no limits to one\u2019s good fortune, it is not impossible that the"}
{"text": "### Book:suspicion that may suddenly be aroused in the mind of the prince by the"}
{"text": "### Book:victory of the general may have been aggravated by some haughty"}
{"text": "### Book:expressions or insolent acts on his part; so that the prince will naturally"}
{"text": "### Book:be made to think of securing himself against the ambition of his general."}
{"text": "### Book:And to do this, the means that suggest themselves to him are either to"}
{"text": "### Book:have the general killed, or to deprive him of that reputation which he has"}
{"text": "### Book:acquired with the prince\u2019s army and the people, by using every means to"}
{"text": "### Book:prove that the general\u2019s victory was not due to his skill and courage, butto chance and the cowardice of the enemy, or to the sagacity of the other"}
{"text": "### Book:captains who were with him in that action."}
{"text": "### Book:NICCOL\u00d2 MACHIAVELLI, 1469-1527"}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:No single person in history has occupied a more delicate and precarious"}
{"text": "### Book:position than the king\u2019s mistress. She had no real or legitimate power"}
{"text": "### Book:base to fall back on in times of trouble; she was surrounded by packs of"}
{"text": "### Book:envious courtiers eagerly anticipating her fall from grace; and finally,"}
{"text": "### Book:since the source of her power was usually her physical beauty, for most"}
{"text": "### Book:royal mistresses that fall was inevitable and unpleasant."}
{"text": "### Book:King Louis XV of France began to keep official mistresses in the early"}
{"text": "### Book:days of his reign, each woman\u2019s good fortune rarely lasting more than a"}
{"text": "### Book:few years. But then came Madame de Pompadour, who, when she was a"}
{"text": "### Book:middle-class child of nine named Jeanne Poisson, had been told by a"}
{"text": "### Book:fortune-teller that she would someday be the king\u2019s favorite. This"}
{"text": "### Book:seemed an absurd dream, since the royal mistress almost always came"}
{"text": "### Book:from the aristocracy. Jeanne nevertheless believed herself destined to"}
{"text": "### Book:seduce the king, and doing so became her obsession. She applied herself"}
{"text": "### Book:to the talents the king\u2019s favorite had to have\u2014music, dancing, acting,"}
{"text": "### Book:horseback riding\u2014and she excelled in every one of them. As a young"}
{"text": "### Book:woman, she married a man of the lower nobility, which gave her an"}
{"text": "### Book:entr\u00e9e to the best salons in Paris. Word quickly spread of her beauty,"}
{"text": "### Book:talent, charm, and intelligence."}
{"text": "### Book:Jeanne Poisson became close friends with Voltaire, Montesquieu, and"}
{"text": "### Book:other great minds of the time, but she never lost sight of the goal she had"}
{"text": "### Book:set herself as a girl: to capture the heart of the king. Her husband had a"}
{"text": "### Book:chateau in a forest where the king would often go hunting, and she began"}
{"text": "### Book:to spend a lot of time there. Studying his movements like a hawk, she"}
{"text": "### Book:would make sure he would \u201chappen\u201d to come upon her while she was"}
{"text": "### Book:out walking in her most alluring dress, or riding in her splendid coach."}
{"text": "### Book:The king began to take note of her, making her gifts of the game he"}
{"text": "### Book:caught in the hunt."}
{"text": "### Book:In 1744 Louis\u2019s current mistress, the Duchesse de Chateauroux, died."}
{"text": "### Book:Jeanne went on the offensive. She placed herself everywhere he wouldbe: at masked balls at Versailles, at the opera, wherever their paths would"}
{"text": "### Book:cross, and wherever she could display her many talents: dancing,"}
{"text": "### Book:singing, riding, coquetry. The king finally succumbed to her charms, and"}
{"text": "### Book:in a ceremony at Versailles in September of 1745, this twenty-four-year-"}
{"text": "### Book:old daughter of a middle-class banking agent was officially inaugurated"}
{"text": "### Book:as the king\u2019s mistress. She was given her own room in the palace, a room"}
{"text": "### Book:the king could enter at any time via a hidden stairway and back door."}
{"text": "### Book:And because some of the courtiers were angry that he had chosen a"}
{"text": "### Book:woman of low origins, he made her a marquise. From now on she would"}
{"text": "### Book:be known as Madame de Pompadour."}
{"text": "### Book:The king was a man whom the slightest feeling of boredom would"}
{"text": "### Book:oppress out of proportion. Madame de Pompadour knew that keeping"}
{"text": "### Book:him under her spell meant keeping him amused. To that end she put on"}
{"text": "### Book:constant theatrical productions at Versailles, in which she starred. She"}
{"text": "### Book:organized elaborate hunting parties, masked balls, and whatever else it"}
{"text": "### Book:would take to keep him diverted outside the bedroom. She became a"}
{"text": "### Book:patroness of the arts, and the arbiter of taste and fashion for all of France."}
{"text": "### Book:Her enemies at the court only grew in number with each new success,"}
{"text": "### Book:but Madame de Pompadour thwarted them in a totally novel way for a"}
{"text": "### Book:king\u2019s mistress: with extreme politeness. Snobs who resented her for her"}
{"text": "### Book:low birth she won over with charm and grace. Most unusual of all, she"}
{"text": "### Book:befriended the queen, and insisted that Louis XV pay more attention to"}
{"text": "### Book:his wife, and treat her more kindly. Even the royal family begrudgingly"}
{"text": "### Book:gave her their support. To crown her glory, the king made her a duchess."}
{"text": "### Book:Her sway was felt even in politics: Indeed she became the untitled"}
{"text": "### Book:minister of foreign affairs."}
{"text": "### Book:In 1751, when Madame de Pompadour was at the height of her power,"}
{"text": "### Book:she experienced her worst crisis. Physically weakened by the"}
{"text": "### Book:responsibilities of her position, she found it increasingly difficult to meet"}
{"text": "### Book:the king\u2019s demands in bed. This was usually the point at which the"}
{"text": "### Book:mistress would meet her end, struggling to maintain her position as her"}
{"text": "### Book:beauty faded. But Madame de Pompadour had a strategy: She"}
{"text": "### Book:encouraged the king to set up a kind of brothel, Pare aux Cerfs, on the"}
{"text": "### Book:grounds of Versailles. There the middle-aged king could have liaisons"}
{"text": "### Book:with the most beautiful young girls in the realm."}
{"text": "### Book:Madame de Pompadour knew that her charm and her political acumen"}
{"text": "### Book:had made her indispensable to the king. What did she have to fear from a"}
{"text": "### Book:sixteen-year-old who had none of her power and presence? What did it"}
{"text": "### Book:matter if she lost her position in the bedroom, as long as she remainedthe most powerful woman in France? To secure that position she became"}
{"text": "### Book:still closer friends with the queen, with whom she started attending"}
{"text": "### Book:church. Although her enemies at the court conspired to have her toppled"}
{"text": "### Book:from her official position as king\u2019s mistress, the king kept her on, for he"}
{"text": "### Book:needed her calming effect. It was only when her part in the disastrous"}
{"text": "### Book:Seven Years\u2019 War drew much criticism on her that she slowly withdrew"}
{"text": "### Book:from public affairs."}
{"text": "### Book:Madame de Pompadour\u2019s health had always been delicate, and she"}
{"text": "### Book:died at the age of forty-three, in 1764. Her reign as mistress had lasted an"}
{"text": "### Book:unprecedented twenty years. \u201cShe was regretted by all,\u201d wrote the Duc"}
{"text": "### Book:de Croy, \u201cfor she was kindly and helpful to everyone who approached"}
{"text": "### Book:her.\u201d"}
{"text": "### Book:Interpretation"}
{"text": "### Book:Aware of the temporariness of her power, the king\u2019s mistress would often"}
{"text": "### Book:go into a kind of frenzy after capturing the king: She would try to"}
{"text": "### Book:accumulate as much money as possible to protect her after her inevitable"}
{"text": "### Book:fall. And to extend her reign as long as possible, she would be ruthless"}
{"text": "### Book:with her enemies in the court. Her situation, in other words, seemed to"}
{"text": "### Book:demand from her a greed and vindictiveness that would often be her"}
{"text": "### Book:undoing. Madame de Pompadour succeeded where all others had failed"}
{"text": "### Book:because she never pressed her good fortune. Instead of bullying the"}
{"text": "### Book:courtiers from her powerful position as the king\u2019s mistress, she tried to"}
{"text": "### Book:win their support. She never revealed the slightest hint of greed or"}
{"text": "### Book:arrogance. When she could no longer perform her physical duties as"}
{"text": "### Book:mistress, she did not fret at the thought of someone replacing her in bed."}
{"text": "### Book:She simply applied some strategy\u2014she encouraged the king to take"}
{"text": "### Book:young lovers, knowing that the younger and prettier they were, the less"}
{"text": "### Book:of a threat they posed, since they could not compare to her in charm and"}
{"text": "### Book:sophistication and would soon bore the monarch."}
{"text": "### Book:A man who was famous as a tree climber was guiding someone in"}
{"text": "### Book:climbing a tall tree. He ordered the man to cut the top branches, and,"}
{"text": "### Book:during this time, when the man seemed to be in great danger, the expert"}
{"text": "### Book:said nothing. Only when the man was coming down and had reached the"}
{"text": "### Book:height of the eaves did the expert call out, \u201cBe careful! Watch your step"}
{"text": "### Book:coming down!\u201d I asked him, \u201cWhy did you say that? At that height hecould jump the rest of the way if he chose.\u201d \u201cThat\u2019s the point, \u201dsaid the"}
{"text": "### Book:expert. \u201cAs long as the man was up at a dizzy height and the branches"}
{"text": "### Book:were threaening to break, he himself was so afraid I said nothing."}
{"text": "### Book:Mistakes are always made when people get to the easy places.\u201d This"}
{"text": "### Book:man belonged to the lowest class, but his words were in perfect accord"}
{"text": "### Book:with the precepts of the sages. In football too, they say that after you"}
{"text": "### Book:have kicked out of a difficult place and you think the next one will be"}
{"text": "### Book:easier you are sure to miss the ball."}
{"text": "### Book:ESSAYS IN IDLENESS, KENKO, JAPAN, FOURTEENTH CENTURY"}
{"text": "### Book:Success plays strange tricks on the mind. It makes you feel"}
{"text": "### Book:invulnerable, while also making you more hostile and emotional when"}
{"text": "### Book:people challenge your power. It makes you less able to adapt to"}
{"text": "### Book:circumstance. You come to believe your character is more responsible"}
{"text": "### Book:for your success than your strategizing and planning. Like Madame de"}
{"text": "### Book:Pompadour, you need to realize that your moment of triumph is also a"}
{"text": "### Book:moment when you have to rely on cunning and strategy all the more,"}
{"text": "### Book:consolidating your power base, recognizing the role of luck and"}
{"text": "### Book:circumstance in your success, and remaining vigilant against changes in"}
{"text": "### Book:your good fortune. It is the moment of victory when you need to play the"}
{"text": "### Book:courtier\u2019s game and pay more attention than ever to the laws of power."}
{"text": "### Book:The greatest danger occurs at the moment of victory."}
{"text": "### Book:Napoleon Bonaparte, 1769-1821"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:Power has its own rhythms and patterns. Those who succeed at the game"}
{"text": "### Book:are the ones who control the patterns and vary them at will, keeping"}
{"text": "### Book:people off balance while they set the tempo. The essence of strategy is"}
{"text": "### Book:controlling what comes next, and the elation of victory can upset your"}
{"text": "### Book:ability to control what comes next in two ways. First, you owe your"}
{"text": "### Book:success to a pattern that you are apt to try to repeat. You will try to keep"}
{"text": "### Book:moving in the same direction without stopping to see whether this is still"}
{"text": "### Book:the direction that is best for you. Second, success tends to go to your"}
{"text": "### Book:head and make you emotional. Feeling invulnerable, you make"}
{"text": "### Book:aggressive moves that ultimately undo the victory you have gained.The lesson is simple: The powerful vary their rhythms and patterns,"}
{"text": "### Book:change course, adapt to circumstance, and learn to improvise. Rather"}
{"text": "### Book:than letting their dancing feet impel them forward, they step back and"}
{"text": "### Book:look where they are going. It is as if their bloodstream bore a kind of"}
{"text": "### Book:antidote to the intoxication of victory, letting them control their emotions"}
{"text": "### Book:and come to a kind of mental halt when they have attained success. They"}
{"text": "### Book:steady themselves, give themselves the space to reflect on what has"}
{"text": "### Book:happened, examine the role of circumstance and luck in their success. As"}
{"text": "### Book:they say in riding school, you have to be able to control yourself before"}
{"text": "### Book:you can control the horse."}
{"text": "### Book:Luck and circumstance always play a role in power. This is inevitable,"}
{"text": "### Book:and actually makes the game more interesting. But despite what you may"}
{"text": "### Book:think, good luck is more dangerous than bad luck. Bad luck teaches"}
{"text": "### Book:valuable lessons about patience, timing, and the need to be prepared for"}
{"text": "### Book:the worst; good luck deludes you into the opposite lesson, making you"}
{"text": "### Book:think your brillliance will carry you through. Your fortune will inevitably"}
{"text": "### Book:turn, and when it does you will be completely unprepared."}
{"text": "### Book:According to Machiavelli, this is what undid Cesare Borgia. He had"}
{"text": "### Book:many triumphs, was actually a clever strategist, but had the bad luck to"}
{"text": "### Book:have good luck: He had a pope for a father. Then, when he had bad luck"}
{"text": "### Book:for real\u2014his father\u2019s death\u2014he was unprepared for it, and the many"}
{"text": "### Book:enemies he had made devoured him. The good luck that elevates you or"}
{"text": "### Book:seals your success brings the moment for you to open your eyes: The"}
{"text": "### Book:wheel of fortune will hurtle you down as easily as up. If you prepare for"}
{"text": "### Book:the fall, it is less likely to ruin you when it happens."}
{"text": "### Book:People who have a run of success can catch a kind of fever, and even"}
{"text": "### Book:when they themselves try to stay calm, the people below them often"}
{"text": "### Book:pressure them to go past their mark and into dangerous waters. You have"}
{"text": "### Book:to have a strategy for dealing with these people. Simply preaching"}
{"text": "### Book:moderation will make you look weak and small-minded; seeming to fail"}
{"text": "### Book:to follow up on a victory can lessen your power."}
{"text": "### Book:When the Athenian general and statesman Pericles led a series of"}
{"text": "### Book:naval campaigns around the Black Sea in 436 B.C., his easy triumphs en-"}
{"text": "### Book:flamed the Athenians\u2019 desire for more. They dreamed of conquering"}
{"text": "### Book:Egypt, overrunning Persia, sailing for Sicily. On the one hand Pericles"}
{"text": "### Book:reined in these dangerous emotions by warning of the perils of hubris."}
{"text": "### Book:On the other hand he fed them by fighting small battles that he knew he"}
{"text": "### Book:could win, creating the appearance that he was preserving the"}
{"text": "### Book:momentum of success. The skill with which Pericles played this game is"}
{"text": "### Book:revealed by what happened when he died: The demagogues took over,pushed Athens into invading Sicily, and in one rash move destroyed an"}
{"text": "### Book:empire."}
{"text": "### Book:The rhythm of power often requires an alternation of force and"}
{"text": "### Book:cunning. Too much force creates a counterreaction; too much cunning,"}
{"text": "### Book:no matter how cunning it is, becomes predictable. Working on behalf of"}
{"text": "### Book:his master, the shogun Oda Nobunaga, the great sixteenth-century"}
{"text": "### Book:Japanese general (and future emperor) Hideyoshi once engineered a"}
{"text": "### Book:stunning victory over the army of the formidable General Yoshimoto."}
{"text": "### Book:The shogun wanted to go further, to take on and crush yet another"}
{"text": "### Book:powerful enemy, but Hideyoshi reminded him of the old Japanese"}
{"text": "### Book:saying: \u201cWhen you have won a victory, tighten the strings of your"}
{"text": "### Book:helmet.\u201d For Hideyoshi this was the moment for the shogun to switch"}
{"text": "### Book:from force to cunning and indirection, setting his enemies against one"}
{"text": "### Book:another through a series of deceptive alliances. In this way he would"}
{"text": "### Book:avoid stirring up needless opposition by appearing overly aggressive."}
{"text": "### Book:When you are victorious, then, lie low, and lull the enemy into inaction."}
{"text": "### Book:These changes of rhythm are immensely powerful."}
{"text": "### Book:People who go past the mark are often motivated by a desire to please"}
{"text": "### Book:a master by proving their dedication. But an excess of effort exposes you"}
{"text": "### Book:to the risk of making the master suspicious of you. On several occasions,"}
{"text": "### Book:generals under Philip of Macedon were disgraced and demoted"}
{"text": "### Book:immediately after leading their troops to a great victory; one more such"}
{"text": "### Book:victory, Philip thought, and the man might become a rival instead of an"}
{"text": "### Book:underling. When you serve a master, it is often wise to measure your"}
{"text": "### Book:victories carefully, let ting him get the glory and never making him"}
{"text": "### Book:uneasy. It is also wise to establish a pattern of strict obedience to earn his"}
{"text": "### Book:trust. In the fourth century B.C., a captain under the notoriously severe"}
{"text": "### Book:Chinese general Wu Ch\u2018i charged ahead before a battle had begun and"}
{"text": "### Book:came back with several enemy heads. He thought he had shown his fiery"}
{"text": "### Book:enthusiasm, but Wu Ch\u2019i was unimpressed. \u201cA talented officer,\u201d the"}
{"text": "### Book:general said with a sigh as he ordered the man beheaded, \u201cbut a"}
{"text": "### Book:disobedient one.\u201d"}
{"text": "### Book:Another moment when a small success can spoil the chances for a"}
{"text": "### Book:larger one may come if a master or superior grants you a favor: It is a"}
{"text": "### Book:dangerous mistake to ask for more. You will seem insecure\u2014perhaps"}
{"text": "### Book:you feel you did not deserve this favor, and have to grab as much as you"}
{"text": "### Book:can when you have the chance, which may not come again. The proper"}
{"text": "### Book:response is to accept the favor graciously and withdraw. Any subsequent"}
{"text": "### Book:favors you should earn without having to ask for them.Finally, the moment when you stop has great dramatic import. What"}
{"text": "### Book:comes last sticks in the mind as a kind of exclamation point. There is no"}
{"text": "### Book:better time to stop and walk away than after a victory. Keep going and"}
{"text": "### Book:you risk lessening the effect, even ending up defeated. As lawyers say of"}
{"text": "### Book:cross-examination, \u201cAlways stop with a victory.\u201d"}
{"text": "### Book:Image: Icarus Falling"}
{"text": "### Book:from the Sky. His father"}
{"text": "### Book:Daedalus fashions wings"}
{"text": "### Book:of wax that allow the"}
{"text": "### Book:two men to fly out of"}
{"text": "### Book:the labyrinth and"}
{"text": "### Book:escape the Minotaur."}
{"text": "### Book:Elated by the tri"}
{"text": "### Book:umphant escape"}
{"text": "### Book:and the feeling of"}
{"text": "### Book:flight, Icarus soars"}
{"text": "### Book:higher and high"}
{"text": "### Book:er, until the sun"}
{"text": "### Book:melts the wings"}
{"text": "### Book:and he hurtles"}
{"text": "### Book:to his death."}
{"text": "### Book:Authority: Princes and republics should content themselves with victory,"}
{"text": "### Book:for when they aim at more, they generally lose. The use of insulting"}
{"text": "### Book:language toward an enemy arises from the insolence of victory, or from"}
{"text": "### Book:the false hope of victory, which latter misleads men as often in their"}
{"text": "### Book:actions as in their words; for when this false hope takes possession of the"}
{"text": "### Book:mind, it makes men go beyond the mark, and causes them to sacrifice a"}
{"text": "### Book:certain good for an uncertain better. (Niccol\u00f2 Machiavelli, 1469-1527)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:As Machiavelli says, either destroy a man or leave him alone entirely."}
{"text": "### Book:Inflicting half punishment or mild injury will only create an enemy"}
{"text": "### Book:whose bitterness will grow with time, and who will take revenge. When"}
{"text": "### Book:you beat an enemy, then, make your victory complete. Crush him into"}
{"text": "### Book:nonexis tence. In the moment of victory, you do not restrain yourselffrom crushing the enemy you have defeated, but rather from needlessly"}
{"text": "### Book:advancing against others. Be merciless with your enemy, but do not"}
{"text": "### Book:create new enemies by overreaching."}
{"text": "### Book:There are some who become more cautious than ever after a victory,"}
{"text": "### Book:which they see as just giving them more possessions to worry about and"}
{"text": "### Book:protect. Your caution after victory should never make you hesitate, or"}
{"text": "### Book:lose momentum, but rather act as a safeguard against rash action. On the"}
{"text": "### Book:other hand, momentum as a phenomenon is greatly overrated. You create"}
{"text": "### Book:your own successes, and if they follow one upon the other, it is your own"}
{"text": "### Book:doing. Belief in momentum will only make you emotional, less prone to"}
{"text": "### Book:act strategically, and more apt to repeat the same methods. Leave"}
{"text": "### Book:momentum for those who have nothing better to rely upon.LAW 48"}
{"text": "### Book:ASSUME FORMLESSNESS"}
{"text": "### Book:JUDGMENT"}
{"text": "### Book:By taking a shape, by having a visible plan, you open yourself to attack."}
{"text": "### Book:Instead of taking a form for your enemy to grasp, keep yourself"}
{"text": "### Book:adaptable and on the move. Accept the fact that nothing is certain and no"}
{"text": "### Book:law is fixed. The best way to protect yourself is to be as fluid and"}
{"text": "### Book:formless as water; never bet on stability or lasting order. Everything"}
{"text": "### Book:changes."}
{"text": "### Book:In martial arts, it is important that strategy be unfathomable, that form"}
{"text": "### Book:be concealed, and that movements be unexpected, so that preparedness"}
{"text": "### Book:against them be impossible. What enables a good general to win without"}
{"text": "### Book:fail is always having unfathomable wisdom and a modus operandi that"}
{"text": "### Book:leaves no tracks. Only the formless cannot be affected. Sages hide in"}
{"text": "### Book:unfathomability, so their feelings cannot be observed; they operate in"}
{"text": "### Book:formlessness, so their lines cannot be crossed."}
{"text": "### Book:THE BOOK OF THE HUAINAN MASTERS, CHINA, SECOND"}
{"text": "### Book:CENTURY B.C."}
{"text": "### Book:TRANSGRESSION OF THE LAW"}
{"text": "### Book:By the eighth century B.C., the city-states of Greece had grown so large"}
{"text": "### Book:and prosperous that they had run out of land to support their expanding"}
{"text": "### Book:populations. So they turned to the sea, establishing colonies in Asia"}
{"text": "### Book:Minor, Sicily, the Italian peninsula, even Africa. The city-state of Sparta,"}
{"text": "### Book:however, was landlocked and surrounded by mountains. Lacking access"}
{"text": "### Book:to the Mediterranean, the Spartans never became a seafaring people;"}
{"text": "### Book:instead they turned on the cities around them, and, in a series of brutal,violent conflicts lasting more than a hundred years, managed to conquer"}
{"text": "### Book:an immense area that would provide enough land for their citizens. This"}
{"text": "### Book:solution to their problem, however, brought a new, more formidable one:"}
{"text": "### Book:How could they maintain and police their conquered territories? The"}
{"text": "### Book:subordinate peoples they ruled now outnumbered them ten to one. Surely"}
{"text": "### Book:this horde would take a horrible revenge on them."}
{"text": "### Book:Sparta\u2019s solution was to create a society dedicated to the art of war."}
{"text": "### Book:Spartans would be tougher, stronger, and fiercer than their neighbors."}
{"text": "### Book:This was the only way they could ensure their stability and survival."}
{"text": "### Book:When a Spartan boy reached the age of seven, he was taken from his"}
{"text": "### Book:mother and placed in a military club where he was trained to fight and"}
{"text": "### Book:underwent the strictest discipline. The boys slept on beds of reeds; they"}
{"text": "### Book:were allotted only one outer garment to wear for an entire year. They"}
{"text": "### Book:studied none of the arts; indeed, the Spartans banned music, and"}
{"text": "### Book:permitted only slaves to practice the crafts that were necessary to sustain"}
{"text": "### Book:them. The only skills the Spartans taught were those of warfare. Children"}
{"text": "### Book:seen as weaklings were left to die in a cavern in the mountains. No"}
{"text": "### Book:system of money or trading was allowed in Sparta; acquired wealth, they"}
{"text": "### Book:believed, would sow selfishness and dissension, weakening their warrior"}
{"text": "### Book:discipline. The only way a Spartan could earn a living was through"}
{"text": "### Book:agriculture, mostly on state-owned lands, which slaves, called helots,"}
{"text": "### Book:would work for him."}
{"text": "### Book:The Spartans\u2019 single-mindedness allowed them to forge the most"}
{"text": "### Book:powerful infantry in the world. They marched in perfect order and fought"}
{"text": "### Book:with incomparable bravery. Their tight-knit phalanxes could vanquish an"}
{"text": "### Book:army ten times their size, as they proved in defeating the Persians at"}
{"text": "### Book:Thermopylae. A Spartan column on the march would strike terror in the"}
{"text": "### Book:enemy; it seemed to have no weaknesses. Yet although the Spartans"}
{"text": "### Book:proved themselves mighty warriors, they had no interest in creating an"}
{"text": "### Book:empire. They only wanted to keep what they had already conquered and"}
{"text": "### Book:to defend it against invaders. Decades would pass without a single"}
{"text": "### Book:change in the system that had succeeded so well in preserving Sparta\u2019s"}
{"text": "### Book:status quo."}
{"text": "### Book:THE DOC WITH THE CROPPED EARS"}
{"text": "### Book:\u201cWhat crime have I committed that I should be thus mutilated by my own"}
{"text": "### Book:master?\u201d pensively exclaimed Jowler, a young mastiff. \u201cHere\u2019s a pretty"}
{"text": "### Book:condition for a dog of my pretentions! How can I show my face among"}
{"text": "### Book:my friends? Oh! king of beasts, or rather their tyrant, who would dare totreat you thus?\u201d His complaints were not unfounded, for that very"}
{"text": "### Book:morning his master, despite the piercing shrieks of our young friend, had"}
{"text": "### Book:barbarously cut off his long pendent ears. Jowler expected nothing less"}
{"text": "### Book:than to give up the ghost. As he advanced in years, he perceived that he"}
{"text": "### Book:gained more than he had lost by his mutilation; for, being naturally"}
{"text": "### Book:inclined to fight with others, he would often have returned home with this"}
{"text": "### Book:part disfigured in a hundred places. A quarrelsome dog always has his"}
{"text": "### Book:ears lacerated. The less we leave others to lay hold of the better. When"}
{"text": "### Book:one has but one point to defend, it should be protected for fear of"}
{"text": "### Book:accident. Take for example Master Jowler, who, being armed with a"}
{"text": "### Book:spiked collar, and having about as much ear as a bird, a wolf would be"}
{"text": "### Book:puzzled to know where to tackle him."}
{"text": "### Book:FABLES. JEAN DE LA FOMTAINE, 1621-1695"}
{"text": "### Book:At the same time that the Spartans were evolving their warlike culture,"}
{"text": "### Book:another city-state was rising to equal prominence: Athens. Unlike Sparta,"}
{"text": "### Book:Athens had taken to the sea, not so much to create colonies as for"}
{"text": "### Book:purposes of trade. The Athenians became great merchants; their"}
{"text": "### Book:currency, the famous \u201cowl coins,\u201d spread throughout the Mediterranean."}
{"text": "### Book:Unlike the rigid Spartans, the Athenians responded to every problem"}
{"text": "### Book:with consummate creativity, adapting to the occasion and creating new"}
{"text": "### Book:social forms and new arts at an incredible pace. Their society was in"}
{"text": "### Book:constant flux. And as their power grew, they came to pose a threat to the"}
{"text": "### Book:defense-minded Spartans."}
{"text": "### Book:In 431 B.C., the war that had been brewing between Athens and"}
{"text": "### Book:Sparta for so long finally erupted. It lasted twenty-seven years, but after"}
{"text": "### Book:many twists of fortune, the Spartan war machine finally emerged"}
{"text": "### Book:victorious. The Spartans now commanded an empire, and this time they"}
{"text": "### Book:could not stay in their shell. If they gave up what they had gained, the"}
{"text": "### Book:beaten Athenians would regroup and rise against them, and the long war"}
{"text": "### Book:would have been fought for naught."}
{"text": "### Book:After the war, Athenian money poured into Sparta. The Spartans had"}
{"text": "### Book:been trained in warfare, not politics or economics; because they were so"}
{"text": "### Book:unaccustomed to it, wealth and its accompanying ways of life seduced"}
{"text": "### Book:and overwhelmed them. Spartan governors were sent to rule what had"}
{"text": "### Book:been Athenian lands; far from home, they succumbed to the worst forms"}
{"text": "### Book:of corruption. Sparta had defeated Athens, but the fluid Athenian way of"}
{"text": "### Book:life was slowly breaking down its discipline and loosening its rigid order."}
{"text": "### Book:And Athens, meanwhile, was adapting to losing its empire, managing to"}
{"text": "### Book:thrive as a cultural and economic center.Confused by a change in its status quo, Sparta grew weaker and"}
{"text": "### Book:weaker. Some thirty years after defeating Athens, it lost an important"}
{"text": "### Book:battle with the city-state of Thebes. Almost overnight, this once mighty"}
{"text": "### Book:nation collapsed, never to recover."}
{"text": "### Book:Interpretation"}
{"text": "### Book:In the evolution of species, protective armor has almost always spelled"}
{"text": "### Book:disaster. Although there are a few exceptions, the shell most often"}
{"text": "### Book:becomes a dead end for the animal encased in it; it slows the creature"}
{"text": "### Book:down, making it hard for it to forage for food and making it a target for"}
{"text": "### Book:fast-moving predators. Animals that take to the sea or sky, and that move"}
{"text": "### Book:swiftly and unpredictably, are infinitely more powerful and secure."}
{"text": "### Book:In facing a serious problem\u2014controlling superior numbers\u2014Sparta"}
{"text": "### Book:reacted like an animal that develops a shell to protect itself from the"}
{"text": "### Book:environment. But like a turtle, the Spartans sacrificed mobility for safety."}
{"text": "### Book:They managed to preserve stability for three hundred years, but at what"}
{"text": "### Book:cost? They had no culture beyond warfare, no arts to relieve the tension,"}
{"text": "### Book:a constant anxiety about the status quo. While their neighbors took to the"}
{"text": "### Book:sea, learning to adapt to a world of constant motion, the Spartans"}
{"text": "### Book:entombed themselves in their own system. Victory would mean new"}
{"text": "### Book:lands to govern, which they did not want; defeat would mean the end of"}
{"text": "### Book:their military machine, which they did not want, either. Only stasis"}
{"text": "### Book:allowed them to survive. But nothing in the world can remain stable"}
{"text": "### Book:forever, and the shell or system you evolve for your protection will"}
{"text": "### Book:someday prove your undoing."}
{"text": "### Book:In the case of Sparta, it was not the armies of Athens that defeated it,"}
{"text": "### Book:but the Athenian money. Money flows everywhere it has the opportunity"}
{"text": "### Book:to go; it cannot be controlled, or made to fit a prescribed pattern. It is"}
{"text": "### Book:inherently chaotic. And in the long run, money made Athens the"}
{"text": "### Book:conqueror, by infiltrating the Spartan system and corroding its protective"}
{"text": "### Book:armor. In the battle between the two systems, Athens was fluid and"}
{"text": "### Book:creative enough to take new forms, while Sparta could grow only more"}
{"text": "### Book:rigid until it cracked."}
{"text": "### Book:This is the way the world works, whether for animals, cultures, or"}
{"text": "### Book:individuals. In the face of the world\u2019s harshness and danger, organisms"}
{"text": "### Book:of any kind develop protection\u2014a coat of armor, a rigid system, a"}
{"text": "### Book:comforting ritual. For the short term it may work, but for the long term it"}
{"text": "### Book:spells disaster. People weighed down by a system and inflexible ways ofdoing things cannot move fast, cannot sense or adapt to change. They"}
{"text": "### Book:lumber around more and more slowly until they go the way of the"}
{"text": "### Book:brontosaurus. Learn to move fast and adapt or you will be eaten."}
{"text": "### Book:The best way to avoid this fate is to assume formlessness. No predator"}
{"text": "### Book:alive can attack what it cannot see."}
{"text": "### Book:OBSERVANCE OF THE LAW"}
{"text": "### Book:When World War II ended and the Japanese, who had invaded China in"}
{"text": "### Book:1937, had finally been thrown out, the Chinese Nationalists, lead by"}
{"text": "### Book:Chiang Kai-shek, decided the time had come to annihilate the Chinese"}
{"text": "### Book:Communists, their hated rivals, once and for all. They had almost"}
{"text": "### Book:succeeded in 1935, forcing the Communists into the Long March, the"}
{"text": "### Book:grueling retreat that had greatly diminished their numbers. Although the"}
{"text": "### Book:Communists had recovered somewhat during the war against Japan, it"}
{"text": "### Book:would not be difficult to defeat them now. They controlled only isolated"}
{"text": "### Book:areas in the countryside, had unsophisticated weaponry, lacked any"}
{"text": "### Book:military experience or training beyond mountain fighting, and controlled"}
{"text": "### Book:no important parts of China, except areas of Manchuria, which they had"}
{"text": "### Book:managed to take after the Japanese retreat. Chiang decided to commit his"}
{"text": "### Book:best forces in Manchuria. He would take over its major cities and from"}
{"text": "### Book:those bases would spread through this northern industrial region,"}
{"text": "### Book:sweeping the Communists away. Once Manchuria had fallen the"}
{"text": "### Book:Communists would collapse."}
{"text": "### Book:In 1945 and \u201946 the plan worked perfectly: The Nationalists easily"}
{"text": "### Book:took the major Manchurian cities. Puzzlingly, though, in the face of this"}
{"text": "### Book:critical campaign, the Communist strategy made no sense. When the"}
{"text": "### Book:Nationalists began their push, the Communists dispersed to Manchuria\u2019s"}
{"text": "### Book:most out-of-the-way comers. Their small units harassed the Nationalist"}
{"text": "### Book:armies, ambushing them here, retreating unexpectedly there, but these"}
{"text": "### Book:dispersed units never linked up, making them hard to attack. They would"}
{"text": "### Book:seize a town only to give it up a few weeks later. Forming neither rear"}
{"text": "### Book:guards nor vanguards, they moved like mercury, never staying in one"}
{"text": "### Book:place, elusive and formless."}
{"text": "### Book:One seductive and ultimately always fatal path has been the development"}
{"text": "### Book:of protective armor. An organism can protect itself by concealment, by"}
{"text": "### Book:swiftness in flight, by effective counterattack, by uniting for attack anddefense with other individuals of its species and also by encasing itself"}
{"text": "### Book:within bony plates and spines\u2026. Almost always the experiment of armor"}
{"text": "### Book:failed. Creatures adopiing it tended to become unwieldy. They had to"}
{"text": "### Book:move relatively slowly. Hence they were forced to live mainly on"}
{"text": "### Book:vegetable food; and thus in general they were at a disadvantage as"}
{"text": "### Book:compared with foes living on more rapidly \u201cprofitable\u201d animal food:"}
{"text": "### Book:The repeated failure of protective armor shows that, even at a somewhat"}
{"text": "### Book:low evolutionary level, mind triumphed over mere matter. It is this sort of"}
{"text": "### Book:triumph which has been supremely exemplified in Man."}
{"text": "### Book:SCIENI IFIC THEORY AND RELIGION, E. W. BARNES, 1933"}
{"text": "### Book:The Nationalists ascribed this to two things: cowardice in the face of"}
{"text": "### Book:superior forces and inexperience in strategy. Mao Tse-tung, the"}
{"text": "### Book:Communist leader, was more a poet and philosopher than a general,"}
{"text": "### Book:whereas Chiang had studied warfare in the West and was a follower of"}
{"text": "### Book:the German military writer Carl von Clausewitz, among others."}
{"text": "### Book:Yet a pattern did eventually emerge in Mao\u2019s attacks. After the"}
{"text": "### Book:Nationalists had taken the cities, leaving the Communists to occupy what"}
{"text": "### Book:was generally considered Manchuria\u2019s useless space, the Communists"}
{"text": "### Book:started using that large space to surround the cities. If Chiang sent an"}
{"text": "### Book:army from one city to reinforce another, the Communists would encircle"}
{"text": "### Book:the rescuing army. Chiang\u2019s forces were slowly broken into smaller and"}
{"text": "### Book:smaller units, isolated from one another, their lines of supply and"}
{"text": "### Book:communication cut. The Nationalists still had superior firepower, but if"}
{"text": "### Book:they could not move, what good was it?"}
{"text": "### Book:A kind of terror overcame the Nationalist soldiers. Commanders"}
{"text": "### Book:comfortably remote from the front lines might laugh at Mao, but the"}
{"text": "### Book:soldiers had fought the Communists in the mountains, and had come to"}
{"text": "### Book:fear their elusiveness. Now these soldiers sat in their cities and watched"}
{"text": "### Book:as their fast-moving enemies, as fluid as water, poured in on them from"}
{"text": "### Book:all sides. There seemed to be millions of them. The Communists also"}
{"text": "### Book:encircled the soldiers\u2019 spirits, bombarding them with propaganda to"}
{"text": "### Book:lower their morale and pressure them to desert."}
{"text": "### Book:The Nationalists began to surrender in their minds. Their encircled and"}
{"text": "### Book:isolated cities started collapsing even before being directly attacked; one"}
{"text": "### Book:after another fell in quick succession. In November of 1948, the"}
{"text": "### Book:Nationalists surrendered Manchuria to the Communists\u2014a humiliating"}
{"text": "### Book:blow to the technically superior Nationalist army, and one that proved"}
{"text": "### Book:decisive in the war. By the following year the Communists controlled all"}
{"text": "### Book:of China.Interpretation"}
{"text": "### Book:The two board games that best approximate the strategies of war are"}
{"text": "### Book:chess and the Asian game of go. In chess the board is small. In"}
{"text": "### Book:comparison to go, the attack comes relatively quickly, forcing a decisive"}
{"text": "### Book:battle. It rarely pays to withdraw, or to sacrifice your pieces, which must"}
{"text": "### Book:be concentrated at key areas. Go is much less formal. It is played on a"}
{"text": "### Book:large grid, with 361 intersections\u2014nearly six times as many positions as"}
{"text": "### Book:in chess. Black and white stones (one color for each side) are placed on"}
{"text": "### Book:the board\u2019s intersections, one at a time, wherever you like. Once all your"}
{"text": "### Book:stones (52 for each side) are on the board, the object is to isolate the"}
{"text": "### Book:stones of your opponent by encircling them."}
{"text": "### Book:The sage neither seeks to follow the ways of the ancients nor estahlishes"}
{"text": "### Book:any fixed standard for all times but examines the things of his age and"}
{"text": "### Book:then prepares to deal with them. There was in Sung a man, who tilled a"}
{"text": "### Book:field in which there stood the trunk of a tree. Once a hare, while running"}
{"text": "### Book:fast, rushed against the trunk, broke its neck, and died. Thereupon the"}
{"text": "### Book:man cast his plough aside and watched that tree, hoping that he would"}
{"text": "### Book:get another hare. Yet he never caught another hare and was himself"}
{"text": "### Book:ridiculed by the people of Sung. Now supposing somebody wanted to"}
{"text": "### Book:govern the people of the present age with the policies of the early kings,"}
{"text": "### Book:he would be doing exactly the same thing as that man who watched the"}
{"text": "### Book:tree."}
{"text": "### Book:HAN-FEI-TZU, CHINESE PHILOSOPHFR, THIRD CENTURY B.C."}
{"text": "### Book:A game of go\u2014called wei-chi in China\u2014can last up to three hundred"}
{"text": "### Book:moves. The strategy is more subtle and fluid than chess, developing"}
{"text": "### Book:slowly; the more complex the pattern your stones initially create on the"}
{"text": "### Book:board, the harder it is for your opponent to understand your strategy."}
{"text": "### Book:Fighting to control a particular area is not worth the trouble: You have to"}
{"text": "### Book:think in larger terms, to be prepared to sacrifice an area in order"}
{"text": "### Book:eventually to dominate the board. What you are after is not an"}
{"text": "### Book:entrenched position but mobility. With mobility you can isolate the"}
{"text": "### Book:opponent in small areas and then encircle them. The aim is not to kill off"}
{"text": "### Book:the opponent\u2019s pieces directly, as in chess, but to induce a kind of"}
{"text": "### Book:paralysis and collapse. Chess is linear, position oriented, and aggressive;"}
{"text": "### Book:go is nonlinear and fluid. Aggression is indirect until the end of the"}
{"text": "### Book:game, when the winner can surround the opponent\u2019s stones at an"}
{"text": "### Book:accelerated pace.Chinese military strategists have been influenced by go for centuries."}
{"text": "### Book:Its proverbs have been applied to war time and again; Mao Tse-tung was"}
{"text": "### Book:an addict of wei-chi, and its precepts were ingrained in his strategies. A"}
{"text": "### Book:key wei-chi concept, for example, is to use the size of the board to your"}
{"text": "### Book:advantage, spreading out in every direction so that your opponent cannot"}
{"text": "### Book:fathom your movements in a simple linear way."}
{"text": "### Book:\u201cEvery Chinese,\u201d Mao once wrote, \u201cshould consciously throw himself"}
{"text": "### Book:into this war of a jigsaw pattern\u201d against the Nationalists. Place your"}
{"text": "### Book:men in a jigsaw pattern in go, and your opponent loses himself trying to"}
{"text": "### Book:figure out what you are up to. Either he wastes time pursuing you or, like"}
{"text": "### Book:Chiang Kai-shek, he assumes you are incompetent and fails to protect"}
{"text": "### Book:himself. And if he concentrates on single areas, as Western strategy"}
{"text": "### Book:advises, he becomes a sitting duck for encirclement. In the wei-chi way"}
{"text": "### Book:of war, you encircle the enemy\u2019s brain, using mind games, propaganda,"}
{"text": "### Book:and irritation tactics to confuse and dishearten. This was the strategy of"}
{"text": "### Book:the Communists\u2014an apparent formlessness that disoriented and terrified"}
{"text": "### Book:their enemy."}
{"text": "### Book:Where chess is linear and direct, the ancient game of go is closer to"}
{"text": "### Book:the kind of strategy that will prove relevant in a world where battles are"}
{"text": "### Book:fought indirectly, in vast, loosely connected areas. Its strategies are"}
{"text": "### Book:abstract and multidimensional, inhabiting a plane beyond time and space:"}
{"text": "### Book:the strategist\u2019s mind. In this fluid form of warfare, you value movement"}
{"text": "### Book:over position. Your speed and mobility make it impossible to predict"}
{"text": "### Book:your moves; unable to understand you, your enemy can form no strategy"}
{"text": "### Book:to defeat you. Instead of fixing on particular spots, this indirect form of"}
{"text": "### Book:warfare spreads out, just as you can use the large and disconnected"}
{"text": "### Book:nature of the real world to your advantage. Be like a vapor. Do not give"}
{"text": "### Book:your opponents anything solid to attack; watch as they exhaust"}
{"text": "### Book:themselves pursuing you, trying to cope with your elusiveness. Only"}
{"text": "### Book:formlessness allows you to truly surprise your enemies\u2014by the time"}
{"text": "### Book:they figure out where you are and what you are up to, it is too late."}
{"text": "### Book:When you want to fight us, we don\u2019t let you and you can\u2019t find us. But"}
{"text": "### Book:when"}
{"text": "### Book:we want to fight you, we make sure that you can\u2019t get away and we hit"}
{"text": "### Book:you"}
{"text": "### Book:squarely \u2026 and wipe you out\u2026. The enemy advances, we retreat; the"}
{"text": "### Book:enemy"}
{"text": "### Book:camps, we harass; the enemy tires, we attack; the enemy retreats, we"}
{"text": "### Book:pursue."}
{"text": "### Book:Mao Tse-tung, 1893-1976General Rommel surpassed Patton as a creative intellect\u2026. Rommel"}
{"text": "### Book:shunned military formalism. He made no fixed plans beyond those"}
{"text": "### Book:intended for the initial clash; thereafter, he tailored his tactics to meet"}
{"text": "### Book:specific situations as they arose. He was a lightning-fast decision-maker,"}
{"text": "### Book:physically maintaining a pace that matched his active mentality. In a"}
{"text": "### Book:forbidding sea of sand, he operated in a free environment. Once Rommel"}
{"text": "### Book:ruptured the British lines in Africa, he had the whole northern part of the"}
{"text": "### Book:continent opened to him. Comparatively free from the hamstringing"}
{"text": "### Book:authority of Berlin, disregarding orders even from Hitler himself on"}
{"text": "### Book:occasion, Rommel implemented one successful operation after another"}
{"text": "### Book:until he had most of North Africa under his control and Cairo trembling"}
{"text": "### Book:at his feet."}
{"text": "### Book:THE ART OF WINNING WARS, JAMES MRAZEK, 1968"}
{"text": "### Book:KEYS TO POWER"}
{"text": "### Book:The human animal is distinguished by its constant creation of forms."}
{"text": "### Book:Rarely expressing its emotions directly, it gives them form through"}
{"text": "### Book:language, or through socially acceptable rituals. We cannot communicate"}
{"text": "### Book:our emotions without a form."}
{"text": "### Book:The forms that we create, however, change constantly\u2014in fashion, in"}
{"text": "### Book:style, in all those human phenomena representing the mood of the"}
{"text": "### Book:moment. We are constantly altering the forms we have inherited from"}
{"text": "### Book:previous generations, and these changes are signs of life and vitality."}
{"text": "### Book:Indeed, the things that don\u2019t change, the forms that rigidify, come to look"}
{"text": "### Book:to us like death, and we destroy them. The young show this most clearly:"}
{"text": "### Book:Uncomfortable with the forms that society imposes upon them, having"}
{"text": "### Book:no set identity, they play with their own characters, trying on a variety of"}
{"text": "### Book:masks and poses to express themselves. This is the vitality that drives the"}
{"text": "### Book:motor of form, creating constant changes in style."}
{"text": "### Book:The powerful are often people who in their youth have shown"}
{"text": "### Book:immense creativity in expressing something new through a new form."}
{"text": "### Book:Society grants them power because it hungers for and rewards this sort of"}
{"text": "### Book:newness. The problem comes later, when they often grow conservative"}
{"text": "### Book:and possessive. They no longer dream of creating new forms; their"}
{"text": "### Book:identities are set, their habits congeal, and their rigidity makes them easy"}
{"text": "### Book:targets. Everyone knows their next move. Instead of demanding respectthey elicit boredom: Get off the stage! we say, let someone else, someone"}
{"text": "### Book:younger, entertain us. When locked in the past, the powerful look"}
{"text": "### Book:comical\u2014they are overripe fruit, waiting to fall from the tree."}
{"text": "### Book:Power can only thrive if it is flexible in its forms. To be formless is not"}
{"text": "### Book:to be amorphous; everything has a form\u2014it is impossible to avoid. The"}
{"text": "### Book:formlessness of power is more like that of water, or mercury, taking the"}
{"text": "### Book:form of whatever is around it. Changing constantly, it is never"}
{"text": "### Book:predictable. The powerful are constantly creating form, and their power"}
{"text": "### Book:comes from the rapidity with which they can change. Their formlessness"}
{"text": "### Book:is in the eye of the enemy who cannot see what they are up to and so has"}
{"text": "### Book:nothing solid to attack. This is the premier pose of power: ungraspable,"}
{"text": "### Book:as elusive and swift as the god Mercury, who could take any form he"}
{"text": "### Book:pleased and used this ability to wreak havoc on Mount Olympus."}
{"text": "### Book:Human creations evolve toward abstraction, toward being more"}
{"text": "### Book:mental and less material. This evolution is clear in art, which, in this"}
{"text": "### Book:century, made the great discovery of abstraction and conceptualism; it"}
{"text": "### Book:can also be seen in politics, which over time have become less overtly"}
{"text": "### Book:violent, more complicated, indirect and cerebral. Warfare and strategy"}
{"text": "### Book:too have followed this pattern. Strategy began in the manipulation of"}
{"text": "### Book:armies on land, positioning them in ordered formations; on land, strategy"}
{"text": "### Book:is relatively two dimensional, and controlled by topography. But all the"}
{"text": "### Book:great powers have eventually taken to the sea, for commerce and"}
{"text": "### Book:colonization. And to protect their trading lanes they have had to learn"}
{"text": "### Book:how to fight at sea. Maritime warfare requires tremendous creativity and"}
{"text": "### Book:abstract thinking, since the lines are constantly shifting. Naval captains"}
{"text": "### Book:distinguish themselves by their ability to adapt to the literal fluidity of"}
{"text": "### Book:the terrain and to confuse the enemy with an abstract, hard-to-anticipate"}
{"text": "### Book:form. They are operating in a third dimension: the mind."}
{"text": "### Book:CHARACTER ARMOR"}
{"text": "### Book:To carry out the instinctual inhibition demanded by the modern world"}
{"text": "### Book:and to be able to cope with the energy stasis which results from this"}
{"text": "### Book:inhibition, the ego has to undergo a change. The ego, i.e., that part of the"}
{"text": "### Book:person that is exposed to danger, becomes rigid, as we say, when it is"}
{"text": "### Book:continually subjected to the same or similar conflicts between need and a"}
{"text": "### Book:fear-inducing outer world. It acquires in this process a chronic,"}
{"text": "### Book:automatically functioning mode of reaction, i.e., its \u201ccharacter.\u201d It is as"}
{"text": "### Book:if the affective personality armored itself, as if the hard shell it develops"}
{"text": "### Book:were intended to deflect and weaken the blows of the outer world as wellas the clamoring of the inner needs. This armoring makes the person less"}
{"text": "### Book:sensitive to unpleasure, but also restricts his libidinal and aggressive"}
{"text": "### Book:motility and thus reduces his capacity for achievement and pleasure. We"}
{"text": "### Book:say the ego has become less flexible and more rigid, and that the abiliry"}
{"text": "### Book:to regulate the energy economy depends on the extent of the armoring."}
{"text": "### Book:WILHELM REICH, 1897-1957"}
{"text": "### Book:Back on land, guerrilla warfare too demonstrates this evolution toward"}
{"text": "### Book:abstraction. T. E. Lawrence was perhaps the first modern strategist to"}
{"text": "### Book:develop the theory behind this kind of warfare, and to put it into practice."}
{"text": "### Book:His ideas influenced Mao, who found in his writings an uncanny Western"}
{"text": "### Book:equivalent to wei-chi. Lawrence was working with Arabs fighting for"}
{"text": "### Book:their territory against the Turks. His idea was to make the Arabs blend"}
{"text": "### Book:into the vast desert, never providing a target, never collecting together in"}
{"text": "### Book:one place. As the Turks scrambled to fight this vaporous army, they"}
{"text": "### Book:spread themselves thin, wasting energy in moving from place to place."}
{"text": "### Book:They had the superior firepower but the Arabs kept the initiative by"}
{"text": "### Book:playing cat and mouse, giving the Turks nothing to hold on to,"}
{"text": "### Book:destroying their morale. \u201cMost wars were wars of contact\u2026. Ours should"}
{"text": "### Book:be a war of detachment,\u201d Lawrence wrote. \u201cWe were to contain the"}
{"text": "### Book:enemy by the silent threat of a vast unknown desert, not disclosing"}
{"text": "### Book:ourselves till we attacked.\u201d"}
{"text": "### Book:This is the ultimate form of strategy. The war of engagement has"}
{"text": "### Book:become far too dangerous and costly; indirection and elusiveness yield"}
{"text": "### Book:far better results at a much lower cost. The main cost, in fact, is mental\u2014"}
{"text": "### Book:the thinking it takes to align your forces in scattered patterns, and to"}
{"text": "### Book:undermine the minds and psychology of your opponents. And nothing"}
{"text": "### Book:will infuriate and disorient them more than formlessness. In a world"}
{"text": "### Book:where wars of detachment are the order of the day, formlessness is"}
{"text": "### Book:crucial."}
{"text": "### Book:The first psychological requirement of formlessness is to train yourself"}
{"text": "### Book:to take nothing personally. Never show any defensiveness. When you act"}
{"text": "### Book:defensive, you show your emotions, revealing a clear form. Your"}
{"text": "### Book:opponents will realize they have hit a nerve, an Achilles\u2019 heel. And they"}
{"text": "### Book:will hit it again and again. So train yourself to take nothing personally."}
{"text": "### Book:Never let anyone get your back up. Be like a slippery ball that cannot be"}
{"text": "### Book:held: Let no one know what gets to you, or where your weaknesses lie."}
{"text": "### Book:Make your face a formless mask and you will infuriate and disorient"}
{"text": "### Book:your scheming colleagues and opponents."}
{"text": "### Book:One man who used this technique was Baron James Rothschild. A"}
{"text": "### Book:German Jew in Paris, in a culture decidedly unfriendly to foreigners,Rothschild never took any attack on him personally or showed he had"}
{"text": "### Book:been hurt in any way. He furthermore adapted himself to the political"}
{"text": "### Book:climate, whatever it was\u2014the stiffly formal Restoration monarchy of"}
{"text": "### Book:Louis XVIII, the bourgeois reign of Louis-Philippe, the democratic"}
{"text": "### Book:revolution of 1848, the upstart Louis-Napoleon crowned emperor in"}
{"text": "### Book:1852. Rothschild accepted them one and all, and blended in. He could"}
{"text": "### Book:afford to appear hypocritical or opportunistic because he was valued for"}
{"text": "### Book:his money, not his politics; his money was the currency of power. While"}
{"text": "### Book:he adapted and thrived, outwardly never showing a form, all the other"}
{"text": "### Book:great families that had begun the century immensely wealthy were ruined"}
{"text": "### Book:in the period\u2019s complicated shifts and turns of fortune. Attaching"}
{"text": "### Book:themselves to the past, they revealed their embrace of a form."}
{"text": "### Book:Throughout history, the formless style of ruling has been most adeptly"}
{"text": "### Book:practiced by the queen who reigns alone. A queen is in a radically"}
{"text": "### Book:different position from a king; because she is a woman, her subjects and"}
{"text": "### Book:courtiers are likely to doubt her ability to rule, her strength of character."}
{"text": "### Book:If she favors one side in some ideological struggle, she is said to be"}
{"text": "### Book:acting out of emotional attachment. Yet if she represses her emotions and"}
{"text": "### Book:plays the authoritarian, in the male fashion, she arouses worse criticism"}
{"text": "### Book:still. Either by nature or by experience, then, queens tend to adopt a"}
{"text": "### Book:flexible style of governing that in the end often proves more powerful"}
{"text": "### Book:than the more direct, male form."}
{"text": "### Book:Two female leaders exemplifying the formless style of rule are Queen"}
{"text": "### Book:Elizabeth of England and Empress Catherine the Great of Russia. In the"}
{"text": "### Book:violent wars between Catholics and Protestants, Elizabeth steered a"}
{"text": "### Book:middle course. She avoided alliances that would commit her to one side,"}
{"text": "### Book:and that over time would harm the country. She managed to keep her"}
{"text": "### Book:country at peace until it was strong enough for war. Her reign was one of"}
{"text": "### Book:the most glorious in history because of her incredible capacity to adapt"}
{"text": "### Book:and her flexible ideology."}
{"text": "### Book:Catherine the Great too evolved an improvisatory style of governing."}
{"text": "### Book:After she deposed her husband, Emperor Peter II, taking sole control of"}
{"text": "### Book:Russia in 1762, no one thought she would survive. But she had no"}
{"text": "### Book:preconceived ideas, no philosophy or theory to dictate her policies."}
{"text": "### Book:Although a foreigner (she came from Germany), she understood Russia\u2019s"}
{"text": "### Book:moods, and how it was changing over the years. \u201cOne must govern in"}
{"text": "### Book:such a way that one\u2019s people think they themselves want to do what one"}
{"text": "### Book:commands them to do,\u201d she said, and to do this she had to be always a"}
{"text": "### Book:step ahead of their desires and to adapt to their resistance. By neverforcing the issue, she reformed Russia in a strikingly short period of"}
{"text": "### Book:time."}
{"text": "### Book:This feminine, formless style of ruling may have emerged as a way of"}
{"text": "### Book:prospering under difficult circumstances, but it has proved immensely"}
{"text": "### Book:seductive to those who have served under it. Being fluid, it is relatively"}
{"text": "### Book:easy for its subjects to obey, for they feel less coerced, less bent to their"}
{"text": "### Book:ruler\u2019s ideology. It also opens up options where an adherence to a"}
{"text": "### Book:doctrine closes them off. Without committing to one side, it allows the"}
{"text": "### Book:ruler to play one enemy off another. Rigid rulers may seem strong, but"}
{"text": "### Book:with time their inflexibility wears on the nerves, and their subjects find"}
{"text": "### Book:ways to push them from the stage. Flexible, formless rulers will be much"}
{"text": "### Book:criticized, but they will endure, and people will eventually come to"}
{"text": "### Book:identify with them, since they are as their subjects are\u2014changing with"}
{"text": "### Book:the wind, open to circumstance."}
{"text": "### Book:Despite upsets and delays, the permeable style of power generally"}
{"text": "### Book:triumphs in the end, just as Athens eventually won victory over Sparta"}
{"text": "### Book:through its money and its culture. When you find yourself in conflict"}
{"text": "### Book:with someone stronger and more rigid, allow them a momentary victory."}
{"text": "### Book:Seem to bow to their superiority. Then, by being formless and adaptable,"}
{"text": "### Book:slowly insinuate yourself into their soul. This way you will catch them"}
{"text": "### Book:off guard, for rigid people are always ready to ward off direct blows but"}
{"text": "### Book:are helpless against the subtle and insinuating. To succeed at such a"}
{"text": "### Book:strategy you must play the chameleon\u2014conform on the surface, while"}
{"text": "### Book:breaking down your enemy from the inside."}
{"text": "### Book:For centuries the Japanese would accept foreigners graciously, and"}
{"text": "### Book:appeared susceptible to foreign cultures and influences. Joao Rodriguez,"}
{"text": "### Book:a Portuguese priest who arrived in Japan in 1577 and lived there for"}
{"text": "### Book:many years, wrote, \u201cI am flabbergasted by the Japanese willingness to"}
{"text": "### Book:try and accept everything Portuguese.\u201d He saw Japanese in the streets"}
{"text": "### Book:wearing Portuguese clothing, with rosary beads at their necks and"}
{"text": "### Book:crosses at their hips. This might seem like a weak, mutable culture, but"}
{"text": "### Book:Japan\u2019s adaptability actually protected the country from having an alien"}
{"text": "### Book:culture imposed by military invasion. It seduced the Portuguese and"}
{"text": "### Book:other Westerners into believing the Japanese were yielding to a superior"}
{"text": "### Book:culture when actually the foreign culture\u2019s ways were merely a fashion to"}
{"text": "### Book:be donned and doffed. Under the surface, Japanese culture thrived. Had"}
{"text": "### Book:the Japanese been rigid about foreign influences and tried to fight them"}
{"text": "### Book:off, they might have suffered the injuries that the West inflicted on"}
{"text": "### Book:China. That is the power of formlessness\u2014it gives the aggressor nothing"}
{"text": "### Book:to react against, nothing to hit.In evolution, largeness is often the first step toward extinction. What is"}
{"text": "### Book:immense and bloated has no mobility, but must constantly feed itself."}
{"text": "### Book:The unintelligent are often seduced into believing that size connotes"}
{"text": "### Book:power, the bigger the better."}
{"text": "### Book:In 483 B.C., King Xerxes of Persia invaded Greece, believing he"}
{"text": "### Book:could conquer the country in one easy campaign. After all, he had the"}
{"text": "### Book:largest army ever assembled for one invasion\u2014the historian Herodotus"}
{"text": "### Book:estimated it at over more than five million. The Persians planned to build"}
{"text": "### Book:a bridge across the Hellespont to overrun Greece from the land, while"}
{"text": "### Book:their equally immense navy would pin the Greek ships in harbor,"}
{"text": "### Book:preventing their forces from escaping to sea. The plan seemed sure, yet"}
{"text": "### Book:as Xerxes prepared the invasion, his adviser Artabanus warned his"}
{"text": "### Book:master of grave misgivings: \u201cThe two mightiest powers in the world are"}
{"text": "### Book:against you,\u201d he said. Xerxes laughed\u2014what powers could match his"}
{"text": "### Book:gigantic army? \u201cI will tell you what they are,\u201d answered Artabanus. \u201cThe"}
{"text": "### Book:land and the sea.\u201d There were no safe harbors large enough to receive"}
{"text": "### Book:Xerxes\u2019 fleet. And the more land the Persians conquered, and the longer"}
{"text": "### Book:their supply lines stretched, the more ruinous the cost of feeding this"}
{"text": "### Book:immense army would prove."}
{"text": "### Book:Thinking his adviser a coward, Xerxes proceeded with the invasion."}
{"text": "### Book:Yet as Artabanus predicted, bad weather at sea decimated the Persian"}
{"text": "### Book:fleet, which was too large to take shelter in any harbor. On land,"}
{"text": "### Book:meanwhile, the Persian army destroyed everything in its path, which"}
{"text": "### Book:only made it impossible to feed, since the destruction included crops and"}
{"text": "### Book:stores of food. It was also an easy and slow-moving target. The Greeks"}
{"text": "### Book:practiced all kinds of deceptive maneuvers to disorient the Persians."}
{"text": "### Book:Xerxes\u2019 eventual defeat at the hands of the Greek allies was an immense"}
{"text": "### Book:disaster. The story is emblematic of all those who sacrifice mobility for"}
{"text": "### Book:size: The flexible and fleet of foot will almost always win, for they have"}
{"text": "### Book:more strategic options. The more gigantic the enemy, the easier it is to"}
{"text": "### Book:induce collapse."}
{"text": "### Book:The need for formlessness becomes greater the older we get, as we"}
{"text": "### Book:grow more likely to become set in our ways and assume too rigid a form."}
{"text": "### Book:We become predictable, always the first sign of decrepitude. And"}
{"text": "### Book:predictability makes us appear comical. Although ridicule and disdain"}
{"text": "### Book:might seem mild forms of attack, they are actually potent weapons, and"}
{"text": "### Book:will eventually erode a foundation of power. An enemy who does not"}
{"text": "### Book:respect you will grow bold, and boldness makes even the smallest animal"}
{"text": "### Book:dangerous.The late-eighteenth-century court of France, as exemplified by Marie-"}
{"text": "### Book:Antoinette, had become so hopelessly tied to a rigid formality that the"}
{"text": "### Book:average Frenchman thought it a silly relic. This depreciation of a"}
{"text": "### Book:centuries-old institution was the first sign of a terminal disease, for it"}
{"text": "### Book:represented a symbolic loosening of the people\u2019s ties to monarchy. As"}
{"text": "### Book:the situation worsened, Marie-Antoinette and King Louis XVI grew only"}
{"text": "### Book:more rigid in their adherence to the past\u2014and quickened their path to the"}
{"text": "### Book:guillotine. King Charles I of England reacted similarly to the tide of"}
{"text": "### Book:democratic change brewing in England in the 1630s: He disbanded"}
{"text": "### Book:Parliament, and his court rituals grew increasingly formal and distant. He"}
{"text": "### Book:wanted to return to an older style of ruling, with adherence to all kinds of"}
{"text": "### Book:petty protocol. His rigidity only heightened the desire for change. Soon,"}
{"text": "### Book:of course, he was swept up in a devastating civil war, and eventually he"}
{"text": "### Book:lost his head to the executioner\u2019s axe."}
{"text": "### Book:As you get older, you must rely even less on the past. Be vigilant lest"}
{"text": "### Book:the form your character has taken makes you seem a relic. It is not a"}
{"text": "### Book:matter of mimicking the fashions of youth\u2014that is equally worthy of"}
{"text": "### Book:laughter. Rather your mind must constantly adapt to each circumstance,"}
{"text": "### Book:even the inevitable change that the time has come to move over and let"}
{"text": "### Book:those of younger age prepare for their ascendancy. Rigidity will only"}
{"text": "### Book:make you look uncannily like a cadaver."}
{"text": "### Book:Never forget, though, that formlessness is a strategic pose. It gives you"}
{"text": "### Book:room to create tactical surprises; as your enemies struggle to guess your"}
{"text": "### Book:next move, they reveal their own strategy, putting them at a decided"}
{"text": "### Book:disadvantage. It keeps the initiative on your side, putting your enemies in"}
{"text": "### Book:the position of never acting, constantly reacting. It foils their spying and"}
{"text": "### Book:intelligence. Remember: Formlessness is a tool. Never confuse it with a"}
{"text": "### Book:go-with-the-flow style, or with a religious resignation to the twists of"}
{"text": "### Book:fortune. You use formlessness, not because it creates inner harmony and"}
{"text": "### Book:peace, but because it will increase your power."}
{"text": "### Book:Finally, learning to adapt to each new circumstance means seeing"}
{"text": "### Book:events through your own eyes, and often ignoring the advice that people"}
{"text": "### Book:constantly peddle your way. It means that ultimately you must throw out"}
{"text": "### Book:the laws that others preach, and the books they write to tell you what to"}
{"text": "### Book:do, and the sage advice of the elder. \u201cThe laws that govern circumstances"}
{"text": "### Book:are abolished by new circumstances,\u201d Napoleon wrote, which means that"}
{"text": "### Book:it is up to you to gauge each new situation. Rely too much on other"}
{"text": "### Book:people\u2019s ideas and you end up taking a form not of your own making."}
{"text": "### Book:Too much respect for other people\u2019s wisdom will make you depreciateyour own. Be brutal with the past, especially your own, and have no"}
{"text": "### Book:respect for the philosophies that are foisted on you from outside."}
{"text": "### Book:Image: Mercury. The winged messenger,"}
{"text": "### Book:god of commerce, patron saint of thieves,"}
{"text": "### Book:gamblers, and all those who deceive through"}
{"text": "### Book:swiftness. The day Mercury was born he invented"}
{"text": "### Book:the lyre; by that evening he had stolen the cattle of"}
{"text": "### Book:Apollo. He would scour the world, assuming"}
{"text": "### Book:whatever form he desired. Like the liquid metal"}
{"text": "### Book:named after him, he embodies the elusive,"}
{"text": "### Book:the ungraspable\u2014the power of formlessness."}
{"text": "### Book:Authority: Therefore the consummation of forming an army is to arrive"}
{"text": "### Book:at formlessness. Victory in war is not repetitious, but adapts its form"}
{"text": "### Book:endlessly\u2026. A military force has no constant formation, water has no"}
{"text": "### Book:constant shape: The ability to gain victory by changing and adapting"}
{"text": "### Book:according to the opponent is called genius. (Sun-tzu, fourth century B.C.)"}
{"text": "### Book:REVERSAL"}
{"text": "### Book:Using space to disperse and create an abstract pattern should not mean"}
{"text": "### Book:forsaking the concentration of your power when it is valuable to you."}
{"text": "### Book:Formlessness makes your enemies hunt all over for you, scattering their"}
{"text": "### Book:own forces, mental as well as physical. When you finally engage them,"}
{"text": "### Book:though, hit them with a powerful, concentrated blow. That is how Mao"}
{"text": "### Book:succeeded against the Nationalists: He broke their forces into small,"}
{"text": "### Book:isolated units, which he then could easily overwhelm with a strong"}
{"text": "### Book:attack. The law of concentration prevailed."}
{"text": "### Book:When you play with formlessness, keep on top of the process, and"}
{"text": "### Book:keep your long-term strategy in mind. When you assume a form and goon the attack, use concentration, speed, and power. As Mao said, When"}
{"text": "### Book:we fight you, we make sure you can\u2019t get away."}