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Practical Persuasion Systems
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Introduction
Withoutdoubt,therearefewthingsinlifethatareasimportantforapersontolearnastheartof persuasion,andthisisexactlywhyourancientcivilizationshavecherisheditsomuch.Persuasionis importantbecausepeopleareeverywhereandareapartofeverything.Thismeansthatinsomeway, shape,orform,thatpeoplearegoingtobeapartofyourgoalsandobjectives.Youmustworkwith them,gotoschoolwiththem,anddependonthemtobuyproductsfromyou. Thisexcitingfieldofhypnoticpersuasionhastakenonseveraldifferentformsandhascomealongway overtheyears.Thismeansthatthereisalreadyalotaboutthetopicofpersuasionthatwealready know,anditalsomeansthattherehasalreadybeenalotsaidaboutthevariousstylesofpersuasionand thelatestfads. However,nomatterhowmuchwealreadyknowaboutpersuasion,ornomatterhowwetrytodefine persuasion,itcannotbedeniedthatpersuasionislikeagiantpuzzlethathasmanydifferentpiecestoit. Therearelinguisticpiecestothepuzzle,strategicpiecestothepuzzle,andelementarypiecestothe puzzleallofthesepiecestothepuzzleareimportant.
Copyright 2008 The Persuasion Company - All Rights Reserved Worldwide.
ThisDisguisedHypnosisprogrampresentstheartofpersuasioninafreshandinnovativewaysothat everyonecanlearnmoreabouttheartofpersuasionwithouthavingtorelearnthesamethingsthatare alreadyoutthere,orwithouthavingtounlearnthosepiecesofthepuzzlewhichtheyappreciate. DisguisedHypnosisembracesmanyancientprinciplesofpersuasionthathavebeenforgotten,suchas theprinciplesthatwereestablishedbyMachiavelliandotherpoliticaltheorist.Peoplehavebeenusing persuasiontogetwhattheywantforalongtime,andbecausepersuasionisanartthatisbasedupon timelessprinciples,weknowthatthesamethingsthatwerehappeningthenarehappeningnow.The gamehasnotchanged,onlytheplayershavechanged. Oneofthemostimportantconceptstoconsiderwhileapersonteachestheartofpersuasionisthe conceptoftime.Itcantakealotoftimetoreadabookaboutpersuasion,andbecausepeopleoftendo nothavealotoftimetoreadaboutandstudypersuasion,thisUsersManualwaswrittenforthe purposeofqualityandnotquantity. YouwilleasilylearnfromtheprinciplesofthisUsersManualquickly,andthemoreyoureadand meditateuponthem,themoreyouwilllearnfromthemindifferentways.Theseprinciplesaremerely clay,andbecauseyouarethepotter,youpossessthepowertomoldtheseprinciplesintodifferent solutionsandpowerfuldecisionsasoftenasyouwish.Qualityismoreimportantthanquantity. .
TheNonPosition(ALessonforSessionOne)
Oneofthemostimportantprinciplesofthemartialartsisnotfighting,andnotfightingiswhat introducesustotheconceptofprevention.Itdoesnotmatterhowgoodofapersuasionartistyoumay be,ifyouarecarelessandgettrappedinapositionthatyoucannotescapefrom,youhaveenteredthe nonposition.Thenonpositionissimplytheplacewherewecannotbe,becausetobetherewould meancertaindefeat. Thisisanimportantprincipletoconsider,becausepreventionisonmanyoccasionsevenmore importantthantalent.Skilldoesnotonlyinvolvedefenseoroffense,italsoinvolvesatypeof nothingnesswherenothingisneeded.So,byusingyourskillfornothingness,youarepracticing preventionbecausenothingnessandpreventionareoneandthesame. Youshouldnottoallowyourskillsinpersuasiontogetyouintoabunchofproblems.Insteadof becomingapersuasionartisttowinconflicts,itisfarbettertobecomeapersuasionartistinsuchaway thatyoucanavoidconflictsfromhappening.Sobegineachandeveryrelationshipandsocialinteraction withtheendinmind.
Bybeginningwiththeendinmind,youwillbeabletopreventdivorces,breakups,andseveralother badthingsfromhappeninginarelationshipbecauseyouhavefromtheverybeginningpreventedthe circumstancesandeventsthatleadtothesethingshappening.Youalsowillbeabletopreventpeople fromresistingyourinfluencesinsuchawaythatyouovercometheirobjectionsbeforetheirobjections haveachancetoemerge.Asyouconsiderthenonpositioninthisway,itissimplyanactofpreventing yourrelationshipsandsocialinteractionsfromenteringthepositionwhereyouwillneedtofixthemand defendthem.Itismoreeffectivetopreventsicknessthanitistocuresickness. Anothervariationofthenonpositionisapositionthatcannotbefixedandthatcannotbereversed. Anancientsayingsays,Ifonefooldropsastoneinariver,thanonehundredwisemencannotgetit back.Thenonpositionfromthisperspectiveiswhereyoudonotwanttobeandwhereyoucannot be.Ifyouarethere,thenyouaredefeated. Socialinteractionsareextremelydelicate,anditdoesnttaketoomanyblundersandmistakesto quencheventhemostpowerfulpersuasionskills.Thismeansthatyoucanruinthechancesofgettinga lovedonetoforgiveyouorofgettingacustomertotrustyounomatterwhoyouareorhowhardyou trytopersuadethem. Youalsodonotalwayshavetoputyourselfintoapositionwhereyouaredealingwithotherpeople. Thesearethetimeswhenyouarenottryingtoexertyourtimeandefforttryingtopersuade.So,just becauseyouareapersuasionartistdoesntmeanthatyouneedtopersuadeeverybodytodo
Copyright 2008 The Persuasion Company - All Rights Reserved Worldwide. 4
everything.Thisisanothervariationofthenonpositionwhereyousimplyletpeoplecomeandgoas theyplease.
TheHalfStep(ALessonforSessionTwo)
WhenIwasayoungmanlearningadangerousformofkungFu(theSouthernPrayingMantis),Iwas extremelydisappointedwhenthefirsttechniqueIlearnedfromthemasterwasTheHalfStep.Iwas instructedtokeepmyfeetonthegroundandslidehalfstepsforwardandhalfstepsbackward. WhatmademattersworsewasthatIwasalreadytrainedinanothermartialartwhereIhadlearned severalfancytechniquesthatwerefarmoreimpressivethanTheHalfStep.IfeltlikeIwaswastingmy timeandthatthemasterwasntwhohesaidhewas.PartofmethoughtthatifIwasreallygetting taughtoneofthemostdangeroustypesofmartialartsintheworld,thatIwouldntbedoingsome stupidhalfstep. PeoplewhosawmetrainingevenmadefunofmeandaskedmewhatIwasdoing.WhenItoldthemI waspracticingKungFutheydidntbelieveme,WhatdoesthathavetodowithKungFu?theywould askme.ThosewhowereontheoutsidethoughtevenlessofthehalfstepthanIdid.Nevertheless,day afterdayIpracticedthehalfstepforatleastanhourasthemasterhadtoldme.SometimesIwouldask
themastertoshowmesomethingdifferent,andallthemasterwoulddowasshowmeadifferent variationofthehalfstep. Manystudentsquitstudyingunderthemasterbecausetheydidntlikethedoor.Thedoorthatthe masteralwayscausedhisstudentstoenterhistrainingthroughwasthehalfstep.Whatusually happenedisthatastudentwouldstudywiththemasterforafewdays,andthentheywoulddespisethe masterandhistypeofKungFubecausetheydespisedthehalfstep.Theideaofthehalfstepdidnt makesensetothem,andbecausemanyofthemneverendured,theywouldneverbeableto understandthehalfstep. AfterIhadlearnedthehalfstep,alongwithseveralothertechniques,Ibegantoseehowimportantthe halfstepwas.Anartcannotsurvivewithoutthebasics,andthehalfstepwasnotonlyaningenious foundationtobuildafightingsystemupon,itwasalsosomethingthatcausedthemartialartisttobe extremelydangerousinafight.Infact,thishalfstepwassodevastatingwhenitwascombinedwiththe othertechniquesthatthepowerfultechniquescouldnotbewhattheywerewithoutthehalfstep. Itisdifficulttoillustratetheimportanceofthehalfsteponpaper,butitiseasytolearnfromthisstory theimportanceofthebasics. Isupposethatweshouldalsopointouttheimportanceofthelittlethings.Itisthelittlethingsthat enableallofthebigthingstohappen.Thissameruleappliestopersuasion.Youcannotmaster
persuasionorbeeffectiveinthepersuasionprocessifyoudonotunderstandthehalfstep.Itisthe simplethingsthatwillenableyoutopracticethecomplex,soyoumustunderstandthatsimplicityisa formofcomplexity,andthatcomplextheoryisnothingmorethanacombinationorextensionofsimple steps. Thisisacruciallesiontokeepinmind,notonlyasyoupersuadepeople,butalsoasyoumanagegroups. Ifyouweretotellmostpeoplewhowereinterestedinthepowerofmanaginggroupshowitallbegins withahalfstep,theywouldmostlikelynotbelieveyouortheywouldnotfullyunderstandthe importanceofthehalfstep. Oftentimespeopleareonlywillingtotoleratethehalfstepforashortperiodoftime,andthis impatienceiswhatpreventsthemfromprofitingfromthehalfstep.Thebasicsareneverending.This isnttosaythatthebasicsdonottakeonnewforms,butnomatterwhatformsthebasicstakeon,the basicsarestilltheresoyoumustcontinuetoacknowledgethemandtorespectthem.Themoretime youspendwiththebasics,themorepowerfulyourextensionsofthebasicswillbe. So,eventhoughagroupmaybelarge,agroupisnotcontrolledbylargetechniques.Agroup, figurativelyspeaking,iscontrolledbythehalfstep.Ithinkthatintheartofpersuasionthateverythingis likethiswhenyouthinkaboutit.Itseemsasthoughalmostanytypeofrelationshipiscreatedthrough thehalfstep.Lovers,friends,enemies,andacquaintances,arecreatedthroughthehalfstepwhenyou fullyconsidertheprinciple.Stopsearchingfortechniquesthatarelargeandfancy.Instead,searchfor thebasicsandhowyoucanpracticethebasicstomastery.
Thepersuasionartistwhohasthefirmestgraspuponthebasicsiswhoisdestinedtowin.
Crowding(ALessonforSessionThree)
Inthemartialarts,thereisthecrowdingprinciple.Theconceptofcrowdinginvolvesthepracticeof takingawayyouropponentsfightingspace.Bytakingawaytheirfightingspace,youtakeawaytheir abilitytodefendthemselvesandtoattackyou.Youdothisbycrowdingthem. Theconceptofcrowdingisinmanywaysagainstconventionalwisdom.Conventionalwisdomteachesus tostayasfarawayfromouropponentsaspossible.Therearealsomanyschoolsofthoughtthatteach youtofightyouropponentsfromadistance.Butthefurtheryouarefromyouropponents,theless opportunityyouwillhavetocontrolthem.Asarule,ifyoucantouchyouropponentsthenyoucan controlthem.Allofthiscanbeachievedthroughcrowding. Inthecontextofpersuasion,crowdingisseenallthetimebutitisseldomrecognized.Whensalesforces createurgencyandtrytogetyoutomakeabuyingdecisionbeforeyouarereadytomakeone,thisisa classicexampleofcrowding.Theytellyouthatifyoudonotbuytheirproductsimmediatelythatthe pricewillgoup.Or,theystackotherconsequencesoneontopoftheotherandwarnyouabouthow youwillexperiencethemifyoudonotbuytheirproductsrightthenandthere.Thereasonwhythisisa formofcrowdingisbecauseittakesawayyourtimetothink.Oneofthemostimportantelementsin
persuasionistime,andifyoucantakeawaypeoplestimethenyouarefigurativelytakingawaytheir fightingspace.Whenpeoplearerushed,theyarecrowded,andwhentheyarecrowded,theymake mistakes. Classsystemsmustbecrowdedinordertobebreeched.Takeawaytheirfightingspace,andbydoingso youwilltakeawaytheirpowertoresistyou.Themorealliancesyouhavewithinaclasssystem,the morethatclasssystemwillbecrowded. Butwithclasssystems,thealliancegamemaynotbeenoughbecauseyouralliancesmaybesocially conditionedtokeepyouatadistancesothatyoucannotentertheirranks.Thisiswheretheconceptof pressurecomesin.Youmustputpressureonyouralliancesinordertobreechtheirclasssystems throughthem. Whenyoudothis,youareturningyourallianceswithintheclasssystemsintogatekeepers.Andas gatekeepers,theywillopenthedoorsforyousothatyoucanentertheirclasssystem.Youdothisby pressuringthem,andyoupressurethemthroughcrowding.
Switching(ALessonforSessionFour)
Inthemartialarts,wehavetheconceptofswitching.Ifonetechniqueisnotworking,theninsteadof tryingtoforcethattechniquetowork,whatwedoisabortthattechniqueandswitchtoanother technique.Switchingisverypowerfulbecauseisgivesyoufreedomtochange,andbecauseyoucan changeyoucanalwaysfindawaytowinandgetwhatyouwant.So,asweconsiderstrategy,wemust fullyconsiderthisconceptofswitching. Ifyouaretryingalargetechnique,andthislargetechniqueisntworking,thenwhatyoucandoisswitch toasmallertechnique.Oryoucanswitchtoadifferentlargetechnique.Itisyourchoiceofhowyou decidetoswitch,butinawayyouareallowingyouropponenttoleadyou.Eachtimeoneofyour strategiesfails,youropponentisleadingyoutoanevenbetterstrategythatwilldefeathim.Thisiswhy inthemartialartsitisbesttobesoftsothatyouropponenthasthepowertodefeathimself. Thisisanimportantconcepttoconsider,becauseinlifetherearemanywhoaretheirownworst enemies.Thisiswhythemartialartsteachyoutofightyouropponentsinsuchawaythatyour opponentsdefeatthemselves.Ifyouarewillingtoletgoofwhatisntworking,thenyouwillbe empoweredtoembracethestrategiesthatwillgiveyouwantyouwant.Youletgoandembrace throughtheprincipleofswitching. Switchingisthetechniquethatweusetoturnfailureintosuccess.Whatmanypeopledonotknow aboutswitchingisthattheremustfirstbeabeginninginorderforittooccur.Thismeansthatyoumust initiatesomethinginordertomakesomethinghappen.Youcannotwaitforthingstohappen.Youmust makethingshappen.Andifwhatyouwanttohappenisnthappening,thenyoumustswitchstrategies
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inordertoreceiveadifferentoutcome.Inaway,asyouconsidertheconceptofswitchinglikethis, switchingislikethefourseasons.Oneoftheseasonsmustfirstbeborninorderforittodie,butassoon asitdiestheseasonswitchesinthatanotherseasonisreborn.Thisalsobecomesacycle. Inthecontextofpersuasion,itiseasytoseehowswitchingappliestotheartofgettingwhatyouwant fromotherpeople.Iftheoppositesexisnotrespondingtoyouortreatingyouhowyouwanttobe treated,thenyoumustchangeyourselfandthecommunicationmodelsyouareusingtocommunicate withtheoppositesex.Youcannotdothesamethingsandexpectdifferentresults,soyoumustswitch. Asyoucommunicatetowardstheoppositesexinadifferentway,itisguaranteedthattheoppositesex willrespondtoyouinadifferentway.Switchingenablesyoutofailuntilyousucceed.
TheVoid(ALessonforSessionFive)
Inthemartialartsthereisthemysteryofthevoid.Thevoidismisunderstoodbymanypeoplebecause theydonotseeitspotential.Thevoidiswherenothingexist,andbecausethereisnothingthere,avoid iscreatedthatcanbefilledwithsomethingthatyouwanttohappen.Insteadofstrugglingandtryingto makethingshappensothatyoucangettheadvantage,bydoingnothingyouwillmakemorethings happenthanifyouweretryingtomakethemhappen.Ifyouropponentsdonotunderstandthevoid, thenitiseasytousethevoidtodefeatthem,becausetheywillmakemistakesinthevoid.
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Therearemanydifferentcircumstanceswhenyoushouldabideinthevoid.Ifyouvedoneallthatyou cando,totheextentthatdoingmorewouldbetodotoomuch,thenyoumustgotothevoid.Thevoid willprotectyoufromlosingcontrolofthesituation.Thisislikewhenyouplantseedsinthesoil.After youhavepreparedaplacefortheseed,plantedtheseeds,andthengavetheseedsproper nourishment,allyoucandoisgoyourwayuntiltheseedsgrowoftheirownaccord.Youmustenterthe voidwherethereisnothingnessinorderforthingstohappen.InTaoistphilosophy,thisisreferredtoas thewayofthefarmer. Thefarmerhasdifferentseedsthatwillproducedifferentcrops,butthefarmerrestasmuchashe works.Thismeansthatthefarmerpracticesdoingnothingjustasmuchashepracticesdoingsomething. Whenafarmerpractices,heissowingseedsandnourishingthem.Whenafarmerdoesnothing,heis waitingfortheseedshehassowntogrow. Inpersuasionitisalwayslikethis,becauseafteryouhavesowedtheseedsofyoursuggestionsintoa personsmind,youmustgoyourwayandletthingshappenoftheirownaccord.Ifyoutrytoforceyour ideasandsuggestionstotakerootbeforeitistime,thenyouwillloseyourlaborandnotseetheresults youarehopingtosee.Soinpersuasionyoumustbeasinactiveattimesasyouareactive.Andbeing inactiveisembracingthevoid. Thevoidispowerful,andallformsofpowerinsomewayareconnectedtothevoid.Thismeansthat thosewhoaregiftedandpowerfulinonewayarenotpowerfulinsomeotherways.Sopowerand talentarealwaysconnectedtoavoid.Thevoidisnothingness,andwhenwedepartfromour
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boundaries,thereisthevoid.ThisislikealionwhoistheKingofthejungle.Thereisnovoidwhenthe lionisinhisterritory.Butwhenthelionenterstheocean,hispowerhascometoanendandhehas enteredthevoid. Thevoidcanworkforyouoragainstyou,butbysimplybeingawareofthevoidyouwillbeempowered. Insomewayoranother,thevoidisalwaysapartofapersonslife.Sobyknowingthevoidand understandingitfully,youcanstrengthenyourselfandweakenothers.Oryoucanstrengthenyourself alongwithothers.Italldependsuponyourinterpretationofthemysteryofthevoid.
Entanglement(ALessonforBonusSessiononSeduction)
Successcanbeyourworstenemyinthemartialarts,becauseitisdifficulttodepartfromatechnique thathasbroughtusvictoryinthepast.Inmanycases,thisinterfereswithourconsistencyandlongterm success.Oneofthemostimportantprinciplestokeepinmindaboutentanglementisthateverythingis wrong.Evenifsomethingisntwrongnow,itmaybewronglater.Andevenifsomethinghasalways workedforyou,thisdoesntmeanthatitdoesnthavethepotentialtobewronginthefuture.Yourbest friendstodaycanbecomeyourworstenemiestomorrow. Inseduction,entanglementisalmostalwaysaproblem.Somemengetentangledwithdoingonething somuchthattheyforgettodootherthings.Orattimesmenwilldothesamethingoverandovertothe samewoman,andeventuallyshelosesinterestbecauseshebuildstolerancetothetechnique.
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Anotherproblemwithentanglementisthatthesexesalwaysthinkthattheycanjudgeallmembersof theoppositesexbaseduponwhatonememberoftheoppositesexhasdone.Orwemaythinkthat whatbothworkedforandpleasedonememberoftheoppositesexwillpleaseallmembersofthe oppositesex.Thisisnottrue,becausewomen,eventhoughtheyareallwomen,areuniqueindividuals whopossessdifferentstrengthsandweaknesses.Theyallhavedifferentfantasiesandaredrivenby differentneedsandwants.Thereforeyoucanassumenothinginseduction.Allyoucandoisbeginthe procedure,andastheprocedureunfolds,hercharacterwillunfoldalongwiththeprocedure. Therearenowinners,andtherearenolosers,thereareonlyparticipants.Thosewhoparticipatewill understandtheway,andthosewhodonotparticipatewillnotunderstandtheway.Itisthissimple.But asweconsiderthisalongwiththeconceptofentanglement,wecanunderstandthatitisnotgoodto getentangledwithtoomuchstudyorwithtoomuchtheory.Theoryisinferiortoexperience,because theorygivesyouideasofwhatcanbedonebutexperienceteachesyouwhattodoandwhatnottodo. Sotounderstandthewayistotraveltheway,andifyoutravelthewayyouwillfindthewomanyouare lookingfor.Butnomatterwhattypeofwomanyoufind,youmustnotbecomeentangledwiththeway thatbroughtyoutoher.Differentwomenrequiredifferentways. Afishermanmustalsonotbecomeentangledwiththebaitheuses.Thebaitthatcatchesfishisnotthe sameasthepolethatreelsthefishin,andthepolethatreelsthefishinisnotthesameasthenetthat isusingtoremovethefishfromthewater.Youmustthencarefullyremovethehookfromthefishs
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mouth.Andafterallofthisyoumustcleanthefishandthenpreparethefishforyournourishment.This entireprocessbeginswiththebait,butitdoesnotcontinueorfinishwiththebait. Thisreflectionofthefishermanteachesusmanythings.Forone,thetechniquesthatyouusetocapture awomansinterestandattentionmustnotbethesametoolsyouusetoattempttokeepherinterest andattention.Thewayofthefishermanshowsyouthateachsteprequiresdifferentmethodsand techniquesinordertosuccessfullybringtheproceduretothenextmethod. Mendonotlikethebaittheyusetocatchfishlikewisethetoolsandtechniquesthatworktocatch womendonotappealtomen.Thebaitisonlyappreciatedbythosewhomitwaspreparedfor.This meansthatyououghtnottoentangleyourselfwithwhetherornotyoulikethebait,becauseallthat mattersisifthefishwilllikethebaitsothatthefisharewillingtotakeit.
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TheTranscriptsfortheAudioProgram
TrackOne(Open) Welcometosessionone.InthissessionyouwillbeintroducedtothepowerofMacropersuasionthe topofthefoodchain.Youwilldiscoverthetopfiverankingpersuasionsystemsintheworldthathavea consistenttrackrecordofleadingpeopletotheheightsofpowerandsuccess.Youwilllearnabout foundations,groups,classsystems,socialstrategy,andpower.Andyoullalsolearnalotmore TrackTwo WelcometoDisguisedHypnosis,thisisthepretalkforsessionone.Now,beforeIbegintotalktoyou abouttheexcitingfieldofpersuasionandaboutwhatyoucanexpectfromthisprogram,Iwantedto takeamomenttothankyouforinvestinginthiscourseandgivingmetheopportunitytosharewithyou whatIhavelearnedovertheyearsaboutthepersuasionprocessandthemosteffectivewaystoget whatyouwantfromotherpeople. Now,asmanyofyouarealreadyawareof,thereareseveraldifferenttypesofhypnosis,suchasclinical hypnosisandstagehypnosis.Disguisedhypnosisisthetypeofhypnosisthatthisprogramisabout,and becauseDisguisedHypnosisisthemostcovertformofhypnosisavailable,itisanalmostinvisibleempire ofpersuasion. Thereisalreadyagreatbitofmaterialoutthereaboutlanguagepatternsandthetechniquesthat hypnotistusewithinclinicalsettingstocreatechangeworkinotherpeople,andsomeofthismaterialis actuallyverygoodifyouareinterestedinusinghypnosisfortherapeuticpurposes,butDisguised hypnosisisanentirelydifferentformofpersuasionthatfocusesonthetimelessprinciplesofhuman behaviorandtheuseofsocialstrategymorethanitfocusesonlanguagepatterns. Hypnosisisthousandsofyearsold,butitwasntonlyuntilafewcenturiesagothathypnosiswas inventedfortherapeuticpurposes.Disguisedhypnosis,ontheotherhand,hasbeenaroundsincethe historyofman,andexamplesofitcanbefoundinpolitics,publicspeaking,sportspsychology,
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leadership,andseduction.Infact,oneofthemostwellknowncommunitieswhousedisguisedhypnosis istheseductioncommunity. Disguisedhypnosisisaccidentallyhappeningallofthetimearoundyouthroughmarketingcompanies andthroughcommercials,andsomeofthemostfamouscelebritiesandpoliticalfigureshaveinoneway oranotherbeenusingdisguisedhypnosistobecomewhotheyareandtomaintaintheirsocialstatuses. Disguisedhypnosisisliterallyinvolvedinanyformofpersuasionimaginable,whichiswhyitisoneofthe mostimportantformsofhypnosistolearn. TrackThree So,whyamIdoingthis?WhyamIgivingyouthisinformationandwhyhaveIputtogetherthisDisguised hypnosisprogram.Well,foroneIbelievethateveryonehastherighttohavethesameopportunities thateveryoneelseinlifehas.Ibelievethatregardlessofourstatusandregardlessofhowmuchmoney orgoodlookspeoplehave,thattheyallhavetherighttobetreatedfairly. Unfortunately,thesocietyinwhichwelivedoesnottreateveryonefairly.Oursocietydoestreatpeople differentlybaseduponhowtheylook,howmuchmoneytheymake,andwhattypeofjobtheyhave.So, becauseIwanteveryonetobeabletoimprovetheirlivesinanyenvironmentthattheyhappentobein, Ihavedevelopedthisdisguisedhypnosissystem. Youwillbeabletotakecontrolofreallifesituationssothatthesocietiesaroundyouwillcollapsetheir realitiesintoyourrealitiesandseeyouthewaythatyouwanttobeseensothatyouwillbetreatedthe wayyouwanttobetreated.Disguisedhypnosisisoneofthefewsystemsofpersuasionavailablethat canhelpanyoneanytime. Whatifyoucouldlearnhowtousedisguisedhypnosisinsuchawaythatallofyoursocialinteractions improved?Whatifyoucouldmakethegatekeepersyourfriendssothattheywerealwayswillingto openthedoorsforyou?Whatifyoucouldunderstandhumanbehaviorsopowerfullythatyoucould almostalwaysgetwhatyouwantedfromothers?Whatifyouwereabletoraiseyoursocialvalueinany environmentthatyouhappentobeinsothatyouarealwaysrespectedandtreatedfairly?
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Remember,disguisedhypnosisistheartofpersuasion,andpersuasionistheonlynecessarytoolthat salesforcesusetogetmoresalesandthatpeopleusetoattracttheoppositesex.Persuasionisalsothe toolthatpeopleusetoelevatetheirsocialstatusandtogetmoreofwhattheywantoutoflife. TrackFour Disguisedhypnosisiscommonineverydaylife,soletmegiveyouafewquickexamplesofdisguised hypnosisinaction:Imagineaverybeautifulwomanwalkingpastagroupofyoungmen. Now,eventhoughthesemenmaybebusyoreventhoughtheymightbeinthemiddleofaconversation ordoingsomethingimportant,theywillallmostlikelybeinasortoftranceasshewalksby. Theywouldbeattractedtoher.Theywouldbecurioustoher.Theywouldevenmostlikelybewillingto doherafavorifshewouldaskone,andifshedroppedsomethingthereisagoodchancethatthey mightstopeverythingthattheyweredoingsothattheycouldhelpherpickitup. Now,noticehowpersuasivethiswomanwasandnoticehowmuchattentionsheabsorbedwithout evensayingawordtoanyoftheyoungmen.Andyeteventhoughshedidntsayonehypnoticwordto them,theyallhadahypnoticexperienceastheywentintoatypeofhypnotictrance. Now,justlikeabeautifulwomandoesntneedtosayanythingtoputpeopleintoatrance,soalso Disguisedhypnosisdoesntneedspecificwordsorhypnoticphrasestocreateatrance,andthisisoneof themainreasonswhyitishypnosisindisguise. OtherexamplesofDisguisedHypnosisarewhenonepublicspeakeriscontrollingacrowdofthousands ofpeoplethroughbothverbalandnonverballanguage. Orwhenanunattractivemanissurroundedbybeautifulwomenatanightclub Orwhenafootballteamisgroupedupinacirclepsychingthemselvesoutforthebiggameaheadof them
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Orwhenanordinarypersonbecomesaworldleadereventhoughtheoddsweretotallyagainstthis personeverattaininganyformofgreatness Now,theseareonlyafewexamplesofDisguisedHypnosis,butanytimeyourewitnessing poweranytimeyourwitnessingsocialstrategyorcharismaandanytimeyouarewitnessingthe varietiesofsuccessthathappentohumanbeingsasaresultoftheirskilltoinfluenceandpersuade otherhumanbeingsyouarewitnessingDisguisedHypnosis. TrackFive Now,thisdisguisedhypnosisprogramisalsoanononsensepersuasionsystem.Thismeansthatyouare goingtolearnreliableprinciplesandtechniquesthatarepracticalandthatworkinreallifesituations. Youarenotgoingtolearnaboutquestionablestrategiesthataredifficulttolearnanddifficulttoput intoaction.Youwillinsteadlearntimelessstrategies,principles,andsystemsthathavebeenusedfor centuriestoeffectivelypersuadepeople. Andbecausetheartofpersuasionandtheartofacquiringpowercanbelikenedtoagame,itis necessaryforsomepeopletowinatthisgameasmuchasitisnecessaryforotherpeopletolose. Forexample,inorderforsomeonetogetelectedintoapoliticalofficesothattheywintheelection, theremustalsobeotherpeoplewhoarenotelectedintothispoliticalofficesothattheylosethe election.So,inorderfortheretobewinnerstheremustalsobelosers. ThereasonwhyIamtellingyouthisisbecausethroughoutthisprogramIrefertowaysinwhichyoucan defeatyouropponents.Thisissimplythewaypersuasionis,theartofpersuasionisagameanditsfar tooimportantofagametotakeseriously.Sodontworryabouthavingenemiesoraboutfacingthe realitythatenemiesinyourlifemayactuallyexist.
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ThewordenemyisderivedfromtheGreeklanguage,andsimplymeans,Notafriend.Youwillbefar betteroffacknowledgingthatthesepeopleexistsothatyoucanidentifythemandbegintodefeat them. Ifyouthinkthatyoudonthaveanyenemies,gooutandmakeacoupleofthemsothatyoucanbegin tocompeteinthepersuasionarea.Remember,persuasionisagame,andinorderforyoutoplaythis gameyoumusthaveopponentswhomyouareplayingagainst. Idontknowifyouropponentsaregoingtobeanunfairbossatyourworkplacewhowontgiveyouthe raiseyoudeserve.Idontknowifyouropponentsaregoingtobeyourcoworkerswhodonttreatyou fairlyandwhogossipbehindyourbackatwork.Onlyyoucananswerwhoyouropponentsare. Now,becausethisDisguisedhypnosisprogramhasbeendefinedasanononsensepersuasionsystem,I wanttotellyouwhatthisprogramisforandwhatthisprogramisnotfor.Thisprogramisdesignedto giveyouleverageoveryouropponents. Thisprogramisdesignedtogiveyouasolidunderstandingofthepersuasionprocesssothatyouwillbe fullyequippedtogetwhatyouwantandsothatyouwillbeabletoobtainandsecureforyourselves betterjobs,abetterlife,andmorerespectinwhateversocialenvironmentsyouhappentobein. Sobecausethisprogramismorethancapableofequippingyoutopsychologicallydefeatyour opponents,thisprogramisalsoexcellentforhelpingyouwithcrisismanagementduringthetimeswhen thecrisissyoufacearedirectlytheresultsfromotherpeople. Thisprogramcanalsobelikenedtoapsychologicalmartialart,andjustlikeyouwouldntlearnamartial arttoharmyourfamilyandfriends,soalsothisprogramisnotdesignedtobeusedagainstthosewhom youlove. Insteadthispsychologicalmartialartwasdevelopedtodeliveryoufromtheschemesandunnecessary resistancesofotherpeople,sothatyoucanpreventyourselffrombeingdominatedbysomeoneelses will.
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Andasyouincreaseyourownsecurity,youwillalsosecurethepeaceandhappinessofthosearound youastheywillhaveyourwisdomandsuccessasasheltertotakerefugeinifandwhenthedifficult timescome.So,disguisedhypnosis,likeafirearmthatyouhavetherighttobear,isnottoharmthe householdbuttoprotectthehousehold. TrackSix Now,thisprogramdeviatesagreatdealfromthestatusquooftheotherhypnosisandpersuasion programsthatarecurrentlybeingcirculated,thismeansthatyouareabouttolearnoriginalcontent thatisnotanotherversionofthestatusquo.Thestatusquoinpersuasionrightnowistoteachpeople hypnoticlanguagepatternsthattheycanusetopersuadeotherpeoplesothattheycanmastertheart ofpersuasionandgetwhattheywant.Thestatusquowantstorelysolelyuponusinghypnosis conversationally,butIhavenointerestinpreservingthestatusquo. Insteadofteachingyouclinicalhypnoticlanguagepatternsandtechniquesthatyoucanusetopersuade people,Ihaveratherusedhypnoticlanguagetoteachyouabouttheartofpersuasion.ThismeansthatI havecombinedthewordsofpower,advancedhypnoticlanguagefoundations,powerloops,storytelling, extendedquotes,presuppositions,languagesofteners,hypnoticpersonalpower,andatonofother hypnoticlinguisticpatternsandtechniquesintotheconstructionofthesePracticalPersuasionSystems inordertoeffectivelycommunicatetoyouthetopicofpersuasiononbothconsciousandunconscious levels. Thismeansthatinsteadofusinghypnoticlanguageastheweaponwithwhichwepersuadeother people,hypnoticlanguagewillratherbethevehiclethatisusedtodeliverthisinformationandinsight thatpertainstothetopicofpersuasionsothatyouwilllearntheinformationinthisprogramquicklyand easilyandbeabletomasterthepersuasionprocess. So,whileitisntpracticaltobasetheentireartofpersuasionuponhypnoticlanguagepatterns,itis practicaltousehypnoticlanguagetoteachpeopleaboutwhatthepersuasionprocessisabout. Hypnosisisthemostadvancedformofcommunicationintheworld,andbyutilizingtheabsformula, hypnosisenablesustocommunicatevaluableinformationonbothconscienceandunconsciouslevels. TheABSformulasimplymeansthatweabsorbsomeonesattention,bypasstheircriticalfactor,and thenstimulatesomeonesunconsciousmindthroughsuggestions.ThisABSformulacanbewitnessedin anyformofDisguisedHypnosis,inthatDisguisedHypnosisalwayshastheABSformulabuiltintoit.This
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iswhydisguisedhypnosisiswitnessedinsomanydifferentfacetsoflifesuchaspublicspeaking, marriageandyouthcounseling,alongwithdatingandseductioncommunities. TrackSeven Now,becausesomestrategiesaremoreeffectivethanothersintheartofpersuasion,whatweneedto doisfocusuponwhatreallyworksandnotwasteourtimeandeffortontryingtodothingsthatdonot giveustheconsistentresultswearelookingfor. Ifwewantedto,wecouldlikentheartofpersuasiontoagameofchess,andinthegameofchessone ofthemostimportantthingstodoistocontrolthecenteroftheboard.Thismeansthat,althoughthere areseveralareasoftheboardwecouldcontrol,thatweareonlygoingtoworryaboutcontrollingthe partoftheboardthatmattersmost. So,howdowecontrolthecenteroftheboard?Wecontrolthecenteroftheboardbydoingtheleast amountofthingsthatwillgiveusthemostresults.Whenwecontrolthecenteroftheboard,weare beingpracticalandefficient.Now,themoretechniquesandinformationthatyoutrytolearnand memorize,themoreyouwillbeweigheddownonthebattlefield.So,intheartofpersuasion,lessis more. Anditreallydoesntmatterifyoureconsideringcelebrities,politicians,famouspublicspeakers,or anyonewhoissuccessfulandpowerful,becausenoneofthesepeopleareusingfancylanguagepatterns tomakethemselveswhotheyare. Insteadalltheyaredoingiseitheraccidentallyorintentionallytakingadvantageofafewpractical persuasionsystemsthatwork.Infacteventhemostpowerfulseductivecommunitiesdonotrely heavilyuponlanguagepatternsanymore. So,likethosewhohavealreadyhadsuccessandlikethosewhoarecurrentlyenjoyingsuccess,wealso willkeepourfocusonthecenteroftheboardbylearninghowtounderstandandputintopracticethose thingsthatwilltrulybenefitus. TrackEight
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Now,Idliketosharesometerminologywithyouthatwillsortofwarmyouupalittlebittosomeofthe thingsyouareabouttolearn.Thesetermswillgiveyoumoreinsightasthesessionsofthisprogram continueandcanbeworkedinwitheverythingyouareabouttolearn:Thetermsareprevention,chain cycles,theexchangingprocess,socialvalue,andreverseorder. Now,letstalkabouttheprincipleofprevention.Yousee,manyprogramstellyoutheimportanceof gettingoutofjamsandsituations,buttheynevertellyoutheimportanceofnotgettingintothesejams andsituationsinthefirstplace. Itissortliketeachingsomeonetolearnhowtoescapefromastraightjacket,whenitwouldbefar bettertoteachthemtolearnhowtoavoidgettingputintoastraightjacketinthefirstplace.Now,this ideaofpreventionbringsupanotherimportantpointthatIneedtomake,becausetherearesome situationsandpositionsthatyoucannotpersuadeyourwayoutof,andthisiswhyitisnecessaryto understandtheimportancethatliesbehindtheprincipleofpreventionatthebeginningofthisprogram. Thismeansthatyouwillnotbeabletopersuadesomeoneifyouhavetreatedthatpersonsoharshly andleftthemwithsomanyscarsthattheydontwantanythingtodowithyouanymore.Now,attimes wemustmakesacrificesduringthepersuasionprocess,butifyouneedtocomebacktoapersonthat wasonyourpersuasionchaintopersuadethemagain,thenyoudontwanttomakeitdifficulton yourselfbyleavingthatpersonscarred. Sofromyourstartingpointsthinkaboutprevention.Thinkabouthowyoucanpreventyourselffrom puttingyourselfintoasituationwhereitwillbenearlyimpossibleforyoutogetthroughtosomebody. Alotofpeoplestudypersuasiontogettheiroldgirlfriendsbackwhotheyhaveleftdeeplyscarredor hurt,ortheystudypersuasionwiththehopesoffixingvirtuallyunfixablesituations.Now,Imnotsaying thatbadsituationscannotbefixed,butthattheyaremuchmoredifficulttofixandthattheymaynotbe abletobefixed. ThisiswhyfromnowonIwantyoutobegintointegratetheideaofpreventingyourselffromtheneed offightinguphillbattlesthatyouaremostlikelytolose.Theideaofmasteringtheartofpersuasionis notonlytobeabletofixtheproblemsthataretheresultofpoorsocialskills,butalsotobeabletouse persuasiontostopalotoftheseproblemsfromeveremerginginthefirstplacesothatyouwillnever havetoworryaboutfixingthem.
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Now,inordertodothis,oneofourmainfocusesmustbeonhumanbehavior,becausehumansarethe gatekeepers.Ifyoucanpersuadethegatekeeperstoopendoorsforyou,thenyoucangoinandout whereveryouwishandlivethetypeoflifethatyouwanttolive.So,regardlessofwhateverelsewemay study,wemustfocusuponhowtopersuadethegatekeeperstoopendoorsforus. Wemustalsoconsiderwhothegatekeepersarealliedwithbytakingintoconsiderationtheother groupsandindividualsthattheyareconnectedto,becausebytakingintoconsiderationwhothe gatekeepersareconnectedto,wewillhaveseveraldifferentroutesintotheirmindsthiswaysothatwe caninfluencethemtonotonlyopendoorsforusbutalsotoclosedoorsonotherpeoplewhoare competingagainstus. Now,ifwemakethegatekeepersangrywithus,wewillbefightinganuphillbattle,andthisiswhywe mustfocusuponpreventioninordertopreventthisfromhappening. TrackNine Thenextprincipleinvolvestheideaofchaincycles.Chaincyclesrepresentthevarioussocialinteractions thatareinvolvedinaparticularsocialprocess. Asocialprocesssimplymeansthatassoonasanysetofsocialinteractionsbegins,thataprocesshas begun.Now,whatisimportantforyoutoknowaboutprocessesisthatyoucannotpersuadepeople withoutthem. Achaincycleenablesustolookateachrelationshiporprocessofsocialinteractionswithinthat relationshipasachain.Therearethebeginninglinksofthechain,themiddlelinksofthechain,andthe endlinksofthechain.So,webeginthesocialinteraction,wemaintainthesocialinteractionsand transitionthem,andthenweclosethesocialinteractions. Now,eachtimeyoucompleteonechaincycleyoucanmoveontoafreshchaincyclethenexttimeyou communicatewiththatpersonwhichwillhavenewpossibilitiesthattheoldchaincycledidnthave.So, chaincycleleadstochaincycle.
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Youdonotneedtotrytodoallofyourworkononechaincycleandjustasyoucancreatechaincycles towardsabetterrelationshipwithsomeone,thatyoucanalsocreatechaincyclestowardsaworse relationshipwithaperson. Soifyouwanttodevelopapositiverelationshipwithsomeonewhomyoucanintegratewithyour persuasionprocesses,makesurethatyouarerespectingeachlinkonthechaincycleandthatyouare usingthechaincyclesthatyouhaveavailabletotransitionintomorepowerfulchaincyclessothatas thesocialprocesscontinuesyouwillhavemuchmoreleveragetobepersuasiveinthatrelationship. Now,itsOkifyoudontunderstandexactlywhereImcomingfromrightnow.Whatisimportantisthat youbegintolookatpersuasionasaprocessandnotsomethingthathappensinstantly.Itisforthis reasonthatwemusttakeintoaccountsomanydifferentanglesandapproachesthatwecanuseto beginprocessesthatwilleventuallygiveusmoreofwhatwewant. Now,afterweestablishoneprocess,wecanusethisprocesstocreatemoreprocess.WhatIhavejust toldyouisreferredtoastheexchangingprocess.Letmegiveyouabriefexampleoftheexchanging process:Letsassumethatyouhavebeguntotalkwithsomeoneatyourworkplaceonafrequentbasis. Well,whenthishappensyouhavenowestablishedprocess,andyoucanusethisprocessoftalkingat worktoexchangephonenumberssothatyoubeginanotherprocessoftalkingregularlyonthe telephone. Andthenyoucanusethisprocessofhavingconversationsonthetelephonetogoingoutondates.Then, youusetheprocessofdatinginpublicplacestocreateanotherprocessofdatinginprivateplaces,and thenyoucanusethisprocesstocreateotherprocesses. TrackTen Now,thiswasoneofmanyexamplesoftheexchangingprocessinaction.Butnoticehowoneprocess createdtheotherprocesses,andimaginehoweachchaincyclewasusedtocreatemorechaincycles. Now,thereisanothervariationinwhichtheexchangingprocessisusedthatinvolvestheexchangingof socialvalue.
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ButbeforeItellyoualittlebitaboutthis,letmefirsttellyouwhatImeanbysocialvalue.Socialvalueis valuethatisattributedtoyoubyotherpeopleinanysocialenvironment.So,themoresocialvaluethat youhave,theeasieritwillbeforyoutopersuadepeople. Themoresocialvalueyouhave,thelessresistanceyouwillencounterfromotherpeople.Now,there aremanywaystoaddsocialvaluetoyourselfthatIwilltalkaboutwithyouthroughthisprogram.But whatdidImeanwhenItoldyouaboutusingtheexchangingprocesstoexchangesocialvalue? Well,assoonasyouhavesocialvalueinoneenvironment,youcanexchangethesocialvaluethatyou haveforsocialvalueinotherenvironments.Anexampleofthiswouldbewhenapoliceofficerentersa fortune500companytoasksomequestions. Now,theveryfactthepoliceofficerhassocialvalueinthepoliceforcewillcausealmosteveryonewho hetalkstointhisfortune500companytotreathimwithanunusualamountofrespecteventhough hehasabsolutelynorankwhatsoeverinthisfortune500company. Now,Irealizemanyofyoumaynotbepoliceofficers,andthatsfine.ThepointIammakingisthat socialvaluecanbeexchanged,andIwillelaborateonthisfurtherastheprogramcontinues.Fornow justbeawarethatsocialvaluedoesexistandthatwecanuseitinourownlivestomakethepersuasion processmucheasier. Socialvalueisexactlywhatmakescelebritiessoinfluentialthatpeoplewhotheydontevenknowfallin lovewiththem.Itisbecausetheyhaveatremendousamountofsocialvalue. TrackEleven Okletstalkaboutaprincipleinthepersuasionprocessthatisknownasreverseorder.Reverseorderis alsocommonlyreferredtoinpersuasioncirclesasthecoinview,becausejustlikeonecoinhastwo entirelydifferentsides,soalsodoesreverseorder.
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Reverseorderiswhenyoutakethesamestrategyorprincipleandlookatitinadifferentwaysothat youcanuseitinadifferentwaytohelpyouinadifferentsituation.Thisissortoflikeflippingacoin.So, themainwayreverseorderworksistomakethesamethingdifferentsoyoucanuseitdifferently.In strategythisislikehowthesameswordthatkillsisthesameswordthatgiveslife.Itissimplyamatter ofswitchingourperspectiveofhowweunderstandandapplysomething. Reverseordercanalsoinvolvelookingatthecupashalffullorhalfempty.Ithinkthathowweseea personisoftenlikethis,asonceinawhileweseetheirstrengthsandonceinawhileweseetheir weaknesses. Indisguisedhypnosisreverseordercanmeanmanythings.IliketothinkofitasbeingformlesssothatI amabletoadapttoanysituationoreventbychangingthewayIseemyselfandthetechniquesIliketo apply. TrackTwelve OKletmetellyoualittlebitabouthowthisprogramandstructuredsothatyouknowwhattoexpect. EachsessionofthisprogramwillconsistofapretalkandacorrespondingCD.Thepretalksaresortofa foundationandintroductiontotheinformationthatwillbepresentedonthecorrespondingCD.There arefivesessionstotal,andabonussessionthatdealsdirectlywiththetopicofseduction. Insessiononewewillcovertheintroductiontothisprogramandthefoundationsofmacropersuasion. Sessiontwowilldealwiththetopicofgroupmanagementandwillimmerseyouwitheverythingyou needtoknowaboutthebenefitsofmanaginggroups,howgroupsoperate,andhowyoucanmake allianceswiththem. Sessionthreedealswiththeclasssystemsandhowtheycanbebreechedthroughthevariousformsof hypnoticpressure. Sessionfourdealsthoroughlywiththetopicofsocialstrategyandhowyoucanusestrategytoenhance thepowerofyoursocialinteractions,andsessionfivedealswiththetopicofpowerandhowyoucan acquiremorepowerthatwillenhanceyoursocialvalueinsocialsettings.
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Thebonussessiononseductionwillmakeadistinctionbetweenpickupandseduction,wewillalsotalk abouttheO.T.C.model,andIwillgooverwithyousomeoftheprimaryprinciplesoftheartofseduction thatarenotcoveredinotherprograms. Ihavealsoprovidedyouwithausersmanual.Theusersmanualwillhaveaphilosophicallesson correspondingtoeachsessiontoenhancethevaluethatyouwillgetfromeachsessionsaudioportion. Sotheusersmanualissomewhatofasidedishtothemaincourseyouwillbegettingthroughthe audios. Now,oneofthespecificgoalsIhadforthisprogramwastomakeitpracticalforyou.Ifinformationisnt simple,thenitisntpowerful. Eachoneofthesesessionsispartofthisprogramforareason,andthisentireprogramwasdesignedto giveyoutheawarenessandmentaltechnologythatyouneedtobeanexcellentpersuader. Now,throughoutthisprogramIuseasmanydiverseexamplesaspossibletohelpyouunderstandthe pointsIammaking.Itshouldgowithoutsayingthattheseexamplesarenotintendedtorepresentyour reallifesituations,theseexamplesweresimplyprovidedtohelpyouunderstandthematerialbetter. Byunderstandingthismaterialononelevel,youwillbeabletounderstanditonmultiplelevels,andas thishappensyouwilleasilybeabletocustomizeeachpieceofinformationsothatitfitsintoyourgoals andobjectivesastheyrelatetotheartofpersuasion. Well,wearecomingtotheendofthisfirstpretalkforthedisguisedhypnosishomestudyprogram.My nameisJonathanConradGroves,andIlookforwardtoseeingyouonthenextCD. TrackThirteen(Exit) Whatyouknowdetermineshowfaryoucangoandyouveallcomefromalongway,andyoustillhave alongjourneyaheadofyouasyoucontinuetogothroughtheselong,fascinatingterritoriesofhuman behavior.Andoncethetravelerhasfoundhiswayfortheveryfirsttime,itwillbefareasierforhimto findhiswaybackasecondtimeshouldheeverwishtoreturn,andbeingconstantlyacquaintedwithhis destination,hewillalwaysbeabletofindit.
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TrackOne(Open) ThisisthePracticalPersuasionsystemforsessionone.Anartcannotsurvivewithoutthebasics,which meansthatthebasicsareinmanywaysevenmorepowerfulthantheadvancedtechniques.Thebasics canbelikenedtoalittlematch,which,eventhoughitissmall,hasthepowertoigniteaverylargefire. TrackTwo Welcomeeveryone,tothefirstCDofthishomestudyprogram,entitled,DisguisedHypnosis,practical persuasionsystems.InthisCDIwillgooverwithyouthenutsandboltsofthepersuasionprocessso thatyoucanhaveanimmediateunderstandingofthenecessaryfoundationsofpersuasionandmind controlsothatyouwillalmosteffortlesslybeabletobuildpowerfulpersuasionprocessesuponthese foundationsatwill. Now,inthisCDwewillbegintodiscusssomeofthemostcuttingedgeframesthattheentireartof persuasioncanbebuiltinto.Someofthisfascinatinginformationwillbeaboutthemysteriesofthe groundandhowyoucanestablishandusethegroundsothatyoucanhostallofyoursocialinteractions onyourterms.Wewillalsotalkaboutthealliancegameandalsohowyoucanplaytheinsurancegame toconsistentlylogicallyoffsettheaggressionandresistanceofyouropponents. Then,wewilltalkabouttheviewcyclesandhowyoucanintegratethemintoyourpersuasionprocesses todoevenmorepowerfulthings.Finally,towardstheendofthisCD,wewilltalkaboutthenumberone mistakemanypersuasionartistsmake,andthenwewilltalkaboutsalvationhooksandabouthardfixes andsoftfixes. But,beforewedothat,letsbrieflytakeourselvesthroughaquickconfirmationcyclesothatwecan confirmtheimportanceofsomeofthecommonknowledgethatwealreadyknow. Wealreadyknowtheimportanceoflanguageandhowimportantitistosaytherightthingsattheright times.Wealreadyknowabouthowwecantellstoriestopersuadepeopleandtosendthemindirect messages.Mostofushavelearnedthepowerofstorytellingwhenwewerechildren,andmostofus weretaughtaschildrentosoftenourcommandsandrequestsothatwearelikelytogetthethingswe want.
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Manyofusarealsoalreadywellawareofthefactthatpeoplehavedifferentrepresentationalsystems, andthatdifferentpeoplecommunicatedifferentlyandthatbecausedifferentpeoplecommunicate differently,weneedtoaccessdifferentrepresentationalsystemsaswepersuadedifferentindividuals. Wealsoknowthepowerofmatchingandmirroringthebehaviorofotherpeople.Evenchildrenlearn thatpeoplearemorelikelytolikeotherpeoplewhoarelikethemselves,andthisisthereasonwhy childrendoeverythingintheirpowertofitinatschoolastheyimitatethosecrowdswhomtheywishto hangoutwith.So,weknowthatwemustadaptourselvestofitthedifferentpersonalitiesand preferencesofotherpeople. ThereasonwhyIammentioningthesethingsisbecausealmosteverytimewestudythetopicof persuasiontoday,wearetoldabouttheseexactsameprinciplesagainandagain.Buteventhoughthese principleshaveimportanceattachedtothem,theyhavebeenrepackagedandcirculatedinthe persuasioncommunityforyears. Thoseprincipleshavebecomecommonknowledge,sothereisnolongeraneedtorepeatthem. So,letusnotlayagainthoseelementaryfoundationsofpersuasion,notlayingagaintheimportanceof theuseoflanguageortheimportanceofmatchingandmirroringpeoplewhomwearetryingto persuade,andletusmoveontoperfectionandmoreadvancedapplicationsthatpertaintotheartof persuasion.Andthiswewilldoifthepersuasionprocesspermits. Thegameofpowerandpersuasiongoesfardeeperthantheuseoflanguage,becausewhatwedonot saycanevenbemuchmoreimportantthanwhatwearesaying. TrackThree Now,letsbegintoturnourfocustowardssomeimportantfoundationsinthepersuasionprocess.One ofthemostimportantfocusesisgoingtobetheground.WhatdoImeanbytheground?Well,inthe persuasionprocess,thegroundmeansthelocation,situation,andexperience.Asweconsiderthe location,consideryourownhouseholds,evenapowerfulpoliticianmustsubmittotherulesinyour household.So,eventhoughthepoliticianmayhavetonsofauthority,themomenthestepsinsideof yourhouse,heissubjecttoyourrules.
So,asapersuasionartist,youcanchangethelocationtoincreaseyourpower.Youcanalsochangethe locationtotakeawaypowerfromyouropponentssothatyoucanaddpowertoyourself.Andasyou changethelocation,youcantakeawaytheresistanceofpeoplebecauseyouhaveremovedthemfrom theirinitialboundariesthatwereempoweringthemtoresistyou. Now,asthesituationchanges,yourpowerchangesandsodoyouropportunities.Letsbrieflyconsider theseductioncommunitytoillustratethispoint:Ifamanapproachesawomanatanightclubwithagoal orientedframe(aframethatclearlyconveysthatheishittingonher)thenthissituationwilloftencause hertoraiseherdefensesandresisthim.But,ifheapproachesherindirectlyandbeginstoengageherin aconversationthatdoesnotappeargoaloriented,thenherdefenseswillbeloweredasthiswillcreate adifferentsituationthatwillenablehimtotransitiontheconversationtogenerateattractionbetween thematalaterpointintime. So,bycreatingtheappropriatesituationforeachcircumstanceyouarepersuadingin,youwilloptimize yourpowerandsoincreasethechancesofgettingwhatyouwant. Now,dependinguponwhatexperiencesarebeingexperiencedbythosewhomyouarepersuading,your powerwilleitherbeincreasedordecreased.Thisisaveryimportantfacttoconsider,becausebytaking advantageoftheproperexperienceandavoidingtheimproperexperience,youwillmultiplyyour leverageinthepersuasionprocessonehundredfold. Toillustratethis,considertheholidays.Assoonasitofficiallybecomesanewyearorassoonasthe firecrackersbegintogooffintheskytoinitiatethebeginningofanewholiday,aninvisibledooris openedforpersuasion.Timeandtimeagain,peoplewhohavebarelymetkisseachother,ortotal strangerswillgoaroundhuggingtotalstrangersandstartingconversationswithoutanyresistance whatsoever.Holidayshavebeensopowerfulthatcoupleswhohavehadbitterbreakupsendedup gettingbacktogetherovertheholidays. Thisisanexampleofhowtheexperiencecanbeusedtoyourbenefit.Butjustastheexperiencesthat otherpeopleareexperiencingcanbeusedforyou,theycanalsobeusedagainstyouifyouarenot careful.So,ifawomanhasrecentlyhadnegativeexperienceswithmen,thenyoumaywanttowaituntil sherecoversfromthoseexperiencesuntilyoutrytodeveloparelationshipwithher.
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Now,theexperiencedoesntneedtobeaholiday.Itcanbeanythingsuchasasongontheradiothat bringsbackoldmemoriesandstirsupoldemotions. So,inthepersuasionprocess,youmustalwaysconsidertheground,andbydoingsoyouaretakinginto accountthelocation,situation,andexperience. TrackFour Now,asweconsidertheground,letustakeintoaccountwhatareknownaselevatedpositions.An elevatedpositioniswheretheadvantagelies.So,ifyouareencounteringanopponentinthepersuasion processfromalowerposition,thenyouarelikelytolosethematch. Thismeansthatyoushouldalwaysfightyourbattlesofpsychologicalwarfareonyourterms.Neverfight accordingtoanyoneelsesterms.Fightwhenyouwanttofight,andwhereyouwanttofight. Whenacustomerfirststepsontoacarlot,theirdefensesmayberaisedsothatinthebeginningtheir limitationsaremostpowerfulandtheirgoalsandobjectivesareeasilymaintained.Butthelongerthey areonthecarlotandthemoresalesmenthecustomerencounters,thecustomerbeginstogetworn downandtheirboundariesstarttoweakenasthesalesforcebeginstochipawayatthecustomers initialbudgetandinitiallogicalconditionsthattheyfirststeppedontothecarlotwith. Then,afterthecustomerhasbeenworndownhourafterhouronthecarlot,whathappensistheir positionbeginstolowerasthecarsalesmantakestheelevatedpositioninthesocialinteraction.Andas itsooftenhappens,thecustomerendsupspendingmoremoneythantheyhadplannedonspending, andtheyredrivingacaroffthelotsoonerthantheyhadplannedonpurchasingacar. Now,thismaynothappeneachandeverytime,butithappensallofthetimeeverysingleday.Thisis oneofmanyclassicexampleswherethepersuasionprocesscanbelikenedtosortofaboxingmatch. Theboxerdoesntdarefightwithamorepowerfulopponent.Theboxerneverbrawlswithabrawler. Instead,theboxeravoidsfightingwiththemorepowerfulopponentdancingaroundtheringand wearingdownhisopponentwithalittlejab.
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Andthiscausesthebrawlertotireitcausesthebrawlertomakemistakesandtobecomedesperate. Andthemoremistakesthatthebrawlermakes,themoreopportunitytheboxerhasasthefight continues.Andthensomethingveryinterestinghappensinthefight,therolesswitch.Theboxerandthe brawlerchangepositions. Now,theboxerbecomestheaggressor,andthebrawlerbecomestheweakeropponentinthatmostof hisstrengthandstaminaisgone.Thebrawlersenergyhasbeenspent,sotheboxerassumesthe elevatedpositionandlaterwinsthefight. Likeinaboxingmatch,inpsychologicalwarfaretherolescanbeswitched.Thisisimportanttoconsider becauseeveryonewantstotrytocontroltheday.Everyonewantstocontrolthedaytime.Butwelose whenwetrytocontrolthedaywevealltriedtocontrolthedaybeforeandwevelost...becauseour opponentscontroltheday.Wecannotcontroltheday,butwecancontrolthenight. Now,therearegenerallytwotechniquesthatpowerfulpeopleusetoobtaintheelevatedposition,the firstisbycontrollingthegroundaswevealreadydiscussed,andthesecondmethodisbyattaching moralstoyourgoalsandobjectives.Byattachingmoralstoyourgoalsandobjectives,youaretakinga muchhighergroundthanyouwouldbetakinghadyounotattachedmoralstoyourobjectives. Thisschemeiscommonlyusedbycompaniesandsalesforces,whopromisetodonateapercentageof themoneyyouspendontheirproductsandservicesoncharities,anditisalsocommonlymanifestin politicalcampaignswherethepoliticianscontinuetointegratemoralsandethicsintotheirspeechesand propagandainorderforpeopletovoteforthem. Celebritiesalsohavebeguntoresorttothisstrategytoincreasetheirfameandtorecoverfrombad presstheyhavereceivedinthepastbyshiftingthepublicsattentionfromtheirmistakesand questionablelifestylestotheirgooddeedsandhighmorals. Thisschemeoftakingthehighgroundhasbeenoneofthedirtiesttypesofguerrillapsychological warfaretheworldhaseverseen. So,asyousecuretheelevatedpositionforyourselfinonearea,youwillfinditeasierforyoutosecure theelevatedpositionsforyourselvesinotherareasaswell,becausewhenpeoplebecomepowerfulin
oneenvironment,theirpowercausesthemtohaveleverageinotherenvironmentssothatmostoftheir workinthepersuasionprocesshasbeenautomaticallycutoutforthem. TrackFive Now,therearetwogamesthatyouneedtobeawareofasyouinitiatethepersuasionprocess:Thetwo gamesarethealliancegameandtheinsurancegame.Thealliancegameiswhenyoumakealliances withpeoplesothatyoucanusethemassteppingstonestoattaintheheightsofpower.Alliancesare extremelyimportant,becauseinthepersuasionprocesswhomyouknowisoftenmoreimportantthan whatyouknow.Thebetteryouareatplayingthealliancegame,thebetteryouwillbeatgettingwhat youwantoutoflife. Now,althoughIwilltalkalotmoreaboutthealliancegameasthisprogramcontinues,Iwanttotellyou afewimportantfactsaboutitsothatyoucanunderstanditmorefully.Thealliancegameinvolves breakingalliancesjustasmuchasitinvolvesmakingthem.Ifanalliancenolongersuitsyourbest interest,thenyoushouldbreakitsothatyoucanfocusyourattentionuponalliancesthataremore profitableforyoutonourish. Sometimesyoumustmakesecretalliancesbecauseitisnotinyourbestinterestforotheralliancesyou havealreadymadetoknowaboutthealliancesyouareintheprocessofmaking.Andothertimesyou mustmakeyouralliancespubicandsothatyoucanusethemasashieldtooffsetthepowerand aggressionofotherhostilegroups. Alliancesshouldbemadeintheworkplace,intheareasyoucurrentlyare,andkeyalliancesshouldalso bemadeinareasyouareabouttoenter.Thisway,whenyouenternewterritories,suchasbusiness territories,bookpublishingterritories,ortheterritoriesofsomeonesmind,youwillalreadyhave powerfulsupportfromthegatekeeperssothattheywillopenthedoorsforyouandyoucangoinand outwheneveryouwishwithoutanyoneresistingyou. Andevenifthereshouldbesomewhoresistyou,theiraggressionwillbenullifiedthroughthewise alliancesthatyouhavemade.Allianceswillbothprotectyouandmakelifeeasierforyou.But,justas allianceshavethepowertoprotectyou;alliancesalsohavethepowertoharmyou.Soifyouhavemade anyalliancesthataredoingyoumoreharmthangood,thenyoushoulddisposeofthem.
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Now,anotherphenomenonaboutthealliancegameisthatsomealliancesstartoutgoodbutendup bad,andthisiswhyyoumustalwayskeepaneyeonthealliancesyouhavemadesothatyoucanmake adjustmentswiththemordisposeofthemasnecessityrequires.Youralliancescanbewithentire groups,ortheycanbewithsingleindividuals.Whatmattersisthatyoumaketheappropriatealliances andthatyoubegintoconditionyouralliancesinsuchawaythattheyareconditionedtoserveyourbest interest. Asapersuasionartist,youarethepotter,andyouralliancesarelikeclay.Youshouldthereforeshape andmoldyouralliancesasbestaspossiblesothatyoucangetthemostoutofthem. Now,partofshapingyouralliancesmaybetrainingthemforcertaintaskssothattheycanassistyou better,oryoumayalsodecidetoshapeyouralliancesbygivingthemresourcesandvarioustypesof ammunitionsothattheycanhelpyoufightyourbattles. Ifyoucanconditionyouralliancesandnourishthemlikethis,youwillbelikeamastergeneralwhohasa multitudeofarmiesathisdisposal. Onlyinsteadofhavingarmiestohelpyoufightphysicalbattles,youwillhavearmiestohelpyoufight psychologicalbattles.Thiswillenableyoutobemorepowerfulatyourworkplace,itwillenableyouto buildpowerfulbusinessesandmultimilliondollarenterprises,anditwillenableyoutoeasilyenterthe publishingindustry,musicindustry,oranyindustrythatyouchosetomakeimportantalliancesin. Now,oneimportantalliancewillopenthedoorsforyoutomakeanevenmoreimportantalliance.So, thealliancesthatyoumakewillhaveadominoeffect.Butyoualsoneedtorememberthatthedomino effectalsowillapplywhenyoudisposeofanalliance.Whenyoubreakanalliancewithsomeone,you alsoeitherbreakorweakenyouralliancesthatarealliedwiththeallianceyouhavejustbroken. Youdonotonlyhavethepowertomakeorbreakalliances,butyoualsohavethepowertostrengthen orweakenthem.Aweakenedalliancecanbeworsethanhavingnoalliance,oraweakalliancecanbe juststrongenoughtoopenthedoorforyou.So,sometimesweakalliancesaredesirable,and sometimestheyarenotdesirable.
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Strongalliancesalsohaveweakness,becausethestrongeryouallianceis,themoreconsequencesthere maybeifyoubreakit.Strongalliancesalsooftenrequireyoutoinvestmoreofyourtimeandeffort into,andtheyoftenforbidyoutomakeallianceswithothers.Thisisusuallywhythesetypeofalliances aresopowerful,becausetheyareselfishanddonotallowotheralliancestobemadewithother individualsororganizations. Evenso,onestrongalliancecanbemorepowerfulthanonehundredweakalliances.Butifyoudohave strongalliancesthatforbidotheralliances,thenifyoudecidetomakeotheralliancesyoumustmake theminsecret. Now,onewaytogetaroundthisdifficultyofstrongalliancesistomakecrossalliances.Acrossalliance iswhenyoumakeanallianceoutsideoftheterritorythatyourstrongalliancepertainsto.Sofor example,ifyouhadapowerfulbusinesspartnershipalliancethatdiscouragedotheralliances,youare stillatlibertytomakeallianceswithotherindividualsandorganizationsthatarenotrelatedtoyour businesspartnership.Thiswillpreventyoufromhavingaconflictofinterest. TrackSix So,nowthatwevelaidalittlebitofcontexttothealliancegame,letsturnourattentiontowardsthe Insurancegameandtalkalittlebitaboutthis.Theinsurancegameinvolvestheinvisibleinsurancethat existsinthepersuasionprocess.Afterthisinvisibleinsuranceisacquiredbythepersuasionartist,the persuasionartistcanthenresorttoapersuasiontacticthatisknownaslogicaloffsetting. Logicaloffsettingiswhenyoulogicallyoffsetyouractions,flaws,ormistakes,byusingtheactions,flaws, ormistakesofsomeoneelseasinsurance.LetmegiveyouanexampleofwhatImean:Imaginethata childwhohasparentswhosmokegetscaughtsmoking.Well,eventhoughthechildgetscaught smoking,thechildcanstillremindhisparentsthattheysmokeandthattheyalsotriedcigarettesbefore theywereoldenoughtosmoke. Now,eventhoughthismaynotgetthechildoffScottfree,itstillmaysomewhatbufferthedisciplinary actionsthattheparentshanddownbecausetheparentshavebeenlogicallyoffset.
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Anotherexampleoflogicaloffsettingiswhensomeonewhoisinalongtermrelationshipgetscaught cheating.Now,letsassumethatthecheatergetsforgivenandthecoupleworksthingsout.Butthen, monthsoryearslater,theotherpersonintherelationshipgetscaughtcheating. Well,thispersoncanlogicallyoffsetwhattheyhavedonebecausetheycanremindtheotherperson thattheyalsooncecheatedonthem.Thepersoncanthenusethehistoricmistakethattheother personhasmadeasinsurancetocoverthemwhentheymakeamistake. Afinalexampleoflogicaloffsettingiswhenapersoninarelationshiphasaflawthattheydontwant theotherpersontoknowabout.Butassoonastheydiscoveraflawintheotherperson,theyareno longerashamedtorevealtheirflawbecausetheycanlogicallyoffsetitbypointingouttheflawofthe otherperson. Now,thesearesomebasicexamplesofplayingtheinsurancegametouselogicaloffsetting.Butthe moreyouforgivepeopleanddofavorsfortheminthepersuasionprocess,themoreinsuranceyouwill collectandthemoreyoucanlogicallyoffsetanythingyouwanttologicallyoffset. Youcanalsoacquiresomuchinsurancethatyoucangetpeopletogooutoftheirwayforyou,because iftheyweretoobjecttodoingyouanyfavors,youcanlogicallyoffsettheirobjectionsbyreminding themofeverythingyoudidforthem. Themoreinsuranceyouhave,themoreinsuranceyouwillbeabletoacquire.Yoursuccessand achievementscanalsobecomeinsuranceforyou,andthiswillintimegiveyouapowerfulreputation thatwillbeaninsuranceblanketthatyoucanusetologicallyoffsetanyresistanceorobjectionsthatyou mayencounter. Theinsurancegameisplayedbycorporations,politicians,celebrities,andpeoplewhoareauthority figures.Andsincethosewhoarepowerfulunknowinglyplaythisinsurancegamebyaccident,a persuasionartistshouldplayitintentionallyasfrequentlyaspossible,becausethemoreinsuranceyou have,themoredamagecontrolyouwillbeabletoperformifyouneeditandthemoreleverageyouwill haveinyoursocialinteractions.
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Now,anotherthingthatyouneedtoconsiderabouttheinsurancegameisthatyouropponentswillalso beplayingittoo.Eachtimeoneofthemdoesyouafavoratwork,eachtimeyourbosscutsyousome slack,andeachtimeyouentrustsomeonewithprivateinformationaboutyourself,youaregiving someoneinsurancethattheycanlateruseagainstyouthroughthevariousformsoflogicaloffsetting. Now,althoughyouwanttobecarefulabouthowmuchinsuranceyouropponentshave,therearetimes whenyouneedtogivetheminsurancesothattheywillgiveyouinsurance.Thisispartofthe exchangingprocessthatIspoketoyouaboutinthepretalkforthissession. So,youcanplaytheinsurancegameinwaysthatbuildrelationshipsandcreatetrust. TrackSeven Now,somethingelsethatisveryimportanttoconsideraboutthepersuasionprocessiswhatisknown astheviewcycle.Theviewcycleishowpeoplecontinuetoseeyoudifferentlysothattheykeep changingtheirmindsaboutyou. Abasicexampleoftheviewcycleiswhenyoufirstmeetsomeoneandyouarenotattractedtothem, butthenyoumeetthemasecondtimeandyoufindthemattractive.Oryoumayevenknowaperson forweeksormonthsandnotbeattractedtothatpersoninanyway,butthenthispersonchanges somethingaboutthemselvesoryouhaveauniqueexperiencewiththispersonandallofthesuddenyou findthemattractive. ThisisanexampleofwhatImeanbytheviewcycle.Itsacycleofhowpeopleperceiveandviewother people.Now,thereasonwhytheviewcycleissoimportantisbecauseyoudonotneedtodominatethe viewcycleuntilitmatters.Thismeansthatbecauseyouknowpeoplesopinionsandviewsaresubjectto change,youdonotwanttheadvantageoftheviewcycleuntiltheadvantagematters. So,forexample,ifyouwereatapartyandyoumetanattractivepersonoftheoppositesexwhowasat thepartywithsomeoneelse,whatgoodwillitdoforyoutowintheviewcyclewhenthispersoniswith someoneelse?Ifyouwintheviewcycleinthebeginning,thenwhatwillhappenisyouwillwastethe freshpoweroftheviewcyclethenexttimethispersonseesyou.
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So,evenifyoubumpintothispersonagainsomewhereelsesothatthetwoofyouarealone,this personhasbuiltuptolerancetothefirstviewcyclewhentheyfoundyouattractiveandthiswillcause anotherviewcycletooccurthatwillnotbeaspowerfulasthefirstviewcyclethattheyhaverecovered from. So,thetrickistoacceptanegativeviewcyclewhenthecircumstancesarenegativetoo.Thiswillenable youtochangeapersonsviewcycletoapositiveviewcyclewhenthecircumstancesarepositive. Peopletireofcelebritiesbecausetheviewcyclechanges.Andthisiswhycelebritiesarealwayschanging theirappearancessothattheycancontinuetodominatetheviewcycle.Likewise,inthepersuasion process,peoplewilltireofoneviewcyclethattheyhaveofyouandwillinstinctivelycreateotherview cyclesofhowtheyseeyouandwhattheiropinionofyouis. So,asapersuasionartist,becauseyouknowthattheviewcyclechanges,youcandominatethem. Iknowamanintheseductioncommunitywhowillnotallowawomantobeattractedtohimuntilthe circumstancesarecongruentwiththeviewcyclehewants.Thereasonwhyhedoesthisisbecausehe believesthatifsheexperiencesattractiontohimduringatimewhenshecannotactonthisattraction, thatshewillrecoverfromtheattractionandchangeherviewcycleofhimsothatsheunconsciously beginstotrainherselftoseehimasunattractive. So,hesimplysuspendsherviewcycleuntiltheappropriateandopportunetime.Thisway,whenthe appropriatecircumstancesareborn,hecanuseafreshandpowerfulviewcycletobuildarelationship withher. Now,thisalsomeansthatwhentherearepeoplewhodontlikeyoubutwhodontknowmuchabout you,thattheirviewcycleissubjecttodecay.Peopletireoftheirviewcycles,sothismeansthatpeople whodontlikeyoubecauseoftheirviewcyclecanbetheperfectcandidatestomagicallyturnintoyour friendsandsupporters. Itisdifficultforpeopletokeeptheirsameviewcycleofyouwhentheyhavenewinformationaboutyou toprocess.Thisiswhymanyofyouhaveoncehadasecretcrushonsomeonewhomyouvenevermet, butassoonasyoumetthatpersonyounolongerhadthesamefeelingsforthem.
Thisisbecausetheviewcyclechanges.Yourjobasapersuasionartistittoimitatethecelebrityand changepeoplesviewcyclesbycontinuallyreinventingyourself.Themoreeffectivelythatyoucan reinventyourself,thelongeryoucandominatetheviewcycle.Thelongeryoucandominatetheview cycle,thelongeryoucanstayontop. So,ashrewdpersuasionartistoughtalwaystobehavelikethechameleonsothatyoucancontinually changeandrearrangeyourselftodominatetheviewcyclesofotherpeople. TrackEight Ok...Letstalkalittlebitaboutwhatyoushouldntdoasapersuasionartist,becauseinthepersuasion processwhatyoudonotpracticeisequallyimportantaswhatyoudopractice. Oneofthemajormistakesthatmanypeoplemakeinthepersuasionprocessisthattheytrytofix everything.Andwhatoftenhappenswhenyoutrytofixthingsisthatyoumakethemworse. So,ifyoumakeamistakewhileyouarespeakingunlessitisaterriblemistake,donotbotherfixingit. Allyouwilldoisdrawmoreattentiontoyourmistakeswhenyoutrytofixthem. Ifyoumakeminormistakesinrelationships,atwork,orinasalesprocess,donottrytofixthem.You willonlymakethesituationmuchworse.Powerfulpeopledonotdrawattentiontotheirflawsand mistakes.Wedonoteverapologizeforourselves,becausebyapologizingforourweaknessesandsmall mistakesweloweroursocialvalueandmakeourselveslookweak. Whenyoumakeyourselflookweak,youareinterferingwithyourviewcycles. Powerfulpeopleknowthateveryonemakesmistakesandthateveryonehasweaknessesandflaws.So, ifeveryonemakesmistakesandhasweaknesses,whyshouldyouapologizeforbeinganormalhuman beingwhomakesmistakesjustlikeeveryoneelsedoes?
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Now,likealmosteverythingelseinlife,thereisanexceptiontothisrule.Ifyoumakeamajormistake, thenyouneedtofixitimmediately.Thesoonerthatyoufixyourmajormistakes,thelesslikelytheyare tobringyoutoruin. Youcanconsideramajormistakelikeastainonawhiteshirt,ifyoustopwhatyouredoinganddeal withthestainwhilstitsstillfresh,thenyouhaveagoodchancethatyouwillbeabletobleachthestain out.But,ifyoudontdealwiththestainimmediately,thenthestainislikelytoruintheshirtandbe permanent. So,asarule,youshouldntwasteyourtimefixingthesmallthings.Neverapologizeorsayyouresorry unlessyoureallyneedto.Youwillloweryourposition.Ontheotherhand,ifyouvereallymadeabig mistake,thenyoushouldfixitquickly. Now,inthepersuasionprocess,whenyoudoneedtofixamistake,thefixingstrategiesarecalled salvationhooks.Salvationhooksconsistofsoftfixesandhardfixes. Asoftfixissomethingthatyoudobeforeanyonerealizesthatyouvemadeamistakeitisthemost coverttypeoffixingbecauseasoftfixenablesyoutofixyourproblemssecretlywithoutanyone knowingthatyouarefixingthem.Softfixescanalsobeusedtofixyourminormistakesifyouwanttofix them,andyoucanalsousesoftfixestofixproblemsthatyouforeseeinthefuture.So,asoftfixcanbe initiatedtodaytofixproblemsyoupredictarelikelytooccurinthefuture. Ahardfix,ontheotherhand,isdoneopenlyandpeoplewillknowthatyouareattemptingtoperform damagecontrol.Now,althoughyouhavethepowertouseyoursalvationhookstoprotectyouandto bailyououtofmistakes,dontbotherusingthemunlessyoureallyneedthem,becauseeverytimeyou fixanything,youriskmakingtheproblemworse.So,unlesssomethinginoneofyourpersuasion processesisreallyreallybrokedonttrytofixit. TrackNine Well,wearecomingtotheendofthisCD.InthisCDwetalkedabouttheimportanceofthegroundand thedifferenttypesofgroundtherewere,wetalkedaboutelevatedpositionsandsomewaysyoucan establishthem.Andwetalkedaboutthealliancegameandtheinsurancegame,alongwithsome
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principlesthatyoucanintegratewiththesetwogamestogetthemostoftheminorderforyouto understandthemfully. Wealsotalkedabouttheviewcycleandtheimportanceofdominatingtheviewcyclewhenthe circumstanceswerecongruentwithit.Then,wetalkedaboutthedangersoffixing,andwetalkedabout salvationhooksandwhatahardfixandasoftfixwere. TrackTen(Exit) Youknow,sometimesthebasicsreallyarentthatbasicafterallasyouconsiderthem.Perhapsitsthe otherwayaroundmaybethebasicsaretheadvancedandtheadvancedarethebasics.Whoreally knowsIguessitalldependsuponhowyoulookatituponthereverseorderofthings.
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TrackOne(Open) Welcometosessiontwo.Inthissessionwewillcreateachaincyclethatwilllinkthepowerofmanaging individualsthroughrelationshipcyclestothepowerofmanaginggroups.Anindividualandagroupare thesamething.inthesamewaythatanarmyandageneralarethesamething. TrackTwo WelcometoDisguisedHypnosis,thisisthepretalkforsessiontwo.Inthissessionwewilldiscusssome powerfulprinciplesandprocessesthatpertaintothetopicofgroupmanagement.But,becausethe entranceintoanygroupistheindividualsthatthegroupconsistsof,itisfirstnecessarytounderstand thebuildingblocksofrelationshipsthatexistbetweenindividualssothatyoucanhavemorecontrol overyourrelationshipsinsuchawaythatyoucanenrichthem,multiplythem,anddominatethemat will. Now,relationshipsarewhatmakepersuasionpossible,becausearelationshipsisthefoundationupon whichsocialinteractionscanoccur,andthisiswhyitisimportantforyoutobeabletodevelopthe abilitytocreaterelationshipssothattheserelationshipsgrowanddevelopinsuchawaythatyoucan getexactlywhatyouwantfromthem. NoticehowIsaidthatyoucancreaterelationshipsandcausethemtogrow,becauseinthepersuasion processnothingshouldbelefttochance.Asyouconsistentlyareabletomanageyourrelationshipslike this,youwillalsodeveloptheskilltomanagegroups. Now,inlaymansterms,relationshipscanbecreatedandcultivatedthroughsteppingstonesthatare knownasrelationshipcycles.Relationshipcyclesarethebuildingblocksofsocialinteractionsthat changethestatusoftherelationshipsothateitherappreciationordepreciationwithinthatrelationship mayoccur. Arelationshipcycleisalsoaprocessthatisconstantlybeingrepeatedinarelationship,andbecausea relationshipcycleisaprocess,italsoconsistsofbuildingblocksthatarecalledpersonalityshifts. Personalityshiftsaresmallstepstowardsarelationshipcycle,andbyrepeatingthesesmallsequences,a newrelationshipcycleisborn.
Now,asmanyofyouwillhavealreadynoticed,therelationshipsthatexistbetweenpeoplearealways changing.Peoplewhowereoncebestfriendsarenotbestfriendsanymore.Peoplewhowereonce enemiesarenotenemiesanymore,andpeoplewhowereoncenotdatinghavedecidedtostartdating. Relationshipsarealwayschangingandtheyarealwayssubjecttodecay.Thismeansthatrelationship cyclesarealwaysdyingandtheyarealwaysbeingreborn,anditalsomeansthatwearealwaysmaking miniatureshiftsinourrelationshipsthatarechangingwhoweareinarelationshipandwhatweare willingtodoinarelationship. Personalityshiftscanbepositiveornegative.Positivepersonalityshiftsmoverelationshipstowards appreciation,andnegativepersonalityshiftsmovearelationshiptowardsdepreciation.Thismeansthat relationshipcyclescanbeprogressive,regressive,orstagnant. Progressiverelationshipcyclescauserelationshipstogrow,regressiverelationshipcyclescause relationshipstodeteriorate,andstagnantrelationshipcyclescauserelationshipstoremaininthesame condition. Thismeansthateverythingthathappensinanyrelationshipisaresultofpersuasion.Whenpeopleget marriedorwhenpeoplegetdivorced,persuasionwasinvolved.Whenpeopledecidetostaymarried, persuasionisinvolved. Relationshipcyclesandthepersonalityshiftsthatcreatethemhappenaccidentallyallofthetime.But, asapersuasionartist,youwillhavetheabilitytocreatethemintentionallyasoftenasyouwish. TrackThree Now,thereasonwhypeoplearenotwillingtogiveotherpeoplewhattheywantsometimesisbecause theyhavenotyetbeenbroughtintothepersuasionzone.Thepersuasionzoneoccurswhenenough positivepersonalityshiftsandprogressiverelationshipcycleshavebeencreatedtomoveapersonintoa psychologicalstateofmindwheretheyarewillingtogiveyouwhatyouwant. Itisnotlogicalforamanandawomantowalkaroundholdinghandsandtostartkissingeachother instantlywhentheyfirstmeet.Thisisbecauseofthelackofrelationshipcycles,andbecauseneitherthe
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womanorthemanhaveyetcomeintothepersuasionzoneinordertoenablethistypeofphysical contacttooccurintheirrelationship. Thissameruleappliesinsales,wherethesalesmanmustfirstraisethebuyingtemperaturebeforethe customerisreadytobuyanyproductsfromhim.So,thisstrangephenomenonwearedealingwithin thepersuasionprocessisthatpeoplewhooncewerenotwillingtogiveyouwhatyouwantlater becomewillingtogiveyouwhatyouwant. Thismeansthatwecanusepersonalityshiftsandrelationshipcyclesasacompasstochangepeoples mindsandtoinformusofwhereweareinthepersuasionzoneofthosewhomwearetryingto persuadeinarelationship. TrackFour Now,IamabouttogiveyouanexampleofeverythingIvetalkedaboutsofarinthispretalksothatyou canmentallydigestabasicmodelofpersonalityshiftsandrelationshipcyclesinactioninorderforyou togetafirmergrasponthesmalldetailsthatcanmakethebigthingshappeninarelationship. AsIvesaidtoyoubeforeIsayagain:Thisexampleisnotintendedtorepresentoneofyourreallife situations.Itisarealisticexample,however,butthesocialbehaviorthatwillbedescribedissubjectto differencesindifferentsituationsastheeventswouldbeexperiencedbydifferentpeople. Now,thisexamplewillgiveyouabasicoutlineofpersonalityshiftsandrelationshipcycles,andasthis examplecontinues,youwillnoticehoweachstepalongthewayopensuptherelationshiptonew growthandpossibilitiesthatdidntexistuntilthepreviousstepshadfirstbeentaken.
Letstakeahypotheticalsituationofamalebosswhoistheownerofhisowncompanyand putsanadinthepapertosolicitajobopeningforasecretary. So,awomancallsinabouttheadandsheandthebosshaveabriefchatandsetupatimefor thejobinterview.Well,assoonasajobinterviewhasbeenset,thisisthecompletionofone relationshipcycle.
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Therewerealsoafewminorpersonalityshifts:Considertheadthatwasplacedinthepaper (thisopensupthebossforbeinginfluencedbypeoplewhomhenormallywouldntbe influencedbysoitsashiftinhispersonalitythatsetshimupforpersuasion). Thesecretaryalsowasinfluencedbythead(herfirstpersonalityshift).Needlesstosaythere wereprobablyseveralminorpersonalityshiftsthroughoutthephonecalltheyhad:perhaps theychangedthetonalityorrhythmoftheirvoicesastheyspoketooneanother,orperhaps theywereabletomakeeachotherfeelcomfortable(thesewereallpersonalityshiftsthatwere createdbyrelationshipcyclenumberonesothatrelationshipcyclenumbertwocouldbeborn). Now,whenthebossandhispotentialsecretarymeetforthefirsttimefacetofacetheymeet onahigherstatusthantheyfirstdidwhentheyspokeonthetelephoneinthattheyhaveboth somewhatqualifiedeachother(thustheneedforanewrelationshipcycle). Thisrelationshipcyclehassomeminorandyetdistinctfeaturesfromthefirstrelationshipcycle. Thebossandthepotentialsecretarywhowereoncestrangersasthefirstrelationshipcycle wasinmotionnowhaveasocialagendafortheircurrentsocialinteraction. So,asrelationshipcyclenumbertwobeginstofunction,wecanassumethatnewpersonality shiftsarealsobeginningtofunctionaswell.Forexample,thebossmayfindthesecretary attractiveorintelligentevencharming,andthesecretarymayfindattributesofherbossthat shefindsattractiveoradmirableaswell. Andevenifshefindsnothingwhatsoeverattractiveabouthim,shestillisnowfacetofacewith anauthorityfigure.So,assheconsistentlyinteractswithhernewauthorityfigure,youcan imageallofthepersonalityshiftsthatareoccurringbeneaththesurfaceasshebecomes accustomedtointeractingwithherpotentialbossduringthisjobinterview.
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Now,letssaythebossdecidestohireher,soshegetsthejobandnowanewrelationship cycleisborn.Ithasnowbecomeofficialthatthismanandwomanhaveestablishedthe relationshipasbossandemployee.Thisnewstatusintheirrelationshipopensupthedoorfor evenmoregrowthanddevelopmenttooccurbetweenthem. So,letsgoamonthortwointothefutureandconsiderhowoftenthesetwoindividualswill communicatewithoneanother.Imaginehowshebecomesaccustomedtodoinghimfavors anddoingwhathesayswhilesheisatwork,andimaginehowhebecomesaccustomedto relyingonherperformance. Now,thisisnormalinaworkenvironment,butnowbecauseaprofessionalrelationshipexists betweenthem,thisprofessionalrelationshipalsohasthefueltoblossomintoothertypesof relationshipsaswell. Theremayormaynotbeattractionbetweenthematthispoint,butletsassumethattheyalso becomefriendsafterafewmonthsofworkingtogether.Itsnotuncommonforcoworkersto becomefriends,andifafriendshipweretodevelopinthisscenario,thenanotherrelationship cycleisborn. Now,aftertheyhavebeenfriendsforawhile,letssaythatenoughpersonalityshiftshave occurredbetweenthemthattheynowbegintodevelopfeelingsforoneanother.Hemayfeel likehedependsonher,andshemaybegintofeelverycomfortablearoundhim. Theymaybegintoopenuptoeachotherandsharepersonalinformationsothattheir relationshipsoonbecomesemotionallyintimate.Then,morepersonalityshiftsoccurbetween themthatinvolvesmallamountsofphysicalcontact(atapontheshoulderormaybeajoking slapontheleg). Anyway,allofthesepersonalityshiftscontinuetocreateprogressiverelationshipcyclestothe pointwherearelationshipcycleisbornwheretheybegintodateoneanotherandtobecome sexuallyintimatewithoneanother.
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Now,thedatingpersonalityshiftscreatenewrelationshipcycleswheretheyfinallyagreetoget marriedoneday. Now,letsgoyearsintotheirfutureasamarriedcoupleandassumethattheybegintohave maritalproblemsnowthosenegativepersonalityshiftsarecausingregressiverelationship cyclesthatarecausingthemarriagetodeteriorate. Afterenoughregressiverelationshipcycles,thecouplebeginstobecomeunhappyandtheir marriagebecomesalmostunbearable.Intime,providedtheseregressiverelationshipcyclesare notreversedbytakingcontroloverthenegativepersonalityshifts,theywillbefilingfor divorce. Then,afterbeingconfrontedwiththebitterrealityofadivorce,theybegintoengageinbattles atdivorcecourtsothattheybecomerivalsofoneanother.So,atfirstthesetwopeoplewere totalstrangers,andthentheybecamehusbandandwife,andthenintheendtheybecame bitterenemiesandstoppedspeakingsothattheyactedlikestrangersalloveragainonlythis timetherewashatredbetweenthem. TrackFive Nowthatweusedanexampletoenhanceourcomprehensionofhowrelationshipcyclesand personalityshiftsperforminarelationship,Iwanttopointoutsomeadditionalinformationto youaboutrelationshipcyclesaswekeepthisfictitiousexampleofthebossandsecretaryinour memory,becausetherearefiveevilnecessitiesthatweneedtokeepinmindwhenwearein theprocessofcreatingarelationshipcycle. Thefirstevilnecessityistime.Everythingthathappenedbetweenthebossandhissecretary didnthappenovernight.Ittooktimeforthemtogettoknowandtrusteachother,ittooktime forthemtobecomeattractedtooneanotherandtoactuponthisattraction,andittooktime forthemtobecomehostiletowardsoneanothersothattheyendedupfilingfordivorce.
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Thesecondevilnecessityiswork.Ittookworkandefforttobringthemtogether.Hadthere beennoworkoreffortontheirpart,therewouldhavebeennorelationshipbetweenthem. Now,thisisatimelessprinciplethatalwayspertainstotheartofpersuasion,because persuasionandtheartofinfluencingotherhumanbeingsrequireustotakeaction. Ifyouwillnotworktowinsomeonesfavor,thenyouwillseldomobtainanyonesfavor. Thethirdevilnecessityisrepetition.Repetitionwasinvolvedintheprocessofchange.This meansthateventhoughyourgoalmaybetochangethestatusofoneofyourrelationships, thatyoumustfirstrepeatthesameprocessesinordertocreatethepossibilityofnew processesreplacingtheoldprocesses. Youmustdothesamethingstomakedifferentthingshappen.Theprocessofregular conversationcanleadtotheprocessofholdinghands,theprocessofholdinghandscanleadto theprocessofhuggingandkissingandtheprocessesofhuggingandkissingcanleadtonew processes. Now,becauserelationshipschange,therepetitiousactsofarelationshiparesubjecttochange aswell.So,youshouldnotworryaboutmovingawayfromrepetition,insteadyoushould embracerepetitioninyourrelationshipsknowingthatrepetitioniswhatenablesomethingnew tohappen. Thefourthevilnecessityisdiscipline.Disciplinewasrequiredfortherelationshipcyclesto occur.Arelationshipislargelybaseduponroles.Andasyoudisciplineyourselfnottostep outsideoftheboundariesofanyofyourroles,youwillasarewardforyourfaithfulnessreceive newrolesintherelationshiptoplaythathavemorepotentialthanyourperviousroleshad.
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Noticehowthebossandsecretarycontinuedtoswitchrolesastheirrelationshipcontinuedto mature.Hadeitheroneofthemsteppedoutsideoftheirrolebeforeitwastime,thenthey wouldhaveruinedtheprocessesthatwerenecessaryfortheirrelationshiptogrow. So,youmustdisciplineyourselftoplayyourappropriaterolewiththosewhomyouare communicatingwith,andasyoudothisyouropportunitieswithpeoplewillchangeasyouwill begivenmorepowerfulrolestocommunicatewiththeminthefuture. Thefifthevilnecessityisexception.Therewereexceptionstotherules.Relationshipsalways haveboundaries,butastimegoeson,theseboundariesarereplacedwithnewboundaries. So,therulesbetweenthebossandhissecretaryweredifferentastheirroleschangedandtheir relationshipgrewintosomethingnewanddifferent.Relationshipschange,andastheychange sodotheirrules.Youmustunderstandthisinthepersuasionprocess,becauseassoonasthe ruleschangeyouareabletoviolatetheoldboundariesbecausetheyhavebecomeobsolete. Aclassicexampleofthisiswhenapersondoesntkissonafirstdate.Thisisarulethatyou mustabidebyatfirst,butafterthefirstdatethereareexceptionstothisrule.Afteranew relationshipcyclebeginsonadifferentdate,youhavetheopportunitytokissthisperson becausetheruleisnolongerineffectbecausethereisanexceptiontoit. Thekeyprincipletokeepinmindisthateventhoughthatpersonhasmadeitarulenottokiss onthefirstdatethatexceptionstotherulewereautomaticallybuiltintoitfromthebeginning. Now,asyoubeginsocialinteractions,maintainsocialinteractions,andfinishyoursocial interactionswithotherpeople,youwillnoticetheexceptionstotherulesandhowtherules change.Therulesarepowerfulinthebeginning,butafterawhiletheruleslosetheirpower becausetheboundariesthatthoserulesoncepertainedtonolongerexist.
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Andthemoreyougettoknowaperson,themoreexceptionstheywillmaketotheirownrules foryou.So,themoreyougettoknowpeople,themoreyouhavetheopportunitiestocontrol them. Theboundariesofapersonarefencedinwithhypocrisy.Thismeansthatbyintroducingnew information,experiences,events,andlocationsintoarelationship,thatyouwillconfusethe relationshipsboundariesbecauseassoonastherelationshipentersunknownandunforeseen territory,thereisnolongeralogicalfoundationfortheboundariestoremainupon. TrackSix So,untilnowwehavefocuseduponrelationshipsandthebuildingblocksthatwecanuseto enhanceourrelationships.Wehavealsotalkedaboutthefiveevilnecessitiesthatarepartof usingthesebuildingblockstoenhanceourrelationshipsinordertounderstandsomeofthe obstaclesthatwemayencounteraswecreaterelationshipcyclestoharnessmorepowerinour relationshipstogiveusmoreofthethingswewant. Now,eachrelationshipcyclethatyoucreatewillhaveitsownpersuasionzone,soforexample, thepersuasionzoneforrelationshipcyclenumberonemaybestrongenoughtoaskfora phonenumber,whilethepersuasionzoneofrelationshipcyclenumbertwomaybestrong enoughtogetthepersontogooutondateswithyou. Eachpersuasionzonehasitsownstrengthsandweaknesses,andwhatyouwilldoasa persuasionartistispiggybackfromonepersuasionzonetotheother,andbydoingsoyouwill increasethebenefitsandopportunitiesthatyouareabletoachievefromeachpersuasion zone. Now,youmustbringeachindividualwhomyouarepersuadingthroughtherelationshipcycles sothattheycomeintothepersuasionzoneeachtime.Sothisisntsomethingthatyouleaveto chance,thisisntsomethingthatyouarehopinghappensaccidentally.Rather,thisissomething thatyouarecreatingandcausingtohappen.
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Now,oneofthebestwaysyoucandothisistotaketheleadanddragyourselftowardsthe persuasionzoneofeachrelationshipcycle.Thisistheartofgoingfirst,andasyougofirstinto thepersuasionzone,otherswillfollowyouintothepersuasionzone. So,youmustbewillingtodragyourselfintopersuasionzonesinordertodragotherpeopleinto them.Ifyouarenotwillingtogointothepersuasionzoneyourself,thenhowcanyoupossibly leadapersonintothepersuasionzone? Now,onceagainweseehowrepetitionisinvolvedinthepersuasionprocess,becauseweare repeatingthesameprocessestocreatenewpersuasionzones.Andeachactofrepetitionis anotherbabysteptowardsbringingapersonintoanewroleintherelationship. Assoonasyouhavebroughtthepersonintotherightrole,allyouneedtodoismaintainthat rolewithstagnantrelationshipcyclesinordertokeepthatpersoninthisroleforhoweverlong youwantthemtobethere. So,thisgivesyoucompletecontroloveryourrelationships,inthatyoucanmovethemforward, backwards,oryoucankeepthemalmostexactlyhowtheyare. TrackSeven Well,nowthatwehavefocusedupontherelationshipsthatexistbetweentwopeople,weare nowabletotalkaboutthetypeofrelationshipthatexistsbetweenyouandagroup. Agroupofpeoplecanbelookedatasasingleindividual,andjustasasingleindividualhas differentparts,soalsodoesagrouphavedifferentparts. Yousee,eachoneofusisdivided.Partofuswantstoquitourjob,whilepartofuswantsto keepourjob.Partofuswantstogobacktoschool,whilepartofusdoesntwanttogobackto
school.Partofusmaywanttogetromanticallyinvolved,whilepartofusmaynotwanttoget romanticallyinvolved. Eventhoughwearesingleindividuals,wearedivided.Thisisexactlywhywedothingswe didntwanttodo.Theonlywaywecandosomethingthatwedidntwanttodoisbecausea partofusdiditwhiletherewereseveralotherpartsofusthatwishedwehadnotdoneit. So,agroupcanbelikenedtoasingleindividual.Andjustlikeyouonlyneedtoappealtoa certainpartofasingleindividualtogetthecooperationoftheentireindividual,soalsodoyou onlyneedtoformanalliancewithoneindividualinagrouptoacquirethecooperationofthe entiregroup. Agroupisneutralized,conquered,orrisenupthroughpartpatterns.Partpatternsareusedto isolatepiecesofthewhole,andbyisolatingpiecesofthegroup,youareabletocontrolthe wholegroup. Youcreatearelationshipwithanindividualwhoisamemberofagroup,andthenyoudeepen thisrelationshipthroughrelationshipcyclesandpersonalityshifts,andonceyouvegottenthat individualintothepersuasionzoneyoucanusethemasyourinstrumenttomanagethegroup. So,thegroupmanagementformulais:Firstestablisharelationshipwithanindividualina group,generaterelationshipcyclestodeepenthisrelationship,bringtherelationshipintothe persuasionzone,andtheninitiategroupmanagementstrategies. TrackEight(Exit) Acrowdofthousandsofpeopleroarsasifitwerethevoiceofasingleperson.Andyetthere areallthoseuniqueindividualsinthecrowdsayingdifferentthingsatdifferenttimes,butall youcanhearisonesoundthisisthemysteryofthegrouporchestrawhereallthosedifferent instrumentsandsoundsareallunitedtothesamemelody.Thegroupisone
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TrackOne(Open) Thisisthepracticalpersuasionsystemforsessiontwo.Thepersuasionprocessenablesyoutoplay severaldifferentrolesoneoftheserolesisthemastergeneral.Themastergeneralrisesupgroupsand organizationslikearmiestohelphimconquertheworld.Youcantdoeverythingyourself,sogetother peopletodosomeoftheworkforyouwhileyougetallthecreditYoualsomayneedtoneutralizethe groupsthatothergeneralsareusingtocauseyougrief.Oryoujustmightwanttohavesomefun TrackTwo Welcomeeveryone,tothissecondCD,entitled,Groupmanagementfoundations.InthisCDwewilllay thenecessaryfoundationsthatwillenableyoutomasterthesecretartofmanaginggroups.Afterthis sessioniscompleted,thewaythatyouunderstandgroupsandyourabilitytouseotherpeopletohelp youmanagegroupswillchangeforever. Now,beforewebegintoactuallytalkaboutthecontentthatpertainstogroupmanagement,letshave aquickchataboutwhatthebenefitsareofobtainingthisrareskillofmanaginggroups.Thebenefitsof groupmanagementareendless;becausegroupsareeverywherethateverybodygoes.Companiesand businessorganizationsconsistofgroupsofindividualswhobothformothergroupsandaccessother groupstoassistthemintheireffortsofmakingmoney. Now,forthemostpart,therearetwomainbenefitstomasteringtheartofgroupmanagement:The twomainbenefitsare:Resourceattachmentsandgroupsshields.Letstalkaboutresourceattachments first. Whenagroupisaresourceattachment,youhaveattachedtheresourcesofthatgrouptoyour resources.Youhaveabsorbedthemanpower,thetalents,andthesupportfromthatgroup.And becauseyouareabsorbingallthispower,yourstatusincreasesandyoupossessmoresocialvalue.The moregroupsyoucanwinover,themoreresourceattachmentsyouwillhave. Now,asweconsiderresourceattachmentsandgroupmanagement,youneedtoknowthatthegroups thatyouwinovershouldhavesometypeofresourcesthatyouwillbeabletoattachtoyourresources. Ifagrouphasnothingtoofferyou,thenthereisnoreasonwastingyourtimeandefforttryingtowinit.
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Sothemoreresourcesaparticulargrouphasthatinterestyou,themoreyoushouldconsiderwinningit over. Theproblemwithgroupsthatpossessextraresourcesisthattheyareusuallymoredifficulttowinover becausetheyhaveeverythingtheyneed,andbecausetheyhavelittleneed,itismoredifficultto interestthem.Ontheotherhand,thegroupsthathavelittletoofferareusuallymucheasiertowinover ifyouattemptto. Thekeytowinningoverapowerfulgroupistoresorttoexchangingprocess.Evenifthegroupisrichin onearea,theywillbepoorinanotherarea,soyouexchangeresourceattachmentswiththegroup.They gettoattachyoutotheirresourcesandyougettoattachthemtoyourresources. TrackThree Now,letstalkaboutagroupshield.Agroupshieldiswhenyouuseonegrouptooffsetthehostilitiesof anothergroup.Groupshieldsprotectyoufromothergroups,andthereareseveraldifferentwaysthat youcangoaboutestablishinggroupshields. Sometimesyoumaybeinasituationwhenyouarenotpartofanygroupinagrouporiented environment.Andyoumaynotevenlikeanyofthegroupsthatareinyourenvironment.But,becauseit issometimesmoredangerousnottobeapartofagroupthantobeapartofagroupthatyoudontlike, youcanestablishagroupshieldforyourself. So,letssayyouwereattheworkplace.Andletssaythatthereweremanydifferentgroupsatyour workplace.Youmayhavegroupsofsenioremployees,newemployees,anddifferentdepartmentsat yourworkplacemaygroupup. Ifyouarentpartofanyofthesegroups,youmaynothavealotofsocialvalueinthistypeof environmentbecauseitisagrouporientedenvironment.Nobodyknowsyou,soyouaregossipedabout more,youmissoutonmeetingattractivecoworkersthatyoucouldotherwisemeetifyouwerepartof anequalorgreatergroup,andwhennewhigherpayingpositionsopenupinthiscompany,nobodyputs inagoodwordforyoubecauseyouarenotpartofanyoneoftheirgroups.
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Youmayevengetpoortreatmentfromyoursupervisororanyofthesupervisorsattheplaceofwork becauseyouarenotgroupedup.So,inthistypeofsituation,youcanbefriendonegroupofpeopleand thenusethemasashieldtooffsetthehostilitiesoftheothergroups. Thisisabasicexampleofagroupshield.Afteryoubefriendonegroupattheworkplace,whatwill happenisthattheothergroupsattheworkplacewillbegintoseeyouwiththatgroup.Youhavenow becomeassociatedwithotherpeoplewhomyoursupervisorswillknowandwhomotherpeoplefrom othergroupsknow. Thisassociationwillhaveadominoeffectinyourentireworkplacebecausepeoplefromothergroups willassociateyoutoabiggerforce,andastheyassociateyoutothisbiggerforceyouwillbetreatedand respecteddifferently.Now,ifasupervisormistreatsyou,theyaremistreatingyourentiregroupbecause youarenowassociatedwiththem.Ifacoworkergossipsaboutyouatworkoriftheystartarumor aboutyou,theymayputtheirownsecurityinjeopardybecausetheywouldbemessingwithsomeone whoisthememberofagroup. So,groupcanoffsetgroup.Andthisisdonethroughgroupshields.Politicianshavegroupshields, celebritieshavegroupshields.Almosteveryonewhoispowerfulandinfluentialhasagroupshield. Yourgroupshieldcanbeyourfanclub.Itcanbelikemindedpeoplewhosharethesamebeliefsystemas youdo,itcanbepeoplewhoyouhangoutwithatwork,oritcanbeanartificialgroupshield.An artificialgroupshieldisabodyguard,oremployeeswhoworkforyou.Thesepeoplearearoundyou becausetheyarepaidtobearoundyou.Artificialgroupshieldsmaybeartificial,butontheoutsidethey lookjustasrealasauthenticgroupshieldsbecausenooneontheoutsideofthegroupknowsthereal reasonwhythesepeoplearearoundyou. TrackFour Now,becausegroupscanserveasresourceattachmentsorgroupshields,youropponentswillobviously wantasmuchgroupsupportaspossible.Ifyouropponentshavegroupsupport,youmayneedto considerwaystotakeawaytheirgroups,resourcesattachments,andgroupshields. Inthepersuasionprocess,thisisreferredtoashighjackinggroups.Thekeyconcepttokeepinmind aboutopponentswhohavealotofgroupsupportisthatthegroupsupportsthem.Ifthegroupthat
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supportsthemissomehowturnedagainstthem,thefightisoverbecausejustasthatgrouponce exaltedyouropponent,thatgroupwillalsobringyouropponentdown.Whenthishappens,itissimilar towhathashappenedinancienttimeswhennationsoverthrewtheirKings. So,sincewehavethisideaofgrouphighjacking,youneedtokeepitinmindbecausetheremaybe timeswhenotherpeoplewilltrytotakeyourgroupawayfromyou.Theymaybemembersinsideof yourgroup,ortheymaybememberswhoareoutsideofyourgroup.Themorepowerthatyouhaveina group,themorechancestherearethatsomeonewithinyourgroupwillgetjealousofyouandtryto highjacktheauthorityyouhaveinthatgroup.Thisisatypeofconspiracytheory. Now,thewayaroundthisistoneverfullyputyourtrustinanygroup.Neverallowyourpower,your authority,oryourfutureorlivelihoodtoliewithinthepowerofthegroup.Becauseasthegroupcan give,soalsocanthegrouptakeaway. Thismeansthatalthoughyoumayneedtobefriendgroups,joingroups,managegroups,andusegroups foryourbenefitthatyououghtnevertoputyourselfintoapositionwhereyouwillsufferdefeatifyou losethesupportofyourgroups. Soontheonehand,wewanttousegroupmanagementforourbenefit,butwearenotgoingto completelyrelyongroupmanagement.Agroupcanturnonyoujustlikeananimalcanturnonits master,soneverfullytrustagroup.Now,notonlycanagroupturnonyou,butyourworstenemies tomorrowcancomeoutofoneofthegroupsyouareamemberoftoday. TrackFive Now,althoughasofyetIvespokentoyouaboutjoininggroups,youdonotactuallyneedtojoingroups tomanagethem.Joiningagroupcanbedangerousinthatyouobligateyourselftothatgroupsinterest andobjectivesasiftheywereyourown.Ifyoudonotfulfillyourobligationstothegroup,thenthe groupcanturnagainstyou. Thisisoneofthereasonswhywhenyouarepracticinggroupmanagementthatyoumustconsiderthe risksversestherewardsofjoiningagroupyouareattemptingtomanage.Youalsoneedtoconsiderthat themoregroupsyoujoin,themoreobligationsyouwillbeboundby.
Thiscangettricky,becauseasyoufulfillyourobligationstoonegroup,youmayinterferewiththe obligationsofanothergroup.Differentgroupshavedifferentrulesandcodesofethics,soyoumustbe extremelycarefulofjoiningagroupwhoseobligationsyoucannotsatisfy. Now,whenyouleaveagrouporifagroupgetsridofyou,thedamagesthatyouwillincurfromexiting thegrouparecalledexitwounds.Whenyouleavearelationship,thereareexitwounds,whenyouleave thecompanyyouareworkingfortoworksomewhereelse,thereareexitwounds,andwhenyouleave oneschooltoattendanotherschoolthereareexitwounds. Sometimestheexitwoundsarepagesandpagesofpaperworkthatyouneedtofilloutinordertoexita grouporprogram,sometimesexitwoundsarethecoldshoulderyoureceivefromthemembersofthe groupyouareleaving,andsometimestheexitwoundsaresimplythatthegroupyouareleavingno longertreatsyouasanimportantpersonbecausethegroupknowsyouarenolongergoingtobeapart ofit. Now,therearealsoextraordinaryexamplesoftheexitwoundsthatpeoplearesubjecttowhenthey leaveagroup,suchastheexitwoundspeoplefacewhentheyleaveastreetgangoranorganizedcrime family.Soasarulenomatterwhattypeofgroupyouleave,therewillbeexitwoundsthatyoumust dealwith. Thewayaroundexitwoundsistosimplynotjoinagroup,tojoinasfewgroupsaspossible,ortojoina groupthatyouhavenoplansofeverleaving.Exitwoundsarenotusuallysevere,butthemorepower andauthorityandresourcesthatyouhaveasaresultofyourinvolvementwithagroup,themore severetheexitwoundswillbeifyoueverleavethatgroup. TrackSix Now,letstalkaboutthefourmajortypesofgroupmanagementthatexistwithinthepersuasion process.Thefourtypesofgroupmanagementare:Topmanagement,middlemanagement,bottom management,andpassivegroupmanagement. Topmanagementiswhenyoubefriendandinfluencetheleaderofaparticulargroup.Now,eventhough youmaynotknowanyoneelsewithinthatgroup,theveryfactthatyouhavebefriendedtheleaderof thegroupwillgiveyousomecontrolovertheentiregroup.
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Ifyouwantafavorfromthegroup,allyouneedtodoistalktotheleader,theleaderofthegroupwill issuethecommandtomembersofthegroupwhoarebeneathhimtogiveyouwhatyouwantandtodo whatyouwantdone. Now,ifanyoneinthisgroupevergivesyouanyproblemsorresistsyouinanyway,allyouneedtodois talktotheheadandtellhimthatyouhaveaproblemwithoneofthemembersinhisgroup.Thehead willtalkthislowerrankinggroupmemberandwillseetoitthattherewontbeanymoreproblems. So,bytakingalookatthismodelofgroupmanagement,whatwearedoingiscontrollingthehead.We areusingthesinglehighestrankingindividualofagrouptomanagethewholegroup.Topmanagement isanexcellentgroupmanagementstrategy,buttherecanbedifficultiesinbefriendingthehighest rankingmemberofagroup. Thehigherapersonranks,themoredifficultitmaybetoaccessthem.Anotherdifficultyisthatahigh rankingmemberofagroupmaybedifficulttobefriendevenifyoudohaveaccesstohim,becauseheis constantlybeingsoughtasafriendwhocanfurthertheinterestofotherpeople,hemaybeunwillingto trustyouandsohisfavorcanbeallthatmuchhardertowin. Ifyoushouldincurthisdifficulty,thereisastrategyinthepersuasionprocessthatcanhelpyou.This strategyiscalled,SubduingtheSecondKing.Subduingthesecondkingmeansthatwegotothesecond highestrankingmemberofagroupandfocusourattentiononhimtowinhisfavor. Ifwecanwinthesecondhighestrankingmemberofthegroup,whatwillusuallyhappenisthatwecan accessthesupportandresourcesofthegroupthroughhim,andtheleaderofthegroupwillseethathis secondincommandapprovesofus,andthisshouldeventuallygiveusaccesstotheleadersothatwe willintheendhavewonthefavorofboththesecondandthefirstkingofthegroup. Inmanygroupsthereisalwaysasecondincommand.So,figurativelyspeaking,ifyoucannotwinthe favorofthepresidentofanorganizationorgroup,thenyoumustattempttowinthefavorofthevice presidentifyouwanttomanageagroupthroughatopmanagementsystem.
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TrackSeven Now,amiddlemanagementgroupsystemiswhenwesecureallianceswiththemiddlepowerswithina group.Thesemiddlerankinggroupmembershaveauthorityandrespectwithintheirgroups.Ifyoucan wintheirfavor,theirsuperiorswillseethisandbegintolookatyouasapotentialally,andthelower rankinggroupmemberswillbeeasyforyoutowinovertoyoursidebecauseyouhavesecuredalliances withtheirsuperiors. Now,althoughmiddlepowersareusuallymoreaccessiblethanhigherrankinggroupmembers,theycan oftentimesbemuchmoredifficulttowinbecausetheyhaveambitionstogotothetop.Theseambitions thatmiddlerankinggroupmemberscanpossesscausethemtobeevenmoredistrustfulandevenmore difficulttoformallianceswith,becausetheydonotwanttocompromisetheirpathtogreatnessby forminganalliancewithanyonewhoisnotabletoassisttheminbecominggreat. So,justbecausemiddlemanagementinvolveslowerrankinggroupmembers,thisdoesntmeanthey willbeanyeasiertobefriend.Anotherdifficultythatyoumayencounterwithforminganalliancewitha middlerankinggroupmemberisthattheymayfearupsettingtheirsuperiorsiftheymakeanalliance withyou.Iftheirsuperiorsdonotapproveoftheiralliancewithyou,thismayjeopardizetheirfuture andquesttogreatnesswithinthatgroup. Yet,becausethehighestrankingmembersofagrouphavenooneabovethemtooffend,sotheycan moreeasilymakeallianceswithpeoplelikeyouwhomaybeoutsideoftheirgroup. TrackEight Now,bottomgroupmanagementgivesusafewnewoptions.Bottommanagementiswhenweform allianceswiththelowestrankingmembersofagroup.Thelowestrankingmembersofagroupdonot possesstheauthorityofthemiddleandtopmembersofthegroup,butitisthelowrankingmembersof thegroupwhooftenexecutetheordersthatcomefromthetopofthegroup. So,bottommanagementgivesyousomecontrolandinfluencewiththeactualfootsoldiersofthegroup ororganizationthatyoumayhappentobedealingwith.Thelowrankingmembersofthegroupalsoare notasconditionedasthehigherranksofthegroup,soyoumaybeabletogetthemtoleakvaluable informationaboutthegroupsactivityeasier.
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Anotherbenefittobottomgroupmanagementisthatthelowestrankingmembersofagrouparemuch easiertorecruit,especiallyifyouofferthemahigherpositionworkingwithyouthantheyhaveinthe grouptheyarecurrentlyin.Andbecausetheyareatthebottomofthegroup,thisprobablymeansthat theyhaventbeenwiththegroupverylongandsotheirtieswiththegroupareweak. Now,anothervariationofbottommanagementiswhenyoubecomethebottomofagroupor organizationtocontrolorinfluencethetop.Youalsodothistoaccesstheserviceorresourcesofa group.Anexampleofthiswouldbewhenyouwalkintoacompanyasacustomer.Asacustomer,you arealwaysright,andthispositiongivesyoutheopportunitytogetthebestserviceandproductsforthe bestprices. Anotherexampleofthistypeofbottommanagementwouldbewhenyoucallthepoliceforassistance. Thepoliceareyourservantsassoonasyoucallthem,andeventhoughyouarenotpartoftheirgroup, youaremanagingtheranksoftheirentiregroupfromthebottombecauseofthewaythelaw enforcementgroupsarestructured. Now,theseareoffthewallexamples,buttheimportanceofthistypeofbottommanagementliesinthe typeofstructureofthegroupsyouaredealingwith.Somegroupsaredesignedforthesakeofservice, andthesegroupsyouneednotworryaboutbefriendingormovingupin,becauseyoucanmanagethem tosomeextentfromthebottomwithoutanyauthoritywhatsoever. TrackNine Thefinaltypeofgroupmanagementinthepersuasionprocessiscalledpassivegroupmanagement. Passivegroupmanagementoccursbythepersuasionartistwhenyouseethatagroupisalreadyfighting foryourcauseinsomeway.Youdontneedtojointhegroupandinvestyourtimeandresourcesinit becauseitisalreadydoingwhatyouwantdone. Inthepersuasionprocess,thisisalsoaformofindirectservice.Indirectserviceiswhensomeoneor somegroupisservingyouwithoutevenknowingit.Whenagroupdoesthis,youshouldresorttoa passiveformofgroupmanagement.
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So,ifyoudonotlikesomethingthatthelawmakersinyourcityhavedone,andyetyouseethatthereis alreadygroupprotesttowhatthelawmakershavedone,thenthereisnoneedforyoutojointhat groupbecausethatgroupisalreadyprotestingwhatthelawmakershavedone. Anotherformofpassivegroupmanagementiswhenyouleavegroupsalone.Ifagroupservesno benefitorharmtoyou,thenthereisnoneedtowasteyourenergyintryingtomanageit.So,ina nutshell,passivegroupmanagementmeansthatyoudontbotherinvestingyourtimeandmoneyinto groupsthatarealreadyindirectlydoingwhatyouwanttobedone,anditalsomeansthatyoudont wasteyoureffortonmakingallianceswithweakgroupswhohavenothingtooffer. TrackTen Now,therearetwostrategiesthatyoucanusetoinfluenceanygroup,andthesestrategieswillwork fromtop,middle,orbottomgroupmanagementpositions.Thesetwostrategiesarecalledtheyeast strategyandthe5050strategy,andthemajorbenefitsofusingthesetwostrategiesisthattheyare simplestrategiestouseandtheyhavearepeatedsuccessrate. Theyeaststrategyiswhenyoubefriendandinfluenceonememberofagroup,andintimeyour influenceonthatonememberofthegroupworksthroughthatentiregroupjustlikealittlebitofyeast worksitswaythroughanentireloafofbread. Now,whomeveryoubefriendinthegroup,makesurethatothergroupmembersseeyouassociating withsomeonewhoisintheirgroup.Ifyournameeverstartstogetpassedaroundwithinthatgroup, eventuallythepersoninthegroupwhomyouhavebefriendedwilladdvaluetoyournamebyspeaking highlyofyou. So,everytimepeopleinthatgroupseeyou,oreverytimeyournamecomesupinthatgroup,youwill begintobuildapleasantreputationamongstitsmembers.Whatwillalsohappenisthatyouwillendup makingallianceswithothermembersofthatgroup,andasyoudothis,yourinfluencethroughoutthis groupwillspread. Now,thehighertherankofthegroupmemberyoubefriend,thequickertheyeaststrategywillworkfor you.
TrackEleven Thenextgroupmanagementstrategyiscalledthe5050strategy.The5050strategyhastwomain variations.Thefirstvariationofthisstrategyiswhenyoumixupyourmanagementsystemsby integratingtop,middle,andbottommanagementmodelstogetherintosinglegroupmanagement campaigns. So,youmayhaveoneimportantmiddlemanagementalliance,andoneimportantbottommanagement alliancewithinthegroup.Now,theideahereistotieupasmanypiecesofthegroupaspossiblewith yourpersuasionstringssothatyourinfluenceworksitswaythroughasmanysectionsofthegroupas possible. Thisvariationofthe5050strategyissimilartotheyeaststrategyexceptthe5050strategyisworkingin moreareasofthegroupatthesametimeideallyyouwanttobeworkingonuptohalfofthegroup zonewiththisstrategy,althoughthismeasurementdoesntneedtobeprecise. Now,thesecondvariationofthe5050strategyiswhenyoudivideandconquerthegroup.Whenyou aretryingtomanageagroup,therewillbemanytimeswheresomeofthegroupsmemberswilllike you,whileothermembersinthatsamegroupwillnotlikeyou. Whenthissituationarises,youhavethreechoices:Youcangiveuponthegroupbecausesomeofits membersdontlikeyou,youcanfightagainstthewholegroupbecausesomeofitsmembersdontlike you,oryoucanmanagethegroupbyusingthemembersofthegroupthatdolikeyouasleverage. Ifyoureallywantthistypeofgroup,thenwhatyouneedtodoisdividethegroup.Agroupthatposes threatstoyoucanbecompletelyneutralizedbythis5050strategy.So,whatyoudoisusethealliances youhavewithinthegrouptooffsetthehostilitiesoftheenemiesyouhavewithinthatgroup. Oneofthewaysyoucandothisistohaunttheperipheralofthegroup.Whenyouhauntagroups peripheral,youareconsistentlyinteractingwiththemembersofthegroupwhomyougetalongwithin thevisionofthemembersofthegroupwhomyoudontgetalongwith.
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Asyoucontinuetohaunttheperipheralofthegroup,themembersofthegroupwillbeforcedto acknowledgethatyouarefriendswithmanyoftheirassociates,andthisiswhatwillnullifytheirhostility towardsyou. Youcanalsohavethemembersofthegroupwhodolikeyoutellthemembersofthegroupwhodont likeyoutostopbeinghostiletowardsyou.Thisshouldbedonecarefullyinsuchawaywhereyoudont risklosingyourallianceswithinthegroup,but,eventhoughitshouldbedonecarefully,itcanstillbe done. TrackTwelve Now,therearesomedifficultieswithgroupmanagementthatyouneedtobeawareof.Themajor difficultythatyouwillfacewithgroupmanagementafteryougetgoodatitisthatnewmemberswill jointhegroupwhodonotknowyou,andthismeansthatyoumayfrequentlyneedtomakecounter allianceswithinthegroup. Theleadershipandmembershipofagroupchanges,soyoumayneedtoadaptyourselftokeepupwith thesechanges.So,ifyouhavemadeanalliancewiththeleaderofagroupthroughatopmanagement system,ifthisgroupgetsanewleaderwhodoesntknowanythingaboutyou,yourpoweroverthis groupmaybelostandyoumaynolongerhavethisgroupasaresourceattachmentorasagroupshield. Youwilleitherneedtobefriendthenewleaderandfindawaytomakeanewalliancewithhim,oryou willneedtoresorttoadifferentmanagementsystem.Thissameproblemcanoccurifyouareusing middlemanagementandbottomgroupmanagementsystemsaswell,becausewhenanyonewhomyou haveanimportantalliancewithinagroupexitsthegroup,yourworkwithinthatgroupissubjectto decay. Thismeansthatitisimportanttoperformasmuchfrequentgroupmaintenancewithinagroupas possible.Youshouldalwaysbecheckinguponyourgroupsandmakingapointtobefrienditsnew membersasquicklyaspossiblesothatyourinfluencewithinthisgroupwillalwaysbefresh. Now,anotherwayyoucanperformgroupmaintenanceistoconsistentlybeonthelookoutfornew groupmanagementsystemsthatyoucantakeadvantageof.So,ifyoucurrentlyhaveabottom
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managementsystem,youcanworkonestablishingamiddlemanagementsystemwithinthisgroupas wellsothatyourleveragewithinthisgroupbecomesstronger. Thisway,ifthetopofthegroupeverfallsout,thenyouhaveyourleveragewithinthemiddleorthe bottomofthegroupasinsurancethatwillprotectyouandgiveyouenoughtimetoreestablishatop managementsystemsothatyoucanperformdamagecontrolquicklyandeasily. TrackThirteen Now,becausethepowerofgroupsdoesexist,andbecauseyoucanusethemandmanagethemto increaseyoursecurityandtoincreaseyourresources,itshouldgowithoutsayingthattherewillbe timeswhenyouropponentswillbeusinggroupsandtryingtomanagegroupsaswell. Andthisiswherewehavetheconceptofwhatisknowninthepersuasionprocessasagroupwar.A groupwariswhenyouandyouropponentsarefightingagainsteachotherthroughtheuseofgroups. So,ifyouarefacingastrongeropponent,youcanuseagroupasaresourceattachmenttohelpyou defeatyouropponent.But,youropponentmayresponddefensivelybyraisinguphisowngrouptohelp himfightagainstyouandthegroupyouhaverisenup. Thisissortofliketwogeneralsonthebattlefieldwhoarewagingwaragainstoneanotherwithtwo armies.Now,althoughwerenottalkingaboutphysicalwarfare,psychologicalwarfarehasnumerous examplesofgroupwarsoccurringinpolitics,themedia,andinbusinesssettings. So,groupwarsarereal,andalthoughthegroupwarsofpsychologicalwarfarearenotusuallylife threatening,theyarereputationthreateningandathreattoyourdreams.Groupwarscausepeopleto loseelections,tolosepopularity,tolosepower,andtolosestatusandwealthwithincompanies,along withalotofotherdamage. So,sinceyoumayneedtodealwithagroupwaroneday,youneedtofocusonwinningoverthe strongestgroupswiththemostresources.Dontworrytoomuchaboutnumbers.Dontworryabout howmanymembersareinthegroup.Focusinsteadonwhatthegroupsresourcesareandhowunited thegroupis.
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Thepersuasionartistwhohasthestrongestgroupsisthepersuasionartistwhoislikelytowinthegroup war. Now,letusaskthemilliondollarquestion:Howdoyouraiseupagrouptohelpyoufightyourbattlesin thepersuasionarena? Betteryet,letsreframethemilliondollarquestionsothatwecanaskitmorecorrectly:Withallofthe businesses,nonprofitorganizations,religiousorganizations,andpoliticalorganizationsthatyoucan createandraiseup,andwithallofthedivisionsandgroupsthatarealreadyintheworldtodayand withallthosedissatisfiedpeopleoutthere,howcouldyounotraiseupagrouptohelpyouwinyour wars? TrackFourteen Well,wearecomingtotheendofthisCDthatfocusedonsomeverypracticalandeffectivemethods thatwillhelpyoumanagegroups.Now,thecontentofthisCDalonecontainsmoreinformationonthe topicofgroupmanagementthananyotherbookorprogramthatisoutthere,andwhatthismeansfor youisthatyouknowmoreaboutgroupmanagementthananyoneyouareworkingwithandanyone whocouldcompeteagainstyouinanything. Ifyouaredealingwithsomeonewhoisstrongerthanyou,thenyoumaywanttogroupupsothatyou canuseagroupasanequalizertohelpyouovercomealmostinsurmountableoddssothatyoucanhave thevictoriesthatyouwantoutoflife. Youarethegeneral,andthegroupsyouraiseupareyourarmieswhowillhelpyouonthebattlefields thatyouwillneedtofightontogetthethingsthatyouwantsothatyoucanbegintolivethetypeoflife thatyouwanttolive. Now,inthenextsessionyouwilllearnabouttheclasssystems,whichinsomewaysresemblegroups. Butwhilstgroupsareunitedbyacommoninterestandfriendships,classsystemsareunitedthrough statusandsocialconditioning.Theresadifference.
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TrackFifteen(Exit) Welldonemastergeneralyouvejustdiscoveredsomeofthemostpowerfulprinciplesthatcanbe usedtomanagetheultimateandmightyindividualthegroup.Agroupislikegoliath,andyet,even thoughgoliathwasthatmightygiantwhomeveryonefearedhehadasmallweaknessthatledtohis undoing.Groupsareexactlylikegoliathssomightybutsoveryweak.
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TrackOne(Open) Welcometosessionthree.Inthissessionyouwilldiscoverthestructuresoftheclasssystems.Thereare twotypesofclasssystemsopenclasssystemsandclosedclasssystems.Mostsocietiesforbidopen classsystemsinourmoderndaysothetypesofclasssystemsthatyouwillexperiencearetheclosed classedsystems,buteventhoughtheseclasssystemsareclosedtheyreopenlyplaintosee. TrackTwo WelcometoDisguisedHypnosis,thisisthepretalkforsessionthree.Inthissessionwearegoingtodeal directlywiththetopicoftheclasssystemsandhowwecanusethemtoincreaseourstatusandsocial value. Now,whetheryouareawareofitornot,allofyouarepartofaparticularclasssystem.Infact,evenata youngageweareexposedtothesocialstructureofclasssystemsatschool.Takeamomentto rememberthedaysofhighschool,sothatyoucanrecallthattherewerevariousclasssystemson campusthatweredefinedascheerleadersandjocks,stonersandnerds,alongwithotherclasssystems suchasskatersandgangmembers. Eveninhighsschooleveryclasssystemwasnottreatedequally.Thejocksandcheerleadersconsistedof thehighestrankingclasssystems,andsotheywerethemostpopular.Otherclasssystems,suchas thosewhowerelabelednerds,werenothighrankingclasssystemstobeapartofandsotheywerenot popular. Sostudentswhoweremembersofhigherclasssystemswereinmanywaystreatedbetterthanthe otherstudentswhowereinthesocalledlowerclasssystems.Eventhedatingclasssystemsofyour schoolswerestillclasssystembased,asthecaptainofthecheerleaderswasusuallyonlywillingtodate someonewithinherclasssystem,andasstonerspreferredtodateotherstonerswhowerewithintheir classsystems. Andeverydayatlunch,jocksatewithjocks,andstonersatewithstoners.Theclasssystemsareinsome waysaninvisibleformofsegregation.Now,eventhoughthejocksandthecheerleaderswere consideredinmanywaystobethehighestclasssystems,manyoftheotherclasssystemsdidnotlike thejocksandthecheerleaders.
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Thisisoneofthereasonswhytherearesomanyconflictsinschool,becauseclasssystemclasheswith classsystem.Now,thereasonwhyIwantedtotalkabittoyouabouthighschoolisbecauseIwantedto giveyouaquicksureproofexampleofthedivisionsthatexistbetweenpeopleinourmodernday institutions. Thesedivisionsdonotendinhighschoolorincollege,becausetheworkplaceisalsoinfestedwithclass systemsasisourentiresociety.Now,theseclasssystemscanberiddenbyapersuasionartistasa vehicleintotheheightsofgreatnessandpower,andthisiswhytheyareworthyofourconsideration andstudy. Themoreyouunderstandabouttheclasssystems,theeasieritwillbeforyoutomanagethemsothat youcanusethemasmoreleveragetogetwhatyouwantoutoflife. TrackThree Now,therearemanydifferenttypesofclasssystemsinoursociety,politicianclasssystems,business classsystems,celebrityclasssystems,commoncitizenclasssystems,datingclasssystems,andeven ghettoclasssystems,butforpracticalpurposesIwillusethispretalktofocusmainlyuponclasssystems attheworkplacebecausetheworkplaceisoneofthemostimportantlocationsapersuasionartistought tobefamiliarwithbecauseourworkisourlivelihood. Now,asyoubegintounderstandtheseclasssystems,youcanconsiderthemtothepointwhereyouare abletoidentifytheclasssystemsofyoursocialenvironmentsothatyouwillbeabletoclimbintohigher classsystemsinordertohaveaccesstomoreresourcesandbecomemorepowerfulovertime. Now,eachenvironmenthasagroupofclasssystems.Thismeansthateventhoughyoumaybeonthe topofoneofthehighestclasssystemsinoneenvironmentthatyoumayfindyourselfatthebottomof thelowestclasssysteminanotherenvironment. Thishappenswhenweleaveourjurisdiction.
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Alawfirmwillhaveonegroupofclasssystems,andahospitalwillhaveanentirelydifferentgroupof classsystems.Animportantfigureinoneclasssystemisnotnecessarilyanimportantfigureintheother classsystem.Theclasssystemsthatexistinsportsarethesamewaytherearefootballclasssystems, baseballclasssystems,hockeyclasssystems,andseveralotherdistinctathleticgroups. Now,justasatalentedfootballplayerisnotlikelytobepowerfulinthebaseballclasssystems,soalso areyoulikelytolosepowerwhenyouleaveyourgroupofclasssystemstoenteradifferent environment. TrackFour Sonowthatweunderstandthatthatthereareclasssystemswithdifferentvaluesystems,thereneeds tobeaplan.Theplanistofirstdominatetheclasssystemyouarein,andthenthenextstageistobegin tousethevaluethatyouhaveinthisclasssystemasaladdertoclimbupintohigherclasssystemsthat areinyourgroup. Then,afteryouhaveclimbedhighwithinyourgroupofclasssystems,thenextstepistousethisheight youhaveattainedinyourenvironmentforleverageandvalueinotherenvironments.Youalsoneedto secureyourselfthrougheachstepofyourjourneythroughtheclasssystemssothatyouwillalwayshave securityincasesomethingshouldgowrong.Allofthesethingscanbedonebyplayingthealliance game. Thealliancegameshouldfirstbeplayedtomakethepositionyoucurrentlyhavesecure.Soifyouarein alowerormiddlerankingclasssystem,youshouldimmediatelybegintomakeeveryalliancepossible outofyourequals,andthenafterthisisdoneyoushouldmakeallianceswiththosebeneathyousothat ifyoueverfallfromyourcurrentstatus,themembersoflowerclasssystemswillcometoyouraideand youwillhavethemasaparachute. Anotheradvantagetodoingthisisthatintheeventsomeonewhowasoncepositionedbeneathyou shouldlaterbepositionedaboveyou,theywilltreatyoukindlybecauseyouoncetreatedthemkindly whentheywerebeneathyou.Thereisalsoachancethattheywillbewillingtopullyouuptowhere theyareinorderforyoutosharetheirgreatness.
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So,asyoumanagetheclasssystems,donotforgettobeselectivelykindtothosewhoarebeneathyou, becauselifeisfullofchangesandthestatusofpeoplechangesasfrequentlyastheweatherchanges.As arule,themorepeopleyouarekindto,thelessyouwillneedtoworryaboutifandwhentheyare placedaboveyouorgivenchargeoveryouatalaterpointintime. Now,youshouldalsobemakingallianceswiththosewhoareyourequals,becausetheywillnotonly aideinyourstability,buttheywillalsobelikelytoshowyoukindnessiftheyareplacedaboveyouina higherclasssystem. Shouldoneofyourequalstodaylaterbecomeoneofyoursupervisorstomorrow,youwillhavelittleto worryaboutbecauseyoutreatedthatpersonkindlywhiletheywereyourequal.Ofcoursethe possibilitystillremainsthattheywillalsohelpyouclimbalongsidethemtoahigherclasssystemwhen anopeningappearsthatyoumayoccupynexttothem. Bysimplyplayingthealliancegamelikethisandbiddingyourtime,opportunitywillbeturnedtowards youandyouwilleasilymoveuptohigherclasssystemswhenopeningsappear.Butanotherbenefitwill occurasyouincreaseyourpowerthroughthealliancegame,andthisbenefitisthatyouwillalways standoutmorethanyourequals. Thereasonwhyyouwillstandoutmorethanyourequalsisbecauseyouwillhavemorealliancesthan theyhave,andbecausealliancescanbelikenedtoaformofproperty,youwillhavemoreandby possessingmoreyouwillhavemoreopportunitythanthosewhodonotpossessasmuch. So,whatthisbenefitofpossessingalliancesdoesissortofhaveadominoeffectthathasanalmost magicaleffectofcausingyoursuperiorstochoseyouoverotherpeopleevenifthoseotherpeopleare morequalifiedthanyou.Thistrendprovesthatpossessingallianceshasbeenevenmorebeneficialthan possessingqualifications. TrackFive Now,thestatusesoftheclasssystemscouldbesummedupaslowrank,middlerank,highrank,and obscurerank.Letsbrieflytalkabouttheworkenvironmentofahospitalsothatyoucanhavean exampleofwhatImeanbythisrankingsystemIhavejustmentioned:
Lowrankingpositionsofagroupofclasssystemsinahospitalenvironmentcouldbeconsideredthe housekeepingdepartmentorthekitchenworkers.Middlerankingclasssystemmemberscouldbethe pharmacytechnicians,respiratorytherapist,andXraytechnicians.Thehighrankingclasssystem memberswouldbethenursesandthedoctors. Theobscureclasssystemsarethosepositionsthatareextremelywellpaidandsecurejobpositionsthat dontgetalotofattention.Oftentimesimportantmanagementfillsinthisgaporcertainjobsinthe companythataresomewhatrare.Theseclasssystemsareobscurebecausetheyarefewinnumber, becausetheyseldomgroupupandeatlunchtogether,andbecausetheyareoftennotidentifiedasa classsystem. Inmyopinion,someofthebestjobstogetinanycompanywouldbeoneoftheseobscurepositions.For one,theycanoftenbeobtainedsolelyuponalliances,andfortwothereisntalotofcompetitionfor thesepositions.Andbecausethesepositionsusuallyhavetodowithmanagement,theyusuallycome withatremendousamountofpowerinthatmanagementisaforcetobereckonedwithinany company.Afinaladvantagetotheseobscureclasssystemsisthattheyareseldompersecutedorlaid off,andthisisprobablyduetotheirlackofnumber. TrackSix Now,wevetalkedalittlebitaboutsecuringyourcurrentpositionwithinaclasssystemsothatyoucan useitasaladdertoclimbintootherclasssystemsthatarehigherandwithinthesamesetofclass systems.Butnowletsthinkofgoingashighasyoucangoandthenouterexchangingyoursocialvalue withdifferentgroupsofclasssystemsthatyouarenotoriginallyapartof. Soifyouwereinthemedicalprofessionandhaveclimbedtothehighestclasssystemswithinthe hospitalyouworkedfor,youcanthenusethissocialvalueyouhaveestablishedtoexchangeforvaluein otherclasssystems. Examplesofthisarewhenadoctorgivesspecialattentiontoalawyerpatienthehaswhilethelawyer givesthedoctorspeciallegalattentioninareaswherethedoctorneedshelpwithlaw.Anotherexample ofhowhighclasssystemscanouterexchangetheirvaluewithotherclasssystemsisthroughtheuseof currency.
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Highrankingclasssystemmembersusuallyhaveenoughmoneytodoprojectsthatenablethemto enterotherclasssystems.Examplesofthiswouldbehowdoctorsorlawyersusetheirmoneyto establishcompaniesforthemselvessothattheyalsohavesocialvalueinthebusinessclasssystems. Thentheyusethesebusinessclasssystemstoenterintootherclasssystems.Thisalsomeansthatone personcanbelongtoseveraldifferentclasssystemsthatbelongtodifferentenvironments.Some peoplearepartofprofessionalathleticclasssystems,entertainmentclasssystemsinwhichtheydo commercials,andevenmusicclasssystemswheretheydomusicandhavetheirmusicmarketedfor them. Now,theseareonlysomeofthemanywaysthatyoucanexchangeyoursocialvaluewithintheclass systems.Animportantpointtorememberisthatthereareinnerandouterexchangesthatyoucan makewiththeclasssystems.Innerexchangesarewhenyouexchangeyoursocialvaluewithinthegroup ofclasssystemsyouarein,andouterexchangesarewhenyouexchangeyoursocialvalueforgroupsof classsystemsthatarenotcurrentlypartofyourown. Now,howfaryoudecidetoridethevehicleoftheclasssystemsisuptoyou.Youarenotrequiredtodo greatthingsifyoudonotwanttodothem,butyoushouldatleastplaythealliancegamewithinthe groupofclasssystemsyouarealreadyintotheextentthatyouincreaseyoursecurity. Themorealliancesyouhave,themoresecureyouwillbe.Andevenbeingawareofthepowerthat existswithintheclasssystemswillgiveyouleverageinwhateverplaceyouhappentobeseeking leveragein. Remember,justliketheclasssystemsmatteredbackwhenyouwereinschool,soalsodotheclass systemsmatternow.Thisisoneofthemajorreasonswhysoonafteryoumeetsomebodytheyaskyou whatyoudoforaliving;itisbecausetheywanttodiscoveryourclasssystem. TrackSeven Theclasssystemswouldliketobeinvisible,whichmeansthatmostpeopleeitherdonotknowthatthey arepartofaclasssystem,ortheydontwanttoadmitthattheyarepartofaclasssystem.Butno matterhowmuchsocietydeniesthattheclasssystemsexist,youcanbecertainthattheydoexistand
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thiscertaintywillgiveyouleverageoverthosewhodonotaccepttherealitythattheseclasssystemsdo infactexist. Now,eventhoughtheclasssystemsaregroupsofindividuals,westillcannotforgetthatthesegroups consistofindividuals.Andthisisthebiggestweaknessoftheclasssystems,becauseeventhoughaclass systemmayappearstrongandsecureontheoutside,itisinrealityonlyasstrongasitsweakestlink. So,becauseindividualscomposetheclasssystems,itistheindividualswhoarethegatekeepersinto theseclasssystems.Thesegatekeepershavethepowertoclosedoors,andtheyhavethepowertoopen doors,andthisisoneoftheprimaryreasonswhytheartofpersuasionisnecessary. Persuasionisanecessaryprocessbecausewemustbeabletopersuadethegatekeeperstoopenthe doorstotheclasssystemstoussothatwewillhaveaccesstomoreresourcesandbeabletodomore thingsastheresultofhavingmoreopportunity. Itisthegatekeeperswhogiveyouthejoborwhodontgiveyouthejob,itisthegatekeeperswhotellus wegotthepartinamovieorthatwedidntgetthepartinamovie,anditisthegatekeeperswhotellus theywanttopublishourbookorthattheydontwanttopublishourbook. Itisextremelydifficulttodomightythingswithouttheassistanceofthegatekeepers.Andthisiswhywe mustpersuadethemthrougheitherdirectorindirectaccess.Ifwecannotpersuadethemthroughdirect accessthenwemustpersuadesomeonewhoknowsthembyusingindirectaccesssothatwecan influencethegatekeepersthroughpeoplewhomtheyknow. Butwhetherweareusingdirectorindirectpersuasionisnotreallyimportant.Whatsimportantisthat weareusingpersuasioninsuchawaythatissomehowaimedatgettingthegatekeeperstoopendoors foryou. TrackEight Now,thereisasomewhatcovertuseoftheclasssystemsthatyoucanresorttoonsomeoccasionsto makethingsmucheasierinyourpathtogettingwhatyouwantandthistechniqueistheartificial creationofclasssystems.
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Anartificialclasssystemcanbecreatedtoencouragebehaviorthatotherwisewouldnotbeappropriate hadthisartificialclasssystemnotbeenestablished.Theseclasssystemscanhavetheirownrulesand regulations,andtheycanbeintellectuallytakenfromoneplacetoanother. Anexampleofanartificialclasssystemcanbeastreetgang.Astreetgangthinksthatitownscertain neighborhoods,andthestreetgangattemptstoenforceitsrulesandregulationsamongsttheother classsystemstoestablishafalserealityofitsauthority. Thepresenceofastreetgangcausesshootings,drugdealings,prostitutions,andseveralotherpatterns ofcrimetodevelopallbecauseofitsartificialplaceintheneighborhoodclasssystems.Whenteenagers jointhisartificialclasssystem,theirbehaviorchangesandtheyhaveanentirelynewcodeofethicsto liveby. Now,Iknowthatwedontwanttogoaroundstartingstreetgangs.Thatisntatallthepoint.Thepoint isthatartificialclasssystemsarerealandthattheycanbecreatedbyanyoneregardlessofhowmuch moneyorresourcesapersonmayhave. Anartificialclasssystemsimplydoesntbelongwhereitis,sowhatwecandoistakethisideaanduseit tofindwaystoextendourauthorityinplaceswhereourauthoritydoesntbelong.Thisissomethingthat isdoneallofthetime,andbeforewecontinuethisdiscussion,Iwillgiveyouanexample: Imagineanoffdutypoliceofficerwhogoesintoafortune500companydressedinhisuniformtoask somequestions.Now,justbecauseoftheauthoritythispoliceofficerhasinhisclasssystem,theother classsystemsatthefortune500companyarelikelytogivethepoliceofficermorerespectandcourtesy thansomeofitsownemployees.Sothepoliceforceshavethepowertosetupartificialclasssystemsin manydifferentplacessothattheycanoverextendtheirauthoritybeyondtheirusualterritoryifthey shouldchosetodoso. Thereasonwhythepoliceofficerispartofanartificialclasssystematthefortune500companyis becausethepolicearenotoriginallypartofthecompanysclasssystems.Asimilarscenariowouldoccur ifafamoussingervisitedthefortune500company.Thispersonwouldreceivespecialtreatmenteven thoughtheywerenotamemberofanyoriginalclasssystemwithinthatcompany.
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Now,asIvegivenyouafewoffthewallexamplesabouttheseartificialclasssystems,youwillnotice thattheyoftentimesappearmorepowerfulthantheoriginalclasssystemsintheenvironmentsthey enter.Thismeansthatitisworthwhilethinkingofwaysthatyoucansetupyourownartificialclass systemsinenvironmentsthatyounormallywouldnthaveauthorityandpowerin. Thisisimportanttoconsider,becauseifyoucannotchangetheenvironmentthenyoucanatleastalter theenvironmentbyinstallinganartificialclasssysteminit.Thekeyistomakesurethattheseartificial classsystemsbenefityouroverallgoalsandobjectives. TrackNine OksoIvespokentoyoualittlebitaboutartificialclasssystems,buthowexactlydoweinstallan artificialclasssystem?Anartificialclasssystemisinstalledthroughwhatisknownasdangerous credibility. Dangerouscredibilityiswhereyouestablishcredibilityinoneareaandthenusethiscredibilityinother areaswherethiscredibilitydoesntapply.Now,thereareobviouslyalwaysgoingtobepeoplewhowill resistyouandwhowontgoalongwiththeartificialclasssystemthatyouwillbeinstalling. Thewaytogetaroundthisobstacleistogetwhatisknownasacrowdwithoutlawtofollowyou.So, whiletheremaybemanywhoknowbetter,therewillalsobemanywhodonotknowbetter.And becausetherewillbemanywhodonotknowbetter,thesearethosewhomyoucanmakeallianceswith andunitewithyourartificialclasssystem. Onceyouhavesecuredloyalmemberswithinyourartificialclasssystem,youhavenowestablisheda group.Youcanusethisgroupyouhaverisenupasanarmytohelpyoufightyourbattles,oryoucanuse thisgroupinavarietyofotherwaysthatwillsuityourpoliticalneedsalongwithyourreputation. Now,althoughyoucanmultiplyyourartificialclasssystemandbuilduponitafteryouhavefoundedit, thecoreprincipletokeepinmindisthatitallbeginswithcredibility.Credibilitywilladdmorecredibility toyou,andthemoremembersanddisciplinethatyourartificialclasssystemhas,themorerealisticit willbecome.
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TrackTen So,thispretalkhasbeenabouttheclasssystems.Wehavefirstidentifiedtheclasssystems,wehave thentalkedaboutthefactthatdifferentenvironmentshavedifferentgroupsofclasssystems,andthat whatthismeansisthatthetopofonegroupofclasssystemsmaybethebottomofanothergroupof classsystems. Wealsotalkedabouthowyoushouldplaythealliancegamewithinyourgroupofclasssystemsby securingallianceswhoarebeneathyouinthelowerclasssystemsandbysecuringallianceswithas manymembersoftheequalclasssystemsaspossible,becausethiswillincreaseyourchancesof winningthefavorandalliancesofthehigherclasssystems. Welatertalkedabouthowwecouldexchangeoursocialvalueinourclasssystemsforsocialvaluein otherclasssystemsthatwerefromentirelydifferentgroups.Then,wediscussedtheideaofartificial classsystemsandhowyoucanusedangerouscredibilitytoestablishthemthroughcrowdswithoutlaw. Theclasssystemsdoexist,andtheycanbemanagedinsuchawaythatgatekeeperswillopensomeof themostimportantdoorsforyouthatlifehastooffer.Thegatekeepersareindividuals,andindividuals aretherawmaterialoftheclasssystems. TrackEleven(Exit) Theclasssystemsaresopowerfulthatalliancesalonearenotpowerfulenoughtobreechthem,andthis isoneoftheprimarydistinctionsbetweenaclasssystemandagroup.Ontheoutsideagroupanda classsystemmaylookexactlyalike,butinwardlytheyaredifferentaclasssystemisanentirely differentanimal
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TrackOne(Open) Thisisthepracticalpersuasionsystemforsessionthree.Sincealliancesalonearenotpowerfulenough tobreechtheclasssystems,anothertechniquemustbebuiltintoyouralliancegametheancient applicationofhypnoticpressure.Toeffectivelyandcompletelybreechaclasssystem,youmustpressure thealliancesyoumakewithinthatclasssystemtoenterit TrackTwo Welcomeeveryone,tothisthirdCD,entitled,BreechingtheClassSystemsthroughhypnoticpressure. Now,ifyouaretryingtoenterintoahighergroupofclasssystemsthantheclasssystemyouare currentlyin,youwillatsomepointencounterresistance. Thisiswhatmakesitnecessarytobreechtheranksoftheseclasssystemssothatyoucancreatean openingforyourself.Oneofthespecificwaystodothisisthroughtheuseofpressure.Pressurecan easilybeappliedtopreselectedindividualswithinanyclasssystemtobegintoeatawayatanytypeof resistanceyoumaybefacing. Yousee,pressureisaninvisibleforcethatinvisiblyattemptstoforceapersontogiveyouwhatyou want.Andeventhoughpressureisinvisibleitissorealthatitchangesapersonsphysiologysothat theirheartratechanges,theirbreathingchanges,andeventheirspeechchances. Sowhathappenswhenyouapplypressuretosomeoneisthatallthesethingswillbegintohappento themunderneaththesurface,anditwonttakelonguntilyouwillbeabletonoticeontheoutsidethe effectsthatthispressureishavingontheinside. Thereasonwhyyoushouldfocusuponapplyingpressuretowardsindividualsoftheclasssystemand nottheclasssystemsisbecauseclasssystemsconsistofindividuals.Sowhatwillhappenifyouapply pressurecorrectlytowardsanindividualisthattherewillbeadominoeffectwithinthatindividualsclass systemthatwilloccurtoopenupalargeenoughbreechforyoutoenterthatindividualsclasssystem. Thisisanimportantfacttoconsider,becauseitisnotnecessarytohavetheagreementofanentireclass systemtoenterthisclasssystem.Allyouneedistocreateabreechthroughsomeofitskeymembers,
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andthenyoucanentertheentireclasssystem.Youcaneitherwinovertheothermembersoftheclass systemwhodidntlikeyouatfirstatalaterpointintime,ortheywillsimplybeforcedtotolerateyou becausetolerancewillbeeasierthanforthemtorisktheirownsecurityintheclasssystembytryingto removeyou. Classsystemsareinterestinginthatthemoredifficultitistoentertheclasssystemthatyouaretrying toenter,theeasieritistostaythereonceyouhaveenteredit.Ontheotherhand,theclasssystemsthat areeasytoenteraremuchmoredifficulttokeep,andthisistruebecausepeopleinthelowerclass systemshavelittletoriskbytryingtoremoveyou,andbecausepeoplewhoareinhigherclasssystems canalsoattackyourpositionwithoutputtingthemselvesinanyjeopardy.Sothehigheryouclimbthe moredifficultitwillbetobringyoudown. Now,thecontentonthisCDwilldealwiththe6typesofpressure.Thesixtypesofpressureare: Withdrawnpressure,repetitivepressure,directpressure,indirectpressure,pressuresoftrust,pressures ofcontact,andobviouspressures. AsIgooverthesetypesofpressurewithyou,asismycustomIwillgiveyoureallifeexamplesofthese pressuresinaction.AsIvesaidtoyoubefore,theseexamplesarenotintendedtorepresentthereallife situationsofwhatyouregoingthrough.Iwill,however,addenoughcontexttothesetypesofpressure sothatyouwillhaveasolidideaofhowthesepressurescanbeappliedindifferentwaysandin differentsocialsettings. TrackThree So,thefirsttypeofpressurewehaveiscalledwithdrawnpressure.Withdrawnpressureiswhenwe applypressuretoaperson,andthenwetakethispressureaway.Now,thewaywithdrawnpressure worksisalmostcontradictory. Withdrawnpressureisextremelypowerfulifitisappliedcorrectly.Withdrawnpressureisusedbysales forces,seductioncommunities,andordinarypeoplewhodonotevenknowthattheyareusingit.What makeswithdrawnpressuresodeceptiveisthatitgoesintoeffectonceyoutakeitaway.So,theactof removaliswhatreallyinstallsit. Herearesomebasicexamplesofwithdrawnpressureinreallifesituations:
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AwifeistellingherhusbandthatshewantshimtospendChristmaswithherfamilyoutofstate.The husbanddoesntseemtooenthusedabouttheidea,andeventhoughshehasbroughtuptheissue severaltimes,hestillwontagreetoit.So,becausethewifegetsfrustratedthatherhusbandwontdo asshewishes,shetellshimtojustforgetaboutit.Shemayeventellhimthatsherespectshisdecision andthatshewontbringupthetopicanymore. Now,assoonasthewifetakesawaythepressure,thehusbandalmostimmediatelybeginstochangehis demeanorsothatforthefirsttimesincehiswifebroughttheissueup,heisnowmuchmoreopento talkaboutthesituationandinfacthehimselfbeginstobringupthetopicandtopushforittohappen, sointheendheagreestohiswifesrequestandspendsChristmaswithherfamilyoutofstate. Now,inthisexample,itwasthemomentthathiswifetookthepressureawaythatthehusbandfeltthe urgestogiveherwhatshewanted.Thisisaclassicandcommonformofwithdrawnpressureusedina marriagescenario. Letshaveanotherexampleofwithdrawnpressure:Amanhasagirlfriendthathewantstomarry.So, hebeginstobringupthetopicofmarriagetoseehowhisgirlfriendfeelsaboutit.Well,tohissurprise, hisgirlfriendtellshimthatshedoesntthinksheeverwantstogetmarried. Themantellsherthatheunderstandsandthathewillnotbringupthetopicofmarriageagain.Well,as soonashetellsherthistotakeawaythepressurefromher,whatreallyhappensbehindthescenesis thatthepressurebeginstomountwithinhertochangehermind.Shemaybegintodevelopfearof losinghimbecausenowithasbecomeclearthattheyhavedifferentgoalsinlife. Shemayalsostarttosuspectthathewillbegintostartshoppingforanotherwomanwhowillsharehis samedesiretogetmarried.Now,thistypeofpressurecanandwillcreatealldifferentsortsofthought processeswithinherthatarecapableofcompletelyrearranginghervaluesandbelievesystems.Itmay nothappenovernight,butintimeshewillmostlikelyreconsiderherpositiononmarriageandexpress herwillingnesstomarryhim.Thisisapremaritalexampleofwithdrawnpressure.
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Now,seductioncommunitiesusewithdrawnpressureinavarietyofways,oneofthemostcommon scenariosbeingwhentheyapproachwomenwhoareingroups.Whatoftenhappensisthatthepickup artistwillapproachoneofthewomeninthegroupwhomtheyarenotinterestedinandfirststrikeupa conversationwithher.Thiscovertapproachwillremoveanypressurefromthewomanwhomtheyare actuallyinterestedinwhiletheinitialpressureoftheapproachisactuallyplaceduponawomaninthe groupwhomtheyarenotinterestedin. Then,atsomepointintheconversation,thepickupartistwillthenturnhisattentiontowardsthe womanwhomhewasinterestedinallalongandbeginaconversationwithher.Ashedoesthis,the pressureiswithdrawnfromthewomanwhomheinitiallyapproached,andthenewwomanwhomheis talkingtoshouldntfeelanypressurefromhisactofstartingaconversationwithherbecausehewas alreadytalkingtohergroupfirstbeforehestartedtalkingtoher. Thishasproventobeanimportantsubtlemove,becauseitenablesmentotalktowomenwithoutthe approachanxietythatusuallycomesalongwithtryingtostartaconversationwithawomantheyve nevermet. Now,thisisadifferentvariationofwithdrawnpressurethatisusedongroups.Youputtheinitial pressureononememberofthegroupthatyouarenotinterestedintoopenupthegroup.Then,after thegrouphasbeenopenedup,youtakeyourattentionoffthepersonwhomyouwerenotinterestedin anddirectittowardsthepersonwhomyouwereactuallyinterestedinallalong. Afinalexampleofwithdrawnpressurecanbeseeninthesalesforce.Atermmanyofyouhavealready beenfamiliarwithbynowiscalledtakeawayselling.Takeawaysellingiswhereasalesforceoffersyoua deal,andthentheytellyouthatthedealisnolongeravailable.Thissalesmodelhasbeenmost effective,andtimeandtimeagainhasincreasedthechancesthatthecustomerwilljumponthenext dealwithurgencybecausetheydontwanttomissoutonthatdealtoo. Salesforcesusetakeawaysellinginabunchofdifferentways,butnomatterhowtheyuseit,takeaway sellingisalwaysaformofwithdrawnpressure.Sowithdrawnpressurecanalsobeusedtocreate urgencyandcanbeatypeofscarcitytactic,becausewhentheofferiswithdrawn,theofferbecomes scarcesothatmorevalueisaddedtoit.
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So,nowthatwevegoneoversomeexamplesofwithdrawnpressure,Iwanttopointaboutafew distinctfeaturesaboutit:First,withdrawnpressureisnotnecessarilyaformofdirectpressurethatis laterwithdrawn.Withdrawnpressurecanbeginintheformofanytypeofpressure.Thekeyistomake surethattheinitialtypeofpressureiswithdrawn. Now,withdrawnpressureisanextremelypowerfulformofpressurethathasbeengettingpeoplewhat theywantedforcenturies.Ihaveafriendwhorecentlyusedwithdrawnpressuretogetavery handsomeraiseatwork.Withdrawnpressureisdifficulttoresistbecauseitisactivatedonceitistaken away.Thismeansthatpeoplebegintobeinfluencedbythispressureaftertheyfeelitisnolongerthere. TrackFour Thenexttypeofpressureisrepetitivepressure.Repetitivepressureisaformofpersistencethatchips awayatapersonsresistanceonelittlepieceatatimeuntileventuallythereisnothinglefttoresistyou. Itissortoflikechoppingawayatabigtreewithanaxeyouknowthatthetreewillnotfallrightaway, butyoualsoknowthatifyoujustkeepdoingwhatyouaredoingthatthetreewillfall. Repetitivepressureismosteffectivewhenthepressureyouareapplyingissoft.Ifthepressureyouare applyingishard,thenyouwontabletokeeprepeatingthepressurebecausethattypeofpressureis toohardandwillbreedresentmentinthepersonyouareputtingpressureon.Remember,youdont wanttobreedresentmentordoanythingtomakethegatekeepersangry. Sorepetitivepressureshouldbesomewhatsubtle,andifpossibleyoushouldmixthistypeofpressure withabenefit.Repetitivepressureisexcellentbecauseoftentimeswedontgetwhatwewantfrom otherpeoplebecausewearetryingtopersuadethemtogiveuswhatwewantatthewrongtimeandat thewrongplace. Ifwehadsimplyfoundthemattherighttimeandplace,theywouldhavegivenintous.Well,byusing repetitivepressure,youincreasethechancesoffindingtherighttimeandplacebecauseyoukeep throwingthesameoffer,request,orscenariointothepersonslap.Inmanycasesthetimewillcome whenyouvethrownyourofferintotheirlapatexactlytherighttime.Adifferentdayislikelytogiveyou differentresults.
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Overthecenturysconartisthavebeenawareofthepowerthatexistinrepetitivepressure.Thisiswhy whentheywereresistedbyaperson;theywouldtakethepersonwhowasresistingthemtoadifferent placeandadifferentenvironment.Andthenaftertheyhadtakenthepersonwhomtheyweretryingto getsomethingfromsomewhereelse,theywouldaskfortheexactsamethinginadifferentway. Anotherthingthattheconartistwoulddoiswaitforafewminutesandaskfortheexactsamethingall overagain.Now,thisbringsupaveryimportantpointaboutthepersuasionprocess,andthisisthatasa rulepeopledonotenjoytellingotherpeopleno.Thismeansthateachtimeapersongivesanother persontheanswerno,thatenergyhasbeenexerted. Oftentimespeoplegettiredofsayingnoandtheyeventuallycavein.Thishappenseveryday,butwhata lotofusarentawareofwhenwearetoldnoisthatthepersonwhosaidnotoushasnotgotten strongerbuttheyhavegottenweaker. Andbecausetheyhavegottenweakerwehaveamuchbetterchanceofgettingwhatwewantifwecan rearrangethesituationandaskthemforthesamethinginadifferentway. Now,noticethatIkeepsayingthatweaskthemforthesamethinginadifferentway.Thisisimportant becauseyoudontwanttokeepaskingthemforthesamethingsusingthesamepatterns,words,and phrases.Youneedtoalteryoursupplicationsomewhatsothattheymustaltertheirresponse.This forcesthemtothinkmoreandtoprocessmoreinformation,andthiswillhelpwearthemdown. TrackFive Thenexttypeofpressureisindirectpressure.Indirectpressureiswhenweapplytheobviousforceof pressuretowardssomeoneinanindirectsortofway.Indirectpressureismostpowerfulwhenitisnt detectedbytheotherperson.Iftheotherpersondetectsthatyouareusingindirectpressure,thenthey arelikelytoresistyou.Soifyougetcaughtusingindirectpressure,thenyoumustswitchtoadifferent typeofpressure. Now,thereareseveralformsofindirectpressure,butoneofitsmostclassicformsishowpeopledress. Whenamanwithlargemuscleswearsatanktop,heisputtingindirectpressureonotherpeopletogive himalittleextrarespectbecauseofhowbighismusclesare.Whenawomanwearsjustatadbitof provocativeclothing,sheisputtingindirectpressureonmentofindherattractive.
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Letmegiveyouawordofwarningaboutindirectpressure.Indirectpressurecanalsobeaccidentally appliedbyyou,whichmeansthatyoucanaccidentallyputpressureonotherpeopletotreatyouinways thatyoudonotwanttobetreated.Soifyouarepoorlydressedorpoorlygroomed,thenyoumaybe unknowinglyputtingpressureonpeopletotreatyouinabadway. So,becauseindirectpressurecanbeaccidentallyusedbypeopleinsuchawaythatdoesnotbenefit them,thisbringsupanimportantpointthatneedstobemade,becauseonafewrareoccasionsyou maybeabletoencourageyouropponentstobehaveinsuchawaythattheyindirectlywillputpressure onotherpeopletotreattheminhostilewaysthatcanresulttoyourbenefit. Asapersuasionartistyoumustbeanopportunist,andeventhoughopportunitymayberare,shouldan opportunitylikethiscomesothatyoucantakeadvantageofit,youwillenjoyagreatdealofsuccess. Now,thisideaofhowyoucanusedisinformationortheactofsabotagetoencourageyouropponents toindirectlyputpressureonotherpeopletotreattheminahostilewaythatultimatelyleadstoyour benefitisnotascruelorunusualassomeofyoumayhaveoriginallythought,becauseforyears powerfulcompanieshavebeensabotagingtheirpowerfulcompetitors,andforyearspowerful politicianshavesabotagedotherpowerfulpoliticiansinavarietyofways,oneofwhichisthiscovertuse ofindirectpressure. So,togetthemaximumuseofindirectpressure,youshoulduseityourselfinwaysthatbenefityou,and thenyoushouldseekoutopportunitiestoconvinceyouropponentstouseitinwaysthatalsobenefits you. Thenexttypeofpressureisdirectpressure.Directpressureisperhapsthemostwellknowntypeof pressureoutofallthepressureswehaveavailable,butdirectpressureisalsooneofthemostdespised formsofpressurethatyoucanuse. Directpressureisdiscouragedinourmodernworld.Inmanyways,theartofbeingdirectisathingof thepast.Oursocietyoftendoesnotlikeitwhenwearedirect.Whenwetalkaboutmoney,politics,or religion,itisoftendonesoindirectly.
Whenwenegotiateorwhenweexpressourtruefeelingstowardsanotherperson,itisalsooftendone inanindirectmanner.Thissametypeofindirectbehaviorourworldseemstolovesomuchalsoapplies totheartofsupplication.Whenweaskforsomethingorwhenweexpectsomethingfromsomebody else,ourenvironmentexpectsustobeindirectaboutit. Whenwegetourhaircutorwhenweeatoutatarestaurant,thosewhomwearesupposedtotipnever directlydemandatipfromus,insteadtheyimplythattheywantustogivethematip.Ifpeopleare talkingtoloudorifpeoplearedistractingus,weusuallyindirectlyletthemknowthattheyarebothering us.Wesighorwechangeourfacialexpressions,butwedontalwaysdirectlytellthepersonwhatwe wantthemtoknow. Now,theseareonlysomeexamplesofhowtheworldweliveinisanindirectworld.Thismeansthatin manyofoursocialenvironments,peoplearenotdirect,andthismeansthatdirectpressurehasatonof opportunityforthepersuasionartist.Yousee,becauseoursocietyisnotusuallydirect,thismeansthat peoplearenotaccustomedtomentallyprocessingsocialinteractionswheredirectpressurewas involved. Andbecausepeoplearenotusedtoprocessingdirecttypesofpressure,theyarenotusedtodefending themselvesagainstdirecttypesofpressure.Sobyusingdirectpressure,youhavethepotentialto completelycatchapersonoffguard.Thiswillcreateanelementofsurprise,andweallknowhow powerfulitcanbetohavetheelementofsurpriseonourside. Now,overthelastfewdecadessomeverysuccessfulmarketingcompanieshavefoundoutthepowerof beingdirectwiththeirmarketing.Becauseeveryonehadgottenusedtothepassivenondirecttypeof marketingthatmostmarketingfirmshadresortedtoovertheyears,andbecausepeoplehadgotten usedtoit,peoplecouldeasilydefendthemselvesagainstit. Sobyresortingtoamoredirectstyleofmarketing,manyofthesecompaniesbegantoseeincreasesin theirprofitmarginsthatwereover300%. Sometimesintheartofpersuasionyouneedtoeitherbendtherulesorcompletelybreakthemanddo theoppositeofwhatyouareexpectedtodo.Oneofthemostimportantwaysyoucandothisistobe directinanindirectworld.
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TrackSix Thenexttypeofpressuresispressuresoftrust.Pressuresoftrustbecomepossiblewhenyouwinthe trustofthepersonwhomyouarepersuading.Salescompaniesusethesetypesofpressuresallofthe time,andsoshouldyou. Oneofthemainreasonswhycompaniesaresointerestedincustomersatisfactionandinputtingas muchvalueaspossibleintotheirproductsisbecausetheywanttoearntrustfromthecustomer.As soonasthecompanycanearnthecustomerstrust,thecompanycansellalmostanythingtothat customer.Anotherbenefittoearningthecustomerstrustisthatthecustomerwillcontinuetobuy productsfromthiscompanyforaslongasthiscompanydoesbusiness. Now,ifyoureallythinkaboutit,almosteveryonewhoisinthepersuasionbusinessisfightingtoearn yourtrust.Themoretrustyouhave,theeasieritwillbeforyoutopersuadepeople.Andwhatalsowill happenisthatthosepeoplewhohavetrustedyouwilltelltheirfriendsandfamilytotrustyou. Winningthetrustfromotherpeopleisanotherwaywecancontrolthecenteroftheboard,becausethis canbeacrucialelementtothepersuasionprocess.Now,inmanywaysthisideaofwinningtrustmay seemtogoagainstthemilitantstyleofpersuasionorthisideamayseemsomewhatsoftandmuchless forcefulthanothermethodsofpersuasionthatyoumayhaveheardabout. Butnothingcouldbefurtherfromthetruth,becauseinthepersuasionprocessthereisnothingas forcefulorasdevastatingthantowinapersonstrust.Bywinningsomeonestrust,aninvisibleforce getsattachedtoyoursocialinteractionswiththatpersonthatcausesthemtodoalmosteverythingin theirpowertocooperatewithyouwithinthecontextofwhereandwhytheytrustyou. So,asyouwinpeoplestrust,youwinmoreofthebattlesyouaretryingtowinandendupwithmoreof whatyouwantinlife.
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TrackSeven Thenextpressuresarepressuresofcontact.Pressuresofcontactoccurassoonaswemakecontactwith anotherperson.Itisthesetypesofpressuresthattelemarketersthriveon,becausejustbygetting someoneonthephoneiswhatmakesthesalesthattheymakeoverthephonepossibleforthem. Now,almosteveryonewhotheygetonthephoneisnotinterestedinbuyingwhatthetelemarketers areselling.Butjustbecausepeoplearemakingcontactwithsomeonewhoistryingtosellthem somethingtheyfeelthepressuretobuywhatisbeingoffered. Thisalsoappliestocharitiesthatstandoutsideofgrocerystoresaskingfordonations,itappliesto beggarsonthestreetcorners,andtodoortodoorsalesman.Assoonasanyofthesepeoplemake contactwithaperson,thereisaninvisiblepressurecreatedtocooperatewiththepersonwhoismaking thecontact. Now,weallknowthateveryonedoesntgiveintodoortodoorsalesmanandtobeggars.Thatisntthe point.Thepointisthatthesepeoplemusthavesuccessatwhattheyaredoing,otherwisetheyre wouldntbeanyonedoingit.Andoneofthemajorfactorstotheirsuccessisthepressuresofcontact. So,ifpressuresofcontactcanenablesomeofthemostunwantedanddespisedoccupationstohave successevenagainsttheodds,howmuchmorepossibledoyouthinkitwouldbeforustousethese pressuresofcontactinourfavortoincreaseoursuccess? Wecanusethesepressuresofcontacttoouradvantage,butasalways,thereareafewprinciplesthat weneedtokeepinmind.Theprinciplesthatapplytothepressuresofcontactarethatwemustbethe onemakingthecontact.Thesetypesofpressuresarenotaspowerfultousewhenwearetheonebeing contacted. So,youmustmakecontactinorderforthesepressurestobecomeareality.Thenextprincipletokeep inmindisthatthereareseveraldifferenttypesofcontactpressuresbecausethereareseveraldifferent wayswecanmakecontactwithanotherhumanbeing.
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Wecanmakeeyecontact,contactthroughthemail,contactthroughthetelephone,orwecanmake conversationalcontact.Youcanalsocombinethesecontactsifyouwanttoinordertocreateamore powerfuleffect.So,whileyouaremakingconversationalcontactwithaperson,youcouldcombinethis contactwithpowerfuleyecontacttostrengthentheeffectyouweretryingtohave. Now,youalsomayneedtomakeseveralcontactswithapersonuntiltheyarecompletelywillingtogive youwhatyouwant. Thefinalprinciplepertainingtothesecontactpressuresisthatyourcontactshouldconveymeaning.If thepersonwhomyouaremakingcontactwithhasnoideawhyyouarecontactingthem,theneven thoughtheymayfeelpressuremountingupinsideofthem,thepressurethattheywillexperiencewill notbeabletodirectthemtowardstheactionsyouwantthemtotakebecausetheywontknowwhat youhavecontactedthemfor. TrackEight ThefinaltypesofpressuresIwillbediscussingwithyouonthisCDarethosepressuresthatareobvious. Obviouspressuremeansthetypeofpressurethatyouarealreadyfamiliarwithandthetypeofpressure thatwereallycanttalkverymuchaboutbecausenoonereallyknowsthesituation,theevent,orthe personwhomyouaredealingwithaswellasyoudo. Youknowmoreaboutwhatyouwanttoachieveandaccomplishthananyoneelsedoes.Soinawayyou knowmuchmoreaboutwhatneedstobedone.Obviouspressureisthetypeofpressurethatiseasyfor youtosee,butdifficultforsomeoneelsetosee.Obviouspressureisbaseduponwhatyouknow,not uponwhatanyoneelseknows. Attimesonlyyouwillknowtheway,andattimesonlyyouwillknowwhatismisleading.Thisiswhen youshouldapplyobviouspressure.Sometimesobviouspressureisalsothepressurethatyoumust applytoyourself.Itiswhentheonlypersonwhoisgettinginyourwayandwhoisinterferingwithyou achievingyourgoalsisyou.Thesearethetimeswhenweareourworstenemies. Soyoumustgetoutofyourway,andtheonlywaythatyoucandothisistoapplypressuretoyourself sothatyoucanmotivateyourselftodowhatneedstobedone.Andbecauseonlyyouknowyourself, onlyyoucandiscoverwhatthisobviouspressureis.
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Sometimesobviouspressureisdemonstratedthroughsilenceorspeech,throughurgencyorpatience, andsometimesitisdemonstratedthroughanopportunity.Onlyyoucanknowthistypeofpressure. Onlyyoucanseeitwhenyouneedtoseeit. Theobviouschanges.Whatisobvioustoyounow,maynotbeobvioustoyoutomorrow.Andwhatis notobvioustoyounowwillbeobvioustoyoulater.Theobviousandthemysteriouscanbethesame thing,becausethemysteriousbecomestheobviousandtheobviouswasoncethemysterious. Now,whatthismeansisthateventhoughyoucannotfindtheentrancenow,thatyoucanfindthe entrancelater.Youmaynotseethedoortoday,butyouwillfindthedoortomorrow.Andonceyoufind thedoor,itwillbeobviouswherethedooris.Sothatassoonasyoufindthedooryoucangoinandout wheneveryouwish. Inpersuasionthisisreferredtoastheway,itiswhenwehavefoundthewayintoanotherperson,andit isalsowhenwehavefoundawayintoourselvessothatwecancontrolselfbetter.Thismeansthatthe doorisalwaysinanobviousplace,eventhoughitmaynotappearobviousatfirstwherethedooris located.ThisisthetrueobviouspressurethatIamspeakingtoyouofnow. TrackNine So,youarenowfamiliarwithhowtousetheartofapplyingpressurewithinyoursocialinteractionsto addyetanotherlayertoyourpersuasionskillsthatwillhelpyougetmoreofwhatyouwant.Youcan applypressuretowardsanyindividualinanysituationtobreechanytypeofresistanceyoumaybe encounteringonanindividualbasissothatyoucanlaterbreechanentireclasssystem.Firstconquerthe individual,andthenyouwillconquertheclasssystem. So,nomatterhowbigaclasssystemis,allyouneedisanopeningthesizeofapindroptoenter. Theclasssystemscanlooksomewhatlargeandintimidating,butonceyouunderstandthateachclass system,nomatterhowbigorpowerfulitis,consistofindividuals,thenyoucandirecttheentireartof persuasiontowardsasingleindividual,andbycuttingdowntheresistanceofenoughkeyindividuals
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withinthatclasssystem,theentireclasssystemwillfallasaresult.Controlthehead,andthebodywill follow. TrackTen Asyouconsiderwhatitmeanstousehypnoticpressuretobreechtheclasssystems,youcanalso considerastoryaboutamanwhorankedextremelylowintheclasssystemsonceuponatime.And thismanhadagifttosingwonderfulsongs,andbecausehecouldsingsowell,hewasabletoenterthe highestclasssystemsashedirectlysangtothem,andthenwithdrewhimselfafterhewassingingand theykeptlisteningtoalloftheseindirectmessagesofhissongsuntilitbecameobviousthattheyloved him.
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TrackOne(Open) Welcometosessionfour.Inthissessionyouwilldiscoverthemeaningbehindtheconceptofsocial strategy.Strategyisthenearcertaintyofachievement,becauseifstrategyisunderstoodcorrectlyithas thepotentialtobecomemorepowerfulandmorereliablethananyforceonearth.Butinorderfor strategytobepractical,itmustbesmalllikethegrainsofsand.Andallthoselittlegrainsofsandcan makesomethingwonderfulifyouusethemcorrectlythisisthesandcastleprinciple. TrackTwo Welcometodisguisedhypnosis,thisisthepretalkforsessionfour.Now,inthissessionwewillbe dealingdirectlywiththescienceofstrategyandhowyoucanintegratestrategieswithinthecontextof thevariouspersuasionsystemsthatyoumaybehappeningtobeusing. Now,beforeweactuallytalkaboutthestrategiesthemselves,letslayalittlebitofgroundworkabout strategyandtalkaboutitsprinciplessothatyouwillbeabletounderstanditfullyandapplyitinthe mosteffectiveways.Althoughthereareseveraldifferentuniqueviewstowhatstrategyisandasto whatitisnot,inthecontextofpersuasionwewilldefinestrategyasasystematicbehaviorpatternthat isdesignedforaspecificobjective. Strategyhasthepotentialtobeverypowerful,butifitisntbuiltupontheproperfoundations,thenit willmostlikelynotbeeffectiveandinmanycasescandomoreharmthangood.So,beforeyouactually putastrategyintomotion,youfirstneedtobeawareofotherprinciplesbehindthescenessothat everythingworksoutalmostexactlyasyouplan. Thismeansthatattimesstrategyisdesignedtobesortoftheknockoutpunchinafight,whileatother timesstrategyisdesignedtopositionyouropponentsfortheknockoutpunch.So,strategycanbeused towearyouropponentsdownortoutterlydefeatthem.Youcanalsousestrategytoplaceyourselfin whatareknownaselevatedpositionssothatyoualwayshavetheadvantageinyoursocialinteractions sothatyouaremostlikelytohaveyourway. Andbecausesomestrategiesaremoreobvioustonoticethanothers,thismeansthatsomestrategies willproduceimmediateresults,whileotherstrategieswillproduceresultsoverlongerperiodsoftime theseareoftenthetypeofstrategiesthatwearyouropponentsdowngradually.
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Now,therearealsostrategiesthatappearasbigandpowerful,andtherearealsostrategiesthatappear asweakandfragile.Strategiescanalsobedevelopedandaimedtowardseithergroupsorindividuals. Andyoucanandshouldalwayscustomizeeachstrategyfortheparticularsituationandlocationtomore properlyaimthematyourtargets. Strategyisalsouniversal,whichmeansthatwhatworksupstairsalsoworksdownstairs.Thismeansthat thesamestrategythatcanbeusedtosolveabigproblemcanalsobeusedtosolveasmallproblem. Youmayneedtoapplythesamestrategydifferentlytofitwithinthecontextofadifferentsituation,but itwillstillbethesamestrategythatyouwillbeapplying. Now,socialinteractionsbegin,aremaintained,andarefinishedwithsmallprocesses.So,becausesocial interactionsconsistofsmallpieces,wemustkeepourstrategiessmalltobeabletofitwithinthe miniaturesequencesofoursocialinteractions.Andbyfocusingonthelittlethings,wewillalwaysbe abletomakethebigthingshappen. Now,eventhoughthesituationsforwhichstrategiesarebuiltmaychange,theprinciplesofstrategydo notchange. Thereasonwhyitisimportantforyoutograspthisisbecauseitisntpracticalforyoutoattemptto learnathousandstrategieswheninrealityallofthosestrategiesarereallyonlyvariationsofthe strategicprinciplesthattheyweretakenfrom. Themorestrategiesyoucomeupwithandthemorestrategiesthatyoutrytolearn,themoreyouwill weighyourselfdownandcrowdyourcapabilities.Ifyouhavetoomanyoptions,youmayfindyourself nothavinganyoptions.Inthepersuasioncommunity,werefertothisprincipleascrowding.Now,whilst itisOKforyoutocrowdyouropponents,itisnotgoodforyoutocrowdyourself. Now,insocialinteractionswearenotlookingforhardnessbecausehardnessbreedsresistanceinthose whomwearetryingtopersuade,insteaditshouldbeyouraimtomastertheartofsoftnessbecause,in thepersuasionprocess,softnessiswhatwillpenetratesteel.
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TrackThree Theconceptofstrategyisavasttopic,buttoremainwithinthecontextofthepersuasionprocess,we willindentifythreetypesofstrategies:Offensivestrategies,DefensiveStrategies,andNeutralStrategies. Now,ifwebecomeoffensiveinoursocialinteractions,weputourselvesatrisksinamultitudeofways. Forone,whenweareoffensivepeoplewilltakeoffensetowhatwearedoing,andthiswillonlybuild theirpotentialtoresistus.Secondly,beingoffensivewithyourstrategiesmayputyouontheborderline ofillegalactivityandwecertainlywouldntwantthat. Butwhathappensifweusedefensivestrategies?Well,ifwebecomeentirelydefensive,theneverything wedoiscontingentupontheoffensiveactionsofotherpeople.Thisisamajorweaknesstobeing defensive,becausewecanttakecontrolofanythinguntilsomebodyelsedoessomethingfirst.Plus, whenpeopleareputonthedefensive,theyoftenlookweakandinsecure. Anotherproblemwithoffensiveanddefensivestrategiesisthattheyaredirect,anditisfarmore effectivetobeindirectinthepersuasionprocessthanitistobedirect.So,thisiswheretheneutral strategiescomein. Theneutralstrategiesareentirelyneutralintheirnaturebuttheycantaketheformofoffensiveor defensiveformationsatanygivenpointintime,situation,orlocationasbothoffensiveanddefensive capabilitieshavebeenneatlypackedintothem.Andyet,nomatterwhatformthesestrategiestakeon, theyalwaysbeartheresemblanceofbeingindirect. Now,theneutralstrategieshavebeendesignedforthepurposeofgivingyouleveragewithinyoursocial interactions,andbecausewhenyouusethesestrategiesyouarewalkingasortofmiddlepath,these strategiesareaformofpassivewar.Ifusedproperlythesestrategieswillbegivingyoutremendous powerandleverage,anditwontseemlikeyouaredoinganythingspecialtoobtainthisleveragesoyou willflycompletelyundertheradar. Remember,offensivebehaviorwilllockyouintopositionsthatyoucannotlaterescapefromifyouneed to.Ifitbecomesclearthatyouareontheattackorthatyouhaveanagenda,youwillarmyour opponentswithmoreskillstoresistyouthantheywouldhavehadifyouneverwentontheoffensive.
Plusifyourfirstoffensivedoesnotgiveyoutotalvictory,itwillbemuchmoredifficultforyoutomount asecondoffensivebecauseyouropponentswillbepreparedforitbetternexttime.Andtomake mattersworse,youropponentsmaylaunchcounterattackssothatyouwillneedtogoonthedefensive andspendyourresources. Now,thisiswhy,seeingtheweaknessesofbothoffensiveanddefensiveframesofmind,thatathird methodofstrategyhasbeencreatedwhichistobeexecutedfromaneutralframeofmind.These neutralstrategiesarenotonlysufficientforprotectingyou,buttheyarealsoefficientforattackingyour opponentsinsuchcovertwaysthatyouropponentswillhavenoideathattheyarebeingattacked. Furthermore,thesestrategieswillalsodisarmyouropponentswithoutthemknowingtheyhavebeen disarmed,andthisiswhatmakesthemsuperiorandfitforpsychologicalwarfareinthattheyare effective,powerful,covert,andwithintheboundariesofthelaw. TrackFour SoletstakesometimeinthisPreTalktotalkabouttheTrojanhorsestrategiessothatwecandissect themandtalkalittlebitabouttheprocessesofselectionastheseprocessesrelatetothescienceof socialstrategy. Then,afterwetalkabouttheTrojanhorsestrategiesingeneralandthethreetypesofselectionthatare builtintothem,wewillalsotalkabouttheconceptofreverseTrojanhorsesandhowtheprocessof decaymustbeevaluatedwithinthecontextofstrategy.Then,towardstheendofthispretalk,Illtell youalittlebitaboutthearcheryprinciplesothatyoucanbeawareofitsthreeuniversalmeanings. TheTrojanhorsestrategiesprovideuswithaperfectmodelofhowneutralstrategiesareconstructed, andbecausemostpeoplehaveheardtheancienttaleoftheTrojanhorse,thisisanexcellentplacefor ustobeginamorespecificdiscussionaboutthisideaofsocialstrategy. TheTrojanhorsewasusedbytheancientGreeksintheTrojanWartoenterthecityofTroysothatthey werefinallyabletowinthewartheyhadbeenfightingforovertenyears.Now,theTrojanhorse appearedontheoutsideasagift,butinrealityitledtothedefeatofthosewhoacceptedthegift.
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Now,thisancienttalehasalotofmeaningwrappedupintoit,andifyouweretofullyconsiderthe conceptoftheTrojanhorse,youwillrealizethatitisthemixtureofkindnessandhostility.TheTrojan horseisthemixtureofbothyourinterestandtheinterestofyouropponents,butitonlyconsidersthe interestofyouropponentsinsuchawaythattricksthemandbringsthemtodefeat. SoletsbegintomovetowardsmoderndayexamplesoftheTrojanHorseStrategiesinaction:Now, needlessbutnecessarytosay,theTrojanhorsestrategiesareperhapsoneofthemostfavoritestrategic toolsetsusedbysalesforcestobuildacustomerbasethatthesalesforceswouldnototherwisebeable tobuildhadtheynotputintopracticethismodeloftheTrojanhorse. Thisiswhysomanycompaniesaregivingawayfreestuffnowadaysandeachtimetheygiveyou somethingfreethegifttheygiveyouissomewhatofaTrojanhorsethatisdesignedtosuckgobsof moneyoutofyourpocketslaterinthefuture. Plus,bythemgivingyouafreegiftorsendingyouone,theyusuallymakeitapracticetocollectyour contactinformation,andthisenablesthemtoharassyouwilltelephonecallsandendlessemails,along withpromotionsinthemail. Now,ifyoulookatalmostanysalesmodel,youwillseethatitisusuallypackedwithanentirearsenalof Trojanhorsestrategies.TheTrojanHorseStrategiesarearepresentationofhowpeopleusedeceitful kindnesstomanipulateotherpeople.SometimesflatteryisatypeofTrojanHorse,whichiswhy complimentsworkquitewellsometimeswithinthecontextofthepersuasionprocess. So,letsfirstdiscussthenecessaryframeofmindthatyoumustpossessinordertobeableto understandtheuniversalapplicationsthattheTrojanhorsestrategieshaveineverydaylife.Thekeyis foryoutofocusonhowtogivepeoplewhattheywantsothatyoucangetwhatyouwant.Andthisis perhapsoneofthemostimportantthings,andyetalsooneofthemostunderestimatedingredientsof themostpowerfulpersuasionrecipes. Thismeansthatyoushouldalwaysimitateapersonwhohasthebestinterestofotherpeopleinmind, andthiswillputpressureonotherpeopletoyieldtoyouandgiveyouwantyouwant,becauseifthey
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decidetoresistyourinterestitwouldalsoseemliketheywouldberesistingtheirbestinteresttoo.And peopledontwanttoresistwhattheythinkisintheirbestinterest. Youcannotmastertheartofpersuasionbehavinglikeabully,sothemoreyousetthecontextthatwhat youwantfitsintothebestinterestofthepeoplewhomyouaretryingtogetthingsfrom,themore persuasiveyouwillbe.Thismeansthatinwardlyyoucanthinkandbelievewhateveryouwish,but outwardlyyoumustappeartobeactingforthebestinterestoftheotherpeople. So,byalwaystakingthemoral,highgroundofaGoodSamaritan,youwillencounterfarlessresistance fromotherpeopleregardlessofthecontextyouareinorwhatyouaretryingtoachieve.Doorswill alsobeopenedtoyoubypowerfulgatekeeperswhowouldnotnormallyopenthesedoorsforyou. TrackFive Now,Idliketotakealittlebitoftimeandtalktoyouaboutaprocesscalledselection,becausethere arethreetypesofselectionthatarebuiltintoTrojanhorsestrategies:Wehaveselectivekindness, selectivehostility,andselectivehonesty. Thisideaofselectionismostimportanttoconsiderbecausetofullyunderstandthecomponentsthat arenecessarytoharnessthepoweroftheneutralstrategiesweshouldunderstandwhattheboundaries oftheprocessofselectionare. Thereasonwhythisconceptofselectionmustcarefullybeconsideredisbecauseeventhoughthe Trojanhorsestrategiesgiveusenormousinsightsofwhattodo,weshouldalsodoamoreextensive evaluationsothatwecanalsoreceiveinsightsofwhatnottodo. Thiswillableyoutoextractthebenefitsoftheneutralstrategieswithoutmisunderstandingthebenefits oftheneutralstrategiessothatapersuasionartistshouldnotcometoruin.Strategiesarelikeweapons, andifyoudonotusethemcorrectly,theycanbackfireonyou. Now,theideaoftheTrojanhorsestrategygoesagainstallofourconventionalwisdom,becausewe seldomthinkofgivingouropponentswhattheywantinordertodefeatthem.Instead,thereverseis oftentrueandwewouldrathereventakethingsfromouropponentsthem.But,justliketheancient
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GreekshadsuccesswiththeprocessofselectionasitrelatestotheTrojanhorse,youalsocanhave successwiththeprocessofselectionasitrelatestosocialstrategyaswell. So,letsbegintotalkaboutselectivekindness.Thistypeofkindnesshasbroughtpeoplegreatfortune overthecenturies.Selectivekindnessbenefitsthepersuasionartistinmanywaysandisindeed necessaryforhimtorisetopower.AndtheTrojanhorsestrategyisaperfectillustrationofselective kindnessbecauseitisafalsetypeofkindnessthatyoushowtowardsyouropponentsthroughthe illustrationofsometypeofgift. But,therecanbeaproblemwiththeprocessofselectivekindness,becausethosewhomyouwillbe unitedwithwillnotbeunitedwithothers,andbecausetherewillbedivisionsamongpeople;this requiresyoutobekindtosomeandhostiletoothers. Forexample,attimesyourallianceswillnotallowyoutoshowselectivekindnesstowardsyour opponents,andifyouwanttokeepyouralliancesyoumustrespectyouralliancesanddoastheywish bynotshowingtheirenemiesanyformofselectivekindnesseventhoughyouwouldbenefitfrom doingso. But,oftentimesyourisklosingyourfriendsbybeingkindtotheirenemies,andbecauseitisntinyour bestinteresttoriskweakeningyouralliances,yousometimesneedtoobeyyourallianceswishesmore thanyourownwishes. Duringthesecommonsituationsyoumustmaketheenemiesofyouralliancesyourenemiesinorderto strengthenandkeepyouralliances,andtodothisyoumustagainresorttotheprocessofselection,only thistimeyouwillberesortingtoselectivehostilityinsteadofselectivekindness. So,selectivehostilitymustalsobeanoptionforyouinyourpersuasiveweaponry.Andbybeinghostile towardsthosewhoarenotyouralliancesinordertoshowkindnesstoyouralliances,thisisareverse Trojanhorsebecauseitreversestheorderofkindness,andintheenditsallforyourbenefit.So,both kindnessandhostilitymustbeusedeffectivelysothattheyarebalancedoutproperlyanddispensed accordingly.
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Itisoftenlikethisinpolitics,asthepoliticiangivestothepeoplewhocontributetohisbestinterestas muchashetakesfromtheotherpeopleororganizationsthatdonotservehisbestinterest.Sothetrue sciencebehindtheTrojanhorseisthatbyusingitappropriately,theactoftakingisactuallytheactof giving. Now,althoughitcanbesomewhattroublingtothinkofpersuasionlikethis,itdoesnotchangethefact thatthisisapartofwhatpersuasionreallyis.Becauseifyouconsiderthegivingofcompliments,the givingofonestime,orthegivingoffreegiftsashasalreadybeendiscussed,youwillalwaysseethat thereisanunderlyingexchangingprocessgoingonwherethegiverinsomewayisactuallythetaker. TrackSix Now,havinglaid,notonlytheimportanceofselectivekindnessbutalsoofselectivehostility,itis appropriatetonowalsomakementionofonefinalselectiveelementofthepersuasionprocess,and thatistheconceptofselectivehonesty. TheTrojanhorseinmanywaysisalsoarepresentationofdeceitfulhonestyasavirtue,becauseit appearstobethetruthwheninfactitisnotthetruth.Andthemorerealandbelievablethesnare appearstobethatyouhavelaidforyouropponents,themorelikelytheywillbetotakethebait. So,asolidTrojanhorsestrategymustappearbelievable.But,eventhoughwemustuseselective honestywithintheboundariesofourstrategies,thisdoesnotmeanthatweshouldbehonestinsucha waythatjeopardizesoursecurityandprivatelives. Apersuasionartistoughtnevertotellotherpeoplethetruthwhenthetruthdoesnotbenefitthem. Instead,thepersuasionartistoughtonlytotellthetruthwhenthetruthcanbeusedinsuchwaysto furtheryourbestinterest. Andthisisinitselfthebestroutetotakeforavarietyofways:Onebeingthatotherscannotoften handlethetruthandkeepyourhonestlywhichyousharewiththemtothemselvesinsteadtheylater usetheinformationyouhaveentrustedthemwithtogossipaboutyourprivatelifesothatyoursecurity maybeatrisk,thesecondreasonbeingitisthenatureofhumanitytodemandinformationfrompeople thatisnoneofitsbusiness,andthethirdreasonbeingthatthosewhomyoutrusttodaymaybe distrustedbyyoutomorrow.
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So,becausethestatusofyoursocialinteractionsissubjecttochange,andbecausetherearemanywho willuseyourhonestlyagainstyouaftertheyfeelyouornolongerabenefittothem,youshouldonlybe selectivelyhonestinawaythatprofitsyouandnotinawaythatwillbringyoutoruinatalaterpointin time.Historyisfullofexamplesofhowpowerfulpeoplewererecklesslyhonestandbroughttonothing asaresultoftheirimproperandrecklessuseofhonesty. Andthisbringsupanimportantpoint,becausehonestyisnotnecessaryinyourhumaninteractions, becauseifitisabsolutelynecessaryforyoutobehonest,thenitisabsolutelynecessaryforyoutobe careful,anditisnevercautioustogoabouttellingothersdeepsecretsaboutyouthatcanlaterbeused againstyou. So,ashrewdartistofpersuasionoughtonlytouseselectivehonestylikeaTrojanhorse,sothatinstead ofyourhonestlybringingyoutothemercyofyouropponents,itwillbedesignedinsomewaytogive youleverageoverthoseyouchoosetoexpressyourhonestlytoo. So,whenpeopleaskyouprobingquestionsthataredangerousforyoutoanswer,insteadoffeeling obligatedtotellthemthetruth,youshouldratherfeelobligatedtoanswertheminwhateverwaysuits yourbestoverallinterest.Youshouldnevertellyourbossthetruthifitputsyourjobpositionatrisk, andyoushouldneverberecklesswithyouruseofhonestlyatajobinterviewsothatyougetdisqualified fortellingthetruth. Now,thismeansthatthereisanexceptiontothenaturalorderoftheTrojanhorsestrategiesthatwe mustconsider.Therearealwaysexceptionstotherules,althoughtherulesarenevernullifiedbytheir exceptions.InthiscasetheexceptiontotheruleconcerningtheTrojanhorsestrategyissimplya reversaloftheorderofkindness. So,whileyoushouldasmuchaspossiblegivepeoplewhattheywant,oratleastmakethemthinkthat youaregivingthemwhattheywantsothattheywillgiveyouwhatyouwantandwillnotresistyou,at timesyoumustdotheopposite,justasseveralpowerfulworldleadersandpoliticianshavedoneas theyhavebehavedcruellyandwhohadnotinanywaybehavedinthewaythatIvejustcounseledyou tobehave.
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But,ifyouweretostudysituationsalittlebitmorethrough,youwillsoondiscoverthatthecruelness demonstratedbytheseworldornationalleaderswas,althoughcrueltoonetypeofpeople,beneficialto anothertypeofpeople. Andthisbringsupaveryimportantpoint,becausesometimesinorderforapersuasionartisttolookout fortheinterestofthepeoplewhomheisattemptingtoinfluenceandlead,thathemustbringtoruin anothergroupofpeoplewhoaretheenemiesofthepeopleheisleadingandattemptingtoinfluence. TheTrojanhorse,then,inthesesituations,isinreverse,becauseitappearstobeanillustrationof crueltyforwhenitreallywasdesignedforkindness. Sokeepingthisinmind,thisisanothertoolthatashrewdpersuasionartistcanusetoclimbhigherin theclasssystems,becausebycrushingorembarrassingoneclasssystem,hecanpleaseanotherclass systemtotheextentthathecanrisetopoweralmostovernightbyusingareverseTrojanhorse. Butintheserarecircumstancesthepersuasionartistmustbecertainoftwothings,first,thattheclass systemhedoesharmagainstcannotrecoverfromthedamageshehasdonetoitsothatitseeks vengeanceagainsthim. Andtwo,thattheclasssystemheisattemptingtoruleoverknowsthathiscruelactionstowardsthe opposingclasssystemweredonebyhimsolelyoutofthebestinterestfortheclasssystemheistrying toplease. Thiscarefulmanagementoftheclasssystemswillnotonlyofferthepersuasionartistsecurity,buthe willalsobefearedtoacertainextentaswell.Andatingeoffearisattimesmoreconvenientandmore powerfultohaveatyourdisposalthangobsoflove. Itisthesesameinstancesthatcanteachusnottorelyonlyuponkindnesstoinfluencepeoplebutalso uponforce,butifforcemustbeuseditshouldbeusedinsuchawaythatappearstobenefityour alliances.Now,thisbringsuptwoimportantpointsthatmustbementionedforone,eventhough kindnessistakenasweaknesskindnessisnotweakonceitisdispensedandusedcorrectly,andtwo, eventhoughtheuseofforceisdespisedinaworldthatfearsit,theuseofforcealsocanbeeffective andfurtheryourinterestifitisdispensedandusedcorrectly.
TrackSeven Now,someofthethingsIhavetoldyouabouttheprocessofselectionbringupaveryimportanttopic thatneedstobediscussed,andthistopicisaprinciplethatisknownasdecay.Yousee,onefactorofthe persuasionprocessthatyoushouldnotoverlookisthatyourfriendstodaymaybecomeyourenemies tomorrow. Thismeansthatifyoutrustsomeonewithyourpersonalinformationanddeepsecretstoday,even thoughthisactofhonestymaytemporaryaddgratificationtoyourrelationship,inthelongyour honestycanbackfireonyoushouldthepersonyouveentrustedyoursecretswithbecomeyourenemy. Afterthispersonwhowasonceyourfriendbecomesyourenemy,thentheycanusethehonestythat youonceentrustedthemwithasaweaponagainstyou.So,becausethestatusofallofyour relationshipsandsocialinteractionsissubjecttochange,youneedtoknowaboutthisprincipleofdecay thatIhavejustrecentlybroughttoyourattention. Now,Iwouldliketodigalittlebitdeeperintothisprincipleofdecayandexpandabituponitsothatwe canunderstanditsdangersindifferentwayssothatwecanbepreparedforitwhenitdoesoccur.The principleofdecaymeansthatallofyourworkandstrategieswithinyourpersuasionprocessesare subjecttodecay. Allofyoureffortsasapersuasionartistwillbesubjecttodecay.Whatthismeansisthateverythingyou do,eventhoughitbepowerfulandeffectiveinthebeginning,willbesubjecttodecaysothatyouwill eitherneedtoletyouroldworksdieorrenewthemsothattheywillcontinuetolive. Thisalsomeansthatifyouinsultoneclasssystemtopleaseanotherclasssystem,thattheclasssystem thatcurrentlylovesyoumayonedayturnagainstyou,sothatifthisshouldhappen,bothclasssystems willhateyouandyouwillhavenooneonyourside.So,becauseallthingsaresubjecttodecayinthe persuasionprocess,includingthestatusofyouralliances,youmustbecarefulwitheverydecisionyou makeandalwaysconsiderthelongtermaffectsofit. LetmequicklygiveyousomeoffthewallexamplesofwhatImeanbytheprincipleofdecay:
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Ifyoumakepeoplelaugh,theywillatsomepointintimestoplaughing.Whentheystoplaughing,you willeitherallowtheirlaughertodieoutoryoumusttellthemmorehumorousthingsinordertomake themlaughagain. Whenpeoplearesatisfiedwithyouandyourservices,youmustkeepthemsatisfiedwithyourservices, andyoumustalsokeepthemdemandingyourservicessothattheycontinuetoacquirethemfromyou. Likewise,ifyoucausesomeonetofallinlovewithyou,youmustkeeptheminlovewithyouand continuetogeneratethesamepowerfulfeelingswiththatpersoninordertokeeptheminlovewith you,otherwisetheirfeelingsforyouaresubjecttodecay,andnotbeingimpressedwithwhatyouonce did,willforsakeyouforwhatyouarenolongerdoing. Politiciansandcelebritiesalikehaveleftuswithexcellentexamplesofhowthisprincipleofdecay operatesinsocialinteractions,becauseeventhoughtheymayhaveoncedidsomethingthatwas pleasingtothepeople,theirgoodserviceandentertainmenteitherwearsoff,or,becausetheylaterdo somethingthatisdispleasingtothepeople,thepeoplewhomhavepreviouslybestowedfameand honoruponthemnolongerdesiretosupportthemanylongersothatthesepoliticiansandcelebrities alikearebroughttoruinunlesstheycontinuetofindwaystowinthefavorofthepeoplesothatthey canstayinthelimelight. Soweseefromthisprinciplethatyoumustalwayswaterthegardenwhereyouaresowingyourseeds ofpersuasioninto,becauseeventhoughyoumayfindfavortoday,thereisnoguaranteesthatyouwill findfavortomorrowexceptyoucontinuallyrenewyourstrategiesandtechniquesuponthosewhom youarepersuading. Now,becauseyoureffortsasapersuasionartistaresubjecttodecay,youmustunderstandthe importanceofhowimportantrenewalis.But,becausetherearealsoexceptionstothisrule,attimes youwillnolongerhaveaninterestinwinningthefavorofsomeonewhomyoupreviouslywereseeking topersuadeandwinfavorfrom.Duringtheseoccasionsyoushouldletyourworkdiesothatyoucan dedicateyourtimeandeffortstoindividualswhoarebestfittosuityourinterestofthecurrent moment.
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Thisisalsoanimportantfactortoconsiderasyouplaythealliancegame,becauseafteryouuseone allianceasasteppingstone,youoftenneedtoforgetaboutthosestepswhicharebehindyousothat youcanmoveontothosestepsthatareahead.Andasyoudothisyouwillneedtoforgetaboutpeople whoarenolongerabenefittoyousothatyoucandedicateyourattentiontowardsthosewhowillbea benefitforyou. So,theprincipleofdecayisnotnecessarilyabadthing,butitissomethingthatyouneedtokeepin mindifyouneedtokeepindividualsandgroupspersuadedoverlongperiodsoftime,and,asIalready mentioned,sothatyoudontgiveanyonerecklesshonestythattheycanlateruseagainstyou. Thereforeitremainstobesaidaboutstrategythatduringthetimesofpeacethatyoushouldbe preparingforconflict,sothatwhentheinevitableconflictsoflifedooccur,youwillbehappyand preparedforthem,nevermissingastep.Onagrandscalestrategyshouldnotonlybedesignedduring thetimesyouneedtohaveyourwayandgetwhatyouwant,butstrategyshouldalsobedesignedas muchaspossiblebeforethesetimesshouldoccur. TrackEight Now,beforeweconcludethisintroductorydiscussionaboutthetopicofsocialstrategy,Idliketotalkto youaboutwhatisknowninthepersuasioncommunityasthearcheryprinciple.Thearcheryprinciple signifiesthatmanyofourstrategies,likearrows,willnothittheirmark. But,eventhoughoursocialstrategiesmaynotalwayshittheirmarkprecisely,theycanstillhitaplace nearbytheoriginalmarkwewereaimingfor.Thisconclusionhasthreeuniversalmeanings;one meaningisthatyoushouldnttakeanyofyourstrategiespersonally,becauselikesalmonswimming upstream,manyofyourstrategieswillnevergocompletelythrough.Soknowingbeforehandthatmany ofthemarealreadydestinedtofail,youneednotcompletelyputyourfaithinthem.Asecondmeaning isthateventhoughyoumaynothityourmarkprecisely,theveryactofhittingaplacenearbywillstill oftenbesufficientenoughtogiveyouvictory. Andathirdmeaningthatcanbederivedfromthisconclusionisthatsometimestheplacesthatyour strategieshitbyaccidentarebetteroffinthelongrunthanhadyourstrategieshittheinitialmarkyou wereoriginallyaimingforintentionally.
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Thearcheryprincipleisamatterofpercentagesandthenumbersgame. TrackNine(Exit) Strategyisbornfromnothingnessanddesperation.Strategyunitescontradictions,whileatthesame timestrategycontradictsitself.Strategyisoneoftheworldsmostpowerfulweaknesses,andassoonas youthinkyouvegotstrategyfiguredout,itchanges.Allyoucandoischangewithit,becausestrategyis likethefourseasonsitdiesanditiscontinuallyreborn.
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TrackOne(Open) Thisisthepracticalpersuasionsystemforsessionfour.Youhaveasomewhatlongerjourneyaheadof youinthissession,becausesometimesyouneedtogoalongwayinordertoactuallyget somewhereinordertofullyunderstandwhatthisjourneymeans.Andyoucanenjoythisjourney, knowingreallyreallyknowingthatthosewhotakejourneysdiscoverpowerfulmysteries. TrackTwo Welcomeeveryone,tothisfourthCD,entitled,passivewar:Anintroductiontoneutralstrategy. Now,beforewebegintodiscusstheneutralstrategies,Iwanttobrieflymentionwhatwecanreferto ascommonstrategy. ThereasonwhyIamtakingthetimetomentionthisisbecausemanyexpertsinpersuasionareguiltyof accidentallymakingsimplethingscomplicatedbecauseofthewealthofknowledgeandtechniquesthey havelearnedovertheyears. Sometimesyoudontneedtodoanythingpersuasiveatalltogetaraise,abetterjob,orthepersonof yourdreamstogooutwithyouonadate.Sometimesallyouhavetodoisask. So,makingsupplicationisaperfectillustrationofcommonstrategy.Persuasionshouldbepracticaland thetechniquesofpersuasionshouldbeaseasytoapplyaspossible.Itisntnecessarytomakethe simplethingscomplicated,soifyoucanfindasimplewaytogetwhatyouwant,thenyoushouldbyall meansuseit. Strategyisnotbuiltuponfancyorcomplextheories.Itisbuiltuponproventheories.Thismeansthat strategyisversatile,andbecausestrategyisversatileyoucanlikenittoclay,andyoubeingthepotter canshapeitandreshapeitforwhateverpurposesyouwish.
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So,becausestrategyisnotaboutbeingfancyitissolelyamatterofbasicandyetthroughcalculations thatareexecutedthroughthevehicleofaneffectivestrategythatisbuiltuponprinciplesthatnever change. Now,afinalnoteofcautionbeforeweproceedtotheactualsetofstrategiesofthissession:Youshould neverfindyourselflockedintooneparticularsetofoptionsorstrategies;instead,ifwhatyouaredoing isnotworking,youshouldimmediatelyswitchtoadifferentstrategysothatyoueasilyfindtheabilityto letgoofwhatisntworkingsothatyoucanjustaseasilyembracewhatwillworkandgetyouthe outcomeyouareseeking. Thisconceptisreferredtoasswitching,whereapersuasionartistcontinuallyswitchestheiroptions aroundandkeepsswitchingtheanglesandstrategicsequencesuntilthepsychologicalresistanceofhis opponentsbeginstoweardown. So,neverbecomeattachedtoanyofthetoolsyouputintopracticeortoanythingthatyoudearly believe.Persuasion,likepoliticsoranythingelse,isanunstableworld,andthismeansthatwhatdidnt workyesterdaymayworktoday,andthatwhatisntpredictedtoworkinthefuturemayworkjustfine rightnow. Now,youguysalreadyknowthedrillbynow:TheexamplesandrolesthatIamusingtodescribehow thesestrategiescanbeputintoeffectinreallifesituationsarenotintendedinanywaytoreflectyour reallifesituations.Iamgivingyouexamplestoaddcontexttothestrategiessothatyoucanunderstand themonadeeperlevel. Youalsomayfeelthatsomeofthesestrategiesaremanipulative.Youreexactlyright,andifyoudont wanttopracticethemthenyoushoulddefinitelytakethetimetofullyconsiderthembecausepeople areusingseveralvariationsofeachoneofthesestrategiesaccidentallyandunconsciouslyallofthe time.Sobecauseyouareconstantlybeinginfluencedbythesestrategiesonadailybasis,youmayas wellconsiderdefendingyourselfagainstthem. Now,thisCDcontainsfiveuniversalneutralstrategies,becauseastheartofwarsaidthattherewere onlyfivecolorswhiletherewerecountlessvariationsofthosecolors,soalsoarethereonlyfivetypesof theseneutralstrategies,eventhoughthereareendlessvariationsofthem.Thefiveneutralstrategies
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are:EthicalStrategies,Cloudingstrategies,Tolerancestrategies,OutsourcingStrategies,andExiting Strategies. TrackThree Okthefirstsetofneutralstrategiesiscalledtheethicalstrategies.Theethicalstrategiesareperhaps onethemostdeceitfulandyetpowerfulmethodsofpsychologicalwarfarethattheworldhaseverseen. Youseethesestrategiesallthetimewhenyouseeabusinessproclaimingthatitdonatesacertain percentageofitsprofitstocharity. Now,itshouldgowithoutsayingthatImnotsayingthatitisabadthingtodonatemoneytocharity. ThisisnotmypointatallbutthepointIammakingisthatwhenbusinessesproclaimthis,itisactually anotheroneoftheirmarketingstrategiesthattheyareusingtosellmoreproductssothatyouwillgive themmoremoney. So,theirinterestdoesnottrulyliewithinthecharitytheyaredonatingmoneyto,theirinterestlies withintheartofmakingsalesandgettingricher.Powerfuladvertisingfirmshaveknownforyearsthat peoplewillbemorelikelytobuytheproductsofacompanybecausethepeoplewillalsofeellikethey arehelpingpeopleinneedbecausesomeoftheirmoneywillgotoacharity. So,salesforcesareactuallymanipulatingpeopletobuytheirproductsbehindthedeceptivecurtainofa goodcodeofethics.Politiciansalsohidetheirtrueintentionsbehindsomeprojectorplanthattheyare promotingbygiftwrappingtheirselfishagendainaneatpackagethathasethicswrittenalloverit. Weallknowdeepdowninsideofusthatthepoliticianisreallyinterestedingettingvotes,popularity, andsupportforlawsandbillsthattheywantpassednottheethicaljargontheyrambleonaboutto makethemselveslookrighteousandnoble.Takeamomenttothinkaboutthis,becauseeverythingfrom revolutionstowarstopoliticstobusinesshasbeenoperatingthroughtheveilofethicsforcenturies. Historyalsoisfullofexamplesofnationswhohavedonetreacherousactsofwarandbeenpraisedforit becausetheydisguisedtheirtreacherythroughthedeceptiveveilofethics.Now,evendrugdealersand prostituteshavereceivedextrasympathyfromstrictjudgesbyattemptingtomakethemselveslooklike ethicalhumanbeingswhowereonlybreakingthelawsothattheycouldsupporttheirstarvingfamilies.
So,theydisguisethecriminalactstheyaredoingasawaytosupporttheirfamilies,andbecausenoone hasaproblemwithpeoplewantingtosupporttheirfamilies,thedrugdealersandprostituteshave somewhatalteredtheirtrueimagesinthecourtroomthroughtheethicalstrategies. Theseethicalstrategiesareeverywhere,andthesestrategiesarenormallypracticedbysuccessfuland powerfulpeople.Now,asapersuasionartist,youshouldalwaysmakeityouraimtopackageallofyour intentionsandactionswiththegiftwrappingpaperofanethicalstrategy. Ifyouchargemoremoneyforyourproductsthanyourcompetitorscharge,giveanethicalreasonfor doingso.Ifyouareattractedtosomeone,givethemanethicalreasonastowhyyouareattractedto themandwhytheyshouldbeattractedtoyou. Peoplewillnotbeasinclinedtoresistyouseeingtheydonotwanttoresistagoodsystemofethics. Ethicsisthenumberoneingredientthatmakesalmostanyformofpersuasionsopowerfulthatpeople willtolerateyouractionseveniftheyareuncomfortablewithwhatyouaredoing.afterallyouseem tohavethemostethicalintentions. So,nomatterhowoffthewallorhowdramaticyourpersuasioncampaignmaybe,alwaysseetoitto disguiseitstrueintentionswiththegiftwrappingofethics.Andnomatterwhatyoudoorwhatyouare sayingalwayscommunicatelikeamasterpoliticianwhopossessesasuperiormodelofethics. Ifyouappearethical,thenyoualsowillhavemoreoptions.Peoplecanalsobeleadeasierthisway,and aslongasitappearsthatyouhavetheirbestinterestinmind,theywillfollowyoutodeath. TrackFour Now,thenextsetofstrategiesisthecloudingstrategies.Thecloudingstrategiesarewherewesortof putafogaroundourimageandactionssothatotherpeoplecannotfindoutenoughaboutusorknow exactlywherewerecomingfromsothattheyareunabletodiscoverexactlywhyweredoingwhatwe aredoing.Bydoingthiswebecomealmostimpossibletoresistbecauseouropponentssimplydonot haveenoughinformationaboutusfortheretoevenbeanUSforthemtoresist.
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ThereareseveralvariationsofcloudingoneofwhichIalreadyspoketoyouaboutinsessiononewhen Iwastellingyouaboutdominatingtheviewcycle.But,Illgiveyousomemorespecificexamplesofthe cloudingstrategies: Theseexampleswillbesomewhatsporadic,butafterwardsyoucanbegintonarrowthingsdownin ordertofocusmorespecifically. Okexamplenumberone:Amandoesnthavealotofmoney,buthewantstogoouttoanice nightclubwithsomefriendsandmeetsomebeautifulhighclasswomanwhowouldnormallybeoutof hisleague.But,becausethatmanisworriedthathisfinancialstatusmayaffecthischancesofmeeting herhedecidestousethecloudingstrategies. So,first,hebuysacheapoutfitthatlooksmoreexpensivethanitreallyis.Then,hebuyssomecheap dressshoesthatlookhalfwaydecent,andshinesthemwithshoepolish. Then,hegetsanicelookingwallet(Thiswaywhenhepaysforthedrinks,thewomanwontseehim pulloutacheaplooking,woreoutwallet).Hedoeseverythinghecantogroomhimselfandtodresslike asuccessfulwealthymanattheclubwoulddress.Now,Imnotsayingheoverdoesit,becausethis wouldalsoriskraisingsuspiciontoo. Anyway,whileheisattheclubtalkingtothisbeautiful,successfulwoman,hiscellphonerings.Now, thismanknowsthatifheanswershiscellphone,hisimageisinjeopardy.Why?Becausehehasacheap, oldcellphonethatisnotcongruentwiththeprosperousimageheisconveyingtothewoman. Heknowsthatifsheseeshimpulloutthecellphonethatshemaysuspectthatheisnotwhoheis portrayinghimselftobe.So,heignoresthecallandcontinueswiththecloudingstrategies.Thewoman urgeshimtotakethecall,buthetellsherthathedoesntwanttointerruptthewonderfulconversation heishavingwithher. Thewomanbecomesevenmoreimpressedwithhimsothatthesituationthatcouldhaveruinedhim actuallybenefitedhim.Now,themanknowsthatintimehewillhavetocomecleanbutprovidedhe playshiscardsrightwhilethiswomanatleastgiveshimtheopportunitytoplayhiscardsright,bythe
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timeshefiguresoutwhatfinancialsituationhewasreallyin,shewouldhavebecometrulyinterestedin himasaresultforwhohereallywas. Now,aftershegetstoknowthismanandaftersheexperienceshowgoodhetreatsher,itwouldbe muchlesslikelyforhertoturnbackasshehasnowtakenthetimetoreallygettoknowhim.Butifthe mandidntoriginallycloudsomeofhisbadattributesfromthebeginningofhissocialinteractionswith her,shemaynothaveevergivenhimthefairchancethathedeservedasahumanbeing. Now,noticewiththisexampleIamnotsayingthemanisverballylyingtothewoman.Hesnotlyingto her;hescloudingherjustlikeshemaybeusinghermakeupandbeautyaccessoriestocloudhim.The cloudingstrategiesareclassicexamplesofcovertattemptstodominatetheviewcyclethatItoldyou aboutinsessionone. Okletshaveasecondexamplethatisbaseduponatruestory:Amanwhodoesnothaveavery impressiveresumetakesacoupleofextrabucksandformshisowncompanynotthecorporatekind thatrequiresmorefundstoformbutthecheapkindofcompanythatyouonlyneedtoregister. Now,overthecourseofthenextyear,hegetsbusinesscardsmadeforalowcost,andhemighteven placeafewcheapadsinthepapersothathecancutthemoutlaterputthemintoabusinessportfolio sothathecanshowthemtootherpeopletobuildsocialproof. Letssaythathekeepshisdayjobtoo,butastimegoesonhehaspaperworkproducedwithhispicture onitandgiveshimselffancytitles,suchasthepresidentandthechairmanofcertaindepartmentswhich hesimplymakesupandcreates. Well,intimehewillappeartobequalifiedforjobsthathewasneverqualifiedforbefore.Sowhenhe goestoamuchbiggercompanythanhepresentlyworksfor,hecanapplyforoneoftheirhigherpaying positionsbecauseofthecredibilityhehadbuiltupwithinthelastyearthroughthevarioustitleshegave himself,legallyandthroughlaw,athisowncompany.
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Now,atthejobinterviewthismancanmakehimselflookasqualifiedforthejobheisapplyingforashe wants,becauseinrealityheactuallyformedalegalcompany,sohecangivehimselfasmanypowerful jobtitlesashewishesandhecanalsosaythathewasdoingwhatevertypeofimportantworkhewishes tosayatthejobinterviewafterall,itwashiscompany. Now,themancouldevengosofarastolearnafewextrasoftwareprogramsthatbigcompaniesusein theiroffices.Thiswayhecloudsevenfurtherhislackofqualificationsbecausehecanactuallyusesome oftheirimportantcomputerprograms. Thisillustrationofthecloudingstrategiesisperfectlylegal,andthereisntanythingthatcanstopa personfromusinglegaltechnicalitiestobuildtheirresumesothattheycanincreasetheirsocialvaluein theworkforce.So,inthisexample,ahardworkingmanwantedtousethecloudingstrategiestocreatea morepowerfuljobhistoryforhimselfsothathecouldgetabetterjobandmakemoremoneyto supporthisfamilybetter. Besides,sinceeverycompanydoesonthejobtraining,hellbeaprofessionalinnotime.Then,no matterwhathappenswiththisnewcompanyheisworkingfor,hecangoaheadandaddthisnew companytohisjobresumetooandapplyforanevenbetterjobinthefuture.Itcouldturnouttobea lifechangingexperience. Now,letstakealookatthecloudingstrategiesonsomesmallerscalesandprovidesomemore examplesofhowtheyareusedindailysocialinteractions.Anotherexamplecouldsimplybewhena manapproachesawomanandasksherwhatheropinionisaboutsomething(inseductioncommunities thisisreferredtoasanopinionopener). Now,eventhoughitappearsthatheisinterestedinheropinion,heisinrealityinterestedingettingto knowherasapersonbecausehefindsherattractive.Butheusesthecloudingstrategiestosortofput fogintotheairofexactlywhyheisapproachingherandstrikingupaconversationwithher. Anothervariationofthecloudingstrategiesinactionarewhenpeoplewearmakeuptocovertheir flawsandblemishes,orwhenpeoplegetplasticsurgerytomakethemselveslookprettieroryounger. Theseareallillustrationsofthecloudingstrategiesbecausetheyobscureournaturalviewofexactly whothepersonweareseeingtrulyis.
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Sometimessocietywillnottreatyoufairlyifittrulyknowswhereyoucomefromandwhatyour situationis.Well,itisntalwaysfairforpeopletojudgeabookbyitscoversocloudthemandfind creativewaystocamouflageyourselfsothatyouropponentscannotclearlyseeyou.Andbecauseno onecanseeyounoonewillbeabletoresistyou,becausewhocanresistwhattheycannotclearly grasporsee. TrackFive Okletsmoveontothenextsetofstrategies.Thenextsetofstrategiesisthetolerancestrategies.The tolerancestrategiesareverydeceptive,andIhavefoundthemtobeextremelypowerfultools.The tolerancestrategiescanmakeallianceswithpeoplewhomnormallywouldntmakeallianceswithyou, andtheycanandwillgiveyouasomewhataddictivepersonality. Youwillfindpeoplegettingaddictedtobeingaroundyoubyusingthesestrategies.Yousee,itisnt commonforpeopletoautomaticallytoleratetheflawsandweaknessesofotherpeopleandtoactlike thoseweaknessesdontexist.Imsureyouveallheardthesaying,loveisblind. Well,inawaythetolerancestrategiestakeonaformofsuperficiallove,andthisiswhatliterallymakes themunstoppable.Letmetellyouanothertruestoryaboutamanwhogotajobinabigcompanyand howhesinglehandedlyusedthesetolerancestrategiestogetoneofthemostpowerfulpositionswithin thenewcompanyhestartedworkingforinlessthanthreeyears. Atfirstthismanstartedworkingforthiscompanybygettinganentrylevelpositionthatdidntpayvery much.Hewasjustanormalmanwithasmalljobinabigcompany.Now,withinthiscompanythere werethreemaindepartmentsthathewantedtomoveupinthatwerenotrelatedtohisown departmentallofthesedepartmentswereruledbyunlikable,andrudesupervisors. Well,firstthemanstudiedthesupervisorsforawhileandafterhedidthishebegantotrytofindways tocommunicatewiththemsothathecouldbegintogettoknowthem. Atfirstthesesupervisorswererudetothemanwhenhefirststartedtotrytogettoknowthem.Buthe justblewtheirrudebehavioroffandpretendedasthoughnothinghadhappened.Heactedlikehe enjoyedeverythingtheysaid.
Hewouldevencomplimenttheminsubtlewaysandthiswassomethingthattheserudesupervisors werenotusedto.Instead,thesepeoplewereusedtobeingtreatedthewaytheytreatedothers.Now, intimethesepeoplebegantoaskthismantomeetwiththemonhisbreaks.Sometimeshewasalso invitedtoeatlunchwiththem. Now,beforeIgoanyfurtherwiththisstoryIwanttobringuptwoveryimportantpoints:Thefirst pointisthatthismanhadselectedsupervisorsofDIFFERENTdepartmentsthanthedepartmenthewas currentlyworkingfor. Ifhehadchosentopullthesetacticsonhisownsupervisor,theymaynothaveworkedasquicklyand theymaynothavegottenhimsofarbecausehissupervisorwouldhaveexpectedulteriormotivesinhis kindness. Plus,itisnormalforpeoplewhowerestationedatlowerpositionstotolerateandpretendtoliketheir bosses.ThesecondpointIwanttomakeisthatthismanneveroncementionedhisinterestinthe departmentstherudesupervisorsworkedfor. Henevermentionedtheirauthorityorgaveeventheslightesthintthathisinterestincommunicating withthemwasbecauseoftheirstatus.Thiswouldmakeitimpossibleforthepeopletodetectwhythis manwasformingagenuinefriendshipwiththem,becausesinceheworkedforadifferentdepartment, therewasnothingthathecouldexpecttoreceivefromthem.Okbacktothestory So,intime,somehigher,muchbetterpayingpositionsopenedupinthedepartmentsofthismans superficialfriends.Andwhodoyouthinkgotofferedthepositionseachandeverytime?Thatsright, eachandeverytimethismanwasofferedthejobeventhoughheneveroncepossessedthe qualificationsforit. Theywouldjusttrainhimonthejob,hewastold,qualificationswerentthatimportant.Andyet,there wereseveralotherpeopleinthecompanywhohadappliedfortheexactsamejobsandtheywere oftentoldthattheywereunqualified.
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Now,thestorydoesntstophere,becausethismanstillusedthetolerancestrategiesbeyondhis promotionsothathecontinuedtohaveopportunitiesthrownintohislap.Heknewthatifthetolerance strategieshadworkedoncethattheywouldcontinuetobringhimgoodfortuneifhecontinuedtoapply them. So,astimewentonhewasbecomingmoreandmorepowerfulinthecompany,becausehewasthe onlypersoninthecompanywhohadthediehardsupportfromtheheadsofdifferentdepartments.His poweralsobecameobvioustothosewhowereofequalstatustohimandtothosewhowerebeneath himsohewassecureaboveandbeneath. Now,overthecourseofthreeshortyears,thismanevenmovedupinthecompanyintoaposition abovethethreebossesheinitiallystartedoutwithsothatheliterallybecamethesecondmostpowerful maninthecompany. Now,beforeImoveon,letmetellyouwhyhedidntwanttobecomethemostpowerfulmanitwas becausewithmorepowercamegreaterriskandresponsibility.So,hewasrightwherehewantedtobe becauseifthecompanywasevertakenover,theverytopmaygetreplaced,buthewouldbesafe. Oksoletsmakeafinalimportantpointtoaddtothestory.Wehavetoacknowledgethatthisplan tooktimetoaccomplish.Youalreadyknowthattimeisanevilnecessity.Hissuccessdidnthappen overnight,butitdidhappenandtheresultsarereallyallthatmatter. Listen,ifthereisonegameyouwanttolearnhowtoplayinthepersuasionprocess,learntoplaythe alliancegame.Bothhistoricalandmoderndayexamplesprovethatthealliancegameisapowerful weaponthatanyoneseekingstatusandpowercanrelyuponforguaranteedsuccess.So,thetolerance strategiesembraceandforgivetheweaknessesofotherpeoplesothatyoucanbecomestronger. TrackSix Okletsmoveontothenextsetofstrategies.ThenextsetofstrategiesistheOutsourcingStrategies. Imsurethatmanyofyouhaveheardthephilosophythatencouragesyoutogetotherstodothework foryouwhileyougetthecredit.
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Asapersuasionartist,youwillfindthatitisimpossibletodoeverythingyourself.Plus,oneofthemain benefitstomasteringtheartofpersuasionisbeingabletousepeoplelikeinstrumentssothattheydoa lotoftheworkforyou.Now,obviouslythisiswhatcompaniesdowhentheyhireemployees. Therearemanyformsofoutsourcingthatarepowerfulcommonknowledge,buttherearealsoother formsofoutsourcingthatarenotcommonknowledge,therearethreetypesofoutsourcing.Wehave directoutsourcing,partialoutsourcing,andindirectoutsourcing.Theideaofacompanyhiringworkers orsomeonewhowantstowriteabookhiringaghostwriterareexamplesofdirectoutsourcing.Itis directoutsourcingbecausethepeoplewhomhavebeenoutsourcedtoknowthattheyarebeingused forspecifictasks. Buttherearealsocovertformsofoutsourcing.Partialoutsourcingandindirectoutsourcingarethe covertforms.So,letsgointoanexampleofpartialoutsourcingthatisusedinseductioncommunities. Thisparticulartypeofoutsourcingiswheremenusewhatisknownintheseductioncommunityas wingman.Wingmenareusedtohelpraisethesocialvalueofthepersonwhoisdoingtheset.So,ifyou wereatanightclubandyouapproachedagroupofwomen,yourwingmanwouldsaythingsanddo thingsthatwouldraiseyoursocialvalueinfrontofthewomen. Then,laterinthenight,youdothesamefavorforhimandbehiswingman.Wingmenhaveeven loweredtheirsocialvaluetoraisethesocialvalueofthepersontheyarebeingthewingmanfor.So,if youapproachedagroupofwomenwithanopener,yourwingmanwouldsoonpraiseyouandsaythings tothegroupaboutyouthatmakeyoulookgood. Youmayevenleavethetabletogototherestroomortogetadrinkandthisgivesthewingmanplenty ofopportunitiestomakeyoulookgoodthroughtheuseofstorytellingorotherconversational techniquesthatcanbeusedtoraiseyoursocialvalue. So,wingmenhavebeenextremelyeffectiveintheseductioncommunitybecauseitlooksmuchbetter whenotherpeoplepraiseyouthanwhenyoupraiseyourself.Thisisanexampleofpartialoutsourcing, butnoticehowtheuseofawingmanwasconsensualonlypartially,becauseonlythemenwereaware oftheoutsourcingprocess,whilethewomenwerenotawarethattheoutsourcingprocesswastaking place.
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Now,letmegiveyouanexampleofindirectoutsourcing.Indirectoutsourcingiswhenotherpeopleare workingforyouanddoingwhatyouwantthemtodo,buttheydontknowit.Onewaythiscanbe achievedisthroughtheuseofgossip. Gossipissomethingthatmanyofusdonotlike,butsinceitissomethingthatisheretostay,wemayas wellutilizeitsothatwecanprofitfromitinsteadofredundantlyattemptingtoresistit.Gossiping strategiesareOutsourcingstrategiesinthatweusegossipersbygivingthemdisinformationthatis beneficialtousforthemtospread. Moviestarsandallothertypesofcelebritiesareknownfortheirwiseuseofthepaparazziandthe gossipcolumnsindirectlyusingthemlikepuppetsonastring.Now,youwilloftenfinditbeneficialto givethegossipersdisinformation,butyoucanalsogivethemaccurateinformation.Itdoesnt matterwhatmattersisthattheywillbegintostarttalkingaboutyoubehindyourbackinwaysthatyou wanttobetalkedabout. Thiswillgiveyoupowerfulleverageoverthethoughtspeoplethinkaboutyouintheworkplaceorany placewherethegossipcanworkthroughthegroupsthatexistinyoursocialenvironmentssothatyou canusethegossipersaspaintbrushestopaintabeautiful,powerfulportraitofyourselfwhereveryou happentobein. Now,youdontneedtotalkdirectlytothegossiper.Youcansimplymentionsomethingonafake conversationinfrontofthegossiperthatthegossiperwillspreadyoucanplantpaperworkthatthe gossiperwillsnooparoundandfind,oryoucansimplymentionsomethingtooneofyourfriendsin passingsomethingthatthegossiperwillbegintocirculatearoundyoursocialenvironment. So,fromnowonyoushouldlookatgossipasanartthatyoucanusetobuildmasterpiecesofyour character.Therearecountlesswaystousethesetypesofindirectoutsourcingstrategies:Youcanpaint yourselfaperfectlover,awealthyindividual,apersonwhotravelsacrosstheworld,orhoweveryou wishtoportrayyourselfallthroughthewiseuseofgossip.Andthelessyouactuallyknowandinteract withthegossiperyouselecttodoyourdirtywork,themorebelievableyourdirtyworkwillbe.
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Now,themorewaysthatyouusetheoutsourcingstrategiestobuildyoursocialvalue,theeasieritwill beforyoutoplaythealliancegame.Thealliancegameisaperfectgametointegratewiththese outsourcingstrategies.Remember;getotherstodotheworkwhileyougetthecredit. TrackSeven Okletsmoveontothenextsetofstrategies.ThenextsetofstrategiesistheExitingStrategies.There arefourexitingvariationsofthesestrategies.Thefourvariationsoftheexitingstrategiesare:Open exits,reverseexits,blockedexits,andforcesexits. OpenExitStrategiesarewhenyouuseyourclosingstocreateopenings.Openexitsarecommonlyused bypublicspeakerstomakeapowerfulimpressionuponthepeopletheyarespeakingtoattheendof theirspeeches. Thisisoftenwhytherearesomanypublicspeakersatsingularevents,becauseonepublicspeakerwill usetheirexitonstageasanopportunitytocreateapowerfulintroductionforthenextpublicspeakerto takethestage. Thisisasomewhatsecretartinthepublicspeakingindustrywhereeachpublicspeakerhelpstheothers buildsocialvalue.Now,eventhoughImtalkingtoyouaboutpublicspeaking,thereisaveryimportant piecethatIwanttoisolatefromthistopicsothatwecanbetterunderstandtheexitingstrategies. Yousee,attheendofanysocialinteraction,aninvisiblepeakiscreatedthatgivesthepersuasionartist enormouspotential.Thispeakisalsoreferredtointhepersuasioncommunityasaspike.Thinkabout this:Wekissandhugpeopleattheendofoursocialinteractionswhenwearetellingthemgoodbye,we haveandattendgoingawayparties,andwearemorelikelytoapologizewhenweknowthattheend hascome. Thisisallbecauseofthisinvisiblepeakthatexistsattheendofoursocialinteractions.Now,inorderto exploitthispeak,youmustmastertheartoftiming,becausethenyouwillknowhowtousetheendof eachsocialinteractionasleveragetocreatenewpowerfulbeginningsinyourrelationshipsthatyou couldneverbeginunlessthoseendingshadcomeandbeenexploited.So,partofthissecretImsharing withyouistobeginyoursocialinteractionswiththeendofyoursocialinteractionsinmind.
Noticehowyoucanusetheendtocreatenewbeginnings.So,becauseyouknowhowtousetheendto createnew,powerfulbeginnings,youcanthenalsomanufacturetheendingssothatyoucanhavemuch morecontroloverthebeginnings.Inthepersuasionprocess,everynewbeginningcomesfromsome otherbeginningsend.So,byexitingsomeoneslifeproperly,youcanentertheirlifemorepowerfully thenexttimeyouseethem.. Now,politicianshavealsousedthesestrategiesforyears,andatconcertsweseemusiciansusingthem allthetime.So,thetrueartofpersuasionisconcernedwithmasteringeachpieceofanysocial interaction,thismeansthatweareconcernedwiththebeginningofoursocialinteractions,themiddle ofoursocialinteractions,andalsotheendofoursocialinteractions.Eachoneofthesepiecesofthe chaincyclegivesusnewopportunitiesandvulnerabilitiestoexploitsodontletanythinggotowaste. Now,thenextvariationoftheexitingstrategiesisknownasareverseexits.Areverseexitissomething thatyouhaveaccidentallyencounteredbefore,but,onceyouknowthereverseexitis,youllwantto createthemintentionallytogiveyouleverageinyoursocialinteractions.Andyoullalsowanttobeable todefendyourselvesfromreverseexitsbeingusedonyou. Areverseexitiswhereweappeartodisappear.Areverseexitiswhenweindulgesomeonetolater abstainfromsomeone.Anotherformofareverseexitiswhenwedosomeoneabigfavorsothatthey wontaskusforanymorefavors. Now,reverseexitscanbeusedaspartoftheInsuranceGameItoldyouaboutinsessionone.Hereare somequickexamplesofthereverseexitsinaction: ExampleOne:Youhaveafriendwhokeepsaskingyoutogosomeplaceyoudontwanttogo.Well,one dayyoufinallydecidetogowithyourfriendtothisplacebutyoumakeitclearthatifyougoanddont likeit,thattheyhavetoquitaskingyoutogo.So,byenteringtheplace,youhavecreatedtheleverage toexittheplace. ExampleTwo:Someoneyouareinalongtermintimaterelationshipwithwantsyoutodosomething thatmostofthetimeyoudontfeellikedoing.But,ifyoutryitatleastonceinawhile,theywillbe
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happyenoughthattheywillnolongeraskyoutodoitsomuch.So,byenteringthesituationonceina while,youexitthesituation. Okayletsmoveontoanothervariationoftheexitingstrategiesthatareknownasblockedexits Ablockedexitiswhenyoudiscoversomeonesexitingstrategysothatyoucanblockit.Yousee, everyonehasapreconceivedexitstrategythattheyruntoexitconversationsorsocialsituationsthat theydontwanttobein.Assoonaspeoplefeeltrapped,theywillrevealtheirexitstrategy. Now,wecangodeeperintotheforestandtakethisfurther,becausepeoplearecommittedtotheir defenses.Illrepeatthat:Peoplearecommittedtotheirdefenses.Thismeansthatifyoucanput someoneintoadefensivestateofmindsothattheyruntheirexitingstrategypattern,whatwillhappen istheywilllockthemselvesintotheirownfortressesthattheyhavecreatedtodefendthemselveswith. Andbecausetheywillbetrappedandlockedintotheirownfortresses,youhaveblockedtheirexits becauseyoucommittedthemtotheirdefenses. Now,thisiscommonlyseeninpoliticsallofthetime,whereonepoliticianwillattackanother politiciansintegrity,causingtheotherpoliticiantodefendthemselves.Butwhatlaterhappensisthat theotherpoliticianwhoinitiatedtheattackusesthedefensethattheattackedpoliticianhadbuiltasa prisontoblockanyfutureexitstofurtherpoliticalattacks. Thisiswhymanypoliticiansandfamouspeoplearesilentwhentheyareattacked,becausetheydont wanttocommitthemselvestoanytypeofdefensesothattheylaterblocktheirexits. Now,thefinaltypeofexitingstrategyisreferredtoasaforcedexit.Aforcedexitiswhenyoucovertly installanewroleintoanotherpersonsbehavior.Bygivingapersonaroletoliveupto,youare releasingthemfromtheroletheyarecurrentlyplayinginlife,andsowehavetheconceptoftheforced exit. Forcedexitsarecommonlyseeninworkforcesthatusethisschemetomotivatetheiremployeestolive uptovariousrolesinthecompanysothattheemployeesendupthinkingfarmoreofthecompanies thattheyworkforthanthosecompanieseverwillthinkofthem.
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Politiciansalsoresorttothisschemeofforcedexitstimeandtimeagain,astheygiveyoutherolethatit isyourresponsibilityasacitizentogooutandvoteforthem.Thepointisnotthatthereisanything wrongwithlikingthecompanyyouworkfor,andthepointisnotwhetherornotyouwanttovote,the pointisthatwhensomeonegivesyouaroletoliveupto,thatallofyourexperiencesandthoughtswill begintofilterthroughthatroleyouweregivingsothatyourbehaviorinlifechangesasaresult. So,changeapersonsroleandyouwillchangetheirbehavior.Thisistheforcedexitstrategy. TrackEight(Exit) Socialstrategyitssomethingweseeeverysingledaythatwearentfullyawareof.Youcanpracticeit ifyouwant,howeveryouwant.Oryoucaninterferewiththeintentionsofotherswhilethey instinctivelypracticethesethingsagainstyou.Whateveryoudecidedecidestrategically.
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TrackOne(Open) Welcometosessionfive,inthissessionwewilldealwiththetopicoftheancientgameofacquiring power.Thispersuasionsystemhasproventobeoneofthemostpracticalandyeteffectivesystemsof persuasioninthehistoryofman.Powerisinvisiblewhenitsunbelievable.Thismeansthatpowerisso simpleandeasytoacquire,thatmanypeopleneverseeitorlearnhowtoacquireitbecauseitstoo simpleforthemtofigureout.Butitreallyisthissimple TrackTwo WelcometoDisguisedhypnosisthisisthepretalkforsessionfive.Now,inthissessionwearegoingto discusssomefascinatinginformationthatpertainstothetopicpower,andonthenextCDIwilltellyou aboutthesevencomponentsofpowersothatyoucanbegintousethemtodevelopstrategiesto acquiremorepowerinyourlivessothatyoucanmoreeasilygetthethingsyouwant. Butbeforewetalkaboutpower,wemaywanttoaskourselveswhatitreallyis.Forthesakeof simplicity,wewilldefinepowerandunderstanditasacombinationofstackedweaknesses.Poweris stackedweaknessessoyoucanimagineonesmallthingcombinedandstackedontopofanothersmall thinguntilthecombinationofthesesmallthingsbecomessostrongthatitisimpossibletobreakthem asawhole.So,youwillneedtocollecttheappropriatesmallpieces,assemblethesesmallpieces,and thenusethemasasingleforcetodominateyoursocialinteractionsatwill. Now,thecommonmistakemostpeoplemakewhentheytrytounderstandpoweristothinkof somethingthatismightyorsomethingthatisbig,butmostoftenpoweristhecombinationofsmall things.Forthemoment,youcouldthinkofpowerasapackofpiranhas.Thepiranhasaresmallfish,but apackofthemcanliterallyconsumejustaboutanythingnomatterhowbigitiswithinamatterof seconds. Wecouldturnthetablesalittlebitandalsotalkaboutthesharks.Thesharksaremuchbiggerthanthe piranhas,but,whenyoureallythinkaboutit,thepowerofthesharkdoesnotliewithinitssize,its powerlieswithinthesharplittleteeththatareinitsmouth.Soonceagainitisthelittlethingsthatare reallydoingthedamage.
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Now,letscontinuewiththeideathatpoweristhecombinationofsmallthingsandbegintotalkabout people.IthasbeensaidthatthemostpowerfulmanintheworldisthepresidentoftheUnitedStates. Butishe?Thinkaboutit:Ifthepresidentweremorepowerfulthanthepeople,thanwhydoesheneed thepeopletoelecthim?Whydoeshegofromcitytocitytoliterallybegforvotes?Besides,ifthe presidenttriestopassabillordosomethingthattheHouseofRepresentativesorthesenatedoesnt like,theycansimplyoverrulehimandvetothethingsheistryingtodo. So,asyoureallybegintoconsiderthis,youcanseehowpowerisacombinationofsmallthings.Inthe caseofthepresidentoftheUnitedStatesforexample,hispoweristheresultofmillionsoflittlevotes. Withouttheselittlethings,hecouldnotbewhoheis.Andeventhoselittlevotesareactuallytheresult ofotherlittlethings:suchasthespeecheshemadeduringhiscampaignandthetripshetooktothe varioustownsandcitieswhenhewascampaigning.So,thelittlevotesthatbroughthimintopower wheretheresultofotherlittleactionshetookandthedecisionshemade. Now,anotherimportantpointIwouldliketomakeaboutpoweristhatpowerisusuallyagift.Think aboutit:Thepeopleelectthepresident.Thepeoplegivehimtheofficehegetssotheyarethegiversof hispowerandbecausethepeoplearethegiversofhispowerhispowerisagift. Eveninthepreviousexamplesofthepiranhasandthesharks,eveninthesesituations,theirpowerwas agiftbecausethepowerthatthesecreaturespossessisafreegiftofnature.Thepiranhasandsharks didntdoanythingtoearntheirpoweritwasgiventothemasagiftwhentheywereborn. So,insteadofseeingpowerassomethingwemusttakewecanseepowerassomethingthatcanbe giventousbyotherpeople.Andthissameruleappliestocelebritiesortoapowerfulexecutiveofa fortune500company,because,justlikejudgeswhopresideinthecourtroom,theirpowerwasgivento them. Now,Imnotsayingthatpowerisntearned,butsimplythatitisgiven.Powermaynotbeafreegift,but itisagift.So,howexactlyisthisinformationgoingtoprofityou?Well,Imassumingthateveryone listeningtothisprogramwouldntmindabitmorepowerintheirlives,andsincetheamountofpower wepossessmakeseverythingelsewewanttoaccomplishinoursocialinteractionsmucheasier,we shouldallattempttounderstandpowerinsuchawaythatwecanobtainmoreofit.
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TrackThree NowinthenextCDwearegoingtotalkaboutthesevencomponentsofpowerthatarealwaysonsome level or another being used amongst individuals to dominate the gatekeepers. People are the gatekeepers,andoneoftheeasiestwaystodominatethegatekeepersistoacquirepower. Butwhatexactly doImeanwhenIsay,Peoplearethegatekeepers?Well, forone,thereisliterally almost nothing that you can do without the help of another person. It doesnt matter if youre going shopping,ifyouretraveling,orifyouregoingsomewheretodosomethingthatyoulikedoing,because inalloftheseprocessesotherpeoplearegoingtobeinvolvedwhoyouwillneedtoopendoorsforyou. Now,ifyouwantabetterjoborifyouwanttomakemoremoney,orifyouwanttosellmoreproducts, inallofthesesituationsyouwillneedagatekeepertoopenthedoorsforyou.Peoplehireotherpeople, andpeoplebuytheproductsthatotherpeopleororganizationsareselling.Andnomatterwhatyouare doing,otherpeoplewillbeapartofyourdailyprocessestosomeextentoranother. Now,dependingonhowmuchpoweryouhave,thiswilldependonhowthegatekeeperstreatyouand onhowmanydoorstheyarewillingtoopenforyou.So,inordertomakeyourpersuasionskillsmore potentwerededicatinganentiresessiontothetopicofpower.Byacquiringmorepowerforyourself, youwillmakeeveryareaofyourlifemucheasier. Letshaveafewquickexamplesabouthowpowermakestheartofpersuasioneasier.Ifthepresidentof theUnitedStateswenttoeatsomewhere,dontyouthinkhewouldgetthebesttreatmentandservice possible?Andifthepresidenthimselfcalledsomeoneonthephoneandaskedthatpersonforafavor, dontyouthinkitwouldbeeasyforthepresidenttogetafavor?Ofcourseitwould. And no matter where the president goes in his territory, the gatekeepers will almost always happily opentheirgatestohim.Infact,thepresidentevengetstogointoforeignterritoriesandreceivespecial treatmentthereaswellbecauseofthepowerthathepossesses.
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Now,letsbegintonarrowthingsdownabitmoreintopracticalexamples.Letsimaginethepresident of a fortune 500 company. Is there anyone who works in his entire organization who would not be willing to open the doors for him that he wants open? In fact, almost everything he does within the boundariesofhisterritoryiseasierforhimtodo.Heevenhastheoptionofdatingmanyofthewomen whoworkatthiscompanybecauseheisasuccessfulfigureofauthority. Now, in this program we have continually been studying persuasion so that we can persuade other people to give us more of what we want, but while were doing that we should also find ways to increaseourpowersothatwewillnotneedtodoasmuchwork.Andthemorepoweryoupossess,the lessworkyouwillneedtodointhepersuasionprocess. So, if people are the gatekeepers, then this one fact alone is the main reason why persuasion is necessary.Ifpeoplewerentthegatekeepers,thentherewouldbenoreasontopersuadethem.Butin facttheyarethegatekeepers,andthewaythatotherpeopletreatusandthedoorsthattheyarewilling to open for us often affects our quality of life. And the truth is that people often do not treat other peoplefairly.Thismeansthatyoumaynotautomaticallybegiventheopportunitiesthatyoudeserve,to theextentthatyoumaynotbetreatedthewayyoushouldbetreated. So, because the gatekeepers are often either unfair or unrealistic, and because they are likely to not openthedoorstoyouthatyouwantthemtoopen,youneedtolearnasmuchaboutpersuasionasyou possibly can. We must often persuade the gatekeepers to get them to open doors for us. We must persuadegatekeeperstogiveuswhatweneedandtogiveustheopportunitieswedeserve. And one of the greatest ways to persuade the gatekeepers is to simply obtain more power than they have.Peoplewhopossesspowerareautomaticallypersuasive,andsincepowerispossessedbysome people,thenallpeoplemusthavetheabilitytopossessit.Theproblemisthatmostpeopledontknow howtobecomepowerful,ortheydontthinkthattheyhavetheabilitytobecomepowerful.Butnothing couldbefurtherfromthetruth. TrackFour Now, as we continue with this PreTalk, Id like to take the time to tell you about some interesting principlesaboutpower. Theseprinciplesofpowerarebasedupontherealitythatoneformofpower canbeexchangedforanotherformofpower.
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Let me tell you some details of the big picture Im talking to you about: For one, power is universal, which means that although there are different types of power, that power is still power. But, even though power is universal, there are still different types of power: There is the power of fame, the power of wealth, the power of politics, the power of a nice job, and many other different types of powerssuchasthepowerofbeautythatmanywomenpossess. Infact,beautifulwomanareexcellentexamplesofpeoplewhopossesspower.Thinkaboutitbeautiful womenaremostlikelytogethiredforbetterjobs;theyaremostlikelytogettreatedbetteranywhere theygobybothmenandotherwomen,andthegatekeepersaremuchmorelikelytoopenthedoorsfor anybeautifulwomanwhoknocks. So,nowthatyouareawarethattherearedifferenttypesofpower,allyouneedtoworryaboutinthe beginningistoacquireonetypeofit,thenyoucanthenbegintousethisasleveragetoacquireother typesofpower.SothegameofPower,whenappropriatelyplayed,shouldbeplayedlikethegameof monopoly.Youkeepthepowerthatyouhave,andyouusethispowerlikeamerchantinordertotrade withitintheexchangingprocesstoacquireotherformsofpowerthatyoudidnthave. This is a form of what is known as monopoly persuasion. Remember that the exchanging process is where you exchange the value you have in one area for value in other areas. Let me give you some examplesofpeoplewhoaredoingthis: First,letstalkaboutcelebritiesbecausetheyrankinsomeofthehighestclasssystemsinourmodern daysociety.Letsbegintostudytheirbehaviorandhowitrelatestotheexchangingprocess. Historyisfullofexamplesofwherecommonpeoplehavebecomepowerfulandinfluentialcelebrities, andsinceeachoneofyouhastheabilitytobecomeacelebrityinyourownenvironment,thisisan excellentplacetostart. Now,asweconsiderthecelebrity,wemustconsiderthefactthattherearedifferenttypesof celebrities.Forexample,wehaveactors,singers,athletes,models,comedians,evenstreetmagicians andpublicspeakers.But,thefunnythingisthatacelebrityinoneworldcanhaveverylittlesocialvalue inanotherworld.
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So,anathletemayhavelittlevalueinthemusicindustry,andhemaynotgetinvitedtoanyofthe partiesthattheactorsgoto.But,sometimeswhathappensisthattheathleteexchangeshissocialvalue withotherclasssystemssothatheisabletomultiplyhispower. So,anathletemayusehissocialvaluetodocommercials,andthesecommercialsmaylandhimapartin amovie,andthenhellgetinvitedtobackstagepassesataconcertandinnotimehewillbeseen hangingoutwithandevendatingpopularcelebrities.Andallofthisoriginallybeganbecauseofhis talenttothrowafootballorbecausehecouldplayasportwell. So,firstweneedatalentthatwecanexcelin,thenweneedtoestablishsocialvaluewithintheclass systemthatouttalentpertainsto,andthenwecanexchangeoursocialvaluetotheextentthatwecan havelifeopendoorsforussothatwecangoalmostanywherewewishandsothatwecaninteractwith almostanyoneanytime. Now,beforeIcontinuewiththisargument,letmeremindyouofthewomanwhowrotetheharry potterbooks.Thiswomanwasatonetimeonwelfare,soshewasonceamemberofthelowranking classsystems.But,sheusedthetalentofwritingtogetbookspublishedtotheextentthatshehasnow becomeahouseholdname,acelebrity,andoneoftherichestwomenintheworld.Itdidnthappen overnight,butitdidhappen.Andbecausewhathappenedforhercanhappentoanybody,thisprocess ofhersuccessisworthmentioning. Powermaynotbeeasyforustoobtain,butitispossibleforustoobtain,andthisreinforcesthe importanceofitsstudy. Now,letmegiveyouanotherquickexampleaboutamannamedPatrickDempsey,whoisanother famousmanwhohasstarredontelevisionformanyyears.PatrickDempseybeganhisimpressivecareer asaprofessionaljuggler.Hisskillofjuggling,askillmanyofyouwillnotbelieveisimportant,iswhat literallyledhimtobeingabletomaketherightcontactsandtogetpartsonfilm.NOjuggler.NOFamous PatrickDempsey. Doyouunderstandthephilosophy?Powerstartssmallanditonlypertainstooneofmanydisciplines, but,onceweestablishitwecanexchangeitforsocialvalueinotherdisciplines.Andthisisimportant becauseeveryoneofuseitherhasatalentorcandevelopatalentthattheycanusetoestablisha
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powerfulprofileofsocialvaluesothattheycanparticipateintheexchangingprocessthatisoneofthe coreelementstomasteringtheartofhowpersuasioncandominatesocialinteractionsonanyscale. Allofyouhaveseenthishappenonsmallerscales,becausethesameprinciplesarebeingappliedwhen apersonperformswellinonejobpositionatworksothattheyareabletoexchangethevaluethatthey havebuiltupforthemselvesinthispositionforahigherpayingjobposition.Peoplearealwaysusingthe exchangingprocesstoincreasetheirstatusandelevatetheirsocialvalue. Now,asmanyofyoumayhavenoticed,theprocessthatIhavebeendescribingtoyouistheexact representationofapivotladder.Apivotladderiswhenyouusethepositionyouarecurrentlyinasa pivottoelevateyourselftothenextstepontheladderofyourgreatness.Then,youusethenextstepas anotherpivotintoanevenhigherpositionandsoforth. TrackFive Now,oneofthecoreprinciplestokeepinmindaboutpoweristhatpoweralsoswitches.ButwhatdoI meanwhenIsay,Thepowerswitches?Well,whatImeanisthatpowerisweakinoneareawhileitis strong in another area, and this depends upon several different factors, such as: The timing and situations,andoftentimesthelocationwhereweareattemptingtoexertourpowerin. Thinkaboutit:Thereliterallyisntoneformofpowerthatisnotmingledwithasmuchweaknessasitis strength.Ifoneispowerfulatmedicinethentheyareweakatlaw,orifoneispowerfulatlawthenthey areweakinmarketing,orifoneispowerfulinmarketingthentheyareweakinmedicine. Ifoneiselectedintoapowerfuloffice,thentheymustabidewithintheirjurisdictiontoremain powerful;otherwise,theywillenterthejurisdictionofanotherpersonandwillbeforcedtobesubject totheirauthority. Powerisalsodependentuponthetiminganduponsituations.Infact,ifyouweretoaskwhatthemost powerfulweaponinthemilitaryis,theresponsewouldmostlikelybetheatomicbomb.Buteven thoughtheatomicbombisperhapsthemostpowerfulweaponinthemilitary,itisalsotheweaponthat ismostseldomused,andbecauseitismostseldomused,itisjustasweakasitisstrong.
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However,ifthetimeandthesituationcomefortheatomicbombtobeused,thenitspowerhasthe chancetopresentitself.Thinkaboutit,becauseintheartofpersuasiontherearesupposedlymany powerfulsystems,butthetimesandthesituationsthatyouwillusuallybeencounteringwithinyour socialinteractionsdonotenableyoutoutilizethesesystemssothatallofthemcanbeputintoeffectat thesametimesothatyoucanprofitfromthem.Inthepersuasioncommunity,thisstrange phenomenonofhowsomeofthemostpowerfultechniquesandstrategiescanseldombeusedis referredtoastheatomicprinciple. So,Differenttimesandsituationscallfordifferenttoolsandsystemstobeused.So,asashrewd persuasionartist,youshouldtakeontheformofthechameleonsothatyoucanswitchthepowerwhen theenvironmentswitches. Now,historyalsogivesusendlessexamplesofhowthepowerswitches,becauseeverysingleoneofthe mostpowerfulnationsinhistoryhaveinsomewayoranotherlosttheirpowerandanothernationwas giventhepowertoruleinthatnationsplace.Andeachtimethishappens,thepowerswitches.Inpolitics too,theofficesthatthepoliticiansareelectedforareonlyforacertainperiodoftime,andthenthe powerisgiventosomeoneelse. Thepowerofbeautythatwomenpossessisalsolikethis.Beautyisoneofthemostpowerfulformsof powerintheworldthatmanysuccessfulwomenhavepossessed,butasthesewomengrowolder,their beautybeginstowaneandthispowerisbestoweduponyoungerwomen. So,thosewhoarepowerfulinoneworldmaynotbepowerfulinanotherworld.Infact,ifyouwereto considernatureforamoment,youcanimaginethesharksandthelions.Thesharkiskingoftheocean andthelioniskingofthejungle.But,iftheliongoesintotheocean,thelionspowerisgoneandthe sharkswilldestroyit.Likewise,ifyoutakeasharkoutoftheoceanandputitintothejungle,thelions willdestroyit. Wehaveexampleafterexampleofhowthepowerswitches,andintheartofpersuasion,themainways thepowerswitchesisthroughtiming,situations,andlocations.Now,asapersuasionartist,youshould notonlyadapttothesedifferenttimes,situations,andlocations,butyoushouldalsousetheexchanging processtocreatenewformsofpowerinthefuturebyusingthepowerthatyounowhaveinthe present.
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Letmegiveyousomemoreexamplesofthis:Ifawomanisbeautifulwhensheisyoung,shecanuseher beautytoestablishenoughfameorwealthforhersothateventhoughshemaygrowoldandlosethe powerofherbeauty,shewillhaveotherformsofpowertorelyuponlaterinherlifethatsheonce establishedwhileshewasbeautiful. Shemayevenhavemadepowerfulallianceswithwealthymenwhowereinterestedinherbecauseof herbeauty,andbyplayinghercardsright,thealliancesthatshemadewilllingereventhoughher beautynolongerremains. Anotherexamplecouldbeanathletewhousedthepowerofhisclasssystemtopenetrateseveralother classsystemssothateventhoughthetimewillcomewhenhenolongerisabletoplaysports,hestillis abletopossessthepowertoprosperwithintheotherclasssystemsthathemadeallianceswithwhile hewasanathlete. Now,howmuchyoudecidetoexchangeyoursocialvalueandhowfaryoudecidetogoisuptoyou. But,ifyouplayyourcardsright,thereisnoendtoyourglory.So,youcandoalittleoralot.Thechoice isyours.Ifyouarecontentwhereyouare,thenbyallmeansstaythere.Becausecontentment,asthe ancientTaoistphilosophershassaid,isalsoaformofpowertoo. TrackSix Now,becausethepowerthatdominatessocialinteractionsswitchessomuch,weoftenhaveneedofa secondary.Thesecondaryisabackupresourcetotheprimaryresourcetothecomponentofpowerthat you may lack. So, for example, if we were talking about richesand somebody didnt have too much money, then the secondary would be a different type of riches such as wisdom, talent, or powerful alliances.Then,afterthesecondaryisestablished,youcanlaterresorttotheexchangingprocessthat wehavealreadytalkedabouttoaccumulatemorepower. Now, in order for you to be able to establish a strong secondary, you must fully understand self. You mustbecompletelyhonestwithselfsothatyoucandeterminewhatyoudonthaveandinwhatways youarelacking,becausethishonestyiswhatgivesyoutheabilitytobuildapowerfulsecondary. Yousee,inthegrandschemeofthings,itdoesntreallymatterwhatyoudonthave,whatmattersis yourabilitytocompensateforwhatyoudonthavesothatyoucanstillsucceed.Butifyoudonotweigh
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yourselfproperlybyappropriatelyunderstandingbothyourstrengthsandweaknesses,youwillnotbe abletounderstandyourpotentialandlimitations.Thisiswhyyouneedapowerfulsecondary. Now,youmaystillrunintoproblemsestablishingasecondary.Ifthisshouldhappentoyou,andyouare lackingaresourcetosuchanextentthatyoucannotcompensateforit,thenthesecondarythatyou shouldattempttoestablishshouldcomedirectlythroughtheexchangingprocessbybuildingupthe resourcesthatyoudohaveaccesstowhileyouignoretheresourcesthatyouareunabletohaveaccess to.Bydoingthisyoucanconcentrateyourforcesasyoufocusonwhatyoucandoinsteadoffocusingon whatyoucannotdo. TrackSeven(Exit) Thegameofpowerisagamethatmanyoftheancientsusedtoplayitkindofremindsyouofthetrue saying,Theydontmakeemliketheyusedto.Andthekeytoacquiringmorepoweristofirstsimply understandwhatpowerreallyis,becauseonceyoucanunderstandit,youwillbeabletofullygraspit.
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TrackOne(Open) This is the Practical Persuasion System for session five. The secret to creating powerful persuasion recipes is to use the proper ingredients. But, there is a secret that all of you must know about the ingredients of power, The ingredients bear no resemblance to the finished dish. This is the secret whichmeansthatthepathwhichleadstopowerdoesnotlooklikethepoweritisleadingtoaclassic illustrationofDisguisedHypnosis TrackTwo Welcomeeveryone,tothisfifthCD,entitled,BeyondLeverage:TheSevenComponentsofPower.Inthis CD we will go directly into a discussion of the seven components of power so that you can discover exactly what the ingredients of power are so that you can begin to integrate power moves into your persuasionrecipestoenhanceyourstatuswhereveryouhappentobe. So, lets have a brief look at what the seven components of power are before we actually begin to discuss each one of them in detail: The seven components of power are: Genetics, Resources, Knowledge,Compensation,Scarcity,Disorder,andAction. Ok,letshavealittlechataboutthefirstcomponentofpower,whichisgenetics.Now,inthisday,the conventionalthoughtprocessisthatgeneticshasabsolutelynothingtodowithpower.Butisthisreally true?Takeamomenttoconsidertheancientkings,ortakeamomenttoconsiderthepresentdayroyal familiesinsomeofthecountriesaroundtheglobe. IsntittruethatintimespastthatoneoftheKingssonswasheirtothethrone?Isnttruethatitsthe offspringoftheroyalfamilywhoisheirtothethrone?So,howcouldanyonereallysaythatgeneticshas nothingtodowithpower? Now, lets begin to move down the power chain and talk about the owners of powerful fortune 500 companies,becausetimeandtimeagainweseethattheowners,founders,andthepeoplewhopossess powerfulofficesinthese companies makesure thattheirchildrencaneither inherittheownershipof thesecompaniesupontheirparentsdeceaseorthattheirchildrenhavetheabilitytooccupythehighest payingpositionsinthesecompaniesassoonastheirchildrenhavetheopportunitytowork.
Now,likeallthings,thereareexceptionstothisrule.But,eversincehistorybegantheroleofgenetics hasmadelifeeithereasierormoredifficultforeachandeverygenerationthathaseverexisted. Now, if youre like me and you didnt grow up in a rich family, and you didnt grow up in a royal household,thenyoumustlookintoyoursecondaryresourcestoprofitfromthepowercomponentof genetics. Inthiscasethesecondaryisthenaturalgiftsthateachandeveryoneofyouwerebornwith.Yousee, eventhoughmanyofuswerenotbornintoaroyalorrichfamily,weallarebornwithuniquetalents andcapabilities. Everyonewasbornwith thenaturalability todosomethingbetter than thenextperson.So,firstyou mustdiscoveryourtalentandthenyoumustuseyourtalenttoachievetheheightsofpower.Itdoesnt reallymatterwhatyourtalentis,becauseassoonasyoubegintouseitasatooltoclimbtheladderof power,youwillbegintohaveopportunitiestoexchangeyoursocialvalue.Onewaythiscaneasilybe achievedisbysomehowintegratingyourtalentwiththeentertainmentindustry. In fact, this is such a practical and effective idea that even simple, and often underestimated talents havebeenabletoleadtopowerwithintheentertainmentindustry.Homeimprovementskills,cooking skills, and even athletic skills have led people to fame and great power. Stage hypnotist and street magicianshavealsousedtheirtalentstoachievefameandpower. But,youdonthavetogetontelevision.Youcanalwayswritebooksorstoriesinthatpowerfulliterature tendstohavethesameeffect.Now,theseexamplesleadtofameonamajorscale,butyoucanusethe same principles to obtain social recognition at your workplace or in whatever environment that you wanttoobtainpowerin,andperhapsthequickestroutetopowerisfame. Now,thismayseemlikeworkandyoureright.Thegameofpowerisagamethatyouneedtoplayand consistently work at, so you cant win if you dont play. Power is something that people possess, and becausepowerissomethingthat peoplehave,powerissomethingthat peoplehavetoworkfor.You mustworkforwhatyouwant,andthereissimplynostrategyorsetoftechniquesthatcanchangethis. Soifyoureallywantpowerinsocialsettings,thenyouneedtodopowermoveswithinthecontextof socialsettingstoobtainit.
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Now,weareonlybeginningtobrushthesurfaceonwhatthecomponentsofpowerreallyare,soifin oneareayoufallweak,youcanalwayscompensateforyourweaknessesinavarietyofotherways.And if,inthegameofpower,thereisanythingthatyoudonothave,thenyoumustbeashrewdpersuasion artistandcompensateforitwiththethingsthatyoudohave. Now,beforewecontinuewiththisdiscussionaboutthesevencomponentsofpower,Iwanttoremind youofwhatwetalkedaboutinthepretalkforthissession,andthisisthatthepowerswitchessothat itchangesdependinguponthetime,situation,orlocationthatyouhappentobein. So,whatthismeansisthatgeneticswillonlytakeapersonsofar.Geneticsmayempoweronetoinherit wealth or some type of throne, but genetics does not guarantee one receive the other important qualitiesapersuasionartistmustpossess. You need to understand this crucial component of power, not necessarily because you have it, but because many of your opponents are only in the powerful positions they are in because of this one power component. This means that the high paying jobs they have, the fancy cars they are driving aroundin,andeverythingelsethattheyhavegoingforthemisonlyaresultoftheirgenetics.Theywere bornintothatwayoflife,theydidntearnthiswayoflife. So,ifthisisthetypeofpowerfulopponent thatyouaredealingwith,thegoodnewsisthesetypeof individualsaremosteasytodefeat,becausetheywerenevertrainedforgreatnesstheyonlyinherited greatness. There is a difference between people who earn their stripes and people who inherit their stripes. TrackThree Okso lets go into the next component of power. The next component of power is resources. Resourcescanbeacquiredinavarietyofwaysandcanindeedtakeondifferentforms.Resourcescanbe individualswhoareonourside,theycanbetoolsthatwepossess,orourresourcescanbelookedatas intellectual property. Now before you begin to gather resources, you first need to consider your objective.
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Then,baseduponyourobjective,youshouldgathertheappropriateresourcesthatarenecessaryand beneficialforyoutoaccomplishthisobjective.So,forexample,ifyourobjectivewastomoveupinthe company that you work for, or even if your objective was to be the most powerful person in this company,thenyoumustfirstthinkoftheresourcesyoushouldgathertohelpyoudothis. Inthisparticularscenario,oneofyourmostimportantresourceswillbeyouralliances.Ifyouhaveeven onealliance,thenusethisalliancetomakemorealliances,andcontinuetoacquireimportantalliances untilyouhavesomanyofthemthatitwillbeeasyforyoutoadvanceinthecompany. If,however,youdonthaveanyalliancestostartoutwith,thensimplystartfromscratchandbeginto usestrategiestoformalliances.Witheachnewresourcethatyougather,otherresourceswillbeeasier toacquire.Soinawayyoucanthinkofresourcesasadominoeffect,becausetheactofacquiringone resourcewillprovideyouwithotherresources.Now,thisideaofusingalliancesasyourresourcesdoes notencouragealliancedependency.Imnotsayingthatyoushouldfullydependuponalliancesbecause thatwouldbeaformofentanglement. Now, there is also a different type of resources that I should mention, and these are secondary resources.Secondaryresourcesaresubresourcesthathelpyouacquirethemainresources.Letmegive youanexampleofthesetypesofresources: Ifyouneededtomakeanimportantalliancewithinthecompanyyouareworkingfor,youmaynotbe abletogetaccesstothatparticularpersonsothatyoucanmakeanalliancewiththem.Inthistypeof situationyoushoulduseasubresourcetosecurethemainresource. Inthiscasethesubresourcewouldbesomethingthatgivesyouaccesstothispersonsothatyoucan proceedtoformanalliancethem.Youmayneedtoswitchdepartmentsyouareworkinginortogather informationaboutwherethispersoneatslunchatsothatyoucanaccidentallybumpintothem.Then, bysecuringsecondaryresources,youcanmakeitmuchmorepossibletoobtainyourprimaryresources. So by gathering information about your potential alliances and by securing a location that gives you access to them, these would examples of gathering sub resources. As a rule, the basic formula for acquiring resources is to first define your objective, then to define the primary resources that are needed to help you achieve your objective, and then the next stage is to discover the secondary resourcesthatalmostwillguaranteeyourabilitytosecuretheprimaryresourcesyouareafter.
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TrackFour Now, the third component of power will be your knowledge. Knowledge is the skill whereby we systematically achieve our goals through our mental rehearsal of facts and instructions that are designed to enable us to achieve a certain outcome. Knowledge is perhaps the most easily accessible component of power, and yet there are many who either do not bother tapping into its resources or theydonotputintopracticetheknowledgetheyacquire. Now,aquickwordofwarningaboutknowledge:WhatImeanbyknowledgearefactsandinstructions thatarepracticalandrealistic.Imnottalkingaboutfancytheoriesthatyoucannottrustorquestionable doctrinesthatwillnotprofityouinreallifesituations. TheknowledgethatImtalkingaboutisfirstofallspecificallyaimedatteachingonepreciselywhatthey need to know and it is within context of the goals they are trying to achieve. So, if you are trying to achievepowerandhigherpositionsintheworkplace,youshouldacquireknowledgethatwillhelpyou achieve this particular outcome. You should not waste your time trying to apply the knowledge of foreigndisciplinesthatarenotrelatedtoyourquesttowardspower. Soyoumustsynchronizeyourknowledgewithinthecontextofthegoalsyouaretryingtoachieve.Ifyou aretryingtobuildapowerfulbusinessorifyouareintheprocessofperformingpowermovesinsocial settingssothatyoucanbuildyoursocialvalue,youcannotresorttoforeigndisciplinesbecausethese techniques were designed for entirely different purposes. So, see to it that the knowledge you are acquiring is within the context of your goals and make sure that the sources of your knowledge are practical. Now, this is a perfect time to consider the concept of disinformation. Disinformation is corrupt knowledgethatisdisguisedasthetruthanditisdesignedtomisleadpeople.Disinformationisoftena counterfeitedversionofthetruth,butitisneverreallywhatitispackageduptobe.So,itisyourjobto sort out the disinformation from the true information so that you can study and absorb the pure knowledgethatistrulybeneficialtoyou.Genuineknowledgeisatypeofarmoryoucanarmyourself with in the game of power, because anyone who increases in knowledge automatically increases in power.
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You see, by simply being aware of something, your behavior will automatically change, and as your behaviorchanges,theresultsinyourlifewillbegintochangeaswellasyoubegintoachievethegoals thatyouwanttoachieve.Now,inthegameofpower,thereisasecondaryuseofknowledgethatyou canintegratewithyourpersuasionstrategies. You can sow disinformation among your opponents. Since you know how important knowledge is in achievingyourgoals,youalsocancountonitthatyouropponentsarealsorelyinguponknowledgeto achieve their goals. And this is where you indirectly sow disinformation among them so that they are morepronetofailwhileyouaremorepronetosucceed. So,asapersuasionartist,youcanalsoindentifyandcollectthevarioussourcesofdisinformationthat are disguised as most appealing, and then you can have a storehouse of deception to feed your opponents with so that they are always much more likely failhaving been mislead by the disinformationthatwasfalselypresentedtothemasknowledge. Listen,justlikewarandthemartialartsarelargelybasedondeception,soalsoispsychologicalwarfare basedinpartupondeceptionaswell.Warisnotagentleman,andpsychologicalwarfareislikeaformof mentalmartialartsthatusesdeceptioninamultitudeofways.Thisisanonbloodytypeofwarfarethat ishappeningthroughdeceitfultelevisioncommercials,falseadvertising,telemarketing,andjustabout anyprocessthatinvolvesrelationshipsorsales. Psychologicalwarfarehappensonaminorscaleeverytimeatelemarketercallsyourhouseandtriesto manipulate you to buy something you had no intention of buying. And every time you go to a car dealership,psychologicalwarhasbegunasaggressivesalesmanfollowyouallovertheplacetryingto getyoutospendmoreandmoremoney. Psychological warfare is everywherethe credit card companies are doing itthe politicians are doing itthemarketingcompaniesaredoingitevenrespectivecollegesaredoingitsothattheycangetmore studentstosignupfortheirprogramssothatthecollegescanmakemoremoney. Soinsteadofpretendinglikepsychologicalwarfaredoesntexist,whynotmoveintothefightinsteadof denyingthatthereisafight.Thereispsychologicalwarfareallaroundyoueverysingleday.Andpartof wareversinceancienttimeshasbeengatheringofintelligenceandthedistributingofdisinformation.
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So,intheartofpsychologicalwarfare,wealsomustgatherintelligenceandpreventotherpeopleand organizationsfromwastingourtimeandmoneywiththeheapsofdisinformationthatis beingfalsely proclaimedasknowledge. Attheveryleastyoushouldbeawareofhowpowerfuldisinformationis,becausedisinformationisthe exactreasonwhytherearesomanysuperficialmodelsofthisworld. TrackFive Oklets move on to the next component of power. The next component of power is Compensation. Compensation is the key to being able to achieve victory under any circumstances because you compensateforyourweaknesses. An excellent example of the mastery of compensation was shown to the entire world by a woman namedHelenKeller.HelenKellerbecameillatayoungage,andherillnessleftherdeafandblind,but shecompensatedforherweaknessesandbecameanexcellentauthorandpublicspeaker.Sheinspired many people during her lifetime, and her story continues to inspire millions of more people after her death. Now,IknowthatmostofusarenotinthesamesituationasHelenKellerwasin,andthatsfine.The pointIammakingisthatnomatterwhatwedonthave,wecanstillfindawaytocompensateforitby usingwhatwedohave. And one of the most amazing things about this is that a lot of us dont even know the talents and powerful resources that we have. A lot of us dont know what our skills really are until we lose something.Alotofusdontreallyknowjusthowgoodwecanbeatsomethinguntilnecessitycausesus toact.So,itisthroughourlossesthatwecanbeabletounderstandourtruetalents.
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Now,throughcompensationwebecomestrongbybeingweak.Throughcompensationwecanendup withmorethanifweneverhadtocompensateforsometypeofdeficiency.So,itdoesntmatterifwe shouldlackanythingbecausewecancompensateforthesethingsifwedonothavethem. TrackSix Now,thenextcomponentofpowercomesdirectlyfromtheancientartofmilitaryscience.Intheclassic book,TheartofwarSunStutellsusthatorderarisesfromdisorder.Now,justtakeamomenttothink aboutthisstatement:Orderarisesfromdisorder.Whatexactlydoesthismean? Well,beforewebegintolookatthissayingfromseveraldifferentanglesthatpertaintothecontextof persuasion,letshavealookatsomequickexamplesthatarenotrelatedtothecontextofpersuasionso thatyoucanhaveanideaofwhatImtalkingabout. Herearetheexamplesforyoutoimagine:ExamplenumberoneApersonhasaweightproblem,andit istheirweightproblemthatcausesthemtostarteatinghealthysothattheygoonahealthydiet. Examplenumbertwo:Ashinnykidatschoolgetspickedonbecauseheissoskinny.Andthefactthathe constantlygetspickedoncauseshimtostartliftingweightssothatinayearstimehehasoneofthe nicestphysiquesinhisschool. Examplenumberthree:Aparkinglotkeepsgettingterrorizedbycarburglariestotheextentthatallof thiscriminalactivitycausesvideocamerastogetputupallovertheparkinglotandsecurityofficersalso get hired to patrol the parking lot at night so that no one can break into the cars anymore. The end resultofthisbeefedupsecuritybringsthecrimerateinthisparkingzonedowntoalmostnothing. Now,thesewereordinaryexamples,butnoticehowineachoftheexamplesthatsometypeofdisorder was necessary to create order. This happens a lot more in life than you might think, in fact. A lot of wealthypeoplebecamewealthybecausetheywereoncepoor,andtheirpovertycausedthemtoobtain the skill and intellect that was required to create wealth. Had there been no poverty, well, they may havejustlivedmediocrelives.
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Yousee,whenthingsgobad,thisiswhatoftencausesthingstogetbetter.Andallofthesethingsare perfectillustrationsofDisguisedHypnosisinaction,becausesomanyofthebadthingsthathappento people are actually the blessings in Disguise that enable them to become powerful and successful people. So, now we have laid a quick foundation for the importance of how a persuasion artist ought to take advantage of and master the disorder in every aspect of your lives in order for you to create order. Whendisordergivesusorder,itiskindoflikehowthetimesofpeacethatweenjoysomuchactually areadirectresultfromthedisorderoftheconflictsthatwehavewentthrough. Now,onamajorscale,youcanconsiderhowthenationsintheworldwhoarecurrentlyenjoyingpeace andprosperityoncehadtogothroughwartoestablishthemselvesasworldpowersinorderforthemto havethepeaceandsecuritythattheynowhave. But on a more minor and personal scale each one of you can think about how you must fight for anythingthatyouwantandlove.Ifyouwantthebestmarriage,ifyouwanttoobtainyourdreamjob,if youwanttheperfectfigureorthebestfamilylifethatispossibleforyoutohave,thenyoumustinsome wayfightforthethingsyouwant. Youfightbyeducatingyourself,bybeingconsistent,bylearninghowtocommunicateandbepersuasive onasmanylevelsaspossible,andbymakingthebestalliancesanddoingeverythingwithinyourpower toachievetheoutcomesyouarelookingfor. Butone of the greatest and most powerful ways for any of you to be empowered to an almost irreversibleextentisforyoutobeabletomasterdisorder. Disorder,inaway,islikegarbage,youwillhaveplentyofitinyourlifeanditiseverywhereyougo.But, justasgarbagecanberecycledandused,soalsocandisorderberecycledandusedtocreateprofitable situationsthatwilltakeyouclosertoyourgoalsandwhatyouwanttogetoutoflife,andthatiswhat youmustdowithdisorder.
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Disordershouldberecycledintoorder,peace,andsecurity.Successisfailureturnedinsideout,sointhe persuasionarena,youmustmakeityouraimtocreatesomethingbeautifuloutofsomethingugly.You mustturnthebadthingsthathappentoyouintogoodthings. Use the disorder of your social interactions and social situations to create order. Use the strength of yourenemiesagainstthemsothatwhentheyresistyou,allthathappensisthattheybecomeweaker whileyoubecomestronger. Now,conventionalthinkingattemptstoteachyouhowtoavoiddisorderandhowtorunfromdisorder, butyoucannotavoiditsowhynotlearnhowtouseit?Whynotthinkofdisorderasagift?Disorderhas mademanyweakpeoplestrongandithascausedmanycompaniesthatwerenotmakingalotofmoney tobetransformedintobilliondollarenterprises. Now,itdoesntmatterifthedisorderyourefacingisthedisorderofdysfunctionalfamilies,thedisorder ofyourworkenvironment,orthedisorderofsomeonespersonality,youcanusethisdisordertoyour advantagetohelpyouachieveyourgoalsinlife. Disordercanalsobeusedasanoffensiveweaponagainstyouropponent.Howdoyoudothis?Well,for one,youhavetounderstandthatjustasdisorderleadstoorder,soalsodoesorderleadtodisorder. Think about it? When there is safety and complacency, there is also the risk of carelessness. When peoplebecomestrong,theyoftenletdowntheirguardandbecomeslack.Sooneofthegreatestways youcancreatehavocinyouropponentslivesistogivethemasmuchorderaspossible. Give your enemies a false sense of security, and this false sense of security will give them the false impressionoforder.Now,ifdonecorrectly,thisfalsesenseofsecuritywillinfectthemwithadisguised typeofdisorderthattheywillnotrecognize,andbecausetheycannotrecognizethedisorder,theywill haveadifficulttimedefendingthemselvesfromitandrecoveringfromit. Now, this brings up another important point: Because if disorder leads to order and order leads to disorder,thenthismeansthatevenwhenyouhaveorderinyourlifethatyoushouldnotletyourguard downsothatdisordercanfinditswaybackintoyourlife.
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Thesolutionistoprepareforconflictsandstrugglesduringthetimesofyourpeacesothatwhenthe timesofconflictcomeyouwillbepreparedtodealwiththemandsowillbeabletoretainorderinyour lifeandnotbeforcedbackintodisorder. Disorderiseverywhere,soembraceitandredirectitspower towardsyourgoalsandobjectives. With thisframeofminditwillbenearlyimpossibleforyoutolose. TrackSeven Now,thenextcomponentofpowerisScarcity.Scarcityhaslongbeenrecognizedasaformofpowerby celebrities,politicians,andalsopeopleintheseductioncommunity.Togiveyouaverybriefexampleof thepowerofscarcity,considerthesunforamoment... Thesunmayshineforseveraldays,butthenitdisappearseveryonceinawhile.Andeventhoughthe sunmaycomeouteveryday,thesunalsogoesawayeverydayaswell.Now,whathappensifthesunis outforseveraldaysinarowsothatitstartstobecomecommon? Well,oftentimesifthesunisoutforlongenough,peoplewillbegintogetsickofit.Thisisinteresting becauseeventhoughpeoplelikethesun,theytireofthesunwhenitdoesntgoaway.Now,whenthe sundoesgoawayforafewdays,whatusuallybeginstohappenisthatpeoplebegintodesireitagain. So,inabsenceispower. Thissameprinciplealsoappliestocelebrities.Celebritiesarenotaccessibletothepublic,andthisisone of the factors that causes the public to desire them so much. And while it is true that we can always listentoourcelebritiessingorwatchtheminamoviewheneverwewant,thisisntthesameasthem beingnexttousandpersonallyinteractingwiththem. So,inawaythecelebritiesarefarawayfromus,justlikethesunis.Andlikethestarsarefaraway,even thoughwemayseethematnight,soalsoarethemoviestarsfarawayeventhoughweseethemata distance.Now,letsimagineforamomentthatanyoneofyourfavoritecelebritiesdecidedtohangout withthegeneralpubliceverydayandallofthetime.Whatdoyouthinkwouldhappen?
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Well,ofcoursethiswouldgivethecelebrityalotofattentionatfirst,buteventuallythecommonpeople and the media would begin to tire of this celebrity and the celebrity would start to lose their power. Now,thepointImmakingisobviousifyoucanfindawaytomakeyourselfscarce,youwilladdpower toyourself. Thismeansthatyoumustlearnhowtoturnyourbackonpeopleandsituationssothatyoucanwalk away.Ifyouchaseyourshadow,itrunsfromyou,but,ifyouturnyourbackonyourshadow,itfollows youaroundwhereveryougo.Inthegameofpowerandpersuasion,itisjustasimportanttobeableto walkawayasitistobeabletoapproach. Now,asIhadmentionedtowardsthebeginningofthistrack,peopleofbothsexesusescarcityintheart ofseductionallthetime.Womenareexpertsatmakingthemselvesscarce.Imsureyouveallheardof womenwhowereplayinghardtoget. Men also have started to make themselves scarce in subtle ways to the opposite sex to appear more attractive.Menmaydothisbyappearinguninterestedwhenthereallyareinterested,theymaygeta womansphonenumberandthennotcallherforawhile,ortheymayseeminterestedinawomanat firstandthenseemuninterestedlater. Listen, it doesnt matter what type of social interactions you are trying to dominate or what social setting you are seeking to excel in: scarcity should be one of your secret weapons in your arsenal of powermoves. And another bonus to you being able to use scarcity is that a lot of people are too scared to use it. People are often afraid to walk away. People are scared to turn their backs on another person especiallyasameanstopersuadeanotherperson. But, time and time again scarcity has been proven to be an effective power move. A quick word of warning though: Dont overuse scarcity. If you use scarcity too much you will also lose power. Remember,thesunhastocomeoutandshineonceinawhile.Thepoliticiansandthecelebritieshave toappearbeforethepubliconceinawhile,somakesurethatyoudontmakeyourselftooscarce.
TrackEight Okso lets move on to the final component of power. The final component of power is Action. You musttakeactiontogetthethingsthatyouwantfromotherpeople.Ifyouareinterestedingettingto knowsomeonebetterandnevertakeactiontowardsgettingtoknowthatperson,thismeansthatyou mostlikelywillnevergettoknowthatpersonthewayyouwanttobecauseyouhavenottakenaction. Now,youcouldhaveeverythinggoingforyou,andyoucouldhavedoneeverythingelseright,butifyou do not take action, you will not have the things that you want. So, if you are at a public place and happentonoticeaveryattractivewomannearby,ifyoudonottakeactionandapproachher,shewill leaveandyouwillloseyouropportunity. Thereisnothingyoucando,andtherehasneverbeenasinglestrategyinventedthatcantakeawaythe needforyoutotakeaction.Youcangotoschool,youcanplan,youcansavemoney,youcandressright andmakeyourselflookright,butwithouttakingactionyouwillsimplynotsucceed.Andnomatterwhat youstudyorhowhardyoustudyit,ifyoudonottakeactiontoputwhatyouarestudyingintoeffect, thenwhatyouarelearningwillnotprofityouandyouwillnotwin. Thisisacommonthingthatneedstobesaid.Theworldisfullofpeoplewhodontactuallydoanything to get what they want. The world is full of people who have romantic feelings towards someone but neverevenremotelyexpressthosefeelingstothepersonthattheyhavethesefeelingsfortogivethis otherpersonachancetorespond.Youmusthaveanactionplanthatforcesotherpeopletorespond. Theworldiffullofpeoplewhowantaparticulardreamjobandyetnevertakeactionandapplyforthis dream job. Now, there are also plenty of people who want to dominate social interactions and who want to be able to persuade individuals and groups, and yet they never take action so that this skill becomes a possibility for them. Listen, action is a timeless principle that is necessary to begin social interactions,tomaintainanddominatesocialinteractions,andtodiscontinuesocialinteractions. So it doesnt only matter if youre running strategies and patterns, gathering intelligence or sowing disinformation,whateveryouwanttoachieveintheartofpersuasionisdependentonyourwillingness toconsistentlytakeaction.
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Now,whatiscrucialforyoutounderstandaboutactionisthatoneactiongivesbirthtothenecessityof takinganotheraction.Andthemoreactionsthatyoutake,themoreactionsthatwillneedtobetaken. LetmegiveyouanexampleofwhatImeanbythis:Ifamantakesactionandapproachesawomanheis interestedinsothathecangettoknowher,hethenneedstotakeotheractionsthatwillenablehimto haveaproductiveconversationwithher. Then at some point he will need to take another action that will make it possible for them to communicateagainperhapsbygettingherphonenumber.Then,hewilllaterneedtotakeactionby pickingupthephoneandcallingher.Then,hemusttaketheappropriateactionsoverthephonesothat hecanseeheragain. Then,onceheseesher,hemusttakeotheractionstowardshersothattheycanbecomecomfortable withmakingphysicalcontactandtobegintomovingforwardwiththeirrelationship.Sooneactionwill putyouintoasituationwhereyouwillneedtotakeotheractions,andthereareseldomexceptionsto thisrule.Thisisanotherillustrationofthedominoeffect. TrackNine Okwe have now finished discussing the seven components of power. You should now have a much morecomfortableoutlookuponthetypesofpowerthatcausepeopletothriveinsocialinteractions.It simplycannotbedisputedthatsomepeoplethriveinsocialinteractionswhileothersdonot. Andbecausesomepeopledosucceedinsocialsettingsmorethanothers,thenyoumayaswellbeone ofthosewholearnshowtobesuccessful. The idea of being powerful is misunderstood by many people who do not understand how power is subject to change. Power, the mighty chameleon, changes its look and appearance depending upon whereitisandwhatsituationitisattemptingtoexistin. This means that those who are powerful in one place are not powerful in other places. But, as a persuasion artist, you can also change yourself like the chameleon so that you can be powerful in differentenvironmentswhilstotherscannotbecausetheydontknowhowtochange.
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Andbecauseyoullknowwhenthepowerswitches,youcanswitchwithit.Now,asyouswitchwiththe power,youcanusethepowerthatyouactuallydopossesstoexchangeitwiththepowerthatyoudo notpossess. Thistypeofpersonality,inancientJapanesemilitaryscience,isreferredtoasthewayofthemerchant. Themerchantalwayscreateshisownvaluethroughwhathedoesnothavebyusingthethingsthathe does have. So, as a persuasion artist, as you are forced to enter different environments in order to influencedifferentenvironments,youcanbecomesomewhatofamerchantasyouexchangeyoursocial value. Thisispartofthetruemasteryofthealliancegame,iswhenyouareabletoexchangesocialvaluefor socialvalue.Youexchangeyoursocialstatusforadifferentsocialstatus,justlikechanginganoutfit.And asyouhavebeengivenseveralexamplesthroughoutthisprogram,theinitialsocialvaluethatyouuse toengageintheexchangingprocessstartsrightwhereyouarerightnow. And as you build yourself up from exactly where you are, you can then use your social value like a shrewdmerchanttothepointwhereitwontmatterwhereyouareorwhomyourewith,becauseyou willalwayshavesomethingofvaluetotradefortheothertypesofvaluesthatyoulack. Afterawhile,ifyouchose,youwillnotonlyberichwithmoney,butyouwillalsoberichwithresources andwithwonderful,powerfulrelationshipsthatyoucanbeenrichedfromandenrichyourselfanytime youwish. Thisisthetrueartofpersuasion,andthelongeryouplaythealliancegame,thelessyouwillhaveto playit.Andthelessyouhavetoplayit,themoreotherpeoplewillbeplayingitforyousothatyoucan dolesswork. TrackTen(Exit) The Power Gameeveryone wants to play it but there are few who know its rules. The rules are unbelievablebecausetheyaretoosimple.Thisispartlywhytherearesomanystupidpeoplewhoarein
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powerfulpositions,becausepowerisnowherenearascomplicatedastheintelligentpersonthinksitis. Powermaybedifficulttobelievein,butunbeliefislikeasuitcasefullofbricksallyougottadoissetit down.
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TrackOne(Open) WelcometoCondensedSeduction.Seductionhappensaccidentallyeverysingledayandyoucanbegin todiscoverhowtocreatethisaccidentintentionally.Thosewhohaveobjectionstowardsseductionare mosteasilyseducedbecausethemorethisprocessisresisted,themorepowerfulthisprocess becomeslovecanbesuchabattlefield. TrackTwo Welcomeeveryone,tothiscondensedSeductionprogram,entitled,TheGame:Philosophical ApproachestoSeduction.InthisCDIwillbeusingthephilosophicalmethodtopresenttheinformation ofthisCDsothatyouwillbeabletoretainmoreofthisinformationandtobeabletolearnitmuch morequickly. AnotherbonustothisapproachwillbethatIcanliterallyjampackthisCDwithsomuchseductionand datingadvicethatyouwillgetasmuchinformationfromthisCDasyouwouldifyouspentnearlyfour thousanddollarstoattendthevariousdatingconferences. So,wevegotalotofgroundtocoverinthisCD,soletsgetstarted:Whatexactlyisseduction? Seductionisthepracticeofusingunnaturalprocessestocreateanaturalprocessofattraction.Now,this isexactlywhyalotofwomenhaveanobjectiontothisconceptofseduction,becauseitisanunnatural processinitiatedbymentoattractwomen. Butwomenalsouseunnaturalprocessestoattractmen.Shaving,makeup,sculpturednails,boobjobs andpaddedbras,fingerpolishandtoenailpolish,andartificialhaircoloringaresomeexamplesofhow womenuseunnaturalprocessestomakethemselvesattractivetomen. Now,alongtimeagoIwaswatchingabootcampwheremenwerebeingtaughthowtopickupwomen andtocommunicatewithwomenmoreeffectivelysothattheycouldbebetteratattractingthe oppositesex.Iwatchedasthesemenofdifferentageslistenedintentlytoeverythingtheinstructorwas saying.Theywereeventakingnotesastheyhungoneverywordthedatinginstructorsaid.
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Thesemenhadsignedupforaveryexpensivebootcampthatalsorequiredthemtogoouteverynight tolocalbarsandapproachacertainnumberofthewomentheywereinterestedinsothattheycould begintoconditionthemselvestotheartofseduction. Takeamomenttothinkaboutthis,becausethesemenhadspentnearlyfourthousanddollars,andI rememberthinkingtomyselfhowsaditwasthatsomanywomenmisunderstoodtheintentionsof thesemen.Thesemenadoredwomensomuchthattheywerewillingtospenduptofourthousand dollarsandattendarigorousbootcampbecausetheycaredaboutwomenthatmuch. Itwasntjustaboutsex.Ifitwasjustaboutsex,thosemencouldhavesavedthousandsofdollarsand hiredahighpricedcallgirlforthatmatter.No,thesemenwantedoptionstofindtheirdreamgirl,just likeeverybodyelsewantsoptions.Itskindofhumorouswhenyouimaginewomengettingangryatmen whoaredoingeverythingintheirpowertolearnhowtomakethemselvesmoreattractivetowomenso thattheycancommunicatewithwomenbetter.Thatdoesntreallymaketoomuchsensewhenyou thinkaboutit. AnancientTaoistsayingsaysconcerningtheoppositesexesthatwewanttoloveeachotherbutwe dontknowhow.Thisistrueinmanyways.Howmanytimeshaveyoubeeninterestedinawomanbut didntknowhowtoexpressyourinteresttowardsher?Howmanytimeshaveyouwalkedbyawoman inashoppingmalloragrocerystorewhodeepdowninsideyouwishedyouhadthechancetotalkto hersothatyoucouldseewhatshewaslike? Thishappensofteninallofourlives,aswecontinuallystrugglewiththesocialconditioningwehave beenconditionedwith.So,seductionispracticedbybothsexesindifferentways,andseductionisin manywaysmisunderstood. TrackThree Now,letsmoveontothetopicofthedifferentstylesofseduction.Therearegenerallytwomainstyles ofseductionbeingpracticedbymentoday:Thetypeofseductionthatreliesheavilyupontheuseof languagepatternsandthetypeofseductionthatreliesheavilyuponpickup.Thisisimportantforyouto understand,becausebothstylesofseductionhavetheirstrengthsandweaknesses.
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Irememberafewyearsagooneofmyfriendswhowastraininginthetypeofseductionthatuses languagepatternstriedtogetwiththisgorgeousblonde.Sherejectedhim,andafewmonthsafterthat myotherfriendwhostudiedthepickupstyleofseductionendedupgettingherphonenumberandthe twoofthemstarteddating. Thefunnythingwasthatweallstartedtohangouttogether,andthewomanforgotaboutmyother friendwhosheoncerejectedsothatshedidntknowthattheyhadmetbefore.Well,withintheprocess ofoneweek,myotherfriendwhowasalanguagepatternseducerhadtakenthegorgeousblondefrom myotherfriendwhowasthepickupartistseducer. Thistaughtmeanimportantlessonaboutthegame,becausethelanguagepatterntypeofseductionis weakattheinitialapproach,butinmanywaysthisstyleofseductionpicksupwherethepickupstyleof seductionleavesoff. Now,letmesaythatpickupisthemostpotentformofseductionIhaveeverseenwhenitcomestothe topicofsuccessfullymeetingwomenanywhereandanytime.Pickupisasciencethathasasolutionto almosteveryproblemthatyoucouldeverencounterinmeetingawoman. ButIhavealsoseenthelanguagepatterntypeofseductionpulloffsomeunbelievableseductions,and thequalityoftheseseductionswasastounding,whichmeansthatIvewitnessedsomeveryunattractive menusethisapproachandsuccessfullyseduceandsatisfysomeextremelyattractivewomenwhowere wayoutoftheirleague. Irecommendthatyoustudybothstylesofseductionandcombinethebesttechniquesfromthebest resourcessothatyoucanhavethebestofbothworlds.Italsocomesdowntowhattypeofpersonyou arewillingtobeandwhoyouwanttobe. Ihaveafriendintheseductioncommunitywhoisnotoriousfordoingwhatareknownassilent seductions.HegoesbythenameWolf,andhetotallyhasblownpeoplesmindwiththesilent seductionsheconsistentlyisabletopulloff. Yousee,Wolfhasresolvedwithinhimselfthatheisthequiettype,andherefusestoactoutsideofhis seductivecharactertoattracttheoppositesex.TheproblemwithWolfssilentseductionmodelisthat
inaplacewherepeoplearecomingandgoing,Wolfsgameisrestricted.But,inotherenvironmentslike theworkplacewhereWolfhasconsistentaccesstothewomensmindsheisworkingon,Wolfhas tremendoussuccess. Anyway,eventhoughthereareweaknessestoWolfsgame,Wolfdoesntcarebecauseherefusestoact outsideofhischaracter. TrackFour Now,thereareseveraldifferentstrategiesandtechniquesinthevariousschoolsofseduction,butsome ofthesetechniquesareunnecessary.So,forpracticalpurposes,wewillcondensethenumerous strategiesoutthereformeetingandattractingwomenintotheOTCmodel.TheOTCmodelstandsfor Open,transition,andClose. Youmustopenaconversationwithawomanifyouwanttomeether.Itsalmostalwayslikethis,soyou mustlearnandconditionyourselftolearnhowtoopen.Therearedifferenttypesofopeners,suchas frontopeners,rearopeners,situationalopeners,preferenceopeners,andnonopeners. Afrontopeneriswhenyoureupfrontwiththewomanaboutwhyyouarestartingaconversationwith her.Whenyouopenlikethis,itsnosecretthatyoufindherattractive.Arearopener,ontheother hand,iswhenyouapproachthewomaninanindirectwaysothatyoutemporarilyconcealyour attractionfromherinordertobuildcomfortwithherbeforeyoubegintocreateattractionbetweenthe twoofyou. Asituationalopeneriswhenyouopenupasetwithawomanbyusingthecurrentsituationthetwoof youareinasareasontostartaconversationwithher.Preferenceopenersarewhenyouapproacha womanandstartaconversationwithherbyaskingherwhatherpreferenceisaboutsomething.Anon openeriswhenyoujustapproachthewomanwithnopreconceivedopenerinmind.Nonopenersare preferredbymanyadvancedpickupartistbecausetheyseemlikethemostnaturalformofopenersto thewoman. Aproblemwithusingsomeoftheaboveopenersthatyoumayencounteristhatthemaleseduction communityhasbeensosuccessfulthatseveraltelevisionshowsandbookshavebeguntopublicizealot
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oftheopeningstrategiesthatmenareusingatnightclubstomeetwomen.Thisiswhythenonopeners arebecomingpopular. Now,letstakeamomenttotalkaboutwhattheseductioncommunityreferstoastheinterview opener.Theinterviewopeneristhepoorestqualityofallopeners,andmanywomenhatethistypeof openerandareexposedtoitonaregularbasis. Thereasonwhyitscalledtheinterviewopenerisbecausethemanasksthewomanabunchof questionsasifshewereatajobinterview.Someofthesequestionsrunalongthelinesof,Comehere often?Whatdoyoudoforaliving?Or,Whatdoyoufindattractiveaboutaman? Theseopenersareweakandaggravatingtowomen.Somewomenwhoarereallybeautifulget approachedtentotwentytimesminimumeachtimetheygoout,andeachtimetheyareapproacheda manhasthesameboringlineofquestionslinedupforherthatshehasansweredathousandtimes. Look,womendontwantanFBIinterrogationwhentheyareapproached.Thisisanunkoolwayofdoing things.So,letmegiveyouoneofthemostpowerfultoolsavailabletostartasuccessfulconversation withawoman. Bytheway,youcanalsousethistoolforphoneconversationstoo,becausephoneconversationsare alsoanothervehiclethatmanymenuseasanopportunitytodragwomenthroughFBIinterrogationsby askingthemtoomanyboringquestions. Yousee,whenpeoplefirstmeetitcanbedifficulttoparticipateintheconversation,especiallywhen youdontknowwhattosayandtheotherpersonisexpectingyoutosaysomething.So,thisiswhyyou shouldlearnhowtoestablishamonologue. Amonologueiswhereyouengagethewomanintheconversation,butyouarealsoisolatingherfrom theconversationatthesametimebecauseyouaredoingmostofthetalking.Allyouneedtodois enrichyourmonologuesandusethemasanopportunitytoconveysocialvaluetoyourselfthroughthe useofthestoriesyouaretellingherandbyeverythingelsethatyouaresaying.
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Ifsheinterruptsyoumonologueandwantstogiveyoufeedbacknoproblemallyouneedtodois reinstatethemonologue.Intheseductioncommunity,thisisreferredtoaschainingmonologues.You canchainonemonologueaftertheotheruntilthewomaniscomfortablegivingyouconsistent feedback. Youllknowwhenshebecomescomfortablebecauseshewillbegintogointomonologuesofherown. Whenshedoesthis,thisistheemotionalconnectionyouarelookingfor.Now,thisconceptofthe monologueisalsoexcellentinthephonegame.Itisacommonproblemformentobeabletogeta womansphonenumberonlytolaterruinhischanceswithherbecauseofpoorcommunicationthat occurswhileheisworkingthephones. Whileyoureworkingthephones,youmusttakeintoconsiderationthatjustbecauseawomanhas givenyouherphonenumber,thatthisdoesntmeanthatyouarentstrangers.So,asyoufirstbeginto speaktoawomanonthetelephone,theawkwardnessofbeingstrangersisstilltheresoyouneedtobe carefulthatyoucantransitionhercomfortablyintotheconversation.Oneofthebestwaystodothisis togointoainterestingstoryassoonassheanswersthephone. Thiswilltakethepressureoffher,andyouwillalsostandoutinagoodwayfromtheotherguyswho arecallingherandcompetingforherattention.So,usemonologuesandstoriesasyourmaintransitions tools. Now,anotherexcellenttransitiontoolissubtlephysicalcontact.Yousee,thesooneryoumakephysical contactwithher,thesoonertheawkwardnessbetweenyouwilldisappear.Imnottalkingaboutsexual physicalcontactatthispoint,justtapsonthehandoronhershoulder.Youcanalsogiveheraplayful hug. Therearemanyvariationsofthiscomfortbuildingtypeofphysicalcontactyoushouldbetransitioning into,anditsimportanttonoticeifshebeginstoinitiatesomephysicalcontactofherown.Ifshereturns physicalcontactasaresultofyourphysicalcontact,youhavesuccessfullypacedherandcancontinue withthetransitions. Now,youmustbeacloser.Thereareseveraldifferenttypesofclosesintheseductionprocess:Wehave numbercloses,kisscloses,etc.Theimportantpointthatneedsemphasizedisthatyoumustproceed withtheclose.Donotexpectthewomantoclose.
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IfewmonthsagoIwastalkingtoawomanwhosaidshewantedarealman.Iaskedherwhatshemeant bythis,andshereplied,Arealmanhasthegutstoaskmeformyphonenumberandtocallme.And whenhecallsmehehasthegutstoaskmeoutonadate,andwhenwegooutonadatehehastheguts tokissmegoodnight. Needlesstosay,opinionsofwhatarealmanistoawomanwillvary,butyougetthepoint:Youneedto beacloser.Now,theOTCmodelwillcontinuetorepeatitself.Thismeansthatifyougetanumber close,thatyouwillneedtoreopenaconversationwiththewomanbycallingheronthephone,and thenyouwillneedtotransitionandcloseagain.ButeachtimeyourepeattheOTCprocess,your relationshipwiththewomanwhomyouaredealingwithshouldexperienceanewamountofgrowth. TrackFive Now,letstalkalittlebitaboutthetopicofqualification.Qualificationistheprocessesoflettingthe womenknowwhyshehaswonyourinterest.Tobehonestwithyou,ittookmealongtimeto understandthisprocessofqualification.Itdidntmakeanysensetome,becauseifthewomancouldtell thatIwasinterestedinher,thenwhyshoulditmatterwhyIwasinterested? Anyway,aroundthistimeIwaswatchingatelevisionshowandtherewasthiswomanontheshowwho hadfakeboobsandshewascomplaininghowmenstaredatherboobstoomuch.Irememberthinking howridiculousthatsounded,becauseifshedidntwantmentostareatherboobsthensheshouldnt havespentthousandsofdollarsonaboobjob. Anyway,onthissameshowwereotherwomenwithnicebodieswhowerecomplainingthatmenonly wantedthemfortheirbodiesandthenithitme.Now,letmepauseforamomenthereandtellyou thatwhatIlearnedismyopinion.Anyway,ithitmewomenknowthatifmenonlywantthemfortheir looks,thattheirrelationshipisnotsecurebecauseassoonasthewomanages,gainsweight,orlosesher beautyinanywaythatshealsohasagoodchanceoflosingherman. Thissameruleappliestothewomenwithfakeboobswhogetoffendedwhenmenareattractedtothe womenasaresultofthefakeboobs,becausedeepdowninsidethewomanknowsthatherboobsare fake,soifamanisattractedtoherboobs,thenhemaynolongerbeattractedtoherashegetstoknow herandfindsoutthatherboobsarentreal.
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So,becausethewomanwithfakeboobsknowsherboobsarefake,eachtimeshenoticesamanis attractedtoherbecauseofherfakeboobs,shedoesntconsiderthisattractiongenuinebecausethe manisnotattractedtoagenuinepartofherandthisbothersher. Anyway,thisstartedtoshedsomelightontheneedforthequalificationprocess.Inordertoqualifya women,youneedtogiveherareasonwhyyouareattractedtoherthatisbasedonwhoshereallyis andnotwhatshelookslike.Thisway,nomatterwhathappenstoherappearanceinthefutureor whethershehashermakeuponornot,shecandependonyourattractiontowardsher. TrackSix Now,letstalkalittlebitaboutwhatareknownintheseductioncommunityasyellowknifestrategies. YellowKnifestrategiesarecalledyellowknifestrategiesbecausetheyellowsignifiesweaknesswhilethe knifepartofthetitlesignifiespowerandeffectiveness.Thismeansthattheyellowknifestrategiesare powerfulstrategiesthatyouwouldntthinkwouldbeanywherenearaspowerfulastheywere. Soletstakeamomenttotakealookatafewyellowknifestrategies.Thefirstyellowknifestrategyis thenumberonestrategyintheseductioncommunitythatisusedformeetingwomen.Accordingtothis strategyyousimplywalkuptothewoman,tapherontheshoulder,andstartaconversationwithher. Needlesstosaythisiscommonknowledge,butitspowerfulcommonknowledgethatneedstobesaid. Insteadofwaitingforthewomantonoticeyouorinsteadoftryingtoimpressher,justwalkrightupto herandtapherontheshoulder. Assoonasyoudothis,youhavecreatedyourownrealitywithher.Youhavetakenfortuneintoyour ownhandsandcausedthetwoofyoutomeet.Thisisapowerprincipleofseduction,becauseinthe gameyoucannotsitaroundandwaitforthingstohappen.Insteadyoumustmakethingshappen. Now,thenextyellowknifestrategyistoshowthewomancertainhandshakesthatrequirealotof touching.Thisshouldbedonehumorously,butjustthinkabouthowwithinfiveminutesofmeetingher
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youalreadywouldhaveremovedthephysicalcontactbarrierwithasimplehandshakegame.Thiswill acceleratecomfortandwillsetyouapartfromthemajorityofmenwhoapproachher. Thisnextyellowknifestrategyisoneyoumayalreadyhaveheardabout,butIwouldliketogointoa littlemoredetailaboutitinordertoaddsomeextradimensionstoitsfullmeaning.Manyofyouhave alreadyheardaboutmenusingdogparkstoattractwomen,butIthinkitsdifferentbringingadoginto aplacewheredogsarentexpected. Inaway,thisisoneofthosestoriesthatIwouldntusuallybetellingpeopleononeofmyaudio programs,butbecausethiswassuchapowerfulevent,IguessIvegottatellyouaboutit. ItallstartswiththiscutelittlewhitedogIhave.Now,thislittledoglookslikealittlewhitecotton ballyouknowthekindImtalkingabout.Anyway,arelativeofminewasinacarecenterandaskedme tobringthedogthenexttimeIcametovisit.SoIdid Well,Iwasnteveninthecarecenterforfiveminutesuntilsomeextremelyattractivenurseshad approachedmeandstartedaskingmeaboutthedog.Theystartedpettingthedog,andthenthey startedconversationswithmeandbegantopulltheircellphonesouttoshowmepicturesoftheirdogs. Now,Imgivingyouacondensedstoryofwhathappened,andthisisonlythebeginning.Throughoutmy entirevisit,thenurseswerealloverbecauseofthislittledog,butlikeIsaid,thiswasonlythebeginning. So,onthewayhomeIdecidedtostopatafastfoodplace.AllIdidwasgothroughthedrivethrough, andassoonasIgottothewindowsomeveryyoungandattractivewomanwasallovermebecauseof thelittlewhitecottonballinthefrontseatofmycarsittingnexttome.Shealsobegantotellmeabout herselfandherdogofcourse. Anyway,letmeconcludethisyellowknifestrategybysayingthatalittlewhitedogwillattracttentimes morewomenthanahighpricedArmanisuit.
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Now,letsturnsomeofourattentiontowardstheconceptofthemaleappearance.YearsagoIwasout andIsawthiswelldressedmansittingatthebarwaitingforwomentoapproachhim.Yet,ashewaited forwomentoapproachhim,othermenwhowerenotaswelldressedasthatmanwereapproaching womenandleavingthebarwiththem.Thistaughtmethatyoucouldbethebestdressesandthemost attractivemaninthewholeworld,butifyouarenotwillingtoapproachwomenthenyouarelikelyto findyourselfwithoutwomen. TrackSeven Okhavinggoneintothatlittlepiece,letstalkaboutadifferentformofgroupmanagementthanI usuallytalkaboutinmyprograms.Imgoingtotalktoyouaboutaformofgroupmanagementinthe seductioncommunitythatisknownasmicrogroupmanagement.Microgroupmanagementiswhen youmanagegroupsasitrelatestotheseductionprocess. So,ifyouaretalkingtoawomanatapublicplaceandoneofherfriendsiswalkingup,whatyoushould doisturntowardherfriendandinvitesherfriendintotheconversation.Asthisprocesshappens,you shouldalsointroduceyourselftothefriendandincludethefriendintotheconversation. Ifyoudontdothis,thewomanyouaretalkingtowillleaveyoutogobewithherfriend.So,by managingthegroupsituation,youcannotonlypreventthisfromhappening,butyoucanalsocontrol thesocialinteractionsmoreasyouhaveoutofnowherebeguntoleadhergroup. Now,anotherformofmicrogroupmanagementiswhenawomaniswithagroupofpeople.Youcant justwalkuptoherandisolateherfromhergroup,especiallyifthereareothermeninhergroup.The groupmanagementstrategyissimpleunderthesecircumstances:Yousimplyapproachhergroupand startaconversationwithhergroupsothatyoucanbecomepartofhersocialcircle. Ifyouwinhergroupsapproval,thiswillpreventhergroupfromtryingtoprotectherfromyou. TrackEight Now,anotherimportantpartoftheseductionprocessistheground.Forthoseofyouwhohaventyet heardmespeakinmyotherprogramsoratthepersuasionconventions,thegroundcanrefertothe situation,location,orcircumstances.
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Soifyoumeetawomanatapublicplace,youshouldchangethegroundasquicklyaspossible.This meansthatyougetheragreementtochangelocations.Now,thismayseemlikeaveryminorshift,but ithasatremendousamountofpowerbecauseifyoucanchangelocation,youarealsochangingthe situationandcircumstancesofthesocialinteractionsyouareexperiencingwithher. Insteadofhertalkingwithyouatsomeplace,sheisnowgoingwithyoutosomeplace.Sobychanging thegroundyouarecreatinguniqueexperienceswithher.Sometimesinordertoconvinceawomanto changelocations,youreallyneedtoaddalotofhypetotheplaceyouaregoingtoincreasethechances thatshewillgowithyou. TrackNine Now,youneedtoknowaboutastrategycalledtheimmersionstrategy.Theimmersionstrategymeans thatinorderforyoutolearnormasteranyskill,thatyoumustfirstimmerseyourselfinthisskill.The onlywaythatmenhaveevergottengoodwithwomenwastopracticetheirskillsandtotestwhatthey havelearnedinthefield.Thereisabigdifferencebetweenknowinghowtodosomethingandactually doingit. Sowhiletheknowledgeofdatingandseductionisimportant,itisstillimportanttoactuallyDO SOMETHINGwiththisknowledgesothatyoucanexperiencetheresultsyouarelookingfor. Now,thisbringsustothetopicofinnergame.Manydatingcoachesarenowtalkingaboutthe importanceofinnergame.Innergameisbasicallyastateofmindthatiscongruentwitheverythingelse aboutyou.Theconceptisthatalotofyoursuccesswithwomenontheoutsidedependswhatyouare experiencingontheinside.Ithinktheconceptofinnergameisgoodandthatitmakesalotofsense, butIdontbelievethatinnergamecancomewithouttheexperiencesthatarefirstnecessarytoshape it. So,thefastestwaytobothchangeandperfectwhoyoureallyareistoimmerseyourselfindifferent things.Theimmersionstrategywillautomaticallychangeyourinnerblueprint.Infact,itstheonlyway youcanchangeyourblueprint. TrackTen
Now,Imgoingtogiveyoualittletrickthatyoucanusetosortofmakethingsintheseductionprocessa littlebiteasierandfun.Thistrickiscalledhauntingtheperipheral.Theperipheralvisionofapersonis averyvulnerablepartoftheirvision,inthattheyarenotdirectlyseeingyouatfirstbutassoonasyou getintheirperipheral,theyareforcedtoseeyou. Alotofmenintheseductioncommunityreallyliketheseperipheralgamesbecausethesegamescanbe playedintotalsilence.Now,themostcommonwaytheseperipheralgamesareplayedisthatamanwill firstgiveawomanacompliment,andnomatterwhatherresponsetothecomplimentis,hewilldismiss himselffromtheconversation.Then,aftersometimehaspassed,themanwillgetintoherperipheral visionsothathecontinuestoindirectlyapproachherandhauntherperipheral. Noticethateventhoughthisisanindirectapproachthatheisntactuallyapproachingher.Allyouare doingisgettingintoherperipheralvisioninorderforhertonoticeyouinsilence,andwhatthiswilldois unconsciouslyremindherofthecomplimentthatyougaveherandshewillstarttothinkaboutyou again.Eachtimeyouhauntherperipheral,shewillhavemorethoughtsaboutyou. Now,theperipheralgameisonlyatechnique,whileyouareintheprocessofindirectapproacheslike this,youshouldbeintegratingindirectapproacheswithscarcitytactics,whichmeansthatyoushould onlybespeakingtohernonverballythroughtheperipheralafteryoufirstinstallthecomplimentinher. Ifyouwanttoquicklyunderstandthepoweroftheperipheral,imagineabeautifulwomanwhoyou noticefromthecornerofyoureyewhathappens?Shehooksyou,doesntshe?Infact,womenare experts,whethertheirexpertisebeintentionallyornot,athauntingamansperipheral.Womenusethis tacticallthetime,andmenfallforitallthetimeasourmindsgetfilledwiththoughtsofthewoman whoishauntingourperipheral. Now,youcanalsousetheperipheraltodetermineifawomanwantsyoutoapproachher.Forexample, ifawomaniscontinuallygettinginyourperipheralandpositioningherselfinwaysthatareclearly designedtogetyourattention,thenthisisthesamethingasifshewalkeduptoyouandwhisperedin yourearthatshewantedyoutotalktoher.So,byknowingyourperipheralyoucanalsodiscoversome ofthewomenwhoareinterestedinyousothatyouwillhavemuchofyourworkalreadyfiguredout beforeyouevensayawordbecauseyouwereabletoreadherbodylanguagethroughtheperipheral.
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Themajorweaknesstotheperipheralgamesisthatyoucantalwaysspendalongtimehauntingthe peripheralinplaceswherepeoplearecomingandgoing.Theperipheralismostpowerfulinplaces whereyouhaveconstantaccesstothewomanyouaretryingtoinfluence,becauseyouseeherona weeklyordailybasis.So,theperipheralwillonlytakeyousofarandwillonlyapplytosomany situations,butifitsusedcorrectly,itcanbeextremelypowerful. TrackEleven Inaway,eachtimeyouseeabeautifulwoman,youareonlyseeingherfromyourperipheralanyway, evenifyouarelookingdirectlyather.Thisistruebecausetherearetwoselves.Thereistheperceived selfandtheactualself.Theperceivedselfiswhomyouperceivethewomantobe,andtheactualselfis whomthewomanactuallyis. Manymenonlyseeawomansperceivedselfwhentheylookatwomeninmagazinesorwhentheysee womendressedupatnightclubs.Andbecausemenarelookingattheperceivedselfofawomen,men areoftenintimidatedanddontknowhowtocommunicateproperlywithwomenwhomtheyare intimidatedby. Butifyoucanlookthroughawomansperceivedself,ifyoucanseethroughhermakeup,hernail polish,andtheillusionsandfalsesocialconditioningthatsocietyistryingtomakeyouseeherthrough, thenyoucanlookatthewomansactualselfandseeherforwhoshereallyis.Thiswillenableyouto communicatewithhermuchbetterandwithoutsomuchapproachanxiety. Ithinkwomenalsoaretroubledbythethismysteryofthetwoselves,becauseoftentimeswhenthey lookatamantheyareonlyseeingwhomtheyperceivethatmantobeandnotwhothismanreallyisso thattheycanfullyappreciatethequalitiesoftheactualmanwhohasapproachedthem. Idonotthinkthismysteryofseparatingthetwoselveswillbesolvedbyeveryone,butatleastyoucan solvethismysteryforyourselfandseeeverywomanforwhomshereallyissothatyoucanapproach herandloveherforwhomshereallyis.Thisisthemysteryintheseductioncommunityofthetwo selves.
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TrackTwelve Okletstalkaboutthecompetitiondestroyer.Thecompetitiondestroyerisanecessarytoolwhen othermenarecompetingfortheattentionofthesamewoman.Thebesttechniquetodestroyany competitionyoumayberunningagainstistoresorttoavariationoftheforcedexitstrategy.Now,ina somewhatplayfulway,youregoingtotellthewomanhowthatguyisreallygoingoutofhiswaytoget withherandhowsneakyandsmoothheisbeing. Thiswillraiseherdefensessomewhattowardsyourcompetition,andfromthatmomentonshewill begintorunadefensivefiltertowardseverythingthosemensaytoher.Now,seetoitthatyoudothis playfully,ifyoudothiswitheventheslightestjealousframeofmindthantheentiretechniquecan backfireonyou. Ifyouaretryingtogetridofseveraldifferentcompetitors,theneachtimeyoudoaforcedexityou shoulddoadifferentvariationofitsothatshenevercatchesontowhatyouaredoing.Now,afinal wordofwarningdontoverduethecompetitiondestroyer.Allyouaredoingissowingtheseedsinher mindnothingmoreandnothingless.Ifyouoverwaterthoseseeds,youwillpreventthemfrom growing. TrackThirteen Now,letstalkalittlebitaboutseductivelanguage.Seductivelanguagecontrolsawomansinner picturesandfeelings.Howdoyoudothis?Well,themostcommonandeffectivewaythisisdoneisby askinghercertainquestions. Eachtimeyouaskawomanaquestionaboutaspecificromanticexperienceshehad,sheisforcedtoa certainextenttogodeepdowninsideofherselftosomewhatrelivethatexperienceinordertoanswer thequestion. Now,afteryoubeginthisprocess,youshouldbegintolayeritwithanorientationcycle.Anorientation cyclewillorientherintothatexperiencethroughherinternalrepresentationsystems.Herinternal representationsystemsarewhatshesees,hears,andfeels.So,inordertoorientherintothe experiencesyouarecausinghertoaccess,youwouldaskherspecificdetailsaboutwhatshesaw,heard, andfeltduringthoseromanticorpleasantexperiencesyouarecausinghertofocuson.
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Now,obviouslythesetypesofquestionsareextremelydifferentthantheFBIinterrogationquestionsI wasspeakingtoyouaboutearlier.So,itsnotamatterofaskingawomanquestions,itsamatterof askingawomantherightquestionssothatyoucanchangehermood.Youveprobablyalreadyheard thesayingChangehermoodnothermind. TrackFourteen(Exit) Seductionisamuchmorenaturalprocessthanpeoplegiveitcreditforitsreallytheskilloflearning howtocreateromanceinyourlifewhenyouwantandwithwhomyouwantit.Somepeoplewould ratherleavethingstochance,butsometimesyoucanonlywaitsolongforthefruittofalloffthetree. Butbycreatingyourownrealityyoucanapproachthetreeandshakethetreecausingbigjuicyfruitsto fallfromthetreeyummy.
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