THE 45 LAWS OF POWER by Ban Elvis

TitlePage

CopyrightPage

Dedication

Acknowledgements

PREFACE

LAW1-NEVEROUTSHINETHEMASTER

LAW2-NEVERPUTTOOMUCHTRUSTINFRIENDS,LEARNHOWTOUSEENEMIES

LAW3-CONCEALYOURINTENTIONS

LAW4-ALWAYSSAYLESSTHANNECESSARY

LAW5-SOMUCHDEPENDSONREPUTATION GUARDITWITHYOURLIFE LAW6-COURTATTENTIONATALLCOST

LAW7-GETOTHERSTODOTHEWORKFORYOU,BUTALWAYSTAKETHECREDIT

LAW8-MAKEOTHERPEOPLECOMETOYOU USEBAITIFNECESSARY

LAW9-WINTHROUGHYOURACTIONS,NEVERTHROUGHARGUMENT

LAW10-INFECTION:AVOIDTHEUNHAPPYANDUNLUCKY

LAW11-LEARNTOKEEPPEOPLEDEPENDENTONYOU

LAW12-USESELECTIVEHONESTYANDGENEROSITYTODISARMYOURVICTIM

LAW13-WHENASKINGFORHELP,APPEALTOPEOPLE’SSELF-INTEREST,NEVERTO THEIR...

LAW14-POSEASAFRIEND,WORKASASPY

LAW15-CRUSHYOURENEMYTOTALLY

LAW16-USEABSENCETOINCREASERESPECTANDHONOR

LAW17-KEEPOTHERSINSUSPENDEDTERROR:CULTIVATEANAIROF

LAW29-PLANALLTHEWAYTOTHEEND LAW30-MAKEYOURACCOMPLISHMENTSSEEMEFFORTLESS

LAW31-CONTROLTHEOPTIONS:GETOTHERSTOPLAYWITHTHECARDSYOUDEAL LAW32-PLAYTOPEOPLE’SFANTASIES

LAW33-DISCOVEREACHMAN’STHUMBSCREW

LAW34-BEROYALINYOUROWNFASHION:ACTLIKEAKINGTOBETREATEDLIKEONE

TableofContents

DANGEROUS

DONOTOFFENDTHEWRONGPERSON LAW20-DONOTCOMMITTOANYONE

SEEMDUMBERTHANYOURMARK

UNPREDICTABILITY LAW18-DONOTBUILDFORTRESSESTOPROTECTYOURSELF ISOLATIONIS

LAW19-KNOWWHOYOU’REDEALINGWITH

LAW21-PLAYASUCKERTOCATCHASUCKER

LAW22-USETHESURRENDERTACTIC:TRANSFORMWEAKNESSINTOPOWER LAW23-CONCENTRATEYOURFORCES

LAW24-PLAYTHEPERFECTCOURTIER LAW25-RE-CREATEYOURSELF LAW26-KEEPYOURHANDSCLEAN

LAW27-PLAYONPEOPLE’SNEEDTOBELIEVETOCREATEACULTLIKEFOLLOWING LAW28-ENTERACTIONWITHBOLDNESS

LAW36-DISDAINTHINGSYOUCANNOTHAVE:IGNORINGTHEMISTHEBESTREVENGE

LAW37-CREATECOMPELLINGSPECTACLES

LAW38-THINKASYOULIKEBUTBEHAVELIKEOTHERS

LAW39-STIRUPWATERSTOCATCHFISH

LAW40-DESPISETHEFREELUNCH

LAW41-AVOIDSTEPPINGINTOAGREATMAN’SSHOES

LAW42-STRIKETHESHEPHERDANDTHESHEEPWILLSCATTER

LAW43-WORKONTHEHEARTSANDMINDSOFOTHERS

LAW44-DISARMANDINFURIATEWITHTHEMIRROREFFECT

LAW45-PREACHTHENEEDFORCHANGE,BUTNEVERREFORMTOOMUCHATONCE LAW46-NEVERAPPEARTOOPERFECT

LAW35-MASTERTHEARTOFTIMING

SELECTEDBIBLIOGRAPHY INDEX FORTHEBESTINPAPERBACKS,LOOKFORTHE

LAW47-DONOTGOPASTTHEMARKYOUAIMEDFOR;INVICTORY,LEARNWHENTO STOP LAW48-ASSUMEFORMLESSNESS

PENGUINBOOKS THE48LAWSOFPOWER

RobertGreenehasadegreeinclassicalstudiesandhasbeenaneditoratEsquireandothermagazines. HeisalsoaplaywrightandlivesinLosAngeles.

JoostElffersistheproducerofPenguinStudio’sbestsellingTheSecretLanguageofBirthdays,The SecretLanguageofRelationships,andofPlayWithYourFood HelivesinNewYorkCity.

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FirstpublishedintheUnitedStatesofAmericabyVikingPenguin, amemberofPenguinPutnamInc.1998 PublishedinPenguinBooks2000 3029

AportionofthisworkfirstappearedinTheUtneReader

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ArmenianFolk-talesandFables,translatedbyCharlesDowning;OxfordUniversityPress.©Charles Downing1972.

ThePoweroftheCharlatanbyGretedeFrancesco,translatedbyMiriamBeard Copyright,1939,by YaleUniversityPress.BypermissionofYaleUniversityPress.

TheOracle:AManualoftheArtofDiscretionbyBaltasarGracián,translatedbyL.B.Walton;Orion Press.

TheGreatFablesofAllNations,selectedbyManuelKomroff;TudorPublishingCompany Copyright, 1928,byDialPress,Inc.

SelectedFablesbyJeandeLaFontaine,translatedbyJamesMichie;PenguinBooks(London).

TheRomanceoftheRosebyGuillaumedeLorris,translatedbyCharlesDahlberg;PrincetonUniversity Press.

TheCompleteEssaysbyMicheldeMontaigne,translatedbyM.A.Screech;PenguinBooks(London).

TheNewOxfordAnnotatedBiblewiththeApocrypha,revisedstandardversion,editedbyHerbertG. MayandBruceM Metzger;OxfordUniversityPress Copyright©1973byOxfordUniversityPress,Inc MakersofRome:NineLivesbyPlutarch,translatedbyIanScott-Kilvert;PenguinBooks(London). Copyright©IanScott-Kilvert,1965.

TheCraftofPowerbyR G H Siu;JohnWiley&Sons Copyright©1979byJohnWiley&Sons,Inc TheSubtleRuse:TheBookofArabicWisdomandGuile,translatedbyReneR.Khawam;East-West Publications.Copyright©1980EnglishtranslationEast-WestPublications(U.K.)Ltd.

TheHistoryofthePeloponnesianWarbyThucydides,translatedbyRexWarner;PenguinBooks (London).TranslationcopyrightRexWarner,1954.

TheCourtArtist:OntheAncestryoftheModernArtistbyMartinWarnke,translatedbyDavid McLintock Translation©MaisondesSciencesdel’HommeandCambridgeUniversityPress1993 By permissionofCambridgeUniversityPress.

ToAnnaBiller,andtomyparents R.G.

ACKNOWLEDGMENTS

FirstIwouldliketothankAnnaBiller,whohelpededitandresearchthisbook,andwhoseinvaluable insightsplayedacriticalroleintheshapeandcontentofThe48Laws.Withouther,noneofthiswould havebeenpossible.

ImustalsothankmydearfriendMichielSchwarzwhowasresponsibleforinvolvingmeintheart schoolFabrikainItalyandintroducingmetheretoJoostElffers,mypartnerandproducerofThe48Laws ofPower.ItwasintheschemingworldofFabrikathatJoostandIsawthetimeless-nessofMachiavelli andfromourdiscussionsinVenice,Italy,thisbookwasborn.

IwouldliketothankHenriLeGoubin,whosuppliedmewithmanyMachiavelliananecdotesoverthe years,particularlyconcerningthenumerousFrenchcharacterswhoplaysuchalargeroleinthisbook.

IwouldalsoliketothankLesandSumikoBiller,wholentmetheirlibraryonJapanesehistoryand helpedmewiththeJapaneseTeaCeremonypartofthebook.Similarly,Imustthankmygoodfriend ElizabethYangwhoadvisedmeonChinesehistory

AbooklikethisdependedgreatlyontheresearchmaterialavailableandIamparticularlygratefulto theUCLAResearchLibrary;Ispentmanypleasantdayswanderingthroughitsincomparablecollections.

Myparents,LauretteandStanleyGreen,deserveendlessthanksfortheirpatienceandsupport.

AndImustnotforgettopaytributetomycat,Boris,whokeptmecompanythroughoutthenever-ending daysofwriting.

Finally,tothosepeopleinmylifewhohavesoskillfullyusedthegameofpowertomanipulate,torture, andcausemepainovertheyears,IbearyounogrudgesandIthankyouforsupplyingmewithinspiration forThe48LawsofPower.

RobertGreene

Inaddition,wewouldliketothankSusanPetersenandBarbaraGrossman,thePenguinpublishersfor believinginthisbook;MollyStern,editor,whooversawthewholeprojectforVikingPenguin.Sophia Murer,forhernewclassicdesign.DavidFrankel,foreditingthetext.RoniAxelrod,BarbaraCampo, JayeZimet,JoeEagle,RadhaPancham,MarieTimell,MichaelFragnito,andEng-SanKho.

RobertGreene

JoostElffers

PREFACE

Thefeelingofhavingnopoweroverpeopleandeventsisgenerallyunbearabletous whenwefeel helplesswefeelmiserable.Noonewantslesspower;everyonewantsmore.Intheworldtoday, however,itisdangeroustoseemtoopowerhungry,tobeovertwithyourpowermoves.Wehavetoseem fairanddecent.Soweneedtobesubtle congenialyetcunning,democraticyetdevious.

Thisgameofconstantduplicitymostresemblesthepowerdynamicthatexistedintheschemingworld oftheoldaristocraticcourt.Throughouthistory,acourthasalwaysformeditselfaroundthepersonin power king,queen,emperor,leader.Thecourtierswhofilledthiscourtwereinanespeciallydelicate position:Theyhadtoservetheirmasters,butiftheyseemedtofawn,iftheycurriedfavortooobviously, theothercourtiersaroundthemwouldnoticeandwouldactagainstthem.Attemptstowinthemaster’s favor,then,hadtobesubtle.Andevenskilledcourtierscapableofsuchsubtletystillhadtoprotect themselvesfromtheirfellowcourtiers,whoatallmomentswereschemingtopushthemaside.

Meanwhilethecourtwassupposedtorepresenttheheightofcivilizationandrefinement Violentor overtpowermoveswerefrownedupon;courtierswouldworksilentlyandsecretlyagainstanyamong themwhousedforce.Thiswasthecourtier’sdilemma:Whileappearingtheveryparagonofelegance, theyhadtooutwitandthwarttheirownopponentsinthesubtlestofways.Thesuccessfulcourtierlearned overtimetomakeallofhismovesindirect;ifhestabbedanopponentintheback,itwaswithavelvet gloveonhishandandthesweetestofsmilesonhisface.Insteadofusingcoercionoroutrighttreachery, theperfectcourtiergothiswaythroughseduction,charm,deception,andsubtlestrategy,alwaysplanning severalmovesahead.Lifeinthecourtwasanever-endinggamethatrequiredconstantvigilanceand tacticalthinking.Itwascivilizedwar.

Todaywefaceapeculiarlysimilarparadoxtothatofthecourtier:Everythingmustappearcivilized, decent,democratic,andfair.Butifweplaybythoserulestoostrictly,ifwetakethemtooliterally,we arecrushedbythosearounduswhoarenotsofoolish AsthegreatRenaissancediplomatandcourtier NiccolòMachiavelliwrote,“Anymanwhotriestobegoodallthetimeisboundtocometoruinamong thegreatnumberwhoarenotgood.”Thecourtimagineditselfthepinnacleofrefinement,butunderneath itsglitteringsurfaceacauldronofdarkemotions greed,envy,lust,hatred boiledandsimmered.Our worldtodaysimilarlyimaginesitselfthepinnacleoffairness,yetthesameuglyemotionsstillstirwithin us,astheyhaveforever.Thegameisthesame.Outwardly,youmustseemtorespecttheniceties,but inwardly,unlessyouareafool,youlearnquicklytobeprudent,andtodoasNapoleonadvised:Place yourironhandinsideavelvetglove.If,likethecourtieroftimesgoneby,youcanmastertheartsof indirection,learningtoseduce,charm,deceive,andsubtlyoutmaneuveryouropponents,youwillattain theheightsofpower.Youwillbeabletomakepeoplebendtoyourwillwithouttheirrealizingwhatyou havedone.Andiftheydonotrealizewhatyouhavedone,theywillneitherresentnorresistyou.

Courtsare,unquestionably,theseatsofpolitenessandgoodbreeding;weretheynotso,theywouldbe theseatsofslaughteranddesolation.Thosewhonowsmileuponandembrace,wouldaffrontandstab, eachother,ifmannersdidnotinterpose

LORDCHESTERFIELD,1694-1773

Tosomepeoplethenotionofconsciouslyplayingpowergames nomatterhowindirect seemsevil, asocial,arelicofthepast.Theybelievetheycanoptoutofthegamebybehavinginwaysthathave nothingtodowithpower.Youmustbewareofsuchpeople,forwhiletheyexpresssuchopinions outwardly,theyareoftenamongthemostadeptplayersatpower.Theyutilizestrategiesthatcleverly

disguisethenatureofthemanipulationinvolved.Thesetypes,forexample,willoftendisplaytheir weaknessandlackofpowerasakindofmoralvirtue.Buttruepowerlessness,withoutanymotiveof self-interest,wouldnotpublicizeitsweaknesstogainsympathyorrespect.Makingashowofone’s weaknessisactuallyaveryeffectivestrategy,subtleanddeceptive,inthegameofpower(seeLaw22, theSurrenderTactic).

Thereisnothingveryoddaboutlambsdislikingbirdsofprey,butthisisnoreasonforholdingit againstlargebirdsofpreythattheycarryofflambs Andwhenthelambswhisperamongthemselves, “Thesebirdsofpreyareevil,anddoesthisnotgiveusarighttosaythatwhateveristheoppositeofa birdofpreymustbegood?”thereisnothingintrinsicallywrongwithsuchanargument thoughthe birdsofpreywilllooksomewhatquizzicallyandsay,“Wehavenothingagainstthesegoodlambs;in fact,welovethem;nothingtastesbetterthanatenderlamb.”

FRIEDRICHNIETZSCHE,1844-1900

Anotherstrategyofthesupposednonplayeristodemandequalityineveryareaoflife.Everyonemust betreatedalike,whatevertheirstatusandstrength Butif,toavoidthetaintofpower,youattempttotreat everyoneequallyandfairly,youwillconfronttheproblemthatsomepeopledocertainthingsbetterthan others.Treatingeveryoneequallymeansignoringtheirdifferences,elevatingthelessskillfuland suppressingthosewhoexcel.Again,manyofthosewhobehavethiswayareactuallydeployinganother powerstrategy,redistributingpeople’srewardsinawaythattheydetermine.

Yetanotherwayofavoidingthegamewouldbeperfecthonestyandstraightforwardness,sinceoneof themaintechniquesofthosewhoseekpowerisdeceitandsecrecy.Butbeingperfectlyhonestwill inevitablyhurtandinsultagreatmanypeople,someofwhomwillchoosetoinjureyouinreturn.Noone willseeyourhoneststatementascompletelyobjectiveandfreeofsomepersonalmotivation.Andthey willberight:Intruth,theuseofhonestyisindeedapowerstrategy,intendedtoconvincepeopleofone’s noble,good-hearted,selflesscharacter.Itisaformofpersuasion,evenasubtleformofcoercion.

Finally,thosewhoclaimtobenonplayersmayaffectanairofnaïveté,toprotectthemfromthe accusationthattheyareafterpower.Bewareagain,however,fortheappearanceofnaivetecanbean effectivemeansofdeceit(seeLaw21,SeemDumberThanYourMark).Andevengenuinenaiveteisnot freeofthesnaresofpower.Childrenmaybenaiveinmanyways,buttheyoftenactfromanelemental needtogaincontroloverthosearoundthem.Childrensuffergreatlyfromfeelingpowerlessintheadult world,andtheyuseanymeansavailabletogettheirway.Genuinelyinnocentpeoplemaystillbeplaying forpower,andareoftenhorriblyeffectiveatthegame,sincetheyarenothinderedbyreflection.Once again,thosewhomakeashowordisplayofinnocencearetheleastinnocentofall.

Theonlymeanstogainone’sendswithpeopleareforceandcunning.Lovealso.theysay;butthatis towaitforsunshine,andlifeneedseverymoment.

JOHANNVONGOEIHE,1749-1832

Youcanrecognizethesesupposednonplayersbythewaytheyflaunttheirmoralqualities,theirpiety, theirexquisitesenseofjustice.Butsinceallofushungerforpower,andalmostallofouractionsare aimedatgainingit,thenonplayersaremerelythrowingdustinoureyes,distractingusfromtheirpower playswiththeirairofmoralsuperiority Ifyouobservethemclosely,youwillseeinfactthattheyare oftentheonesmostskillfulatindirectmanipulation,evenifsomeofthempracticeitunconsciously.And theygreatlyresentanypublicizingofthetacticstheyuseeveryday.

Thearrowshotbythearchermayormaynotkillasingleperson.Butstratagemsdevisedbyawise mancankillevenbabesinthewomb.

Iftheworldislikeagiantschemingcourtandwearetrappedinsideit,thereisnouseintryingtoopt outofthegame.Thatwillonlyrenderyoupowerless,andpowerlessnesswillmakeyoumiserable. Insteadofstrugglingagainsttheinevitable,insteadofarguingandwhiningandfeelingguilty,itisfar bettertoexcelatpower.Infact,thebetteryouareatdealingwithpower,thebetterfriend,lover,husband, wife,andpersonyoubecome.Byfollowingtherouteoftheperfectcourtier(seeLaw24)youlearnto makeothersfeelbetteraboutthemselves,becomingasourceofpleasuretothem.Theywillgrow dependentonyourabilitiesanddesirousofyourpresence.Bymasteringthe48lawsinthisbook,you spareothersthepainthatcomesfrombunglingwithpower byplayingwithfirewithoutknowingits properties.Ifthegameofpowerisinescapable,bettertobeanartistthanadenierorabungler.

Learningthegameofpowerrequiresacertainwayoflookingattheworld,ashiftingofperspective.It takeseffortandyearsofpractice,formuchofthegamemaynotcomenaturally.Certainbasicskillsare required,andonceyoumastertheseskillsyouwillbeabletoapplythelawsofpowermoreeasily.

Themostimportantoftheseskills,andpower’scrucialfoundation,istheabilitytomasteryour emotions.Anemotionalresponsetoasituationisthesinglegreatestbarriertopower,amistakethatwill costyoualotmorethananytemporarysatisfactionyoumightgainbyexpressingyourfeelings Emotions cloudreason,andifyoucannotseethesituationclearly,youcannotprepareforandrespondtoitwithany degreeofcontrol.

Angeristhemostdestructiveofemotionalresponses,foritcloudsyourvisionthemost.Italsohasa rippleeffectthatinvariablymakessituationslesscontrollableandheightensyourenemy’sresolve.Ifyou aretryingtodestroyanenemywhohashurtyou,farbettertokeephimoff-guardbyfeigningfriendliness thanshowingyouranger.

Loveandaffectionarealsopotentiallydestructive,inthattheyblindyoutotheoftenself-serving interestsofthosewhomyouleastsuspectofplayingapowergame.Youcannotrepressangerorlove,or avoidfeelingthem,andyoushouldnottry.Butyoushouldbecarefulabouthowyouexpressthem,and mostimportant,theyshouldneverinfluenceyourplansandstrategiesinanyway.

Relatedtomasteringyouremotionsistheabilitytodistanceyourselffromthepresentmomentandthink objectivelyaboutthepastandfuture.LikeJanus,thedouble-facedRomandeityandguardianofallgates anddoorways,youmustbeabletolookinbothdirectionsatonce,thebettertohandledangerfrom whereveritcomes.Suchisthefaceyoumustcreateforyourself-onefacelookingcontinuouslytothe futureandtheothertothepast.

Ithoughttomyselfwithwhatmeans,withwhatdeceptions,withhowmanyvariedarts,withwhat industryamansharpenshiswitstodeceiveanother,andthroughthesevariationstheworldismade morebeautiful

FRANCESCOVETTORI,CONTEMPORARYANDFRIENDOFMACHIAVELLI,EARLY SIXTEENTHCENTURY

Forthefuture,themottois,“Nodaysunalert.”Nothingshouldcatchyoubysurprisebecauseyouare constantlyimaginingproblemsbeforetheyarise.Insteadofspendingyourtimedreamingofyourplan’s happyending,youmustworkoncalculatingeverypossiblepermutationandpitfallthatmightemergeinit. Thefurtheryousee,themorestepsaheadyouplan,themorepowerfulyoubecome.

TheotherfaceofJanuslooksconstantlytothepast thoughnottorememberpasthurtsorbeargrudges Thatwouldonlycurbyourpower.Halfofthegameislearninghowtoforgetthoseeventsinthepastthat eatawayatyouandcloudyourreason.Therealpurposeofthebackward-glancingeyeistoeducate

KAUTILYA,INDIANPHILOSOPHER,THIRDCENTURYB.C.

yourselfconstantly youlookatthepasttolearnfromthosewhocamebeforeyou (Themanyhistorical examplesinthisbookwillgreatlyhelpthatprocess.)Then,havinglookedtothepast,youlookcloserat hand,toyourownactionsandthoseofyourfriends.Thisisthemostvitalschoolyoucanlearnfrom, becauseitcomesfrompersonalexperience.

Therearenoprinciples;thereareonlyevents.Thereisnogoodandbad,thereareonly circumstances.Thesuperiormanespouseseventsandcircumstancesinordertoguidethem.Ifthere wereprinciplesandfixedlaws,nationswouldnotchangethemaswechangeourshirtsandamancan notbeexpectedtobewiserthananentirenation

HONORÉDEBALZAC,1799-1850

Youbeginbyexaminingthemistakesyouhavemadeinthepast,theonesthathavemostgrievouslyheld youback.Youanalyzethemintermsofthe48lawsofpower,andyouextractfromthemalessonandan oath:“Ishallneverrepeatsuchamistake;Ishallneverfallintosuchatrapagain.”Ifyoucanevaluateand observeyourselfinthisway,youcanlearntobreakthepatternsofthepast animmenselyvaluableskill.

Powerrequirestheabilitytoplaywithappearances.Tothisendyoumustlearntowearmanymasks andkeepabagfullofdeceptivetricks Deceptionandmasqueradeshouldnotbeseenasuglyorimmoral Allhumaninteractionrequiresdeceptiononmanylevels,andinsomewayswhatseparateshumansfrom animalsisourabilitytolieanddeceive.InGreekmyths,inIndia’sMahabharatacycle,intheMiddle EasternepicofGilgamesh,itistheprivilegeofthegodstousedeceptivearts;agreatman,Odysseusfor instance,wasjudgedbyhisabilitytorivalthecraftinessofthegods,stealingsomeoftheirdivinepower bymatchingtheminwitsanddeception.Deceptionisadevelopedartofcivilizationandthemostpotent weaponinthegameofpower.

Youcannotsucceedatdeceptionunlessyoutakeasomewhatdistancedapproachtoyourself unless youcanbemanydifferentpeople,wearingthemaskthatthedayandthemomentrequire.Withsucha flexibleapproachtoallappearances,includingyourown,youlosealotoftheinwardheavinessthat holdspeopledown.Makeyourfaceasmalleableastheactor’s,worktoconcealyourintentionsfrom others,practiceluringpeopleintotraps Playingwithappearancesandmasteringartsofdeceptionare amongtheaestheticpleasuresoflife.Theyarealsokeycomponentsintheacquisitionofpower.

Ifdeceptionisthemostpotentweaponinyourarsenal,thenpatienceinallthingsisyourcrucialshield. Patiencewillprotectyoufrommakingmoronicblunders.Likemasteringyouremotions,patienceisaskill itdoesnotcomenaturally.Butnothingaboutpowerisnatural;powerismoregodlikethananythingin thenaturalworld.Andpatienceisthesupremevirtueofthegods,whohavenothingbuttime.Everything goodwillhappen thegrasswillgrowagain,ifyougiveittimeandseeseveralstepsintothefuture. Impatience,ontheotherhand,onlymakesyoulookweak.Itisaprincipalimpedimenttopower.

Powerisessentiallyamoralandoneofthemostimportantskillstoacquireistheabilitytosee circumstancesratherthangoodorevil.Powerisagame thiscannotberepeatedtoooften andin gamesyoudonotjudgeyouropponentsbytheirintentionsbutbytheeffectoftheiractions.Youmeasure theirstrategyandtheirpowerbywhatyoucanseeandfeel Howoftenaresomeone’sintentionsmadethe issueonlytocloudanddeceive!Whatdoesitmatterifanotherplayer,yourfriendorrival,intendedgood thingsandhadonlyyourinterestsatheart,iftheeffectsofhisactionleadtosomuchruinandconfusion? Itisonlynaturalforpeopletocoveruptheiractionswithallkindsofjustifications,alwaysassumingthat theyhaveactedoutofgoodness.Youmustlearntoinwardlylaugheachtimeyouhearthisandneverget caughtupingaugingsomeone’sintentionsandactionsthroughasetofmoraljudgmentsthatarereallyan excusefortheaccumulationofpower.

Itisagame.Youropponentsitsoppositeyou.Bothofyoubehaveasgentlemenorladies,observingthe

rulesofthegameandtakingnothingpersonally Youplaywithastrategyandyouobserveyour opponent’smoveswithasmuchcalmnessasyoucanmuster.Intheend,youwillappreciatethepoliteness ofthoseyouareplayingwithmorethantheirgoodandsweetintentions.Trainyoureyetofollowthe resultsoftheirmoves,theoutwardcircumstances,anddonotbedistractedbyanythingelse.

Halfofyourmasteryofpowercomesfromwhatyoudonotdo,whatyoudonotallowyourselftoget draggedinto.Forthisskillyoumustlearntojudgeallthingsbywhattheycostyou.AsNietzschewrote, “Thevalueofathingsometimesliesnotinwhatoneattainswithit,butinwhatonepaysforit whatit costsus.”Perhapsyouwillattainyourgoal,andaworthygoalatthat,butatwhatprice?Applythis standardtoeverything,includingwhethertocollaboratewithotherpeopleorcometotheiraid.Intheend, lifeisshort,opportunitiesarefew,andyouhaveonlysomuchenergytodrawon.Andinthissensetime isasimportantaconsiderationasanyother.Neverwastevaluabletime,ormentalpeaceofmind,onthe affairsofothers thatistoohighapricetopay

Powerisasocialgame.Tolearnandmasterit,youmustdeveloptheabilitytostudyandunderstand people.Asthegreatseventeenth-centurythinkerandcourtierBaltasarGraciánwrote:“Manypeople spendtimestudyingthepropertiesofanimalsorherbs;howmuchmoreimportantitwouldbetostudy thoseofpeople,withwhomwemustliveordie!”Tobeamasterplayeryoumustalsobeamaster psychologist.Youmustrecognizemotivationsandseethroughthecloudofdustwithwhichpeople surroundtheiractions.Anunderstandingofpeople’shiddenmotivesisthesinglegreatestpieceof knowledgeyoucanhaveinacquiringpower.Itopensupendlesspossibilitiesofdeception,seduction, andmanipulation.

Peopleareofinfinitecomplexityandyoucanspendalifetimewatchingthemwithouteverfully understandingthem.Soitisallthemoreimportant,then,tobeginyoureducationnow.Indoingsoyou mustalsokeeponeprincipleinmind:Neverdiscriminateastowhomyoustudyandwhomyoutrust Nevertrustanyonecompletelyandstudyeveryone,includingfriendsandlovedones.

Finally,youmustlearnalwaystotaketheindirectroutetopower.Disguiseyourcunning.Likea billiardballthatcaromsseveraltimesbeforeithitsitstarget,yourmovesmustbeplannedanddeveloped intheleastobviousway.Bytrainingyourselftobeindirect,youcanthriveinthemoderncourt,appearing theparagonofdecencywhilebeingtheconsummatemanipulator.

ConsiderThe48LawsofPowerakindofhandbookontheartsofindirection.Thelawsarebasedonthe writingsofmenandwomenwhohavestudiedandmasteredthegameofpower.Thesewritingsspana periodofmorethanthreethousandyearsandwerecreatedincivilizationsasdisparateasancientChina andRenaissanceItaly;yettheysharecommonthreadsandthemes,togetherhintingatanessenceofpower thathasyettobefullyarticulated.The48lawsofpowerarethedistillationofthisaccumulatedwisdom, gatheredfromthewritingsofthemostillustriousstrategists(Sun-tzu,Clausewitz),statesmen(Bismarck, Talleyrand),courtiers(Castiglione,Gracián),seducers(NinondeLenclos,Casanova),andconartists (“YellowKid”Weil)inhistory.

Thelawshaveasimplepremise:Certainactionsalmostalwaysincreaseone’spower(theobservance ofthelaw),whileothersdecreaseitandevenruinus(thetransgressionofthelaw).Thesetransgressions andobservancesareillustratedbyhistoricalexamples.Thelawsaretimelessanddefinitive.

The48LawsofPowercanbeusedinseveralways.Byreadingthebookstraightthroughyoucanlearn aboutpoweringeneral.Althoughseveralofthelawsmayseemnottopertaindirectlytoyourlife,intime youwillprobablyfindthatallofthemhavesomeapplication,andthatinfacttheyareinterrelated.By gettinganoverviewoftheentiresubjectyouwillbestbeabletoevaluateyourownpastactionsandgain agreaterdegreeofcontroloveryourimmediateaffairs.Athoroughreadingofthebookwillinspire

thinkingandreevaluationlongafteryoufinishit

Thebookhasalsobeendesignedforbrowsingandforexaminingthelawthatseemsatthatparticular momentmostpertinenttoyou.Sayyouareexperiencingproblemswithasuperiorandcannotunderstand whyyoureffortshavenotleadtomoregratitudeorapromotion.Severallawsspecificallyaddressthe master-underlingrelationship,andyouarealmostcertainlytransgressingoneofthem.Bybrowsingthe initialparagraphsforthe48lawsinthetableofcontents,youcanidentifythepertinentlaw.

Finally,thebookcanbebrowsedthroughandpickedapartforentertainment,foranenjoyableride throughthefoiblesandgreatdeedsofourpredecessorsinpower.Awarning,however,tothosewhouse thebookforthispurpose:Itmightbebettertoturnback.Powerisendlesslyseductiveanddeceptiveinits ownway.Itisalabyrinth yourmindbecomesconsumedwithsolvingitsinfiniteproblems,andyou soonrealizehowpleasantlylostyouhavebecome.Inotherwords,itbecomesmostamusingbytakingit seriously Donotbefrivolouswithsuchacriticalmatter Thegodsofpowerfrownonthefrivolous;they giveultimatesatisfactiononlytothosewhostudyandreflect,andpunishthosewhoskimthesurfaces lookingforagoodtime.

Anymanwhotriestobegoodallthetimeisboundtocometoruinamongthegreatnumberwhoare notgood.Henceaprincewhowantstokeephisauthoritymustlearnhownottobegood,andusethat knowledge,orrefrainfromusingit,asnecessityrequires.

THEPRINCE,NiccolòMachiavelli,1469-1527

NEVEROUTSHINETHEMASTER

JUDGMENT

Alwaysmakethoseaboveyoufeelcomfortablysuperior.Inyourdesiretopleaseandimpressthem,do notgotoofarindisplayingyourtalentsoryoumightaccomplishtheopposite inspirefearand insecurity.Makeyourmastersappearmorebrilliantthantheyareandyouwillattaintheheightsof power.

TRANSGRESSIONOFTHELAW

NicolasFouquet,LouisXIV’sfinanceministerinthefirstyearsofhisreign,wasagenerousmanwho lovedlavishparties,prettywomen,andpoetry.Healsolovedmoney,forheledanextravagantlifestyle. Fouquetwascleverandverymuchindispensabletotheking,sowhentheprimeminister,JulesMazarin, died,in1661,thefinanceministerexpectedtobenamedthesuccessor Instead,thekingdecidedto abolishtheposition.ThisandothersignsmadeFouquetsuspectthathewasfallingoutoffavor,andsohe decidedtoingratiatehimselfwiththekingbystagingthemostspectacularpartytheworldhadeverseen.

Theparty’sostensiblepurposewouldbetocommemoratethecompletionofFouquet’schâteau,Vaux-leVicomte,butitsrealfunctionwastopaytributetotheking,theguestofhonor.

ThemostbrilliantnobilityofEuropeandsomeofthegreatestmindsofthetime LaFontaine,La Rochefoucauld,MadamedeSévignéattendedtheparty.Molièrewroteaplayfortheoccasion,inwhich hehimselfwastoperformattheevening’sconclusion.Thepartybeganwithalavishseven-coursedinner, featuringfoodsfromtheOrientneverbeforetastedinFrance,aswellasnewdishescreatedespecially forthenight.ThemealwasaccompaniedwithmusiccommissionedbyFouquettohonortheking.

Afterdinnertherewasapromenadethroughthechâteau’sgardens.ThegroundsandfountainsofVauxle-VicomteweretobetheinspirationforVersailles

Fouquetpersonallyaccompaniedtheyoungkingthroughthegeometricallyalignedarrangementsof shrubberyandflowerbeds.Arrivingatthegardens’canals,theywitnessedafireworksdisplay,which wasfollowedbytheperformanceofMolière’splay.Thepartyranwellintothenightandeveryone agreeditwasthemostamazingaffairtheyhadeverattended.

Thenextday,Fouquetwasarrestedbytheking’sheadmusketeer,D’Artagnan.Threemonthslaterhe wentontrialforstealingfromthecountry’streasury.(Actually,mostofthestealinghewasaccusedofhe haddoneontheking’sbehalfandwiththeking’spermission.)Fouquetwasfoundguiltyandsenttothe mostisolatedprisoninFrance,highinthePyreneesMountains,wherehespentthelasttwentyyearsofhis lifeinsolitaryconfinement.

Interpretation

LAW1

LouisXIV,theSunKing,wasaproudandarrogantmanwhowantedtobethecenterofattentionatall times;hecouldnotcountenancebeingoutdoneinlavishnessbyanyone,andcertainlynothisfinance minister.TosucceedFouquet,LouischoseJean-BaptisteColbert,amanfamousforhisparsimonyandfor givingthedullestpartiesinParis.Colbertmadesurethatanymoneyliberatedfromthetreasurywent straightintoLouis’shands.Withthemoney,LouisbuiltapalaceevenmoremagnificentthanFouquet’s thegloriouspalaceofVersailles Heusedthesamearchitects,decorators,andgardendesigner Andat Versailles,LouishostedpartiesevenmoreextravagantthantheonethatcostFouquethisfreedom. Letusexaminethesituation.Theeveningoftheparty,asFouquetpresentedspectacleonspectacleto Louis,eachmoremagnificentthantheonebefore,heimaginedtheaffairasdemonstratinghisloyaltyand devotiontotheking.Notonlydidhethinkthepartywouldputhimbackintheking’sfavor,hethoughtit wouldshowhisgoodtaste,hisconnections,andhispopularity,makinghimindispensabletothekingand demonstratingthathewouldmakeanexcellentprimeminister.Instead,however,eachnewspectacle, eachappreciativesmilebestowedbytheguestsonFouquet,madeitseemtoLouisthathisownfriends andsubjectsweremorecharmedbythefinanceministerthanbythekinghimself,andthatFouquetwas actuallyflauntinghiswealthandpower.RatherthanflatteringLouisXIV,Fouquet’selaborateparty offendedtheking’svanity.Louiswouldnotadmitthistoanyone,ofcourse instead,hefounda convenientexcusetoridhimselfofamanwhohadinadvertentlymadehimfeelinsecure

Suchisthefate,insomeformorother,ofallthosewhounbalancethemaster’ssenseofself,poke holesinhisvanity,ormakehimdoubthispre-eminence.

Whentheeveningbegan,Fouquetwasatthetopoftheworld. Bythetimeithadended,hewasatthebottom. Voltaire,1694-1778

OBSERVANCEOFTHELAW

Intheearly1600s,theItalianastronomerandmathematicianGalileofoundhimselfinaprecarious position.Hedependedonthegenerosityofgreatrulerstosupporthisresearch,andso,likeall Renaissancescientists,hewouldsometimesmakegiftsofhisinventionsanddiscoveriestotheleading patronsofthetime.Once,forinstance,hepresentedamilitarycompasshehadinventedtotheDukeof Gonzaga.ThenhededicatedabookexplainingtheuseofthecompasstotheMedicis.Bothrulerswere grateful,andthroughthemGalileowasabletofindmorestudentstoteach.Nomatterhowgreatthe discovery,however,hispatronsusuallypaidhimwithgifts,notcash.Thismadeforalifeofconstant insecurityanddependence.Theremustbeaneasierway,hethought.

Galileohitonanewstrategyin1610,whenhediscoveredthemoonsofJupiter.Insteadofdividingthe discoveryamonghispatrons givingonethetelescopehehadused,dedicatingabooktoanother,andso on ashehaddoneinthepast,hedecidedtofocusexclusivelyontheMedicis.HechosetheMedicisfor onereason:ShortlyafterCosimoIhadestablishedtheMedicidynasty,in1540,hehadmadeJupiter,the mightiestofthegods,theMedicisymbol asymbolofapowerthatwentbeyondpoliticsandbanking, onelinkedtoancientRomeanditsdivinities.

GalileoturnedhisdiscoveryofJupiter’smoonsintoacosmiceventhonoringtheMedicis’greatness. Shortlyafterthediscovery,heannouncedthat“thebrightstars[themoonsofJupiter]offeredthemselves intheheavens”tohistelescopeatthesametimeasCosimoII’senthronement.Hesaidthatthenumberof

themoons four harmonizedwiththenumberoftheMedicis(CosimoIIhadthreebrothers)andthatthe moonsorbitedJupiterasthesefoursonsrevolvedaroundCosimoI,thedynasty’sfounder.Morethan coincidence,thisshowedthattheheavensthemselvesreflectedtheascendancyoftheMedicifamily.After hededicatedthediscoverytotheMedicis,GalileocommissionedanemblemrepresentingJupitersitting onacloudwiththefourstarscirclingabouthim,andpresentedthistoCosimoIIasasymbolofhislinkto thestars.

In1610CosimoIImadeGalileohisofficialcourtphilosopherandmathematician,withafullsalary. Forascientistthiswasthecoupofalifetime.Thedaysofbeggingforpatronagewereover.

Interpretation

Inonestroke,Galileogainedmorewithhisnewstrategythanhehadinyearsofbegging.Thereasonis simple:Allmasterswanttoappearmorebrilliantthanotherpeople.

Theydonotcareaboutscienceorempiricaltruthorthelatestinvention;theycareabouttheirnameand theirglory.GalileogavetheMedicisinfinitelymoreglorybylinkingtheirnamewithcosmicforcesthan hehadbymakingthemthepatronsofsomenewscientificgadgetordiscovery.

Scientistsarenotsparedthevagariesofcourtlifeandpatronage Theytoomustservemasterswho holdthepursestrings.Andtheirgreatintellectualpowerscanmakethemasterfeelinsecure,asifhewere onlytheretosupplythefunds anugly,ignoblejob.Theproducerofagreatworkwantstofeelheis morethanjusttheproviderofthefinancing.Hewantstoappearcreativeandpowerful,andalsomore importantthantheworkproducedinhisname.Insteadofinsecurityyoumustgivehimglory.Galileodid notchallengetheintellectualauthorityoftheMediciswithhisdiscovery,ormakethemfeelinferiorinany way;byliterallyaligningthemwiththestars,hemadethemshinebrilliantlyamongthecourtsofItaly.He didnotoutshinethemaster,hemadethemasteroutshineallothers.

KEYSTOPOWER

Everyonehasinsecurities Whenyoushowyourselfintheworldanddisplayyourtalents,younaturally stirupallkindsofresentment,envy,andothermanifestationsofinsecurity.Thisistobeexpected.You cannotspendyourlifeworryingaboutthepettyfeelingsofothers.Withthoseaboveyou,however,you musttakeadifferentapproach:Whenitcomestopower,outshiningthemasterisperhapstheworst mistakeofall.

DonotfoolyourselfintothinkingthatlifehaschangedmuchsincethedaysofLouisXIVandthe Medicis.Thosewhoattainhighstandinginlifearelikekingsandqueens:Theywanttofeelsecurein theirpositions,andsuperiortothosearoundtheminintelligence,wit,andcharm.Itisadeadlybut commonmisperceptiontobelievethatbydisplayingandvauntingyourgiftsandtalents,youarewinning themaster’saffection.Hemayfeignappreciation,butathisfirstopportunityhewillreplaceyouwith someonelessintelligent,lessattractive,lessthreatening,justasLouisXIVreplacedthesparklingFouquet withtheblandColbert AndaswithLouis,hewillnotadmitthetruth,butwillfindanexcusetorid himselfofyourpresence.

ThisLawinvolvestworulesthatyoumustrealize.First,youcaninadvertentlyoutshineamaster simplybybeingyourself.Therearemasterswhoaremoreinsecurethanothers,monstrouslyinsecure;you

maynaturallyoutshinethembyyourcharmandgrace

NoonehadmorenaturaltalentsthanAstorreManfredi,princeofFaenza.Themosthandsomeofallthe youngprincesofItaly,hecaptivatedhissubjectswithhisgenerosityandopenspirit.

Intheyear1500,CesareBorgialaidsiegetoFaenza.Whenthecitysurrendered,thecitizensexpected theworstfromthecruelBorgia,who,however,decidedtosparethetown:Hesimplyoccupiedits fortress,executednoneofitscitizens,andallowedPrinceManfredi,eighteenatthetime,toremainwith hiscourt,incompletefreedom.

Afewweekslater,though,soldiershauledAstorreManfrediawaytoaRomanprison.Ayearafter that,hisbodywasfishedoutoftheRiverTiber,astonetiedaroundhisneck.Borgiajustifiedthehorrible deedwithsomesortoftrumped-upchargeoftreasonandconspiracy,buttherealproblemwasthathe wasnotoriouslyvainandinsecure.Theyoungmanwasoutshininghimwithouteventrying.Given Manfredi’snaturaltalents,theprince’smerepresencemadeBorgiaseemlessattractiveandcharismatic Thelessonissimple:Ifyoucannothelpbeingcharmingandsuperior,youmustlearntoavoidsuch monstersofvanity.Eitherthat,orfindawaytomuteyourgoodqualitieswheninthecompanyofaCesare Borgia.

Second,neverimaginethatbecausethemasterlovesyou,youcandoanythingyouwant.Entirebooks couldbewrittenaboutfavoriteswhofelloutoffavorbytakingtheirstatusforgranted,fordaringto outshine.Inlate-sixteenth-centuryJapan,thefavoriteofEmperorHideyoshiwasamancalledSenno Rikyu.Thepremierartistoftheteaceremony,whichhadbecomeanobsessionwiththenobility,hewas oneofHideyoshi’smosttrustedadvisers,hadhisownapartmentinthepalace,andwashonored throughoutJapan.Yetin1591,Hideyoshihadhimarrestedandsentencedtodeath.Rikyutookhisown life,instead.Thecauseforhissuddenchangeoffortunewasdiscoveredlater:ItseemsthatRikyu,former peasantandlatercourtfavorite,hadhadawoodenstatuemadeofhimselfwearingsandals(asignof nobility)andposingloftily.Hehadhadthisstatueplacedinthemostimportanttempleinsidethepalace gates,inclearsightoftheroyaltywhooftenwouldpassby.ToHideyoshithissignifiedthatRikyuhadno senseoflimits.Presumingthathehadthesamerightsasthoseofthehighestnobility,hehadforgottenthat hispositiondependedontheemperor,andhadcometobelievethathehadearneditonhisown.Thiswas anunforgivablemiscalculationofhisownimportanceandhepaidforitwithhislife.Rememberthe following:Nevertakeyourpositionforgrantedandneverletanyfavorsyoureceivegotoyourhead. Knowingthedangersofoutshiningyourmaster,youcanturnthisLawtoyouradvantage.Firstyoumust flatterandpuffupyourmaster.Overtflatterycanbeeffectivebuthasitslimits;itistoodirectand obvious,andlooksbadtoothercourtiers.Discreetflatteryismuchmorepowerful.Ifyouaremore intelligentthanyourmaster,forexample,seemtheopposite:Makehimappearmoreintelligentthanyou. Actnaive Makeitseemthatyouneedhisexpertise Commitharmlessmistakesthatwillnothurtyouin thelongrunbutwillgiveyouthechancetoaskforhishelp.Mastersadoresuchrequests.Amasterwho cannotbestowonyouthegiftsofhisexperiencemaydirectrancorandillwillatyouinstead.

Ifyourideasaremorecreativethanyourmaster’s,ascribethemtohim,inaspublicamanneras possible.Makeitclearthatyouradviceismerelyanechoofhisadvice.

Ifyousurpassyourmasterinwit,itisokaytoplaytheroleofthecourtjester,butdonotmakehim appearcoldandsurlybycomparison.Tonedownyourhumorifnecessary,andfindwaystomakehim seemthedispenserofamusementandgoodcheer.Ifyouarenaturallymoresociableandgenerousthan yourmaster,becarefulnottobethecloudthatblockshisradiancefromothers.Hemustappearasthesun aroundwhicheveryonerevolves,radiatingpowerandbrilliance,thecenterofattention.Ifyouarethrust intothepositionofentertaininghim,adisplayofyourlimitedmeansmaywinyouhissympathy.Any attempttoimpresshimwithyourgraceandgenerositycanprovefatal:LearnfromFouquetorpaythe

Inallofthesecasesitisnotaweaknesstodisguiseyourstrengthsifintheendtheyleadtopower.By lettingothersoutshineyou,youremainincontrol,insteadofbeingavictimoftheirinsecurity.Thiswill allcomeinhandythedayyoudecidetoriseaboveyourinferiorstatus.If,likeGalileo,youcanmakeyour mastershineevenmoreintheeyesofothers,thenyouareagodsendandyouwillbeinstantlypromoted.

Image: TheStarsinthe Sky Therecanbeonly onesunatatime.Never obscurethesunlight,or rivalthesun’sbrilliance; rather,fadeintotheskyand findwaystoheighten themasterstar’s intensity.

Authority:Avoidoutshiningthemaster.Allsuperiorityisodious,butthesuperiorityofasubjectoverhis princeisnotonlystupid,itisfatal.Thisisalessonthatthestarsintheskyteachus theymayberelated tothesun,andjustasbrilliant,buttheyneverappearinhercompany.(BaltasarGracián,1601-1658)

REVERSAL

Youcannotworryaboutupsettingeverypersonyoucomeacross,butyoumustbeselectivelycruel.If yoursuperiorisafallingstar,thereisnothingtofearfromoutshininghim.Donotbemerciful your masterhadnosuchscruplesinhisowncold-bloodedclimbtothetop.Gaugehisstrength.Ifheisweak, discreetlyhastenhisdownfall:Outdo,outcharm,outsmarthimatkeymoments.Ifheisveryweakand readytofall,letnaturetakeitscourse Donotriskoutshiningafeeblesuperior itmightappearcruelor spiteful.Butifyourmasterisfirminhisposition,yetyouknowyourselftobethemorecapable,bideyour timeandbepatient.Itisthenaturalcourseofthingsthatpowereventuallyfadesandweakens.Your masterwillfallsomeday,andifyouplayitright,youwilloutliveandsomedayoutshinehim.

price

JUDGMENT

Bewaryoffriends theywillbetrayyoumorequickly,fortheyareeasilyarousedtoenvy.Theyalso becomespoiledandtyrannical.Buthireaformerenemyandhewillbemoreloyalthanafriend, becausehehasmoretoprove.Infact,youhavemoretofearfromfriendsthanfromenemies.Ifyou havenoenemies,findawaytomakethem.

TRANSGRESSIONOFTHELAW

Inthemid-ninthcenturyA.D.,ayoungmannamedMichaelIIIassumedthethroneoftheByzantine Empire.Hismother,theEmpressTheodora,hadbeenbanishedtoanunnery,andherlover,Theoctistus, hadbeenmurdered;attheheadoftheconspiracytodeposeTheodoraandenthroneMichaelhadbeen Michael’suncle,Bardas,amanofintelligenceandambition Michaelwasnowayoung,inexperienced ruler,surroundedbyintriguers,murderers,andprofligates.Inthistimeofperilheneededsomeonehe couldtrustashiscouncillor,andhisthoughtsturnedtoBasilius,hisbestfriend.Basiliushadno experiencewhatsoeveringovernmentandpolitics infact,hewastheheadoftheroyalstables buthe hadprovenhisloveandgratitudetimeandagain.

Tohaveagoodenemy,chooseafriend:Heknowswheretostrike.

DIANFDEPOITIERS.1499-1566.MISTRESSOFHENRIIIOFFRANCE

Theyhadmetafewyearsbefore,whenMichaelhadbeenvisitingthestablesjustasawildhorsegot loose.Basilius,ayounggroomfrompeasantMacedonianstock,hadsavedMichael’slife.Thegroom’s strengthandcouragehadimpressedMichael,whoimmediatelyraisedBasiliusfromtheobscurityof beingahorsetrainertothepositionofheadofthestables.Heloadedhisfriendwithgiftsandfavorsand theybecameinseparable.BasiliuswassenttothefinestschoolinByzantium,andthecrudepeasant becameaculturedandsophisticatedcourtier.

EverytimeIbestowavacantofficeImakeahundreddiscontentedpersonsandoneingrate. LouisXIV,1638-1715

NowMichaelwasemperor,andinneedofsomeoneloyal.Whocouldhebettertrustwiththepostof chamberlainandchiefcouncillorthanayoungmanwhoowedhimeverything?

BasiliuscouldbetrainedforthejobandMichaellovedhimlikeabrother Ignoringtheadviceofthose whorecommendedthemuchmorequalifiedBardas,Michaelchosehisfriend.

ThusformyownpartlhavemorethanoncebeendeceivedbythepersonIlovedmostandofwhose love,aboveeveryoneelse’s,Ihavebeenmostconfident.SothatIbelievethatumayberighttolove andserveonepersonaboveallothers.accordingtomeritandworth,butnevertotrustsomuchinthis

LAW2

NEVERPUTTOOMUCHTRUSTINFRIENDS,LEARNHOWTOUSEENEMIES

Basiliuslearnedwellandwassoonadvisingtheemperoronallmattersofstate.Theonlyproblem seemedtobemoney Basiiiusneverhadenough.ExposuretothesplendorofByzantinecourtlifemade himavariciousfortheperksofpower.Michaeldoubled,thentripledhissalary,ennobledhim,and marriedhimofftohisownmistress,EudoxiaIngerina.Keepingsuchatrustedfriendandadvisersatisfied wasworthanyprice.Butmoretroublewastocome.Bardaswasnowheadofthearmy,andBasilius convincedMichaelthatthemanwashopelesslyambitious Undertheillusionthathecouldcontrolhis nephew,Bardashadconspiredtoputhimonthethrone,andhecouldconspireagain,thistimetogetridof Michaelandassumethecrownhimself.BasiliuspouredpoisonintoMichael’searuntiltheemperor agreedtohavehisunclemurdered.Duringagreathorserace,BasiliusclosedinonBardasinthecrowd andstabbedhimtodeath.Soonafter,BasiliusaskedthathereplaceBardasasheadofthearmy,wherehe couldkeepcontroloftherealmandquellrebellion.Thiswasgranted.

NowBasilius’spowerandwealthonlygrew,andafewyearslaterMichael,infinancialstraitsfrom hisownextravagance,askedhimtopaybacksomeofthemoneyhehadborrowedovertheyears.To Michael’sshockandastonishment,Basiliusrefused,withalookofsuchimpudencethattheemperor suddenlyrealizedhispredicament:Theformerstableboyhadmoremoney,morealliesinthearmyand senate,andintheendmorepowerthantheemperorhimself.Afewweekslater,afteranightofheavy drinking,Michaelawoketofindhimselfsurroundedbysoldiers Basiliuswatchedastheystabbedthe emperortodeath.Then,afterproclaiminghimselfemperor,herodehishorsethroughthestreetsof Byzantium,brandishingtheheadofhisformerbenefactorandbestfriendattheendofalongpike.

THESNAKE.THEFARMER.ANDTHEHERON

Asnakechasedbyhuntersaskedafarmertosaveitslife.Tohideitfromitspursuers,thefarmer squattedandletthesnakecrawlintohisbelly.Butwhenthedangerhadpassedandthefarmerasked thesnaketocomeout,thesnakerefused Itwaswarmandsafeinside Onhiswayhome,themansawa heronandwentuptohimandwhisperedwhathadhappened.Theherontoldhimtosquatandstrainto ejectthesnake.Whenthesnakesnuckitsheadout,theheroncaughtit,pulleditout,andkilledit.The farmerwasworriedthatthesnake’spoisonmightstillbeinsidehim,andtheherontoldhimthatthe cureforsnakepoisonwastocookandeatsixwhitefowl.“You’reawhitefowl,”saidthefarmer. “You’lldoforastart”Hegrabbedtheheron,putitinabag,andcarriedithome,wherehehungitup whilehetoldhiswifewhathadhappened.“I’msurprisedatyou, ”saidthewife.“Thebirddoesyoua kindness,ridsyouoftheevilinyourbelly,savesyourlifeinfact,yetyoucatchitandtalkofkillingit. Sheimmediatelyreleasedtheheron,anditflewaway.Butonitsway,itgougedouthereyes. Moral:Whenyouseewaterflowinguphill,itmeansthatsomeoneisrepayingakindness.

AFRICANFOLKTALE

Interpretation

MichaelIIIstakedhisfutureonthesenseofgratitudehethoughtBasiliusmustfeelforhim.Surely Basiliuswouldservehimbest;heowedtheemperorhiswealth,hiseducation,andhisposition.Then, onceBasiliuswasinpower,anythingheneededitwasbesttogivetohim,strengtheningthebonds betweenthetwomen.Itwasonlyonthefatefuldaywhentheemperorsawthatimpudentsmileon Basilius’sfacethatherealizedhisdeadlymistake.

temptingtrapoffriendshipastohavecausetorepentofitlateron BALDASSARECASTIGLIONE,1478-1529

Hehadcreatedamonster.Hehadallowedamantoseepowerupclose amanwhothenwanted more,whoaskedforanythingandgotit,whofeltencumberedbythecharityhehadreceivedandsimply didwhatmanypeopledoinsuchasituation:Theyforgetthefavorstheyhavereceivedandimaginethey haveearnedtheirsuccessbytheirownmerits.

AtMichael’smomentofrealization,hecouldstillhavesavedhisownlife,butfriendshipandlove blindeverymantotheirinterests Nobodybelievesafriendcanbetray AndMichaelwenton disbelievinguntilthedayhisheadendeduponapike.

Lord,protectmefrommyfriends;Icantakecareofmyenemies Voltaire,1694-1778

OBSERVANCEOFTHELAW

ForseveralcenturiesafterthefalloftheHanDynasty(AD 222),Chinesehistoryfollowedthesame patternofviolentandbloodycoups,oneaftertheother.Armymenwouldplottokillaweakemperor, thenwouldreplacehimontheDragonThronewithastronggeneral.Thegeneralwouldstartanew dynastyandcrownhimselfemperor;toensurehisownsurvivalhewouldkilloffhisfellowgenerals.A fewyearslater,however,thepatternwouldresume:Newgeneralswouldriseupandassassinatehimor hissonsintheirturn.TobeemperorofChinawastobealone,surroundedbyapackofenemies itwas theleastpowerful,leastsecurepositionintherealm.

InA.D.959,GeneralChaoK’uang-yinbecameEmperorSung.Heknewtheodds,theprobabilitythat withinayearortwohewouldbemurdered;howcouldhebreakthepattern?Soonafterbecoming emperor,Sungorderedabanquettocelebratethenewdynasty,andinvitedthemostpowerful commandersinthearmy.Aftertheyhaddrunkmuchwine,hedismissedtheguardsandeverybodyelse exceptthegenerals,whonowfearedhewouldmurdertheminonefellswoop Instead,headdressed them:“Thewholedayisspentinfear,andIamunhappybothatthetableandinmybed.Forwhichoneof youdoesnotdreamofascendingthethrone?Idonotdoubtyourallegiance,butifbysomechanceyour subordinates,seekingwealthandposition,weretoforcetheemperor’syellowrobeuponyouinturn,how couldyourefuseit?”Drunkandfearingfortheirlives,thegeneralsproclaimedtheirinnocenceandtheir loyalty.ButSunghadotherideas:“Thebestwaytopassone’sdaysisinpeacefulenjoymentofrichesand honor.Ifyouarewillingtogiveupyourcommands,Iamreadytoprovideyouwithfineestatesand beautifuldwellingswhereyoumaytakeyourpleasurewithsingersandgirlsasyourcompanions.”

TheastonishedgeneralsrealizedthatinsteadofalifeofanxietyandstruggleSungwasofferingthem richesandsecurity.Thenextday,allofthegeneralstenderedtheirresignations,andtheyretiredasnobles totheestatesthatSungbestowedonthem.

Therearemanvwhothinkthereforethatawiseprinceought,whenhehasthechance,tofoment astutelysomeenmity,sothatbysuppressingIthewillaugmenthisgreatness.Princes,andespecially newones,havefoundmorefaithandmoreusefulnessinthosemen,whomatthebeginningoftheir powertheyregardedwithsuspicion,thaninthosetheyatfirstconfidedin.PandolfoPetrucci,prince ofSiena,governedhisstatemorebvthosewhomhesuspectedthanbyothers.

NiccoioMACHIAVELLI,1469-1527

Inonestroke,Sungturnedapackof“friendly”wolves,whowouldlikelyhavebetrayedhim,intoa groupofdocilelambs,farfromallpower.

OverthenextfewyearsSungcontinuedhiscampaigntosecurehisrule.InA.D.971,KingLiuofthe SouthernHanfinallysurrenderedtohimafteryearsofrebellion.ToLiu’sastonishment,Sunggavehima rankintheimperialcourtandinvitedhimtothepalacetosealtheirnewfoundfriendshipwithwine.As KingLiutooktheglassthatSungofferedhim,hehesitated,fearingitcontainedpoison.“Yoursubject’s crimescertainlymeritdeath,”hecriedout,“butIbegYourMajestytospareyoursubject’slife.IndeedI darenotdrinkthiswine.”EmperorSunglaughed,tooktheglassfromLiu,andswallowedithimself. Therewasnopoison.FromthenonLiubecamehismosttrustedandloyalfriend.

Atthetime,Chinahadsplinteredintomanysmallerkingdoms.WhenCh‘ienShu,thekingofoneof these,wasdefeated,Sung’sministersadvisedtheemperortolockthisrebelup.Theypresented documentsprovingthathewasstillconspiringtokillSung.WhenCh’ienShucametovisittheemperor, however,insteadoflockinghimup,Sunghonoredhim Healsogavehimapackage,whichhetoldthe formerkingtoopenwhenhewashalfwayhome.Ch’ienShuopenedthebundleonhisreturnjourneyand sawthatitcontainedallthepapersdocumentinghisconspiracy.HerealizedthatSungknewofhis murderousplans,yethadsparedhimnonetheless.Thisgenerositywonhimover,andhetoobecameone ofSung’smostloyalvassals.

Abrahman,agreatexpertinVedawhohasbecomeagreatarcheraswell,offershisservicestohis goodfriend,whoisnowtheking.Thebrahmancriesoutwhenheseestheking,“Recognizeme,your friend!”Thekinganswershimwithcontemptandthenexplains:“Yes,wewerefriendsbefore,butour friendshipwasbasedonwhatpowerwehad....Iwasfriendswithyou,goodbrahman,becauseit servedmypurpose.Nopauperisfriendtotherich,nofooltothewise,nocowardtothebrave.Anold friend whoneedshim?Itistwomenofequalwealthandequalbirthwhocontractfriendshipand marriage,notarichmanandapauper....Anoldfriend whoneedshim?

THEMAHABHARATA,C.THIRDCENTURYB.C.

Interpretation

AChineseproverbcomparesfriendstothejawsandteethofadangerousanimal:Ifyouarenotcareful, youwillfindthemchewingyouup.EmperorSungknewthejawshewaspassingbetweenwhenhe assumedthethrone:His“friends”inthearmywouldchewhimuplikemeat,andifhesomehowsurvived, his“friends”inthegovernmentwouldhavehimforsupper.EmperorSungwouldhavenotruckwith “friends” hebribedhisfellowgeneralswithsplendidestatesandkeptthemfaraway.Thiswasamuch betterwaytoemasculatethemthankillingthem,whichwouldonlyhaveledothergeneralstoseek vengeance.AndSungwouldhavenothingtodowith“friendly”ministers.Moreoftenthannot,theywould endupdrinkinghisfamouscupofpoisonedwine

Insteadofrelyingonfriends,Sungusedhisenemies,oneaftertheother,transformingthemintofar morereliablesubjects.Whileafriendexpectsmoreandmorefavors,andseetheswithjealousy,these formerenemiesexpectednothingandgoteverything.Amansuddenlysparedtheguillotineisagrateful manindeed,andwillgototheendsoftheearthforthemanwhohaspardonedhim.Intime,theseformer enemiesbecameSung’smosttrustedfriends. Pickupabeefromkindness,andlearnthelimitationsofkindness.

SUFIPROVERB

AndSungwasfinallyabletobreakthepatternofcoups,violence,andcivilwar theSungDynasty ruledChinaformorethanthreehundredyears.

InaspeechAbrahamLincolndeliveredattheheightoftheCivilWar, hereferredtotheSouthernersasfellowhumanbeingswhowerein error.Anelderlyladychastisedhimfornotcallingthemirreconcilable enemieswhomustbedestroyed.“Why,madam,”Lincolnreplied, “doInotdestroymyenemieswhenImakethemmyfriends?”

KEYSTOPOWER

Itisnaturaltowanttoemployyourfriendswhenyoufindyourselfintimesofneed.Theworldisaharsh place,andyourfriendssoftentheharshness.Besides,youknowthem.Whydependonastrangerwhen youhaveafriendathand?

Menaremorereadytorepayaninjurythanabenefit,becausegratitudeisaburdenandrevengea pleasure TACITUS,c.A.D.55-120

Theproblemisthatyouoftendonotknowyourfriendsaswellasyouimagine.Friendsoftenagreeon thingsinordertoavoidanargument.Theycoveruptheirunpleasantqualitiessoastonotoffendeach other.Theylaughextrahardateachother’sjokes.Sincehonestyrarelystrengthensfriendship,youmay neverknowhowafriendtrulyfeels.Friendswillsaythattheyloveyourpoetry,adoreyourmusic,envy yourtasteinclothes maybetheymeanit,oftentheydonot.

Whenyoudecidetohireafriend,yougraduallydiscoverthequalitiesheorshehaskepthidden Strangelyenough,itisyouractofkindnessthatunbalanceseverything.Peoplewanttofeeltheydeserve theirgoodfortune.Thereceiptofafavorcanbecomeoppressive:Itmeansyouhavebeenchosenbecause youareafriend,notnecessarilybecauseyouaredeserving.Thereisalmostatouchofcondescensionin theactofhiringfriendsthatsecretlyafflictsthem.Theinjurywillcomeoutslowly:Alittlemorehonesty, flashesofresentmentandenvyhereandthere,andbeforeyouknowityourfriendshipfades.Themore favorsandgiftsyousupplytorevivethefriendship,thelessgratitudeyoureceive.

Ingratitudehasalonganddeephistory.Ithasdemonstrateditspowersforsomanycenturies,thatitis trulyamazingthatpeoplecontinuetounderestimatethem.Bettertobewary.Ifyouneverexpectgratitude fromafriend,youwillbepleasantlysurprisedwhentheydoprovegrateful.

Theproblemwithusingorhiringfriendsisthatitwillinevitablylimityourpower.Thefriendisrarely theonewhoismostabletohelpyou;andintheend,skillandcompetencearefarmoreimportantthan friendlyfeelings.(MichaelIIIhadamanrightunderhisnosewhowouldhavesteeredhimrightandkept himalive:ThatmanwasBardas.)

PROILINGBYOUR\111

KingHierochanceduponatime,speakingwithoneofhisenemies,tobetoldinareproachfulmanner thathehadstinkingbreath.Whereuponthegoodking,beingsomewhatdismayedinhimself,assoonas hereturnedhomechidedhiswife,“Howdoesithappenthatyounevertoldmeofthisproblem?”The woman,beingasimple,chaste.andharmlessdame,said,“Sir,lhadthoughtallmenbreathhad smelledso.”Thusitisplainthatfaultsthatareevidenttothesenses,grossandcorporal,orotherwise notorioustotheworld,weknowbyourenemiessoonerthanbyourfriendsandfamiliars.

Allworkingsituationsrequireakindofdistancebetweenpeople Youaretryingtowork,notmake friends;friendliness(realorfalse)onlyobscuresthatfact.Thekeytopower,then,istheabilitytojudge whoisbestabletofurtheryourinterestsinallsituations.Keepfriendsforfriendship,butworkwiththe skilledandcompetent.

Yourenemies,ontheotherhand,areanuntappedgoldminethatyoumustlearntoexploit.When Talleyrand,Napoleon’sforeignminister,decidedin1807thathisbosswasleadingFrancetoruin,and thetimehadcometoturnagainsthim,heunderstoodthedangersofconspiringagainsttheemperor;he neededapartner,aconfederate whatfriendcouldhetrustinsuchaproject?HechoseJosephFouché, headofthesecretpolice,hismosthatedenemy,amanwhohadeventriedtohavehimassassinated.He knewthattheirformerhatredwouldcreateanopportunityforanemotionalreconciliation.Heknewthat Fouchéwouldexpectnothingfromhim,andinfactwouldworktoprovethathewasworthyof Talleyrand’schoice;apersonwhohassomethingtoprovewillmovemountainsforyou Finally,heknew thathisrelationshipwithFouchéwouldbebasedonmutualself-interest,andwouldnotbecontaminated bypersonalfeeling.Theselectionprovedperfect;althoughtheconspiratorsdidnotsucceedintoppling Napoleon,theunionofsuchpowerfulbutunlikelypartnersgeneratedmuchinterestinthecause; oppositiontotheemperorslowlybegantospread.Andfromthenon,TalleyrandandFouchéhadafruitful workingrelationship.Wheneveryoucan,burythehatchetwithanenemy,andmakeapointofputtinghim inyourservice.

AsLincolnsaid,youdestroyanenemywhenyoumakeafriendofhim.In1971,duringtheVietnam War,HenryKissingerwasthetargetofanunsuccessfulkidnappingattempt,aconspiracyinvolving, amongothers,therenownedantiwaractivistprieststheBerriganbrothers,fourmoreCatholicpriests,and fournuns.Inprivate,withoutinformingtheSecretServiceortheJusticeDepartment,Kissingerarrangeda Saturday-morningmeetingwiththreeoftheallegedkidnappers Explainingtohisgueststhathewould havemostAmericansoldiersoutofVietnambymid-1972,hecompletelycharmedthem.Theygavehim some“KidnapKissinger”buttonsandoneofthemremainedafriendofhisforyears,visitinghimon severaloccasions.Thiswasnotjustaonetimeploy:Kissingermadeapolicyofworkingwiththosewho disagreedwithhim.Colleaguescommentedthatheseemedtogetalongbetterwithhisenemiesthanwith hisfriends.

Withoutenemiesaroundus,wegrowlazy.Anenemyatourheelssharpensourwits,keepingusfocused andalert.Itissometimesbetter,then,touseenemiesasenemiesratherthantransformingthemintofriends orallies.

MaoTse-tungsawconflictaskeyinhisapproachtopower.In1937theJapaneseinvadedChina, interruptingthecivilwarbetweenMao’sCommunistsandtheirenemy,theNationalists.

FearingthattheJapanesewouldwipethemout,someCommunistleadersadvocatedleavingthe NationaliststofighttheJapanese,andusingthetimetorecuperate.Maodisagreed:TheJapanesecould notpossiblydefeatandoccupyavastcountrylikeChinaforlong.Oncetheyleft,theCommunistswould havegrownrustyiftheyhadbeenoutofcombatforseveralyears,andwouldbeillpreparedtoreopen theirstrugglewiththeNationalists.TofightaformidablefoeliketheJapanese,infact,wouldbethe perfecttrainingfortheCommunists’ragtagarmy.Mao’splanwasadopted,anditworked:Bythetimethe Japanesefinallyretreated,theCommunistshadgainedthefightingexperiencethathelpedthemdefeatthe Nationalists.

Yearslater,aJapanesevisitortriedtoapologizetoMaoforhiscountry’sinvasionofChina.Mao interrupted,“ShouldInotthankyouinstead?”Withoutaworthyopponent,heexplained,amanorgroup

PLUTARCH,C.A.D.46-120

Mao’sstrategyofconstantconflicthasseveralkeycomponents.First,becertainthatinthelongrunyou willemergevictorious.Neverpickafightwithsomeoneyouarenotsureyoucandefeat,asMaoknew theJapanesewouldbedefeatedintime.Second,ifyouhavenoapparentenemies,youmustsometimesset upaconvenienttarget,eventurningafriendintoanenemy.Maousedthistactictimeandagaininpolitics. Third,usesuchenemiestodefineyourcausemoreclearlytothepublic,evenframingitasastruggleof goodagainstevil.MaoactuallyencouragedChina’sdisagreementswiththeSovietUnionandtheUnited States;withoutclear-cutenemies,hebelieved,hispeoplewouldloseanysenseofwhatChinese Communismmeant.Asharplydefinedenemyisafarstrongerargumentforyoursidethanallthewords youcouldpossiblyputtogether.

Neverletthepresenceofenemiesupsetordistressyou youarefarbetteroffwithadeclared opponentortwothannotknowingwhereyourrealenemieslie Themanofpowerwelcomesconflict, usingenemiestoenhancehisreputationasasurefootedfighterwhocanberelieduponintimesof uncertainty.

Image:TheJawsofIngratitude.Knowingwhatwouldhappenifyouputafingerinthemouthofalion, youwouldstayclearofit.Withfriendsyouwillhavenosuchcaution,andifyouhirethem,theywilleat youalivewithingratitude.

Authority:Knowhowtouseenemiesforyourownprofit.Youmustlearntograbaswordnotbyits blade,whichwouldcutyou,butbythehandle,whichallowsyoutodefendyourself Thewisemanprofits morefromhisenemies,thanafoolfromhisfriends.(BaltasarGracián,1601-1658)

REVERSAL

Althoughitisgenerallybestnottomixworkwithfriendship,therearetimeswhenafriendcanbeusedto greatereffectthananenemy.Amanofpower,forexample,oftenhasdirtyworkthathastobedone,but forthesakeofappearancesitisgenerallypreferabletohaveotherpeopledoitforhim;friendsoftendo thisthebest,sincetheiraffectionforhimmakesthemwillingtotakechances.Also,ifyourplansgoawry forsomereason,youcanuseafriendasaconvenientscapegoat.This“fallofthefavorite”wasatrick oftenusedbykingsandsovereigns:Theywouldlettheirclosestfriendatcourttakethefallforamistake, sincethepublicwouldnotbelievethattheywoulddeliberatelysacrificeafriendforsuchapurpose Of course,afteryouplaythatcard,youhavelostyourfriendforever.Itisbest,then,toreservethescapegoat roleforsomeonewhoisclosetoyoubutnottooclose.

Finally,theproblemaboutworkingwithfriendsisthatitconfusestheboundariesanddistancesthat workingrequires.Butifbothpartnersinthearrangementunderstandthedangersinvolved,afriendoften canbeemployedtogreateffect.Youmustneverletyourguarddowninsuchaventure,however;always beonthelookoutforanysignsofemotionaldisturbancesuchasenvyandingratitude.Nothingisstablein therealmofpower,andeventheclosestoffriendscanbetransformedintotheworstofenemies.

cannotgrowstronger

CONCEALYOURINTENTIONS

JUDGMENT

Keeppeopleoff-balanceandinthedarkbyneverrevealingthepurposebehindyouractions.Ifthey havenocluewhatyouareupto,theycannotprepareadefense.Guidethemfarenoughdownthe wrongpath,enveloptheminenoughsmoke,andbythetimetheyrealizeyourintentions,itwillbetoo late.

LAW3

THROWPEOPLEOFFTHESCENT

Ifatanypointinthedeceptionyoupracticepeoplehavetheslightestsuspicionastoyourintentions,all islost.Donotgivethemthechancetosensewhatyouareupto:Throwthemoffthescentbydragging redherringsacrossthepath Usefalsesincerity,sendambiguoussignals,setupmisleadingobjectsof desire.Unabletodistinguishthegenuinefromthefalse,theycannotpickoutyourrealgoal.

TRANSGRESSIONOFTHELAW

Overseveralweeks,NinondeLenclos,themostinfamouscourtesanofseventeenth-centuryFrance, listenedpatientlyastheMarquisdeSevignéexplainedhisstrugglesinpursuingabeautifulbutdifficult youngcountess.Ninonwassixty-twoatthetime,andmorethanexperiencedinmattersoflove;the marquiswasaladoftwenty-two,handsome,dashing,buthopelesslyinexperiencedinromance.Atfirst Ninonwasamusedtohearthemarquistalkabouthismistakes,butfinallyshehadhadenough.Unableto bearineptitudeinanyrealm,leastofallinseducingawoman,shedecidedtotaketheyoungmanunder herwing First,hehadtounderstandthatthiswaswar,andthatthebeautifulcountesswasacitadelto whichhehadtolaysiegeascarefullyasanygeneral.Everystephadtobeplannedandexecutedwiththe utmostattentiontodetailandnuance.

Instructingthemarquistostartover,Ninontoldhimtoapproachthecountesswithabitofdistance,an airofnonchalance.Thenexttimethetwowerealonetogether,shesaid,hewouldconfideinthecountess aswouldafriendbutnotapotentiallover.Thiswastothrowheroffthescent.Thecountesswasno longertotakehisinterestinherforgranted perhapshewasonlyinterestedinfriendship.

Ninonplannedahead.Oncethecountesswasconfused,itwouldbetimetomakeherjealous.Atthe nextencounter,atamajorfêteinParis,themarquiswouldshowupwithabeautifulyoungwomanathis side.Thisbeautifulyoungwomanhadequallybeautifulfriends,sothatwhereverthecountesswouldnow seethemarquis,hewouldbesurroundedbythemoststunningyoungwomeninParis.Notonlywouldthe countessbeseethingwithjealousy,shewouldcometoseethemarquisassomeonewhowasdesiredby others.ItwashardforNinontomakethemarquisunderstand,butshepatientlyexplainedthatawoman whoisinterestedinamanwantstoseethatotherwomenareinterestedinhim,too.Notonlydoesthat givehiminstantvalue,itmakesitallthemoresatisfyingtosnatchhimfromtheirclutches.

Oncethecountesswasjealousbutintrigued,itwouldbetimetobeguileher.OnNinon’sinstructions, themarquiswouldfailtoshowupataffairswherethecountessexpectedtoseehim.Then,suddenly,he wouldappearatsalonshehadneverfrequentedbefore,butthatthecountessattendedoften.Shewouldbe unabletopredicthismoves.Allofthiswouldpushherintothestateofemotionalconfusionthatisa prerequisiteforsuccessfulseduction.

Thesemoveswereexecuted,andtookseveralweeks.Ninonmonitoredthemarquis’sprogress: Throughhernetworkofspies,sheheardhowthecountesswouldlaughalittleharderathiswitticisms, listenmorecloselytohisstories Sheheardthatthecountesswassuddenlyaskingquestionsabouthim Herfriendstoldherthatatsocialaffairsthecountesswouldoftenlookupatthemarquis,followinghis steps.Ninonfeltcertainthattheyoungwomanwasfallingunderhisspell.Itwasamatterofweeksnow, maybeamonthortwo,butifallwentsmoothly,thecitadelwouldfall.

PARTI:USEDECOYEDOBJECTSOFDESIREANDREDHERRINGSTO

Afewdayslaterthemarquiswasatthecountess’shome Theywerealone Suddenlyhewasadifferent man:Thistimeactingonhisownimpulse,ratherthanfollowingNinon’sinstructions,hetookthe countess’shandsandtoldherhewasinlovewithher.Theyoungwomanseemedconfused,areactionhe didnotexpect.Shebecamepolite,thenexcusedherself.Fortherestoftheeveningsheavoidedhiseyes, wasnottheretosaygood-nighttohim.Thenextfewtimeshevisitedhewastoldshewasnotathome. Whenshefinallyadmittedhimagain,thetwofeltawkwardanduncomfortablewitheachother.Thespell wasbroken.

Interpretation

NinondeLencloskneweverythingabouttheartoflove.Thegreatestwriters,thinkers,andpoliticiansof thetimehadbeenherlovers menlikeLaRochefoucauld,Molière,andRichelieu.Seductionwasagame toher,tobepracticedwithskill.Asshegotolder,andherreputationgrew,themostimportantfamiliesin Francewouldsendtheirsonstohertobeinstructedinmattersoflove.

Ninonknewthatmenandwomenareverydifferent,butwhenitcomestoseductiontheyfeelthesame: Deepdowninside,theyoftensensewhentheyarebeingseduced,buttheygiveinbecausetheyenjoythe feelingofbeingledalong Itisapleasuretoletgo,andtoallowtheotherpersontodetouryouintoa strangecountry.Everythinginseduction,however,dependsonsuggestion.Youcannotannounceyour intentionsorrevealthemdirectlyinwords.Insteadyoumustthrowyourtargetsoffthescent.Tosurrender toyourguidancetheymustbeappropriatelyconfused.Youhavetoscrambleyoursignals appear interestedinanothermanorwoman(thedecoy),thenhintatbeinginterestedinthetarget,thenfeign indifference,onandon.Suchpatternsnotonlyconfuse,theyexcite.

Imaginethisstoryfromthecountess’sperspective:Afterafewofthemarquis’smoves,shesensedthe marquiswasplayingsomesortofgame,butthegamedelightedher.Shedidnotknowwherehewas leadingher,butsomuchthebetter.Hismovesintriguedher,eachofthemkeepingherwaitingforthenext one sheevenenjoyedherjealousyandconfusion,forsometimesanyemotionisbetterthantheboredom ofsecurity.Perhapsthemarquishadulteriormotives;mostmendo.Butshewaswillingtowaitandsee, andprobablyifshehadbeenmadetowaitlongenough,whathewasuptowouldnothavemattered Themomentthemarquisutteredthatfatalword“love,”however,allwaschanged.Thiswasnolonger agamewithmoves,itwasanartlessshowofpassion.Hisintentionwasrevealed:Hewasseducingher. Thisputeverythinghehaddoneinanewlight.Allthatbeforehadbeencharmingnowseemeduglyand conniving;thecountessfeltembarrassedandused.Adoorclosedthatwouldneveropenagain.

Donotbeheldacheat,eventhoughitisimpossibletolivetodaywithoutbeingone. Letyourgreatestcunninglieincoveringupwhatlookslikecunning. BallasarGracián,1601-1658

OBSERVANCEOFTHELAW

In1850theyoungOttovonBismarck,thenathirty-five-year-olddeputyinthePrussianparliament,wasat aturningpointinhiscareer.Theissuesofthedayweretheunificationofthemanystates(including Prussia)intowhichGermanywasthendivided,andawaragainstAustria,thepowerfulneighbortothe souththathopedtokeeptheGermansweakandatodds,eventhreateningtointerveneiftheytriedtounite.

PrinceWilliam,nextinlinetobePrussia’sking,wasinfavorofgoingtowar,andtheparliamentrallied tothecause,preparedtobackanymobilizationoftroops.Theonlyonestoopposewarwerethepresent king,FrederickWilliamIV,andhisministers,whopreferredtoappeasethepowerfulAustrians.

Throughouthiscareer,Bismarckhadbeenaloyal,evenpassionatesupporterofPrussianmightand power.HedreamedofGermanunification,ofgoingtowaragainstAustriaandhumiliatingthecountry thatforsolonghadkeptGermanydivided.Aformersoldier,hesawwarfareasagloriousbusiness.

This,afterall,wasthemanwhoyearslaterwouldsay,“Thegreatquestionsofthetimewillbe decided,notbyspeechesandresolutions,butbyironandblood.”

Passionatepatriotandloverofmilitaryglory,Bismarckneverthelessgaveaspeechinparliamentatthe heightofthewarfeverthatastonishedallwhoheardit.“Woeuntothestatesman,”hesaid,“whomakes warwithoutareasonthatwillstillbevalidwhenthewarisover!Afterthewar,youwillalllook differentlyatthesequestions Willyouthenhavethecouragetoturntothepeasantcontemplatingtheashes ofhisfarm,tothemanwhohasbeencrippled,tothefatherwhohaslosthischildren?”Notonlydid Bismarckgoontotalkofthemadnessofthiswar,but,strangestofall,hepraisedAustriaanddefended heractions.Thiswentagainsteverythinghehadstoodfor.Theconsequenceswereimmediate.Bismarck wasagainstthewar whatcouldthispossiblymean?Otherdeputieswereconfused,andseveralofthem changedtheirvotes.Eventuallythekingandhisministerswonout,andwarwasaverted.

AfewweeksafterBismarck’sinfamousspeech,theking,gratefulthathehadspokenforpeace,made himacabinetminister.AfewyearslaterhebecamethePrussianpremier.Inthisroleheeventuallyled hiscountryandapeace-lovingkingintoawaragainstAustria,crushingtheformerempireand establishingamightyGermanstate,withPrussiaatitshead.

Interpretation

Atthetimeofhisspeechin1850,Bismarckmadeseveralcalculations.First,hesensedthatthePrussian military,whichhadnotkeptpacewithotherEuropeanarmies,wasunreadyforwar thatAustria,infact, mightverywellwin,adisastrousresultforthefuture.Second,ifthewarwerelostandBismarckhad supportedit,hiscareerwouldbegravelyjeopardized Thekingandhisconservativeministerswanted peace;Bismarckwantedpower.Theanswerwastothrowpeopleoffthescentbysupportingacausehe detested,sayingthingshewouldlaughatifsaidbyanother.Awholecountrywasfooled.Itwasbecause ofBismarck’sspeechthatthekingmadehimaminister,apositionfromwhichhequicklyrosetobeprime minister,attainingthepowertostrengthenthePrussianmilitaryandaccomplishwhathehadwantedall along:thehumiliationofAustriaandtheunificationofGermanyunderPrussia’sleadership.

Bismarckwascertainlyoneoftheclevereststatesmanwhoeverlived,amasterofstrategyand deception.Noonesuspectedwhathewasuptointhiscase.Hadheannouncedhisrealintentions,arguing thatitwasbettertowaitnowandfightlater,hewouldnothavewontheargument,sincemostPrussians wantedwaratthatmomentandmistakenlybelievedthattheirarmywassuperiortotheAustrians.Hadhe playeduptotheking,askingtobemadeaministerinexchangeforsupportingpeace,hewouldnothave succeededeither:Thekingwouldhavedistrustedhisambitionanddoubtedhissincerity

Bybeingcompletelyinsincereandsendingmisleadingsignals,however,hedeceivedeveryone, concealedhispurpose,andattainedeverythinghewanted.Suchisthepowerofhidingyourintentions.

KEYSTOPOWER

Mostpeopleareopenbooks.Theysaywhattheyfeel,blurtouttheiropinionsateveryopportunity,and constantlyrevealtheirplansandintentions.Theydothisforseveralreasons.First,itiseasyandnatural toalwayswanttotalkaboutone’sfeelingsandplansforthefuture.Ittakesefforttocontrolyourtongue andmonitorwhatyoureveal.Second,manybelievethatbybeinghonestandopentheyarewinning people’sheartsandshowingtheirgoodnature.Theyaregreatlydeluded.Honestyisactuallyablunt instrument,whichbloodiesmorethanitcuts Yourhonestyislikelytooffendpeople;itismuchmore prudenttotailoryourwords,tellingpeoplewhattheywanttohearratherthanthecoarseanduglytruthof whatyoufeelorthink.Moreimportant,bybeingunabashedlyopenyoumakeyourselfsopredictableand familiarthatitisalmostimpossibletorespectorfearyou,andpowerwillnotaccruetoapersonwho cannotinspiresuchemotions.

Ifyouyearnforpower,quicklylayhonestyaside,andtrainyourselfintheartofconcealingyour intentions.Mastertheartandyouwillalwayshavetheupperhand.Basictoanabilitytoconcealone’s intentionsisasimpletruthabouthumannature:Ourfirstinstinctistoalwaystrustappearances.We cannotgoarounddoubtingtherealityofwhatweseeandhear constantlyimaginingthatappearances concealedsomethingelsewouldexhaustandterrifyus.Thisfactmakesitrelativelyeasytoconcealone’s intentions.Simplydangleanobjectyouseemtodesire,agoalyouseemtoaimfor,infrontofpeople’s eyesandtheywilltaketheappearanceforreality Oncetheireyesfocusonthedecoy,theywillfailto noticewhatyouarereallyupto.Inseduction,setupconflictingsignals,suchasdesireandindifference, andyounotonlythrowthemoffthescent,youinflametheirdesiretopossessyou.

Atacticthatisofteneffectiveinsettinguparedherringistoappeartosupportanideaorcausethatis actuallycontrarytoyourownsentiments.(Bismarckusedthistogreateffectinhisspeechin1850.)Most peoplewillbelieveyouhaveexperiencedachangeofheart,sinceitissounusualtoplaysolightlywith somethingasemotionalasone’sopinionsandvalues.Thesameappliesforanydecoyedobjectofdesire: Seemtowantsomethinginwhichyouareactuallynotatallinterestedandyourenemieswillbethrown offthescent,makingallkindsoferrorsintheircalculations.

DuringtheWaroftheSpanishSuccessionin1711,theDukeofMarlborough,headoftheEnglisharmy, wantedtodestroyakeyFrenchfort,becauseitprotectedavitalthoroughfareintoFrance.Yetheknew thatifhedestroyedit,theFrenchwouldrealizewhathewanted toadvancedownthatroad Instead, then,hemerelycapturedthefort,andgarrisoneditwithsomeofhistroops,makingitappearasifhe wanteditforsomepurposeofhisown.TheFrenchattackedthefortandthedukeletthemrecaptureit. Oncetheyhaditback,though,theydestroyedit,figuringthatthedukehadwanteditforsomeimportant reason.Nowthatthefortwasgone,theroadwasunprotected,andMarlboroughcouldeasilymarchinto France.

Usethistacticinthefollowingmanner:Hideyourintentionsnotbyclosingup(withtheriskof appearingsecretive,andmakingpeoplesuspicious)butbytalkingendlesslyaboutyourdesiresandgoals justnotyourrealones.Youwillkillthreebirdswithonestone:Youappearfriendly,open,and trusting;youconcealyourintentions;andyousendyourrivalsontime-consumingwild-goosechases. Anotherpowerfultoolinthrowingpeopleoffthescentisfalsesincerity.Peopleeasilymistake sincerityforhonesty Remember theirfirstinstinctistotrustappearances,andsincetheyvaluehonesty andwanttobelieveinthehonestyofthosearoundthem,theywillrarelydoubtyouorseethroughyour act.Seemingtobelievewhatyousaygivesyourwordsgreatweight.ThisishowIagodeceivedand destroyedOthello:Giventhedepthofhisemotions,theapparentsincerityofhisconcernsaboutDesde mona’ssupposedinfidelity,howcouldOthellodistrusthim?ThisisalsohowthegreatconartistYellow KidWeilpulledthewooloversuckers’eyes:Seemingtobelievesodeeplyinthedecoyedobjecthewas danglinginfrontofthem(aphonystock,atoutedracehorse),hemadeitsrealityhardtodoubt.Itis

important,ofcourse,nottogotoofarinthisarea Sincerityisatrickytool:Appearoverpassionateand youraisesuspicions.Bemeasuredandbelievableoryourrusewillseemtheput-onthatitis.

Tomakeyourfalsesincerityaneffectiveweaponinconcealingyourintentions,espouseabeliefin honestyandforthrightnessasimportantsocialvalues.Dothisaspubliclyaspossible.Emphasizeyour positiononthissubjectbyoccasionallydivulgingsomeheartfeltthought thoughonlyonethatisactually meaninglessorirrelevant,ofcourse.Napoleon’sministerTalleyrandwasamasterattakingpeopleinto hisconfidencebyrevealingsomeapparentsecret.Thisfeignedconfidence adecoy wouldthenelicita realconfidenceontheotherperson’spart.

Remember:Thebestdeceiversdoeverythingtheycantocloaktheirroguishqualities.Theycultivatean airofhonestyinoneareatodisguisetheirdishonestyinothers.Honestyismerelyanotherdecoyintheir arsenalofweapons.

Deceptionisalwaysthebeststrategy,butthebestdeceptionsrequireascreenofsmoketodistract peopleattentionfromyourrealpurpose.Theblandexterior liketheunreadablepokerface isoften theperfectsmokescreen,hidingyourintentionsbehindthecomfortableandfamiliar.Ifyouleadthe suckerdownafamiliarpath,hewon’tcatchonwhenyouleadhimintoatrap.

OBSERVANCEOFTHELAWI

In1910,aMr.SamGeezilofChicagosoldhiswarehousebusinessforcloseto$1million.Hesettled downtosemiretirementandthemanagingofhismanyproperties,butdeepinsideheitchedfortheold daysofdeal-making.OnedayayoungmannamedJosephWeilvisitedhisoffice,wantingtobuyan apartmenthehadupforsale Geezilexplainedtheterms:Thepricewas$8,000,butheonlyrequireda downpaymentof$2,000.Weilsaidhewouldsleeponit,buthecamebackthefollowingdayandoffered topaythefull$8,000incash,ifGeezilcouldwaitacoupleofdays,untiladealWeilwasworkingon camethrough.Eveninsemiretirement,acleverbusinessmanlikeGeezilwascuriousastohowWeil wouldbeabletocomeupwithsomuchcash(roughly$150,000today)soquickly.Weilseemedreluctant tosay,andquicklychangedthesubject,butGeezilwaspersistent.Finally,afterassurancesof confidentiality,WeiltoldGeezilthefollowingstory.

THEKINGOFISRAELIGNSWORSHIPOFTHE

ThenJehuassembledallthepeople,andsaidtothem,“AhabservedBa‘alalittle;butJehuwillserve himmuchmore.NowthereforecalltomealltheprophetsofBa’al,allhisworshippersandallhis priests;letnonebemissing,forIhaveagreatsacrificetooffertoBa‘al;whoeverismissingshallnot live”ButJehudiditwithcunninginordertodestroytheworshippersofBa’al AndJehuordered, “SanctifyasolemnassemblyforBa‘al.”Sotheyproclaimedit.AndJehusentthroughoutallIsrael; andalltheworshippersofBa’alcame,sothattherewasnotamanleftwhodidnotcome.Andthey enteredthehouseofBa‘al,andthehouseofBa’alwasfilledfromoneendtotheother....ThenJehu wentintothehouseofBa‘al...andhesaidtotheworshippersofBa’al,“Search,andseethatthereis noservantoftheLORDhereamongyou,butonlytheworshippersofBa‘al.“Thenhewentintooffer sacrificesandburntofferings NowJehuhadstationedeightymenoutside,andsaid,”Themanwho allowsanyofthosewhomIgiveintoyourhandstoescapeshallforfeithislife.“Soassoonashehad madeanendofofferingtheburntoffering,Jehusaidtotheguardandtotheofficers,”Goinandslay them;letnotamanescape.”Sowhentheyputthemtothesword,theguardandtheofficerscastthem outandwentintotheinnerroomofthehouseofBa’alandtheybroughtoutthepillarthatwasinthe houseofBa‘alandburnedit AndtheydemolishedthepillarofBa’alanddemolishedthehouseof Ba‘al,andmadeitalatrinetothisday.ThusJehuwipedoutBa’alfromIsrael.

OLDTESTAMENT,2KINGS10:18-28

Weil’sunclewasthesecretarytoacoterieofmultimillionairefinanciers.Thesewealthygentlemenhad purchasedahuntinglodgeinMichigantenyearsago,atacheapprice.Theyhadnotusedthelodgefora fewyears,sotheyhaddecidedtosellitandhadaskedWeil’suncletogetwhateverhecouldforit.For

PARTII:USESMOKESCREENSTODISGUISEYOURACTIONS

reasons goodreasons ofhisown,theunclehadbeennursingagrudgeagainstthemillionairesfor years;thiswashischancetogetbackatthem.Hewouldsellthepropertyfor$35,000toasetupman (whomitwasWeil’sjobtofind).Thefinanciersweretoowealthytoworryaboutthislowprice.Thesetupmanwouldthenturnaroundandsellthepropertyagainforitsrealprice,around$155,000.Theuncle, Weil,andthethirdmanwouldsplittheprofitsfromthissecondsale.Itwasalllegalandforagoodcause theuncle’sjustretribution.

Geezilhadheardenough:Hewantedtobetheset-upbuyer.Weilwasreluctanttoinvolvehim,but Geezilwouldnotbackdown:Theideaofalargeprofit,plusalittleadventure,hadhimchampingatthe bit.WeilexplainedthatGeezilwouldhavetoputupthe$35,000incashtobringthedealoff.Geezil,a millionaire,saidhecouldgetthemoneywithasnapofhisfingers.Weilfinallyrelentedandagreedto arrangeameetingbetweentheuncle,Geezil,andthefinanciers,inthetownofGalesburg,Illinois.

OnthetrainridetoGalesburg,Geezilmettheuncle animpressiveman,withwhomheavidly discussedbusiness.Weilalsobroughtalongacompanion,asomewhatpaunchymannamedGeorge Gross.WeilexplainedtoGeezilthathehimselfwasaboxingtrainer,thatGrosswasoneofthepromising prizefightershetrained,andthathehadaskedGrosstocomealongtomakesurethefighterstayedin shape.Forapromisingfighter,Grosswasunimpressivelooking hehadgrayhairandabeerbelly but Geezilwassoexcitedaboutthedealthathedidn’treallythinkabouttheman’sflabbyappearance.

OnceinGalesburg,WeilandhisunclewenttofetchthefinancierswhileGeezilwaitedinahotelroom withGross,whopromptlyputonhisboxingtrunks.AsGeezilhalfwatched,Grossbegantoshadowbox. Distractedashewas,Geezilignoredhowbadlytheboxerwheezedafterafewminutesofexercise, althoughhisstyleseemedrealenough.Anhourlater,Weilandhisunclereappearedwiththefinanciers, animpressive,intimidatinggroupofmen,allwearingfancysuits.Themeetingwentwellandthe financiersagreedtosellthelodgetoGeezil,whohadalreadyhadthe$35,000wiredtoalocalbank

Thisminorbusinessnowsettled,thefinancierssatbackintheirchairsandbegantobanterabouthigh finance,throwingoutthename“J.P.Morgan”asiftheyknewtheman.Finallyoneofthemnoticedthe boxerinthecorneroftheroom.Weilexplainedwhathewasdoingthere.Thefinanciercounteredthathe toohadaboxerinhisentourage,whomhenamed.Weillaughedbrazenlyandexclaimedthathisman couldeasilyknockouttheirman.Conversationescalatedintoargument.Intheheatofpassion,Weil challengedthementoabet.Thefinancierseagerlyagreedandlefttogettheirmanreadyforafightthe nextday.

Assoonastheyhadleft,theuncleyelledatWeil,rightinfrontofGeezil;Theydidnothaveenough moneytobetwith,andoncethefinanciersdiscoveredthis,theunclewouldbefired.Weilapologizedfor gettinghiminthismess,buthehadaplan:Heknewtheotherboxerwell,andwithalittlebribe,they couldfixthefight Butwherewouldthemoneycomefromforthebet?theunclereplied Withoutitthey wereasgoodasdead.FinallyGeezilhadheardenough.Unwillingtojeopardizehisdealwithanyill will,heofferedhisown$35,000cashforpartofthebet.Evenifhelostthat,hewouldwireformore moneyandstillmakeaprofitonthesaleofthelodge.Theuncleandnephewthankedhim.Withtheirown $15,000andGeezil’s$35,000theywouldmanagetohaveenoughforthebet.Thatevening,asGeezil watchedthetwoboxersrehearsethefixinthehotelroom,hismindreeledatthekillinghewasgoingto makefromboththeboxingmatchandthesaleofthelodge.

Thefighttookplaceinagymthenextday.Weilhandledthecash,whichwasplacedforsecurityina lockedbox.Everythingwasproceedingasplannedinthehotelroom.Thefinancierswerelookingglumat howbadlytheirfighterwasdoing,andGeezilwasdreamingabouttheeasymoneyhewasabouttomake. Then,suddenly,awildswingbythefinancier’sfighterhitGrosshardintheface,knockinghimdown. Whenhehitthecanvas,bloodspurtedfromhismouth Hecoughed,thenlaystill Oneofthefinanciers,a

formerdoctor,checkedhispulse;hewasdead Themillionairespanicked:Everyonehadtogetoutbefore thepolicearrived-theycouldallbechargedwithmurder.

Terrified,GeezilhightaileditoutofthegymandbacktoChicago,leavingbehindhis$35,000whichhe wasonlytoogladtoforget,foritseemedasmallpricetopaytoavoidbeingimplicatedinacrime.He neverwantedtoseeWeiloranyoftheothersagain.

AfterGeezilscurriedout,Grossstoodup,underhisownsteam.Thebloodthathadspurtedfromhis mouthcamefromaballfilledwithchickenbloodandhotwaterthathehadhiddeninhischeek.The wholeaffairhadbeenmastermindedbyWeil,betterknownas“theYellowKid,”oneofthemostcreative conartistsinhistory.Weilsplitthe$35,000withthefinanciersandtheboxers(allfellowconartists) a nicelittleprofitforafewdays’work.

SNBROAD

Thismeanstocreateafrontthateventuallybecomesimbuedwithanatmosphereorimpressionof familiarity,withinwhichthestrategistmaymaneuverunseenwhilealleyesaretrainedtoseeobvious familiarities.“THETHIRTY-SIXSTRATEGIES.”QUOTEDINTHFJAPANESEARTOFWAR. THOMASCLEARY,1991

Interpretation

TheYellowKidhadstakedoutGeezilastheperfectsuckerlongbeforehesetupthecon.Heknewthe boxing-matchscamwouldbetheperfectrusetoseparateGeezilfromhismoneyquicklyanddefinitively. ButhealsoknewthatifhehadbegunbytryingtointerestGeezilintheboxingmatch,hewouldhave failedmiserably.Hehadtoconcealhisintentionsandswitchattention,createasmokescreen inthis casethesaleofthelodge.

OnthetrainrideandinthehotelroomGeezil’smindhadbeencompletelyoccupiedwiththepending deal,theeasymoney,thechancetohobnobwithwealthymen.HehadfailedtonoticethatGrosswasout ofshapeandmiddle-agedatbest.Suchisthedistractingpowerofasmokescreen.Engrossedinthe businessdeal,Geezil’sattentionwaseasilydivertedtotheboxingmatch,butonlyatapointwhenitwas alreadytoolateforhimtonoticethedetailsthatwouldhavegivenGrossaway Thematch,afterall,now dependedonabriberatherthanontheboxer’sphysicalcondition.AndGeezilwassodistractedatthe endbytheillusionoftheboxer’sdeaththathecompletelyforgotabouthismoney.

LearnfromtheYellowKid:Thefamiliar,inconspicuousfrontistheperfectsmokescreen.Approach yourmarkwithanideathatseemsordinaryenough abusinessdeal,financialintrigue.Thesucker’s mindisdistracted,hissuspicionsallayed.Thatiswhenyougentlyguidehimontothesecondpath,the slipperyslopedownwhichheslideshelplesslyintoyourtrap.

OBSERVANCEOFTHELAWII

Inthemid-1920s,thepowerfulwarlordsofEthiopiawerecomingtotherealizationthatayoungmanof thenobilitynamedHaileSelassie,alsoknownasRasTafari,wasoutcompetingthemallandnearingthe pointwherehecouldproclaimhimselftheirleader,unifyingthecountryforthefirsttimeindecades.Most ofhisrivalscouldnotunderstandhowthiswispy,quiet,mild-manneredmanhadbeenabletotake

control Yetin1927,Selassiewasabletosummonthewarlords,oneatatime,tocometoAddisAbaba todeclaretheirloyaltyandrecognizehimasleader.

Somehurried,somehesitated,butonlyone,DejazmachBalchaofSidamo,dareddefySelassietotally. Ablusteryman,Balchawasagreatwarrior,andheconsideredthenewleaderweakandunworthy.He pointedlystayedawayfromthecapital.FinallySelassie,inhisgentlebutstemway,commandedBalcha tocome.Thewarlorddecidedtoobey,butindoingsohewouldturnthetablesonthispretendertothe Ethiopianthrone:HewouldcometoAddisAbabaathisownspeed,andwithanarmyof10,000men,a forcelargeenoughtodefendhimself,perhapsevenstartacivilwar.Stationingthisformidableforceina valleythreemilesfromthecapital,hewaited,asakingwould.Selassiewouldhavetocometohim. Selassiedidindeedsendemissaries,askingBalchatoattendanafternoonbanquetinhishonor.But Balcha,nofool,knewhistory heknewthatpreviouskingsandlordsofEthiopiahadusedbanquetsasa trap Oncehewasthereandfullofdrink,Selassiewouldhavehimarrestedormurdered Tosignalhis understandingofthesituation,heagreedtocometothebanquet,butonlyifhecouldbringhispersonal bodyguard 600ofhisbestsoldiers,allarmedandreadytodefendhimandthemselves.ToBalcha’s surprise,Selassieansweredwiththeutmostpolitenessthathewouldbehonoredtoplayhosttosuch warriors.

Onthewaytothebanquet,Balchawarnedhissoldiersnottogetdrunkandtobeontheirguard.When theyarrivedatthepalace,Selassiewashischarmingbest.HedeferredtoBalcha,treatedhimasifhe desperatelyneededhisapprovalandcooperation.ButBalcharefusedtobecharmed,andhewarned Selassiethatifhedidnotreturntohiscampbynightfall,hisarmyhadorderstoattackthecapital. Selassiereactedasifhurtbyhismistrust.Overthemeal,whenitcametimeforthetraditionalsingingof songsinhonorofEthiopia’sleaders,hemadeapointofallowingonlysongshonoringthewarlordof Sidamo ItseemedtoBalchathatSelassiewasscared,intimidatedbythisgreatwarriorwhocouldnotbe outwitted.Sensingthechange,Balchabelievedthathewouldbetheonetocalltheshotsinthedaysto come.

Attheendoftheafternoon,Balchaandhissoldiersbegantheirmarchbacktocampamidstcheersand gunsalutes.Lookingbacktothecapitaloverhisshoulder,heplannedhisstrategy howhisownsoldiers wouldmarchthroughthecapitalintriumphwithinweeks,andSelassiewouldbeputinhisplace,his placebeingeitherprisonordeath.WhenBalchacameinsightofhiscamp,however,hesawthat somethingwasterriblywrong.Wherebeforetherehadbeencolorfultentsstretchingasfarastheeye couldsee,nowtherewasnothing,onlysmokefromdousedfires.Whatdevil’smagicwasthis?

AwitnesstoldBalchawhathadhappened.Duringthebanquet,alargearmy,commandedbyanallyof Selassie’s,hadstolenuponBalcha’sencampmentbyasideroutehehadnotseen.Thisarmyhadnot cometofight,however:KnowingthatBalchawouldhaveheardanoisybattleandhurriedbackwithhis 600-manbodyguard,Selassiehadarmedhisowntroopswithbasketsofgoldandcash.Theyhad surroundedBalcha’sarmyandproceededtopurchaseeverylastoneoftheirweapons.Thosewhorefused wereeasilyintimidated.Withinafewhours,Balcha’sentireforcehadbeendisarmedandscatteredinall directions.

Realizinghisdanger,Balchadecidedtomarchsouthwithhis600soldierstoregroup,butthesame armythathaddisarmedhissoldiersblockedhisway.Theotherwayoutwastomarchonthecapital,but Selassiehadsetalargearmytodefendit.Likeachessplayer,hehadpredictedBalcha’smoves,andhad checkmatedhim.Forthefirsttimeinhislife,Balchasurrendered.Torepenthissinsofprideand ambition,heagreedtoenteramonastery.

Interpretation

ThroughoutSelassie’slongreign,noonecouldquitefigurehimout.Ethiopiansliketheirleadersfierce, butSelassie,whoworethefrontofagentle,peace-lovingman,lastedlongerthananyofthem.Never angryorimpatient,heluredhisvictimswithsweetsmiles,lullingthemwithcharmandobsequiousness beforeheattacked.InthecaseofBalcha,Selassieplayedontheman’swariness,hissuspicionthatthe banquetwasatrap whichinfactitwas,butnottheoneheexpected.Selassie’swayofallaying Balcha’sfears lettinghimbringhisbodyguardtothebanquet,givinghimtopbillingthere,makinghim feelincontrol createdathicksmokescreen,concealingtherealactionthreemilesaway.

Remember:Theparanoidandwaryareoftentheeasiesttodeceive.Wintheirtrustinoneareaandyou haveasmokescreenthatblindstheirviewinanother,lettingyoucreepupandlevelthemwitha devastatingblow.Ahelpfulorapparentlyhonestgesture,oronethatimpliestheotherperson’s superiority theseareperfectdiversionarydevices.

Properlysetup,thesmokescreenisaweaponofgreatpower.ItenabledthegentleSelassietototally destroyhisenemy,withoutfiringasinglebullet.

DonotunderestimatethepowerofTafari.Hecreeps likeamousebuthehasjawslikealion. BachaofSidamo’slastworldsbeforeenteringthemonastery

KEYSTOPOWER

Ifyoubelievethatdeceiversarecolorfulfolkwhomisleadwithelaborateliesandtalltales,youare greatlymistaken.Thebestdeceiversutilizeablandandinconspicuousfrontthatcallsnoattentionto themselves.Theyknowthatextravagantwordsandgesturesimmediatelyraisesuspicion.Instead,they enveloptheirmarkinthefamiliar,thebanal,theharmless.InYellowKidWeil’sdealingswithSam Geezil,thefamiliarwasabusinessdeal IntheEthiopiancase,itwasSelassie’smisleading obsequiousness exactlywhatBalchawouldhaveexpectedfromaweakerwarlord.

Onceyouhavelulledyoursuckers’attentionwiththefamiliar,theywillnotnoticethedeceptionbeing perpetratedbehindtheirbacks.Thisderivesfromasimpletruth:peoplecanonlyfocusononethingata time.Itisreallytoodifficultforthemtoimaginethattheblandandharmlesspersontheyaredealingwith issimultaneouslysettingupsomethingelse.Thegrayerandmoreuniformthesmokeinyoursmokescreen, thebetteritconcealsyourintentions.InthedecoyandredherringdevicesdiscussedinPartI,youactively distractpeople;inthesmokescreen,youlullyourvictims,drawingthemintoyourweb.Becauseitisso hypnotic,thisisoftenthebestwayofconcealingyourintentions.

Thesimplestformofsmokescreenisfacialexpression.Behindabland,unreadableexterior,allsorts ofmayhemcanbeplanned,withoutdetection.Thisisaweaponthatthemostpowerfulmeninhistory havelearnedtoperfect ItwassaidthatnoonecouldreadFranklinD Roosevelt’sface BaronJames Rothschildmadealifelongpracticeofdisguisinghisrealthoughtsbehindblandsmilesandnondescript looks.StendhalwroteofTalleyrand,“Neverwasafacelessofabarometer.”HenryKissingerwould borehisopponentsaroundthenegotiatingtabletotearswithhismonotonousvoice,hisblanklook,his endlessrecitationsofdetails;then,astheireyesglazedover,hewouldsuddenlyhitthemwithalistof boldterms.Caughtoff-guard,theywouldbeeasilyintimidated.Asonepokermanualexplainsit,“While

playinghishand,thegoodplayerisseldomanactor Insteadhepracticesablandbehaviorthatminimizes readablepatterns,frustratesandconfusesopponents,permitsgreaterconcentration.”

Anadaptableconcept,thesmokescreencanbepracticedonanumberoflevels,allplayingonthe psychologicalprinciplesofdistractionandmisdirection.Oneofthemosteffectivesmokescreensisthe noblegesture.Peoplewanttobelieveapparentlynoblegesturesaregenuine,forthebeliefispleasant. Theyrarelynoticehowdeceptivethesegesturescanbe.

TheartdealerJosephDuveenwasonceconfrontedwithaterribleproblem.Themillionaireswhohad paidsodearlyforDuveen’spaintingswererunningoutofwallspace,andwithinheritancetaxesgetting everhigher,itseemedunlikelythattheywouldkeepbuying.ThesolutionwastheNationalGalleryofArt inWashington,D.C.,whichDuveenhelpedcreatein1937bygettingAndrewMellontodonatehis collectiontoit.TheNationalGallerywastheperfectfrontforDuveen.Inonegesture,hisclientsavoided taxes,clearedwallspacefornewpurchases,andreducedthenumberofpaintingsonthemarket, maintainingtheupwardpressureontheirprices.Allthiswhilethedonorscreatedtheappearanceofbeing publicbenefactors.

Anothereffectivesmokescreenisthepattern,theestablishmentofaseriesofactionsthatseducethe victimintobelievingyouwillcontinueinthesameway.Thepatternplaysonthepsychologyof anticipation:Ourbehaviorconformstopatterns,orsoweliketothink.

In1878theAmericanrobberbaronJayGouldcreatedacompanythatbegantothreatenthemonopoly ofthetelegraphcompanyWesternUnion.ThedirectorsofWesternUniondecidedtobuyGould’s companyup theyhadtospendaheftysum,buttheyfiguredtheyhadmanagedtoridthemselvesofan irritatingcompetitor.Afewmonthslater,though,Gouldwasitatagain,complaininghehadbeentreated unfairly.HestartedupasecondcompanytocompetewithWesternUnionanditsnewacquisition.The samethinghappenedagain:WesternUnionboughthimouttoshuthimup Soonthepatternbeganforthe thirdtime,butnowGouldwentforthejugular:Hesuddenlystagedabloodytakeoverstruggleand managedtogaincompletecontrolofWesternUnion.Hehadestablishedapatternthathadtrickedthe company’sdirectorsintothinkinghisgoalwastobeboughtoutatahandsomerate.Oncetheypaidhim off,theyrelaxedandfailedtonoticethathewasactuallyplayingforhigherstakes.Thepatternis powerfulinthatitdeceivestheotherpersonintoexpectingtheoppositeofwhatyouarereallydoing.

Anotherpsychologicalweaknessonwhichtoconstructasmokescreenisthetendencytomistake appearancesforreality thefeelingthatifsomeoneseemstobelongtoyourgroup,theirbelongingmust bereal.Thishabitmakestheseamlessblendaveryeffectivefront.Thetrickissimple:Yousimplyblend inwiththosearoundyou.Thebetteryoublend,thelesssuspiciousyoubecome.DuringtheColdWarof the1950sand’60s,asisnownotorious,aslewofBritishcivilservantspassedsecretstotheSoviets. Theywentundetectedforyearsbecausetheywereapparentlydecentchaps,hadgonetoalltheright schools,andfittheold-boynetworkperfectly.Blendinginistheperfectsmokescreenforspying.The betteryoudoit,thebetteryoucanconcealyourintentions.

Remember:Ittakespatienceandhumilitytodullyourbrilliantcolors,toputonthemaskofthe inconspicuous.Donotdespairathavingtowearsuchablandmask itisoftenyourunreadabilitythat drawspeopletoyouandmakesyouappearapersonofpower.

Image:ASheep’sSkin. Asheepnevermarauds, asheepneverdeceives, asheepismagnificently dumbanddocile.Witha sheepskinonhisback,

afoxcanpassright intothechickencoop.

Authority:Haveyoueverheardofaskillfulgeneral,whointendstosurpriseacitadel,announcinghis plantohisenemy?Concealyourpurposeandhideyourprogress;donotdisclosetheextentofyour designsuntiltheycannotbeopposed,untilthecombatisover.Winthevictorybeforeyoudeclarethe war.Inaword,imitatethosewarlikepeoplewhosedesignsarenotknownexceptbytheravagedcountry throughwhichtheyhavepassed.(NinondeLenclos,1623-1706)

REVERSAL

Nosmokescreen,redherring,falsesincerity,oranyotherdiversionarydevicewillsucceedinconcealing yourintentionsifyoualreadyhaveanestablishedreputationfordeception.Andasyougetolderand achievesuccess,itoftenbecomesincreasinglydifficulttodisguiseyourcunning.Everyoneknowsyou practicedeception;persistinplayingnaiveandyouruntheriskofseemingtherankesthypocrite,which willseverelylimityourroomtomaneuver.Insuchcasesitisbettertoownup,toappearthehonestrogue, or,better,therepentantrogue.Notonlywillyoubeadmiredforyourfrankness,but,mostwonderfuland strangeofall,youwillbeabletocontinueyourstratagems.

AsP.T.Barnum,thenineteenth-centurykingofhumbuggery,grewolder,helearnedtoembracehis reputationasagranddeceiver.AtonepointheorganizedabuffalohuntinNewJersey,completewith Indiansandafewimportedbuffalo.Hepublicizedthehuntasgenuine,butitcameoffassocompletely fakethatthecrowd,insteadofgettingangryandaskingfortheirmoneyback,wasgreatlyamused They knewBarnumpulledtricksallthetime;thatwasthesecretofhissuccess,andtheylovedhimforit. Learningalessonfromthisaffair,Barnumstoppedconcealingallofhisdevices,evenrevealinghis deceptionsinatell-allautobiography.AsKierkegaardwrote,“Theworldwantstobedeceived.”

Finally,althoughitiswisertodivertattentionfromyourpurposesbypresentingabland,familiar exterior,therearetimeswhenthecolorful,conspicuousgestureistherightdiversionarytactic.Thegreat charlatanmountebanksofseventeenth-andeighteenth-centuryEuropeusedhumorandentertainmentto deceivetheiraudiences.Dazzledbyagreatshow,thepublicwouldnotnoticethecharlatans’real intentions.Thusthestarcharlatanhimselfwouldappearintowninanight-blackcoachdrawnbyblack horses.Clowns,tightropewalkers,andstarentertainerswouldaccompanyhim,pullingpeopleintohis demonstrationsofelixirsandquackpotions.Thecharlatanmadeentertainmentseemlikethebusinessof theday;thebusinessofthedaywasactuallythesaleoftheelixirsandquackpotions

Spectacleandentertainment,clearly,areexcellentdevicestoconcealyourintentions,buttheycannot beusedindefinitely.Thepublicgrowstiredandsuspicious,andeventuallycatchesontothetrick.And indeedthecharlatanshadtomovequicklyfromtowntotown,beforewordspreadthatthepotionswere uselessandtheentertainmentatrick.Powerfulpeoplewithblandexteriors,ontheotherhand the Talleyrands,theRothschilds,theSelassies canpracticetheirdeceptionsinthesameplacethroughout theirlifetimes.Theiractneverwearsthin,andrarelycausessuspicion.Thecolorfulsmokescreenshould beusedcautiously,then,andonlywhentheoccasionisright.

ALWAYSSAYLESSTHANNECESSARY

JUDGMENT

Whenyouaretryingtoimpresspeoplewithwords,themoreyousay,themorecommonyouappear, andthelessincontrol.Evenifyouaresayingsomethingbanal,itwillseemoriginalifyoumakeit vague,open-ended,andsphinxlike.Powerfulpeopleimpressandintimidatebysayingless.Themore yousay,themorelikelyyouaretosaysomethingfoolish.

TRANSGRESSIONOFTHELAW

GnaeusMarcius,alsoknownasCoriolanus,wasagreatmilitaryheroofancientRome.Inthefirsthalfof thefifthcenturyB.C.hewonmanyimportantbattles,savingthecityfromcalamitytimeandtimeagain. Becausehespentmostofhistimeonthebattlefield,fewRomansknewhimpersonally,makinghim somethingofalegendaryfigure

In454B.C.,Coriolanusdecideditwastimetoexploithisreputationandenterpolitics.Hestoodfor electiontothehighrankofconsul.Candidatesforthispositiontraditionallymadeapublicaddressearly intherace,andwhenCoriolanuscamebeforethepeople,hebeganbydisplayingthedozensofscarshe hadaccumulatedoverseventeenyearsoffightingforRome.Fewinthecrowdreallyheardthelengthy speechthatfollowed;thosescars,proofofhisvalorandpatriotism,movedthepeopletotears. Coriolanus’selectionseemedcertain.

Whenthepollingdayarrived,however,Coriolanusmadeanentryintotheforumescortedbytheentire senateandbythecity’spatricians,thearistocracy.Thecommonpeoplewhosawthisweredisturbedby suchablusteringshowofconfidenceonelectionday.

AndthenCoriolanusspokeagain,mostlyaddressingthewealthycitizenswhohadaccompaniedhim. Hiswordswerearrogantandinsolent Claimingcertainvictoryinthevote,heboastedofhisbattlefield exploits,madesourjokesthatappealedonlytothepatricians,voicedangryaccusationsagainsthis opponents,andspeculatedonthericheshewouldbringtoRome.Thistimethepeoplelistened:Theyhad notrealizedthatthislegendarysoldierwasalsoacommonbraggart.

Downonhisluck,[thescreenwriter] MichaelArlenwenttoNewYorkin1944.Todrownhissorrows hepaidavisittothefamousrestaurant“21.”Inthelobby,heranintoSamGoldwyn,whoofferedthe somewhatimpracticaladvicethatheshouldbuyracehorses.AtthebarArlenmetLouisB.Mayer,an oldacquaintance,whoaskedhimwhatwerehisplansforthefuture “IwasjusttalkingtoSam Goldwyn...”beganArlen.“Howmuchdidheofferyou?”interruptedMayer.“Notenough,”he repliedevasively.“Wouldyoutakefifteenthousandforthirtyweeks?”askedMayer.Nohesitationthis time.“Yes,”saidArlen.

THELITTLE,BROWNBOOKOFANECDOTES,CLIFTONFADIMAN,ED.,1985

LAW4

NewsofCoriolanus’ssecondspeechspreadquicklythroughRome,andthepeopleturnedoutingreat numberstomakesurehewasnotelected.Defeated,Coriolanusreturnedtothebattlefield,bitterand vowingrevengeonthecommonfolkwhohadvotedagainsthim.Someweekslateralargeshipmentof grainarrivedinRome.Thesenatewasreadytodistributethisfoodtothepeople,forfree,butjustasthey werepreparingtovoteonthequestionCoriolanusappearedonthesceneandtookthesenatefloor.The distribution,heargued,wouldhaveaharmfuleffectonthecityasawhole Severalsenatorsappeared wonover,andthevoteonthedistributionfellintodoubt.Coriolanusdidnotstopthere:Hewentonto condemntheconceptofdemocracyitself.Headvocatedgettingridofthepeople’srepresentatives the tribunes andturningoverthegoverningofthecitytothepatricians.

Oneoft-toldtaleaboutKissinger...involvedareportthatWinstonLordhadworkedonfordays.After givingittoKissinger,hegotitbackwiththenotation,“Isthisthebestyoucando?”Lordrewroteand polishedandfinallyresubmittedit;backitcamewiththesamecurtquestion.Afterredraftingitone moretime andonceagaingettingthesamequestionfromKissinger-Lordsnapped,“Damnit,yes, it’sthebestIcando.”TowhichKissingerreplied:“Fine,thenIguessI’llreaditthistime.”

KISSINGER.WALTERISAACSON,1992

WhenwordofCoriolanus’slatestspeechreachedthepeople,theirangerknewnobounds.Thetribunes weresenttothesenatetodemandthatCoriolanusappearbeforethem.Herefused.Riotsbrokeoutall overthecity.Thesenate,fearingthepeople’swrath,finallyvotedinfavorofthegraindistribution.The tribuneswereappeased,butthepeoplestilldemandedthatCoriolanusspeaktothemandapologize.Ifhe repented,andagreedtokeephisopinionstohimself,hewouldbeallowedtoreturntothebattlefield Coriolanusdidappearonelasttimebeforethepeople,wholistenedtohiminraptsilence.Hestarted slowlyandsoftly,butasthespeechwenton,hebecamemoreandmoreblunt.Yetagainhehurledinsults! Histonewasarrogant,hisexpressiondisdainful.Themorehespoke,theangrierthepeoplebecame. Finallytheyshoutedhimdownandsilencedhim.

Thetribunesconferred,condemnedCoriolanustodeath,andorderedthemagistratestotakehimatonce tothetopoftheTarpeianrockandthrowhimover.Thedelightedcrowdsecondedthedecision.The patricians,however,managedtointervene,andthesentencewascommutedtoalifelongbanishment.

WhenthepeoplefoundoutthatRome’sgreatmilitaryherowouldneverreturntothecity,theycelebrated inthestreets.Infactnoonehadeverseensuchacelebration,notevenafterthedefeatofaforeignenemy.

Interpretation

Beforehisentranceintopolitics,thenameofCoriolanusevokedawe.

Hisbattlefieldaccomplishmentsshowedhimasamanofgreatbravery.Sincethecitizensknewlittle abouthim,allkindsoflegendsbecameattachedtohisname.ThemomentheappearedbeforetheRoman citizens,however,andspokehismind,allthatgrandeurandmysteryvanished Hebraggedandblustered likeacommonsoldier.Heinsultedandslanderedpeople,asifhefeltthreatenedandinsecure.Suddenly hewasnotatallwhatthepeoplehadimagined.Thediscrepancybetweenthelegendandthereality provedimmenselydisappointingtothosewhowantedtobelieveintheirhero.ThemoreCoriolanussaid, thelesspowerfulheappeared apersonwhocannotcontrolhiswordsshowsthathecannotcontrol himself,andisunworthyofrespect.

TheKing[LouisXIV] maintainsthemostimpenetrablesecrecyaboutaffairsofState.Theministers attendcouncilmeetings,butheconfideshisplanstothemonlywhenhehasreflectedatlengthupon

themandhascometoadefinitedecision IwishyoumightseetheKing Hisexpressionisinscrutable; hiseyeslikethoseofafox.HeneverdiscussesStateaffairsexceptwithhisministersinCouncil.When hespeakstocourtiersherefersonlytotheirrespectiveprerogativesorduties.Eventhemostfrivolous ofhisutteranceshastheairofbeingthepronouncementofanoracle.

PRIMIVISCONTI,QUOTEDINLOUISXIV,LOUISBERTRAND,1928

HadCoriolanussaidless,thepeoplewouldneverhavehadcausetobeoffendedbyhim,wouldnever haveknownhistruefeelings Hewouldhavemaintainedhispowerfulaura,wouldcertainlyhavebeen electedconsul,andwouldhavebeenabletoaccomplishhisantidemocraticgoals.Butthehumantongueis abeastthatfewcanmaster.Itstrainsconstantlytobreakoutofitscage,andifitisnottamed,itwillrun wildandcauseyougrief.Powercannotaccruetothosewhosquandertheirtreasureofwords.

Oystersopencompletelywhenthemoonisfull;andwhenthecrabseesone itthrowsapieceofstoneorseaweedintoitandtheoystercannotclose againsothatitservesthecrabformeat.Suchisthefateofhimwhoopens hismouthtoomuchandtherebyputshimselfatthemercyofthelistener LeonardodaVinci,1452-1519

OBSERVANCEOFTHELAW

InthecourtofLouisXIV,noblesandministerswouldspenddaysandnightsdebatingissuesofstate.They wouldconfer,argue,makeandbreakalliances,andargueagain,untilfinallythecriticalmomentarrived: TwoofthemwouldbechosentorepresentthedifferentsidestoLouishimself,whowoulddecidewhat shouldbedone.Afterthesepersonswerechosen,everyonewouldarguesomemore:Howshouldthe issuesbephrased?WhatwouldappealtoLouis,whatwouldannoyhim?Atwhattimeofdayshouldthe representativesapproachhim,andinwhatpartoftheVersaillespalace?Whatexpressionshouldthey haveontheirfaces?

Finally,afterallthiswassettled,thefatefulmomentwouldfinallyarrive.Thetwomenwould approachLouis alwaysadelicatematter andwhentheyfinallyhadhisear,theywouldtalkaboutthe issueathand,spellingouttheoptionsindetail.

Louiswouldlisteninsilence,amostenigmaticlookonhisface.Finally,wheneachhadfinishedhis presentationandhadaskedfortheking’sopinion,hewouldlookatthembothandsay,“Ishallsee.”Then hewouldwalkaway.

Theministersandcourtierswouldneverhearanotherwordonthissubjectfromtheking theywould simplyseetheresult,weekslater,whenhewouldcometoadecisionandact.Hewouldneverbotherto consultthemonthematteragain.

Undutifulwordsofasubjectdooftentakedeeperrootthanthememoryofilldeeds....ThelateEarlof EssextoldQueenElizabeththatherconditionswereascrookedashercarcass;butitcosthimhis head,whichhisinsurrectionhadnotcosthimbutforthatspeech.

SIRWALTERRALEIGH.1554-1618

Interpretation

LouisXIVwasamanofveryfewwords.Hismostfamousremarkis“L‘état,c’estmoi”(“Iamthe state”);nothingcouldbemorepithyyetmoreeloquent.Hisinfamous“Ishallsee”wasoneofseveral extremelyshortphrasesthathewouldapplytoallmannerofrequests.

Louiswasnotalwaysthisway;asayoungmanhewasknownfortalkingatlength,delightinginhis owneloquence.Hislatertaciturnitywasself-imposed,anact,amaskheusedtokeepeverybodybelow himoff-balance Nooneknewexactlywherehestood,orcouldpredicthisreactions Noonecouldtryto deceivehimbysayingwhattheythoughthewantedtohear,becausenooneknewwhathewantedtohear. AstheytalkedonandontothesilentLouis,theyrevealedmoreandmoreaboutthemselves,information hewouldlateruseagainstthemtogreateffect.

Intheend,Louis’ssilencekeptthosearoundhimterrifiedandunderhisthumb.Itwasoneofthe foundationsofhispower.AsSaint-Simonwrote,“Nooneknewaswellashehowtosellhiswords,his smile,evenhisglances.Everythinginhimwasvaluablebecausehecreateddifferences,andhismajesty wasenhancedbythesparsenessofhiswords.”

Itisevenmoredamagingforaministertosayfoolishthingsthantodothem. CardinaldeRetz,1613-1679

KEYSTOPOWER

Powerisinmanywaysagameofappearances,andwhenyousaylessthannecessary,youinevitably appeargreaterandmorepowerfulthanyouare.Yoursilencewillmakeotherpeopleuncomfortable. Humansaremachinesofinterpretationandexplanation;theyhavetoknowwhatyouarethinking.When youcarefullycontrolwhatyoureveal,theycannotpierceyourintentionsoryourmeaning.

Yourshortanswersandsilenceswillputthemonthedefensive,andtheywilljumpin,nervouslyfilling thesilencewithallkindsofcommentsthatwillrevealvaluableinformationaboutthemandtheir weaknesses.Theywillleaveameetingwithyoufeelingasiftheyhadbeenrobbed,andtheywillgohome andponderyoureveryword.Thisextraattentiontoyourbriefcommentswillonlyaddtoyourpower. Sayinglessthannecessaryisnotforkingsandstatesmenonly.Inmostareasoflife,thelessyousay,the moreprofoundandmysteriousyouappear.Asayoungman,theartistAndyWarholhadtherevelationthat itwasgenerallyimpossibletogetpeopletodowhatyouwantedthemtodobytalkingtothem.They wouldturnagainstyou,subvertyourwishes,disobeyyououtofsheerperversity.Heoncetoldafriend,“I learnedthatyouactuallyhavemorepowerwhenyoushutup.”

InhislaterlifeWarholemployedthisstrategywithgreatsuccess.Hisinterviewswereexercisesin oracularspeech:Hewouldsaysomethingvagueandambiguous,andtheinterviewerwouldtwistin circlestryingtofigureitout,imaginingtherewassomethingprofoundbehindhisoftenmeaningless phrases Warholrarelytalkedabouthiswork;heletothersdotheinterpreting Heclaimedtohave learnedthistechniquefromthatmasterofenigmaMarcelDuchamp,anothertwentieth-centuryartistwho realizedearlyonthatthelesshesaidabouthiswork,themorepeopletalkedaboutit.Andthemorethey talked,themorevaluablehisworkbecame.

Bysayinglessthannecessaryyoucreatetheappearanceofmeaningandpower.Also,thelessyousay, thelessriskyourunofsayingsomethingfoolish,evendangerous.In1825anewczar,NicholasI, ascendedthethroneofRussia.Arebellionimmediatelybrokeout,ledbyliberalsdemandingthatthe countrymodernize thatitsindustriesandcivilstructurescatchupwiththerestofEurope.Brutally

crushingthisrebellion(theDecembristUprising),NicholasIsentencedoneofitsleaders,Kondraty Ryleyev,todeath.OnthedayoftheexecutionRyleyevstoodonthegallows,thenoosearoundhisneck. Thetrapdooropened butasRyleyevdangled,theropebroke,dashinghimtotheground.Atthetime, eventslikethiswereconsideredsignsofprovidenceorheavenlywill,andamansavedfromexecution thiswaywasusuallypardoned.AsRyleyevgottohisfeet,bruisedanddirtiedbutbelievinghisneckhad beensaved,hecalledouttothecrowd,“Yousee,inRussiatheydon’tknowhowtodoanythingproperly, notevenhowtomakerope!”

AmessengerimmediatelywenttotheWinterPalacewithnewsofthefailedhanging.Vexedbythis disappointingturnabout,NicholasIneverthelessbegantosignthepardon.Butthen:“DidRyleyevsay anythingafterthismiracle?”theczaraskedthemessenger.“Sire,”themessengerreplied,“hesaidthatin Russiatheydon’tevenknowhowtomakerope.”

“Inthatcase,”saidtheCzar,“letusprovethecontrary,”andhetoreupthepardon Thenextday Ryleyevwashangedagain.Thistimetheropedidnotbreak.

Learnthelesson:Oncethewordsareout,youcannottakethemback.Keepthemundercontrol.Be particularlycarefulwithsarcasm:Themomentarysatisfactionyougainwithyourbitingwordswillbe outweighedbythepriceyoupay.

Image:

TheOracleatDelphi. Whenvisitorsconsultedthe Oracle,thepriestesswouldutter afewenigmaticwordsthatseemed fullofmeaningandimport.Noone disobeyedthewordsoftheOracle theyheldpoweroverlifeanddeath.

Authority:Neverstartmovingyourownlipsandteethbeforethesubordinatesdo.ThelongerIkeepquiet, thesoonerothersmovetheirlipsandteeth.Astheymovetheirlipsandteeth,Icantherebyunderstand theirrealintentions Ifthesovereignisnotmysterious,theministerswillfindopportunitytotakeand take.(Han-fei-tzu,Chinesephilosopher,thirdcenturyB.C.)

REVERSAL

Therearetimeswhenitisunwisetobesilent.Silencecanarousesuspicionandeveninsecurity, especiallyinyoursuperiors;avagueorambiguouscommentcanopenyouuptointerpretationsyouhad notbargainedfor.Silenceandsayinglessthannecessarymustbepracticedwithcaution,then,andinthe rightsituations.Itisoccasionallywisertoimitatethecourtjester,whoplaysthefoolbutknowsheis smarterthantheking.Hetalksandtalksandentertains,andnoonesuspectsthatheismorethanjusta fool.

Also,wordscansometimesactasakindofsmokescreenforanydeceptionyoumightpractice By bendingyourlistener’searwithtalk,youcandistractandmesmerizethem;themoreyoutalk,infact,the

lesssuspiciousofyoutheybecome Theverbosearenotperceivedasslyandmanipulativebutas helplessandunsophisticated.Thisisthereverseofthesilentpolicyemployedbythepowerful:Bytalking more,andmakingyourselfappearweakerandlessintelligentthanyourmark,youcanpracticedeception withgreaterease.

SOMUCHDEPENDSONREPUTATION GUARDITWITHYOURLIFE JUDGMENT

Reputationisthecornerstoneofpower.Throughreputationaloneyoucanintimidateandwin;onceit slips,however,youarevulnerable,andwillbeattackedonallsides.Makeyourreputation unassailable.Alwaysbealerttopotentialattacksandthwartthembeforetheyhappen.Meanwhile, learntodestroyyourenemiesbyopeningholesintheirownreputations.Thenstandasideandlet publicopinionhangthem.

OBSERVANCEOFTHELAWI

DuringChina’sWaroftheThreeKingdoms(A.D.207-265),thegreatgeneralChukoLiang,leadingthe forcesoftheShuKingdom,dispatchedhisvastarmytoadistantcampwhileherestedinasmalltown withahandfulofsoldiers Suddenlysentinelshurriedinwiththealarmingnewsthatanenemyforceof over150,000troopsunderSimaYiwasapproaching.Withonlyahundredmentodefendhim,Chuko Liang’ssituationwashopeless.Theenemywouldfinallycapturethisrenownedleader.

Withoutlamentinghisfate,orwastingtimetryingtofigureouthowhehadbeencaught,Liangordered histroopstotakedowntheirflags,throwopenthecitygates,andhide.Hehimselfthentookaseatonthe mostvisiblepartofthecity’swall,wearingaTaoistrobe.Helitsomeincense,strummedhislute,and begantochant.Minuteslaterhecouldseethevastenemyarmyapproaching,anendlessphalanxof soldiers.Pretendingnottonoticethem,hecontinuedtosingandplaythelute.

Soonthearmystoodatthetowngates.AtitsheadwasSimaYi,whoinstantlyrecognizedthemanon thewall.

Evenso,ashissoldiersitchedtoentertheunguardedtownthroughitsopengates,SimaYihesitated, heldthemback,andstudiedLiangonthewall Then,heorderedanimmediateandspeedyretreat

THEANIMALSSTRICKENWITHTHEPLAGUE

AfrightfulepidemicsentToearthbyHeavenintenttoventItsfuryonasinfulworld,tocallItbyits rightfulname,thepestilence,ThatAcheron-fillingvialofvirulenceHadfallenoneveryanimal.Not allweredead,butalllayneartodying,AndnonewasanylongertryingTofindnewfueltofeedlife’s flickeringfires.Nofoodsexcitedtheirdesires;NomoredidwolvesandfoxesroveInsearchof harmless,helplessprey;Anddovewouldnotconsortwithdove,Forloveandjoyhadflownaway The Lionassumedthechairtosay:“Dearfriends,Idoubtnotit’sforheaven’shighendsThatonus sinnerswoemustfall.Lethimofuswho’ssinnedthemostFallvictimtotheavengingheavenlyhost, Andmayhewinsalvationforusall;ForhistoryteachesusthatinthesecrisesWemustmake sacrifices.Undeceivedandstern-eyed,let’sinspectOurconscience.AsIrecollect,Toputmygreedy

LAW5

appetitetosleep,I’vebanquetedonmanyasheepWho’dinjuredmeinnorespect,Andeveninmytime beenknowntotryShepherdpie.Ifneedbe,then.I’lldie.YetIsuspectThatothersalsooughttoown theirsins.It’sonlyfairthntallshoulddotheirbestTosingleouttheguiltiest.”“Sire,you’retoogood aking,“theFoxbegins;”Suchscruplesaretoodelicate.Myword,Toeatsheep,thatprofaneand vulgarherd.That’ssin?Nay.Sire,enoughforsuchacrewTobedevouredbysuchasyou;Whileof theshepherdswemaysayThattheydeservedtheworsttheygot.Theirsbeingthelotthatoverus beastsplotAflimsydream-begottensway”ThusspaketheFox,andtoadycheersrosehigh,While nonedaredcasttoocoldaneyeOnTiger‘s,Bear’s,andothereminencesMostunpardonableoffences

Each,ofnevermindwhatcurrishbreed,Wasreallyasaint,theyallagreed.ThencametheAss,tosay: ”IdorecallHowonceIcrossedanabbey-meadWherehunger,grassinplenty,andwithal,Ihaveno doubt,someimpofgreed.Assailedme,andIshavedatongue’s-breadthwideWherefranklyI’dno righttoanygrass”AllforthwithfellfullcryupontheAss:AWolfofsomebook-learningtestifiedThat thatcurstbeastmustsuffertheirdespite,Thatgallskinnedauthoroftheirpiteousplight.Theyjudged himfitfornoughtbutgallows-bait:Howvile,another’sgrasstosequestrate!Hisdeathalonecould expiateAcrimesoheinous,asfullwellhelearns.Thecourt,asyou’reofgreatorpoorestate,Will paintyoueitherwhiteorblackbyturns.

Interpretation

ChukoLiangwascommonlyknownasthe“SleepingDragon.”HisexploitsintheWaroftheThree Kingdomswerelegendary.Onceamanclaimingtobeadisaffectedenemylieutenantcametohiscamp, offeringhelpandinformation.Lianginstantlyrecognizedthesituationasasetup;thismanwasafalse deserter,andshouldbebeheaded.Atthelastminute,though,astheaxwasabouttofall,Liangstoppedthe executionandofferedtosparetheman’slifeifheagreedtobecomeadoubleagent.Gratefulandterrified, themanagreed,andbegansupplyingfalseinformationtotheenemy.Liangwonbattleafterbattle.

OnanotheroccasionLiangstoleamilitarysealandcreatedfalsedocumentsdispatchinghisenemy’s troopstodistantlocations Oncethetroopshaddispersed,hewasabletocapturethreecities,sothathe controlledanentirecorridoroftheenemy’skingdom.Healsooncetrickedtheenemyintobelievingone ofitsbestgeneralswasatraitor,forcingthemantoescapeandjoinforceswithLiang.TheSleeping DragoncarefullycultivatedhisreputationofbeingthecleverestmaninChina,onewhoalwayshadatrick uphissleeve.Aspowerfulasanyweapon,thisreputationstruckfearintohisenemy.

SimaYihadfoughtagainstChukoLiangdozensoftimesandknewhimwell.Whenhecameonthe emptycity,withLiangprayingonthewall,hewasstunned.TheTaoistrobes,thechanting,theincense thishadtobeagameofintimidation.Themanwasobviouslytauntinghim,daringhimtowalkintoatrap. ThegamewassoobviousthatforonemomentitcrossedYi’smindthatLiangactuallywasalone,and desperate.ButsogreatwashisfearofLiangthathedarednotriskfindingout.Suchisthepowerof reputation.Itcanputavastarmyonthedefensive,evenforcethemintoretreat,withoutasinglearrow beingfired

For,asCicerosays,eventhosewhoargueagainstfamestillwantthebooksthey writeagainstittobeartheirnameinthetitleandhopetobecomefamousfor despisingit.Everythingelseissubjecttobarter:wewillletourfriendshave ourgoodsandourlivesifneedbe;butacaseofsharingourfameand makingsomeoneelsethegiftofourreputationishardlytobefound.

THEBESTFABLESOFLAFONTAINE,JEANDELAFONTAINE,1621-1695

OBSERVANCEOFTHELAWII

In1841theyoungP.T.Barnum,tryingtoestablishhisreputationasAmerica’spremiershowman, decidedtopurchasetheAmericanMuseuminManhattanandturnitintoacollectionofcuriositiesthat wouldsecurehisfame.Theproblemwasthathehadnomoney.Themuseum’saskingpricewas$15,000, butBarnumwasabletoputtogetheraproposalthatappealedtotheinstitution’sownerseventhoughit replacedcashupfrontwithdozensofguaranteesandreferences.Theownerscametoaverbalagreement withBarnum,butatthelastminute,theprincipalpartnerchangedhismind,andthemuseumandits collectionweresoldtothedirectorsofPeale’sMuseum.Barnumwasinfuriated,butthepartner explainedthatbusinesswasbusiness themuseumhadbeensoldtoPeale’sbecausePeale’shada reputationandBarnumhadnone.

Barnumimmediatelydecidedthatifhehadnoreputationtobankon,hisonlyrecoursewastoruinthe reputationofPeale’s.Accordinglyhelaunchedaletter-writingcampaigninthenewspapers,callingthe ownersabunchof“broken-downbankdirectors”whohadnoideahowtorunamuseumorentertain people.HewarnedthepublicagainstbuyingPeale’sstock,sincethebusiness’spurchaseofanother museumwouldinvariablyspreaditsresourcesthin.Thecampaignwaseffective,thestockplummeted, andwithnomoreconfidenceinPeale’strackrecordandreputation,theownersoftheAmericanMuseum renegedontheirdealandsoldthewholethingtoBarnum.

IttookyearsforPeale’storecover,andtheyneverforgotwhatBarnumhaddone.Mr.Pealehimself decidedtoattackBarnumbybuildingareputationfor“high-browentertainment,”promotinghismuseum’s programsasmorescientificthanthoseofhisvulgarcompetitor Mesmerism(hypnotism)wasoneof Peale’s“scientific”attractions,andforawhileitdrewbigcrowdsandwasquitesuccessful.Tofight back,BarnumdecidedtoattackPeale’sreputationyetagain.

Barnumorganizedarivalmesmericperformanceinwhichhehimselfapparentlyputalittlegirlintoa trance.Oncesheseemedtohavefallendeeplyunder,hetriedtohypnotizemembersoftheaudience but nomatterhowhardhetried,noneofthespectatorsfellunderhisspell,andmanyofthembegantolaugh. AfrustratedBarnumfinallyannouncedthattoprovethelittlegirl’strancewasreal,hewouldcutoffone ofherfingerswithouthernoticing.Butashesharpenedtheknife,thelittlegirl’seyespoppedopenand sheranaway,totheaudience’sdelight.Herepeatedthisandotherparodiesforseveralweeks.Soonno onecouldtakePeale’sshowseriously,andattendancewentwaydown.Withinafewweeks,theshow closed.OverthenextfewyearsBarnumestablishedareputationforaudacityandconsummate showmanshipthatlastedhiswholelife Peale’sreputation,ontheotherhand,neverrecovered

Interpretation

BarnumusedtwodifferenttacticstoruinPeale’sreputation.Thefirstwassimple:Hesoweddoubts aboutthemuseum’sstabilityandsolvency Doubtisapowerfulweapon:Onceyouletitoutofthebag withinsidiousrumors,youropponentsareinahorribledilemma.Ontheonehandtheycandenythe rumors,evenprovethatyouhaveslanderedthem.Butalayerofsuspicionwillremain:Whyarethey defendingthemselvessodesperately?Maybetherumorhassometruthtoit?If,ontheotherhand,they

Montaigne,1533-1592

takethehighroadandignoreyou,thedoubts,unrefuted,willbeevenstronger Ifdonecorrectly,the sowingofrumorscansoinfuriateandunsettleyourrivalsthatindefendingthemselvestheywillmake numerousmistakes.Thisistheperfectweaponforthosewhohavenoreputationoftheirowntowork from.

OnceBarnumdidhaveareputationofhisown,heusedthesecond,gentlertactic,thefakehypnotism demonstration:Heridiculedhisrivals’reputation.Thistoowasextremelysuccessful.Onceyouhavea solidbaseofrespect,ridiculingyouropponentbothputshimonthedefensiveanddrawsmoreattentionto you,enhancingyourownreputation.Outrightslanderandinsultaretoostrongatthispoint;theyareugly, andmayhurtyoumorethanhelpyou.Butgentlebarbsandmockerysuggestthatyouhaveastrongenough senseofyourownworthtoenjoyagoodlaughatyourrival’sexpense.Ahumorousfrontcanmakeyou outasaharmlessentertainerwhilepokingholesinthereputationofyourrival.

Itiseasiertocopewithabadconsciencethanwithabadreputation. FriedrichNietzsche,1844-1900

KEYSTOPOWER

Thepeoplearoundus,evenourclosestfriends,willalwaystosomeextentremainmysteriousand unfathomable.Theircharactershavesecretrecessesthattheyneverreveal.Theunknowablenessofother peoplecouldprovedisturbingifwethoughtaboutitlongenough,sinceitwouldmakeitimpossibleforus reallytojudgeotherpeople.Soweprefertoignorethisfact,andtojudgepeopleontheirappearances,on whatismostvisibletooureyes clothes,gestures,words,actions.Inthesocialrealm,appearancesare thebarometerofalmostallofourjudgments,andyoumustneverbemisledintobelievingotherwise.One falseslip,oneawkwardorsuddenchangeinyourappearance,canprovedisastrous.

Thisisthereasonforthesupremeimportanceofmakingandmaintainingareputationthatisofyour owncreation.

Thatreputationwillprotectyouinthedangerousgameofappearances,distractingtheprobingeyesof othersfromknowingwhatyouarereallylike,andgivingyouadegreeofcontroloverhowtheworld judgesyou apowerfulpositiontobein.Reputationhasapowerlikemagic:Withonestrokeofits wand,itcandoubleyourstrength.Itcanalsosendpeoplescurryingawayfromyou.Whethertheexact samedeedsappearbrilliantordreadfulcandependentirelyonthereputationofthedoer

IntheancientChinesecourtoftheWeikingdomtherewasamannamedMiTzu-hsiawhohada reputationforsupremecivilityandgraciousness.Hebecametheruler’sfavorite.ItwasalawinWeithat “whoeverridessecretlyintheruler’scoachshallhavehisfeetcutoff,”butwhenMiTzu-hsia’smother fellill,heusedtheroyalcoachtovisither,pretendingthattherulerhadgivenhimpermission.Whenthe rulerfoundout,hesaid,“HowdutifulisMiTzu-hsia!Forhismother’ssakeheevenforgotthathewas committingacrimemakinghimliabletolosehisfeet!”

Anothertimethetwoofthemtookastrollinanorchard.MiTzu-hsiabeganeatingapeachthathecould notfinish,andhegavetherulertheotherhalftoeat.Therulerremarked,“Youlovemesomuchthatyou wouldevenforgetyourownsalivatasteandletmeeattherestofthepeach!”

Later,however,enviousfellowcourtiers,spreadingwordthatMiTzu-hsiawasactuallydeviousand arrogant,succeededindamaginghisreputation;therulercametoseehisactionsinanewlight “This fellowoncerodeinmycoachunderpretenseofmyorder,”hetoldthecourtiersangrily,“andanothertime

hegavemeahalf-eatenpeach”Forthesameactionsthathadcharmedtherulerwhenhewasthefavorite, MiTzu-hsianowhadtosufferthepenalties.Thefateofhisfeetdependedsolelyonthestrengthofhis reputation.

Inthebeginning,youmustworktoestablishareputationforoneoutstandingquality,whethergenerosity orhonestyorcunning.Thisqualitysetsyouapartandgetsotherpeopletotalkaboutyou.Youthenmake yourreputationknowntoasmanypeopleaspossible(subtly,though;takecaretobuildslowly,andwitha firmfoundation),andwatchasitspreadslikewildfire.

Asolidreputationincreasesyourpresenceandexaggeratesyourstrengthswithoutyourhavingtospend muchenergy.Itcanalsocreateanauraaroundyouthatwillinstillrespect,evenfear.Inthefightinginthe NorthAfricandesertduringWorldWarII,theGermangeneralErwinRommelhadareputationfor cunningandfordeceptivemaneuveringthatstruckterrorintoeveryonewhofacedhim.Evenwhenhis forcesweredepleted,andwhenBritishtanksoutnumberedhisbyfivetoone,entirecitieswouldbe evacuatedatthenewsofhisapproach.

Astheysay,yourreputationinevitablyprecedesyou,andifitinspiresrespect,alotofyourworkis doneforyoubeforeyouarriveonthescene,orutterasingleword.

Yoursuccessseemsdestinedbyyourpasttriumphs.MuchofthesuccessofHenryKissinger’sshuttle diplomacyrestedonhisreputationforironingoutdifferences;noonewantedtobeseenasso unreasonablethatKissingercouldnotswayhim.Apeacetreatyseemedafaitaccompliassoonas Kissinger’snamebecameinvolvedinthenegotiations.

Makeyourreputationsimpleandbaseitononesterlingquality.Thissinglequality efficiency,say,or seductiveness becomesakindofcallingcardthatannouncesyourpresenceandplacesothersundera spell.Areputationforhonestywillallowyoutopracticeallmannerofdeception.Casanovausedhis reputationasagreatseducertopavethewayforhisfutureconquests;womenwhohadheardofhis powersbecameimmenselycurious,andwantedtodiscoverforthemselveswhathadmadehimso romanticallysuccessful.

Perhapsyouhavealreadystainedyourreputation,sothatyouarepreventedfromestablishinganew one.Insuchcasesitiswisetoassociatewithsomeonewhoseimagecounteractsyourown,usingtheir goodnametowhitewashandelevateyours.Itishard,forexample,toeraseareputationfordishonestyby yourself;butaparagonofhonestycanhelp.WhenP.T.Barnumwantedtocleanupareputationfor promotingvulgarentertainment,hebroughtthesingerJennyLindoverfromEurope.Shehadastellar, high-classreputation,andtheAmericantourBarnumsponsoredforhergreatlyenhancedhisownimage. Similarlythegreatrobberbaronsofnineteenth-centuryAmericawerelongunabletoridthemselvesofa reputationforcrueltyandmean-spiritedness.Onlywhentheybegancollectingart,sothatthenamesof MorganandFrickbecamepermanentlyassociatedwiththoseofdaVinciandRembrandt,weretheyable tosoftentheirunpleasantimage.

Reputationisatreasuretobecarefullycollectedandhoarded.Especiallywhenyouarefirst establishingit,youmustprotectitstrictly,anticipatingallattacksonit.Onceitissolid,donotletyourself getangryordefensiveattheslanderouscommentsofyourenemies thatrevealsinsecurity,not confidenceinyourreputation.Takethehighroadinstead,andneverappeardesperateinyourselfdefense.Ontheotherhand,anattackonanotherman’sreputationisapotentweapon,particularlywhen youhavelesspowerthanhedoes.Hehasmuchmoretoloseinsuchabattle,andyourownthus-far-small reputationgiveshimasmalltargetwhenhetriestoreturnyourfire.Barnumusedsuchcampaignstogreat effectinhisearlycareer.Butthistacticmustbepracticedwithskill;youmustnotseemtoengageinpetty vengeance.Ifyoudonotbreakyourenemy’sreputationcleverly,youwillinadvertentlyruinyourown.

ThomasEdison,consideredtheinventorwhoharnessedelectricity,believedthataworkablesystem

wouldhavetobebasedondirectcurrent(DC) WhentheSerbianscientistNikolaTeslaappearedtohave succeededincreatingasystembasedonalternatingcurrent(AC),Edisonwasfurious.Hedeterminedto ruinTesla’sreputation,bymakingthepublicbelievethattheACsystemwasinherentlyunsafe,andTesla irresponsibleinpromotingit.

TothisendhecapturedallkindsofhouseholdpetsandelectrocutedthemtodeathwithanACcurrent. Whenthiswasn’tenough,in1890hegotNewYorkStateprisonauthoritiestoorganizetheworld’sfirst executionbyelectrocution,usinganACcurrent.ButEdison’selectrocutionexperimentshadallbeenwith smallcreatures;thechargewastooweak,andthemanwasonlyhalfkilled.Inperhapsthecountry’s crueleststate-authorizedexecution,theprocedurehadtoberepeated.Itwasanawfulspectacle.

Although,inthelongrun,itisEdison’snamethathassurvived,atthetimehiscampaigndamagedhis ownreputationmorethanTesla’s.Hebackedoff.Thelessonissimple nevergotoofarinattackslike these,forthatwilldrawmoreattentiontoyourownvengefulnessthantothepersonyouareslandering Whenyourownreputationissolid,usesubtlertactics,suchassatireandridicule,toweakenyour opponentwhilemakingyououtasacharmingrogue.Themightyliontoyswiththemousethatcrosseshis path anyotherreactionwouldmarhisfearsomereputation.

Image: AMineFullof DiamondsandRubies. Youdugforit,youfoundit, andyourwealthisnowassured. Guarditwithyourlife.Robbersandthieves willappearfromallsides.Nevertakeyourwealth forgranted,andconstantlyrenewit time willdiminishthejewels’luster, andburythemfromsight.

Authority:ThereforeIshouldwishourcourtiertobolsteruphisinherentworthwithskillandcunning, andensurethatwheneverhehastogowhereheisastranger,heisprecededbyagoodreputation....For thefamewhichappearstorestontheopinionsofmanyfostersacertainunshakablebeliefinaman’s worthwhichistheneasilystrengthenedinmindsalreadythusdisposedandprepared.(Baldassare Castiglione,1478-1529)

REVERSAL

ThereisnopossibleReversal.Reputationiscritical;therearenoexceptionstothislaw.Perhaps,not caringwhatothersthinkofyou,yougainareputationforinsolenceandarrogance,butthatcanbea valuableimageinitself OscarWildeusedittogreatadvantage.Sincewemustliveinsocietyandmust dependontheopinionsofothers,thereisnothingtobegainedbyneglectingyourreputation Bynotcaring howyouareperceived,youletothersdecidethisforyou.Bethemasterofyourfate,andalsoofyour reputation.

COURTATTENTIONATALLCOST JUDGMENT

Everythingisjudgedbyitsappearance;whatisunseencountsfornothing.Neverletyourselfgetlost inthecrowd,then,orburiedinoblivion.Standout.Beconspicuous,atallcost.Makeyourselfa magnetofattentionbyappearinglarger,morecolorful,moremysteriousthantheblandandtimid masses.

LAW6

SCANDALOUS

Drawattentiontoyourselfbycreatinganunforgettable,evencontroversialimage.Courtscandal.Do anythingtomakeyourselfseemlargerthanlifeandshinemorebrightlythanthosearoundyou.Make nodistinctionbetweenkindsofattention notorietyofanysortwillbringyoupower Bettertobe slanderedandattackedthanignored.

OBSERVANCEOFTHELAW

P.T.Barnum,America’spremiernineteenth-centuryshowman,startedhiscareerasanassistanttothe ownerofacircus,AaronTurner.In1836thecircusstoppedinAnnapolis,Maryland,foraseriesof performances.Onthemorningofopeningday,Barnumtookastrollthroughtown,wearinganewblack suit.Peoplestartedtofollowhim.SomeoneinthegatheringcrowdshoutedoutthathewastheReverend EphraimK.Avery,infamousasamanacquittedofthechargeofmurderbutstillbelievedguiltybymost Americans.TheangrymobtoreoffBarnum’ssuitandwasreadytolynchhim.Afterdesperateappeals, Barnumfinallyconvincedthemtofollowhimtothecircus,wherehecouldverifyhisidentity

THEWASPANDTHEPRINCE

AwaspnamedPinTailwaslonginquestofsomedeedthatwouldmakehimforeverfamous.Soone dayheenteredthekirrg’spalaceandstungthelittleprince,whowasinbed.Theprinceawokewith loudcries.Thekingandhiscourtiersrushedintoseewhathadhappened.Theprincewasyellingas thewaspstunghimagainandagain.Thecourtierstriedtocatchthewasp,andeachinturnwasstung. Thewholeroyalhouseholdrushedin,thenewssoonspread,andpeopleflockedtothepalace Thecity wasinanuproar,allbusinesssuspended.Saidthewasptoitself,beforeitexpiredfromitsefforts,“A namewithoutfameislikefirewithoutflame.Thereisnothinglikeattractingnoticeatanycost.” INDIANFABLE

Oncethere,oldTurnerconfirmedthatthiswasallapracticaljoke hehimselfhadspreadtherumor thatBarnumwasAvery.Thecrowddispersed,butBarnum,whohadnearlybeenkilled,wasnotamused. Hewantedtoknowwhatcouldhaveinducedhisbosstoplaysuchatrick.“MydearMr.Barnum,”Turner replied,“itwasallforourgood.Remember,allweneedtoensuresuccessisnotoriety.”Andindeed everyoneintownwastalkingaboutthejoke,andthecircuswaspackedthatnightandeverynightitstayed inAnnapolis.Barnumhadlearnedalessonhewouldneverforget.

Barnum’sfirstbigventureofhisownwastheAmericanMuseum acollectionofcuriosities,located inNewYork.OnedayabeggarapproachedBarnuminthestreet.Insteadofgivinghimmoney,Barnum decidedtoemployhim Takinghimbacktothemuseum,hegavethemanfivebricksandtoldhimtomake aslowcircuitofseveralblocks.Atcertainpointshewastolaydownabrickonthesidewalk,always keepingonebrickinhand.Onthereturnjourneyhewastoreplaceeachbrickonthestreetwiththeonehe held.Meanwhilehewastoremainseriousofcountenanceandtoanswernoquestions.Oncebackatthe museum,hewastoenter,walkaroundinside,thenleavethroughthebackdoorandmakethesame bricklayingcircuitagain.

PARTI:SURROUNDYOURNAMEWITHTHESENSATIONALAND

Ontheman’sfirstwalkthroughthestreets,severalhundredpeoplewatchedhismysteriousmovements. Byhisfourthcircuit,onlookersswarmedaroundhim,debatingwhathewasdoing.Everytimeheentered themuseumhewasfollowedbypeoplewhoboughtticketstokeepwatchinghim.Manyofthemwere distractedbythemuseum’scollections,andstayedinside.Bytheendofthefirstday,thebrickmanhad drawnoverathousandpeopleintothemuseum.Afewdayslaterthepoliceorderedhimtoceaseand desistfromhiswalks thecrowdswereblockingtraffic ThebricklayingstoppedbutthousandsofNew Yorkershadenteredthemuseum,andmanyofthosehadbecomeP.T.Barnumconverts. EvenwhenI’mrailedat,Igetmyquotaofrenown

PIETROARETINO,1492-1556

Barnumwouldputabandofmusiciansonabalconyoverlookingthestreet,beneathahugebanner proclaimingFREEMUSICFORTHEMILLIONS.Whatgenerosity,NewYorkersthought,andthey flockedtohearthefreeconcerts.ButBarnumtookpainstohiretheworstmusicianshecouldfind,and soonafterthebandstruckup,peoplewouldhurrytobuyticketstothemuseum,wheretheywouldbeout ofearshotoftheband’snoise,andofthebooingofthecrowd.

THECOURTARTIST

Aworkthatwasvoluntarilypresentedtoaprincewasboundtoseeminsomewayspecial.Theartist himselfmightalsotrytoattracttheattentionofthecourtthroughhisbehaviour.InVasari’sjudgment Sodomawas“wellknownbothforhispersonaleccentricitiesandforhisreputationasagood painter”BecausePopeLeoX“foundpleasureinsuchstrange,hare-brainedindividuals,”hemade Sodomaaknight,causingtheartisttogocompletelyoutofhismind.VanManderfounditoddthatthe productsofCornelisKetel’sexperimentsinmouthandfootpaintingwereboughtbynotablepersons “becauseoftheiroddity,”yetKetelwasonlyaddingavariationtosimilarexperimentsbyTitian,Ugo daCarpiandPalmaGiovane,who,accordingtoBoschinipaintedwiththeirfingers“becausethey wishedtoimitatethemethodusedbytheSupremeCreator.”VanManderreportsthatGossaert attractedtheattentionofEmperorCharlesVbywearingafantasticpapercostume Indoingsohewas adoptingthetacticsusedbyDinocrates,who,inordertogainaccesstoAlexandertheGreat,issaidto haveappeareddisguisedasthenakedHerculeswhenthemonarchwassittinginjudgment.

THECOURTARTIST,MARTINWARNKE,1993

OneofthefirstodditiesBarnumtouredaroundthecountrywasJoiceHeth,awomanheclaimedwas 161yearsold,andwhomheadvertisedasaslavewhohadoncebeenGeorgeWashington’snurse.After severalmonthsthecrowdsbegantodwindle,soBarnumsentananonymouslettertothepapers,claiming thatHethwasacleverfraud.“JoiceHeth,”hewrote,“isnotahumanbeingbutanautomaton,madeupof whalebone,india-rubber,andnumberlesssprings.”Thosewhohadnotbotheredtoseeherbeforewere immediatelycurious,andthosewhohadalreadyseenherpaidtoseeheragain,tofindoutwhetherthe rumorthatshewasarobotwastrue.

In1842,Barnumpurchasedthecarcassofwhatwaspurportedtobeamermaid.Thiscreature resembledamonkeywiththebodyofafish,buttheheadandbodywereperfectlyjoined itwastrulya wonder.AftersomeresearchBarnumdiscoveredthatthecreaturehadbeenexpertlyputtogetherinJapan, wherethehoaxhadcausedquiteastir.

Heneverthelessplantedarticlesinnewspapersaroundthecountryclaimingthecaptureofamermaidin theFijiIslands.Healsosentthepaperswoodcutprintsofpaintingsshowingmermaids.Bythetimehe

showedthespecimeninhismuseum,anationaldebatehadbeensparkedovertheexistenceofthese mythicalcreatures.AfewmonthsbeforeBarnum’scampaign,noonehadcaredorevenknownabout mermaids;noweveryonewastalkingaboutthemasiftheywerereal.Crowdsflockedinrecordnumbers toseetheFijiMermaid,andtoheardebatesonthesubject.

Afewyearslater,BarnumtouredEuropewithGeneralTomThumb,afive-year-olddwarffrom ConnecticutwhomBarnumclaimedwasaneleven-year-oldEnglishboy,andwhomhehadtrainedtodo manyremarkableacts.DuringthistourBarnum’snameattractedsuchattentionthatQueenVictoria,that paragonofsobriety,requestedaprivateaudiencewithhimandhistalenteddwarfatBuckinghamPalace. TheEnglishpressmayhaveridiculedBarnum,butVictoriawasroyallyentertainedbyhim,andrespected himeverafter.

Interpretation

Barnumunderstoodthefundamentaltruthaboutattractingattention:Oncepeople’seyesareonyou,you haveaspeciallegitimacy.ForBarnum,creatinginterestmeantcreatingacrowd;ashelaterwrote, “Everycrowdhasasilverlining.”Andcrowdstendtoactinconjunction.Ifonepersonstopstoseeyour beggarmanlayingbricksinthestreet,morewilldothesame Theywillgatherlikedustbunnies Then, givenagentlepush,theywillenteryourmuseumorwatchyourshow.Tocreateacrowdyouhavetodo somethingdifferentandodd.Anykindofcuriositywillservethepurpose,forcrowdsaremagnetically attractedbytheunusualandinexplicable.Andonceyouhavetheirattention,neverletitgo.Ifitveers towardotherpeople,itdoessoatyourexpense.Barnumwouldruthlesslysuckattentionfromhis competitors,knowingwhatavaluablecommodityitis.

Atthebeginningofyourrisetothetop,then,spendallyourenergyonattractingattention.Most important:Thequalityoftheattentionisirrelevant.Nomatterhowbadlyhisshowswerereviewed,or howslanderouslypersonalweretheattacksonhishoaxes,Barnumwouldnevercomplain.Ifanewspaper criticreviledhimparticularlybadly,infact,hemadesuretoinvitethemantoanopeningandtogivehim thebestseatinthehouse.Hewouldevenwriteanonymousattacksonhisownwork,justtokeephisname inthepapers FromBarnum’svantage,attention whethernegativeorpositive wasthemainingredient ofhissuccess.Theworstfateintheworldforamanwhoyearnsfame,glory,and,ofcourse,poweristo beignored.

Ifthecourtierhappenstoengageinarmsinsomepublicspectacle suchasjousting...hewillensurethatthehorsehehasisbeautifully caparisoned,thathehimselfissuitablyattired,withappropriate mottoesandingeniousdevicestoattracttheeyesoftheonlookers inhisdirectionassurelyasthelodestoneattractsiron BaldassareCastighone,1478-1529

KEYSTOPOWER

Burningmorebrightlythanthosearoundyouisaskillthatnooneisbornwith.Youhavetolearnto attractattention,“assurelyasthelodestoneattractsiron.”Atthestartofyourcareer,youmustattachyour nameandreputationtoaquality,animage,thatsetsyouapartfromotherpeople.Thisimagecanbe

somethinglikeacharacteristicstyleofdress,orapersonalityquirkthatamusespeopleandgetstalked about.Oncetheimageisestablished,youhaveanappearance,aplaceintheskyforyourstar.

Itisacommonmistaketoimaginethatthispeculiarappearanceofyoursshouldnotbecontroversial, thattobeattackedissomehowbad.Nothingcouldbefurtherfromthetruth.Toavoidbeingaflashinthe pan,andhavingyournotorietyeclipsedbyanother,youmustnotdiscriminatebetweendifferenttypesof attention;intheend,everykindwillworkinyourfavor.Barnum,wehaveseen,welcomedpersonal attacksandfeltnoneedtodefendhimself.Hedeliberatelycourtedtheimageofbeingahumbug.

ThecourtofLouisXIVcontainedmanytalentedwriters,artists,greatbeauties,andmenandwomenof impeccablevirtue,butnoonewasmoretalkedaboutthanthesingularDucdeLauzun.Thedukewas short,almostdwarfish,andhewaspronetothemostinsolentkindsofbehavior hesleptwiththeking’s mistress,andopenlyinsultednotonlyothercourtiersbutthekinghimself.Louis,however,wasso beguiledbytheduke’seccentricitiesthathecouldnotbearhisabsencesfromthecourt Itwassimple: Thestrangenessoftheduke’scharacterattractedattention.Oncepeoplewereenthralledbyhim,they wantedhimaroundatanycost.

Societycraveslarger-than-lifefigures,peoplewhostandabovethegeneralmediocrity.Neverbe afraid,then,ofthequalitiesthatsetyouapartanddrawattentiontoyou.Courtcontroversy,evenscandal. Itisbettertobeattacked,evenslandered,thanignored.Allprofessionsareruledbythislaw,andall professionalsmusthaveabitoftheshowmanaboutthem.

ThegreatscientistThomasEdisonknewthattoraisemoneyhehadtoremaininthepubliceyeatany cost.Almostasimportantastheinventionsthemselveswashowhepresentedthemtothepublicand courtedattention.

Edisonwoulddesignvisuallydazzlingexperimentstodisplayhisdiscoverieswithelectricity.He wouldtalkoffutureinventionsthatseemedfantasticatthetime robots,andmachinesthatcould photographthought andthathehadnointentionofwastinghisenergyon,butthatmadethepublictalk abouthim.Hedideverythinghecouldtomakesurethathereceivedmoreattentionthanhisgreatrival NikolaTesla,whomayactuallyhavebeenmorebrilliantthanhewasbutwhosenamewasfarless known.In1915,itwasrumoredthatEdisonandTeslawouldbejointrecipientsofthatyear’sNobel Prizeinphysics.TheprizewaseventuallygiventoapairofEnglishphysicists;onlylaterwasit discoveredthattheprizecommitteehadactuallyapproachedEdison,buthehadturnedthemdown, refusingtosharetheprizewithTesla.BythattimehisfamewasmoresecurethanTesla’s,andhethought itbettertorefusethehonorthantoallowhisrivaltheattentionthatwouldhavecomeevenfromsharing theprize.

Ifyoufindyourselfinalowlypositionthatofferslittleopportunityforyoutodrawattention,an effectivetrickistoattackthemostvisible,mostfamous,mostpowerfulpersonyoucanfind WhenPietro Aretino,ayoungRomanservantboyoftheearlysixteenthcentury,wantedtogetattentionasawriterof verses,hedecidedtopublishaseriesofsatiricalpoemsridiculingthepopeandhisaffectionforapet elephant.TheattackputAretinointhepubliceyeimmediately.Aslanderousattackonapersonina positionofpowerwouldhaveasimilareffect.Remember,however,tousesuchtacticssparinglyafter youhavethepublic’sattention,whentheactcanwearthin.

Onceinthelimelightyoumustconstantlyrenewitbyadaptingandvaryingyourmethodofcourting attention.Ifyoudon’t,thepublicwillgrowtired,willtakeyouforgranted,andwillmoveontoanewer star.Thegamerequiresconstantvigilanceandcreativity.PabloPicassoneverallowedhimselftofade intothebackground;ifhisnamebecametooattachedtoaparticularstyle,hewoulddeliberatelyupsetthe publicwithanewseriesofpaintingsthatwentagainstallexpectations.Bettertocreatesomethingugly anddisturbing,hebelieved,thantoletviewersgrowtoofamiliarwithhiswork

Understand:Peoplefeel

superiortothepersonwhoseactionstheycanpredict Ifyoushowthemwhoisincontrolbyplaying againsttheirexpectations,youbothgaintheirrespectandtightenyourholdontheirfleetingattention.

Image:

TheLimelight.The actorwhostepsintothisbril liantlightattainsaheightened presence.Alleyesareonhim.There isroomforonlyoneactoratatimein thelimelight’snarrowbeam;dowhat everittakestomakeyourselfitsfocus.

Makeyourgesturessolarge,amus ing,andscandalousthatthe lightstaysonyouwhilethe otheractorsareleftin theshadows.

Authority:Beostentatiousandbeseen....Whatisnotseenisasthoughitdidnotexist....Itwaslightthat firstcausedallcreationtoshineforth.Displayfillsupmanyblanks,coversupdeficiencies,andgives everythingasecondlife,especiallywhenitisbackedbygenuinemerit.(BaltasarGracián,1601-1658)

Inaworldgrowingincreasinglybanalandfamiliar,whatseemsenigmaticinstantlydrawsattention. Nevermakeittooclearwhatyouaredoingorabouttodo.Donotshowallyourcards.Anairof mysteryheightensyourpresence;italsocreatesanticipation everyonewillbewatchingyoutosee whathappensnext.Usemysterytobeguile,seduce,evenfrighten.

OBSERVANCEOFTHELAW

Beginningin1905,rumorsstartedtospreadthroughoutParisofayoungOrientalgirlwhodancedina privatehome,wrappedinveilsthatshegraduallydiscarded.Alocaljournalistwhohadseenherdancing reportedthat“awomanfromtheFarEasthadcometoEuropeladenwithperfumeandjewels,to introducesomeoftherichnessoftheOrientalcolourandlifeintothesatiatedsocietyofEuropeancities” Sooneveryoneknewthedancer’sname:MataHari.

Earlythatyear,inthewinter,smallandselectaudienceswouldgatherinasalonfilledwithIndian statuesandotherrelicswhileanorchestraplayedmusicinspiredbyHinduandJavanesemelodies.After keepingtheaudiencewaitingandwondering,MataHariwouldsuddenlyappear,inastartlingcostume:a whitecottonbrassierecoveredwithIndian-typejewels;jeweledbandsatthewaistsupportingasarong thatrevealedasmuchasitconcealed;braceletsupthearms.ThenMataHariwoulddance,inastyleno oneinFrancehadseenbefore,herwholebodyswayingasifshewereinatrance.Shetoldherexcited andcuriousaudiencethatherdancestoldstoriesfromIndianmythologyandJavanesefolktales.Soonthe creamofParis,andambassadorsfromfar-offlands,werecompetingforinvitationstothesalon,whereit wasrumoredthatMataHariwasactuallyperformingsacreddancesinthenude.

Thepublicwantedtoknowmoreabouther ShetoldjournaliststhatshewasactuallyDutchinorigin, buthadgrownupontheislandofJava.ShewouldalsotalkabouttimespentinIndia,howshehad learnedsacredHindudancesthere,andhowIndianwomen“canshootstraight,ridehorseback,andare capableofdoinglogarithmsandtalkphilosophy.”Bythesummerof1905,althoughfewParisianshad actuallyseenMataHaridance,hernamewasoneveryone’slips.

AsMataHarigavemoreinterviews,thestoryofheroriginskeptchanging:ShehadgrownupinIndia, hergrandmotherwasthedaughterofaJavaneseprincess,shehadlivedontheislandofSumatrawhere shehadspenthertime“horsebackriding,guninhand,andriskingherlife.”Nooneknewanythingcertain abouther,butjournalistsdidnotmindthesechangesinherbiography.TheycomparedhertoanIndian goddess,acreaturefromthepagesofBaudelaire whatevertheirimaginationwantedtoseeinthis mysteriouswomanfromtheEast.

InAugustof1905,MataHariperformedforthefirsttimeinpublic Crowdsthrongingtoseeheron openingnightcausedariot.Shehadnowbecomeacultfigure,spawningmanyimitations.Onereviewer wrote,“MataHaripersonifiesallthepoetryofIndia,itsmysticism,itsvoluptuousness,itshypnotizing charm.”Anothernoted,“IfIndiapossessessuchunexpectedtreasures,thenallFrenchmenwillemigrateto theshoresoftheGanges.”

SoonthefameofMataHariandhersacredIndiandancesspreadbeyondParis.Shewasinvitedto Berlin,Vienna,Milan.OverthenextfewyearssheperformedthroughoutEurope,mixedwiththehighest socialcircles,andearnedanincomethatgaveheranindependencerarelyenjoyedbyawomanofthe

PARTII:CREATEANAIROFMYSTERY

period Then,neartheendofWorldWarI,shewasarrestedinFrance,tried,convicted,andfinally executedasaGermanspy.Onlyduringthetrialdidthetruthcomeout:MataHariwasnotfromJavaor India,hadnotgrownupintheOrient,didnothaveadropofEasternbloodinherbody.Herrealname wasMargarethaZelle,andshecamefromthestolidnorthernprovinceofFriesland,Holland.

Interpretation

WhenMargarethaZellearrivedinParis,in1904,shehadhalfafrancinherpocket.Shewasoneofthe thousandsofbeautifulyounggirlswhoflockedtoPariseveryyear,takingworkasartists’models, nightclubdancers,orvaudevilleperformersattheFoliesBergère.Afterafewyearstheywould inevitablybereplacedbyyoungergirls,andwouldoftenenduponthestreets,turningtoprostitution,or elsereturningtothetowntheycamefrom,olderandchastened.

Zellehadhigherambitions.Shehadnodanceexperienceandhadneverperformedinthetheater,butas ayounggirlshehadtraveledwithherfamilyandhadwitnessedlocaldancesinJavaandSumatra.Zelle clearlyunderstoodthatwhatwasimportantinheractwasnotthedanceitself,orevenherfaceorfigure, butherabilitytocreateanairofmysteryaboutherself.Themysteryshecreatedlaynotjustinher dancing,orhercostumes,orthestoriesshewouldtell,orherendlessliesaboutherorigins;itlayinan atmosphereenvelopingeverythingshedid.Therewasnothingyoucouldsayforsureabouther shewas alwayschanging,alwayssurprisingheraudiencewithnewcostumes,newdances,newstories.Thisairof mysteryleftthepublicalwayswantingtoknowmore,alwayswonderingabouthernextmove.MataHari wasnomorebeautifulthanmanyoftheotheryounggirlswhocametoParis,andshewasnota particularlygooddancer.Whatseparatedherfromthemass,whatattractedandheldthepublic’sattention andmadeherfamousandwealthy,washermystery.Peopleareenthralledbymystery;becauseitinvites constantinterpretation,theynevertireofit.Themysteriouscannotbegrasped.Andwhatcannotbeseized andconsumedcreatespower.

KEYSTOPOWER

Inthepast,theworldwasfilledwiththeterrifyingandunknowable diseases,disasters,capricious despots,themysteryofdeathitself.Whatwecouldnotunderstandwereimaginedasmythsandspirits. Overthecenturies,though,wehavemanaged,throughscienceandreason,toilluminatethedarkness;what wasmysteriousandforbiddinghasgrownfamiliarandcomfortable.Yetthislighthasaprice:inaworld thatisevermorebanal,thathashaditsmysteryandmythsqueezedoutofit,wesecretlycraveenigmas, peopleorthingsthatcannotbeinstantlyinterpreted,seized,andconsumed.

Thatisthepowerofthemysterious:Itinviteslayersofinterpretation,excitesourimagination,seduces usintobelievingthatitconcealssomethingmarvelous.Theworldhasbecomesofamiliarandits inhabitantssopredictablethatwhatwrapsitselfinmysterywillalmostalwaysdrawthelimelighttoit andmakeuswatchit.

Donotimaginethattocreateanairofmysteryyouhavetobegrandandawe-inspiring Mysterythatis wovenintoyourday-to-daydemeanor,andissubtle,hasthatmuchmorepowertofascinateandattract attention.Remember:Mostpeopleareupfront,canbereadlikeanopenbook,takelittlecaretocontrol theirwordsorimage,andarehopelesslypredictable.Bysimplyholdingback,keepingsilent,

occasionallyutteringambiguousphrases,deliberatelyappearinginconsistent,andactingoddinthe subtlestofways,youwillemanateanauraofmystery.Thepeoplearoundyouwillthenmagnifythataura byconstantlytryingtointerpretyou.

Bothartistsandconartistsunderstandthevitallinkbetweenbeingmysteriousandattractinginterest. CountVictorLustig,thearistocratofswindlers,playedthegametoperfection.Hewasalwaysdoing thingsthatweredifferent,orseemedtomakenosense.Hewouldshowupatthebesthotelsinalimo drivenbyaJapanesechauffeur;noonehadeverseenaJapanesechauffeurbefore,sothisseemedexotic andstrange.Lustigwoulddressinthemostexpensiveclothing,butalwayswithsomething amedal,a flower,anarmband outofplace,atleastinconventionalterms.Thiswasseennotastastelessbutas oddandintriguing.Inhotelshewouldbeseenreceivingtelegramsatallhours,oneaftertheother,brought tohimbyhisJapanesechauffeur telegramshewouldtearupwithutternonchalance.(Infacttheywere fakes,completelyblank)Hewouldsitaloneinthediningroom,readingalargeandimpressive-looking book,smilingatpeopleyetremainingaloof.Withinafewdays,ofcourse,theentirehotelwouldbeabuzz withinterestinthisstrangeman.

AllthisattentionallowedLustigtoluresuckersinwithease.Theywouldbegforhisconfidenceand hiscompany.Everyonewantedtobeseenwiththismysteriousaristocrat.Andinthepresenceofthis distractingenigma,theywouldn’tevennoticethattheywerebeingrobbedblind.

Anairofmysterycanmakethemediocreappearintelligentandprofound.ItmadeMataHari,awoman ofaverageappearanceandintelligence,seemlikeagoddess,andherdancingdivinelyinspired.Anairof mysteryaboutanartistmakeshisorherartworkimmediatelymoreintriguing,atrickMarcelDuchamp playedtogreateffect.Itisallveryeasytodo saylittleaboutyourwork,teaseandtitillatewithalluring, evencontradictorycomments,thenstandbackandletotherstrytomakesenseofitall.

Mysteriouspeopleputothersinakindofinferiorposition thatoftryingtofigurethemout Todegrees thattheycancontrol,theyalsoelicitthefearsurroundinganythinguncertainorunknown.Allgreatleaders knowthatanauraofmysterydrawsattentiontothemandcreatesanintimidatingpresence.MaoTse-tung, forexample,cleverlycultivatedanenigmaticimage;hehadnoworriesaboutseeminginconsistentor contradictinghimself theverycontradictorinessofhisactionsandwordsmeantthathealwayshadthe upperhand.Noone,notevenhisownwife,everfelttheyunderstoodhim,andhethereforeseemedlarger thanlife.Thisalsomeantthatthepublicpaidconstantattentiontohim,everanxioustowitnesshisnext move.

Ifyoursocialpositionpreventsyoufromcompletelywrappingyouractionsinmystery,youmustat leastlearntomakeyourselflessobvious.Everynowandthen,actinawaythatdoesnotmeshwithother people’sperceptionofyou.Thiswayyoukeepthosearoundyouonthedefensive,elicitingthekindof attentionthatmakesyoupowerful Doneright,thecreationofenigmacanalsodrawthekindofattention thatstrikesterrorintoyourenemy.

DuringtheSecondPunicWar(219-202B.C.),thegreatCarthaginiangeneralHannibalwaswreaking havocinhismarchonRome.Hannibalwasknownforhisclevernessandduplicity.

UnderhisleadershipCarthage’sarmy,thoughsmallerthanthoseoftheRomans,hadconstantly outmaneuveredthem.Ononeoccasion,though,Hannibal’sscoutsmadeahorribleblunder,leadinghis troopsintoamarshyterrainwiththeseaattheirback.TheRomanarmyblockedthemountainpassesthat ledinland,anditsgeneral,Fabius,wasecstatic atlasthehadHannibaltrapped.Postinghisbest sentriesonthepasses,heworkedonaplantodestroyHannibal’sforces.Butinthemiddleofthenight, thesentrieslookeddowntoseeamysterioussight:Ahugeprocessionoflightswasheadingupthe mountain.Thousandsandthousandsoflights.IfthiswasHannibal’sarmy,ithadsuddenlygrowna hundredfold

Thesentriesarguedheatedlyaboutwhatthiscouldmean:Reinforcementsfromthesea?Troopsthathad beenhiddeninthearea?Ghosts?Noexplanationmadesense.

Astheywatched,firesbrokeoutalloverthemountain,andahorriblenoisedrifteduptothemfrom below,liketheblowingofamillionhorns.Demons,theythought.Thesentries,thebravestandmost sensibleintheRomanarmy,fledtheirpostsinapanic.

Bythenextday,Hannibalhadescapedfromthemarshland Whatwashistrick?Hadhereallyconjured updemons?Actuallywhathehaddonewasorderbundlesoftwigstobefastenedtothehornsofthe thousandsofoxenthattraveledwithhistroopsasbeastsofburden.Thetwigswerethenlit,givingthe impressionofthetorchesofavastarmyheadingupthemountain.Whentheflamesburneddowntothe oxen’sskin,theystampededinalldirections,bellowinglikemadandsettingfiresalloverthe mountainside.Thekeytothisdevice’ssuccesswasnotthetorches,thefires,orthenoisesinthemselves, however,butthefactthatHannibalhadcreatedapuzzlethatcaptivatedthesentries’attentionand graduallyterrifiedthem.Fromthemountaintoptherewasnowaytoexplainthisbizarresight.Ifthe sentriescouldhaveexplainedittheywouldhavestayedattheirposts.

Ifyoufindyourselftrapped,cornered,andonthedefensiveinsomesituation,tryasimpleexperiment: Dosomethingthatcannotbeeasilyexplainedorinterpreted.Chooseasimpleaction,butcarryitoutina waythatunsettlesyouropponent,awaywithmanypossibleinterpretations,makingyourintentions obscure.Don’tjustbeunpredictable(althoughthistactictoocanbesuccessful seeLaw17);like Hannibal,createascenethatcannotberead.Therewillseemtobenomethodtoyourmadness,norhyme orreason,nosingleexplanation.Ifyoudothisright,youwillinspirefearandtremblingandthesentries willabandontheirposts.Callitthe“feignedmadnessofHamlet”tactic,forHamletusesittogreateffect inShakespeare’splay,frighteninghisstepfatherClaudiusthroughthemysteryofhisbehavior.The mysteriousmakesyourforcesseemlarger,yourpowermoreterrifying.

Image:TheDanceof theVeils theveils envelopthedancer. Whattheyreveal causesexcitement. Whattheyconceal heightensinterest.The essenceofmystery.

Authority:Ifyoudonotdeclareyourselfimmediately,youarouseexpectation....Mixalittlemysterywith everything,andtheverymysterystirsupveneration.Andwhenyouexplain,benottooexplicit....Inthis manneryouimitatetheDivinewaywhenyoucausementowonderandwatch.(BaltasarGracián,16011658)

REVERSAL

Inthebeginningofyourrisetothetop,youmustattractattentionatallcost,butasyourisehigheryou mustconstantlyadapt.Neverwearthepublicoutwiththesametactic.Anairofmysteryworkswonders forthosewhoneedtodevelopanauraofpowerandgetthemselvesnoticed,butitmustseemmeasured andundercontrol.MataHariwenttoofarwithherfabrications;althoughtheaccusationthatshewasa spywasfalse,atthetimeitwasareasonablepresumptionbecauseallherliesmadeherseemsuspicious andnefarious.Donotletyourairofmysterybeslowlytransformedintoareputationfordeceit.The mysteryyoucreatemustseemagame,playfulandunthreatening.Recognizewhenitgoestoofar,andpull back.

Therearetimeswhentheneedforattentionmustbedeferred,andwhenscandalandnotorietyarethe lastthingsyouwanttocreate.Theattentionyouattractmustneveroffendorchallengethereputationof thoseaboveyou not,atanyrate,iftheyaresecure Youwillseemnotonlypaltrybutdesperateby comparison.Thereisanarttoknowingwhentodrawnoticeandwhentowithdraw.

LolaMontezwasoneofthegreatpractitionersoftheartofattractingattention.Shemanagedtorise fromamiddle-classIrishbackgroundtobeingtheloverofFranzLisztandthenthemistressandpolitical adviserofKingLudwigofBavaria.Inherlateryears,though,shelosthersenseofproportion.

InLondonin1850therewastobeaperformanceofShakespeare’sMacbethfeaturingthegreatestactor ofthetime,CharlesJohnKean.EveryoneofconsequenceinEnglishsocietywastobethere;itwas rumoredthatevenQueenVictoriaandPrinceAlbertweretomakeapublicappearance.Thecustomofthe perioddemandedthateveryonebeseatedbeforethequeenarrived.Sotheaudiencegottherealittle early,andwhenthequeenenteredherroyalbox,theyobservedtheconventionofstandingupand applaudingher.Theroyalcouplewaited,thenbowed.Everyonesatdownandthelightsweredimmed. Then,suddenly,alleyesturnedtoaboxoppositeQueenVictoria’s:Awomanappearedfromthe shadows,takingherseatlaterthanthequeen.ItwasLolaMontez.Sheworeadiamondtiaraonherdark hairandalongfurcoatoverhershoulders.Peoplewhisperedinamazementastheerminecloakwas droppedtorevealalow-neckedgownofcrimsonvelvet.Byturningtheirheads,theaudiencecouldsee thattheroyalcoupledeliberatelyavoidedlookingatLola’sbox.TheyfollowedVictoria’sexample,and fortherestoftheeveningLolaMontezwasignored.Afterthateveningnooneinfashionablesociety daredtobeseenwithher.Allhermagneticpowerswerereversed.Peoplewouldfleehersight.Her futureinEnglandwasfinished.

Neverappearoverlygreedyforattention,then,foritsignalsinsecurity,andinsecuritydrivespower away.Understandthattherearetimeswhenitisnotinyourinteresttobethecenterofattention.Whenin thepresenceofakingorqueen,forinstance,ortheequivalentthereof,bowandretreattotheshadows; nevercompete

JUDGMENT

Usethewisdom,knowledge,andlegworkofotherpeopletofurtheryourowncause.Notonlywillsuch assistancesaveyouvaluabletimeandenergy,itwillgiveyouagodlikeauraofefficiencyandspeed. Intheendyourhelperswillbeforgottenandyouwillberemembered.Neverdoyourselfwhatothers candoforyou.

TRANSGRESSIONANDOBSERVANCEOFTHELAW

In1883ayoungSerbianscientistnamedNikolaTeslawasworkingfortheEuropeandivisionofthe ContinentalEdisonCompany.Hewasabrilliantinventor,andCharlesBatchelor,aplantmanageranda personalfriendofThomasEdison,persuadedhimheshouldseekhisfortuneinAmerica,givinghima letterofintroductiontoEdisonhimself SobeganalifeofwoeandtribulationthatlasteduntilTesla’s death.

IIIITORTOISETHELELPANDTHEHIPPOPOI\\1]

Onedaythetortoisemettheelephant,whotrumpeted,“Outofmyway,youweakling Imightstepon you!”Thetortoisewasnotafraidandstayedwherehewas,sotheelephantsteppedonhim,butcould notcrushhim.“Donotboast,Mr.Elephant,Iamasstrongasyouare!”saidthetortoise,butthe elephantjustlaughed Sothetortoiseaskedhimtocometohishillthenextmorning Thenextday, beforesunrise,thetortoiserandownthehilltotheriver,wherehemetthehippopotamus,whowas justonhiswaybackintothewaterafterhisnocturnalfeeding.“MrHippo!Shallwehaveatug-ofwar?IbetI’masstrongasyouare!”saidthetortoise.Thehippopotamuslaughedatthisridiculous idea,butagreed.Thetortoiseproducedalongropeandtoldthehippotoholditinhismouthuntilthe tortoiseshouted“Hey!”Thenthetortoiseranbackupthehillwherehefoundtheelephant,whowas gettingimpatient.Hegavetheelephanttheotherendoftheropeandsaid,“WhenIsay‘Hey!’pull, andyou’ll.seewhichofusisthestrongest.”Thenheranhalfwaybackdownthehill,toaplacewhere hecouldn’tbeseen,andshouted,“Hey!”Theelephantandthehippopotamuspulledandpulled,but neithercouldbudgetheother-theywereofequalstrength.Theybothagreedthatthetortoisewasas strongastheywere.Neverdowhatotherscandoforyou.Thetortoiseletothersdotheworkforhim whilehegotthecredit

ZAIREANFABLE

WhenTeslametEdisoninNewYork,thefamousinventorhiredhimonthespot.Teslaworked eighteen-hourdays,findingwaystoimprovetheprimitiveEdisondynamos.Finallyheofferedtoredesign themcompletely.ToEdisonthisseemedamonumentaltaskthatcouldlastyearswithoutpayingoff,buthe

LAW7 GETOTHERSTODOTHEWORKFORYOU,BUTALWAYSTAKETHECREDIT

toldTesla,“There’sfiftythousanddollarsinitforyou ifyoucandoit”Teslalaboreddayandnighton theprojectandafteronlyayearheproducedagreatlyimprovedversionofthedynamo,completewith automaticcontrols.HewenttoEdisontobreakthegoodnewsandreceivehis$50,000.Edisonwas pleasedwiththeimprovement,forwhichheandhiscompanywouldtakecredit,butwhenitcametothe issueofthemoneyhetoldtheyoungSerb,“Tesla,youdon’tunderstandourAmericanhumor!,”and offeredasmallraiseinstead.

Tesla’sobsessionwastocreateanalternating-currentsystem(AC)ofelectricity.Edisonbelievedin thedirect-currentsystem(DC),andnotonlyrefusedtosupportTesla’sresearchbutlaterdidallhecould tosabotagehim.TeslaturnedtothegreatPittsburghmagnateGeorgeWestinghouse,whohadstartedhis ownelectricitycompany.WestinghousecompletelyfundedTesla’sresearchandofferedhimagenerous royaltyagreementonfutureprofits.TheACsystemTesladevelopedisstillthestandardtoday butafter patentswerefiledinhisname,otherscientistscameforwardtotakecreditfortheinvention,claimingthat theyhadlaidthegroundworkforhim.Hisnamewaslostintheshuffle,andthepubliccametoassociate theinventionwithWestinghousehimself.

Ayearlater,WestinghousewascaughtinatakeoverbidfromJ.PierpontMorgan,whomadehim rescindthegenerousroyaltycontracthehadsignedwithTesla.Westinghouseexplainedtothescientist thathiscompanywouldnotsurviveifithadtopayhimhisfullroyalties;hepersuadedTeslatoaccepta buyoutofhispatentsfor$216,000 alargesum,nodoubt,butfarlessthanthe$12milliontheywere worthatthetime.ThefinanciershaddivestedTeslaoftheriches,thepatents,andessentiallythecredit forthegreatestinventionofhiscareer.

ThenameofGuglielmoMarconiisforeverlinkedwiththeinventionofradio.Butfewknowthatin producinghisinvention hebroadcastasignalacrosstheEnglishChannelin1899 Marconimadeuse ofapatentTeslahadfiledin1897,andthathisworkdependedonTesla’sresearch OnceagainTesla receivednomoneyandnocredit.TeslainventedaninductionmotoraswellastheACpowersystem,and heisthereal“fatherofradio.”Yetnoneofthesediscoveriesbearhisname.Asanoldman,helivedin poverty.

In1917,duringhislaterimpoverishedyears,TeslawastoldhewastoreceivetheEdisonMedalofthe AmericanInstituteofElectricalEngineers.Heturnedthemedaldown.“Youpropose,”hesaid,“tohonor mewithamedalwhichIcouldpinuponmycoatandstrutforavainhourbeforethemembersofyour Institute.Youwoulddecoratemybodyandcontinuetoletstarve,forfailuretosupplyrecognition,my mindanditscreativeproducts,whichhavesuppliedthefoundationuponwhichthemajorportionofyour Instituteexists.”

Interpretation

Manyharbortheillusionthatscience,dealingwithfactsasitdoes,isbeyondthepettyrivalriesthat troubletherestoftheworld.NikolaTeslawasoneofthose.Hebelievedsciencehadnothingtodowith politics,andclaimednottocareforfameandriches.Ashegrewolder,though,thisruinedhisscientific work Notassociatedwithanyparticulardiscovery,hecouldattractnoinvestorstohismanyideas While heponderedgreatinventionsforthefuture,othersstolethepatentshehadalreadydevelopedandgotthe gloryforthemselves.

Hewantedtodoeverythingonhisown,butmerelyexhaustedandimpoverishedhimselfintheprocess. EdisonwasTesla’spolaropposite.Hewasn’tactuallymuchofascientificthinkerorinventor;heonce saidthathehadnoneedtobeamathematicianbecausehecouldalwayshireone.ThatwasEdison’smain

method

Hewasreallyabusinessmanandpublicist,spottingthetrendsandtheopportunitiesthatwereout there,thenhiringthebestinthefieldtodotheworkforhim.Ifhehadtohewouldstealfromhis competitors.YethisnameismuchbetterknownthanTesla’s,andisassociatedwithmoreinventions. Tobesure,ifthehunterreliesonthesecurityofthecarriage,utilizesthelegsofthesixhorses,and makesWangLiangholdtheirreins,thenhewillnottirehimselfandwillfinditeasytoovertakeswift animals.Nowsupposinghediscardedtheadvantageofthecarriage,gaveuptheusefullegsofthe horsesandtheskillofWangLiang,andalightedtorunaftertheanimals,theneventhoughhislegs wereasquickasLouChi’s,hewouldnotbeintimetoovertaketheanimals Infact,ifgoodhorsesand strongcarriagesaretakenintouse,thenmerebond-menandbondwomenwillbegoodenoughtocatch theanimals.

HAN-FEI-TZU,CHINESEPHILOSOPHER,THIRDCENTURYB.C.

Thelessonistwofold:First,thecreditforaninventionorcreationisasimportant,ifnotmore important,thantheinventionitself.Youmustsecurethecreditforyourselfandkeepothersfromstealingit away,orfrompiggy-backingonyourhardwork Toaccomplishthisyoumustalwaysbevigilantand ruthless,keepingyourcreationquietuntilyoucanbesuretherearenovulturescirclingoverhead.Second, learntotakeadvantageofotherpeople’sworktofurtheryourowncause.Timeispreciousandlifeis short.Ifyoutrytodoitallonyourown,yourunyourselfragged,wasteenergy,andburnyourselfout.Itis farbettertoconserveyourforces,pounceontheworkothershavedone,andfindawaytomakeityour own.

Everybodystealsincommerceandindustry. I’vestolenalotmyself ButIknowhowtosteal. ThomasEdison,1847-1931

KEYSTOPOWER

Theworldofpowerhasthedynamicsofthejungle:Therearethosewholivebyhuntingandkilling,and therearealsovastnumbersofcreatures(hyenas,vultures)wholiveoffthehuntingofothers.Theselatter, lessimaginativetypesareoftenincapableofdoingtheworkthatisessentialforthecreationofpower. Theyunderstandearlyon,though,thatiftheywaitlongenough,theycanalwaysfindanotheranimaltodo theworkforthem.Donotbenaive:Atthisverymoment,whileyouareslavingawayonsomeproject, therearevulturescirclingabovetryingtofigureoutawaytosurviveandeventhriveoffyourcreativity It isuselesstocomplainaboutthis,ortowearyourselfraggedwithbitterness,asTesladid.Betterto protectyourselfandjointhegame.Onceyouhaveestablishedapowerbase,becomeavultureyourself, andsaveyourselfalotoftimeandenergy.

Ahenwhohadlosthersight,andwasaccustomedtoscratchinguptheearthinsearchoffood, althoughblind,stillcontinuedtoscratchawaymostdiligently.Ofwhatusewasittotheindustriuus fool?Anothersharp-sightedhenwhosparedhertenderfeetnevermovedfromherside,andenjoyed, withoutscratching,thefruitoftheother’slabor Forasoftenastheblindhenscratchedupabarleycorn,herwatchfulcompaniondevouredit.

Ofthetwopolesofthisgame,onecanbeillustratedbytheexampleoftheexplorerVascoNúñezde Balboa.Balboahadanobsession thediscoveryofElDorado,alegendarycityofvastriches.

Earlyinthesixteenthcentury,aftercountlesshardshipsandbrusheswithdeath,hefoundevidenceofa greatandwealthyempiretothesouthofMexico,inpresent-dayPeru.Byconqueringthisempire,the Incan,andseizingitsgold,hewouldmakehimselfthenextCortés.Theproblemwasthatevenashemade thisdiscovery,wordofitspreadamonghundredsofotherconquistadors.Hedidnotunderstandthathalf thegamewaskeepingitquiet,andcarefullywatchingthosearoundhim.Afewyearsafterhediscovered thelocationoftheIncanempire,asoldierinhisownarmy,FranciscoPizarro,helpedtogethimbeheaded fortreason.PizarrowentontotakewhatBalboahadspentsomanyyearstryingtofind.

TheotherpoleisthatoftheartistPeterPaulRubens,who,lateinhiscareer,foundhimselfdeluged withrequestsforpaintings Hecreatedasystem:Inhislargestudioheemployeddozensofoutstanding painters,onespecializinginrobes,anotherinbackgrounds,andsoon.Hecreatedavastproductionline inwhichalargenumberofcanvaseswouldbeworkedonatthesametime.Whenanimportantclient visitedthestudio,Rubenswouldshoohishiredpaintersoutfortheday.Whiletheclientwatchedfroma balcony,Rubenswouldworkatanincrediblepace,withunbelievableenergy.Theclientwouldleavein aweofthisprodigiousman,whocouldpaintsomanymasterpiecesinsoshortatime.

ThisistheessenceoftheLaw:Learntogetotherstodotheworkforyouwhileyoutakethecredit,and youappeartobeofgodlikestrengthandpower.Ifyouthinkitimportanttodoalltheworkyourself,you willnevergetfar,andyouwillsufferthefateoftheBalboasandTeslasoftheworld.Findpeoplewith theskillsandcreativityyoulack.Eitherhirethem,whileputtingyourownnameontopoftheirs,orfinda waytotaketheirworkandmakeityourown.Theircreativitythusbecomesyours,andyouseemagenius totheworld

Thereisanotherapplicationofthislawthatdoesnotrequiretheparasiticuseofyourcontemporaries’ labor:Usethepast,avaststorehouseofknowledgeandwisdom.IsaacNewtoncalledthis“standingon theshouldersofgiants.”Hemeantthatinmakinghisdiscoverieshehadbuiltontheachievementsof others.Agreatpartofhisauraofgenius,heknew,wasattributabletohisshrewdabilitytomakethemost oftheinsightsofancient,medieval,andRenaissancescientists.Shakespeareborrowedplots, characterizations,andevendialoguefromPlutarch,amongotherwriters,forheknewthatnobody surpassedPlutarchinthewritingofsubtlepsychologyandwittyquotes.Howmanylaterwritershavein theirturnborrowedfrom plagiarized Shakespeare?

Weallknowhowfewoftoday’spoliticianswritetheirownspeeches.Theirownwordswouldnot winthemasinglevote;theireloquenceandwit,whateverthereisofit,theyowetoaspeechwriter. Otherpeopledothework,theytakethecredit Theupsideofthisisthatitisakindofpowerthatis availabletoeveryone.Learntousetheknowledgeofthepastandyouwilllooklikeagenius,evenwhen youarereallyjustacleverborrower.

Writerswhohavedelvedintohumannature,ancientmastersofstrategy,historiansofhumanstupidity andfolly,kingsandqueenswhohavelearnedthehardwayhowtohandletheburdensofpower their knowledgeisgatheringdust,waitingforyoutocomeandstandontheirshoulders.Theirwitcanbeyour wit,theirskillcanbeyourskill,andtheywillnevercomearoundtotellpeoplehowunoriginalyoureally are.Youcanslogthroughlife,makingendlessmistakes,wastingtimeandenergytryingtodothingsfrom yourownexperience.Oryoucanusethearmiesofthepast.AsBismarckoncesaid,“Foolssaythatthey learnbyexperience.Iprefertoprofitbyothers’experience.”

FABLES,GOITCHOLDLESSING,1729-1781

Image:TheVulture.Ofallthecreaturesin thejungle,hehasittheeasiest.The hardworkofothersbecomeshiswork; theirfailuretosurvivebecomeshis nourishment.Keepaneyeon theVulture whileyouare hardatwork,heiscir clingabove.Donot fighthim,join him.

Authority:Thereismuchtobeknown,lifeisshort,andlifeisnotlifewithoutknowledge.Itistherefore anexcellentdevicetoacquireknowledgefromeverybody.Thus,bythesweatofanother’sbrow,youwin thereputationofbeinganoracle.(BaltasarGracián,1601-1658)

REVERSAL

Therearetimeswhentakingthecreditforworkthatothershavedoneisnotthewisecourse:Ifyour powerisnotfirmlyenoughestablished,youwillseemtobepushingpeopleoutofthelimelight.Tobea brilliantexploiteroftalentyourpositionmustbeunshakable,oryouwillbeaccusedofdeception.

Besureyouknowwhenlettingotherpeoplesharethecreditservesyourpurpose.Itisespecially importanttonotbegreedywhenyouhaveamasteraboveyou.PresidentRichardNixon’shistoricvisitto thePeople’sRepublicofChinawasoriginallyhisidea,butitmightneverhavecomeoffbutforthedeft diplomacyofHenryKissinger.NorwouldithavebeenassuccessfulwithoutKissinger’sskills.Still, whenthetimecametotakecredit,KissingeradroitlyletNixontakethelion’sshare.Knowingthatthe truthwouldcomeoutlater,hewascarefulnottojeopardizehisstandingintheshorttermbyhoggingthe limelight.Kissingerplayedthegameexpertly:Hetookcreditfortheworkofthosebelowhimwhile graciouslygivingcreditforhisownlaborstothoseabove.Thatisthewaytoplaythegame.

MAKEOTHERPEOPLECOMETOYOU USEBAITIFNECESSARY JUDGMENT

Whenyouforcetheotherpersontoact,youaretheoneincontrol.Itisalwaysbettertomakeyour opponentcometoyou,abandoninghisownplansintheprocess.Lurehimwithfabulousgains then attack.Youholdthecards.

OBSERVANCEOFTHELAW

AttheCongressofViennain1814,themajorpowersofEuropegatheredtocarveuptheremainsof Napoleon’sfallenEmpire.Thecitywasfullofgaietyandtheballswerethemostsplendidinmemory. Hoveringovertheproceedings,however,wastheshadowofNapoleonhimself.Insteadofbeingexecuted orexiledfaraway,hehadbeensenttotheislandofElba,notfarfromthecoastofItaly.

Evenimprisonedonanisland,amanasboldandcreativeasNapoleonBonapartemadeeveryone nervous.TheAustriansplottedtokillhimonElba,butdecideditwastoorisky.AlexanderI,Russia’s temperamentalczar,heightenedtheanxietybythrowingafitduringthecongresswhenapartofPoland wasdeniedhim:“Beware,Ishallloosethemonster!”hethreatened.EveryoneknewhemeantNapoleon. OfallthestatesmengatheredinVienna,onlyTalleyrand,Napoleon’sformerforeignminister,seemed calmandunconcerned.Itwasasifheknewsomethingtheothersdidnot.

Meanwhile,ontheislandofElba,Napoleon’slifewasamockeryofhispreviousglory.AsElba’s “king,”hehadbeenallowedtoformacourt therewasacook,awardrobemistress,anofficialpianist, andahandfulofcourtiers.AllthiswasdesignedtohumiliateNapoleon,anditseemedtowork.

Thatwinter,however,thereoccurredaseriesofeventssostrangeanddramatictheymighthavebeen scriptedinaplay.ElbawassurroundedbyBritishships,theircannonscoveringallpossibleexitpoints. Yetsomehow,inbroaddaylighton26February1815,ashipwithninehundredmenonboardpickedup Napoleonandputtosea.TheEnglishgavechasebuttheshipgotaway.Thisalmostimpossibleescape astonishedthepublicthroughoutEurope,andterrifiedthestatesmenattheCongressofVienna.

AlthoughitwouldhavebeensafertoleaveEurope,NapoleonnotonlychosetoreturntoFrance,he raisedtheoddsbymarchingonPariswithatinyarmy,inhopesofrecapturingthethrone.Hisstrategy worked peopleofallclassesthrewthemselvesathisfeet.AnarmyunderMarshalNeyspedfromParis toarresthim,butwhenthesoldierssawtheirbelovedformerleader,theychangedsides.Napoleonwas declaredemperoragain.Volunteersswelledtheranksofhisnewarmy.Deliriumsweptthecountry.In Paris,crowdswentwild.ThekingwhohadreplacedNapoleonfledthecountry.

Forthenexthundreddays,NapoleonruledFrance.Soon,however,thegiddinesssubsided.Francewas bankrupt,itsresourcesnearlyexhausted,andtherewaslittleNapoleoncoulddoaboutthis.AttheBattle ofWaterloo,inJuneofthatyear,hewasfinallydefeatedforgood Thistimehisenemieshadlearned

LAW8

theirlesson:TheyexiledhimtothebarrenislandofSaintHelena,offthewestcoastofAfrica Therehe hadnomorehopeofescape.

Interpretation

OnlyyearslaterdidthefactsofNapoleon’sdramaticescapefromElbacometolight Beforehedecided toattemptthisboldmove,visitorstohiscourthadtoldhimthathewasmorepopularinFrancethanever, andthatthecountrywouldembracehimagain.OneofthesevisitorswasAustria’sGeneralRoller,who convincedNapoleonthatifheescaped,theEuropeanpowers,Englandincluded,wouldwelcomehim backintopower.NapoleonwastippedoffthattheEnglishwouldlethimgo,andindeedhisescape occurredinthemiddleoftheafternoon,infullviewofEnglishspyglasses.

WhatNapoleondidnotknowwasthattherewasamanbehinditall,pullingthestrings,andthatthis manwashisformerminister,Talleyrand.AndTalleyrandwasdoingallthisnottobringbacktheglory daysbuttocrushNapoleononceandforall.Consideringtheemperor’sambitionunsettlingtoEurope’s stability,hehadturnedagainsthimlongago.WhenNapoleonwasexiledtoElba,Talleyrandhad protested.Napoleonshouldbesentfartheraway,heargued,orEuropewouldneverhavepeace.Butno onelistened

Insteadofpushinghisopinion,Talleyrandbidedhistime.Workingquietly,heeventuallywonover CastlereaghandMetternich,theforeignministersofEnglandandAustria.

TogetherthesemenbaitedNapoleonintoescaping.EvenKoller’svisit,towhisperthepromiseof gloryintheexile’sear,waspartoftheplan.Likeamastercardplayer,Talleyrandfiguredeverythingout inadvance.HeknewNapoleonwouldfallintothetraphehadset.HealsoforesawthatNapoleonwould leadthecountryintoawar,which,givenFrance’sweakenedcondition,couldonlylastafewmonths.One diplomatinVienna,whounderstoodthatTalleyrandwasbehinditall,said,“Hehassetthehouseablaze inordertosaveitfromtheplague.”

WhenIhavelaidbaitfordeer, Idon’tshootatthefirstdoethatcomestosniff, butwaituntilthewholeherdhasgatheredround.

OttovonBismarck,1815-1898

KEYSTOPOWER

Howmanytimeshasthisscenarioplayeditselfoutinhistory:Anaggressiveleaderinitiatesaseriesof boldmovesthatbeginbybringinghimmuchpower.Slowly,however,hispowerreachesapeak,and sooneverythingturnsagainsthim.Hisnumerousenemiesbandtogether;tryingtomaintainhispower,he exhaustshimselfgoinginthisdirectionandthat,andinevitablyhecollapses.Thereasonforthispatternis thattheaggressivepersonisrarelyinfullcontrol.Hecannotseemorethanacoupleofmovesahead, cannotseetheconsequencesofthisboldmoveorthatone.Becauseheisconstantlybeingforcedtoreact tothemovesofhisever-growinghostofenemies,andtotheunforeseenconsequencesofhisownrash actions,hisaggressiveenergyisturnedagainsthim

Intherealmofpower,youmustaskyourself,whatisthepointofchasinghereandthere,tryingtosolve problemsanddefeatmyenemies,ifIneverfeelincontrol?WhyamIalwayshavingtoreacttoevents

insteadofdirectingthem?Theanswerissimple:Yourideaofpoweriswrong Youhavemistaken aggressiveactionforeffectiveaction.Andmostoftenthemosteffectiveactionistostayback,keepcalm, andletothersbefrustratedbythetrapsyoulayforthem,playingforlong-termpowerratherthanquick victory.

Remember:Theessenceofpoweristheabilitytokeeptheinitiative,togetotherstoreacttoyour moves,tokeepyouropponentandthosearoundyouonthedefensive.Whenyoumakeotherpeoplecome toyou,yousuddenlybecometheonecontrollingthesituation.Andtheonewhohascontrolhaspower. Twothingsmusthappentoplaceyouinthisposition:Youyourselfmustlearntomasteryouremotions, andnevertobeinfluencedbyanger;meanwhile,however,youmustplayonpeople’snaturaltendencyto reactangrilywhenpushedandbaited.Inthelongrun,theabilitytomakeotherscometoyouisaweapon farmorepowerfulthananytoolofaggression.

StudyhowTalleyrand,themasteroftheart,performedthisdelicatetrick First,heovercametheurge totrytoconvincehisfellowstatesmenthattheyneededtobanishNapoleonfaraway.Itisonlynaturalto wanttopersuadepeoplebypleadingyourcase,imposingyourwillwithwords.Butthisoftenturns againstyou.FewofTalleyrand’scontemporariesbelievedNapoleonwasstillathreat,sothatifhehad spentalotofenergytryingtoconvincethem,hewouldonlyhavemadehimselflookfoolish.Instead,he heldhistongueandhisemotionsincheck.Mostimportantofall,helaidNapoleonasweetand irresistibletrap.Heknewtheman’sweakness,hisimpetuosity,hisneedforgloryandtheloveofthe masses,andheplayedallthistoperfection.WhenNapoleonwentforthebait,therewasnodangerthathe mightsucceedandturnthetablesonTalleyrand,whobetterthananyoneknewFrance’sdepletedstate. AndevenhadNapoleonbeenabletoovercomethesedifficulties,thelikelihoodofhissuccesswould havebeengreaterwereheabletochoosehistimeandplaceofaction.Bysettingthepropertrap, Talleyrandtookthetimeandplaceintohisownhands

Allofushaveonlysomuchenergy,andthereisamomentwhenourenergiesareattheirpeak.When youmaketheotherpersoncometoyou,hewearshimselfout,wastinghisenergyonthetrip.Intheyear 1905,RussiaandJapanwereatwar.TheJapanesehadonlyrecentlybeguntomodernizetheirwarships, sothattheRussianshadastrongernavy,butbyspreadingfalseinformationtheJapanesemarshalTogo HeihachirobaitedtheRussiansintoleavingtheirdocksintheBalticSea,makingthembelievetheycould wipeouttheJapanesefleetinoneswiftattack.TheRussianfleetcouldnotreachJapanbythequickest route throughtheStraitofGibraltarandthentheSuezCanalintotheIndianOcean becausethesewere controlledbytheBritish,andJapanwasanallyofGreatBritain.TheyhadtogoaroundtheCapeofGood Hope,atthesoutherntipofAfrica,addingovermorethansixthousandmilestothevoyage.Oncethefleet passedtheCape,theJapanesespreadanotherfalsestory:Theyweresailingtolaunchacounterattack.So theRussiansmadetheentirejourneytoJapanoncombatalert Bythetimetheyarrived,theirseamen weretense,exhausted,andoverworked,whiletheJapanesehadbeenwaitingattheirease.Despitethe oddsandtheirlackofexperienceinmodernnavalwarfare,theJapanesecrushedtheRussians.

Oneaddedbenefitofmakingtheopponentcometoyou,astheJapanesediscoveredwiththeRussians, isthatitforceshimtooperateinyourterritory.Beingonhostilegroundwillmakehimnervousandoften hewillrushhisactionsandmakemistakes.Fornegotiationsormeetings,itisalwayswisetolureothers intoyourterritory,ortheterritoryofyourchoice.Youhaveyourbearings,whiletheyseenothingfamiliar andaresubtlyplacedonthedefensive.

Manipulationisadangerousgame.Oncesomeonesuspectsheisbeingmanipulated,itbecomesharder andhardertocontrolhim.Butwhenyoumakeyouropponentcometoyou,youcreatetheillusionthathe iscontrollingthesituation.Hedoesnotfeelthestringsthatpullhim,justasNapoleonimaginedthathe himselfwasthemasterofhisdaringescapeandreturntopower

Everythingdependsonthesweetnessofyourbait.Ifyourtrapisattractiveenough,theturbulenceof yourenemies’emotionsanddesireswillblindthemtoreality.Thegreediertheybecome,themorethey canbeledaround.

Thegreatnineteenth-centuryrobberbaronDanielDrewwasamasteratplayingthestockmarket.When hewantedaparticularstocktobeboughtorsold,drivingpricesupordown,herarelyresortedtothe directapproach OneofhistrickswastohurrythroughanexclusiveclubnearWallStreet,obviouslyon hiswaytothestockexchange,andtopullouthiscustomaryredbandannatowipehisperspiringbrow.A slipofpaperwouldfallfromthisbandannathathewouldpretendnottonotice.Theclub’smemberswere alwaystryingtoforeseeDrew’smoves,andtheywouldpounceonthepaper,whichinvariablyseemedto containaninsidetiponastock.Wordwouldspread,andmemberswouldbuyorsellthestockindroves, playingperfectlyintoDrew’shands.

Ifyoucangetotherpeopletodigtheirowngraves,whysweatyourself?Pickpocketsworkthisto perfection.Thekeytopickingapocketisknowingwhichpocketcontainsthewallet.Experienced pickpocketsoftenplytheirtradeintrainstationsandotherplaceswherethereisaclearlymarkedsign readingBEWAREOFPICKPOCKETS.Passersbyseeingthesigninvariablyfeelfortheirwallettomake sureitisstillthere.Forthewatchingpickpockets,thisislikeshootingfishinabarrel.Pickpocketshave evenbeenknowntoplacetheirownBEWAREOFPICKPOCKETSsignstoensuretheirsuccess

Whenyouaremakingpeoplecometoyou,itissometimesbettertoletthemknowyouareforcingtheir hand.Yougiveupdeceptionforovertmanipulation.Thepsychologicalramificationsareprofound:The personwhomakesotherscometohimappearspowerful,anddemandsrespect.

FilippoBrunelleschi,thegreatRenaissanceartistandarchitect,wasagreatpractitioneroftheartof makingotherscometohimasasignofhispower.Ononeoccasionhehadbeenengagedtorepairthe domeoftheSantaMariadelFiorecathedralinFlorence.Thecommissionwasimportantandprestigious. Butwhenthecityofficialshiredasecondman,LorenzoGhiberti,toworkwithBrunelleschi,thegreat artistbroodedinsecret.HeknewthatGhibertihadgottenthejobthroughhisconnections,andthathe woulddononeoftheworkandgethalfthecredit.Atacriticalmomentoftheconstruction,then, Brunelleschisuddenlydevelopedamysteriousillness.Hehadtostopwork,butpointedouttocity officialsthattheyhadhiredGhiberti,whoshouldhavebeenabletocontinuetheworkonhisown Soonit becameclearthatGhibertiwasuselessandtheofficialscamebeggingtoBrunelleschi.Heignoredthem, insistingthatGhibertishouldfinishtheproject,untilfinallytheyrealizedtheproblem:Theyfired Ghiberti.

Bysomemiracle,Brunelleschirecoveredwithindays.Hedidnothavetothrowatantrumormakea foolofhimself;hesimplypracticedtheartof“makingotherscometoyou.”

Ifononeoccasionyoumakeitapointofdignitythatothersmustcometoyouandyousucceed,they willcontinuetodosoevenafteryoustoptrying.

Image:TheHoneyed BearTrap.Thebearhunter doesnotchasehisprey;abear thatknowsitishuntedisnearly impossibletocatchandisfero ciousifcornered.Instead,the hunterlaystrapsbaitedwith honey.Hedoesnotexhaust himselfandriskhislifein

Authority:Goodwarriorsmakeotherscometothem,anddonotgotoothers.Thisistheprincipleof emptinessandfullnessofothersandself.Whenyouinduceopponentstocometoyou,thentheirforceis alwaysempty;aslongasyoudonotgotothem,yourforceisalwaysfull.Attackingemptinesswith fullnessislikethrowingstonesoneggs.(ZhangYu,eleventh-centurycommentatoronTheArtofWar)

REVERSAL

Althoughitisgenerallythewiserpolicytomakeothersexhaustthemselveschasingyou,thereare oppositecaseswherestrikingsuddenlyandaggressivelyattheenemysodemoralizeshimthathis energiessink.Insteadofmakingotherscometoyou,yougotothem,forcetheissue,takethelead.Fast attackcanbeanawesomeweapon,foritforcestheotherpersontoreactwithoutthetimetothinkorplan. Withnotimetothink,peoplemakeerrorsofjudgment,andarethrownonthedefensive.Thistacticisthe obverseofwaitingandbaiting,butitservesthesamefunction:Youmakeyourenemyrespondonyour terms.

MenlikeCesareBorgiaandNapoleonusedtheelementofspeedtointimidateandcontrol.Arapidand unforeseenmoveisterrifyinganddemoralizing.Youmustchooseyourtacticsdependingonthesituation. Ifyouhavetimeonyourside,andknowthatyouandyourenemiesareatleastatequalstrength,then depletetheirstrengthbymakingthemcometoyou Iftimeisagainstyou yourenemiesareweaker,and waitingwillonlygivethemthechancetorecover givethemnosuchchance.Strikequicklyandthey havenowheretogo.AstheboxerJoeLouisputit,“Hecanrun,buthecan’thide.”

pursuit

Hebaits,thenwaits

WINTHROUGHYOURACTIONS,NEVERTHROUGHARGUMENT JUDGMENT

AnymomentarytriumphyouthinkyouhavegainedthroughargumentisreallyaPyrrhicvictory:The resentmentandillwillyoustirupisstrongerandlastslongerthananymomentarychangeofopinion. Itismuchmorepowerfultogetotherstoagreewithyouthroughyouractions,withoutsayingaword. Demonstrate,donotexplicate.

TRANSGRESSIONOFTHELAW

In131B.C.,theRomanconsulPubliusCrassusDivesMucianus,layingsiegetotheGreektownof Pergamus,foundhimselfinneedofabatteringramtoforcethroughthetown’swalls.Hehadseena coupleofheftyship’smastsinashipyardinAthensafewdaysbefore,andheorderedthatthelargerof thesebesenttohimimmediately ThemilitaryengineerinAthenswhoreceivedtheorderfeltcertainthat theconsulreallywantedthesmallerofthemasts.Hearguedendlesslywiththesoldierswhodelivered therequest:Thesmallermast,hetoldthem,wasmuchbettersuitedtothetask.Andindeeditwouldbe easiertotransport.

Thesoldierswarnedtheengineerthattheirmasterwasnotamantoarguewith,butheinsistedthatthe smallermastwouldbetheonlyonethatwouldworkwithamachinethathewasconstructingtogowithit. Hedrewdiagramafterdiagram,andwentsofarastosaythathewastheexpertandtheyhadnocluewhat theyweretalkingabout.Thesoldiersknewtheirleaderandatlastconvincedtheengineerthatitwouldbe bettertoswallowhisexpertiseandobey.

Aftertheyleft,though,theengineerthoughtaboutitsomemore.Whatwasthepoint,heaskedhimself, inobeyinganorderthatwouldleadtofailure?Andsohesentthesmallermast,confidentthattheconsul wouldseehowmuchmoreeffectiveitwasandrewardhimjustly

Whenthesmallermastarrived,Mucianusaskedhissoldiersforanexplanation.Theydescribedtohim howtheengineerhadarguedendlesslyforthesmallermast,buthadfinallypromisedtosendthelarger one.Mucianuswentintoarage.Hecouldnotconcentrateonthesiege,orconsidertheimportanceof breachingthewallsbeforethetownreceivedreinforcements.Allhecouldthinkaboutwastheimpudent engineer,whomheorderedtobebroughttohimimmediately.

Arrivingafewdayslater,theengineergladlyexplainedtotheconsul,onemoretime,thereasonsfor thesmallermast.Hewentonandon,usingthesameargumentshehadmadewiththesoldiers.Hesaidit waswisetolistentoexpertsinthesematters,andiftheattackwasonlytriedwiththebatteringramhe hadsent,theconsulwouldnotregretit.Mucianuslethimfinish,thenhadhimstrippednakedbeforethe soldiersandfloggedandscourgedwithrodsuntilhedied.

LAW9

THESULTANANDTHEVIZIER

Avizierhadservedhismasterforsomethirtyyearsandwasknownandadmiredforhisloyalty, truthfulness,anddevotiontoGod.Hishonesty,however,hadmadehimmanyenemiesinthecourt, whospreadstoriesofhisduplicityandperfidy.Theyworkedonthesultandayinanddayoutuntilhe toocametodistrusttheinnocentvizierandfinallyorderedthemanwhohadservedhimsowelltobe puttodeath.Inthisrealm,thosecondemnedtodeathweretiedupandthrownintothepenwherethe sultankepthisfiercesthuntingdogs Thedogswouldpromptlytearthevictimtopieces Beforebeing throwntothedogs,however,thevizieraskedforonelastrequest.“Iwouldliketendays’respite,”he said,“sothatIcanpaymydebts,collectanymoneyduetome,returnitemsthatpeoplehaveputinmy care,andshareoutmygoodsamongthemembersofmyfamilyandmychildrenandappointa guardianforthem.”Afterreceivingaguaranteethatthevizierwouldnottrytoescape,thesultan grantedthisrequest.Thevizierhurriedhome,collectedonehundredgoldpieces,thenpaidavisitto thehuntsmanwholookedafterthesultan’sdogs Heofferedthismantheonehundredgoldpiecesand said,“Letmelookafterthedogsfortendays.”Thehuntsmanagreed,andforthenexttendaysthe viziercaredforthebeastswithgreatattention,groomingthemwellandfeedingthemhandsomely.By theendofthetendaystheywereeatingoutofhishand. Ontheeleventhdaythevizierwascalledbeforethesultan,thechargeswererepeated,andthesultan watchedasthevizierwastiedupandthrowntothedogs Yetwhenthebeastssawhim,theyranupto himwithwaggingtails.Theynibbledaffectionatelyathisshouldersandbeganplayingwithhim.The sultanandtheotherwitnesseswereamazed,andthesultanaskedthevizierwhythedogshadsparedhis life.Thevizierreplied,“Ihavelookedafterthesedogsfortendays.Thesultanhasseentheresultfor himself.Ihavelookedafteryouforthirtyyears,andwhatistheresult?Iamcondemnedtodeathon thestrengthofaccusationsbroughtbymyenemies.”Thesultanblushedwithshame.Henotonly pardonedthevizierbutgavehimafinesetofclothesandhandedovertohimthemenwhohad slanderedhisreputation.Thenobleviziersetthemfreeandcontinuedtotreatthemwithkindness.

THESUBTLERUSE:THEBOOKOFARABICWISDOMANDGUILE,THIRTEENTHCENTURY

Interpretation

Theengineer,whosenamehasnotbeenrecordedbyhistory,hadspenthislifedesigningmastsand pillars,andwasrespectedasthefinestengineerinacitythathadexcelledinthescience.Heknewthathe wasright.Asmallerramwouldallowmorespeedandcarrymoreforce.Largerisnotnecessarilybetter. Ofcoursetheconsulwouldseehislogic,andwouldeventuallyunderstandthatscienceisneutraland reasonsuperior.Howcouldtheconsulpossiblypersistinhisignoranceiftheengineershowedhim detaileddiagramsandexplainedthetheoriesbehindhisadvice?

ThemilitaryengineerwasthequintessenceoftheArguer,atypefoundeverywhereamongus.The Arguerdoesnotunderstandthatwordsareneverneutral,andthatbyarguingwithasuperiorheimpugns theintelligenceofonemorepowerfulthanhe.Healsohasnoawarenessofthepersonheisdealingwith. Sinceeachmanbelievesthatheisright,andwordswillrarelyconvincehimotherwise,thearguer’s reasoningfallsondeafears.Whencornered,heonlyarguesmore,digginghisowngrave.Oncehehas madetheotherpersonfeelinsecureandinferiorinhisbeliefs,theeloquenceofSocratescouldnotsave thesituation.

Itisnotsimplyaquestionofavoidinganargumentwiththosewhostandaboveyou.Weallbelievewe aremastersintherealmofopinionsandreasoning Youmustbecareful,then:Learntodemonstratethe

OBSERVANCEOFTHELAW

In1502,inFlorence,Italy,anenormousblockofmarblestoodintheworksdepartmentofthechurchof SantaMariadelFiore.Ithadoncebeenamagnificentpieceofrawstone,butanunskillfulsculptorhad mistakenlyboredaholethroughitwherethereshouldhavebeenafigure’slegs,generallymutilatingit. PieroSoderini,Florence’smayor,hadcontemplatedtryingtosavetheblockbycommissioningLeonardo daVincitoworkonit,orsomeothermaster,buthadgivenup,sinceeveryoneagreedthatthestonehad beenruined.So,despitethemoneythathadbeenwastedonit,itgathereddustinthedarkhallsofthe church.

ThiswaswherethingsstooduntilsomeFlorentinefriendsofthegreatMichelangelodecidedtowrite totheartist,thenlivinginRome.Healone,theysaid,coulddosomethingwiththemarble,whichwasstill magnificentrawmaterial.MichelangelotraveledtoFlorence,examinedthestone,andcametothe conclusionthathecouldinfactcarveafinefigurefromit,byadaptingtheposetothewaytherockhad beenmutilated.Soderiniarguedthatthiswasawasteoftime nobodycouldsalvagesuchadisaster but hefinallyagreedtolettheartistworkonit.MichelangelodecidedhewoulddepictayoungDavid,sling inhand.

Weekslater,asMichelangelowasputtingthefinaltouchesonthestatue,Soderinienteredthestudio.

Fancyinghimselfabitofaconnoisseur,hestudiedthehugework,andtoldMichelangelothatwhilehe thoughtitwasmagnificent,thenose,hejudged,wastoobig.MichelangelorealizedthatSoderiniwas standinginaplacerightunderthegiantfigureanddidnothavetheproperperspective.Withoutaword, hegesturedforSoderinitofollowhimupthescaffolding Reachingthenose,hepickeduphischisel,as wellasabitofmarbledustthatlayontheplanks.WithSoderinijustafewfeetbelowhimonthe scaffolding,Michelangelostartedtotaplightlywiththechisel,lettingthebitsofdusthehadgatheredin hishandtofalllittlebylittle.Heactuallydidnothingtochangethenose,butgaveeveryappearanceof workingonit.Afterafewminutesofthischaradehestoodaside:“Lookatitnow.”“Ilikeitbetter,” repliedSoderini,“you’vemadeitcomealive.”

Interpretation

Michelangeloknewthatbychangingtheshapeofthenosehemightruintheentiresculpture.YetSoderini wasapatronwhopridedhimselfonhisaestheticjudgment.Tooffendsuchamanbyarguingwouldnot onlygainMichelangelonothing,itwouldputfuturecommissionsinjeopardy.Michelangelowastoo clevertoargue.HissolutionwastochangeSoderini’sperspective(literallybringinghimclosertothe nose)withoutmakinghimrealizethatthiswasthecauseofhismisperception.

Fortunatelyforposterity,Michelangelofoundawaytokeeptheperfectionofthestatueintactwhileat thesametimemakingSoderinibelievehehadimprovedit.Suchisthedoublepowerofwinningthrough actionsratherthanargument:Nooneisoffended,andyourpointisproven

THEWORKSOFAMASIS

WhenAprieshadbeendeposedinthewayIhavedescribed,Amasiscametothethrone.Hebelongedto

correctnessofyourideasindirectly

thedistrictofSaisandwasanativeofthetowncalledSiuph AtfirsttheEgyptianswereinclinedtobe contemptuous,anddidnotthinkmuchofhimbecauseofhishumbleandundistinguishedorigin;but lateronhecleverlybroughtthemtoheel,withouthavingrecoursetoharshmeasures.Amongsthis innumerabletreasures,hehadagoldfootbath,whichheandhisguestsusedonoccasiontowashtheir feetin.Thishebrokeup,andwiththematerialhadastatuemadetooneofthegods,whichhethenset upinwhathethoughtthemostsuitablespotinthecity.TheEgyptiansconstantlycominguponthe statue,treateditwithprofoundreverence,andassoonasAmasisheardoftheeffectithaduponthem, hecalledameetingandrevealedthefactthatthedeeplyreveredstatuewasonceafootbath,which theywashedtheirfeetandpissedandvomitedin.Hewentontosaythathisowncasewasmuchthe same,inthatoncehehadbeenonlyanordinarypersonandwasnowtheirking;sothatjustasthey hadcometoreverethetransformedfootbath,sotheyhadbetterpayhonorandrespecttohim,too.In thiswaytheEgyptianswerepersuadedtoaccepthimastheirmaster

THEHISTORIES.HERODOTUS.FIFTHCENTURYB.C.

KEYSTOPOWER

Intherealmofpoweryoumustlearntojudgeyourmovesbytheirlong-termeffectsonotherpeople.The problemintryingtoproveapointorgainavictorythroughargumentisthatintheendyoucanneverbe certainhowitaffectsthepeopleyou’rearguingwith:Theymayappeartoagreewithyoupolitely,but insidetheymayresentyou.Orperhapssomethingyousaidinadvertentlyevenoffendedthem words havethatinsidiousabilitytobeinterpretedaccordingtotheotherperson’smoodandinsecurities.Even thebestargumenthasnosolidfoundation,forwehaveallcometodistrusttheslipperynatureofwords Anddaysafteragreeingwithsomeone,weoftenreverttoouroldopinionoutofsheerhabit.

Understandthis:Wordsareadimeadozen.Everyoneknowsthatintheheatofanargument,wewillall sayanythingtosupportourcause.WewillquotetheBible,refertounverifiablestatistics.Whocanbe persuadedbybagsofairlikethat?Actionanddemonstrationaremuchmorepowerfulandmeaningful. Theyarethere,beforeoureyes,forustosee “Yes,nowthestatue’snosedoeslookjustright.”There arenooffensivewords,nopossibilityofmisinterpretation.Noonecanarguewithademonstratedproof. AsBaltasarGraciánremarks,“Thetruthisgenerallyseen,rarelyheard.”

SirChristopherWrenwasEngland’sversionoftheRenaissanceman.Hehadmasteredthesciencesof mathematics,astronomy,physics,andphysiology.YetduringhisextremelylongcareerasEngland’smost celebratedarchitecthewasoftentoldbyhispatronstomakeimpracticalchangesinhisdesigns.Never oncedidheargueoroffend Hehadotherwaysofprovinghispoint

In1688WrendesignedamagnificenttownhallforthecityofWestminster.Themayor,however,was notsatisfied;infacthewasnervous.HetoldWrenhewasafraidthesecondfloorwasnotsecure,andthat itcouldallcomecrashingdownonhisofficeonthefirstfloor.HedemandedthatWrenaddtwostone columnsforextrasupport.Wren,theconsummateengineer,knewthatthesecolumnswouldserveno purpose,andthatthemayor’sfearswerebaseless.Butbuildthemhedid,andthemayorwasgrateful.It wasonlyyearslaterthatworkmenonahighscaffoldsawthatthecolumnsstoppedjustshortofthe ceiling.

Theyweredummies.Butbothmengotwhattheywanted:Themayorcouldrelax,andWrenknew posteritywouldunderstandthathisoriginaldesignworkedandthecolumnswereunnecessary.

Thepowerofdemonstratingyourideaisthatyouropponentsdonotgetdefensive,andaretherefore moreopentopersuasion.Makingthemliterallyandphysicallyfeelyourmeaningisinfinitelymore powerfulthanargument.

AheckleronceinterruptedNikitaKhrushchevinthemiddleofaspeechinwhichhewasdenouncing thecrimesofStalin.“YouwereacolleagueofStalin’s,”theheckleryelled,“whydidn’tyoustophim then?”Khrushschevapparentlycouldnotseethehecklerandbarkedout,“Whosaidthat?”Nohandwent up.Noonemovedamuscle.Afterafewsecondsoftensesilence,Khrushchevfinallysaidinaquiet voice,“NowyouknowwhyIdidn’tstophim.”InsteadofjustarguingthatanyonefacingStalinwas afraid,knowingthattheslightestsignofrebellionwouldmeancertaindeath,hehadmadethemfeelwhat itwasliketofaceStalin hadmadethemfeeltheparanoia,thefearofspeakingup,theterrorof confrontingtheleader,inthiscaseKhrushchev.Thedemonstrationwasvisceralandnomoreargument wasnecessary.

Themostpowerfulpersuasiongoesbeyondactionintosymbol.Thepowerofasymbol aflag,a mythicstory,amonumenttosomeemotionalevent isthateveryoneunderstandsyouwithoutanything beingsaid.In1975,whenHenryKissingerwasengagedinsomefrustratingnegotiationswiththeIsraelis overthereturnofpartoftheSinaidesertthattheyhadseizedinthe1967war,hesuddenlybrokeoffa tensemeetinganddecidedtodosomesight-seeing Hepaidavisittotheruinsoftheancientfortressof Masada,knowntoallIsraelisastheplacewheresevenhundredJewishwarriorscommittedmasssuicide inA.D.73ratherthangiveintotheRomantroopsbesiegingthem.TheIsraelisinstantlyunderstoodthe messageofKissinger’svisit:Hewasindirectlyaccusingthemofcourtingmasssuicide.Althoughthevisit didnotbyitselfchangetheirminds,itmadethemthinkfarmoreseriouslythananydirectwarningwould have.Symbolslikethisonecarrygreatemotionalsignificance.

Whenaimingforpower,ortryingtoconserveit,alwayslookfortheindirectroute.Andalsochoose yourbattlescarefully.Ifitdoesnotmatterinthelongrunwhethertheotherpersonagreeswithyou orif timeandtheirownexperiencewillmakethemunderstandwhatyoumean thenitisbestnotevento botherwithademonstration.Saveyourenergyandwalkaway.

GODANDABRAUIM

TheMostHighGodhadpromisedthatHewouldnottakeAbraham’ssoulunlessthemanwantedtodie andaskedHimtodoso.WhenAbraham’slifewasdrawingtoaclose,andGoddeterminedtoseize him,Hesentanangelintheguiseofadecrepitoldmanwhowasalmostentirelyincapacitated.The oldmanstoppedoutsideAbrahamdoorandsaidtohim,“OhAbraham,Iwouldlikesomethingtoeat.” Abrahamwasamazedtohearhimsaythis.“Die,exclaimedAbraham.”Itwouldbebetterforyouthanto goonlivinginthatcondition.”

Abrahamalwayskeptfoodreadyathishomeforpassingguests Sohegavetheoldmanabowl containingbrothandmeatwithbreadcrumbs.Theoldmansatdowntoeat.Heswallowedlaboriously, withgreateffort,andoncewhenhetooksomefooditdroppedfromhishand,scatteringontheground. “OhAbraham,”hesaid,“helpmetoeat.”Abrahamtookthefoodinhishandandliftedittotheold man ’slips.Butitsliddownhisbeardandoverhischest.“Whatisyourage,oldman?”asked Abraham TheoldmanmentionedanumberofyearsslightlygreaterthanAbraham’soldage Then Abrahamexclaimed:“OhLordOurGod,takemeuntoYoubeforeIreachthisman’sageandsinkinto thesameconditionasheisinnow.”NosoonerhadAbrahamspokenthosewordsthanGodtook possessionofhissoul. THESUBTLERUSE:THEBOOKOFARABICWISDOMANDGUILE,THIRTEENTHCENTURY

Image:TheSeesaw.Upanddownandupanddowngothearguers,gettingnowherefast.Getoffthe seesawandshowthemyourmeaningwithoutkickingorpushing.Leavethematthetopandletgravity bringthemgentlytotheground.

Authority:Neverargue.Insocietynothingmustbediscussed;giveonlyresults.(BenjaminDisraeli,18041881)

REVERSAL

Verbalargumenthasonevitaluseintherealmofpower:Todistractandcoveryourtrackswhenyouare practicingdeceptionorarecaughtinalie.Insuchcasesitistoyouradvantagetoarguewithallthe convictionyoucanmuster.Drawtheotherpersonintoanargumenttodistractthemfromyourdeceptive move.Whencaughtinalie,themoreemotionalandcertainyouappear,thelesslikelyitseemsthatyou arelying.

Thistechniquehassavedthehideofmanyaconartist OnceCountVictorLustig,swindlerpar excellence,hadsolddozensofsuckersaroundthecountryaphonyboxwithwhichheclaimedtobeable tocopymoney.Discoveringtheirmistake,thesuckersgenerallychosenottogothepolice,ratherthanrisk theembarrassmentofpublicity.ButoneSheriffRichards,ofRemsenCounty,Oklahoma,wasnotthekind ofmantoacceptbeingconnedoutof$10,000,andonemorninghetrackedLustigdowntoahotelin Chicago.

Lustigheardaknockonthedoor.Whenheopenedithewaslookingdownthebarrelofagun.“What seemstobetheproblem?”hecalmlyasked.“Yousonofabitch,”yelledthesheriff,“I’mgoingtokill you.Youconnedmewiththatdamnboxofyours!”Lustigfeignedconfusion.“Youmeanit’snot working?”heasked.“Youknowit’snotworking,”repliedthesheriff.“Butthat’simpossible,”said Lustig.“There’snowayitcouldn’tbeworking.Didyouoperateitproperly?”“Ididexactlywhatyou toldmetodo,”saidthesheriff “No,youmusthavedonesomethingwrong,”saidLustig Theargument wentincircles.Thebarrelofthegunwasgentlylowered.

Lustignextwenttophasetwointheargumenttactic:Hepouredoutawholebunchoftechnical gobbledygookaboutthebox’soperation,completelybeguilingthesheriff,whonowappearedlesssureof himselfandarguedlessforcefully.“Look,”saidLustig,“I’llgiveyouyourmoneybackrightnow.I’ll alsogiveyouwritteninstructionsonhowtoworkthemachineandI’llcomeouttoOklahomatomake sureit’sworkingproperly.There’snowayyoucanloseonthat.”Thesheriffreluctantlyagreed.To satisfyhimtotally,Lustigtookoutahundredone-hundred-dollarbillsandgavethemtohim,tellinghimto relaxandhaveafunweekendinChicago.Calmerandalittleconfused,thesherifffinallyleft.Overthe nextfewdaysLustigcheckedthepapereverymorning.Hefinallyfoundwhathewaslookingfor:Ashort articlereportingSheriffRichards’sarrest,trial,andconvictionforpassingcounterfeitnotes.Lustighad wontheargument;thesheriffneverbotheredhimagain

JUDGMENT

Youcandiefromsomeoneelse’smisery emotionalstatesareasinfectiousasdiseases.Youmayfeel youarehelpingthedrowningmanbutyouareonlyprecipitatingyourowndisaster.Theunfortunate sometimesdrawmisfortuneonthemselves;theywillalsodrawitonyou.Associatewiththehappyand fortunateinstead.

TRANSGRESSIONOFTHELAW

BorninLimerick,Ireland,in1818,MarieGilbertcametoParisinthe1840stomakeherfortuneasa dancerandperformer.TakingthenameLolaMontez(hermotherwasofdistantSpanishdescent),she claimedtobeaflamencodancerfromSpain.By1845hercareerwaslanguishing,andtosurviveshe becameacourtesan quicklyoneofthemoresuccessfulinParis

OnlyonemancouldsalvageLola’sdancingcareer:AlexandreDujarier,ownerofthenewspaperwith thelargestcirculationinFrance,andalsothenewspaper’sdramacritic.Shedecidedtowooandconquer him.Investigatinghishabits,shediscoveredthathewentridingeverymorning.Anexcellenthorsewoman herself,sherodeoutonemorningand“accidentally”ranintohim.Soontheywereridingtogetherevery day.AfewweekslaterLolamovedintohisapartment.

Forawhilethetwowerehappytogether.WithDujarier’shelp,Lolabegantoreviveherdancing career.Despitetherisktohissocialstanding,Dujariertoldfriendshewouldmarryherinthespring. (LolahadnevertoldhimthatshehadelopedatagenineteenwithanEnglishman,andwasstilllegally married.)AlthoughDujarierwasdeeplyinlove,hislifestartedtoslidedownhill.

Hisfortunesinbusinesschangedandinfluentialfriendsbegantoavoidhim.OnenightDujarierwas invitedtoaparty,attendedbysomeofthewealthiestyoungmeninParis Lolawantedtogotoobuthe wouldnotallowit.Theyhadtheirfirstquarrel,andDujarierattendedthepartybyhimself.There, hopelesslydrunk,heinsultedaninfluentialdramacritic,Jean-BaptisteRosemonddeBeauvallon,perhaps becauseofsomethingthecritichadsaidaboutLola.ThefollowingmorningBeauvallonchallengedhimto aduel.BeauvallonwasoneofthebestpistolshotsinFrance.Dujariertriedtoapologize,buttheduel tookplace,andhewasshotandkilled.Thusendedthelifeofoneofthemostpromisingyoungmenof Parissociety.Devastated,LolaleftParis.

In1846LolaMontezfoundherselfinMunich,whereshedecidedtowooandconquerKingLudwigof Bavaria.ThebestwaytoLudwig,shediscovered,wasthroughhisaide-de-camp,CountOttovon Rechberg,amanwithafondnessforprettygirls.Onedaywhenthecountwasbreakfastingatanoutdoor café,Lolarodebyonherhorse,was“accidentally”thrownfromthesaddle,andlandedatRechberg’s feet Thecountrushedtohelpherandwasenchanted HepromisedtointroducehertoLudwig

LAW10

INFECTION:AVOIDTHEUNHAPPYANDUNLUCKY

RechbergarrangedanaudiencewiththekingforLola,butwhenshearrivedintheanteroom,shecould hearthekingsayinghewastoobusytomeetafavor-seekingstranger.Lolapushedasidethesentriesand enteredhisroomanyway.Intheprocess,thefrontofherdresssomehowgottorn(perhapsbyher,perhaps byoneofthesentries),andtotheastonishmentofall,mostespeciallytheking,herbarebreastswere brazenlyexposed.LolawasgrantedheraudiencewithLudwig.Fifty-fivehourslatershemadeherdebut ontheBavarianstage;thereviewswereterrible,butthatdidnotstopLudwigfromarrangingmore performances.

ANDTHE

Anutfounditselfcarriedbyacrowtothetopofatallcampanile,andbyfallingintoacrevice succeededinescapingitsdreadfate.Itthenbesoughtthewalltoshelterit,byappealingtoitbythe graceofGod,andpraisingitsheight,andthebeautyandnobletoneofusbells.“Alas,”itwenton,“as IhavenotbeenabletodropbeneaththegreenbranchesofmyoldFatherandtolieinthefallowearth coveredbyhisfallenleaves,doyou,atleast,notabandonme.WhenIfoundmyselfinthebeakofthe cruelcrowImadeavow,thatifIescapedIwouldendmylifeinalittlehole.”

Atthesewords,thewall,movedwithcompassion,wascontenttoshelterthenutinthespotwhereit hadfallen.Withinashorttime,thenutburstopen:Itsrootsreachedinbetweenthecrevicesofthe stonesandbegantopushthemapart;itsshootspresseduptowardthesky Theysoonroseabovethe building,andasthetwistedrootsgrewthickertheybegantothrustthewallsapartandforcethe ancientstonesfromtheiroldplaces.Thenthewall,toolateandinvain,bewailedthecauseofits destruction,andinshorttimeitfellinruin.

LEONARDODAVINCI.1452-1519

Ludwigwas,inhisownwords,“bewitched”byLola.Hestartedtoappearinpublicwithheronhis arm,andthenheboughtandfurnishedanapartmentforherononeofMunich’smostfashionable boulevards Althoughhehadbeenknownasamiser,andwasnotgiventoflightsoffancy,hestartedto showerLolawithgiftsandtowritepoetryforher.Nowhisfavoredmistress,shecatapultedtofameand fortuneovernight.

Lolabegantolosehersenseofproportion.Onedaywhenshewasoutriding,anelderlymanrode aheadofher,abittooslowlyforherliking.Unabletopasshim,shebegantoslashhimwithherriding crop.Onanotheroccasionshetookherdog,unleashed,outforastroll.Thedogattackedapasserby,but insteadofhelpingthemangetthedogaway,shewhippedhimwiththeleash.Incidentslikethisinfuriated thestolidcitizensofBavaria,butLudwigstoodbyLolaandevenhadhernaturalizedasaBavarian citizen.Theking’sentouragetriedtowakehimtothedangersoftheaffair,butthosewhocriticizedLola weresummarilyfired.

InhisowntimeSimonThomaswasagreatdoctor.IrememberthatIhappenedtomeethimonedayat thehomeofaricholdconsumptive:Hetoldhispatientwhendiscussingwaystocurehimthatone meanswastoprovideoccasionsformetoenjoyhiscompany:Hecouldthenfixhiseyesonthe freshnessofmycountenanceandhisthoughtsontheoverflowingcheerfulnessandvigorofmyyoung manhood;byfillingallhissenseswiththeflowerofmyyouthhisconditionmightimprove.Heforgot toaddthatminemightgetworse.

MONTAIGNE,1533-1592

WhileBavarianswhohadlovedtheirkingnowoutwardlydisrespectedhim,Lolawasmadea countess,hadanewpalacebuiltforherself,andbegantodabbleinpolitics,advisingLudwigonpolicy.

Shewasthemostpowerfulforceinthekingdom Herinfluenceintheking’scabinetcontinuedtogrow, andshetreatedtheotherministerswithdisdain.Asaresult,riotsbrokeoutthroughouttherealm.Aonce peacefullandwasvirtuallyinthegripofcivilwar,andstudentseverywherewerechanting,“Rausmit Lola!”

Manythingsaresaidtobeinfectious.Sleepinesscanbeinfectious,andyawningaswell.Inlargescalestrategywhentheenemyisagitatedandshowsaninclinationtorush,donotmindintheleast. Makeashowofcompletecalmness,andtheenemywillbetakenbythisandwillbecomerelaxed.You infecttheirspirit Youcaninfectthemwithacarefree,drunklikespirit,withboredom,oreven weakness.

ABOOKOFFIVERINGS,MIYAMOTOMUSASHI,SEVENTEENTHCENTURY

ByFebruaryof1848,Ludwigwasfinallyunabletowithstandthepressure.Withgreatsadnesshe orderedLolatoleaveBavariaimmediately.Sheleft,butnotuntilshewaspaidoff.Forthenextfive weekstheBavarians’wrathwasturnedagainsttheirformerlybelovedking.InMarchofthatyearhewas forcedtoabdicate

LolaMontezmovedtoEngland.Morethananythingsheneededrespectability,anddespitebeing married(shestillhadnotarrangedadivorcefromtheEnglishmanshehadwedyearsbefore),shesether sightsonGeorgeTraffordHeald,apromisingyoungarmyofficerwhowasthesonofaninfluential barrister.AlthoughhewastenyearsyoungerthanLola,andcouldhavechosenawifeamongtheprettiest andwealthiestyounggirlsofEnglishsociety,Healdfellunderherspell.Theyweremarriedin1849. Soonarrestedonthechargeofbigamy,sheskippedbail,andsheandHealdmadetheirwaytoSpain. TheyquarreledhorriblyandononeoccasionLolaslashedhimwithaknife.Finally,shedrovehimaway. ReturningtoEngland,hefoundhehadlosthispositioninthearmy.OstracizedfromEnglishsociety,he movedtoPortugal,wherehelivedinpoverty.Afterafewmonthshisshortlifeendedinaboating accident.

AfewyearslaterthemanwhopublishedLolaMontez’sautobiographywentbankrupt In1853LolamovedtoCalifornia,whereshemetandmarriedamannamedPatHull.Their relationshipwasasstormyasalltheothers,andsheleftHullforanotherman.Hetooktodrinkandfell intoadeepdepressionthatlasteduntilhedied,fouryearslater,stillarelativelyyoungman.

Attheageofforty-one,LolagaveawayherclothesandfineryandturnedtoGod.ShetouredAmerica, lecturingonreligioustopics,dressedinwhiteandwearingahalolikewhiteheadgear.Shediedtwoyears later,in1861.

Regardnofoolishmanascultured,thoughyoumayreckomagiftedmanaswise;andesteemno ignorantabstaineratrueascetic.Donotconsortwithfools,especiallythosewhoconsiderthemselves wise.Andbenotself-satisfiedwithyourownignorance.Letyourintercoursebeonlywithmenofgood repute:foritisbysuchassotiationthatmenthemselvesattaintogoodrepute.Doyounotobserve howsesame-oilismingledwithrosesorvioletsandhow,whenithasbeenforsometimeinassociation withrosesorviolets,itceasestohesesame-oilandiscalledoilofrosesoroilofviolets?

AMIRRORFORPRINCES.KAIKAUSIBNISKANDAR.ELEVENTHCENTURY

Interpretation

LolaMontezattractedmenwithherwiles,butherpoweroverthemwentbeyondthesexual.Itwas

throughtheforceofhercharacterthatshekeptherloversenthralled Menweresuckedintothemaelstrom shechurneduparoundher.Theyfeltconfused,upset,butthestrengthoftheemotionsshestirredalso madethemfeelmorealive.

Asisoftenthecasewithinfection,theproblemswouldonlyariseovertime.Lola’sinherentinstability wouldbegintogetunderherlovers’skin.Theywouldfindthemselvesdrawnintoherproblems,buttheir emotionalattachmenttoherwouldmakethemwanttohelpher.Thiswasthecrucialpointofthedisease forLolaMontezcouldnotbehelped.Herproblemsweretoodeep.Oncetheloveridentifiedwith them,hewaslost.Hewouldfindhimselfembroiledinquarrels.Theinfectionwouldspreadtohisfamily andfriends,or,inthecaseofLudwig,toanentirenation.Theonlysolutionwouldbetocutheroff,or sufferaneventualcollapse.

Theinfecting-charactertypeisnotrestrictedtowomen;ithasnothingtodowithgender.Itstemsfrom aninwardinstabilitythatradiatesoutward,drawingdisasteruponitself Thereisalmostadesireto destroyandunsettle.Youcouldspendalifetimestudyingthepathologyofinfectingcharacters,butdon’t wasteyourtime justlearnthelesson.Whenyoususpectyouareinthepresenceofaninfector,don’t argue,don’ttrytohelp,don’tpassthepersonontoyourfriends,oryouwillbecomeenmeshed.Fleethe infector’spresenceorsuffertheconsequences.

YondCassiushasaleanandhungrylook.Hethinkstoomuch.... IdonotknowthemanIshouldavoidsosoonasthatspareCassius.... Suchmenashebeneveratheart’seasewhilestheybeholdagreater thanthemselves,andthereforearetheyverydangerous.

JuliusCaesar,WilliamShakespeare.1564-1616

KEYSTOPOWER

Thosemisfortunatesamonguswhohavebeenbroughtdownbycircumstancesbeyondtheircontrol deserveallthehelpandsympathywecangivethem.Butthereareotherswhoarenotborntomisfortune orunhappiness,butwhodrawituponthemselvesbytheirdestructiveactionsandunsettlingeffecton others.Itwouldbeagreatthingifwecouldraisethemup,changetheirpatterns,butmoreoftenthannotit istheirpatternsthatendupgettinginsideandchangingus.Thereasonissimple humansareextremely susceptibletothemoods,emotions,andeventhewaysofthinkingofthosewithwhomtheyspendtheir time.

Theincurablyunhappyandunstablehaveaparticularlystronginfectingpowerbecausetheircharacters andemotionsaresointense.Theyoftenpresentthemselvesasvictims,makingitdifficult,atfirst,tosee theirmiseriesasself-inflicted.Beforeyourealizetherealnatureoftheirproblemsyouhavebeeninfected bythem.

Understandthis:Inthegameofpower,thepeopleyouassociatewitharecritical.Theriskof associatingwithinfectorsisthatyouwillwastevaluabletimeandenergytryingtofreeyourself.Through akindofguiltbyassociation,youwillalsosufferintheeyesofothers.Neverunderestimatethedangers ofinfection.

Therearemanykindsofinfectortobeawareof,butoneofthemostinsidiousisthesuffererfrom chronicdissatisfaction Cassius,theRomanconspiratoragainstJuliusCaesar,hadthediscontentthat comesfromdeepenvy.Hesimplycouldnotendurethepresenceofanyoneofgreatertalent.Probably

becauseCaesarsensedtheman’sinterminablesourness,hepassedhimupforthepositionoffirst praetorship,andgavethepositiontoBrutusinstead.Cassiusbroodedandbrooded,hishatredforCaesar becomingpatliological.Brutushimself,adevotedrepublican,dislikedCaesar’sdictatorship;hadhehad thepatiencetowait,hewouldhavebecomethefirstmaninRomeafterCaesar’sdeath,andcouldhave undonetheevilthattheleaderhadwrought.ButCassiusinfectedhimwithhisownrancor,bendinghisear dailywithtalesofCaesar’sevil.HefinallywonBrutusovertotheconspiracy.Itwasthebeginningofa greattragedy.HowmanymisfortunescouldhavebeenavoidedhadBrutuslearnedtofearthepowerof infection.

Thereisonlyonesolutiontoinfection:quarantine.Butbythetimeyourecognizetheproblemitisoften toolate.ALolaMontezoverwhelmsyouwithherforcefulpersonality.Cassiusintriguesyouwithhis confidingnatureandthedepthofhisfeelings.Howcanyouprotectyourselfagainstsuchinsidious viruses?Theanswerliesinjudgingpeopleontheeffectstheyhaveontheworldandnotonthereasons theygivefortheirprob-Image:AVirus.Unseen,itlems.Infectorscanberecognizedbythemisfortune theydrawonthem-entersyourporeswithoutselves,theirturbulentpast,theirlonglineofbroken relationships,theirun-warning,spreadingsilentlyandstablecareers,andtheveryforceoftheir character,whichsweepsyouupslowly.Beforeyouareawareofandmakesyouloseyourreason.Be forewarnedbythesesignsofaninfectheinfection,itisdeepinsideyou.tor;learntoseethediscontentin theireye.Mostimportantofall,donottakepity.Donotenmeshyourselfintryingtohelp.Theinfector willremainunchanged,butyouwillbeunhinged.

Theothersideofinfectionisequallyvalid,andperhapsmorereadilyunderstood:Therearepeople whoattracthappinesstothemselvesbytheirgoodcheer,naturalbuoyancy,andintelligence.Theyarea sourceofpleasure,andyoumustassociatewiththemtoshareintheprosperitytheydrawupon themselves

Thisappliestomorethangoodcheerandsuccess:Allpositivequalitiescaninfectus.Talleyrandhad manystrangeandintimidatingtraits,butmostagreedthathesurpassedallFrenchmeningraciousness, aristocraticcharm,andwit.Indeedhecamefromoneoftheoldestnoblefamiliesinthecountry,and despitehisbeliefindemocracyandtheFrenchRepublic,heretainedhiscourtlymanners.His contemporaryNapoleonwasinmanywaystheopposite apeasantfromCorsica,taciturnand ungracious,evenviolent.

TherewasnooneNapoleonadmiredmorethanTalleyrand.Heenviedhisminister’swaywithpeople, hiswitandhisabilitytocharmwomen,andasbesthecould,hekeptTalleyrandaroundhim,hopingto soakuptheculturehelacked.ThereisnodoubtthatNapoleonchangedashisrulecontinued.Manyofthe roughedgesweresmoothedbyhisconstantassociationwithTalleyrand.

Usethepositivesideofthisemotionalosmosistoadvantage If,forexample,youaremiserlybynature, youwillnevergobeyondacertainlimit;onlygeneroussoulsattaingreatness.Associatewiththe generous,then,andtheywillinfectyou,openingupeverythingthatistightandrestrictedinyou.Ifyouare gloomy,gravitatetothecheerful.Ifyouarepronetoisolation,forceyourselftobefriendthegregarious. Neverassociatewiththosewhoshareyourdefects theywillreinforceeverythingthatholdsyouback. Onlycreateassociationswithpositiveaffinities.Makethisaruleoflifeandyouwillbenefitmorethan fromallthetherapyintheworld.

Authority:Recognizethefortunatesothatyoumaychoosetheircompany,andtheunfortunatesothatyou mayavoidthem.Misfortuneisusuallythecrimeoffolly,andamongthosewhosufferfromitthereisno maladymorecontagious:Neveropenyourdoortotheleastofmisfortunes,for,ifyoudo,manyothers willfollowinitstrain....Donotdieofanother’smisery.(BaltasarGracián,1601-1658)

REVERSAL

Thislawadmitsofnoreversal.Itsapplicationisuniversal.Thereisnothingtobegainedbyassociating withthosewhoinfectyouwiththeirmisery;thereisonlypowerandgoodfortunetobeobtainedby associatingwiththefortunate.Ignorethislawatyourperil.

LEARNTOKEEPPEOPLEDEPENDENTONYOU JUDGMENT

Tomaintainyourindependenceyoumustalwaysbeneededandwanted.Themoreyouarereliedon, themorefreedomyouhave.Makepeopledependonyoufortheirhappinessandprosperityandyou havenothingtofear.Neverteachthemenoughsothattheycandowithoutyou.

TRANSGRESSIONOFTHELAW

SometimeintheMiddleAges,amercenarysoldier(acondottiere),whosenamehasnotbeenrecorded, savedthetownofSienafromaforeignaggressor.HowcouldthegoodcitizensofSienarewardhim?No amountofmoneyorhonorcouldpossiblycompareinvaluetothepreservationofacity’sliberty.The citizensthoughtofmakingthemercenarythelordofthecity,buteventhat,theydecided,wasn’t recompenseenough Atlastoneofthemstoodbeforetheassemblycalledtodebatethismatterandsaid, “Letuskillhimandthenworshiphimasourpatronsaint.”Andsotheydid.

TheCountofCarmagnolawasoneofthebravestandmostsuccessfulofallthecondottieri.In1442, lateinhislife,hewasintheemployofthecityofVenice,whichwasinthemidstofalongwarwith Florence.ThecountwassuddenlyrecalledtoVenice.Afavoriteofthepeople,hewasreceivedthere withallkindsofhonorandsplendor.Thateveninghewastodinewiththedogehimself,inthedoge’s palace.Onthewayintothepalace,however,henoticedthattheguardwasleadinghiminadifferent directionfromusual.CrossingthefamousBridgeofSighs,hesuddenlyrealizedwheretheyweretaking him tothedungeon.Hewasconvictedonatrumped-upchargeandthenextdayinthePiazzaSanMarco, beforeahorrifiedcrowdwhocouldnotunderstandhowhisfatehadchangedsodrastically,hewas beheaded.

THETWOHORSES

Twohorseswerecarryingtwoloads.ThefrontHorsewentwell,buttherearHorsewaslazy.Themen begantopiletherearHorse’sloadonthefrontHorse;whentheyhadtransferreditall,therear Horsefounditeasygoing,andhesaidtothefrontHorse:“Toilandsraeat!Themoreyoutry,the moreyouhavetosuffer.”Whentheyreachedthetavern,theownersaid;“WhyshouldIfoddertwo horseswhenIcarryallonone?Ihadbettergivetheoneallthefooditwants,andcutthethroatofthe other;atleastIshallhavethehide”Andsohedid

FABLES.LEOTOLSIOY,1828-1910

LAW11

Interpretation

ManyofthegreatcondottieriofRenaissanceItalysufferedthesamefateasthepatronsaintofSienaand theCountofCarmagnola:Theywonbattleafterbattlefortheiremployersonlytofindthemselves banished,imprisoned,orexecuted.Theproblemwasnotingratitude;itwasthatthereweresomanyother condottieriasableandvaliantastheywere.Theywerereplaceable.Nothingwaslostbykillingthem. Meanwhile,theolderamongthemhadgrownpowerfulthemselves,andwantedmoreandmoremoneyfor theirservices Howmuchbetter,then,todoawaywiththemandhireayounger,cheapermercenary That wasthefateoftheCountofCarmagnola,whohadstartedtoactimpudentlyandindependently.Hehad takenhispowerforgrantedwithoutmakingsurethathewastrulyindispensable.

Suchisthefate(toalessviolentdegree,onehopes)ofthosewhodonotmakeothersdependenton them.Soonerorlatersomeonecomesalongwhocandothejobaswellastheycan someoneyounger, fresher,lessexpensive,lessthreatening.

Betheonlyonewhocandowhatyoudo,andmakethefateofthosewhohireyousoentwinedwith yoursthattheycannotpossiblygetridofyou.Otherwiseyouwillsomedaybeforcedtocrossyourown BridgeofSighs.

OBSERVANCEOFTHELAW

WhenOttovonBismarckbecameadeputyinthePrussianparliamentin1847,hewasthirty-twoyearsold andwithoutanallyorfriend.Lookingaroundhim,hedecidedthatthesidetoallyhimselfwithwasnot theparliament’sliberalsorconservatives,notanyparticularminister,andcertainlynotthepeople.Itwas withtheking,FrederickWilliamIV.Thiswasanoddchoicetosaytheleast,forFrederickwasatalow pointofhispower.Aweak,indecisiveman,heconsistentlygaveintotheliberalsinparliament;infact hewasspineless,andstoodformuchthatBismarckdisliked,personallyandpolitically.YetBismarck courtedFredericknightandday.Whenotherdeputiesattackedthekingforhismanyineptmoves,only Bismarckstoodbyhim.

THECATTHATWALKEDBYHIMSELF

ThentheWomanlaughedandsettheCatabowlofthewarmwhitemilkandsaid,“0Cat,youareas cleverasaman,butrememberthatyourbargainwasnotmadewiththeManortheDog,andIdonot knowwhattheywilldowhentheycomehome.”“Whatisthattome?”saidtheCat.“IfIhavemy placeintheCavebythefireandmywarmwhitemilkthreetimesaday,IdonotcarewhattheManor theDogcando.”...Andfromthatdaytothis,BestBeloved,threeproperMenoutoffivewillalways throwthingsataCatwhenevertheymeethim,andallproperDogswillchasehimupatree.Butthe Catkeepshissideofthebargaintoo.Hewillkillmice,andhewillbekindtoBabieswhenheisinthe house,justaslongastheydonotpullhistailtoohard Butwhenhehasdonethat,andbetweentimes, andwhenthemoongetsupandthenightcomes,heistheCatthatwalksbyhimself,andallplacesare aliketohim.ThenhegoesouttotheWetWildWoodsoruptheWetWildTreesorontheWetWild Roofs,wavinghiswildtailandwalkingbyhiswildlone.

JUSTSOSTORIES,RUDYARDKIPLING,1865-1936

Finally,itallpaidoff:In1851Bismarckwasmadeaministerintheking’scabinet.Nowhewentto work.Timeandagainheforcedtheking’shand,gettinghimtobuildupthemilitary,tostanduptothe liberals,todoexactlyasBismarckwished.HeworkedonFrederick’sinsecurityabouthismanliness, challenginghimtobefirmandtorulewithpride.Andheslowlyrestoredtheking’spowersuntilthe monarchywasonceagainthemostpowerfulforceinPrussia.

WhenFrederickdied,in1861,hisbrotherWilliamassumedthethrone WilliamdislikedBismarck intenselyandhadnointentionofkeepinghimaround.Buthealsoinheritedthesamesituationhisbrother had:enemiesgalore,whowantedtonibblehispoweraway.Heactuallyconsideredabdicating,feelinghe lackedthestrengthtodealwiththisdangerousandprecariousposition.ButBismarckinsinuatedhimself onceagain.Hestoodbythenewking,gavehimstrength,andurgedhimintofirmanddecisiveaction.The kinggrewdependentonBismarck’sstrong-armtacticstokeephisenemiesatbay,anddespitehis antipathytowardtheman,hesoonmadehimhisprimeminister.Thetwoquarreledoftenoverpolicy Bismarckwasmuchmoreconservative butthekingunderstoodhisowndependency.Wheneverthe primeministerthreatenedtoresign,thekinggaveintohim,timeaftertime.ItwasinfactBismarckwho setstatepolicy.

Yearslater,Bismarck’sactionsasPrussia’sprimeministerledthevariousGermanstatestobeunited intoonecountry NowBismarckfinagledthekingintolettinghimselfbecrownedemperorofGermany YetitwasreallyBismarckwhohadreachedtheheightsofpower.Asright-handmantotheemperor,and asimperialchancellorandknightedprince,hepulledallthelevers.

Interpretation

Mostyoungandambitiouspoliticianslookingoutonthepoliticallandscapeof1840sGermanywould havetriedtobuildapowerbaseamongthosewiththemostpower.Bismarcksawdifferent.Joining forceswiththepowerfulcanbefoolish:Theywillswallowyouup,justasthedogeofVeniceswallowed uptheCountofCarmagnola.Noonewillcometodependonyouiftheyarealreadystrong.Ifyouare ambitious,itismuchwisertoseekoutweakrulersormasterswithwhomyoucancreatearelationshipof dependency.Youbecometheirstrength,theirintelligence,theirspine.Whatpoweryouhold!Iftheygot ridofyouthewholeedificewouldcollapse.

Necessityrulestheworld.Peoplerarelyactunlesscompelledto.Ifyoucreatenoneedforyourself, thenyouwillbedoneawaywithatfirstopportunity.If,ontheotherhand,youunderstandtheLawsof Powerandmakeothersdependonyoufortheirwelfare,ifyoucancounteracttheirweaknesswithyour own“ironandblood,”inBismarck’sphrase,thenyouwillsurviveyourmastersasBismarckdid You willhaveallthebenefitsofpowerwithoutthethornsthatcomefrombeingamaster.

Thusawiseprincewillthinkofwaystokeephiscitizensofeverysort andundereverycircumstancedependentonthestateandonhim; andthentheywillalwaysbetrustworthy. NiccoloMachiavelli,1469-1527

THEII.M-IRIIANDTHEAND

AnextravagantyoungVine,vainlyambitiousofindependence,andfondoframblingatlarge,despised theallianceofaslatelyelmthatgrewnear,andcourtedherembraces.Havingrisentosomesmall heightwithoutanykindofsupport,sheshotforthherflimsybranchestoaveryuncommonand superfluouslength;callingonherneighbourtotakenoticehowlittleshewantedhisassistance.“Poor

infatuatedshrub,”repliedtheelm,“howinconsistentisthyconduct!Wouldstthoubetruly independent,thoushouldstcarefullyapplythosejuicestotheenlargementofthystem.whichthou lavishestinvainuponunnecessaryfoliage.Ishortlyshallbeholdtheegrovellingontheground;yet countenanced,indeed,bymanyofthehumanrace,who,intoxicatedwithvanity,havedespised economy;andwho,tosupportforamomenttheiremptyboastofindependence,haveexhaustedthe verysourceofitinfrivolousexpenses.”

FABLES,ROBERTDODSLFY,1703-1764

KEYSTOPOWER

Theultimatepoweristhepowertogetpeopletodoasyouwish.Whenyoucandothiswithouthavingto forcepeopleorhurtthem,whentheywillinglygrantyouwhatyoudesire,thenyourpowerisuntouchable Thebestwaytoachievethispositionistocreatearelationshipofdependence.Themasterrequiresyour services;heisweak,orunabletofunctionwithoutyou;youhaveenmeshedyourselfinhisworksodeeply thatdoingawaywithyouwouldbringhimgreatdifficulty,oratleastwouldmeanvaluabletimelostin traininganothertoreplaceyou.Oncesucharelationshipisestablishedyouhavetheupperhand,the leveragetomakethemasterdoasyouwish.Itistheclassiccaseofthemanbehindthethrone,theservant ofthekingwhoactuallycontrolstheking.BismarckdidnothavetobullyeitherFrederickorWilliaminto doinghisbidding.Hesimplymadeitclearthatunlesshegotwhathewantedhewouldwalkaway, leavingthekingtotwistinthewind.BothkingssoondancedtoBismarck’stune.

Donotbeoneofthemanywhomistakenlybelievethattheultimateformofpowerisindependence. Powerinvolvesarelationshipbetweenpeople;youwillalwaysneedothersasallies,pawns,orevenas weakmasterswhoserveasyourfront Thecompletelyindependentmanwouldliveinacabininthe woods hewouldhavethefreedomtocomeandgoashepleased,buthewouldhavenopower.Thebest youcanhopeforisthatotherswillgrowsodependentonyouthatyouenjoyakindofreverse independence:Theirneedforyoufreesyou.

LouisXI(1423-1483),thegreatSpiderKingofFrance,hadaweaknessforastrology.Hekeptacourt astrologerwhomheadmired,untilonedaythemanpredictedthataladyofthecourtwoulddiewithin eightdays.Whentheprophecycametrue,Louiswasterrified,thinkingthateitherthemanhadmurdered thewomantoprovehisaccuracyorthathewassoversedinhissciencethathispowersthreatenedLouis himself.Ineithercasehehadtobekilled.

OneeveningLouissummonedtheastrologertohisroom,highinthecastle.Beforethemanarrived,the kingtoldhisservantsthatwhenhegavethesignaltheyweretopicktheastrologerup,carryhimtothe window,andhurlhimtotheground,hundredsoffeetbelow

Theastrologersoonarrived,butbeforegivingthesignal,Louisdecidedtoaskhimonelastquestion: “Youclaimtounderstandastrologyandtoknowthefateofothers,sotellmewhatyourfatewillbeand howlongyouhavetolive.”

“IshalldiejustthreedaysbeforeYourMajesty,”theastrologerreplied.Theking’ssignalwasnever given.Theman’slifewasspared.TheSpiderKingnotonlyprotectedhisastrologerforaslongashewas alive,helavishedhimwithgiftsandhadhimtendedbythefinestcourtdoctors.

TheastrologersurvivedLouisbyseveralyears,disprovinghispowerofprophecybutprovinghis masteryofpower.

Thisisthemodel:Makeothersdependentonyou.Togetridofyoumightspelldisaster,evendeath,

andyourmasterdaresnottemptfatebyfindingout.Therearemanywaystoobtainsuchaposition. Foremostamongthemistopossessatalentandcreativeskillthatsimplycannotbereplaced.

DuringtheRenaissance,themajorobstacletoapainter’ssuccesswasfindingtherightpatron. Michelangelodidthisbetterthananyoneelse:HispatronwasPopeJuliusII.Butheandthepope quarreledoverthebuildingofthepope’smarbletomb,andMichelangeloleftRomeindisgust.Tothe amazementofthoseinthepope’scircle,notonlydidthepopenotfirehim,hesoughthimoutandinhis ownhaughtywaybeggedtheartisttostay.Michelangelo,heknew,couldfindanotherpatron,buthecould neverfindanotherMichelangelo.

YoudonothavetohavethetalentofaMichelangelo;youdohavetohaveaskillthatsetsyouapart fromthecrowd.Youshouldcreateasituationinwhichyoucanalwayslatchontoanothermasteror patronbutyourmastercannoteasily,findanotherservantwithyourparticulartalent.Andif,inreality, youarenotactuallyindispensable,youmustfindawaytomakeitlookasifyouare.Havingthe appearanceofspecializedknowledgeandskillgivesyouleewayinyourabilitytodeceivethoseabove youintothinkingtheycannotdowithoutyou.Realdependenceonyourmaster’spart,however,leaveshim morevulnerabletoyouthanthefakedvariety,anditisalwayswithinyourpowertomakeyourskill indispensable.

Thisiswhatismeantbytheintertwiningoffates:Likecreepingivy,youhavewrappedyourselfaround thesourceofpower,sothatitwouldcausegreattraumatocutyouaway.Andyoudonotnecessarilyhave toentwineyourselfaroundthemaster;anotherpersonwilldo,aslongasheorshetooisindispensablein thechain.

OnedayHarryCohn,presidentofColumbiaPictures,wasvisitedinhisofficebyagloomygroupof hisexecutives.Itwas1951,whenthewitch-huntagainstCommunistsinHollywood,carriedonbythe U.S.Congress’sHouseUn-AmericanActivitiesCommittee,wasatitsheight.Theexecutiveshadbad news:Oneoftheiremployees,thescreenwriterJohnHowardLawson,hadbeensingledoutasa Communist.Theyhadtogetridofhimrightawayorsufferthewrathofthecommittee.

HarryCohnwasnobleeding-heartliberal;infact,hehadalwaysbeenadie-hardRepublican.

HisfavoritepoliticianwasBenitoMussolini,whomhehadoncevisited,andwhoseframedphotohung onhiswall IftherewassomeonehehatedCohnwouldcallhima“Communistbastard”Buttothe executives’amazementCohntoldthemhewouldnotfireLawson.Hedidnotkeepthescreenwriteron becausehewasagoodwriter thereweremanygoodwritersinHollywood.Hekepthimbecauseofa chainofdependence:LawsonwasHumphreyBogart’swriterandBogartwasColumbia’sstar.IfCohn messedwithLawsonhewouldruinanimmenselyprofitablerelationship.Thatwasworthmorethanthe terriblepublicitybroughttohimbyhisdefianceofthecommittee.

HenryKissingermanagedtosurvivethemanybloodlettingsthatwentonintheNixonWhiteHousenot becausehewasthebestdiplomatNixoncouldfind therewereotherfinenegotiators andnotbecause thetwomengotalongsowell:Theydidnot.Nordidtheysharetheirbeliefsandpolitics.Kissinger survivedbecauseheentrenchedhimselfinsomanyareasofthepoliticalstructurethattodoawaywith himwouldleadtochaos.Michelangelo’spowerwasintensive,dependingononeskill,hisabilityasan artist;Kissinger’swasextensive Hegothimselfinvolvedinsomanyaspectsanddepartmentsofthe administrationthathisinvolvementbecameacardinhishand.Italsomadehimmanyallies.Ifyoucan arrangesuchapositionforyourself,gettingridofyoubecomesdangerous allsortsofinterdependencies willunravel.Still,theintensiveformofpowerprovidesmorefreedomthantheextensive,becausethose whohaveitdependonnoparticularmaster,orparticularpositionofpower,fortheirsecurity.

Tomakeothersdependentonyou,oneroutetotakeisthesecret-intelligencetactic.Byknowingother people’ssecrets,byholdinginformationthattheywouldn’twantbroadcast,yousealyourfatewiththeirs.

Youareuntouchable Ministersofsecretpolicehaveheldthispositionthroughouttheages:Theycan makeorbreakaking,or,asinthecaseofJ.EdgarHoover,apresident.Buttheroleissofullof insecuritiesandparanoiathatthepoweritprovidesalmostcancelsitselfout.Youcannotrestatease,and whatgoodispowerifitbringsyounopeace?

Onelastwarning:Donotimaginethatyourmaster’sdependenceonyouwillmakehimloveyou.In fact,hemayresentandfearyou.But,asMachiavellisaid,itisbettertobefearedthanloved.Fearyou cancontrol;love,never.Dependingonanemotionassubtleandchangeableasloveorfriendshipwill onlymakeyouinsecure.Bettertohaveothersdependonyououtoffearoftheconsequencesoflosingyou thanoutofloveofyourcompany.

Image:VineswithManyThorns.Below,therootsgrowdeep andwide.Above,thevinespushthroughbushes,entwinethemselves aroundtreesandpolesandwindowledges Togetridofthem wouldcostsuchtoilandblood,itiseasiertoletthemclimb.

Authority:Makepeopledependonyou.Moreistobegainedfromsuchdependencethancourtesy.He whohasslakedhisthirst,immediatelyturnshisbackonthewell,nolongerneedingit.Whendependence disappears,sodoescivilityanddecency,andthenrespect.Thefirstlessonwhichexperienceshouldteach youistokeephopealivebutneversatisfied,keepingevenaroyalpatroneverinneedofyou.(Baltasar Gracián,1601-1658)

REVERSAL

Theweaknessofmakingothersdependonyouisthatyouareinsomemeasuredependentonthem.But tryingtomovebeyondthatpointmeansgettingridofthoseaboveyou itmeansstandingalone, dependingonnoone.SuchisthemonopolisticdriveofaJ.P.MorganoraJohnD.Rockefeller todrive outallcompetition,tobeincompletecontrol.Ifyoucancornerthemarket,somuchthebetter.

Nosuchindependencecomeswithoutaprice.Youareforcedtoisolateyourself.Monopoliesoftenturn inwardanddestroythemselvesfromtheinternalpressure.Theyalsostiruppowerfulresentment,making theirenemiesbondtogethertofightthem.Thedriveforcompletecontrolisoftenruinousandfruitless. Interdependenceremainsthelaw,independencearareandoftenfatalexception.Bettertoplaceyourself inapositionofmutualdependence,then,andtofollowthiscriticallawratherthanlookforitsreversal Youwillnothavetheunbearablepressureofbeingontop,andthemasteraboveyouwillinessencebe yourslave,forhewilldependonyou.

USESELECTIVEHONESTYANDGENEROSITYTODISARMYOURVICTIM JUDGMENT

Onesincereandhonestmovewillcoveroverdozensofdishonestones.Open-heartedgesturesof honestyandgenerositybringdowntheguardofeventhemostsuspiciouspeople.Onceyourselective honestyopensaholeintheirarmor,youcandeceiveandmanipulatethematwill.Atimelygift a Trojanhorse willservethesamepurpose.

OBSERVANCEOFTHELAW

Sometimein1926,atall,dapperlydressedmanpaidavisittoAlCapone,themostfearedgangsterofhis time.SpeakingwithanelegantContinentalaccent,themanintroducedhimselfasCountVictorLustig.He promisedthatifCaponegavehim$50,000hecoulddoubleit.Caponehadmorethanenoughfundsto coverthe“investment,”buthewasn’tinthehabitofentrustinglargesumstototalstrangers Helookedthe countover:Somethingaboutthemanwasdifferent hisclassystyle,hismanner andsoCaponedecided toplayalong.HecountedoutthebillspersonallyandhandedthemtoLustig.“Okay,Count,”saidCapone. “Doubleitinsixtydayslikeyousaid.”Lustigleftwiththemoney,putitinasafe-depositboxinChicago, thenheadedtoNewYork,wherehehadseveralothermoney-makingschemesinprogress.

The$50,000remainedinthebankboxuntouched.Lustigmadenoefforttodoubleit.Twomonthslater hereturnedtoChicago,tookthemoneyfromthebox,andpaidCaponeanothervisit.Helookedatthe gangster’sstony-facedbodyguards,smiledapologetically,andsaid,“Pleaseacceptmyprofoundregrets, Mr.Capone.I’msorrytoreportthattheplanfailed...Ifailed.”

Caponeslowlystoodup.HegloweredatLustig,debatingwhichpartoftherivertothrowhimin.But thecountreachedintohiscoatpocket,withdrewthe$50,000,andplaceditonthedesk.“Here,sir,is yourmoney,tothepenny Again,mysincereapologies Thisismostembarrassing Thingsdidn’tworkout thewayIthoughttheywould.Iwouldhavelovedtohavedoubledyourmoneyforyouandformyself LordknowsIneedit buttheplanjustdidn’tmaterialize.”

Caponesaggedbackintohischair,confused.“Iknowyou’reaconman,Count,”saidCapone.“Iknew itthemomentyouwalkedinhere.Iexpectedeitheronehundredthousanddollarsornothing.Butthis... gettingmymoneyback...well.”“Againmyapologies,Mr.Capone,”saidLustig,ashepickeduphishat andbegantoleave.“MyGod!You’rehonest!”yelledCapone.“Ifyou’reonthespot,here’sfivetohelp youalong.”Hecountedoutfiveone-thousand-dollarbillsoutofthe$50,000.Thecountseemedstunned, boweddeeply,mumbledhisthanks,andleft,takingthemoney.

The$5,000waswhatLustighadbeenafterallalong.

FRANCESCOBORRI.COURTIERCHARLATAN

LAW12

FrancescoGiuseppeBorriofMilan,whosedeathin1695felljustwithintheseventeenthcentury wasaforerunnerofthatspecialtypeofcharlatanicaladventurer,thecourtieror“cavalier” impostor....HisrealperiodofglorybeganafterhemovedtoAmsterdam.Thereheassumedthetitleof MedicoUniversale,maintainedagreatretinue,anddroveaboutinacoachwithsixhorses....Patients streamedtohim,andsomeinvalidshadthemselvescarriedinsedanchairsallthewayfromParisto hisplaceinAmsterdam Borritooknopaymentforhisconsultations:Hedistributedgreatsumsamong thepoorandwasneverknowntoreceiveanymoneythroughthepostorbillsofexchange.Ashe continuedtolivewithsuchsplendor,nevertheless,itwaspresumedthathepossessedthe philosophers’stone.SuddenlythisbenefactordisappearedfromAmsterdam.Thenitwasdiscovered thathehadtakenwithhimmoneyanddiamondsthathadbeenplacedinhischarge.

THEPOWEROFTHECHARLATAN,GRETEDEFRANCESCO,1939

Interpretation

CountVictorLustig,amanwhospokeseverallanguagesandpridedhimselfonhisrefinementandculture, wasoneofthegreatconartistsofmodemtimes.Hewasknownforhisaudacity,hisfearlessness,and, mostimportant,hisknowledgeofhumanpsychology.Hecouldsizeupamaninminutes,discoveringhis weaknesses,andhehadradarforsuckers.Lustigknewthatmostmenbuildupdefensesagainstcrooks andothertroublemakers.Theconartist’sjobistobringthosedefensesdown.

Onesurewaytodothisisthroughanactofapparentsincerityandhonesty.Whowilldistrustaperson literallycaughtintheactofbeinghonest?Lustigusedselectivehonestymanytimes,butwithCaponehe wentastepfurther Nonormalconmanwouldhavedaredsuchacon;hewouldhavechosenhissuckers fortheirmeekness,forthatlookaboutthemthatsaystheywilltaketheirmedicinewithoutcomplaint.Con Caponeandyouwouldspendtherestofyourlife(whateverremainedofit)afraid.ButLustigunderstood thatamanlikeCaponespendshislifemistrustingothers.Noonearoundhimishonestorgenerous,and beingsomuchinthecompanyofwolvesisexhausting,evendepressing.AmanlikeCaponeyearnstobe therecipientofanhonestorgenerousgesture,tofeelthatnoteveryonehasanangleorisouttorobhim. Lustig’sactofselectivehonestydisarmedCaponebecauseitwassounexpected.Aconartistloves conflictingemotionslikethese,sincethepersoncaughtupinthemissoeasilydistractedanddeceived. DonotshyawayfrompracticingthislawontheCaponesoftheworld.Withawell-timedgestureof honestyorgenerosity,youwillhavethemostbrutalandcynicalbeastinthekingdomeatingoutofyour hand.

EverythingturnsgraywhenIdon’thaveatleastonemarkonthehorizon.

Lifethenseemsemptyanddepressing.Icannotunderstandhonestmen.

Theyleaddesperatelives,fullofboredom. CountVictorLustig,1890-1947

KEYSTOPOWER

Theessenceofdeceptionisdistraction Distractingthepeopleyouwanttodeceivegivesyouthetimeand spacetodosomethingtheywon’tnotice.Anactofkindness,generosity,orhonestyisoftenthemost powerfulformofdistractionbecauseitdisarmsotherpeople’ssuspicions.Itturnsthemintochildren,

eagerlylappingupanykindofaffectionategesture

InancientChinathiswascalled“givingbeforeyoutake” thegivingmakesithardfortheotherperson tonoticethetaking.Itisadevicewithinfinitepracticaluses.Brazenlytakingsomethingfromsomeoneis dangerous,evenforthepowerful.Thevictimwillplotrevenge.Itisalsodangeroussimplytoaskfor whatyouneed,nomatterhowpolitely:Unlesstheotherpersonseessomegainforthemselves,theymay cometoresentyourneediness.Learntogivebeforeyoutake.Itsoftenstheground,takesthebiteoutofa futurerequest,orsimplycreatesadistraction.Andthegivingcantakemanyforms:anactualgift,a generousact,akindfavor,an“honest”admission whateverittakes.

Selectivehonestyisbestemployedonyourfirstencounterwithsomeone.Weareallcreaturesofhabit, andourfirstimpressionslastalongtime.Ifsomeonebelievesyouarehonestatthestartofyour relationshipittakesalottoconvincethemotherwise.Thisgivesyouroomtomaneuver.

JayGould,likeAlCapone,wasamanwhodistrustedeveryone Bythetimehewasthirty-threehewas alreadyamultimillionaire,mostlythroughdeceptionandstrong-arming.Inthelate1860s,Gouldinvested heavilyintheErieRailroad,thendiscoveredthatthemarkethadbeenfloodedwithavastamountof phonystockcertificatesforthecompany.Hestoodtoloseafortuneandtosufferalotofembarrassment.

Inthemidstofthiscrisis,amannamedLordJohnGordon-Gordonofferedtohelp.Gordon-Gordon,a Scottishlord,hadapparentlymadeasmallfortuneinvestinginrailroads.

ByhiringsomehandwritingexpertsGordon-GordonwasabletoprovetoGouldthattheculpritsforthe phonystockcertificateswereactuallyseveraltopexecutiveswiththeErieRailroaditself.Gouldwas grateful.Gordon-GordonthenproposedthatheandGouldjoinforcestobuyupacontrollinginterestin Erie.Gouldagreed.Forawhiletheventureappearedtoprosper.Thetwomenwerenowgoodfriends, andeverytimeGordon-GordoncametoGouldaskingformoneytobuymorestock,Gouldgaveittohim. In1873,however,Gordon-Gordonsuddenlydumpedallofhisstock,makingafortunebutdrastically loweringthevalueofGould’sownholdings.Thenhedisappearedfromsight.

Uponinvestigation,GouldfoundoutthatGordon-Gordon’srealnamewasJohnCrowningsfield,and thathewasthebastardsonofamerchantseamanandaLondonbarmaid.Therehadbeenmanyclues beforethenthatGordon-Gordonwasaconman,buthisinitialactofhonestyandsupporthadsoblinded Gouldthatittookthelossofmillionsforhimtoseethroughthescheme.

Asingleactofhonestyisoftennotenough.Whatisrequiredisareputationforhonesty,builtona seriesofacts butthesecanbequiteinconsequential.Oncethisreputationisestablished,aswithfirst impressions,itishardtoshake.

InancientChina,DukeWuofChêngdecideditwastimetotakeovertheincreasinglypowerful kingdomofHu.Tellingnooneofhisplan,hemarriedhisdaughtertoHu’sruler.Hethencalledacouncil andaskedhisministers,“Iamconsideringamilitarycampaign Whichcountryshouldweinvade?”Ashe hadexpected,oneofhisministersreplied,“Hushouldbeinvaded.”Thedukeseemedangry,andsaid, “Huisasisterstatenow.Whydoyousuggestinvadingher?”Hehadtheministerexecutedforhis impoliticremark.TherulerofHuheardaboutthis,andconsideringothertokensofWu’shonestyandthe marriagewithhisdaughter,hetooknoprecautionstodefendhimselffromCheng.Afewweekslater, ChêngforcessweptthroughHuandtookthecountry,nevertorelinquishit.

Honestyisoneofthebestwaystodisarmthewary,butitisnottheonlyone.Anykindofnoble, apparentlyselflessactwillserve.Perhapsthebestsuchact,though,isoneofgenerosity.Fewpeoplecan resistagift,evenfromthemosthardenedenemy,whichiswhyitisoftentheperfectwaytodisarm people.Agiftbringsoutthechildinus,instantlyloweringourdefenses.Althoughweoftenviewother people’sactionsinthemostcynicallight,werarelyseetheMachiavellianelementofagift,whichquite oftenhidesulteriormotives Agiftistheperfectobjectinwhichtohideadeceptivemove

OverthreethousandyearsagotheancientGreekstraveledacrosstheseatorecapturethebeautiful Helen,stolenawayfromthembyParis,andtodestroyParis’scity,Troy.Thesiegelastedtenyears,many heroesdied,yetneithersidehadcomeclosetovictory.Oneday,theprophetCalchasassembledthe Greeks.

Image:TheTrojanHorse.Yourguileishiddeninsideamagnificentgiftthatprovesirresistibletoyour opponent.Thewallsopen.Onceinside,wreakhavoc.

“Stopbatteringawayatthesewalls!”hetoldthem.“Youmustfindsomeotherway,someruse.We cannottakeTroybyforcealone.Wemustfindsomecunningstratagem.”ThecunningGreekleader Odysseusthencameupwiththeideaofbuildingagiantwoodenhorse,hidingsoldiersinsideit,then offeringittotheTrojansasagift.Neoptolemus,sonofAchilles,wasdisgustedwiththisidea;itwas unmanly.Betterforthousandstodieonthebattlefieldthantogainvictorysodeceitfully.Butthesoldiers, facedwithachoicebetweenanothertenyearsofmanliness,honor,anddeath,ontheonehandandaquick victoryontheother,chosethehorse,whichwaspromptlybuilt.ThetrickwassuccessfulandTroyfell. OnegiftdidmorefortheGreekcausethantenyearsoffighting.

Selectivekindnessshouldalsobepartofyourarsenalofdeception.ForyearstheancientRomanshad besiegedthecityoftheFaliscans,alwaysunsuccessfully.Oneday,however,whentheRomangeneral Camilluswasencampedoutsidethecity,hesuddenlysawamanleadingsomechildrentowardhim.The manwasaFaliscanteacher,andthechildren,itturnedout,werethesonsanddaughtersofthenoblestand wealthiestcitizensofthetown.Onthepretenseoftakingthesechildrenoutforawalk,hehadledthem straighttotheRomans,offeringthemashostagesinhopesofingratiatinghimselfwithCamillus,thecity’s enemy.

Camillusdidnottakethechildrenhostage.Hestrippedtheteacher,tiedhishandsbehindhisback,gave eachchildarod,andletthemwhiphimallthewaybacktothecity.Thegesturehadanimmediateeffect ontheFaliscans.HadCamillususedthechildrenashostages,someinthecitywouldhavevotedto surrender.AndeveniftheFaliscanshadgoneonfighting,theirresistancewouldhavebeenhalfhearted. Camillus’srefusaltotakeadvantageofthesituationbrokedowntheFaliscans’resistance,andthey surrendered.Thegeneralhadcalculatedcorrectly.Andinanycasehehadhadnothingtolose:Heknew thatthehostageploywouldnothaveendedthewar,atleastnotrightaway.Byturningthesituation around,heearnedhisenemy’strustandrespect,disarmingthem.Selectivekindnesswilloftenbreak downeventhemoststubbornfoe:Aimingrightfortheheart,itcorrodesthewilltofightback.

Remember:Byplayingonpeople’semotions,calculatedactsofkindnesscanturnaCaponeintoa gulliblechild.Aswithanyemotionalapproach,thetacticmustbepracticedwithcaution:Ifpeoplesee throughit,theirdisappointedfeelingsofgratitudeandwarmthwillbecomethemostviolenthatredand distrust.Unlessyoucanmakethegestureseemsincereandheartfelt,donotplaywithfire.

Authority:WhenDukeHsienofChinwasabouttoraidYü,hepresentedtothemajadeandateamof horses.WhenEarlChihwasabouttoraidCh’ou-yu,hepresentedtothemgrandchariots.Hencethe saying:“Whenyouareabouttotake,youshouldgive.”(Han-fei-tzu,Chinesephilosopher,thirdcentury BC)

REVERSAL

Whenyouhaveahistoryofdeceitbehindyou,noamountofhonesty,generosity,orkindnesswillfool

people.Infactitwillonlycallattentiontoitself.Oncepeoplehavecometoseeyouasdeceitful,toact honestallofasuddenissimplysuspicious.Inthesecasesitisbettertoplaytherogue.

CountLustig,pullingthebiggestconofhiscareer,wasabouttoselltheEiffelTowertoan unsuspectingindustrialistwhobelievedthegovernmentwasauctioningitoffforscrapmetal.The industrialistwaspreparedtohandoverahugesumofmoneytoLustig,whohadsuccessfully impersonatedagovernmentofficial.Atthelastminute,however,themarkwassuspicious.Something aboutLustigbotheredhim.Atthemeetinginwhichhewastohandoverthemoney,Lustigsensedhis suddendistrust.

Leaningovertotheindustrialist,Lustigexplained,inalowwhisper,howlowhissalarywas,how difficulthisfinanceswere,onandon.Afterafewminutesofthis,theindustrialistrealizedthatLustigwas askingforabribe Forthefirsttimeherelaxed NowheknewhecouldtrustLustig:Sinceallgovernment officialsweredishonest,Lustighadtobereal.Themanforkedoverthemoney.Byactingdishonest, LustigseemedtherealMcCoy.Inthiscaseselectivehonestywouldhavehadtheoppositeeffect.

AstheFrenchdiplomatTalleyrandgrewolder,hisreputationasamasterliaranddeceiverspread.At theCongressofVienna(1814-1815),hewouldspinfabulousstoriesandmakeimpossibleremarksto peoplewhoknewhehadtobelying.Hisdishonestyhadnopurposeexcepttocloakthemomentswhenhe reallywasdeceivingthem.Oneday,forexample,amongfriends,Talleyrandsaidwithapparentsincerity, “Inbusinessoneoughttoshowone’shand.”Noonewhoheardhimcouldbelievetheirears:Amanwho neveronceinhislifehadshownhiscardswastellingotherpeopletoshowtheirs.Tacticslikethismade itimpossibletodistinguishTalleyrand’srealdeceptionsfromhisfakeones.Byembracinghisreputation fordishonesty,hepreservedhisabilitytodeceive.

Nothingintherealmofpowerissetinstone Overtdeceptivenesswillsometimescoveryourtracks, evenmakingyouadmiredforthehonestyofyourdishonesty.

WHENASKINGFORHELP,APPEALTOPEOPLE’SSELF-INTEREST,NEVERTO THEIRMERCYORGRATITUDE

JUDGMENT

Ifyouneedtoturntoanallyforhelp,donotbothertoremindhimofyourpastassistanceandgood deeds.Hewillfindawaytoignoreyou.Instead,uncoversomethinginyourrequest,orinyour alliancewithhim,thatwillbenefithim,andemphasizeitoutofallproportion Hewillrespond enthusiasticallywhenheseessomethingtobegainedforhimself.

TRANSGRESSIONOFTHELAW

Intheearlyfourteenthcentury,ayoungmannamedCastruccioCastracanirosefromtherankofcommon soldiertobecomelordofthegreatcityofLucca,Italy.Oneofthemostpowerfulfamiliesinthecity,the Poggios,hadbeeninstrumentalinhisclimb(whichsucceededthroughtreacheryandbloodshed),butafter hecametopower,theycametofeelhehadforgottenthem.Hisambitionoutweighedanygratitudehefelt. In1325,whileCastrucciowasawayfightingLucca’smainrival,Florence,thePoggiosconspiredwith othernoblefamiliesinthecitytoridthemselvesofthistroublesomeandambitiousprince.

THEPEASANTANDTHEAPPLE-TREE

Apeasanthadinhisgardenanapple-tree,whichborenofruit,butonlyservedasaperchforthe sparrowsandgrasshoppers.Heresolvedtocutitdown,and,takinghisaxinhand,madeaboldstroke atitsroots.Thegrasshoppersandsparrowsentreatedhimnottocutdownthetreethatsheltered them,buttospareit,andtheywouldsingtohimandlightenhislabors.Hepaidnoattentiontotheir request,butgavethetreeasecondandathirdblowwithhisax.Whenhereachedthehollowofthe tree,hefoundahivefullofhoney Havingtastedthehoneycomb,hethrewdownhisax,and,looking onthetreeasisacred,tookgreatcareofit.Self-interestalonemovessomemen.

FABLES,AESOP,SIXTHCENTURYB.C.

Mountinganinsurrection,theplottersattackedandmurderedthegovernorwhomCastrucciohadleft behindtorulethecity.Riotsbrokeout,andtheCastrucciosupportersandthePoggiosupporterswere poisedtodobattle.Attheheightofthetension,however,StefanodiPoggio,theoldestmemberofthe family,intervened,andmadebothsideslaydowntheirarms.

Apeacefulman,Stefanohadnottakenpartintheconspiracy.Hehadtoldhisfamilyitwouldendina uselessbloodbath.Nowheinsistedheshouldintercedeonthefamily’sbehalfandpersuadeCastruccioto listentotheircomplaintsandsatisfytheirdemands.Stefanowastheoldestandwisestmemberoftheclan,

LAW13

andhisfamilyagreedtoputtheirtrustinhisdiplomacyratherthanintheirweapons

WhennewsoftherebellionreachedCastruccio,hehurriedbacktoLucca.Bythetimehearrived, however,thefightinghadceased,throughStefano’sagency,andhewassurprisedbythecity’scalmand peace.StefanodiPoggiohadimaginedthatCastrucciowouldbegratefultohimforhispartinquellingthe rebellion,sohepaidtheprinceavisit.Heexplainedhowhehadbroughtpeace,thenbeggedfor Castruccio’smercy.Hesaidthattherebelsinhisfamilywereyoungandimpetuous,hungryforpoweryet inexperienced;herecalledhisfamily’spastgenerositytoCastruccio.Forallthesereasons,hesaid,the greatprinceshouldpardonthePoggiosandlistentotheircomplaints.This,hesaid,wastheonlyjustthing todo,sincethefamilyhadwillinglylaiddowntheirarmsandhadalwayssupportedhim.

Castrucciolistenedpatiently.Heseemednottheslightestbitangryorresentful.Instead,hetoldStefano torestassuredthatjusticewouldprevail,andheaskedhimtobringhisentirefamilytothepalacetotalk overtheirgrievancesandcometoanagreement Astheytookleaveofoneanother,Castrucciosaidhe thankedGodforthechancehehadbeengiventoshowhisclemencyandkindness.Thateveningtheentire Poggiofamilycametothepalace.Castruccioimmediatelyhadthemimprisonedandafewdayslaterall wereexecuted,includingStefano.

Interpretation

StefanodiPoggioistheembodimentofallthosewhobelievethatthejusticeandnobilityoftheircause willprevail.Certainlyappealstojusticeandgratitudehaveoccasionallysucceededinthepast,butmore oftenthannottheyhavehaddireconsequences,especiallyindealingswiththeCastrucciosoftheworld.

Stefanoknewthattheprincehadrisentopowerthroughtreacheryandruthlessness.Thiswasaman,after all,whohadputacloseanddevotedfriendtodeath.WhenCastrucciowastoldthatithadbeenaterrible wrongtokillsuchanoldfriend,herepliedthathehadexecutednotanoldfriendbutanewenemy.

AmanlikeCastruccioknowsonlyforceandself-interest.Whentherebellionbegan,toenditandplace oneselfathismercywasthemostdangerouspossiblemove.EvenonceStefanodiPoggiohadmadethat fatalmistake,however,hestillhadoptions:HecouldhaveofferedmoneytoCastruccio,couldhavemade promisesforthefuture,couldhavepointedoutwhatthePoggioscouldstillcontributetoCastruccio’s power theirinfluencewiththemostinfluentialfamiliesofRome,forexample,andthegreatmarriage theycouldhavebrokered.

InsteadStefanobroughtupthepast,anddebtsthatcarriednoobligation.Notonlyisamannotobliged tobegrateful,gratitudeisoftenaterribleburdenthathegladlydiscards.AndinthiscaseCastrucciorid himselfofhisobligationstothePoggiosbyeliminatingthePoggios.

Mostmenaresothoroughlysubjectivethatnothingreallyintereststhembutthemselves.Theyalways thinkoftheirowncaseassoonaseveranyremarkismade,andtheirwholeattentionisengrossedand absorbedbythemerestchancereferencetoanythingwhichaffectsthempersonally,beitneverso remote.

ARTHURSCHOPENHAUER,1788-1860 OBSERVANCEOFTHELAW

In433B.C.,justbeforethePeloponnesianWar,theislandofCorcyra(latercalledCorfu)andtheGreek city-stateofCorinthstoodonthebrinkofconflict.BothpartiessentambassadorstoAthenstotrytowin overtheAthenianstotheirside.Thestakeswerehigh,sincewhoeverhadAthensonhissidewassureto win.Andwhoeverwonthewarwouldcertainlygivethedefeatedsidenomercy.

Corcyraspokefirst.ItsambassadorbeganbyadmittingthattheislandhadneverhelpedAthensbefore, andinfacthadallieditselfwithAthens’senemies Therewerenotiesoffriendshiporgratitudebetween CorcyraandAthens.Yes,theambassadoradmitted,hehadcometoAthensnowoutoffearandconcern forCorcyra’ssafety.Theonlythinghecouldofferwasanallianceofmutualinterests.Corcyrahadanavy onlysurpassedinsizeandstrengthbyAthens’sown;analliancebetweenthetwostateswouldcreatea formidableforce,onethatcouldintimidatetherivalstateofSparta.That,unfortunately,wasallCorcyra hadtooffer.

TherepresentativefromCorinththengaveabrilliant,passionatespeech,insharpcontrasttothedry, colorlessapproachoftheCorcyran.HetalkedofeverythingCorinthhaddoneforAthensinthepast.He askedhowitwouldlooktoAthens’sotheralliesifthecityputanagreementwithaformerenemyover onewithapresentfriend,onethathadservedAthens’sinterestloyally:Perhapsthoseallieswouldbreak theiragreementswithAthensiftheysawthattheirloyaltywasnotvalued.HereferredtoHelleniclaw, andtheneedtorepayCorinthforallitsgooddeeds HefinallywentontolistthemanyservicesCorinth hadperformedforAthens,andtheimportanceofshowinggratitudetoone’sfriends.

Afterthespeech,theAtheniansdebatedtheissueinanassembly.Onthesecondround,theyvoted overwhelminglytoallywithCorcyraanddropCorinth.

Interpretation

HistoryhasrememberedtheAtheniansnobly,buttheywerethepreeminentrealistsofclassicalGreece. Withthem,alltherhetoric,alltheemotionalappealsintheworld,couldnotmatchagoodpragmatic argument,especiallyonethataddedtotheirpower.

WhattheCorinthianambassadordidnotrealizewasthathisreferencestoCorinth’spastgenerosityto AthensonlyirritatedtheAthenians,subtlyaskingthemtofeelguiltyandputtingthemunderobligation. TheAthenianscouldn’tcarelessaboutpastfavorsandfriendlyfeelings.Atthesametime,theyknewthat iftheirotheralliesthoughtthemungratefulforabandoningCorinth,thesecity-stateswouldstillbe unlikelytobreaktheirtiestoAthens,thepreeminentpowerinGreece.Athensruleditsempirebyforce, andwouldsimplycompelanyrebelliousallytoreturntothefold.

Whenpeoplechoosebetweentalkaboutthepastandtalkaboutthefuture,apragmaticpersonwill alwaysoptforthefutureandforgetthepast.AstheCorcyransrealized,itisalwaysbesttospeak pragmaticallytoapragmaticperson.Andintheend,mostpeopleareinfactpragmatic theywillrarely actagainsttheirownself-interest.

Ithasalwaysbeenarulethattheweakshouldbesubjecttothestrong; andbesides,weconsiderthatweareworthyofourpower.Uptillthe presentmomentyou,too,usedtothinkthatwewere;butnow,after calculatingyourowninterest,youarebeginningtotalkintermsofright andwrong.Considerationsofthiskindhaveneveryetturnedpeopleaside fromtheopportunitiesofaggrandizementofferedbysuperiorstrength.

AthenianrepresentativetoSparta, quotedinThePeloponnesianWar,Thucydides,c.465-395B.C.

Inyourquestforpower,youwillconstantlyfindyourselfinthepositionofaskingforhelpfromthose morepowerfulthanyou.Thereisanarttoaskingforhelp,anartthatdependsonyourabilityto understandthepersonyouaredealingwith,andtonotconfuseyourneedswiththeirs.

Mostpeopleneversucceedatthis,becausetheyarecompletelytrappedintheirownwantsanddesires. Theystartfromtheassumptionthatthepeopletheyareappealingtohaveaselflessinterestinhelping them.Theytalkasiftheirneedsmatteredtothesepeople whoprobablycouldn’tcareless.Sometimes theyrefertolargerissues:agreatcause,orgrandemotionssuchasloveandgratitude.Theygoforthebig picturewhensimple,everydayrealitieswouldhavemuchmoreappeal.Whattheydonotrealizeisthat eventhemostpowerfulpersonislockedinsideneedsofhisown,andthatifyoumakenoappealtohis self-interest,hemerelyseesyouasdesperateor,atbest,awasteoftime.

Inthesixteenthcentury,PortuguesemissionariestriedforyearstoconvertthepeopleofJapanto Catholicism,whileatthesametimePortugalhadamonopolyontradebetweenJapanandEurope. Althoughthemissionariesdidhavesomesuccess,theynevergotfaramongtherulingelite;bythe beginningoftheseventeenthcentury,infact,theirproselytizinghadcompletelyantagonizedtheJapanese emperorIeyasu.WhentheDutchbegantoarriveinJapaningreatnumbers,Ieyasuwasmuchrelieved.He neededEuropeansfortheirknow-howingunsandnavigation,andhereatlastwereEuropeanswhocared nothingforspreadingreligion theDutchwantedonlytotrade.Ieyasuswiftlymovedtoevictthe Portuguese.Fromthenon,hewouldonlydealwiththepractical-mindedDutch.

JapanandHollandwerevastlydifferentcultures,buteachsharedatimelessanduniversalconcern: self-interest.Everypersonyoudealwithislikeanotherculture,analienlandwithapastthathasnothing todowithyours.Yetyoucanbypassthedifferencesbetweenyouandhimbyappealingtohisselfinterest Donotbesubtle:Youhavevaluableknowledgetoshare,youwillfillhiscofferswithgold,you willmakehimlivelongerandhappier.Thisisalanguagethatallofusspeakandunderstand.

Akeystepintheprocessistounderstandtheotherperson’spsychology.Ishevain?Isheconcerned abouthisreputationorhissocialstanding?Doeshehaveenemiesyoucouldhelphimvanquish?Ishe simplymotivatedbymoneyandpower?

WhentheMongolsinvadedChinainthetwelfthcentury,theythreatenedtoobliterateaculturethathad thrivedforovertwothousandyears.Theirleader,GenghisKhan,sawnothinginChinabutacountrythat lackedpasturingforhishorses,andhedecidedtodestroytheplace,levelingallitscities,for“itwould bebettertoexterminatetheChineseandletthegrassgrow.”Itwasnotasoldier,ageneral,orakingwho savedtheChinesefromdevastation,butamannamedYeluCh‘u-Ts’ai.Aforeignerhimself,Ch‘u-Ts’ai hadcometoappreciatethesuperiorityofChineseculture.Hemanagedtomakehimselfatrustedadviser toGenghisKhan,andpersuadedhimthathewouldreaprichesoutoftheplaceif,insteadofdestroyingit, hesimplytaxedeveryonewholivedthere.KhansawthewisdominthisanddidasCh‘u-Ts’aiadvised. WhenKhantookthecityofKaifeng,afteralongsiege,anddecidedtomassacreitsinhabitants(ashe hadinothercitiesthathadresistedhim),Ch‘u-Ts’aitoldhimthatthefinestcraftsmenandengineersin ChinahadfledtoKaifeng,anditwouldbebettertoputthemtouse.Kaifengwasspared.Neverbefore hadGenghisKhanshownsuchmercy,butthenitreallywasn’tmercythatsavedKaifeng.Ch‘u-Ts’aiknew Khanwell.Hewasabarbaricpeasantwhocarednothingforculture,orindeedforanythingotherthan warfareandpracticalresults.Ch‘u-Ts’aichosetoappealtotheonlyemotionthatwouldworkonsucha man:greed.

Self-interestistheleverthatwillmovepeople.Onceyoumakethemseehowyoucaninsomeway

KEYSTOPOWER

meettheirneedsoradvancetheircause,theirresistancetoyourrequestsforhelpwillmagicallyfall away.Ateachsteponthewaytoacquiringpower,youmusttrainyourselftothinkyourwayinsidethe otherperson’smind,toseetheirneedsandinterests,togetridofthescreenofyourownfeelingsthat obscurethetruth.Masterthisartandtherewillbenolimitstowhatyoucanaccomplish.

Image:ACordthat Binds.Thecordof mercyandgrati tudeisthreadbare, andwillbreakat thefirstshock. Donotthrow suchalifeline. Thecordof mutualself-inter estiswovenof manyfibersand cannoteasilybe severed.Itwillserve youwellforyears

Authority:Theshortestandbestwaytomakeyourfortuneistoletpeopleseeclearlythatitisintheir intereststopromoteyours.(JeandeLaBruyère,1645-1696)

REVERSAL

Somepeoplewillseeanappealtotheirself-interestasuglyandignoble.Theyactuallyprefertobeable toexercisecharity,mercy,andjustice,whicharetheirwaysoffeelingsuperiortoyou:Whenyoubeg themforhelp,youemphasizetheirpowerandposition.Theyarestrongenoughtoneednothingfromyou exceptthechancetofeelsuperior Thisisthewinethatintoxicatesthem Theyaredyingtofundyour project,tointroduceyoutopowerfulpeople provided,ofcourse,thatallthisisdoneinpublic,andfor agoodcause(usuallythemorepublic,thebetter).Noteveryone,then,canbeapproachedthroughcynical self-interest.Somepeoplewillbeputoffbyit,becausetheydon’twanttoseemtobemotivatedbysuch things.Theyneedopportunitiestodisplaytheirgoodheart.

Donotbeshy.Givethemthatopportunity.It’snotasifyouareconningthembyaskingforhelp itis reallytheirpleasuretogive,andtobeseengiving.Youmustdistinguishthedifferencesamongpowerful peopleandfigureoutwhatmakesthemtick.Whentheyoozegreed,donotappealtotheircharity.When theywanttolookcharitableandnoble,donotappealtotheirgreed.

POSEASAFRIEND,WORKASASPY JUDGMENT

Knowingaboutyourrivaliscritical.Usespiestogathervaluableinformationthatwillkeepyoua stepahead.Betterstill:Playthespyyourself.Inpolitesocialencounters,learntoprobe.Askindirect questionstogetpeopletorevealtheirweaknessesandintentions.Thereisnooccasionthatisnotan opportunityforartfulspying.

OBSERVANCEOFTHELAW

JosephDuveenwasundoubtedlythegreatestartdealerofhistime from1904to1940healmostsinglehandedlymonopolizedAmerica’smillionaireart-collectingmarket.Butoneprizeplumeludedhim:the industrialistAndrewMellon.Beforehedied,DuveenwasdeterminedtomakeMellonaclient.

Duveen’sfriendssaidthiswasanimpossibledream Mellonwasastiff,taciturnman Thestorieshe hadheardaboutthecongenial,talkativeDuveenrubbedhimthewrongway hehadmadeitclearhehad nodesiretomeettheman.YetDuveentoldhisdoubtingfriends,“NotonlywillMellonbuyfrommebut hewillbuyonlyfromme.”Forseveralyearshetrackedhisprey,learningtheman’shabits,tastes, phobias.Todothis,hesecretlyputseveralofMellon’sstaffonhisownpayroll,wormingvaluable informationoutofthem.Bythetimehemovedintoaction,heknewMellonaboutaswellasMellon’s wifedid.

In1921MellonwasvisitingLondon,andstayinginapalatialsuiteonthethirdfloorofClaridge’s Hotel.DuveenbookedhimselfintothesuitejustbelowMellon’s,onthesecondfloor.Hehadarranged forhisvalettobefriendMellon’svalet,andonthefatefuldayhehadchosentomakehismove,Mellon’s valettoldDuveen’svalet,whotoldDuveen,thathehadjusthelpedMellononwithhisovercoat,andthat theindustrialistwasmakinghiswaydownthecorridortoringforthelift

Duveen’svalethurriedlyhelpedDuveenwithhisownovercoat.Secondslater,Duveenenteredthelift, andloandbehold,therewasMellon.“Howdoyoudo,Mr.Mellon?”saidDuveen,introducinghimself. “IamonmywaytotheNationalGallerytolookatsomepictures.”Howuncanny thatwasprecisely whereMellonwasheaded.AndsoDuveenwasabletoaccompanyhispreytotheonelocationthatwould ensurehissuccess.HeknewMellon’stasteinsideandout,andwhilethetwomenwanderedthroughthe museum,hedazzledthemagnatewithhisknowledge.Onceagainquiteuncannily,theyseemedtohave remarkablysimilartastes.

Mellonwaspleasantlysurprised:ThiswasnottheDuveenhehadexpected.Themanwascharming andagreeable,andclearlyhadexquisitetaste.WhentheyreturnedtoNewYork,MellonvisitedDuveen’s exclusivegalleryandfellinlovewiththecollection.Everything,surprisinglyenough,seemedtobe preciselythekindofworkhewantedtocollect FortherestofhislifehewasDuveen’sbestandmost

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Interpretation

AmanasambitiousandcompetitiveasJosephDuveenleftnothingtochance.What’sthepointofwinging it,ofjusthopingyoumaybeabletocharmthisorthatclient?It’slikeshootingducksblindfolded Arm yourselfwithalittleknowledgeandyouraimimproves.

MellonwasthemostspectacularofDuveen’scatches,buthespiedonmanyamillionaire.Bysecretly puttingmembersofhisclients’householdstaffsonhisownpayroll,hewouldgainconstantaccessto valuableinformationabouttheirmasters’comingsandgoings,changesintaste,andothersuchtidbitsof informationthatwouldputhimastepahead.ArivalofDuveen’swhowantedtomakeHenryFricka clientnoticedthatwheneverhevisitedthiswealthyNewYorker,Duveenwastherebeforehim,asifhe hadasixthsense.TootherdealersDuveenseemedtobeeverywhere,andtoknoweverythingbeforethey did.Hispowersdiscouragedanddisheartenedthem,untilmanysimplygaveupgoingafterthewealthy clientswhocouldmakeadealerrich.

Suchisthepowerofartfulspying:Itmakesyouseemall-powerful,clairvoyant.Yourknowledgeof yourmarkcanalsomakeyouseemcharming,sowellcanyouanticipatehisdesires Nooneseesthe sourceofyourpower,andwhattheycannotseetheycannotfight.

Rulersseethroughspies,ascowsthroughsmell,Brahminsthrough scripturesandtherestofthepeoplethroughtheirnormaleyes.

Kautilya,IndianphilosopherthirdcenturyB.C.

KEYSTOPOWER

Intherealmofpower,yourgoalisadegreeofcontroloverfutureevents.Partoftheproblemyouface, then,isthatpeoplewon’ttellyoualltheirthoughts,emotions,andplans.Controllingwhattheysay,they oftenkeepthemostcriticalpartsoftheircharacterhidden theirweaknesses,ulteriormotives, obsessions.Theresultisthatyoucannotpredicttheirmoves,andareconstantlyinthedark.Thetrickisto findawaytoprobethem,tofindouttheirsecretsandhiddenintentions,withoutlettingthemknowwhat youareupto.

Thisisnotasdifficultasyoumightthink.Afriendlyfrontwillletyousecretlygatherinformationon friendsandenemiesalike.Letothersconsultthehoroscope,orreadtarotcards:Youhavemoreconcrete meansofseeingintothefuture.

Themostcommonwayofspyingistouseotherpeople,asDuveendid.Themethodissimple, powerful,butrisky:Youwillcertainlygatherinformation,butyouhavelittlecontroloverthepeoplewho aredoingthework.Perhapstheywillineptlyrevealyourspying,orevensecretlyturnagainstyou.Itis farbettertobethespyyourself,toposeasafriendwhilesecretlygatheringinformation.

TheFrenchpoliticianTalleyrandwasoneofthegreatestpractitionersofthisart.Hehadanuncanny abilitytowormsecretsoutofpeopleinpoliteconversation.Acontemporaryofhis,BarondeVitrolles, wrote,“Witandgracemarkedhisconversation.Hepossessedtheartofconcealinghisthoughtsorhis malicebeneathatransparentveilofinsinuations,wordsthatimplysomethingmorethantheyexpress. Onlywhennecessarydidheinjecthisownpersonality.”ThekeyhereisTalleyrand’sabilitytosuppress

generousclient

himselfintheconversation,tomakeotherstalkendlesslyaboutthemselvesandinadvertentlyrevealtheir intentionsandplans.

ThroughoutTalleyrand’slife,peoplesaidhewasasuperbconversationalist yetheactuallysaid verylittle.Henevertalkedabouthisownideas;hegototherstorevealtheirs.Hewouldorganizefriendly gamesofcharadesforforeigndiplomats,socialgatheringswhere,however,hewouldcarefullyweigh theirwords,cajoleconfidencesoutofthem,andgatherinformationinvaluabletohisworkasFrance’s foreignminister.AttheCongressofVienna(1814-1815)hedidhisspyinginotherways:Hewouldblurt outwhatseemedtobeasecret(actuallysomethinghehadmadeup),thenwatchhislisteners’reactions. Hemighttellagatheringofdiplomats,forinstance,thatareliablesourcehadrevealedtohimthattheczar ofRussiawasplanningtoarresthistopgeneralfortreason.Bywatchingthediplomats’reactionstothis made-upstory,hewouldknowwhichonesweremostexcitedbytheweakeningoftheRussianarmy perhapstheirgovermentshaddesignsonRussia?AsBaronvonStettensaid,“MonsieurTalleyrandfiresa pistolintotheairtoseewhowilljumpoutthewindow.”

Ifyouhavereasontosuspectthatapersonistellingyoualie,lookasthoughyoubelievedeveryword hesaid.Thiswillgivehimcouragetogoon;hewillbecomemorevehementinhisassertions,andin theendbetrayhimself.Again,ifyouperceivethatapersonistryingtoconcealsomethingfromyou, butwithonlypartialsuccess,lookasthoughyoudidnotbelievehim.Theoppositiononyourpartwill provokehimintoleadingouthisreserveoftruthandbringingthewholeforceofittobearuponyour incredulity

ARTHURSCHOPENHAUER,1788-1860

Duringsocialgatheringsandinnocuousencounters,payattention.Thisiswhenpeople’sguardsare down.Bysuppressingyourownpersonality,youcanmakethemrevealthings.Thebrillianceofthe maneuveristhattheywillmistakeyourinterestinthemforfriendship,sothatyounotonlylearn,you makeallies.

Nevertheless,youshouldpracticethistacticwithcautionandcare.Ifpeoplebegintosuspectyouare wormingsecretsoutofthemunderthecoverofconversation,theywillstrictlyavoidyou Emphasize friendlychatter,notvaluableinformation.Yoursearchforgemsofinformationcannotbetooobvious,or yourprobingquestionswillrevealmoreaboutyourselfandyourintentionsthanabouttheinformationyou hopetofind.

AtricktotryinspyingcomesfromLaRochefoucauld,whowrote,“Sincerityisfoundinveryfewmen, andisoftenthecleverestofruses oneissincereinordertodrawouttheconfidenceandsecretsofthe other.”Bypretendingtobareyourhearttoanotherperson,inotherwords,youmakethemmorelikelyto revealtheirownsecrets.Givethemafalseconfessionandtheywillgiveyouarealone.Anothertrick wasidentifiedbythephilosopherArthurSchopenhauer,whosuggestedvehementlycontradictingpeople you’reinconversationwithasawayofirritatingthem,stirringthemupsothattheylosesomeofthe controlovertheirwords.Intheiremotionalreactiontheywillrevealallkindsoftruthsaboutthemselves, truthsyoucanlateruseagainstthem

Anothermethodofindirectspyingistotestpeople,tolaylittletrapsthatmakethemrevealthingsabout themselves.ChosroesII,anotoriouslycleverseventh-centurykingofthePersians,hadmanywaysof seeingthroughhissubjectswithoutraisingsuspicion.Ifhenoticed,forinstance,thattwoofhiscourtiers hadbecomeparticularlyfriendly,hewouldcalloneofthemasideandsayhehadinformationthatthe otherwasatraitor,andwouldsoonbekilled.Thekingwouldtellthecourtierhetrustedhimmorethan anyone,andthathemustkeepthisinformationsecret.Thenhewouldwatchthetwomencarefully.Ifhe sawthatthesecondcourtierhadnotchangedinhisbehaviortowardtheking,hewouldconcludethatthe

firstcourtierhadkeptthesecret,andhewouldquicklypromotetheman,latertakinghimasidetoconfess, “Imeanttokillyourfriendbecauseofcertaininformationthathadreachedme,but,whenIinvestigated thematter,Ifounditwasuntrue.”If,ontheotherhand,thesecondcourtierstartedtoavoidtheking,acting aloofandtense,Chosroeswouldknowthatthesecrethadbeenrevealed.Hewouldbanthesecond courtierfromhiscourt,lettinghimknowthatthewholebusinesshadonlybeenatest,butthateventhough themanhaddonenothingwrong,hecouldnolongertrusthim.Thefirstcourtier,however,hadrevealeda secret,andhimChosroeswouldbanfromhisentirekingdom.

Itmayseemanoddformofspyingthatrevealsnotempiricalinformationbutaperson’scharacter. Often,however,itisthebestwayofsolvingproblemsbeforetheyarise.

Bytemptingpeopleintocertainacts,youlearnabouttheirloyalty,theirhonesty,andsoon.Andthis kindofknowledgeisoftenthemostvaluableofall:Armedwithit,youcanpredicttheiractionsinthe future

Image:

TheThirdEyeof theSpy.Inthelandof thetwo-eyed,thethirdeye givesyoutheomniscience ofagod.Youseefurtherthan others,andyouseedeeper intothem.Nobodyis safefromtheeye butyou.

Authority:Now,thereasonabrilliantsovereignandawisegeneralconquertheenemywheneverthey move,andtheirachievementssurpassthoseofordinarymen,istheirforeknowledgeoftheenemy situation.This“foreknowledge”cannotbeelicitedfromspirits,norfromgods,norbyanalogywithpast events,norbyastrologiccalculations Itmustbeobtainedfrommenwhoknowtheenemysituation from spies.(Sun-tzu,TheArtofWar,fourthcenturyB.C.)

REVERSAL

Informationiscriticaltopower,butjustasyouspyonotherpeople,youmustbepreparedforthemtospy onyou.Oneofthemostpotentweaponsinthebattleforinformation,then,isgivingoutfalseinformation. AsWinstonChurchillsaid,“Truthissopreciousthatsheshouldalwaysbeattendedbyabodyguardof lies.”Youmustsurroundyourselfwithsuchabodyguard,sothatyourtruthcannotbepenetrated.By plantingtheinformationofyourchoice,youcontrolthegame.

In1944theNazis’rocket-bombattacksonLondonsuddenlyescalated.OvertwothousandV-1flying bombsfellonthecity,killingmorethanfivethousandpeopleandwoundingmanymore Somehow, however,theGermansconsistentlymissedtheirtargets.BombsthatwereintendedforTowerBridge,or

Piccadilly,wouldfallwellshortofthecity,landinginthelesspopulatedsuburbs Thiswasbecause,in fixingtheirtargets,theGermansreliedonsecretagentstheyhadplantedinEngland.Theydidnotknow thattheseagentshadbeendiscovered,andthatintheirplace,English-controlledagentswerefeedingthem subtlydeceptiveinformation.

Thebombswouldhitfartherandfartherfromtheirtargetseverytimetheyfell.Bytheendofthe campaigntheywerelandingoncowsinthecountry.Byfeedingpeoplewronginformation,then,yougain apotentadvantage.Whilespyinggivesyouathirdeye,disinformationputsoutoneofyourenemy’seyes. Acyclops,healwaysmisseshistarget.

CRUSHYOURENEMYTOTALLY

JUDGMENT

AllgreatleaderssinceMoseshaveknownthatafearedenemymustbecrushedcompletely.(Sometimes theyhavelearnedthisthehardway.)Ifoneemberisleftalight,nomatterhowdimlyitsmolders,a firewilleventuallybreakout.Moreislostthroughstoppinghalfwaythanthroughtotalannihilation: Theenemywillrecover,andwillseekrevenge.Crushhim,notonlyinbodybutinspirit.

TRANSGRESSIONOFTHELAW

NorivalrybetweenleadersismorecelebratedinChinesehistorythanthestrugglebetweenHsiangYu andLiuPang.Thesetwogeneralsbegantheircareersasfriends,fightingonthesameside.HsiangYu camefromthenobility;largeandpowerful,giventoboutsofviolenceandtemper,abitdullwitted,he wasyetamightywarriorwhoalwaysfoughtattheheadofhistroops LiuPangcamefrompeasantstock Hehadneverbeenmuchofasoldier,andpreferredwomenandwinetofighting;infact,hewas somethingofascoundrel.Buthewaswily,andhehadtheabilitytorecognizethebeststrategists,keep themashisadvisers,andlistentotheiradvice.Hehadriseninthearmythroughthesestrengths. Theremnantsofanenemycanbecomeactivelikethoseofadiseaseorfire.Hence,theseshouldbe exterminatedcompletely....Oneshouldneverignoreanenemy,knowinghimtobeweak.Hebecomes dangerousinduecourse,likethesparkoffireinahaystack.

KAUTILYA,INDIANPHILOSOPHER,THIRDCENTURYBC

In208B.C.,thekingofCh‘usenttwomassivearmiestoconquerthepowerfulkingdomofCh’in.One armywentnorth,underthegeneralshipofSungYi,withHsiangYusecondincommand;theother,ledby LiuPang,headedstraighttowardCh’in.Thetargetwasthekingdom’ssplendidcapital,Hsien-yang.And HsiangYu,everviolentandimpatient,couldnotstandtheideathatLiuPangwouldgettoHsien-yang first,andperhapswouldassumecommandoftheentirearmy.

THETRAPATSINIGAGLIA

OnthedayRamirowasexecuted,Cesare[Borgia] quitCesena,leavingthemutilatedbodyonthetown square,andmarchedsouth.ThreedayslaterhearrivedatFano,wherehereceivedtheenvoysofthe cityofAncona,whoassuredhimoftheirloyalty.AmessengerfromVitellozzoVitelliannouncedthat thelittleAdriaticportofSinigagliahadsurrenderedtothecondottieri[mercenarysoldiers].Onlythe citadel,inchargeoftheGenoeseAndreaDoria,stillheldout,andDoriarefusedtohanditoverto anyoneexceptCesarehimself.[Borgia] sentwordthathewouldarrivethenextday,whichwasjust whatthecondottieriwantedtohear OncehereachedSinigaglia Cesarewouldbeaneasyprey,

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caughtbetweenthecitadelandtheirforcesringingthetown Thecondottieriweresuretheyhad militarysuperiority,believingthatthedepartureoftheFrenchtroopshadlef?Cesarewithonlya smallforce.

Infact,accordingtoMachiavelli.[Borgia] hadleftCesenawithtenthousandinfantry-menandthree thousandhorse,takingpainstosplituphismensothattheywouldmarchalongparallelroutesbefore convergingonSinigaglia.Thereasonforsuchalargeforcewasthatheknew,fromaconfession extractedfromRamirodeLorca,whatthecondottierihaduptheirsleeve Hethereforedecidedtoturn theirowntrapagainstthem.ThiswasthemasterpieceoftrickerythatthehistorianPaoloGioviolater called“themagnificentdeceit.”AtdawnonDecember31[1502],Cesarereachedtheoutskirtsof Sinigaglia....LedbyMichelottoCorella,Cesare’sadvanceguardoftwohundredlancestookupits positiononthecanalbridge....Thiscontrolofthebridgeeffectivelypreventedtheconspirators’ troopsfromwithdrawing

Cesaregreetedthecondottierieffusivelyandinvitedthemtojoinhim....Michelottohadpreparedthe PalazzoBernardinoforCesare’suse,andthedukeinvitedthecondottieriinside....Onceindoorsthe menwerequietlyarrestedbyguardswhocreptupfromtherear....[Cesare] gaveordersforanattack onVitelli’sandOrsini’ssoldiersintheoutlyingareas....Thatnight,whiletheirtroopswerebeing crushed,MichelottothrottledOliverettoandVitelliintheBernardinopalace....Atonefellswoop, [Borgia] hadgotridofhisformergeneralsandworstenemies

THEBORGIAS,IVANCLOULAS,1989

Atonepointonthenorthernfront,Hsiang’scommander,SungYi,hesitatedinsendinghistroopsinto battle.Furious,HsiangenteredSungYi’stent,proclaimedhimatraitor,cutoffhishead,andassumed solecommandofthearmy.Withoutwaitingfororders,heleftthenorthernfrontandmarcheddirectlyon Hsien-yang.HefeltcertainhewasthebettersoldierandgeneralthanLiu,but,tohisutterastonishment, hisrival,leadingasmaller,swifterarmy,managedtoreachHsien-yangfirst.Hsianghadanadviser,Fan Tseng,whowarnedhim,“Thisvillageheadman[LiuPang]usedtobegreedyonlyforrichesandwomen, butsinceenteringthecapitalhehasnotbeenledastraybywealth,wine,orsex.Thatshowsheisaiming high.”

FanTsengurgedHsiangtokillhisrivalbeforeitwastoolate.Hetoldthegeneraltoinvitethewily peasanttoabanquetattheircampoutsideHsien-yang,and,inthemidstofacelebratorysworddance,to havehisheadcutoff.Theinvitationwassent;Liufellforthetrap,andcametothebanquet.ButHsiang hesitatedinorderingthesworddance,andbythetimehegavethesignal,Liuhadsensedatrap,and managedtoescape.“Bah!”criedFanTsengindisgust,seeingthatHsianghadbotchedtheplot.“One cannotplanwithasimpleton.LiuPangwillstealyourempireyetandmakeusallhisprisoners.”

Realizinghismistake,HsianghurriedlymarchedonHsien-yang,thistimedeterminedtohackoffhis rival’shead.Liuwasneveronetofightwhentheoddswereagainsthim,andheabandonedthecity. HsiangcapturedHsien-yang,murderedtheyoungprinceofCh’in,andburnedthecitytotheground.Liu wasnowHsiang’sbitterenemy,andhepursuedhimformanymonths,finallycorneringhiminawalled city.Lackingfood,hisarmyindisarray,Liusuedforpeace.

AgainFanTsengwarnedHsiang,“Crushhimnow!Ifyoulethimgoagain,youwillbesorrylater.”But Hsiangdecidedtobemerciful HewantedtobringLiubacktoCh’ualive,andtoforcehisformerfriend toacknowledgehimasmaster.ButFanprovedright:Liumanagedtousethenegotiationsforhissurrender asadistraction,andheescapedwithasmallarmy.Hsiang,amazedthathehadyetagainlethisrivalslip away,oncemoresetoutafterLiu,thistimewithsuchferocitythatheseemedtohavelosthismind.Atone point,havingcapturedLiu’sfatherinbattle,Hsiangstoodtheoldmanupduringthefightingandyelledto

Liuacrossthelineoftroops,“Surrendernow,orIshallboilyourfatheralive!”Liucalmlyanswered, “Butweareswornbrothers.Somyfatherisyourfatheralso.Ifyouinsistonboilingyourownfather, sendmeabowlofthesoup!”Hsiangbackeddown,andthestrugglecontinued.

Afewweekslater,inthethickofthehunt,Hsiangscatteredhisforcesunwisely,andinasurprise attackLiuwasabletosurroundhismaingarrison.Forthefirsttimethetableswereturned.Nowitwas Hsiangwhosuedforpeace.Liu’stopadviserurgedhimtodestroyHsiang,crushhisarmy,showno mercy.“Tolethimgowouldbelikerearingatiger itwilldevouryoulater,”theadvisersaid.Liu agreed.

Makingafalsetreaty,heluredHsiangintorelaxinghisdefense,thenslaughteredalmostallofhisarmy. Hsiangmanagedtoescape.Aloneandonfoot,knowingthatLiuhadputabountyonhishead,hecame uponasmallgroupofhisownretreatingsoldiers,andcriedout,“IhearLiuPanghasofferedone thousandpiecesofgoldandafiefoftenthousandfamiliesformyhead.Letmedoyouafavor.”Thenhe slithisownthroatanddied.

Interpretation

HsiangYuhadprovenhisruthlessnessonmanyanoccasion.Herarelyhesitatedindoingawaywitha rivalifitservedhispurposes.ButwithLiuPangheacteddifferently.Herespectedhisrival,anddidnot wanttodefeathimthroughdeception;hewantedtoprovehissuperiorityonthebattlefield,eventoforce thecleverLiutosurrenderandtoservehim.Everytimehehadhisrivalinhishands,somethingmadehim hesitate afatalsympathywithorrespectforthemanwho,afterall,hadoncebeenafriendandcomrade inarms.ButthemomentHsiangmadeitclearthatheintendedtodoawaywithLiu,yetfailedto accomplishit,hesealedhisowndoom.Liuwouldnotsufferthesamehesitationoncethetableswere turned.

Thisisthefatethatfacesallofuswhenwesympathizewithourenemies,whenpity,orthehopeof reconciliation,makesuspullbackfromdoingawaywiththem.Weonlystrengthentheirfearandhatredof us Wehavebeatenthem,andtheyarehumiliated;yetwenurturetheseresentfulviperswhowilloneday killus.Powercannotbedealtwiththisway.Itmustbeexterminated,crushed,anddeniedthechanceto returntohauntus.Thisisallthetruerwithaformerfriendwhohasbecomeanenemy.Thelawgoverning fatalantagonismsreads:Reconciliationisoutofthequestion.Onlyonesidecanwin,anditmustwin totally.

LiuPanglearnedthislessonwell.AfterdefeatingHsiangYu,thissonofafarmerwentontobecome supremecommanderofthearmiesofCh‘u.Crushinghisnextrival thekingofCh’u,hisownformer leader hecrownedhimselfemperor,defeatedeveryoneinhispath,andwentdowninhistoryasoneof thegreatestrulersofChina,theimmortalHanKao-tsu,founderoftheHanDynasty. Tohaveultimatevictory,youmustberuthless.

NAPOLEONBONAPARTE,1769-1821

Thosewhoseektoachievethingsshouldshownomercy. Kautilya,IndianphilosopherthirdcenturyB.C.

OBSERVANCEOFTHELAW

WuChao,borninA.D.625,wasthedaughterofaduke,andasabeautifulyoungwomanofmanycharms, shewasaccordinglyattachedtotheharemofEmperorT’aiTsung.

Theimperialharemwasadangerousplace,fullofyoungconcubinesvyingtobecometheemperor’s favorite.Wu’sbeautyandforcefulcharacterquicklywonherthisbattle,but,knowingthatanemperor, likeotherpowerfulmen,isacreatureofwhim,andthatshecouldeasilybereplaced,shekepthereyeon thefuture

Wumanagedtoseducetheemperor’sdissoluteson,KaoTsung,ontheonlypossibleoccasionwhen shecouldfindhimalone:whilehewasrelievinghimselfattheroyalurinal.Evenso,whentheemperor diedandKaoTsungtookoverthethrone,shestillsufferedthefatetowhichallwivesandconcubinesofa deceasedemperorwereboundbytraditionandlaw:Herheadshaven,sheenteredaconvent,forwhat wassupposedtobetherestofherlife.ForsevenyearsWuschemedtoescape.Bycommunicatingin secretwiththenewemperor,andbybefriendinghiswife,theempress,shemanagedtogetahighly unusualroyaledictallowinghertoreturntothepalaceandtotheroyalharem.Oncethere,shefawnedon theempress,whilestillsleepingwiththeemperor.Theempressdidnotdiscouragethis shehadyetto providetheemperorwithanheir,herpositionwasvulnerable,andWuwasavaluableally.

In654WuChaogavebirthtoachild.Onedaytheempresscametovisit,andassoonasshehadleft, Wusmotheredthenewborn herownbaby Whenthemurderwasdiscovered,suspicionimmediatelyfell ontheempress,whohadbeenonthescenemomentsearlier,andwhosejealousnaturewasknownbyall. ThiswaspreciselyWu’splan.Shortlythereafter,theempresswaschargedwithmurderandexecuted.Wu Chaowascrownedempressinherplace.Hernewhusband,addictedtohislifeofpleasure,gladlygave upthereinsofgovernmenttoWuChao,whowasfromthenonknownasEmpressWu.

Althoughnowinapositionofgreatpower,Wuhardlyfeltsecure.Therewereenemieseverywhere; shecouldnotletdownherguardforonemoment.Indeed,whenshewasforty-one,shebegantofearthat herbeautifulyoungniecewasbecomingtheemperor’sfavorite.Shepoisonedthewomanwithaclay mixedintoherfood.In675herownson,toutedastheheirapparent,waspoisonedaswell.Thenexteldestson illegitimate,butnowthecrownprince wasexiledalittlelaterontrumped-upcharges.And whentheemperordied,in683,Wumanagedtohavethesonafterthatdeclaredunfitforthethrone.All thismeantthatitwasheryoungest,mostineffectualsonwhofinallybecameemperor Inthiswayshe continuedtorule.

Overthenextfiveyearstherewereinnumerablepalacecoups.Allofthemfailed,andallofthe conspiratorswereexecuted.By688therewasnoonelefttochallengeWu.Sheproclaimedherselfa divinedescendantofBuddha,andin690herwisheswerefinallygranted:ShewasnamedHolyand Divine“Emperor”ofChina.

WubecameemperorbecausetherewasliterallynobodyleftfromthepreviousT’angdynasty.Andso sheruledunchallenged,foroveradecadeofrelativepeace.In705,attheageofeighty,shewasforcedto abdicate.

Interpretation

AllwhoknewEmpressWuremarkedonherenergyandintelligence.Atthetime,therewasnoglory availableforanambitiouswomanbeyondafewyearsintheimperialharem,thenalifetimewalledupin aconvent.InWu’sgradualbutremarkablerisetothetop,shewasnevernaive.Sheknewthatany hesitation,anymomentaryweakness,wouldspellherend.If,everytimeshegotridofarivalanewone appeared,thesolutionwassimple:Shehadtocrushthemallorbekilledherself

Otheremperorsbefore

herhadfollowedthesamepathtothetop,butWu who,asawoman,hadnexttonochancetogain power hadtobemoreruthlessstill.

EmpressWu’sforty-yearreignwasoneofthelongestinChinesehistory.Althoughthestoryofher bloodyrisetopoweriswellknown,inChinasheisconsideredoneoftheperiod’smostableand effectiverulers.

ApriestaskedthedyingSpanishstatesmanandgeneralRamónMariaNarváez. (1800-1868),“DoesyourExcellencyforgiveallyourenemies?”Idonot havetoforgivemyenemies,”answeredNarváez,”Ihavehadthemallshot ”

KEYSTOPOWER

ItisnoaccidentthatthetwostoriesillustratingthislawcomefromChina:Chinesehistoryaboundswith examplesofenemieswhowereleftaliveandreturnedtohauntthelenient.“Crushtheenemy”isakey strategictenetofSun-tzu,thefourth-century-B.C.authorofTheArtofWar Theideaissimple:Your enemieswishyouill.Thereisnothingtheywantmorethantoeliminateyou.If,inyourstruggleswith them,youstophalfwayoreventhreequartersoftheway,outofmercyorhopeofreconciliation,youonly makethemmoredetermined,moreembittered,andtheywillsomedaytakerevenge.Theymayactfriendly forthetimebeing,butthisisonlybecauseyouhavedefeatedthem.Theyhavenochoicebuttobidetheir time

Thesolution:Havenomercy.Crushyourenemiesastotallyastheywouldcrushyou.Ultimatelythe onlypeaceandsecurityyoucanhopeforfromyourenemiesistheirdisappearance.

MaoTse-tung,adevotedreaderofSun-tzuandofChinesehistorygenerally,knewtheimportanceof thislaw.In1934theCommunistleaderandsome75,000poorlyequippedsoldiersfledintothedesolate mountainsofwesternChinatoescapeChiangKai-shek’smuchlargerarmy,inwhathassincebeencalled theLongMarch.

ChiangwasdeterminedtoeliminateeverylastCommunist,andbyafewyearslaterMaohadlessthan 10,000soldiersleft.By1937,infact,whenChinawasinvadedbyJapan,Chiangcalculatedthatthe Communistswerenolongerathreat.HechosetogiveupthechaseandconcentrateontheJapanese.Ten yearslatertheCommunistshadrecoveredenoughtoroutChiang’sarmy.Chianghadforgottentheancient wisdomofcrushingtheenemy;Maohadnot Chiangwaspursueduntilheandhisentirearmyfledtothe islandofTaiwan.NothingremainsofhisregimeinmainlandChinatothisday.

Thewisdombehind“crushingtheenemy”isasancientastheBible:Itsfirstpractitionermayhavebeen Moses,wholearneditfromGodHimself,whenHepartedtheRedSeafortheJews,thenletthewater flowbackoverthepursuingEgyptianssothat“notsomuchasoneofthemremained.”WhenMoses returnedfromMountSinaiwiththeTenCommandmentsandfoundhispeopleworshippingtheGolden Calf,hehadeverylastoffenderslaughtered.Andjustbeforehedied,hetoldhisfollowers,finallyabout toenterthePromisedLand,thatwhentheyhaddefeatedthetribesofCanaantheyshould“utterlydestroy them...makenocovenantwiththem,andshownomercytothem.”

Thegoaloftotalvictoryisanaxiomofmodernwarfare,andwascodifiedassuchbyCarlvon Clausewitz,thepremierphilosopherofwar.AnalyzingthecampaignsofNapoleon,vonClausewitz wrote,“Wedoclaimthatdirectannihilationoftheenemy’sforcesmustalwaysbethedominant consideration....Onceamajorvictoryisachievedtheremustbenotalkofrest,ofbreathingspace...but

onlyofthepursuit,goingfortheenemyagain,seizinghiscapital,attackinghisreservesandanythingelse thatmightgivehiscountryaidandcomfort.”Thereasonforthisisthatafterwarcomenegotiationandthe divisionofterritory.Ifyouhaveonlywonapartialvictory,youwillinevitablyloseinnegotiationwhat youhavegainedbywar.

Thesolutionissimple:Allowyourenemiesnooptions.Annihilatethemandtheirterritoryisyoursto carve.Thegoalofpoweristocontrolyourenemiescompletely,tomakethemobeyyourwill.Youcannot affordtogohalfway.Iftheyhavenooptions,theywillbeforcedtodoyourbidding.Thislawhas applicationsfarbeyondthebattlefield.Negotiationistheinsidiousviperthatwilleatawayatyour victory,sogiveyourenemiesnothingtonegotiate,nohope,noroomtomaneuver.Theyarecrushedand thatisthat.

Realizethis:Inyourstruggleforpoweryouwillstiruprivalriesandcreateenemies.Therewillbe peopleyoucannotwinover,whowillremainyourenemiesnomatterwhat Butwhateverwoundyou inflictedonthem,deliberatelyornot,donottaketheirhatredpersonally.Justrecognizethatthereisno possibilityofpeacebetweenyou,especiallyaslongasyoustayinpower.Ifyouletthemstickaround, theywillseekrevenge,ascertainlyasnightfollowsday.Towaitforthemtoshowtheircardsisjust silly;asEmpressWuunderstood,bythenitwillbetoolate.

Berealistic:Withanenemylikethisaround,youwillneverbesecure.Rememberthelessonsof history,andthewisdomofMosesandMao:Nevergohalfway.

Itisnot,ofcourse,aquestionofmurder,itisaquestionofbanishment.Sufficientlyweakenedandthen exiledfromyourcourtforever,yourenemiesarerenderedharmless.Theyhavenohopeofrecovering, insinuatingthemselvesandhurtingyou.Andiftheycannotbebanished,atleastunderstandthattheyare plottingagainstyou,andpaynoheedtowhateverfriendlinesstheyfeign.Youronlyweaponinsucha situationisyourownwariness Ifyoucannotbanishthemimmediately,thenplotforthebesttimetoact Image:AVipercrushedbeneathyourfootbutleftalive,willrearupandbiteyouwithadoubledoseof venom.Anenemythatisleftaroundislikeahalf-deadviperthatyounursebacktohealth.Timemakes thevenomgrowstronger.

Authority:Foritmustbenoted,thatmenmusteitherbecaressedorelseannihilated;theywillrevenge themselvesforsmallinjuries,butcannotdosoforgreatones;theinjurythereforethatwedotoaman mustbesuchthatweneednotfearhisvengeance.(NiccolòMachiavelli,1469-1527)

REVERSAL

Thislawshouldveryrarelybeignored,butitdoessometimeshappenthatitisbettertoletyourenemies destroythemselves,ifsuchathingispossible,thantomakethemsufferbyyourhand.Inwarfare,for example,agoodgeneralknowsthatifheattacksanarmywhenitiscornered,itssoldierswillfightmuch morefiercely.Itissometimesbetter,then,toleavethemanescaperoute,awayout.Astheyretreat,they wearthemselvesout,andareultimatelymoredemoralizedbytheretreatthanbyanydefeathemight inflictonthebattlefield Whenyouhavesomeoneontheropes,then butonlywhenyouaresurethey havenochanceofrecovery youmightletthemhangthemselves.Letthembetheagentsoftheirown

destruction Theresultwillbethesame,andyouwon’tfeelhalfasbad

Finally,sometimesbycrushinganenemy,youembitterthemsomuchthattheyspendyearsandyears plottingrevenge.TheTreatyofVersailleshadsuchaneffectontheGermans.Somewouldarguethatin thelongrunitwouldbebettertoshowsomeleniency.Theproblemis,yourleniencyinvolvesanother risk itmayemboldentheenemy,whichstillharborsagrudge,butnowhassomeroomtooperate.Itis almostalwayswisertocrushyourenemy.Iftheyplotrevengeyearslater,donotletyourguarddown,but simplycrushthemagain.

USEABSENCETOINCREASERESPECTANDHONOR JUDGMENT

Toomuchcirculationmakesthepricegodown:Themoreyouareseenandheardfrom,themore commonyouappear.Ifyouarealreadyestablishedinagroup,temporarywithdrawalfromitwill makeyoumoretalkedabout,evenmoreadmired.Youmustlearnwhentoleave.Createvaluethrough scarcity.

TRANSGRESSIONANDOBSERVANCEOFTHELAW

SirGuillaumedeBalaunwasatroubadourwhoroamedtheSouthofFranceintheMiddleAges,going fromcastletocastle,recitingpoetry,andplayingtheperfectknight.AtthecastleofJaviachemetandfell inlovewiththebeautifulladyofthehouse,MadameGuillelmadeJaviac.Hesangherhissongs,recited hispoetry,playedchesswithher,andlittlebylittlesheinturnfellinlovewithhim Guillaumehada friend,SirPierredeBarjac,whotraveledwithhimandwhowasalsoreceivedatthecastle.AndPierre toofellinlovewithaladyinJaviac,thegraciousbuttemperamentalViernetta.

THECAMELANDTHEFLOATINGSTICKS

Thefirstmanwhosawacamelfled;Thesecondventuredwithindistance;Thethirddaredslipa halterrounditshead.FamiliarityinthisexistenceMakesallthingstame,forwhatmayseemTerrible orbizarre,whenonceoureyesHavehadtimetoacclimatize,Becomesquitecommonplace SinceI’m onthistheme,I’veheardofsentinelspostedbytheshoreWho,spottingsomethingfar-awayafloat, Couldn’tresisttheshout:“Asail!Asail!Amightyman-of-war!”Fiveminuteslaterit’sapacketboat, Andthenaskiff,andthenabale,Andfinallysomesticksbobbingabout.IknowofplentysuchTo whomthisstoryapplies Peoplewhomdistancemagnifies,Who,closeto,don’tamounttomuch.

SELECTEDFABLES,JEANDELAFONTAINE,1621-1695

ThenonedayPierreandViernettahadaviolentquarrel.Theladydismissedhim,andhesoughtouthis friendGuillaumetohelphealthebreachandgethimbackinhergoodgraces.Guillaumewasaboutto leavethecastleforawhile,butonhisreturn,severalweekslater,heworkedhismagic,andPierreand theladywerereconciled.Pierrefeltthathislovehadincreasedtenfold thattherewasnostrongerlove, infact,thanthelovethatfollowsreconciliation.Thestrongerandlongerthedisagreement,hetold Guillaume,thesweeterthefeelingthatcomeswithpeaceandrapprochement

Asatroubadour,SirGuillaumepridedhimselfonexperiencingallthejoysandsorrowsoflove.On hearinghisfriend’stalk,hetoowantedknowtheblissofreconciliationafteraquarrel.Hetherefore feignedgreatangerwithLadyGuillelma,stoppedsendingherloveletters,andabruptlyleftthecastleand

LAW16

stayedaway,evenduringthefestivalsandhunts Thisdrovetheyoungladywild

GuillelmasentmessengerstoGuillaumetofindoutwhathadhappened,butheturnedthemessengers away.Hethoughtallthiswouldmakeherangry,forcinghimtopleadforreconciliationasPierrehad. Instead,however,hisabsencehadtheoppositeeffect:ItmadeGuillelmalovehimallthemore.Nowthe ladypursuedherknight,sendingmessengersandlovenotesofherown.Thiswasalmostunheardof a ladyneverpursuedhertroubadour.AndGuillaumedidnotlikeit.Guillelma’sforwardnessmadehimfeel shehadlostsomeofherdignity.Notonlywashenolongersureofhisplan,hewasnolongersureofhis lady.

Finally,afterseveralmonthsofnothearingfromGuillaume,Guillelmagaveup.Shesenthimnomore messengers,andhebegantowonder perhapsshewasangry?Perhapstheplanhadworkedafterall?So muchthebetterifshewas.Hewouldwaitnomore itwastimetoreconcile.Soheputonhisbestrobe, deckedthehorseinitsfanciestcaparison,choseamagnificenthelmet,androdeofftoJaviac

Onhearingthatherbelovedhadreturned,Guillelmarushedtoseehim,kneltbeforehim,droppedher veiltokisshim,andbeggedforgivenessforwhateverslighthadcausedhisanger.Imaginehisconfusion anddespair hisplanhadfailedabysmally.Shewasnotangry,shehadneverbeenangry,shewasonly deeperinlove,andhewouldneverexperiencethejoyofreconciliationafteraquarrel.Seeinghernow, andstilldesperatetotastethatjoy,hedecidedtotryonemoretime:Hedroveherawaywithharshwords andthreateninggestures.Sheleft,thistimevowingnevertoseehimagain.

Thenextmorningthetroubadourregrettedwhathehaddone.HerodebacktoJaviac,butthelady wouldnotreceivehim,andorderedherservantstochasehimaway,acrossthedrawbridgeandoverthe hill.Guillaumefled.Backinhischamberhecollapsedandstartedtocry:Hehadmadeaterriblemistake. Overthenextyear,unabletoseehislady,heexperiencedtheabsence,theterribleabsence,thatcanonly inflamelove Hewroteoneofhismostbeautifulpoems,“Mysongascendsformercypraying”Andhe sentmanyletterstoGuillelma,explainingwhathehaddone,andbeggingforgiveness.

Afteragreatdealofthis,LadyGuillelma,rememberinghisbeautifulsongs,hishandsomefigure,and hisskillsindancingandfalconry,foundherselfyearningtohavehimback.Aspenanceforhiscruelty,she orderedhimtoremovethenailfromthelittlefingerofhisrighthand,andtosendittoheralongwitha poemdescribinghismiseries.

Hedidassheasked.FinallyGuillaumedeBalaunwasabletotastetheultimatesensation a reconciliationevensurpassingthatofhisfriendPierre.

IIIIMROSONIIII.COCK

WhileservingundertheDukeAiofLu,T‘ienJao,resentinghisobscureposition,saidtohismaster,“I amgoingtowanderfarawaylikeasnowgoose.”“Whatdoyoumeanbythat?”inquiredtheDuke. “Doyouseethecock?”saidT’ienJaoinreply “Itscrestisasymbolofcivility;itspowerfultalons suggeststrength;itsdaringtofightanyenemydenotescourage;itsinstincttoinviteotherswhenever foodisobtainedshowsbenevolence;and,lastbutnotleast,itspunctualityinkeepingthetimethrough thenightgivesusanexampleofveracity.Inspite.however,ofthesefivevirtues,thecockisdaily killedtofilladishonyourtable.Why?I’hereasonisthatitisfoundwithinourreach.Ontheother hand,thesnowgoosetraversesinoneflightathousandli.Restinginyourgarden,itpreysonyour fishesandturtlesandpecksyourmillet Thoughdevoidofanyofthecock’sfivevirtues,yetyouprize thisbirdforthesakeofitsscarcity.Thisbeingso,Ishallflyfarlikeasnowgoose.”

ANCIENTCHINESEPARABLES,YUHSIUSEN,ED.,1974

Interpretation

Tryingtodiscoverthejoysofreconciliation,GuillaumedeBalauninadvertentlyexperiencedthetruthof thelawofabsenceandpresence.Atthestartofanaffair,youneedtoheightenyourpresenceintheeyes oftheother.Ifyouabsentyourselftooearly,youmaybeforgotten.Butonceyourlover’semotionsare engaged,andthefeelingoflovehascrystallized,absenceinflamesandexcites.Givingnoreasonforyour absenceexcitesevenmore:Theotherpersonassumesheorsheisatfault.Whileyouareaway,the lover’simaginationtakesflight,andastimulatedimaginationcannothelpbutmakelovegrowstronger Conversely,themoreGuillelmapursuedGuillaume,thelesshelovedher shehadbecometoopresent, tooaccessible,leavingnoroomforhisimaginationandfancy,sothathisfeelingsweresuffocating.When shefinallystoppedsendingmessengers,hewasabletobreatheagain,andtoreturntohisplan.

Whatwithdraws,whatbecomesscarce,suddenlyseemstodeserveourrespectandhonor.Whatstays toolong,inundatinguswithitspresence,makesusdisdainit.IntheMiddleAges,ladieswereconstantly puttingtheirknightsthroughtrialsoflove,sendingthemonsomelongandarduousquest alltocreatea patternofabsenceandpresence.Indeed,hadGuillaumenotlefthisladyinthefirstplace,shemighthave beenforcedtosendhimaway,creatinganabsenceofherown.

Absencediminishesminorpassionsandinflamesgreatones, asthewinddousesacandleandfansafire. LaRochefoucauld,1613-1680

OBSERVANCEOFTHELAW

FormanycenturiestheAssyriansruledupperAsiawithanironfist.IntheeighthcenturyB.C.,however, thepeopleofMedea(nownorthwesternIran)revoltedagainstthem,andfinallybrokefree.Nowthe Medeshadtoestablishanewgovernment.Determinedtoavoidanyformofdespotism,theyrefusedto giveultimatepowertoanyoneman,ortoestablishamonarchy Withoutaleader,however,thecountry soonfellintochaos,andfracturedintosmallkingdoms,withvillagefightingagainstvillage.

InonesuchvillagelivedamannamedDeioces,whobegantomakeanameforhimselfforfairdealing andtheabilitytosettledisputes.

Hedidthissosuccessfully,infact,thatsoonanylegalconflictintheareawasbroughttohim,andhis powerincreased.Throughouttheland,thelawhadfallenintodisrepute thejudgeswerecorrupt,andno oneentrustedtheircasestothecourtsanymore,resortingtoviolenceinstead.Whennewsspreadof Deioces’wisdom,incorruptibility,andunshakableimpartiality,Medeanvillagesfarandwideturnedto himtosettleallmannerofcases.Soonhebecamethesolearbiterofjusticeintheland.

Attheheightofhispower,Deiocessuddenlydecidedhehadhadenough.Hewouldnolongersitinthe chairofjudgment,wouldhearnomoresuits,settlenomoredisputesbetweenbrotherandbrother,village andvillage Complainingthathewasspendingsomuchtimedealingwithotherpeople’sproblemsthathe hadneglectedhisownaffairs,heretired.Thecountryonceagaindescendedintochaos.Withthesudden withdrawalofapowerfularbiterlikeDeioces,crimeincreased,andcontemptforthelawwasnever greater.TheMedesheldameetingofallthevillagestodecidehowtogetoutoftheirpredicament.“We cannotcontinuetoliveinthiscountryundertheseconditions,”saidonetriballeader.“Letusappointone ofournumbertorulesothatwecanliveunderorderlygovernment,ratherthanlosingourhomes

altogetherinthepresentchaos”

Andso,despiteallthattheMedeshadsufferedundertheAssyriandespotism,theydecidedtosetupa monarchyandnameaking.Andthemantheymostwantedtorule,ofcourse,wasthefair-minded Deioces.Hewashardtoconvince,forhewantednothingmoretodowiththevillages’in-fightingand bickering,buttheMedesbeggedandpleaded withouthimthecountryhaddescendedintoastateof lawlessness.Deiocesfinallyagreed.

Yethealsoimposedconditions.Anenormouspalacewastobeconstructedforhim,hewastobe providedwithbodyguards,andacapitalcitywastobebuiltfromwhichhecouldrule.Allofthiswas done,andDeiocessettledintohispalace.Inthecenterofthecapital,thepalacewassurroundedbywalls, andcompletelyinaccessibletoordinarypeople.Deiocesthenestablishedthetermsofhisrule: Admissiontohispresencewasforbidden.Communicationwiththekingwasonlypossiblethrough messengers Nooneintheroyalcourtcouldseehimmorethanonceaweek,andthenonlybypermission Deiocesruledforfifty-threeyears,extendedtheMedeanempire,andestablishedthefoundationfor whatwouldlaterbethePersianempire,underhisgreat-great-grandsonCyrus.DuringDeioces’reign,the people’srespectforhimgraduallyturnedintoaformofworship:Hewasnotameremortal,they believed,butthesonofagod.

Interpretation

Deioceswasamanofgreatambition.Hedeterminedearlyonthatthecountryneededastrongruler,and thathewasthemanforthejob.

Inalandplaguedwithanarchy,themostpowerfulmanisthejudgeandarbiter.SoDeiocesbeganhis careerbymakinghisreputationasamanofimpeccablefairness.

Attheheightofhispowerasajudge,however,Deiocesrealizedthetruthofthelawofabsenceand presence:Byservingsomanyclients,hehadbecometoonoticeable,tooavailable,andhadlostthe respecthehadearlierenjoyed.Peopleweretakinghisservicesforgranted.Theonlywaytoregainthe venerationandpowerhewantedwastowithdrawcompletely,andlettheMedestastewhatlifewaslike withouthim Asheexpected,theycamebeggingforhimtorule

OnceDeioceshaddiscoveredthetruthofthislaw,hecarriedittoitsultimaterealization.Inthepalace hispeoplehadbuiltforhim,nonecouldseehimexceptafewcourtiers,andthoseonlyrarely.As Herodotuswrote,“Therewasariskthatiftheysawhimhabitually,itmightleadtojealousyand resentment,andplotswouldfollow;butifnobodysawhim,thelegendwouldgrowthathewasabeingof adifferentorderfrommeremen.”

Everythingintheworlddependsonabsenceandpresence.Astrongpresencewilldrawpowerand attentiontoyou youshinemorebrightlythanthosearoundyou.Butapointisinevitablyreachedwhere

KEYSTOPOWER

AmansaidtoaDervish:“WhydoInotseeyoumoreoften?”TheDervish replied,“Becausethewords‘Whyhaveyounotbeentoseeme?’are sweetertomyearthanthewords‘Whyhaveyoucomeagain?”’ Mullajami,quotedinldriesShah’sCaravanofDreams,1968

toomuchpresencecreatestheoppositeeffect:Themoreyouareseenandheardfrom,themoreyourvalue degrades.Youbecomeahabit.Nomatterhowhardyoutrytobedifferent,subtly,withoutyourknowing why,peoplerespectyoulessandless.Attherightmomentyoumustlearntowithdrawyourselfbefore theyunconsciouslypushyouaway.Itisagameofhide-and-seek.

Thetruthofthislawcanmosteasilybeappreciatedinmattersofloveandseduction.Inthebeginning stagesofanaffair,thelover’sabsencestimulatesyourimagination,formingasortofauraaroundhimor her.Butthisaurafadeswhenyouknowtoomuch whenyourimaginationnolongerhasroomtoroam. Thelovedonebecomesapersonlikeanyoneelse,apersonwhosepresenceistakenforgranted.Thisis whytheseventeenth-centuryFrenchcourtesanNinondeLenclosadvisedconstantfeintsatwithdrawal fromone’slover.“Loveneverdiesofstarvation,”shewrote,“butoftenofindigestion.”

Themomentyouallowyourselftobetreatedlikeanyoneelse,itistoolate youareswallowedand digested Topreventthisyouneedtostarvetheotherpersonofyourpresence Forcetheirrespectby threateningthemwiththepossibilitythattheywillloseyouforgood;createapatternofpresenceand absence.

Onceyoudie,everythingaboutyouwillseemdifferent.Youwillbesurroundedbyaninstantauraof respect.Peoplewillremembertheircriticismsofyou,theirargumentswithyou,andwillbefilledwith regretandguilt.Theyaremissingapresencethatwillneverreturn.Butyoudonothavetowaituntilyou die:Bycompletelywithdrawingforawhile,youcreateakindofdeathbeforedeath.Andwhenyoucome back,itwillbeasifyouhadcomebackfromthedead anairofresurrectionwillclingtoyou,and peoplewillberelievedatyourreturn.ThisishowDeiocesmadehimselfking.

Napoleonwasrecognizingthelawofabsenceandpresencewhenhesaid,“IfIamoftenseenatthe theater,peoplewillceasetonoticeme.”Today,inaworldinundatedwithpresencethroughthefloodof images,thegameofwithdrawalisallthemorepowerful Werarelyknowwhentowithdrawanymore, andnothingseemsprivate,soweareawedbyanyonewhoisabletodisappearbychoice.NovelistsJ.D. SalingerandThomasPynchonhavecreatedcultlikefollowingsbyknowingwhentodisappear.

Another,moreeverydaysideofthislaw,butonethatdemonstratesitstruthevenfurther,isthelawof scarcityinthescienceofeconomics.Bywithdrawingsomethingfromthemarket,youcreateinstantvalue. Inseventeenth-centuryHolland,theupperclasseswantedtomakethetulipmorethanjustabeautiful flower theywantedittobeakindofstatussymbol.Makingtheflowerscarce,indeedalmostimpossible toobtain,theysparkedwhatwaslatercalledtulipomania.Asingleflowerwasnowworthmorethanits weightingold.Inourowncentury,similarly,theartdealerJosephDuveeninsistedonmakingthe paintingshesoldasscarceandrareaspossible.Tokeeptheirpriceselevatedandtheirstatushigh,he boughtupwholecollectionsandstoredtheminhisbasement.Thepaintingsthathesoldbecamemorethan justpaintings theywerefetishobjects,theirvalueincreasedbytheirrarity “Youcangetallthepictures youwantatfiftythousanddollarsapiece that’seasy,”heoncesaid.“Buttogetpicturesataquarterofa millionapiece thatwantsdoing!”

Image: TheSun.Itcanonlybe appreciatedbyitsabsence. Thelongerthedaysofrain,the morethesuniscraved Buttoomany hotdaysandthesunoverwhelms. Learntokeepyourselfobscureand makepeopledemandyourreturn.

Extendthelawofscarcitytoyourownskills.Makewhatyouareofferingtheworldrareandhardto find,andyouinstantlyincreaseitsvalue.

Therealwayscomesamomentwhenthoseinpoweroverstaytheirwelcome.Wehavegrowntiredof them,lostrespectforthem;weseethemasnodifferentfromtherestofmankind,whichistosaythatwe seethemasratherworse,sinceweinevitablycomparetheircurrentstatusinoureyestotheirformerone. Thereisanarttoknowingwhentoretire Ifitisdoneright,youregaintherespectyouhadlost,andretain apartofyourpower.

ThegreatestrulerofthesixteenthcenturywasCharlesV.KingofSpain,Hapsburgemperor,he governedanempirethatatonepointincludedmuchofEuropeandtheNewWorld.Yetattheheightofhis power,in1557,heretiredtothemonasteryofYuste.AllofEuropewascaptivatedbyhissudden withdrawal;peoplewhohadhatedandfearedhimsuddenlycalledhimgreat,andhecametobeseenasa saint.Inmorerecenttimes,thefilmactressGretaGarbowasnevermoreadmiredthanwhensheretired, in1941.Forsomeherabsencecametoosoon shewasinhermid-thirties butshewiselypreferredto leaveonherownterms,ratherthanwaitingforheraudiencetogrowtiredofher.

Makeyourselftooavailableandtheauraofpoweryouhavecreatedaroundyourselfwillwearaway. Turnthegamearound:Makeyourselflessaccessibleandyouincreasethevalueofyourpresence.

Authority: Useabsencetocreate respectandesteem.Ifpresence diminishesfame,absenceaugmentsit. Amanwhowhenabsentisregardedasa lionbecomeswhenpresentsomethingcom monandridiculous.Talentslosetheirluster ifwebecometoofamiliarwiththem,forthe outershellofthemindismorereadilyseen thanitsrichinnerkernel.Eventheoutstand inggeniusmakesuseofretirementsothat menmayhonorhimandsothatthe yearningarousedbyhisabsence maycausehimtobeesteemed. (BaltasarGracián, 1601-1658)

REVERSAL

Thislawonlyappliesonceacertainlevelofpowerhasbeenattained.Theneedtowithdrawonlycomes afteryouhaveestablishedyourpresence;leavetooearlyandyoudonotincreaseyourrespect,youare simplyforgotten.Whenyouarefirstenteringontotheworld’sstage,createanimagethatisrecognizable, reproducible,andisseeneverywhere.Untilthatstatusisattained,absenceisdangerous insteadof fanningtheflames,itwillextinguishthem.

Inloveandseduction,similarly,absenceisonlyeffectiveonceyouhavesurroundedtheotherwith yourimage,beenseenbyhimorhereverywhere.Everythingmustremindyourloverofyourpresence,so

thatwhenyoudochoosetobeaway,theloverwillalwaysbethinkingofyou,willalwaysbeseeingyou inhisorhermind’seye.

Remember:Inthebeginning,makeyourselfnotscarcebutomnipresent.Onlywhatisseen,appreciated, andlovedwillbemissedinitsabsence.

KEEPOTHERSINSUSPENDEDTERROR:CULTIVATEANAIROF UNPREDICTABILITY

JUDGMENT

Humansarecreaturesofhabitwithaninsatiableneedtoseefamiliarityinotherpeople’sactions. Yourpredictabilitygivesthemasenseofcontrol.Turnthetables:Bedeliberatelyunpredictable. Behaviorthatseemstohavenoconsistencyorpurposewillkeepthemoff-balance,andtheywillwear themselvesouttryingtoexplainyourmoves.Takentoanextreme,thisstrategycanintimidateand terrorize.

OBSERVANCEOFTHELAW

InMayof1972,chesschampionBorisSpasskyanxiouslyawaitedhisrivalBobbyFischerinReykjavik, Iceland.ThetwomenhadbeenscheduledtomeetfortheWorldChampionshipofChess,butFischerhad notarrivedontimeandthematchwasonhold.Fischerhadproblemswiththesizeoftheprizemoney, problemswiththewaythemoneywastobedistributed,problemswiththelogisticsofholdingthematch inIceland.Hemightbackoutatanymoment.

Spasskytriedtobepatient HisRussianbossesfeltthatFischerwashumiliatinghimandtoldhimto walkaway,butSpasskywantedthismatch.HeknewhecoulddestroyFischer,andnothingwasgoingto spoilthegreatestvictoryofhiscareer.“Soitseemsthatallourworkmaycometonothing,”Spasskytold acomrade.“Butwhatcanwedo?ItisBobby’smove.Ifhecomes,weplay.Ifhedoesnotcome,wedo notplay.Amanwhoiswillingtocommitsuicidehastheinitiative.”

FischerfinallyarrivedinReykjavik,buttheproblems,andthethreatofcancellation,continued.He dislikedthehallwherethematchwastobefought,hecriticizedthelighting,hecomplainedaboutthe noiseofthecameras,heevenhatedthechairsinwhichheandSpasskyweretosit.NowtheSovietUnion tooktheinitiativeandthreatenedtowithdrawtheirman.

Thebluffapparentlyworked:Afteralltheweeksofwaiting,theendlessandinfuriatingnegotiations, Fischeragreedtoplay.Everyonewasrelieved,noonemorethanSpassky.Butonthedayoftheofficial introductions,Fischerarrivedverylate,andonthedaywhenthe“MatchoftheCentury”wastobegin,he waslateagain.Thistime,however,theconsequenceswouldbedire:Ifheshoweduptoolatehewould forfeitthefirstgame.Whatwasgoingon?Washeplayingsomesortofmindgame?OrwasBobby FischerperhapsafraidofBorisSpassky?Itseemedtotheassembledgrandmasters,andtoSpassky,that thisyoungkidfromBrooklynhadaterriblecaseofthejitters.At5:09Fischershowedup,exactlyone minutebeforethematchwastobecanceled.

Thefirstgameofachesstournamentiscritical,sinceitsetsthetoneforthemonthstocome.Itisoften aslowandquietstruggle,withthetwoplayerspreparingthemselvesforthewarandtryingtoreadeach

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other’sstrategies Thisgamewasdifferent Fischermadeaterriblemoveearlyon,perhapstheworstof hiscareer,andwhenSpasskyhadhimontheropes,heseemedtogiveup.YetSpasskyknewthatFischer nevergaveup.Evenwhenfacingcheckmate,hefoughttothebitterend,wearingtheopponentdown.This time,though,heseemedresigned.Thensuddenlyhebrokeoutaboldmovethatputtheroominabuzz. ThemoveshockedSpassky,butherecoveredandmanagedtowinthegame.Butnoonecouldfigureout whatFischerwasupto.Hadhelostdeliberately?Orwasherattled?Unsettled?Even,assomethought, insane?

Afterhisdefeatinthefirstgame,Fischercomplainedallthemoreloudlyabouttheroom,thecameras, andeverythingelse.Healsofailedtoshowupontimeforthesecondgame.Thistimetheorganizershad hadenough:Hewasgivenaforfeit.Nowhewasdowntwogamestonone,apositionfromwhichnoone hadevercomebacktowinachesschampionship.Fischerwasclearlyunhinged.Yetinthethirdgame,as allthosewhowitnesseditremember,hehadaferociouslookinhiseye,alookthatclearlybothered Spassky.Anddespitetheholehehaddugforhimself,heseemedsupremelyconfident.Hedidmakewhat appearedtobeanotherblunder,ashehadinthefirstgame buthiscockyairmadeSpasskysmellatrap. YetdespitetheRussian’ssuspicions,hecouldnotfigureoutthetrap,andbeforeheknewitFischerhad checkmatedhim.InfactFischer’sunorthodoxtacticshadcompletelyunnervedhisopponent.Attheendof thegame,Fischerleapedupandrushedout,yellingtohisconfederatesashesmashedafistintohispalm, “I’mcrushinghimwithbruteforce!”

InthenextgamesFischerpulledmovesthatnoonehadseenfromhimbefore,movesthatwerenothis style.NowSpasskystartedtomakeblunders.Afterlosingthesixthgame,hestartedtocry.Onegrand mastersaid,“Afterthis,Spassky’sgottoaskhimselfifit’ssafetogobacktoRussia.”Aftertheeighth gameSpasskydecidedheknewwhatwashappening:BobbyFischerwashypnotizinghim.Hedecidednot tolookFischerintheeye;helostanyway

Afterthefourteenthgamehecalledastaffconferenceandannounced,“Anattemptisbeingmadeto controlmymind.”Hewonderedwhethertheorangejuicetheydrankatthechesstablecouldhavebeen drugged.Maybechemicalswerebeingblownintotheair.FinallySpasskywentpublic,accusingthe FischerteamofputtingsomethinginthechairsthatwasalteringSpassky’smind.TheKGBwentonalert: BorisSpasskywasembarrassingtheSovietUnion!

ThechairsweretakenapartandX-rayed.Achemistfoundnothingunusualinthem.Theonlythings anyonefoundanywhere,infact,weretwodeadfliesinalightingfixture.Spasskybegantocomplainof hallucinations.Hetriedtokeepplaying,buthismindwasunraveling.Hecouldnotgoon.OnSeptember 2,heresigned.Althoughstillrelativelyyoung,heneverrecoveredfromthisdefeat.

Interpretation

InpreviousgamesbetweenFischerandSpassky,Fischerhadnotfaredwell.Spasskyhadanuncanny abilitytoreadhisopponent’sstrategyanduseitagainsthim.Adaptableandpatient,hewouldbuild attacksthatwoulddefeatnotinsevenmovesbutinseventy.HedefeatedFischereverytimetheyplayed becausehesawmuchfurtherahead,andbecausehewasabrilliantpsychologistwhoneverlostcontrol Onemastersaid,“Hedoesn’tjustlookforthebestmove.Helooksforthemovethatwilldisturbtheman heisplaying.”

Fischer,however,finallyunderstoodthatthiswasoneofthekeystoSpassky’ssuccess:Heplayedon yourpredictability,defeatedyouatyourowngame.EverythingFischerdidforthechampionshipmatch wasanattempttoputtheinitiativeonhissideandtokeepSpasskyoff-balance.Clearlytheendless

waitinghadaneffectonSpassky’spsyche Mostpowerfulofall,though,wereFischer’sdeliberate blundersandhisappearanceofhavingnoclearstrategy.Infact,hewasdoingeverythinghecouldto scramblehisoldpatterns,evenifitmeantlosingthefirstmatchandforfeitingthesecond.

Spasskywasknownforhissangfroidandlevelheadedness,butforthefirsttimeinhislifehecouldnot figureouthisopponent.Heslowlymelteddown,untilattheendhewastheonewhoseemedinsane.

Chesscontainstheconcentratedessenceoflife:First,becausetowinyouhavetobesupremelypatient andfarseeing;andsecond,becausethegameisbuiltonpatterns,wholesequencesofmovesthathave beenplayedbeforeandwillbeplayedagain,withslightalterations,inanyonematch.Youropponent analyzesthepatternsyouareplayingandusesthemtotrytoforeseeyourmoves.Allowinghimnothing predictabletobasehisstrategyongivesyouabigadvantage.Inchessasinlife,whenpeoplecannot figureoutwhatyouaredoing,theyarekeptinastateofterror waiting,uncertain,confused.

Lifeatcourtisaserious,melancholygameofchess,whichrequiresustodraw upourpiecesandbatteries,formaplan,pursueit,parrythatofour adversary Sometimes,however,itisbettertotakerisks andplaythemostcapricious,unpredictablemove. JeandeLaBruyère,1645-1696

KEYSTOPOWER

Nothingismoreterrifyingthanthesuddenandunpredictable.Thatiswhywearesofrightenedby earthquakesandtornadoes:Wedonotknowwhentheywillstrike.Afteronehasoccurred,wewaitin terrorforthenextone.Toalesserdegree,thisistheeffectthatunpredictablehumanbehaviorhasonus. Animalsbehaveinsetpatterns,whichiswhyweareabletohuntandkillthem.Onlymanhasthe capacitytoconsciouslyalterhisbehavior,toimproviseandovercometheweightofroutineandhabit.Yet mostmendonotrealizethispower.Theypreferthecomfortsofroutine,ofgivingintotheanimalnature thathasthemrepeatingthesamecompulsiveactionstimeandtimeagain.Theydothisbecauseitrequires noeffort,andbecausetheymistakenlybelievéthatiftheydonotunsettleothers,theywillbeleftalone. Understand:Apersonofpowerinstillsakindoffearbydeliberatelyunsettlingthosearoundhimtokeep theinitiativeonhisside.Yousometimesneedtostrikewithoutwarning,tomakeotherstremblewhen theyleastexpectit Itisadevicethatthepowerfulhaveusedforcenturies

FilippoMaria,thelastoftheViscontidukesofMilaninfifteenth-centuryItaly,consciouslydidthe oppositeofwhateveryoneexpectedofhim.Forinstance,hemightsuddenlyshoweracourtierwith attention,andthen,oncethemanhadcometoexpectapromotiontohigheroffice,wouldsuddenlystart treatinghimwiththeutmostdisdain.Confused,themanmightleavethecourt,whenthedukewould suddenlyrecallhimandstarttreatinghimwellagain.Doublyconfused,thecourtierwouldwonder whetherhisassumptionthathewouldbepromotedhadbecomeobvious,andoffensive,totheduke,and wouldstarttobehaveasifhenolongerexpectedsuchhonor.Thedukewouldrebukehimforhislackof ambitionandwouldsendhimaway.

ThesecretofdealingwithFilippowassimple:Donotpresumetoknowwhathewants.Donottryto guesswhatwillpleasehim.Neverinjectyourwill;justsurrendertohiswill.Thenwaittoseewhat happens Amidsttheconfusionanduncertaintyhecreated,thedukeruledsupreme,unchallengedandat peace.

Unpredictabilityismostoftenthetacticofthemaster,buttheunderdogtoocanuseittogreateffect.If youfindyourselfoutnumberedorcornered,throwinaseriesofunpredictablemoves.Yourenemieswill besoconfusedthattheywillpullbackormakeatacticalblunder.

Inthespringof1862,duringtheAmericanCivilWar,GeneralStonewallJacksonandaforceof4,600 ConfederatesoldiersweretormentingthelargerUnionforcesintheShenandoahValley.Meanwhile,not faraway,GeneralGeorgeBrintonMcClellan,headingaforceof90,000Unionsoldiers,wasmarching southfromWashington,D.C.,tolaysiegetoRichmond,Virginia,theConfederatecapital.Astheweeksof thecampaignwentby,JacksonrepeatedlyledhissoldiersoutoftheShenandoahValley,thenbacktoit.

Hismovementsmadenosense.WashepreparingtohelpdefendRichmond?Washemarchingon Washington,nowthatMcClellan’sabsencehadleftitunprotected?Washeheadingnorthtowreakhavoc upthere?Whywashissmallforcemovingincircles?

Jackson’sinexplicablemovesmadetheUniongeneralsdelaythemarchonRichmondastheywaitedto figureoutwhathewasupto.Meanwhile,theSouthwasabletopourreinforcementsintothetown.A battlethatcouldhavecrushedtheConfederacyturnedintoastalemate.Jacksonusedthistactictimeand againwhenfacingnumericallysuperiorforces.“Alwaysmystify,mislead,andsurprisetheenemy,if possible,”hesaid,“...suchtacticswillwineverytimeandasmallarmymaythusdestroyalargeone.”

Thislawappliesnotonlytowarbuttoeverydaysituations Peoplearealwaystryingtoreadthe motivesbehindyouractionsandtouseyourpredictabilityagainstyou.Throwinacompletely inexplicablemoveandyouputthemonthedefensive.Becausetheydonotunderstandyou,theyare unnerved,andinsuchastateyoucaneasilyintimidatethem.

PabloPicassoonceremarked,“Thebestcalculationistheabsenceofcalculation.Onceyouhave attainedacertainlevelofrecognition,othersgenerallyfigurethatwhenyoudosomething,it’sforan intelligentreason.Soit’sreallyfoolishtoplotoutyourmovementstoocarefullyinadvance.You’re betteroffactingcapriciously.”

Forawhile,PicassoworkedwiththeartdealerPaulRosenberg.Atfirstheallowedhimafairamount oflatitudeinhandlinghispaintings,thenoneday,fornoapparentreason,hetoldthemanhewouldno longergivehimanyworktosell.AsPicassoexplained,“Rosenbergwouldspendthenextforty-eight hourstryingtofigureoutwhy WasIreservingthingsforsomeotherdealer?I’dgoonworkingand sleepingandRosenbergwouldspendhistimefiguring.Intwodayshe’dcomeback,nervesjangled, anxious,saying,‘Afterall,dearfriend,youwouldn’tturnmedownifIofferedyouthismuch[naminga substantiallyhigherfigure]forthosepaintingsratherthanthepriceI’vebeenaccustomedtopayingyou, wouldyou?”’

Unpredictabilityisnotonlyaweaponofterror:Scramblingyourpatternsonaday-to-daybasiswill causeastiraroundyouandstimulateinterest.Peoplewilltalkaboutyou,ascribemotivesand explanationsthathavenothingtodowiththetruth,butthatkeepyouconstantlyintheirminds.Intheend, themorecapriciousyouappear,themorerespectyouwillgarner.Onlytheterminallysubordinateactina predictablemanner.

Image:TheCyclone.A windthatcannotbefore seen.Suddenshiftsin thebarometer,in explicablechanges indirectionand velocity.Thereis

nodefense:A cyclonesows terrorand confusion.

Authority:Theenlightenedrulerissomysteriousthatheseemstodwellnowhere,soinexplicablethatno onecanseekhim.Hereposesinnonactionabove,andhisministerstremblebelow.(Han-fei-tzu,Chinese philosopher,thirdcenturyBC)

REVERSAL

Sometimespredictabilitycanworkinyourfavor:Bycreatingapatternforpeopletobefamiliarand comfortablewith,youcanlullthemtosleep.Theyhavepreparedeverythingaccordingtotheir preconceivednotionsaboutyou.Youcanusethisinseveralways:First,itsetsupasmokescreen,a comfortablefrontbehindwhichyoucancarryondeceptiveactions.Second,itallowsyouonrare occasionstodosomethingcompletelyagainstthepattern,unsettlingyouropponentsodeeplyhewillfall tothegroundwithoutbeingpushed.

In1974MuhammadAliandGeorgeForemanwerescheduledtofightfortheworldheavyweight boxingchampionship Everyoneknewwhatwouldhappen:BigGeorgeForemanwouldtrytolanda knockoutpunchwhileAliwoulddancearoundhim,wearinghimout.ThatwasAli’swayoffighting,his pattern,andhehadnotchangeditinmorethantenyears.ButinthiscaseitseemedtogiveForemanthe advantage:Hehadadevastatingpunch,andifhewaited,soonerorlaterAliwouldhavetocometohim. Ali,themasterstrategist,hadotherplans:Inpressconferencesbeforethebigfight,hesaidhewasgoing tochangehisstyleandpunchitoutwithForeman.Noone,leastofallForeman,believedthisfora second.ThatplanwouldbesuicideonAli’spart;hewasplayingthecomedian,asusual.Then,beforethe fight,Ali’strainerloosenedtheropesaroundthering,somethingatrainerwoulddoifhisboxerwere intendingtoslugitout.Butnoonebelievedthisploy;ithadtobeasetup.

Toeveryone’samazement,Alididexactlywhathehadsaidhewoulddo.AsForemanwaitedforhim todancearound,Aliwentrightuptohimandsluggeditout.Hecompletelyupsethisopponent’sstrategy. Ataloss,Foremanendedupwearinghimselfout,notbychasingAlibutbythrowingpuncheswildly,and takingmoreandmorecounterpunches.Finally,Alilandedadramaticrightcrossthatknockedout Foreman.Thehabitofassumingthataperson’sbehaviorwillfititspreviouspatternsissostrongthatnot evenAli’sannouncementofastrategychangewasenoughtoupsetit.Foremanwalkedintoatrap the traphehadbeentoldtoexpect.

Awarning:Unpredictabilitycanworkagainstyousometimes,especiallyifyouareinasubordinate position.Therearetimeswhenitisbettertoletpeoplefeelcomfortableandsettledaroundyouthanto disturbthem.Toomuchunpredictabilitywillbeseenasasignofindecisiveness,orevenofsomemore seriouspsychicproblem.Patternsarepowerful,andyoucanterrifypeoplebydisruptingthem.Such powershouldonlybeusedjudiciously.

DONOTBUILDFORTRESSESTOPROTECTYOURSELF ISOLATIONIS DANGEROUS

JUDGMENT

Theworldisdangerousandenemiesareeverywhere everyonehastoprotectthemselves.Afortress seemsthesafest.ButisolationexposesyoutomoredangersthanitProtectsyoufrom itcutsyouoff fromvaluableinformation,itmakesyouconspicuousandaneasytarget Bettertocirculateamong people,findallies,mingle.Youareshieldedfromyourenemiesbythecrowd.

TRANSGRESSIONOFTHELAW

Ch‘inShihHuangTi,thefirstemperorofChina(221-210B.C.),wasthemightiestmanofhisday.His empirewasvasterandmorepowerfulthanthatofAlexandertheGreat.Hehadconqueredallofthe kingdomssurroundinghisownkingdomofCh’inandunifiedthemintoonemassiverealmcalledChina. Butinthelastyearsofhislife,few,ifanyone,sawhim.

Theemperorlivedinthemostmagnificentpalacebuilttothatdate,inthecapitalofHsien-yang.The palacehad270pavilions;allofthesewereconnectedbysecretundergroundpassageways,allowingthe emperortomovethroughthepalacewithoutanyoneseeinghim Hesleptinadifferentroomeverynight, andanyonewhoinadvertentlylaideyesonhimwasinstantlybeheaded.Onlyahandfulofmenknewhis whereabouts,andiftheyrevealedittoanyone,they,too,wereputtodeath.

Thefirstemperorhadgrownsoterrifiedofhumancontactthatwhenhehadtoleavethepalacehe traveledincognito,disguisinghimselfcarefully.Ononesuchtripthroughtheprovinces,hesuddenlydied. Hisbodywasbornebacktothecapitalintheemperor’scarriage,withacartpackedwithsaltedfish trailingbehindittocoverupthesmelloftherottingcorpse noonewastoknowofhisdeath.Hedied alone,farfromhiswives,hisfamily,hisfriends,andhiscourtiers,accompaniedonlybyaministeranda handfulofeunuchs.

IIIIMASQUIOIIIII.RI.DDIATH

The“RedDeath”hadlongdevastatedthecountry.Nopestilencehadeverbeensofatal,orsohideous. BloodwasitsAvaturanditsseal therednessandhorrorofblood Thereweresharppains,and suddendizziness,andthenprofusebleedingatthepores,withdissolution....Andthewholeseizure, progress,andterminationofthedisease,weretheincidentsofhalfanhour.ButthePrinceProspero washappyanddauntlessandsagacious.Whenhisdominionswerehalf-depopulated,hesummonedto hispresenceathousandhaleandlight-heartedfriendsfromamongtheknight,anddamesofhiscourt, andwiththeseretiredtothedeepseclusionofoneofhiscastellatedabbeys.Thiswasanextensiveand magnificentstructure,thecreationoftheprince’sowneccentricyetaugusttaste

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Astrongandlofty

wallgirdleditin Thiswallhadgatesofiron Thecourtiers,havingentered,broughtfurnacesand massyhammersandweldedthebolts.Theyresolvedtoleavemeansneitherofingressnoregresstothe suddenimpulsesofdespairoroffrenzyfromwithin.Theabbeywasamplyprovisioned.Withsuch precautionsthecourtiersmightbiddefiancetocontagion.Theexternalworldcouldtakecareofitself Inthemeantimeitwasfollytogrieve,ortothink.Theprincehadprovidedalltheappliancesof pleasure.Therewerebuffoons,therewereimprovisatori,therewereballet-dancers,therewere musicians,therewasBeauty,therewaswine Alltheseandsecuritywerewithin Withoutwasthe“Red Death.”Itwastowardthecloseofthefifthorsixthmonthofhisseclusion,andwhilethepestilence ragedmostfuriouslyabroad,thatthePrinceProsperoentertainedhisthousandfriendsatamasked ballofthemostunusualmagnificence.Itwasavoluptuousscene,thatmasquerade.......Andtherevel wentwhirlinglyon,untilatlengththerecommencedthesoundingofmidnightupontheclock....And thustoo,ithappened,perhaps,thatbeforethelastechoesofthelastchimehadutterlysunkinto silence,thereweremanyindividualsinthecrowdwhohadfoundleisuretobecomeawareofthe presenceofamaskedfzgecrewhichhadarrestedtheattentionofnosingleindividualbefore....The figurewastallandgaunt,andshroudedfromheadtofootinthehabilimentsofthegrave.Themask whichconcealedthevisagewasmadesonearlytoresemblethecountenanceofastiffenedcorpsethat theclosestscrutinymusthavehaddifficultyindetectingthecheat.Andyetallthismighthavebeen endured,ifnotapproved,bythemadrevellersaround Butthemummerhadgonesofarastoassume thetypeoftheRedDeath.Hisvesturewasdabbledinblood andhisbroadbrow,withallthefeatures oftheface,wassprinkledwiththescarlethorror......Athrongoftherevellersatoncethrew themselvesintotheblackapartment,and,seizingthemummer,whosetallfigurestooderectand motionlesswithintheshadowoftheebonyclock,gaspedinunutterablehorroratfindingthegrave cerementsandcorpse-likemask,whichtheyhandledwithsoviolentarudeness,untenantedbyany tangibleform.AndnowwasacknowledgedthepresenceoftheRedDeath.Hehadcomelikeathiefin thenight.Andonebyonedroppedtherevellersintheblood-bedewedhallsoftheirrevel,anddied eachinthedespairingpostureofhisfall.Andthelifeoftheebonyclockwentoutwiththatofthelast ofthegay.Andtheflamesofthetripodsexpired.AndDarknessandDecayandtheRedDeathheld illimitabledominionoverall.

Interpretation

ShihHuangTistartedoffasthekingofCh’in,afearlesswarriorofunbridledambition.Writersofthe timedescribedhimasamanwith“awaspishnose,eyeslikeslits,thevoiceofajackal,andtheheartofa tigerorwolf.”Hecouldbemercifulsometimes,butmoreoftenhe“swallowedmenupwithouta scruple.”Itwasthroughtrickeryandviolencethatheconqueredtheprovincessurroundinghisownand createdChina,forgingasinglenationandcultureoutofmany.Hebrokeupthefeudalsystem,andtokeep aneyeonthemanymembersoftheroyalfamiliesthatwerescatteredacrosstherealm’svarious kingdoms,hemoved120,000ofthemtothecapital,wherehehousedthemostimportantcourtiersinthe vastpalaceofHsien-yang.HeconsolidatedthemanywallsonthebordersandbuiltthemintotheGreat WallofChina.Hestandardizedthecountry’slaws,itswrittenlanguage,eventhesizeofitscartwheels.

Aspartofthisprocessofunification,however,thefirstemperoroutlawedthewritingsandteachingsof Confucius,thephilosopherwhoseideasonthemorallifehadalreadybecomevirtuallyareligionin

THEMASQUEOFTHEREDDEAIH,EDGARALLANPOE,1809-1849

OnShihHuangTi’sorder,thousandsofbooksrelatingtoConfuciuswereburned,and anyonewhoquotedConfuciuswastobebeheaded.Thismademanyenemiesfortheemperor,andhe grewconstantlyafraid,evenparanoid.Theexecutionsmounted.Acontemporary,thewriterHan-fei-tzu, notedthat“Ch’inhasbeenvictoriousforfourgenerations,yethaslivedinconstantterrorand apprehensionofdestruction.”

Astheemperorwithdrewdeeperanddeeperintothepalacetoprotecthimself,heslowlylostcontrol oftherealm.Eunuchsandministersenactedpoliticalpolicieswithouthisapprovalorevenhis knowledge;theyalsoplottedagainsthim.Bytheend,hewasemperorinnameonly,andwassoisolated thatbarelyanyoneknewhehaddied.Hehadprobablybeenpoisonedbythesameschemingministers whoencouragedhisisolation.

Thatiswhatisolationbrings:Retreatintoafortressandyoulosecontactwiththesourcesofyour power Youloseyourearforwhatishappeningaroundyou,aswellasasenseofproportion Insteadof beingsafer,youcutyourselfofffromthekindofknowledgeonwhichyourlifedepends.Neverenclose yourselfsofarfromthestreetsthatyoucannothearwhatishappeningaroundyou,includingtheplots againstyou.

OBSERVANCEOFTHELAW

LouisXIVhadthepalaceofVersaillesbuiltforhimandhiscourtinthe1660s,anditwaslikenoother royalpalaceintheworld.Asinabeehive,everythingrevolvedaroundtheroyalperson.Helived surroundedbythenobility,whowereallottedapartmentsnestledaroundhis,theirclosenesstohim dependentontheirrank.Theking’sbedroomoccupiedtheliteralcenterofthepalaceandwasthefocusof everyone’sattention Everymorningthekingwasgreetedinthisroombyaritualknownasthelever

AteightA.M.,theking’sfirstvalet,whosleptatthefootoftheroyalbed,wouldawakenHisMajesty. Thenpageswouldopenthedoorandadmitthosewhohadafunctioninthelever.Theorderoftheirentry wasprecise:Firstcametheking’sillegitimatesonsandhisgrandchildren,thentheprincesandprincesses oftheblood,andthenhisphysicianandsurgeon.Therefollowedthegrandofficersofthewardrobe,the king’sofficialreader,andthoseinchargeofentertainingtheking.Nextwouldarrivevariousgovernment officials,inascendingorderofrank.Lastbutnotleastcamethoseattendingtheleverbyspecial invitation.Bytheendoftheceremony,theroomwouldbepackedwithwelloverahundredroyal attendantsandvisitors.

Thedaywasorganizedsothatallthepalace’senergywasdirectedatandpassedthroughtheking. Louiswasconstantlyattendedbycourtiersandofficials,allaskingforhisadviceandjudgment.Toall theirquestionsheusuallyreplied,“Ishallsee”

AsSaint-Simonnoted,“Ifheturnedtosomeone,askedhimaquestion,madeaninsignificantremark, theeyesofallpresentwereturnedonthisperson.Itwasadistinctionthatwastalkedofandincreased prestige.”Therewasnopossibilityofprivacyinthepalace,notevenfortheking everyroom communicatedwithanother,andeveryhallwayledtolargerroomswheregroupsofnoblesgathered constantly.Everyone’sactionswereinterdependent,andnothingandnoonepassedunnoticed:“Theking notonlysawtoitthatallthehighnobilitywaspresentathiscourt,”wroteSaint-Simon,“hedemandedthe sameoftheminornobility.Athisleverandcoucher,athismeals,inhisgardensofVersailles,healways lookedabouthim,noticingeverything.Hewasoffendedifthemostdistinguishednoblesdidnotlive permanentlyatcourt,andthosewhoshowedthemselvesneverorhardlyever,incurredhisfull

Chineseculture

displeasure.Ifoneofthesedesiredsomething,thekingwouldsayproudly:‘Idonotknowhim,’andthe judgmentwasirrevocable.”

Interpretation

LouisXIVcametopowerattheendofaterriblecivilwar,theFronde.Aprincipalinstigatorofthewar hadbeenthenobility,whichdeeplyresentedthegrowingpowerofthethroneandyearnedforthedaysof feudalism,whenthelordsruledtheirownfiefdomsandthekinghadlittleauthorityoverthem.Thenobles hadlostthecivilwar,buttheyremainedafractious,resentfullot.

TheconstructionofVersailles,then,wasfarmorethanthedecadentwhimofaluxury-lovingking.It servedacrucialfunction:Thekingcouldkeepaneyeandanearoneveryoneandeverythingaroundhim Theonceproudnobilitywasreducedtosquabblingovertherighttohelpthekingputonhisrobesinthe morning.Therewasnopossibilityhereofprivacy nopossibilityofisolation.LouisXIVveryearly graspedthetruththatforakingtoisolatehimselfisgravelydangerous.Inhisabsence,conspiracieswill springuplikemushroomsafterrain,animositieswillcrystallizeintofactions,andrebellionwillbreak outbeforehehasthetimetoreact.Tocombatthis,sociabilityandopennessmustnotonlybeencouraged, theymustbeformallyorganizedandchanneled.

TheseconditionsatVersailleslastedforLouis’sentirereign,somefiftyyearsofrelativepeaceand tranquillity.Throughitall,notapindroppedwithoutLouishearingit.

Solitudeisdangeroustoreason,withoutbeingfavorabletovirtue....

Rememberthatthesolitarymortaliscertainlyluxurious, probablysuperstitious,andpossiblymad.

Dr.SamuelJohnson,1709-1784

KEYSTOPOWER

Machiavellimakestheargumentthatinastrictlymilitarysenseafortressisinvariablyamistake.It becomesasymbolofpower’sisolation,andisaneasytargetforitsbuilders’enemies.Designedto defendyou,fortressesactuallycutyouofffromhelpandcutintoyourflexibility Theymayappear impregnable,butonceyouretiretoone,everyoneknowswhereyouare;andasiegedoesnothaveto succeedtoturnyourfortressintoaprison.Withtheirsmallandconfinedspaces,fortressesarealso extremelyvulnerabletotheplagueandcontagiousdiseases.Inastrategicsense,theisolationofafortress providesnoprotection,andactuallycreatesmoreproblemsthanitsolves.

Becausehumansaresocialcreaturesbynature,powerdependsonsocialinteractionandcirculation. Tomakeyourselfpowerfulyoumustplaceyourselfatthecenterofthings,asLouisXIVdidatVersailles. Allactivityshouldrevolvearoundyou,andyoushouldbeawareofeverythinghappeningonthestreet, andofanyonewhomightbehatchingplotsagainstyou.Thedangerformostpeoplecomeswhentheyfeel threatened.Insuchtimestheytendtoretreatandcloseranks,tofindsecurityinakindoffortress.Indoing so,however,theycometorelyforinformationonasmallerandsmallercircle,andloseperspectiveon eventsaroundthem Theylosemaneuverabilityandbecomeeasytargets,andtheirisolationmakesthem paranoid.Asinwarfareandmostgamesofstrategy,isolationoftenprecedesdefeatanddeath.

Inmomentsofuncertaintyanddanger,youneedtofightthisdesiretoturninward.Instead,make

yourselfmoreaccessible,seekoutoldalliesandmakenewones,forceyourselfintomoreandmore differentcircles.Thishasbeenthetrickofpowerfulpeopleforcenturies.

TheRomanstatesmanCicerowasbornintothelowernobility,andhadlittlechanceofpowerunlesshe managedtomakeaplaceforhimselfamongthearistocratswhocontrolledthecity.Hesucceeded brilliantly,identifyingeveryonewithinfluenceandfiguringouthowtheywereconnectedtooneanother. Hemingledeverywhere,kneweveryone,andhadsuchavastnetworkofconnectionsthatanenemyhere couldeasilybecounterbalancedbyanallythere.

TheFrenchstatesmanTalleyrandplayedthegamethesameway.Althoughhecamefromoneofthe oldestaristocraticfamiliesinFrance,hemadeapointofalwaysstayingintouchwithwhatwas happeninginthestreetsofParis,allowinghimtoforeseetrendsandtroubles.Heevengotacertain pleasureoutofminglingwithshadycriminaltypes,whosuppliedhimwithvaluableinformation.Every timetherewasacrisis,atransitionofpower theendoftheDirectory,thefallofNapoleon,the abdicationofLouisXVIII hewasabletosurviveandeventhrive,becauseheneverclosedhimselfupin asmallcirclebutalwaysforgedconnectionswiththeneworder.

Thislawpertainstokingsandqueens,andtothoseofthehighestpower:Themomentyoulosecontact withyourpeople,seekingsecurityinisolation,rebellionisbrewing.Neverimagineyourselfsoelevated thatyoucanaffordtocutyourselfofffromeventhelowestechelons.Byretreatingtoafortress,youmake yourselfaneasytargetforyourplottingsubjects,whoviewyourisolationasaninsultandareasonfor rebellion.

Sincehumansaresuchsocialcreatures,itfollowsthatthesocialartsthatmakeuspleasanttobearound canbepracticedonlybyconstantexposureandcirculation.Themoreyouareincontactwithothers,the moregracefulandateaseyoubecome.Isolation,ontheotherhand,engendersanawkwardnessinyour gestures,andleadstofurtherisolation,aspeoplestartavoidingyou

In1545DukeCosimoIde’Medicidecidedthattoensuretheimmortalityofhisnamehewould commissionfrescoesforthemainchapelofthechurchofSanLorenzoinFlorence.Hehadmanygreat painterstochoosefrom,andintheendhepickedJacopodaPontormo.Gettingoninyears,Pontormo wantedtomakethesefrescoeshischefd’oeuvreandlegacy.Hisfirstdecisionwastoclosethechapeloff withwalls,partitions,andblinds.Hewantednoonetowitnessthecreationofhismasterpiece,ortosteal hisideas.HewouldoutdoMichelangelohimself.Whensomeyoungmenbrokeintothechapeloutof curiosity,Jacoposealeditoffevenfurther.

Pontormofilledthechapel’sceilingwithbiblicalscenes theCreation,AdamandEve,Noah’sark,on andon.AtthetopofthemiddlewallhepaintedChristinhismajesty,raisingthedeadonJudgmentDay. Theartistworkedonthechapelforelevenyears,rarelyleavingit,sincehehaddevelopedaphobiafor humancontactandwasafraidhisideaswouldbestolen

Pontormodiedbeforecompletingthefrescoes,andnoneofthemhassurvived.Butthegreat RenaissancewriterVasari,afriendofPontormo’swhosawthefrescoesshortlyaftertheartist’sdeath, leftadescriptionofwhattheylookedlike.Therewasatotallackofproportion.Scenesbumpedagainst scenes,figuresinonestorybeingjuxtaposedwiththoseinanother,inmaddeningnumbers.Pontormohad becomeobsessedwithdetailbuthadlostanysenseoftheoverallcomposition.Vasarileftoffhis descriptionofthefrescoesbywritingthatifhecontinued,“IthinkIwouldgomadandbecomeentangled inthispainting,justasIbelievethatintheelevenyearsoftimeJacopospentonit,heentangledhimself andanyoneelsewhosawit.”InsteadofcrowningPontormo’scareer,theworkbecamehisundoing.

Thesefrescoeswerevisualequivalentsoftheeffectsofisolationonthehumanmind:alossof proportion,anobsessionwithdetailcombinedwithaninabilitytoseethelargerpicture,akindof extravagantuglinessthatnolongercommunicates Clearly,isolationisasdeadlyforthecreativeartsas

forthesocialarts Shakespeareisthemostfamouswriterinhistorybecause,asadramatistforthe popularstage,heopenedhimselfuptothemasses,makinghisworkaccessibletopeoplenomatterwhat theireducationandtaste.Artistswhoholethemselvesupintheirfortressloseasenseofproportion,their workcommunicatingonlytotheirsmallcircle.Suchartremainscorneredandpowerless.

Finally,sincepowerisahumancreation,itisinevitablyincreasedbycontactwithotherpeople.

Insteadoffallingintothefortressmentality,viewtheworldinthefollowingmanner:Itislikeavast Versailles,witheveryroomcommunicatingwithanother.Youneedtobepermeable,abletofloatinand outofdifferentcirclesandmixwithdifferenttypes.Thatkindofmobilityandsocialcontactwillprotect youfromplotters,whowillbeunabletokeepsecretsfromyou,andfromyourenemies,whowillbe unabletoisolateyoufromyourallies.Alwaysonthemove,youmixandmingleintheroomsofthe palace,neversittingorsettlinginoneplace.Nohuntercanfixhisaimonsuchaswift-movingcreature.

Image:TheFortress.High uponthehill,thecitadelbe comesasymbolofallthatis hatefulinpowerandauthority.

Thecitizensofthetownbetray youtothefirstenemythatcomes. Cutofffromcommunicationandin telligence,thecitadelfallswithease

Authority:Agoodandwiseprince,desirousofmaintainingthatcharacter,andtoavoidgivingthe opportunitytohissonstobecomeoppressive,willneverbuildfortresses,sothattheymayplacetheir relianceuponthegoodwilloftheirsubjects,andnotuponthestrengthofcitadels.(NiccolòMachiavelli, 1469-1527)

REVERSAL

Itishardlyeverrightandpropitioustochooseisolation.Withoutkeepinganearonwhatishappeningin thestreets,youwillbeunabletoprotectyourself.Abouttheonlythingthatconstanthumancontactcannot facilitateisthought.Theweightofsociety’spressuretoconform,andthelackofdistancefromother people,canmakeitimpossibletothinkclearlyaboutwhatisgoingonaroundyou.Asatemporary recourse,then,isolationcanhelpyoutogainperspective.Manyaseriousthinkerhasbeenproducedin prisons,wherewehavenothingtodobutthink.MachiavellicouldwriteThePrinceonlyoncehefound himselfinexileandisolatedonafarmfarfromthepoliticalintriguesofFlorence. Thedangeris,however,thatthiskindofisolationwillsireallkindsofstrangeandpervertedideas. Youmaygainperspectiveonthelargerpicture,butyouloseasenseofyourownsmallnessand limitations.Also,themoreisolatedyouare,theharderitistobreakoutofyourisolationwhenyou chooseto itsinksyoudeepintoitsquicksandwithoutyournoticing Ifyouneedtimetothink,then, chooseisolationonlyasalastresort,andonlyinsmalldoses.Becarefultokeepyourwaybackinto

societyopen

KNOWWHOYOU’REDEALINGWITH DONOTOFFENDTHEWRONGPERSON JUDGMENT

Therearemanydifferentkindsofpeopleintheworld,andyoucanneverassumethateveryonewill reacttoyourstrategiesinthesameway.Deceiveoroutmaneuversomepeopleandtheywillspendthe restoftheirlivesseekingrevenge.Theyarewolvesinlambs’clothing.Chooseyourvictimsand opponentscarefully,then neveroffendordeceivethewrongperson.

OPPONENTS,SUCKERS,ANDVICTIMS:PreliminaryTypologyInyourrisetopoweryouwillcome acrossmanybreedsofopponent,sucker,andvictim.Thehighestformoftheartofpoweristheabilityto distinguishthewolvesfromthelambs,thefoxesfromthehares,thehawksfromthevultures Ifyoumake thisdistinctionwell,youwillsucceedwithoutneedingtocoerceanyonetoomuch.Butifyoudealblindly withwhomevercrossesyourpath,youwillhavealifeofconstantsorrow,ifyouevenlivethatlong. Beingabletorecognizetypesofpeople,andtoactaccordingly,iscritical.Thefollowingarethefive mostdangerousanddifficulttypesofmarkinthejungle,asidentifiedbyartists conandotherwise of thepast.

Whenyoumeetaswordsman,drawyoursword:Donotrecitepoetrytoonewhoisnotapoet. FROMACH’ANBUDDHISTCLASSIC,QUOTEDINTHUNDERINTHESKY,TRANSLATEDBY THOMASCLEARY,1993

TheArrogantandProudMan.Althoughhemayinitiallydisguiseit,thisman’stouchypridemakeshim verydangerous.Anyperceivedslightwillleadtoavengeanceofoverwhelmingviolence.Youmaysayto yourself,“ButIonlysaidsuch-and-suchataparty,whereeveryonewasdrunk....”Itdoesnotmatter. Thereisnosanitybehindhisoverreaction,sodonotwastetimetryingtofigurehimout.Ifatanypointin yourdealingswithapersonyousenseanoversensitiveandoveractivepride,flee.Whateveryouare hopingforfromhimisn’tworthit

THEREVENCEOFLOPE.DEAGIIRRE

[Lopede] Aguirre’scharacterisamplyillustratedinananecdotefromthechronicleofGarcilasode laVega,whorelatedthatin1548AguirrewasamemberofaplatoonofsoldiersescortingIndian slavesfromtheminesatPotosi[Bolivia] toaroyaltreasurydepot.TheIndianswereillegally burdenedwithgreatquantitiesofsilver,andalocalofficialarrestedAguirre,sentencinghimto receivetwohundredlashesinlieuofafineforoppressingtheIndians “ThesoldierAguirre,having receivedanotificationofthesentence,besoughtthealcaldethat,insteadofflogginghim,hewould puthimtodeath,forthathewasagentlemanbybirth....Allthishadnoeffectonthealcalde,who orderedtheexecutionertobringabeast,andexecutethesentence.Theexecutionercametothe prison,andputAguirreontheheast....Thebeastwasdrivenon,andhereceivedthelashes.... ” Whenfreed,Aguirreannouncedhisintentionofkillingtheofficialwhohadsentencedhim,thealcalde Esquivel.Esquivel’stermofofficeexpiredandhefledtoLima.threehundredtwentyleaguesaway,

LAW19

bittwithinfifteendaysAguirrehadtrackedhimthere ThefrightenedjudgejourneyedtoQuito,atrip offourhundredleagues,andintwentydaysAguirrearrived.“WhenEsquivelheardofhispresence,” accordingtoGarcilaso,“hemadeanotherjourneyoffivehundredleaguestoCuzco;butinafewdays Aguirrealsoarrived,havingtravelledonfootandwithoutshoes,sayingthatawhippedmanhasno businesstorideahorse,ortogowherehewouldbeseenbyothers.Inthisway,Aguirrefollowedhis judgeforthreeyears,andfourmonths.”Wearyingofthepursuit,EsquivelremainedatCuzco,acity sosternlygovernedthathefelthewouldbesafefromAguirre Hetookahousenearthecathedraland neverventuredoutdoorswithoutaswordandadagger.“However,onacertainMonday,atnoon, Aguirreenteredhishouse,andhavingwalkedalloverit,andhavingtraversedacorridor,asaloon,a chamber,andaninnerchamberwherethejudgekepthisbooks,heatlastfoundhimasleepoveroneof hisbooks,andstabbedhimtodeath.Themurdererthenwentout,butwhenhecametothedoorofthe house,hefoundthathehadforgottenhishat,andhadthetemeritytoreturnandfetchit,andthen walkeddownthestreet.”

THEGOLDENDREAM:SEEKERSOFELDORADO,WALKERCHAPMAN,1967

TheHopelesslyInsecureMan.Thismanisrelatedtotheproudandarroganttype,butislessviolentand hardertospot.Hisegoisfragile,hissenseofselfinsecure,andifhefeelshimselfdeceivedorattacked, thehurtwillsimmer.Hewillattackyouinbitesthatwilltakeforevertogetbigenoughforyoutonotice. Ifyoufindyouhavedeceivedorharmedsuchaman,disappearforalongtime Donotstayaroundhimor hewillnibbleyoutodeath.

Mr.Suspicion.Anothervariantonthebreedsabove,thisisafutureJoeStalin.Heseeswhathewantsto see usuallytheworst inotherpeople,andimaginesthateveryoneisafterhim Mr Suspicionisinfact theleastdangerousofthethree:Genuinelyunbalanced,heiseasytodeceive,justasStalinhimselfwas constantlydeceived.Playonhissuspiciousnaturetogethimtoturnagainstotherpeople.Butifyoudo becomethetargetofhissuspicions,watchout.

TheSerpentwithaLongMemory.Ifhurtordeceived,thismanwillshownoangeronthesurface;he willcalculateandwait.Then,whenheisinapositiontoturnthetables,hewillexactarevengemarked byacold-bloodedshrewdness.Recognizethismanbyhiscalculationandcunninginthedifferentareasof hislife.Heisusuallycoldandunaffectionate.Bedoublycarefulofthissnake,andifyouhavesomehow injuredhim,eithercrushhimcompletelyorgethimoutofyoursight.

ThePlain,Unassuming,andOftenUnintelligentMan.Ah,yourearsprickupwhenyoufindsucha temptingvictim.Butthismanisalothardertodeceivethanyouimagine.Fallingforaruseoftentakes intelligenceandimagination asenseofthepossiblerewards.Thebluntmanwillnottakethebait becausehedoesnotrecognizeit.Heisthatunaware.Thedangerwiththismanisnotthathewillharm youorseekrevenge,butmerelythathewillwasteyourtime,energy,resources,andevenyoursanityin tryingtodeceivehim.Haveatestreadyforamark ajoke,astory.Ifhisreactionisutterlyliteral,thisis thetypeyouaredealingwith.Continueatyourownrisk.

TRANSGRESSIONSOFTHELAW

Intheearlypartofthethirteenthcentury,Muhammad,theshahofKhwarezm,managedaftermanywarsto forgeahugeempire,extendingwesttopresent-dayTurkeyandsouthtoAfghanistan.Theempire’scenter wasthegreatAsiancapitalofSamarkand.Theshahhadapowerful,well-trainedarmy,andcould mobilize200,000warriorswithindays.

In1219Muhammadreceivedanembassyfromanewtriballeadertotheeast,GenghisKhan.The embassyincludedallsortsofgiftstothegreatMuhammad,representingthefinestgoodsfromKhan’s smallbutgrowingMongolempire.GenghisKhanwantedtoreopentheSilkRoutetoEurope,andoffered toshareitwithMuhammad,whilepromisingpeacebetweenthetwoempires.

Muhammaddidnotknowthisupstartfromtheeast,who,itseemedtohim,wasextremelyarrogantto trytotalkasanequaltoonesoclearlyhissuperior.HeignoredKhan’soffer.Khantriedagain:Thistime hesentacaravanofahundredcamelsfilledwiththerarestarticleshehadplunderedfromChina.Before thecaravanreachedMuhammad,however,Inalchik,thegovernorofaregionborderingonSamarkand, seizeditforhimself,andexecuteditsleaders.

GenghisKhanwassurethatthiswasamistake thatInalchikhadactedwithoutMuhammad’s approval.HesentyetanothermissiontoMuhammad,reiteratinghisofferandaskingthatthegovernorbe punished.ThistimeMuhammadhimselfhadoneoftheambassadorsbeheaded,andsenttheothertwo backwithshavedheads ahorrifyinginsultintheMongolcodeofhonor Khansentamessagetothe shah:“Youhavechosenwar.Whatwillhappenwillhappen,andwhatitistobeweknownot;onlyGod knows.”Mobilizinghisforces,in1220heattackedInalchik’sprovince,whereheseizedthecapital, capturedthegovernor,andorderedhimexecutedbyhavingmoltensilverpouredintohiseyesandears.

Overthenextyear,Khanledaseriesofguerrilla-likecampaignsagainsttheshah’smuchlargerarmy. Hismethodwastotallynovelforthetime hissoldierscouldmoveveryfastonhorseback,andhad masteredtheartoffiringwithbowandarrowwhilemounted.Thespeedandflexibilityofhisforces allowedhimtodeceiveMuhammadastohisintentionsandthedirectionsofhismovements.Eventually hemanagedfirsttosurroundSamarkand,thentoseizeit.Muhammadfled,andayearlaterdied,hisvast empirebrokenanddestroyed.GenghisKhanwassolemasterofSamarkand,theSilkRoute,andmostof northernAsia.

Interpretation

Neverassumethatthepersonyouaredealingwithisweakerorlessimportantthanyouare.Somemen areslowtotakeoffense,whichmaymakeyoumisjudgethethicknessoftheirskin,andfailtoworryabout insultingthem Butshouldyouoffendtheirhonorandtheirpride,theywilloverwhelmyouwitha violencethatseemssuddenandextremegiventheirslownesstoanger.Ifyouwanttoturnpeopledown,it isbesttodosopolitelyandrespectfully,evenifyoufeeltheirrequestisimpudentortheiroffer ridiculous.Neverrejectthemwithaninsultuntilyouknowthembetter;youmaybedealingwitha GenghisKhan.

THECROWANDTHESHEEP

AtroublesomeCrowseatedherselfonthebackofaSheep TheSheep,muchagainsthiswill,carried herbackwardandforwardforalongtime,andatlastsaid,“Ifyouhadtreatedadoginthisway,you wouldhavehadyourdesertsfromhissharpteeth.”TothistheCrowreplied,“Idespisetheweak,and

TransgressionI

yieldtothestrong IknowwhomImaybully,andwhomImustflatter;andthusIhopetoprolongmy lifetoagoodoldage.

FABLES,AESOP,SIXTHCENTURYB.C.

TransgressionII

Inthelate1910ssomeofthebestswindlersinAmericaformedacon-artistringbasedinDenver, Colorado.Inthewintermonthstheywouldspreadacrossthesouthernstates,plyingtheirtrade.In1920 JoeFurey,aleaderofthering,wasworkinghiswaythroughTexas,makinghundredsofthousandsof dollarswithclassiccongames.InFortWorth,hemetasuckernamedJ.FrankNorfleet,acattlemanwho ownedalargeranch.Norfleetfellforthecon.Convincedoftherichestocome,heemptiedhisbank accountof$45,000andhandeditovertoFureyandhisconfederates.Afewdayslatertheygavehimhis “millions,”whichturnedouttobeafewgooddollarswrappedaroundapacketofnewspaperclippings. Fureyandhismenhadworkedsuchconsahundredtimesbefore,andthesuckerwasusuallyso embarrassedbyhisgullibilitythathequietlylearnedhislessonandacceptedtheloss.ButNorfleetwas notlikeothersuckers.Hewenttothepolice,whotoldhimtherewaslittletheycoulddo.“ThenI’llgo afterthosepeoplemyself,”Norfleettoldthedetectives “I’llgetthem,too,ifittakestherestofmylife” HiswifetookovertheranchasNorfleetscouredthecountry,lookingforotherswhohadbeenfleecedin thesamegame.Onesuchsuckercameforward,andthetwomenidentifiedoneoftheconartistsinSan Francisco,andmanagedtogethimlockedup.Themancommittedsuicideratherthanfacealongtermin prison.

Norfleetkeptgoing.HetrackeddownanotheroftheconartistsinMontana,ropedhimlikeacalf,and draggedhimthroughthemuddystreetstothetownjail.Hetravelednotonlyacrossthecountrybutto England,Canada,andMexicoinsearchofJoeFurey,andalsoofFurey’sright-handman,W.B.Spencer. FindingSpencerinMontreal,Norfleetchasedhimthroughthestreets.Spencerescapedbuttherancher stayedonhistrailandcaughtupwithhiminSaltLakeCity.PreferringthemercyofthelawtoNorfleet’s wrath,Spencerturnedhimselfin.

NorfleetfoundFureyinJacksonville,Florida,andpersonallyhauledhimofftofacejusticeinTexas Buthewouldn’tstopthere:HecontinuedontoDenver,determinedtobreakuptheentirering.Spending notonlylargesumsofmoneybutanotheryearofhislifeinthepursuit,hemanagedtoputallofthecon ring’sleadersbehindbars.Evensomehedidn’tcatchhadgrownsoterrifiedofhimthattheytooturned themselvesin.

Afterfiveyearsofhunting,Norfleethadsingle-handedlydestroyedthecountry’slargestconfederation ofconartists.Theeffortbankruptedhimandruinedhismarriage,buthediedasatisfiedman.

Interpretation

Mostmenacceptthehumiliationofbeingconnedwithasenseofresignation.Theylearntheirlesson, recognizingthatthereisnosuchthingasafreelunch,andthattheyhaveusuallybeenbroughtdownby theirowngreedforeasymoney.Some,however,refusetotaketheirmedicine.Insteadofreflectingon theirowngullibilityandavarice,theyseethemselvesastotallyinnocentvictims.

Menlikethismayseemtobecrusadersforjusticeandhonesty,buttheyareactuallyimmoderately insecure.Beingfooled,beingconned,hasactivatedtheirself-doubt,andtheyaredesperatetorepairthe damage WerethemortgageonNorfleet’sranch,thecollapseofhismarriage,andtheyearsofborrowing

moneyandlivingincheaphotelsworthhisrevengeoverhisembarrassmentatbeingfleeced?Tothe Norfleetsoftheworld,overcomingtheirembarrassmentisworthanyprice.

Allpeoplehaveinsecurities,andoftenthebestwaytodeceiveasuckeristoplayuponhisinsecurities. Butintherealmofpower,everythingisaquestionofdegree,andthepersonwhoisdecidedlymore insecurethantheaveragemortalpresentsgreatdangers.Bewarned:Ifyoupracticedeceptionortrickery ofanysort,studyyourmarkwell.Somepeople’sinsecurityandegofragilitycannottoleratetheslightest offense.Toseeifyouaredealingwithsuchatype,testthemfirst make,say,amildjokeattheir expense.Aconfidentpersonwilllaugh;anoverlyinsecureonewillreactasifpersonallyinsulted.Ifyou suspectyouaredealingwiththistype,findanothervictim.

TransgressionIII

InthefifthcenturyB.C.,Ch‘ung-erh,theprinceofCh’in(inpresent-dayChina),hadbeenforcedinto exile.Helivedmodestly even,sometimes,inpoverty waitingforthetimewhenhecouldreturnhome andresumehisprincelylife.OncehewaspassingthroughthestateofCheng,wheretheruler,not knowingwhohewas,treatedhimrudely.Theruler’sminister,ShuChan,sawthisandsaid,“Thismanis aworthyprince MayYourHighnesstreathimwithgreatcourtesyandtherebyplacehimunderan obligation!”Buttheruler,abletoseeonlytheprince’slowlystation,ignoredthisadviceandinsultedthe princeagain.ShuChanagainwarnedhismaster,saying,“IfYourHighnesscannottreatCh’ung-erhwith courtesy,youshouldputhimtodeath,toavoidcalamityinthefuture.”Theruleronlyscoffed.

Yearslater,theprincewasfinallyabletoreturnhome,hiscircumstancesgreatlychanged.Hedidnot forgetwhohadbeenkindtohim,andwhohadbeeninsolent,duringhisyearsofpoverty.Leastofalldid heforgethistreatmentatthehandsoftherulerofCheng.Athisfirstopportunityheassembledavastarmy andmarchedonCheng,takingeightcities,destroyingthekingdom,andsendingtherulerintoanexileof hisown.Interpretation

Youcanneverbesurewhoyouaredealingwith.Amanwhoisoflittleimportanceandmeanstodaycan beapersonofpowertomorrow.Weforgetalotinourlives,butwerarelyforgetaninsult.

HowwastherulerofChengtoknowthatPrinceCh’ung-erhwasanambitious,calculating,cunning type,aserpentwithalongmemory?Therewasreallynowayforhimtoknow,youmaysay butsince therewasnoway,itwouldhavebeenbetternottotemptthefatesbyfindingout.Thereisnothingtobe gainedbyinsultingapersonunnecessarily.Swallowtheimpulsetooffend,eveniftheotherpersonseems weak.Thesatisfactionismeagercomparedtothedangerthatsomedayheorshewillbeinapositionto hurtyou.

TransgressionIV

Theyearof1920hadbeenaparticularlybadoneforAmericanartdealers.Bigbuyers therobber-baron generationofthepreviouscentury weregettingtoanagewheretheyweredyingofflikeflies,andno newmillionaireshademergedtotaketheirplace.Thingsweresobadthatanumberofthemajordealers decidedtopooltheirresources,anunheard-ofevent,sinceartdealersusuallygetalonglikecatsand dogs.

JosephDuveen,artdealertotherichesttycoonsofAmerica,wassufferingmorethantheothersthat year,sohedecidedtogoalongwiththisalliance.Thegroupnowconsistedofthefivebiggestdealersin thecountry Lookingaroundforanewclient,theydecidedthattheirlastbesthopewasHenryFord,then

thewealthiestmaninAmerica Fordhadyettoventureintotheartmarket,andhewassuchabigtarget thatitmadesenseforthemtoworktogether.

Thedealersdecidedtoassemblealist,“The100GreatestPaintingsintheWorld”(allofwhichthey happenedtohaveinstock),andtoofferthelotofthemtoFord.Withonepurchasehecouldmakehimself theworld’sgreatestcollector.Theconsortiumworkedforweekstoproduceamagnificentobject:a three-volumesetofbookscontainingbeautifulreproductionsofthepaintings,aswellasscholarlytexts accompanyingeachpicture.NexttheymadeapersonalvisittoFordathishomeinDearborn,Michigan. Theretheyweresurprisedbythesimplicityofhishouse:Mr.Fordwasobviouslyanextremelyunaffected man.

Fordreceivedtheminhisstudy.Lookingthroughthebook,heexpressedastonishmentanddelight.The exciteddealersbeganimaginingthemillionsofdollarsthatwouldshortlyflowintotheircoffers.Finally, however,Fordlookedupfromthebookandsaid,“Gentlemen,beautifulbookslikethese,withbeautiful coloredpictureslikethese,mustcostanawfullot!”“ButMr.Ford!”exclaimedDuveen,“wedon’texpect youtobuythesebooks.Wegotthemupespeciallyforyou,toshowyouthepictures.Thesebooksarea presenttoyou.”Fordseemedpuzzled.“Gentlemen,”hesaid,“itisextremelyniceofyou,butIreally don’tseehowIcanacceptabeautiful,expensivepresentlikethisfromstrangers.”Duveenexplainedto Fordthatthereproductionsinthebooksshowedpaintingstheyhadhopedtoselltohim.Fordfinally understood.“Butgentlemen,”heexclaimed,“whatwouldIwantwiththeoriginalpictureswhentheones righthereinthesebooksaresobeautiful?”

Interpretation

JosephDuveenpridedhimselfonstudyinghisvictimsandclientsinadvance,figuringouttheir weaknessesandthepeculiaritiesoftheirtastesbeforeheevermetthem.Hewasdrivenbydesperationto dropthistacticjustonce,inhisassaultonHenryFord.Ittookhimmonthstorecoverfromhis misjudgment,bothmentallyandmonetarily.Fordwastheunassumingplain-mantypewhojustisn’tworth thebother.Hewastheincarnationofthoseliteral-mindedfolkwhodonotpossessenoughimaginationto bedeceived Fromthenon,DuveensavedhisenergiesfortheMellonsandMorgansoftheworld men craftyenoughforhimtoentrapinhissnares.

KEYSTOPOWER

Theabilitytomeasurepeopleandtoknowwhoyou’redealingwithisthemostimportantskillofallin gatheringandconservingpower.Withoutityouareblind:Notonlywillyouoffendthewrongpeople,you willchoosethewrongtypestoworkon,andwillthinkyouareflatteringpeoplewhenyouareactually insultingthem.Beforeembarkingonanymove,takethemeasureofyourmarkorpotentialopponent. Otherwiseyouwillwastetimeandmakemistakes.Studypeople’sweaknesses,thechinksintheirarmor, theirareasofbothprideandinsecurity.Knowtheirinsandoutsbeforeyouevendecidewhetherornotto dealwiththem

Twofinalwordsofcaution:First,injudgingandmeasuringyouropponent,neverrelyonyourinstincts. Youwillmakethegreatestmistakesofallifyourelyonsuchinexactindicators.Nothingcansubstitute forgatheringconcreteknowledge.Studyandspyonyouropponentforhoweverlongittakes;thiswillpay

Second,nevertrustappearances.Anyonewithaserpent’sheartcanuseashowofkindnesstocloakit; apersonwhoisblusteryontheoutsideisoftenreallyacoward.Learntoseethroughappearancesand theircontradictions.Nevertrusttheversionthatpeoplegiveofthemselves itisutterlyunreliable.

Image:TheHunter.Hedoesnotlaythesametrapforawolfasforafox.Hedoesnotsetbaitwhereno onewilltakeit.Heknowshispreythoroughly,itshabitsandhideaways,andhuntsaccordingly.

Authority:Beconvinced,thattherearenopersonssoinsignificantandinconsiderable,butmay,sometime orother,haveitintheirpowertobeofusetoyou;whichtheycertainlywillnot,ifyouhaveonceshown themcontempt.Wrongsareoftenforgiven,butcontemptneveris.Ourprideremembersitforever.(Lord Chesterfield,1694-1773)

REVERSAL

Whatpossiblegoodcancomefromignoranceaboutotherpeople?Learntotellthelionsfromthelambs orpaytheprice.Obeythislawtoitsfullestextent;ithasnoreversal donotbotherlookingforone.

offinthelongrun

DONOTCOMMITTOANYONE

JUDGMENT

Itisthefoolwhoalwaysrushestotakesides.Donotcommittoanysideorcausebutyourself.By maintainingyourindependence,youbecomethemasterofothers playingpeopleagainstone another,makingthempursueyou.

PARTI:DONOTCOMMITTOANYONE,BUTBECOURTEDBYALL

Ifyouallowpeopletofeeltheypossessyoutoanydegree,youloseallpoweroverthem.Bynot committingyouraffections,theywillonlytryhardertowinyouover.Stayaloofandyougainthe powerthatcomesfromtheirattentionandfrustrateddesire PlaytheVirginQueen:Givethemhope butneversatisfaction.

OBSERVANCEOFTHELAW

WhenQueenElizabethIascendedthethroneofEngland,in1558,therewasmuchto-doaboutherfinding ahusband.TheissuewasdebatedinParliament,andwasamaintopicofconversationamongEnglishmen ofallclasses;theyoftendisagreedastowhomsheshouldmarry,buteveryonethoughtsheshouldmarry assoonaspossible,foraqueenmusthaveaking,andmustbearheirsforthekingdom.Thedebatesraged onforyears.Meanwhilethemosthandsomeandeligiblebachelorsintherealm SirRobertDudley,the EarlofEssex,SirWalterRaleigh viedforElizabeth’shand.Shedidnotdiscouragethem,butshe seemedtobeinnohurry,andherhintsastowhichmanmightbeherfavoriteoftencontradictedeach other.In1566,ParliamentsentadelegationtoElizabethurginghertomarrybeforeshewastoooldto bearchildren.Shedidnotargue,nordidshediscouragethedelegation,butsheremainedavirgin nonetheless.

ThedelicategamethatElizabethplayedwithhersuitorsslowlymadeherthesubjectofinnumerable sexualfantasiesandtheobjectofcultishworship.Thecourtphysician,SimonForman,usedhisdiaryto describehisdreamsofdefloweringher.PaintersrepresentedherasDianaandothergoddesses.Thepoet EdmundSpenserandotherswroteeulogiestotheVirginQueen.Shewasreferredtoas“theworld’s Empresse,”“thatvirtuousVirgo”whorulestheworldandsetsthestarsinmotion.Inconversationwith her,hermanymalesuitorswouldemployboldsexualinnuendo,adarethatElizabethdidnotdiscourage. Shedidallshecouldtostirtheirinterestandsimultaneouslykeepthematbay.

ThroughoutEurope,kingsandprincesknewthatamarriagewithElizabethwouldsealanalliance betweenEnglandandanynation.ThekingofSpainwooedher,asdidtheprinceofSwedenandthe archdukeofAustria.Shepolitelyrefusedthemall.

ThegreatdiplomaticissueofElizabeth’sdaywasposedbytherevoltoftheFlemishandDutch Lowlands,whichwerethenpossessionsofSpain.ShouldEnglandbreakitsalliancewithSpainand

LAW20

chooseFranceasitsmainallyontheContinent,therebyencouragingFlemishandDutchindependence? By1570ithadcometoseemthatanalliancewithFrancewouldbeEngland’swisestcourse.Francehad twoeligiblemenofnobleblood,thedukesofAnjouandAlençon,brothersoftheFrenchking.Would eitherofthemmarryElizabeth?Bothhadadvantages,andElizabethkeptthehopesofbothalive.The issuesimmeredforyears.ThedukeofAnjoumadeseveralvisitstoEngland,kissedElizabethinpublic, evencalledherbypetnames;sheappearedtorequitehisaffections.Meanwhile,assheflirtedwiththe twobrothers,atreatywassignedthatsealedpeacebetweenFranceandEngland.By1582Elizabethfelt shecouldbreakoffthecourtship.InthecaseofthedukeofAnjouinparticular,shedidsowithgreat relief:Forthesakeofdiplomacyshehadallowedherselftobecourtedbyamanwhosepresenceshe couldnotstandandwhomshefoundphysicallyrepulsive.OncepeacebetweenFranceandEnglandwas secure,shedroppedtheunctuousdukeaspolitelyasshecould.

BythistimeElizabethwastoooldtobearchildren Shewasaccordinglyabletolivetherestofherlife asshedesired,andshediedtheVirginQueen.Sheleftnodirectheir,butruledthroughaperiodof incomparablepeaceandculturalfertility.

Interpretation

Elizabethhadgoodreasonnottomarry:ShehadwitnessedthemistakesofMaryQueenofScots,her cousin.Resistingtheideaofbeingruledbyawoman,theScotsexpectedMarytomarryandmarry wisely.Towedaforeignerwouldbeunpopular;tofavoranyparticularnoblehousewouldopenup terriblerivalries.IntheendMarychoseLordDarnley,aCatholic.Indoingsosheincurredthewrathof Scotland’sProtestants,andendlessturmoilensued.

Elizabethknewthatmarriagecanoftenleadtoafemaleruler’sundoing:Bymarryingandcommittingto analliancewithonepartyornation,thequeenbecomesembroiledinconflictsthatarenotofher choosing,conflictswhichmayeventuallyoverwhelmherorleadherintoafutilewar.Also,thehusband becomesthedefactoruler,andoftentriestodoawaywithhiswifethequeen,asDarnleytriedtogetrid ofMary.Elizabethlearnedthelessonwell.Shehadtwogoalsasaruler:toavoidmarriageandtoavoid war Shemanagedtocombinethesegoalsbydanglingthepossibilityofmarriageinordertoforge alliances.Themomentshecommittedtoanysinglesuitorwouldhavebeenthemomentshelosther power.Shehadtoemanatemysteryanddesirability,neverdiscouraginganyone’shopesbutnever yielding.

Throughthislifelonggameofflirtingandwithdrawing,Elizabethdominatedthecountryandeveryman whosoughttoconquerher.Asthecenterofattention,shewasincontrol.Keepingherindependence aboveall,Elizabethprotectedherpowerandmadeherselfanobjectofworship. Iwouldratherbeabeggarandsinglethanaqueenandmarried

KEYSTOPOWER

Sincepowerdependsgreatlyonappearances,youmustlearnthetricksthatwillenhanceyourimage. Refusingtocommittoapersonorgroupisoneofthese.Whenyouholdyourselfback,youincurnotanger butakindofrespect.Youinstantlyseempowerfulbecauseyoumakeyourselfungraspable,ratherthan

QueenElizabethI,1533-1603

succumbingtothegroup,ortotherelationship,asmostpeopledo Thisauraofpoweronlygrowswith time:Asyourreputationforindependencegrows,moreandmorepeoplewillcometodesireyou, wantingtobetheonewhogetsyoutocommit.Desireislikeavirus:Ifweseethatsomeoneisdesiredby otherpeople,wetendtofindthispersondesirabletoo.

Themomentyoucommit,themagicisgone.Youbecomelikeeveryoneelse.Peoplewilltryallkinds ofunderhandedmethodstogetyoutocommit.Theywillgiveyougifts,showeryouwithfavors,alltoput youunderobligation.Encouragetheattention,stimulatetheirinterest,butdonotcommitatanycost. Acceptthegiftsandfavorsifyousodesire,butbecarefultomaintainyourinneraloofness.Youcannot inadvertentlyallowyourselftofeelobligatedtoanyone.

Remember,though:Thegoalisnottoputpeopleoff,ortomakeitseemthatyouareincapableof commitment.LiketheVirginQueen,youneedtostirthepot,exciteinterest,lurepeoplewiththe possibilityofhavingyou Youhavetobendtotheirattentionoccasionally,then butnevertoofar

TheGreeksoldierandstatesmanAlcibiadesplayedthisgametoperfection.ItwasAlcibiadeswho inspiredandledthemassiveAthenianarmadathatinvadedSicilyin414B.C.WhenenviousAthenians backhometriedtobringhimdownbyaccusinghimoftrumped-upcharges,hedefectedtotheenemy,the Spartans,insteadoffacingatrialbackhome.Then,aftertheAtheniansweredefeatedatSyracuse,heleft SpartaforPersia,eventhoughthepowerofSpartawasnowontherise.Now,however,boththe AtheniansandtheSpartanscourtedAlcibiadesbecauseofhisinfluencewiththePersians;andthe PersiansshoweredhimwithhonorsbecauseofhispowerovertheAtheniansandtheSpartans.Hemade promisestoeverysidebutcommittedtonone,andintheendheheldallthecards.

Ifyouaspiretopowerandinfluence,trytheAlcibiadestactic:Putyourselfinthemiddlebetween competingpowers.Lureonesidewiththepromiseofyourhelp;theotherside,alwayswantingtooutdo itsenemy,willpursueyouaswell Aseachsideviesforyourattention,youwillimmediatelyseema personofgreatinfluenceanddesirability.Morepowerwillaccruetoyouthanifyouhadrashly committedtooneside.Toperfectthistacticyouneedtokeepyourselfinwardlyfreefromemotional entanglements,andtoviewallthosearoundyouaspawnsinyourrisetothetop.Youcannotletyourself becomethelackeyforanycause.

Inthemidstofthe1968U.S.presidentialelection,HenryKissingermadeaphonecalltoRichard Nixon’steam.KissingerhadbeenalliedwithNelsonRockefeller,whohadunsuccessfullysoughtthe Republicannomination.NowKissingerofferedtosupplytheNixoncampwithvaluableinside informationonthenegotiationsforpeaceinVietnamthatwerethengoingoninParis.Hehadamanonthe negotiatingteamkeepinghiminformedofthelatestdevelopments.TheNixonteamgladlyacceptedhis offer.

Atthesametime,however,KissingeralsoapproachedtheDemocraticnominee,HubertHumphrey,and offeredhisaid.TheHumphreypeopleaskedhimforinsideinformationonNixonandhesuppliedit. “Look,”KissingertoldHumphrey’speople,“I’vehatedNixonforyears.”Infacthehadnointerestin eitherside.Whathereallywantedwaswhathegot:thepromiseofahigh-levelcabinetpostfromboth NixonandHumphrey.Whichevermanwontheelection,Kissinger’scareerwassecure.

Thewinner,ofcourse,wasNixon,andKissingerdulywentontohiscabinetpost.Evenso,hewas carefulnevertoappeartoomuchofaNixonman.WhenNixonwasreelectedin1972,menmuchmore loyaltohimthanKissingerwerefired.KissingerwasalsotheonlyNixonhighofficialtosurvive Watergateandserveunderthenextpresident,GeraldFord.Bymaintainingalittledistancehethrivedin turbulenttimes.

Thosewhousethisstrategyoftennoticeastrangephenomenon:Peoplewhorushtothesupportof otherstendtogainlittlerespectintheprocess,fortheirhelpissoeasilyobtained,whilethosewhostand

backfindthemselvesbesiegedwithsupplicants Theiraloofnessispowerful,andeveryonewantsthemon theirside.

WhenPicasso,afterearlyyearsofpoverty,hadbecomethemostsuccessfulartistintheworld,hedid notcommithimselftothisdealerorthatdealer,althoughtheynowbesiegedhimfromallsideswith attractiveoffersandgrandpromises.Instead,heappearedtohavenointerestintheirservices;this techniquedrovethemwild,andastheyfoughtoverhimhispricesonlyrose.WhenHenryKissinger,as U.S.secretaryofstate,wantedtoreachdetentewiththeSovietUnion,hemadenoconcessionsor conciliatorygestures,butcourtedChinainstead.ThisinfuriatedandalsoscaredtheSoviets theywere alreadypoliticallyisolatedandfearedfurtherisolationiftheUnitedStatesandChinacametogether. Kissinger’smovepushedthemtothenegotiatingtable.Thetactichasaparallelinseduction:Whenyou wanttoseduceawoman,Stendhaladvises,courthersisterfirst.

Stayaloofandpeoplewillcometoyou Itwillbecomeachallengeforthemtowinyouraffections As longasyouimitatethewiseVirginQueenandstimulatetheirhopes,youwillremainamagnetofattention anddesire.

Image: TheVirginQueen. Thecenterofattention, desire,andworship.Never succumbingtoonesuitororthe other,theVirginQueenkeeps themallrevolvingaround herlikeplanets,unableto leaveherorbitbutnever gettinganycloser toher.

Authority:Donotcommityourselftoanybodyoranything,forthatistobeaslave,aslavetoeveryman.... Aboveall,keepyourselffreeofcommitmentsandobligations theyarethedeviceofanothertogetyou intohispower....(BaltasarGracián,1601-1658)

Donotletpeopledragyouintotheirpettyfightsandsquabbles.Seeminterestedandsupportive,but findawaytoremainneutral;letothersdothefightingwhileyoustandback,watchandwait.When thefightingpartiesaregoodandtiredtheywillberipeforthepicking.Youcanmakeitapractice,in fact,tostirupquarrelsbetweenotherpeople,andthenoffertomediate,gainingpowerasthegobetween.

THEKITES,THECROWS,ANDTHEFOX

Thekitesandthecrowsmadeanagreementamongthemselvesthattheyshouldgohalvesineverything obtainedintheforest.Onedaytheysawafoxthathadbeenwoundedbyhunterslyinghelplessunder atree,andgatheredroundit.Thecrowssaid,“Wewilltaketheupperhalfofthefox.”“Thenwewill takethelowerhalf,”saidthekites.Thefoxlaughedatthis,andsaid,“Ialwaysthoughtthekiteswere superiorincreationtothecrows;assuchtheymustgettheupperhalfofmybody,ofwhichmyhead, withthebrainandotherdelicatethingsinit,formsaportion.”“Oh,yes,thatisright,”saidthekites, “wewillhavethatpartofthefox.”“Notatall,”saidthecrows,“wemusthaveit,asalreadyagreed.” Thenawararosebetweentherivalparties,andagreatmanyfellonbothsides,andtheremainingfew escapedwithdifficulty.Thefoxcontinuedthereforsomedays,leisurelyfeedingonthedeadkitesand crows,andthenlefttheplacehaleandhearty,observing,Theweakbenefitbythequarrelsofthe mighty.

INDIANFABLES

OBSERVANCEOFTHELAW

Inthelatefifteenthcentury,thestrongestcity-statesinItaly Venice,Florence,Rome,andMilan found themselvesconstantlysquabbling.HoveringabovetheirstruggleswerethenationsofFranceandSpain, readytograbwhatevertheycouldfromtheweakenedItalianpowers.Andtrappedinthemiddlewasthe smallstateofMantua,ruledbytheyoungDukeGianfrancescoGonzaga.Mantuawasstrategicallylocated innorthernItaly,anditseemedonlyamatteroftimebeforeoneofthepowersswalloweditupandit ceasedtoexistasanindependentkingdom.

Gonzagawasafiercewarriorandaskilledcommanderoftroops,andhebecameakindofmercenary generalforwhateversidepaidhimbest.Intheyear1490,hemarriedIsabellad’Este,daughterofthe rulerofanothersmallItalianduchy,Ferrara.SincehenowspentmostofhistimeawayfromMantua,it felltoIsabellatoruleinhisstead.

Isabella’sfirsttruetestasrulercamein1498,whenKingLouisXIIofFrancewaspreparingarmiesto attackMilan Intheirusualperfidiousfashion,theItalianstatesimmediatelylookedforwaystoprofit fromMilan’sdifficulties.PopeAlexanderVIpromisednottointervene,therebygivingtheFrenchcarte blanche.TheVenetianssignaledthattheywouldnothelpMilan,either andinexchangeforthis,they hopedtheFrenchwouldgivethemMantua.TherulerofMilan,LodovicoSforza,suddenlyfoundhimself aloneandabandoned.HeturnedtoIsabellad’Este,oneofhisclosestfriends(alsorumoredtobehis lover),andbeggedhertopersuadeDukeGonzagatocometohisaid.Isabellatried,butherhusband

PARTII:DONOTCOMMITTOANYONE-STAYABOVETHEFRAY

”

balked,forhesawSforza’scauseashopeless Andso,in1499,LouisswoopeddownonMilanandtook itwithease.

Isabellanowfacedadilemma:IfshestayedloyaltoLodovico,theFrenchwouldnowmoveagainst her.Butif,instead,shealliedherselfwithFrance,shewouldmakeenemieselsewhereinItaly, compromisingMantuaonceLouiseventuallywithdrew.AndifshelookedtoVeniceorRomeforhelp, theywouldsimplyswallowupMantuaunderthecloakofcomingtoheraid.Yetshehadtodosomething. ThemightykingofFrancewasbreathingdownherneck:Shedecidedtobefriendhim,asshehad befriendedLodovicoSforzabeforehim withalluringgifts,witty,intelligentletters,andthepossibility ofhercompany,forIsabellawasfamousasawomanofincomparablebeautyandcharm.

In1500LouisinvitedIsabellatoagreatpartyinMilantocelebratehisvictory.LeonardodaVinci builtanenormousmechanicallionfortheaffair:Whenthelionopeneditsmouth,itspewedfreshlilies, thesymbolsofFrenchroyalty AtthepartyIsabellaworeoneofhercelebrateddresses(shehadbyfarthe largestwardrobeofanyoftheItalianprincesses),andjustasshehadhoped,shecharmedandcaptivated Louis,whoignoredalltheotherladiesvyingforhisattention.Shesoonbecamehisconstantcompanion, andinexchangeforherfriendshiphepledgedtoprotectMantua’sindependencefromVenice.

Menofgreatabilitiesareslowtoact.foritiseasiertoavoidoccasionsforcommittingyourselfthan tocomewelloutofacommitment.Suchoccasionstestyourjudgment;itissafertoavoidthemthanto emergevictoriousfromthem.Oneobligationleadstoagreaterone,andyoucomeveryneartothe brinkofdisaster

BALTASARGRACIAN,1601-1658

Asonedangerreceded,however,another,moreworryingonearose,thistimefromthesouth,inthe formofCesareBorgia.Startingin1500,Borgiahadmarchedsteadilynorthward,gobblingupallthe smallkingdomsinhispathinthenameofhisfather,PopeAlexander.IsabellaunderstoodCesare perfectly:Hecouldbeneithertrustednorinanywayoffended.Hehadtobecajoledandkeptatarm’s length.Isabellabeganbysendinghimgifts falcons,prizedogs,perfumes,anddozensofmasks,which sheknewhealwaysworewhenhewalkedthestreetsofRome Shesentmessengerswithflattering greetings(althoughthesemessengersalsoactedasherspies).AtonepointCesareaskedifhecouldhouse sometroopsinMantua;Isabellamanagedtodissuadehimpolitely,knowingfullwellthatoncethetroops werequarteredinthecity,theywouldneverleave.

EvenwhileIsabellawascharmingCesare,sheconvincedeveryonearoundhertotakecareneverto utteraharshwordabouthim,sincehehadspieseverywhereandwouldusetheslightestpretextfor invasion.WhenIsabellahadachild,sheaskedCesaretobethegodfather.Sheevendangledinfrontof himthepossibilityofamarriagebetweenherfamilyandhis.Somehowitallworked,foralthough elsewhereheseizedeverythinginhispath,hesparedMantua.

In1503Cesare’sfather,Alexander,died,andafewyearslaterthenewpope,JuliusII,wenttowarto drivetheFrenchtroopsfromItaly.WhentherulerofFerrara Alfonso,Isabella’sbrother sidedwith theFrench,Juliusdecidedtoattackandhumblehim OnceagainIsabellafoundherselfinthemiddle:the popeononeside,theFrenchandherbrotherontheother.Shedarednotallyherselfwitheither,butto offendeitherwouldbeequallydisastrous.Againsheplayedthedoublegameatwhichshehadbecomeso expert.OntheonehandshegotherhusbandGonzagatofightforthepope,knowinghewouldnotfight veryhard.OntheothersheletFrenchtroopspassthroughMantuatocometoFerrara’said.Whileshe publiclycomplainedthattheFrenchhad“invaded”herterritory,sheprivatelysuppliedthemwith valuableinformation.TomaketheinvasionplausibletoJulius,sheevenhadtheFrenchpretendto plunderMantua.Itworkedonceagain:ThepopeleftMantuaalone.

In1513,afteralengthysiege,JuliusdefeatedFerrara,andtheFrenchtroopswithdrew.Wornoutbythe effort,thepopediedafewmonthslater.Withhisdeath,thenightmarishcycleofbattlesandpetty squabblesbegantorepeatitself.

AgreatdealchangedinItalyduringIsabella’sreign:Popescameandwent,CesareBorgiaroseand thenfell,Venicelostitsempire,Milanwasinvaded,Florencefellintodecline,andRomewassackedby theHapsburgEmperorCharlesVThroughallthis,tinyMantuanotonlysurvivedbutthrived,itscourtthe envyofItaly.ItswealthandsovereigntywouldremainintactforacenturyafterIsabella’sdeath,in1539.

THEEAGLEANDTHESOW

Aneaglebuiltanestonatree,andhatchedoutsomeeaglets.Andawildsowbroughtherlitterunder thetree.Theeagleusedtoflyoffafterherprey,andbringitbacktoheryoung.Andthesowrooted aroundthetreeandhuntedinthewoods,andwhennightcameshewouldbringheryoungsomething toeat

Andtheeagleandthesowlivedinneighborlyfashion.Andagrimalkinlaidherplanstodestroythe eagletsandthelittlesuckingpigs.Shewenttotheeagle,andsaid:“Eagle,youhadbetternotflyvery faraway.Bewareofthesow;sheisplanninganevildesign.Sheisgoingtounderminetherootsofthe tree.Youseesheisrootingallthetime.”

Thenthegrimalkinwenttothesowandsaid:“Sow,youhavenotagoodneighbor LasteveningI heardtheeaglesayingtohereaglets:‘Mydearlittleeaglets,Iamgoingtotreatyoutoanicelittle pig.Justassoonasthesowisgone,Iwillbringyoualittleyoungsuckingpig.”’ Fromthattimetheeagleceasedtoflyoutafterprey,andthesowdidnotgoanymoreintotheforest. Theeagletsandtheyoungpigsperishedofstarvation,andgrimalkinfeastedonthem. FABLES,LEOTOLSTOY,1828-1910

Interpretation

Isabellad’EsteunderstoodItaly’spoliticalsituationwithamazingclarity:Onceyoutookthesideofany oftheforcesinthefield,youweredoomed.Thepowerfulwouldtakeyouover,theweakwouldwearyou down.Anynewalliancewouldleadtoanewenemy,andasthiscyclestirredupmoreconflict,other forceswouldbedraggedin,untilyoucouldnolongerextricateyourself.Eventuallyyouwouldcollapse fromexhaustion.

Isabellasteeredherkingdomontheonlycoursethatwouldbringhersafelythrough.Shewouldnot allowherselftoloseherheadthroughloyaltytoadukeoraking.Norwouldshetrytostoptheconflict thatragedaroundher thatwouldonlydragherintoit Andinanycasetheconflictwastoheradvantage Ifthevariouspartieswerefightingtothedeath,andexhaustingthemselvesintheprocess,theywereinno positiontogobbleupMantua.ThesourceofIsabella’spowerwashercleverabilitytoseeminterestedin theaffairsandinterestsofeachside,whileactuallycommittingtonoonebutherselfandherkingdom.

Onceyoustepintoafightthatisnotofyourownchoosing,youloseallinitiative.Thecombatants’ interestsbecomeyourinterests;youbecometheirtool.Learntocontrolyourself,torestrainyournatural tendencytotakesidesandjointhefight.Befriendlyandcharmingtoeachofthecombatants,thenstep backastheycollide.Witheverybattletheygrowweaker,whileyougrowstrongerwitheverybattleyou avoid.

Whenthesnipeandthemusselstruggle,thefishermangetsthebenefit.

AncientChinesesaying

Tosucceedinthegameofpower,youhavetomasteryouremotions.Butevenifyousucceedingaining suchself-control,youcannevercontrolthetemperamentaldispositionsofthosearoundyou.Andthis presentsagreatdanger.Mostpeopleoperateinawhirlpoolofemotions,constantlyreacting,churningup squabblesandconflicts.Yourself-controlandautonomywillonlybotherandinfuriatethem.Theywilltry todrawyouintothewhirlpool,beggingyoutotakesidesintheirendlessbattles,ortomakepeacefor them.Ifyousuccumbtotheiremotionalentreaties,littlebylittleyouwillfindyourmindandtime occupiedbytheirproblems.Donotallowwhatevercompassionandpityyoupossesstosuckyouin.You canneverwininthisgame;theconflictscanonlymultiply.

Ontheotherhand,youcannotcompletelystandaside,forthatwouldcauseneedlessoffense.Toplay thegameproperly,youmustseeminterestedinotherpeople’sproblems,evensometimesappeartotake theirside Butwhileyoumakeoutwardgesturesofsupport,youmustmaintainyourinnerenergyand sanitybykeepingyouremotionsdisengaged.Nomatterhowhardpeopletrytopullyouin,neverletyour interestintheiraffairsandpettysquabblesgobeyondthesurface.Givethemgifts,listenwitha sympatheticlook,evenoccasionallyplaythecharmer butinwardlykeepboththefriendlykingsandthe perfidiousBorgiasatarm’slength.Byrefusingtocommitandthusmaintainingyourautonomyyouretain theinitiative:Yourmovesstaymattersofyourownchoosing,notdefensivereactionstothepush-and-pull ofthosearoundyou.

THEPRICEOF

Whileapoorwomanstoodinthemarketplacesellingcheeses,acatcamealongandcarriedoffa cheese.Adogsawthepilfererandtriedtotakethecheeseawayfromhim.Thecatstooduptothedog. Sotheypitchedintoeachother.Thedogbarkedandsnapped;thecatspatandscratched,butthey couldbringthebattletonodecision

“Let’sgotothefoxandhavehimrefereethematter,”thecatfinallysuggested.“Agreed,”saidthe dog.Sotheywenttothefox.Thefoxlistenedtotheirargumentswithajudiciousair.

“Foolishanimals,”hechidedthem,“whycarryonlikethat?Ifbothofyouarewilling,I’lldividethe cheeseintwoandyou’llbothbesatisfied.”

“Agreed,”saidthecatandthedog.

Sothefoxtookouthisknifeandcutthecheeseintwo,but,insteadofcuttingitlengthwise,hecutitin thewidth.“Myhalfissmaller!”protestedthedog.

Thefoxlookedjudiciouslythroughhisspectaclesatthedog’sshare.

“You’reright,quiteright!”hedecided.

Sohewentandbitoffapieceofthecat’sshare.

“Thatwillmakeiteven!”hesaid

Whenthecatsawwhatthefoxdidshebegantoyowl:

“Justlook!Mypart’ssmallernow!”

Thefoxagainputonhisspectaclesandlookedjudiciouslyatthecat’sshare. “Rightyouare!”saidthefox.“Justamoment,andI’llmakeitright.”

Andhewentandbitoffapiecefromthedog’scheeseThiswentonsolong,withthefoxnibblingfirst atthedog’sandthenatthecat’sshare thathefinallyateupthewholecheesebeforetheireyes

ATREASURYOFJEWISHFOLKLORE,NATHANAUSUBEL,ED.,1948

KEYSTOPOWER

Slownesstopickupyourweaponscanbeaweaponitself,especiallyifyouletotherpeopleexhaust themselvesfighting,thentakeadvantageoftheirexhaustion.InancientChina,thekingdomofChinonce invadedthekingdomofHsing.Huan,therulerofanearbyprovince,thoughtheshouldrushtoHsing’s defense,buthisadvisercounseledhimtowait:“Hsingisnotyetgoingtoruin,”hesaid,“andChinisnot yetexhausted.IfChinisnotexhausted,[we]cannotbecomeveryinfluential.Moreover,themeritof supportingastateindangerisnotasgreatasthevirtueofrevivingaruinedone”Theadviser’sargument wontheday,andashehadpredicted,HuanlaterhadtheglorybothofrescuingHsingfromthebrinkof destructionandthenofconqueringanexhaustedChin.Hestayedoutofthefightinguntiltheforces engagedinithadworneachotherdown,atwhichpointitwassafeforhimtointervene.

Thatiswhatholdingbackfromthefrayallowsyou:timetopositionyourselftotakeadvantageofthe situationonceonesidestartstolose.Youcanalsotakethegameastepfurther,bypromisingyoursupport tobothsidesinaconflictwhilemaneuveringsothattheonetocomeoutaheadinthestruggleisyou.This waswhatCastruccioCastracani,ruleroftheItaliantownofLuccainthefourteenthcentury,didwhenhe haddesignsonthetownofPistoia.Asiegewouldhavebeenexpensive,costingbothlivesandmoney,but CastruccioknewthatPistoiacontainedtworivalfactions,theBlacksandtheWhites,whichhatedone another.HenegotiatedwiththeBlacks,promisingtohelpthemagainsttheWhites;then,withouttheir knowledge,hepromisedtheWhiteshewouldhelpthemagainsttheBlacks AndCastrucciokepthis promises hesentanarmytoaBlack-controlledgatetothecity,whichthesentriesofcoursewelcomed in.MeanwhileanotherofhisarmiesenteredthroughaWhite-controlledgate.Thetwoarmiesunitedinthe middle,occupiedthetown,killedtheleadersofbothfactions,endedtheinternalwar,andtookPistoiafor Castruccio.

Preservingyourautonomygivesyouoptionswhenpeoplecometoblows youcanplaythemediator, brokerthepeace,whilereallysecuringyourowninterests.Youcanpledgesupporttoonesideandthe othermayhavetocourtyouwithahigherbid.Or,likeCastruccio,youcanappeartotakebothsides,then playtheantagonistsagainsteachother.

Oftentimeswhenaconflictbreaksout,youaretemptedtosidewiththestrongerparty,ortheonethat offersyouapparentadvantagesinanalliance.Thisisriskybusiness.First,itisoftendifficulttoforesee whichsidewillprevailinthelongrun Butevenifyouguessrightandallyyourselfwiththestronger party,youmayfindyourselfswallowedupandlost,orconvenientlyforgotten,whentheybecomevictors. Sidewiththeweaker,ontheotherhand,andyouaredoomed.Butplayawaitinggameandyoucannot lose.

InFrance’sJulyRevolutionof1830,afterthreedaysofriots,thestatesmanTalleyrand,nowelderly, satbyhisPariswindow,listeningtothepealingbellsthatsignaledtheriotswereover.Turningtoan assistant,hesaid,“Ah,thebells!We’rewinning.”“Who’s‘we,’monprince?”theassistantasked. Gesturingforthemantokeepquiet,Talleyrandreplied,“Notaword!I’lltellyouwhoweare tomorrow.”Hewellknewthatonlyfoolsrushintoasituation thatbycommittingtooquicklyyoulose yourmaneuverability.Peoplealsorespectyouless:Perhapstomorrow,theythink,youwillcommitto another,differentcause,sinceyougaveyourselfsoeasilytothisone.Goodfortuneisaficklegodand willoftenpassfromonesidetotheother Commitmenttoonesidedeprivesyouoftheadvantageoftime andtheluxuryofwaiting.Letothersfallinlovewiththisgrouporthat;foryourpartdon’trushin,don’t loseyourhead.

Finally,thereareoccasionswhenitiswisesttodropallpretenceofappearingsupportiveandinstead totrumpetyourindependenceandself-reliance.Thearistocraticposeofindependenceisparticularly importantforthosewhoneedtogainrespect.GeorgeWashingtonrecognizedthisinhisworktoestablish theyoungAmericanrepubliconfirmground.Aspresident,Washingtonavoidedthetemptationofmaking

analliancewithFranceorEngland,despitethepressureonhimtodoso Hewantedthecountrytoearn theworld’srespectthroughitsindependence.AlthoughatreatywithFrancemighthavehelpedintheshort term,inthelongrunheknewitwouldbemoreeffectivetoestablishthenation’sautonomy.Europewould havetoseetheUnitedStatesasanequalpower.

Remember:Youhaveonlysomuchenergyandsomuchtime.Everymomentwastedontheaffairsof otherssubtractsfromyourstrength.Youmaybeafraidthatpeoplewillcondemnyouasheartless,butin theend,maintainingyourindependenceandself-reliancewillgainyoumorerespectandplaceyouina positionofpowerfromwhichyoucanchoosetohelpothersonyourowninitiative.

Image:AThicketofShrubs.Intheforest,oneshrublatchesontoanother,entanglingitsneighborwithits thorns,thethicketslowlyextendingitsimpenetrabledomain.Onlywhatkeepsitsdistanceandstands apartcangrowandriseabovethethicket.

Authority:Regarditasmorecourageousnottobecomeinvolvedinanengagementthantowininbattle, andwherethereisalreadyoneinterferingfool,takecarethatthereshallnotbetwo.(BaltasarGracian, 1601-1658)

REVERSAL

Bothpartsofthislawwillturnagainstyouifyoutakeittoofar.Thegameproposedhereisdelicateand difficult.Ifyouplaytoomanypartiesagainstoneanother,theywillseethroughthemaneuverandwill ganguponyou.Ifyoukeepyourgrowingnumberofsuitorswaitingtoolong,youwillinspirenotdesire butdistrust.Peoplewillstarttoloseinterest.Eventuallyyoumayfinditworthwhiletocommittooneside ifonlyforappearances’sake,toproveyouarecapableofattachment.

Eventhen,however,thekeywillbetomaintainyourinnerindependence tokeepyourselffrom gettingemotionallyinvolved.Preservetheunspokenoptionofbeingabletoleaveatanymomentand reclaimyourfreedomifthesideyouarealliedwithstartstocollapse Thefriendsyoumadewhileyou werebeingcourtedwillgiveyouplentyofplacestogoonceyoujumpship.

PLAYASUCKERTOCATCHASUCKER SEEMDUMBERTHANYOURMARK JUDGMENT

Noonelikesfeelingstupiderthanthenextperson.Thetrick,then,istomakeyourvictimsfeelsmart andnotjustsmart,butsmarterthanyouare.Onceconvincedofthis,theywillneversuspectthatyou mayhaveulteriormotives.

Inthewinterof1872,theU.S.financierAsburyHarpendingwasvisitingLondonwhenhereceiveda cable:AdiamondminehadbeendiscoveredintheAmericanWest.Thecablecamefromareliable source WilliamRalston,owneroftheBankofCalifornia butHarpendingneverthelesstookitasa practicaljoke,probablyinspiredbytherecentdiscoveryofhugediamondminesinSouthAfrica True, whenreportshadfirstcomeinofgoldbeingdiscoveredinthewesternUnitedStates,everyonehadbeen skeptical,andthosehadturnedouttobetrue.ButadiamondmineintheWest!Harpendingshowedthe cabletohisfellowfinancierBaronRothschild(oneoftherichestmenintheworld),sayingitmustbea joke.Thebaron,however,replied,“Don’tbetoosureaboutthat.Americaisaverylargecountry.Ithas furnishedtheworldwithmanysurprisesalready.Perhapsithasothersinstore.”Harpendingpromptly tookthefirstshipbacktotheStates.

Now,thereisnothingofwhichamanisprouderthanofinterlecutalability,foritisthisthatgiveshim hiscommandingplaceintheanimalworld.Itisanexceedinglyrashthingtoteranyoneseethatyou aredecidedlysuperiortohiminthisrespect,andtoletotherpeopleseeittoo....hence,whiterankand richesmayalwaysreckonupondeferentialtreatmentinsociety,thatissomethingwhichintellectual abilitycanneverexpectTobeignoreaisthegreatestfavourshowntoit;andifpeoplenoticeitatall, itisbecausetheyregarditusapieceofimperinence,orelseassomethingtowhichitspossessorhas nolegitimateright,anduponwhichhedarestopridehimself;andinretaliationandrevengeforhis conduct,peoplesecretlytryandhumiliarehiminsomeotherway;unitiftheywaittoaothis,itisonly forafutingopporunity.Amanmaybeashumbleaspossibleinhisdemeanourandyethardlyeverget peopletooverlookhiscrimeinstandingintellectuallyabovethem.IntheGardenofRoses,Sadimakes theremark:“Youshouldknowthatfoolishpeopleareahundredfoldmoreaversetomeetingthewise thanthewiseareindisposedforthecompanyofthefoolish ”

Ontheotherhand,itisarealrecommendationtobestupid.Forjustaswarmthisagreeabletothe body,soitdoesthemindgoodtofeelitssuperiority;andamanwillseekcompanylikelytogivehim thisfeeling,asinstinctivelyashewillapproachthefireplaceorwalkinthesunifhewantstoget warm.Butthismeansthathewillbedislikedonaccountofhissuperiority;andifamanistobeliked, hemustreallybeinferiorinpointofintellect.

ARTHURSCHOPENHAUER,1788-1860

WhenHarpendingreachedSanFrancisco,therewasanexcitementintheairrecallingtheGoldRush daysofthelate1840s.TwocrustyprospectorsnamedPhilipArnoldandJohnSlackhadbeentheonesto findthediamondmine.Theyhadnotdivulgeditslocation,inWyoming,buthadledahighlyrespected miningexperttoitseveralweeksback,takingacircularroutesohecouldnotguesshiswhereabouts.

LAW21

Oncethere,theexperthadwatchedastheminersdugupdiamonds BackinSanFranciscotheexperthad takenthegemstovariousjewelers,oneofwhomhadestimatedtheirworthat$1.5million.

HarpendingandRalstonnowaskedArnoldandSlacktoaccompanythembacktoNewYork,wherethe jewelerCharlesTiffanywouldverifytheoriginalestimates.Theprospectorsrespondeduneasily they smelledatrap:Howcouldtheytrustthesecityslickers?WhatifTiffanyandthefinanciersmanagedto stealthewholemineoutfromunderthem?Ralstontriedtoallaytheirfearsbygivingthem$100,000and placinganother$300,000inescrowforthem.Ifthedealwentthrough,theywouldbepaidanadditional $300,000.Theminersagreed.

ThelittlegrouptraveledtoNewYork,whereameetingwasheldatthemansionofSamuelL.Barlow. Thecreamofthecity’saristocracywasinattendance GeneralGeorgeBrintonMcClellan,commander oftheUnionforcesintheCivilWar;GeneralBenjaminButler;HoraceGreeley,editorofthenewspaper theNewYorkTribune;Harpending;Ralston;andTiffany OnlySlackandArnoldweremissing as touristsinthecity,theyhaddecidedtogosight-seeing.

WhenTiffanyannouncedthatthegemswererealandworthafortune,thefinancierscouldbarely controltheirexcitement.TheywiredRothschildandothertycoonstotellthemaboutthediamondmine andinvitingthemtoshareintheinvestment.Atthesametime,theyalsotoldtheprospectorsthatthey wantedonemoretest:TheyinsistedthataminingexpertoftheirchoosingaccompanySlackandArnoldto thesitetoverifyitswealth.Theprospectorsreluctantlyagreed.Inthemeantime,theysaid,theyhadto returntoSanFrancisco.ThejewelsthatTiffanyhadexaminedtheyleftwithHarpendingforsafekeeping.

Severalweekslater,amannamedLouisJanin,thebestminingexpertinthecountry,metthe prospectorsinSanFrancisco.Janinwasabornskepticwhowasdeterminedtomakesurethatthemine wasnotafraud.AccompanyingJaninwereHarpending,andseveralotherinterestedfinanciers.Aswith thepreviousexpert,theprospectorsledtheteamthroughacomplexseriesofcanyons,completely confusingthemastotheirwhereabouts.Arrivingatthesite,thefinancierswatchedinamazementasJanin dugtheareaup,levelinganthills,turningoverboulders,andfindingemeralds,rubies,sapphires,andmost ofalldiamonds.Thediglastedeightdays,andbytheend,Janinwasconvinced:Hetoldtheinvestorsthat theynowpossessedtherichestfieldinmininghistory.“Withahundredmenandpropermachinery,”he toldthem,“Iwouldguaranteetosendoutonemilliondollarsindiamondseverythirtydays.”

ReturningtoSanFranciscoafewdayslater,Ralston,Harpending,andcompanyactedfasttoforma $10millioncorporationofprivateinvestors.First,however,theyhadtogetridofArnoldandSlack.That meanthidingtheirexcitement theycertainlydidnotwanttorevealthefield’srealvalue.Sotheyplayed possum.WhoknowsifJaninisright,theytoldtheprospectors,theminemaynotbeasrichaswethink. Thisjustmadetheprospectorsangry.Tryingadifferenttactic,thefinancierstoldthetwomenthatifthey insistedonhavingsharesinthemine,theywouldendupbeingfleecedbytheunscrupuloustycoonsand investorswhowouldrunthecorporation;better,theysaid,totakethe$700,000alreadyoffered an enormoussumatthetime andputtheirgreedaside.Thistheprospectorsseemedtounderstand,andthey finallyagreedtotakethemoney,inreturnsigningtherightstothesiteovertothefinanciers,andleaving mapstoit.

Newsoftheminespreadlikewildfire.ProspectorsfannedoutacrossWyoming.Meanwhile Harpendingandgroupbeganspendingthemillionstheyhadcollectedfromtheirinvestors,buying equipment,hiringthebestmeninthebusiness,andfurnishingluxuriousofficesinNewYorkandSan Francisco.

Afewweekslater,ontheirfirsttripbacktothesite,theylearnedthehardtruth:Notasinglediamond orrubywastobefound.Itwasallafake.Theywereruined.Harpendinghadunwittinglyluredtherichest menintheworldintothebiggestscamofthecentury

Interpretation

ArnoldandSlackpulledofftheirstupendousconnotbyusingafakeengineerorbribingTiffany:Allof theexpertshadbeenreal.Allofthemhonestlybelievedintheexistenceofthemineandinthevalueofthe gems.WhathadfooledthemallwasnothingelsethanArnoldandSlackthemselves.Thetwomenseemed tobesuchrubes,suchhayseeds,sonaive,thatnooneforaninstanthadbelievedthemcapableofan audaciousscam.Theprospectorshadsimplyobservedthelawofappearingmorestupidthanthemark thedeceiver’sFirstCommandment.

Thelogisticsoftheconwerequitesimple.MonthsbeforeArnoldandSlackannouncedthe“discovery” ofthediamondmine,theytraveledtoEurope,wheretheypurchasedsomerealgemsforaround$12,000 (partofthemoneytheyhadsavedfromtheirdaysasgoldminers).Theythensaltedthe“mine”withthese gems,whichthefirstexpertdugupandbroughttoSanFrancisco.Thejewelerswhohadappraisedthese stones,includingTiffanyhimself,hadgottencaughtupinthefeverandhadgrosslyoverestimatedtheir value.ThenRalstongavetheprospectors$100,000assecurity,andimmediatelyaftertheirtriptoNew YorktheysimplywenttoAmsterdam,wheretheyboughtsacksofuncutgems,beforereturningtoSan Francisco.Thesecondtimetheysaltedthemine,thereweremanymorejewelstobefound.

Theeffectivenessofthescheme,however,restednotontrickslikethesebutonthefactthatArnoldand Slackplayedtheirpartstoperfection.OntheirtriptoNewYork,wheretheymingledwithmillionaires andtycoons,theyplayeduptheirclodhopperimage,wearingpantsandcoatsasizeortwotoosmalland actingincredulousateverythingtheysawinthebigcity.Noonebelievedthatthesecountrysimpletons couldpossiblybeconningthemostdevious,unscrupulousfinanciersofthetime.AndonceHarpending, Ralston,andevenRothschildacceptedthemine’sexistence,anyonewhodoubteditwasquestioningthe intelligenceoftheworld’smostsuccessfulbusinessmen.

Intheend,Harpending’sreputationwasruinedandheneverrecovered;Rothschildlearnedhislesson andneverfellforanothercon;Slacktookhismoneyanddisappearedfromview,nevertobefound. ArnoldsimplywenthometoKentucky.Afterall,hissaleofhisminingrightshadbeenlegitimate;the buyershadtakenthebestadvice,andiftheminehadrunoutofdiamonds,thatwastheirproblem.Arnold usedthemoneytogreatlyenlargehisfarmandopenupabankofhisown.

KEYSTOPOWER

Thefeelingthatsomeoneelseismoreintelligentthanweareisalmostintolerable.Weusuallytryto justifyitindifferentways:“Heonlyhasbookknowledge,whereasIhaverealknowledge.”“Herparents paidforhertogetagoodeducation.Ifmyparentshadhadasmuchmoney,ifIhadbeenasprivileged....” “He’snotassmartashethinks”Lastbutnotleast:“ShemayknowhernarrowlittlefieldbetterthanIdo, butbeyondthatshe’sreallynotsmartatall.EvenEinsteinwasabooboutsidephysics.”

Givenhowimportanttheideaofintelligenceistomostpeople’svanity,itiscriticalnever inadvertentlytoinsultorimpugnaperson’sbrainpower.Thatisanunforgivablesin.Butifyoucanmake thisironruleworkforyou,itopensupallsortsofavenuesofdeception.Subliminallyreassurepeople thattheyaremoreintelligentthanyouare,oreventhatyouareabitofamoron,andyoucanrunrings aroundthem.Thefeelingofintellectualsuperiorityyougivethemwilldisarmtheirsuspicion-muscles.

In1865thePrussiancouncillorOttovonBismarckwantedAustriatosignacertaintreaty.Thetreaty

wastotallyintheinterestsofPrussiaandagainsttheinterestsofAustria,andBismarckwouldhaveto strategizetogettheAustrianstoagreetoit.ButtheAustriannegotiator,CountBlome,wasanavid cardplayer.Hisparticulargamewasquinze,andheoftensaidthathecouldjudgeaman’scharacterbythe wayheplayedquinze.BismarckknewofthissayingofBlome’s.

Thenightbeforethenegotiationsweretobegin,BismarckinnocentlyengagedBlomeinagameof quinze.ThePrussianwouldlaterwrite,“ThatwastheverylasttimeIeverplayedquinze.Iplayedso recklesslythateveryonewasastonished.Ilostseveralthousandtalers[thecurrencyofthetime],butI succeededinfooling[Blome],forhebelievedmetobemoreventuresomethanIamandIgaveway.”

Besidesappearingreckless,Bismarckalsoplayedthewitlessfool,sayingridiculousthingsandbumbling aboutwithasurplusofnervousenergy.

AllthismadeBlomefeelhehadgatheredvaluableinformation.HeknewthatBismarckwasaggressive thePrussianalreadyhadthatreputation,andthewayheplayedhadconfirmedit Andaggressivemen, Blomeknew,canbefoolishandrash.Accordingly,whenthetimecametosignthetreaty,Blomethought hehadtheadvantage.AheedlessfoollikeBismarck,hethought,isincapableofcold-bloodedcalculation anddeception,soheonlyglancedatthetreatybeforesigningit hefailedtoreadthefineprint.Assoon astheinkwasdry,ajoyousBismarckexclaimedinhisface,“Well,IcouldneverhavebelievedthatI shouldfindanAustriandiplomatwillingtosignthatdocument!”

TheChinesehaveaphrase,“Masqueradingasaswinetokillthetiger.”Thisreferstoanancient huntingtechniqueinwhichthehunterclotheshimselfinthehideandsnoutofapig,andmimicsits grunting.Themightytigerthinksapigiscominghisway,andletsitgetclose,savoringtheprospectofan easymeal.Butitisthehunterwhohasthelastlaugh.

Masqueradingasaswineworkswondersonthosewho,liketigers,arearrogantandoverconfident: Theeasiertheythinkitistopreyonyou,themoreeasilyyoucanturnthetables Thistrickisalsouseful ifyouareambitiousyetfindyourselflowinthehierarchy:Appearinglessintelligentthanyouare,evena bitofafool,istheperfectdisguise.Looklikeaharmlesspigandnoonewillbelieveyouharbor dangerousambitions.Theymayevenpromoteyousinceyouseemsolikable,andsubservient.Claudius beforehebecameemperorofRome,andtheprinceofFrancewholaterbecameLouisXIII,usedthis tacticwhenthoseabovethemsuspectedtheymighthavedesignsonthethrone.Byplayingthefoolas youngmen,theywereleftalone.Whenthetimecameforthemtostrike,andtoactwithvigorand decisiveness,theycaughteveryoneoff-guard.

Intelligenceistheobviousqualitytodownplay,butwhystopthere?Tasteandsophisticationrankclose tointelligenceonthevanityscale;makepeoplefeeltheyaremoresophisticatedthanyouareandtheir guardwillcomedown.AsArnoldandSlackknew,anairofcompletenaivetecanworkwonders.Those fancyfinancierswerelaughingatthembehindtheirbacks,butwholaughedloudestintheend?Ingeneral, then,alwaysmakepeoplebelievetheyaresmarterandmoresophisticatedthanyouare.Theywillkeep youaroundbecauseyoumakethemfeelbetteraboutthemselves,andthelongeryouarearound,themore opportunitiesyouwillhavetodeceivethem.

Image:

TheOpossum.Inplaying dead,theopossumplaysstupid. Manyapredatorhasthereforeleftit alone.Whocouldbelievethatsuchan ugly,unintelligent,nervouslittlecreature couldbecapableofsuchdeception?

Authority:Knowhowtomakeuseofstupidity:Thewisestmanplaysthiscardattimes.Thereare occasionswhenthehighestwisdomconsistsinappearingnottoknow youmustnotbeignorantbut capableofplayingit.Itisnotmuchgoodbeingwiseamongfoolsandsaneamonglunatics.Hewhoposes asafoolisnotafool.Thebestwaytobewellreceivedbyallistoclotheyourselfintheskinofthe dumbestofbrutes.(BaltasarGracián,1601-1658)

REVERSAL

Torevealthetruenatureofyourintelligencerarelypays;youshouldgetinthehabitofdownplayingitat alltimes.Ifpeopleinadvertentlylearnthetruth thatyouareactuallymuchsmarterthanyoulook they willadmireyoumoreforbeingdiscreetthanformakingyourbrillianceshow.Atthestartofyourclimb tothetop,ofcourse,youcannotplaytoostupid:Youmaywanttoletyourbossesknow,inasubtleway, thatyouaresmarterthanthecompetitionaroundyou.Asyouclimbtheladder,however,youshouldto somedegreetrytodampenyourbrilliance.

Thereis,however,onesituationwhereitpaystodotheopposite whenyoucancoverupadeception withashowofintelligence.Inmattersofsmartsasinmostthings,appearancesarewhatcount.Ifyou seemtohaveauthorityandknowledge,peoplewillbelievewhatyousay.Thiscanbeveryusefulin gettingyououtofascrape.

TheartdealerJosephDuveenwasonceattendingasoireeattheNewYorkhomeofatycoontowhom hehadrecentlysoldaDürerpaintingforahighprice AmongtheguestswasayoungFrenchartcritic whoseemedextremelyknowledgeableandconfident.Wantingtoimpressthisman,thetycoon’sdaughter showedhimtheDürer,whichhadnotyetbeenhung.Thecriticstudieditforatime,thenfinallysaid, “Youknow,Idon’tthinkthisDürerisright.”Hefollowedtheyoungwomanasshehurriedtotellher fatherwhathehadsaid,andlistenedasthemagnate,deeplyunsettled,turnedtoDuveenforreassurance. Duveenjustlaughed.“Howveryamusing,”hesaid.“Doyourealize,youngman,thatatleasttwentyother artexpertshereandinEuropehavebeentakenintoo,andhavesaidthatpaintingisn’tgenuine?Andnow you’vemadethesamemistake.”HisconfidenttoneandairofauthorityintimidatedtheFrenchman,who apologizedforhismistake.

Duveenknewthattheartmarketwasfloodedwithfakes,andthatmanypaintingshadbeenfalsely ascribedtooldmasters.Hetriedhisbesttodistinguishtherealfromthefake,butinhiszealtosellhe oftenoverplayedawork’sauthenticity Whatmatteredtohimwasthatthebuyerbelievedhehadboughta Dürer,andthatDuveenhimselfconvincedeveryoneofhis“expertness”throughhisairofirreproachable authority.Thus,itisimportanttobeabletoplaytheprofessorwhennecessaryandneverimposesuchan attitudeforitsownsake.

USETHESURRENDERTACTIC:TRANSFORMWEAKNESSINTOPOWER JUDGMENT

Whenyouareweaker,neverfightforhonor’ssake;choosesurrenderinstead.Surrendergivesyou timetorecover,timetotormentandirritateyourconqueror,timetowaitforhispowertowane.Do notgivehimthesatisfactionoffightinganddefeatingyou surrenderfirst.Byturningtheothercheek youinfuriateandunsettlehim.Makesurrenderatoolofpower.

TRANSGRESSIONOFTHELAW

TheislandofMelosisstrategicallysituatedintheheartoftheMediterranean.Inclassicaltimes,thecity ofAthensdominatedtheseaandcoastalareasaroundGreece,butSparta,inthePeloponnese,hadbeen Melos’soriginalcolonizer.DuringthePeloponnesianWar,then,theMeliansrefusedtoallythemselves withAthensandremainedloyaltoMotherSparta In416BC theAthenianssentanexpeditionagainst Melos.Beforelaunchinganall-outattack,however,theydispatchedadelegationtopersuadetheMelians tosurrenderandbecomeanallyratherthansufferdevastationanddefeat.

THECHESTNUTANDTHEFIGTREE

Amanwhohadclimbeduponacertainfigtree,wasbendingtheboughstowardhimandpluckingthe ripefruit,whichhethenputintohismouthtodestroyandgnawwithhishardteeth.Thechestnut, seeingthis,tosseditslongbranchesandwithtumultuousrustleexclaimed:“OhFig!Howmuchless protectedbynatureyouarethanI.Seehowmysweetoffspringaresetinclosearray;firstclothedin softwrappersoverwhichisthehardbutsoftlylinedhusk.Andnotcontentwiththismuchcare,nature hasalsogivenusthesesharpandclose-setspines,sothatthehandofmancannothurtus.”Thenthe figtreebegantolaugh,andafterthelaughteritsaid:“Youknowwellthatmanisofsuchingenuity thathewillbereaveevenyouofyourchildren Butinyourcasehewilldoitbymeansofrodsand stones;andwhentheyarefelledhewilltramplethemwithhisfeetorhitthemwithstones,sothatyour offspringwillemergefromtheirarmorcrushedandmaimed;whileIamtouchedcarefullybyhis hands,andnever,likeyou,withrouglxness”

LEONARDODAVINCI,1452-1519

“Youknowaswellaswedo,”thedelegatessaid,“thatthestandardofjusticedependsontheequality ofpowertocompel,andthatinfactthestrongdowhattheyhavethepowertodoandtheweakaccept whattheyhavetoaccept”WhentheMeliansrespondedthatthisdeniedthenotionoffairplay,the Athenianssaidthatthoseinpowerdeterminedwhatwasfairandwhatwasnot.TheMeliansarguedthat thisauthoritybelongedtothegods,nottomortals.“Ouropinionofthegodsandourknowledgeofmen,” repliedamemberoftheAtheniandelegation,“leadustoconcludethatitisageneralandnecessarylaw

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ofnaturetorulewhateveronecan”

TheMelianswouldnotbudge.Sparta,theyinsisted,wouldcometotheirdefense.TheAthenians counteredthattheSpartanswereaconservative,practicalpeople,andwouldnothelpMelosbecausethey hadnothingtogainandalottolosebydoingso.

FinallytheMeliansbegantotalkofhonorandtheprincipleofresistingbruteforce.“Donotbeled astraybyafalsesenseofhonor,”saidtheAthenians.“Honoroftenbringsmentoruinwhentheyarefaced withanobviousdangerthatsomehowaffectstheirpride.Thereisnothingdisgracefulingivingwaytothe greatestcityinHellaswhensheisofferingyousuchreasonableterms.”Thedebateended.TheMelians discussedtheissueamongthemselves,anddecidedtotrustintheaidoftheSpartans,thewillofthegods, andtherightnessoftheircause.TheypolitelydeclinedtheAthenians’offer.

AfewdayslatertheAtheniansinvadedMelos.TheMeliansfoughtnobly,evenwithouttheSpartans, whodidnotcometotheirrescue IttookseveralattemptsbeforetheAthenianscouldsurroundand besiegetheirmaincity,buttheMeliansfinallysurrendered.TheAthenianswastednotime theyputto deathallthemenofmilitaryagethattheycouldcapture,theysoldthewomenandchildrenasslaves,and theyrepopulatedtheislandwiththeirowncolonists.OnlyahandfulofMelianssurvived.

Interpretation

TheAthenianswereoneofthemosteminentlypracticalpeopleinhistory,andtheymadethemost practicalargumenttheycouldwiththeMelians:Whenyouareweaker,thereisnothingtobegainedby fightingauselessfight.Noonecomestohelptheweak bydoingsotheywouldonlyputthemselvesin jeopardy.Theweakarealoneandmustsubmit.Fightinggivesyounothingtogainbutmartyrdom,andin theprocessalotofpeoplewhodonotbelieveinyourcausewilldie.

Weaknessisnosin,andcanevenbecomeastrengthifyoulearnhowtoplayitright.HadtheMelians surrenderedinthefirstplace,theywouldhavebeenabletosabotagetheAtheniansinsubtleways,or mighthavegottenwhattheycouldhaveoutoftheallianceandthenleftitwhentheAtheniansthemselves wereweakened,asinfacthappenedseveralyearslater.Fortuneschangeandthemightyareoftenbrought down Surrenderconcealsgreatpower:Lullingtheenemyintocomplacency,itgivesyoutimetorecoup, timetoundermine,timeforrevenge.Neversacrificethattimeinexchangeforhonorinabattlethatyou cannotwin.

VoltairewaslivinginexileinLondonatatimewhenanti-Frenchsentimentwasatitshighest.One daywalkingthroughthestreets.hefoundhimselfsurroundedbyanangrycrowd.“Hanghim.Hang theFrenchman,”theyyelled.Voltairecalmlyaddressedthemobwiththefollowingwords:“Menof England’YouwishtokillmebecauseIamaFrenchman.AmInotpunishedenoughinnotbeingborn anEnglishman?”Thecrowdcheeredhisthoughtfillwords,andescortedhimsafelybacktohis lodgings.

THELITTLE,BROWNBOOKOFANECDOTES.CLIFTONFADIMAN,ED.,1985

Weakpeoplenevergivewaywhentheyoughtto. CardinaldeRetz,1613-1679

OBSERVANCEOFTHELAW

Sometimeinthe1920stheGermanwriterBertoltBrechtbecameaconverttothecauseofCommunism. Fromthenonhisplays,essays,andpoemsreflectedhisrevolutionaryfervor,andhegenerallytriedto makehisideologicalstatementsasclearaspossible.WhenHitlercametopowerinGermany,Brechtand hisCommunistcolleaguesbecamemarkedmen.HehadmanyfriendsintheUnitedStates Americans whosympathizedwithhisbeliefs,aswellasfellowGermanintellectualswhohadfledHitler.In1941, accordingly,BrechtemigratedtotheUnitedStates,andchosetosettleinLosAngeles,wherehehopedto makealivinginthefilmbusiness.

OverthenextfewyearsBrechtwrotescreenplayswithapointedlyanticapitalistslant.Hehadlittle successinHollywood,soin1947,thewarhavingended,hedecidedtoreturntoEurope.Thatsameyear, however,theU.S.Congress’sHouseUn-AmericanActivitiesCommitteebeganitsinvestigationinto supposedCommunistinfiltrationinHollywood.ItbegantogatherinformationonBrecht,whohadso openlyespousedMarxism,andonSeptember19,1947,onlyamonthbeforehehadplannedtoleavethe UnitedStates,hereceivedasubpoenatoappearbeforethecommittee.InadditiontoBrecht,anumberof otherwriters,producers,anddirectorsweresummonedtoappearaswell,andthisgroupcametobe knownastheHollywood19.

BeforegoingtoWashington,theHollywood19mettodecideonaplanofaction.Theirapproach wouldbeconfrontational Insteadofansweringquestionsabouttheirmembership,orlackofit,inthe CommunistParty,theywouldreadpreparedstatementsthatwouldchallengetheauthorityofthe committeeandarguethatitsactivitieswereunconstitutional.Evenifthisstrategymeantimprisonment,it wouldgainpublicityfortheircause.

Brechtdisagreed.Whatgoodwasit,heasked,toplaythemartyrandgainalittlepublicsympathyifin theprocesstheylosttheabilitytostagetheirplaysandselltheirscriptsforyearstocome?Hefeltcertain theywereallmoreintelligentthanthemembersofthecommittee.Whylowerthemselvestothelevelof theiropponentsbyarguingwiththem?Whynotoutfoxthecommitteebyappearingtosurrendertoitwhile subtlymockingit?TheHollywood19listenedtoBrechtpolitely,butdecidedtosticktotheirplan, leavingBrechttogohisownway.

ThecommitteefinallysummonedBrechtonOctober30.Theyexpectedhimtodowhatothersamong theHollywood19whohadtestifiedbeforehimhaddone:Argue,refusetoanswerquestions,challenge thecommittee’srighttoholditshearing,evenyellandhurlinsults.Muchtotheirsurprise,however, Brechtwastheverypictureofcongeniality.Heworeasuit(somethingherarelydid),smokedacigar(he hadheardthatthecommitteechairmanwasapassionatecigarsmoker),answeredtheirquestionspolitely, andgenerallydeferredtotheirauthority.

Unliketheotherwitnesses,BrechtansweredthequestionofwhetherhebelongedtotheCommunist Party:Hewasnotamember,hesaid,whichhappenedtobethetruth.Onecommitteememberaskedhim, “Isittrueyouhavewrittenanumberofrevolutionaryplays?”Brechthadwrittenmanyplayswithovert Communistmessages,butheresponded,“Ihavewrittenanumberofpoemsandsongsandplaysinthe fightagainstHitlerand,ofcourse,theycanbeconsidered,therefore,asrevolutionarybecauseI,of course,wasfortheoverthrowofthatgovernment.”Thisstatementwentunchallenged.

Brecht’sEnglishwasmorethanadequate,butheusedaninterpreterthroughouthistestimony,atactic thatallowedhimtoplaysubtlegameswithlanguage.WhencommitteemembersfoundCommunist leaningsinlinesfromEnglisheditionsofhispoems,hewouldrepeatthelinesinGermanforthe interpreter,whowouldthenretranslatethem;andsomehowtheywouldcomeoutinnocuous.Atonepoint acommitteememberreadoneofBrecht’srevolutionarypoemsoutloudinEnglish,andaskedhimifhe hadwrittenit.“No,”heresponded,“IwroteaGermanpoem,whichisverydifferentfromthis.”The author’selusiveanswersbaffledthecommitteemembers,buthispolitenessandthewayheyieldedto

theirauthoritymadeitimpossibleforthemtogetangrywithhim

Afteronlyanhourofquestioning,thecommitteemembershadhadenough.“Thankyouverymuch,” saidthechairman,“Youareagoodexampletothe[other]witnesses.”Notonlydidtheyfreehim,they offeredtohelphimifhehadanytroublewithimmigrationofficialswhomightdetainhimfortheirown reasons.Thefollowingday,BrechtlefttheUnitedStates,nevertoreturn.

Interpretation

TheHollywood19’sconfrontationalapproachwonthemalotofsympathy,andyearslatertheygaineda kindofvindicationinpublicopinion.Buttheywerealsoblacklisted,andlostvaluableyearsofprofitable workingtime.Brecht,ontheotherhand,expressedhisdisgustatthecommitteemoreindirectly.Itwasnot thathechangedhisbeliefsorcompromisedhisvalues;instead,duringhisshorttestimony,hekeptthe upperhandbyappearingtoyieldwhileallthetimerunningcirclesaroundthecommitteewithvague responses,outrightliesthatwentunchallengedbecausetheywerewrappedinenigmas,andwordgames. Intheendhekeptthefreedomtocontinuehisrevolutionarywriting(asopposedtosufferingimprisonment ordetainmentintheUnitedStates),evenwhilesubtlymockingthecommitteeanditsauthoritywithhis pseudo-obedience

Keepinmindthefollowing:Peopletryingtomakeashowoftheirauthorityareeasilydeceivedbythe surrendertactic.Youroutwardsignofsubmissionmakesthemfeelimportant;satisfiedthatyourespect them,theybecomeeasiertargetsforalatercounterattack,orforthekindofindirectridiculeusedby Brecht.Measuringyourpowerovertime,neversacrificelong-termmaneuverabilityfortheshort-lived gloriesofmartyrdom.

Whenthegreatlordpasses,thewisepeasantbowsdeeplyandsilentlyfarts. Ethiophanproverb KEYSTOPOWER

Whatgetsusintotroubleintherealmofpowerisoftenourownoverreactiontothemovesofourenemies andrivals.Thatoverreactioncreatesproblemswewouldhaveavoidedhadwebeenmorereasonable.It alsohasanendlessreboundeffect,fortheenemythenoverreactsaswell,muchastheAtheniansdidtothe Melians.Itisalwaysourfirstinstincttoreact,tomeetaggressionwithsomeotherkindofaggression.But thenexttimesomeonepushesyouandyoufindyourselfstartingtoreact,trythis:Donotresistorfight back,butyield,turntheothercheek,bend.Youwillfindthatthisoftenneutralizestheirbehavior they expected,evenwantedyoutoreactwithforceandsotheyarecaughtoff-guardandconfoundedbyyour lackofresistance Byyielding,youinfactcontrolthesituation,becauseyoursurrenderispartofalarger plantolullthemintobelievingtheyhavedefeatedyou.

Thisistheessenceofthesurrendertactic:Inwardlyyoustayfirm,butoutwardlyyoubend.Deprivedof areasontogetangry,youropponentswilloftenbebewilderedinstead.Andtheyareunlikelytoreact withmoreviolence,whichwoulddemandareactionfromyou.Insteadyouareallowedthetimeand spacetoplotthecountermovesthatwillbringthemdown.Inthebattleoftheintelligentagainstthebrutal andtheaggressive,thesurrendertacticisthesupremeweapon.Itdoesrequireself-control:Thosewho genuinelysurrendergiveuptheirfreedom,andmaybecrushedbythehumiliationoftheirdefeat.You

havetorememberthatyouonlyappeartosurrender,liketheanimalthatplaysdeadtosaveitshide Wehaveseenthatitcanbebettertosurrenderthantofight;facedwithamorepowerfulopponentanda suredefeat,itisoftenalsobettertosurrenderthantorunaway.Runningawaymaysaveyouforthetime being,buttheaggressorwilleventuallycatchupwithyou.Ifyousurrenderinstead,youhavean opportunitytocoilaroundyourenemyandstrikewithyourfangsfromcloseup.

In473B.C.,inancientChina,KingGoujianofYuesufferedahorribledefeatfromtherulerofWuin thebattleofFujiao.Goujianwantedtoflee,buthehadanadviserwhotoldhimtosurrenderandtoplace himselfintheserviceoftherulerofWu,fromwhichpositionhecouldstudythemanandplothisrevenge. Decidingtofollowthisadvice,Goujiangavetherulerallofhisriches,andwenttoworkinhis conqueror’sstablesasthelowestservant.Forthreeyearshehumbledhimselfbeforetheruler,whothen, finallysatisfiedofhisloyalty,allowedhimtoreturnhome.Inwardly,however,Goujianhadspentthose threeyearsgatheringinformationandplottingrevenge WhenaterribledroughtstruckWu,andthe kingdomwasweakenedbyinnerturmoil,heraisedanarmy,invaded,andwonwithease.Thatisthe powerbehindsurrender:Itgivesyouthetimeandtheflexibilitytoplotadevastatingcounterblow.Had Goujianrunaway,hewouldhavelostthischance.

WhenforeigntradebegantothreatenJapaneseindependenceinthemid-nineteenthcentury,the Japanesedebatedhowtodefeattheforeigners.Oneminister,HottaMasayoshi,wroteamemorandumin 1857thatinfluencedJapanesepolicyforyearstocome:“Iamthereforeconvincedthatourpolicyshould betoconcludefriendlyalliances,tosendshipstoforeigncountrieseverywhereandconducttrade,to copytheforeignerswheretheyareattheirbestandsorepairourownshortcomings,tofosterournational strengthandcompleteourarmaments,andsograduallysubjecttheforeignerstoourinfluenceuntilinthe endallthecountriesoftheworldknowtheblessingsofperfecttranquillityandourhegemonyis acknowledgedthroughouttheglobe”ThisisabrilliantapplicationoftheLaw:Usesurrendertogain accesstoyourenemy.Learnhisways,insinuateyourselfwithhimslowly,outwardlyconformtohis customs,butinwardlymaintainyourownculture.Eventuallyyouwillemergevictorious,forwhilehe considersyouweakandinferior,andtakesnoprecautionsagainstyou,youareusingthetimetocatchup andsurpasshim.Thissoft,permeableformofinvasionisoftenthebest,fortheenemyhasnothingtoreact against,preparefor,orresist.AndhadJapanresistedWesterninfluencebyforce,itmightwellhave sufferedadevastatinginvasionthatwouldhavepermanentlyaltereditsculture.

Surrendercanalsoofferawayofmockingyourenemies,ofturningtheirpoweragainstthem,asitdid forBrecht.MilanKundera’snovelTheJoke,basedontheauthor’sexperiencesinapenalcampin Czechoslovakia,tellsthestoryofhowtheprisonguardsorganizedarelayrace,guardsagainstprisoners. Fortheguardsthiswasachancetoshowofftheirphysicalsuperiority.Theprisonersknewtheywere expectedtolose,sotheywentoutoftheirwaytooblige mimingexaggeratedexertionwhilebarely moving,runningafewyardsandcollapsing,limping,joggingeversoslowlywhiletheguardsraced aheadatfullspeed.Bothbyjoiningtheraceandbylosingit,theyhadobligedtheguardsobediently;but their“overobedience”hadmockedtheeventtothepointofruiningit.Overobedience surrender was hereawaytodemonstratesuperiorityinareversemanner.Resistancewouldhaveengagedtheprisoners inthecycleofviolence,loweringthemtotheguards’level.Overobeyingtheguards,however,madethem ridiculous,yettheycouldnotrightlypunishtheprisoners,whohadonlydonewhattheyasked.

Powerisalwaysinflux sincethegameisbynaturefluid,andanarenaofconstantstruggle,those withpoweralmostalwaysfindthemselveseventuallyonthedownwardswing.Ifyoufindyourself temporarilyweakened,thesurrendertacticisperfectforraisingyourselfupagain itdisguisesyour ambition;itteachesyoupatienceandself-control,keyskillsinthegame;anditputsyouinthebest possiblepositionfortakingadvantageofyouroppressor’ssuddenslide Ifyourunawayorfightback,in

thelongrunyoucannotwin Ifyousurrender,youwillalmostalwaysemergevictorious

Image:AnOak Tree.Theoak thatresiststhe windlosesits branchesone byone,and withnothing lefttoprotect it,thetrunkfi nallysnaps. Theoakthat bendsliveslong er,itstrunkgrow ingwider,itsroots deeperandmoretenacious.

Authority:Yehaveheardthatithathbeensaid,Aneyeforaneyeandatoothforatooth:ButIsayunto you,Thatyeresistnotevil:butwhosoevershallsmitetheeonthyrightcheek,turntohimtheotheralso. Andifanymanwillsuetheeatthelaw,andtakeawaythycoat,letthemhavethycloakalso.And whosoevershallcompeltheetogoamile,gowithhimtwain.(JesusChrist,inMatthew5:38-41)

REVERSAL

Thepointofsurrenderingistosaveyourhideforalaterdatewhenyoucanreassertyourself.Itis preciselytoavoidmartyrdomthatonesurrenders,buttherearetimeswhentheenemywillnotrelent,and martyrdomseemstheonlywayout.Furthermore,ifyouarewillingtodie,othersmaygainpowerand inspirationfromyourexample.

Yetmartyrdom,surrender’sreversal,isamessy,inexacttactic,andisasviolentastheaggressionit combats.Foreveryfamousmartyrtherearethousandsmorewhohaveinspiredneitherareligionnora rebellion,sothatifmartyrdomdoessometimesgrantacertainpower,itdoessounpredictably.More important,youwillnotbearoundtoenjoythatpower,suchasitis.Andthereisfinallysomethingselfish andarrogantaboutmartyrs,asiftheyfelttheirfollowerswerelessimportantthantheirownglory. Whenpowerdesertsyou,itisbesttoignorethisLaw’sreversal.Leavemartyrdomalone:The pendulumwillswingbackyourwayeventually,andyoushouldstayalivetoseeit.

CONCENTRATEYOURFORCES

JUDGMENT

Conserveyourforcesandenergiesbykeepingthemconcentratedattheirstrongestpoint.Yougain morebyfindingarichmineandminingitdeeper,thanbyflittingfromoneshallowmineto another intensitydefeatsextensityeverytime.Whenlookingforsourcesofpowertoelevateyou,find theonekeypatron,thefatcowwhowillgiveyoumilkforalongtimetocome.

TRANSGRESSIONOFTHELAW

InChinaintheearlysixthcenturyB.C.,thekingdomofWubeganawarwiththeneighboringnorthern provincesoftheMiddleKingdom.Wuwasagrowingpower,butitlackedthegreathistoryand civilizationoftheMiddleKingdom,forcenturiesthecenterofChineseculture.BydefeatingtheMiddle Kingdom,thekingofWuwouldinstantlyraisehisstatus

Thewarbeganwithgreatfanfareandseveralvictories,butitsoonboggeddown.Avictoryonone frontwouldleavetheWuarmiesvulnerableonanother.Theking’schiefministerandadviser,WuTzuhsiu,warnedhimthatthebarbarousstateofYueh,tothesouth,wasbeginningtonoticethekingdomof Wu’sproblemsandhaddesignstoinvade.Thekingonlylaughedatsuchworries onemorebigvictory andthegreatMiddleKingdomwouldbehis.

THEGOOSEANDTHEHOUSE

Agoosewhowaspluckinggrassuponacommonthoughtherselfaffrontedbyahorsewhofednear her;and,inhissingaccents,thusaddressedhim:“Iamcertainlyamorenobleandperfectanimal thanyou,forthewholerangeandextentofyourfacultiesisconfinedtooneelement.Icanwalkupon thegroundaswellasyou;Ihave,besides,wings,withwhichIcanraisemyselfintheair;andwhenI please,Icansportonpondsandlakes,andrefreshmyselfinthecoolwaters Ienjoythedifferent powersofabird,afish,andaquadruped.”

Thehorse,snortingsomewhatdisdainfully,replied:“Itistrueyouinhabitthreeelements,butyou makenoverydistinguishedfigureinanyoneofthem.Youfly,indeed;butyourflightissoheavyand clumsy,thatyouhavenorighttoputyourselfonalevelwiththelarkortheswallow.Youcanswimon thesurfaceofthewaters,butyoucannotliveinthemasfishesdo;youcannotfindyourfoodinthat element,norglidesmoothlyalongthebottomofthewaves Andwhenyouwalk,orratherwaddle,upon theground,withyourbroadfeetandyourlongneckstretchedout,hissingateveryonewhopassesby, youbringuponyourselfthederisionofallbeholders.IconfessthatIamonlyformedtomoveuponthe ground;buthowgracefulismymake!Howwellturnedmvlunbs!Howhighlyfinishedmywholebody! Howgreatmystrength!Howastonishingmyspeed!Ihadmuchratherbeconfinedtooneelement,and

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Intheyear490,WuTzu-hsiusenthissonawaytosafetyinthekingdomofCh’i.Indoingsohesentthe kingasignalthathedisapprovedofthewar,andthathebelievedtheking’sselfishambitionwasleading Wutoruin.Theking,sensingbetrayal,lashedoutathisminister,accusinghimofalackofloyaltyand,in afitofanger,orderedhimtokillhimself.WuTzu-hsiuobeyedhisking,butbeforeheplungedtheknife intohischest,hecried,“Tearoutmyeyes,ohKing,andfixthemonthegateofWu,sothatImayseethe triumphantentryofYueh”

AsWuTzu-hsiuhadpredicted,withinafewyearsaYueharmypassedbeneaththegateofWu.Asthe barbarianssurroundedthepalace,thekingrememberedhisminister’slastwords andfeltthedead man’sdisembodiedeyeswatchinghisdisgrace.Unabletobearhisshame,thekingkilledhimself, “coveringhisfacesothathewouldnothavetomeetthereproachfulgazeofhisministerinthenext world.”

Interpretation

ThestoryofWuisaparadigmofalltheempiresthathavecometoruinbyoverreaching.Drunkwith successandsickwithambition,suchempiresexpandtogrotesqueproportionsandmeetaruinthatis total.ThisiswhathappenedtoancientAthens,whichlustedforthefarawayislandofSicilyandendedup losingitsempire.TheRomansstretchedtheboundariesoftheirempiretoencompassvastterritories;in doingsotheyincreasedtheirvulnerability,andthechancesofinvasionfromyetanotherbarbariantribe. Theiruselessexpansionledtheirempireintooblivion.

FortheChinese,thefateofthekingdomofWuservesasanelementallessononwhathappenswhen youdissipateyourforcesonseveralfronts,losingsightofdistantdangersforthesakeofpresentgain “If youarenotindanger,”saysSun-tzu,“donotfight.”Itisalmostaphysicallaw:Whatisbloatedbeyondits proportionsinevitablycollapses.Themindmustnotwanderfromgoaltogoal,orbedistractedby successfromitssenseofpurposeandproportion.Whatisconcentrated,coherent,andconnectedtoits pasthaspower.Whatisdissipated,divided,anddistendedrotsandfallstotheground.Thebiggerit bloats,theharderitfalls.

OBSERVANCEOFTHELAW

TheRothschildbankingfamilyhadhumblebeginningsintheJewishghettoofFrankfurt,Germany.The city’sharshlawsmadeitimpossibleforJewstomingleoutsidetheghetto,buttheJewshadturnedthis intoavirtue itmadethemself-reliant,andzealoustopreservetheircultureatallcosts MayerAmschel, thefirstoftheRothschildstoaccumulatewealthbylendingmoney,inthelateeighteenthcentury,well understoodthepowerthatcomesfromthiskindofconcentrationandcohesion.

First,MayerAmschelalliedhimselfwithonefamily,thepowerfulprincesofThurnundTaxis.Instead ofspreadinghisservicesout,hemadehimselftheseprinces’primarybanker.Second,heentrustednone ofhisbusinesstooutsiders,usingonlyhischildrenandcloserelatives.Themoreunifiedandtight-knitthe family,themorepowerfulitwouldbecome.SoonMayerAmschel’sfivesonswererunningthebusiness. AndwhenMayerAmschellaydying,in1812,herefusedtonameaprincipalheir,insteadsettingupallof

beadmiredinthat,thanbeagooseinall!” FABLESFROMBOCCAACCIOANDCHAUCER.DR.JOHNAIKIN,1747-1822

hissonstocontinuethefamilytradition,sothattheywouldstayunitedandwouldresistthedangersof diffusionandofinfiltrationbyoutsiders.

Bewareofdissipatingyourpowers:striveconstantlytoconcentratethem Geniusthinksitcando whateveritseesothersdoing,butitissuretorepentofeveryill-judgedoutlay.

JOHANNVONGOETHE,1749-1832

OnceMayerAmschel’ssonscontrolledthefamilybusiness,theydecidedthatthekeytowealthona largerscalewastosecureafootholdinthefinancesofEuropeasawhole,ratherthanbeingtiedtoany onecountryorprince.Ofthefivebrothers,NathanhadalreadyopenedupshopinLondon.In1813James movedtoParis.AmschelremainedinFrankfurt,SalomonestablishedhimselfinVienna,andKarl,the youngestson,wenttoNaples.Witheachsphereofinfluencecovered,theycouldtightentheirholdon Europe’sfinancialmarkets.

Thiswidespreadnetwork,ofcourse,openedtheRothschildstotheverydangerofwhichtheirfather hadwarnedthem:diffusion,division,dissension.Theyavoidedthisdanger,andestablishedthemselves asthemostpowerfulforceinEuropeanfinanceandpolitics,byonceagainresortingtothestrategyofthe ghetto excludingoutsiders,concentratingtheirforces TheRothschildsestablishedthefastestcourier systeminEurope,allowingthemtogetnewsofeventsbeforealltheircompetitors.Theyheldavirtual monopolyoninformation.Andtheirinternalcommunicationsandcorrespondencewerewrittenin FrankfurtYiddish,andinacodethatonlythebrotherscoulddecipher.Therewasnopointinstealingthis information noonecouldunderstandit.“Eventheshewdestbankerscannotfindtheirwaythroughthe Rothschildmaze,”admittedafinancierwhohadtriedtoinfiltratetheclan.

In1824JamesRothschilddecideditwastimetogetmarried.Thispresentedaproblemforthe Rothschilds,sinceitmeantincorporatinganoutsiderintotheRothschildclan,anoutsiderwhocould betrayitssecrets.Jamesthereforedecidedtomarrywithinthefamily,andchosethedaughterofhis brotherSalomon.Thebrotherswereecstatic thiswastheperfectsolutiontotheirmarriageproblems. James’schoicenowbecamethefamilypolicy:Twoyearslater,Nathanmarriedoffhisdaughterto Salomon’sson Intheyearstocome,thefivebrothersarrangedeighteenmatchesamongtheirchildren, sixteenofthesebeingcontractedbetweenfirstcousins.

“Wearelikethemechanismofawatch:Eachpartisessential,”saidbrotherSalomon.Asinawatch, everypartofthebusinessmovedinconcertwitheveryother,andtheinnerworkingswereinvisibletothe world,whichonlysawthemovementofthehands.Whileotherrichandpowerfulfamiliessuffered irrecoverabledownturnsduringthetumultousfirsthalfofthenineteenthcentury,thetight-knitRothschilds managednotonlytopreservebuttoexpandtheirunprecedentedwealth.

Interpretation

TheRothschildswereborninstrangetimes.Theycamefromaplacethathadnotchangedincenturies,but livedinanagethatgavebirthtotheIndustrialRevolution,theFrenchRevolution,andanendlessseriesof upheavals.TheRothchildskeptthepastalive,resistedthepatternsofdispersionoftheireraandforthis areemblematicofthelawofconcentration.

NoonerepresentsthisbetterthanJamesRothschild,thesonwhoestablishedhimselfinParis.Inhis lifetimeJameswitnessedthedefeatofNapoleon,therestorationoftheBourbonmonarchy,thebourgeois monarchyofOrleans,thereturntoarepublic,andfinallytheenthronementofNapoleonIII Frenchstyles andfashionschangedatarelentlesspaceduringallthisturmoil.Withoutappearingtobearelicofthe past,Jamessteeredhisfamilyasiftheghettolivedonwithinthem.Hekeptalivehisclan’sinner

cohesionandstrength Onlythroughsuchananchoringinthepastwasthefamilyabletothriveamidst suchchaos.ConcentrationwasthefoundationoftheRothschilds’power,wealth,andstability.

Thebeststrategyisalwaystobeverystronyfirstingeneral,then atthedecisivepoint....Thereisnohigherandsimplerlawofstrategy thanthatofkeepingone’sforcesconcentrated....Inshortthe firstprincipleis:actwiththeutmostconcentration.

OnWar,CarlvonClausewitz,1780-1831

KEYSTOPOWER

Theworldisplaguedbygreaterandgreaterdivision withincountries,politicalgroups,families,even individuals.Weareallinastateoftotaldistractionanddiffusion,hardlyabletokeepourmindsinone directionbeforewearepulledinathousandothers.Themodernworld’slevelofconflictishigherthan ever,andwehaveinternalizeditinourownlives.

Thesolutionisaformofretreatinsideourselves,tothepast,tomoreconcentratedformsofthoughtand action.AsSchopenhauerwrote,“Intellectisamagnitudeofintensity,notamagnitudeofextensity.” Napoleonknewthevalueofconcentratingyourforcesattheenemy’sweakestspot itwasthesecretof hissuccessonthebattlefield.Buthiswillpowerandhismindwereequallymodeledonthisnotion. Single-mindednessofpurpose,totalconcentrationonthegoal,andtheuseofthesequalitiesagainst peoplelessfocused,peopleinastateofdistraction suchanarrowwillfinditsmarkeverytimeand overwhelmtheenemy.

Casanovaattributedhissuccessinlifetohisabilitytoconcentrateonasinglegoalandpushatituntilit yielded.Itwashisabilitytogivehimselfovercompletelytothewomenhedesiredthatmadehimso intenselyseductive.Fortheweeksormonthsthatoneofthesewomenlivedinhisorbit,hethoughtofno oneelse.Whenhewasimprisonedinthetreacherous“leads”ofthedoge’spalaceinVenice,aprison fromwhichnoonehadeverescaped,heconcentratedhismindonthesinglegoalofescape,dayafterday. Achangeofcells,whichmeantthatmonthsofdigginghadallbeenfornaught,didnotdiscouragehim;he persistedandeventuallyescaped.“Ihavealwaysbelieved,”helaterwrote,“thatwhenamangetsitinto hisheadtodosomething,andwhenheexclusivelyoccupieshimselfinthatdesign,hemustsucceed, whateverthedifficulties ThatmanwillbecomeGrandVizierorPope”

Concentrateonasinglegoal,asingletask,andbeatitintosubmission.Intheworldofpoweryouwill constantlyneedhelpfromotherpeople,usuallythosemorepowerfulthanyou.Thefoolflitsfromone persontoanother,believingthathewillsurvivebyspreadinghimselfout.Itisacorollaryofthelawof concentration,however,thatmuchenergyissaved,andmorepowerisattained,byaffixingyourselftoa single,appropriatesourceofpower.ThescientistNikolaTeslaruinedhimselfbybelievingthathe somehowmaintainedhisindependencebynothavingtoserveasinglemaster.HeeventurneddownJ.P. Morgan,whoofferedhimarichcontract.Intheend,Tesla’s“independence”meantthathecoulddepend onnosinglepatron,butwasalwayshavingtotoadyuptoadozenofthem.Laterinhislifeherealizedhis mistake.

AllthegreatRenaissancepaintersandwriterswrestledwiththisproblem,nonemoresothanthe sixteenth-centurywriterPietroAretino ThroughouthislifeAretinosufferedtheindignitiesofhavingto pleasethisprinceandthat.Atlast,hehadhadenough,anddecidedtowooCharlesV,promisingthe

emperortheservicesofhispowerfulpen Hefinallydiscoveredthefreedomthatcamefromattachmentto asinglesourceofpower.MichelangelofoundthisfreedomwithPopeJuliusII,GalileowiththeMedicis. Intheend,thesinglepatronappreciatesyourloyaltyandbecomesdependentonyourservices;inthelong runthemasterservestheslave.

Finally,poweritselfalwaysexistsinconcentratedforms.Inanyorganizationitisinevitableforasmall grouptoholdthestrings.Andoftenitisnotthosewiththetitles.Inthegameofpower,onlythefoolflails aboutwithoutfixinghistarget.Youmustfindoutwhocontrolstheoperations,whoistherealdirector behindthescenes.AsRichelieudiscoveredatthebeginningofhisrisetothetopoftheFrenchpolitical sceneduringtheearlyseventeenthcentury,itwasnotKingLouisXIIIwhodecidedthings,itwasthe king’smother.Andsoheattachedhimselftoher,andcatapultedthroughtheranksofthecourtiers,allthe waytothetop.

Itisenoughtostrikeoilonce yourwealthandpowerareassuredforalifetime

Image:TheArrow.Youcannothittwotargets withonearrow.Ifyourthoughtsstray,you misstheenemy’sheart.Mindand arrowmustbecomeone.Only withsuchconcentrationof mentalandphysical powercanyourarrow hitthetargetand piercethe heart.

Authority:Prizeintensitymorethanextensity.Perfectionresidesinquality,notquantity.Extentalone neverrisesabovemediocrity,anditisthemisfortuneofmenwithwidegeneralintereststhatwhilethey wouldliketohavetheirfingerineverypie,theyhaveoneinnone.Intensitygiveseminence,andrisesto theheroicinmatterssublime.(BaltasarGracián,1601-1658)

REVERSAL

Therearedangersinconcentration,andmomentswhendispersionisthepropertacticalmove.Fighting theNationalistsforcontrolofChina,MaoTse-tungandtheCommunistsfoughtaprotractedwaron severalfronts,usingsabotageandambushastheirmainweapons.Dispersalisoftensuitableforthe weakerside;itis,infact,acrucialprincipleofguerrillawarfare.Whenfightingastrongerarmy, concentratingyourforcesonlymakesyouaneasiertarget bettertodissolveintothesceneryand frustrateyourenemywiththeelusivenessofyourpresence.

Tyingyourselftoasinglesourceofpowerhasonepreeminentdanger:Ifthatpersondies,leaves,or fallsfromgrace,yousuffer.ThisiswhathappenedtoCesareBorgia,whoderivedhispowerfromhis father,PopeAlexanderVI ItwasthepopewhogaveCesarearmiestofightwithandwarstowageinhis name.Whenhesuddenlydied(perhapsfrompoison),Cesarewasasgoodasdead.Hehadmadefartoo

manyenemiesovertheyears,andwasnowwithouthisfather’sprotection Incaseswhenyoumayneed protection,then,itisoftenwisetoentwineyourselfaroundseveralsourcesofpower.Suchamovewould beespeciallyprudentinperiodsofgreattumultandviolentchange,orwhenyourenemiesarenumerous. Themorepatronsandmastersyouservethelessriskyourunifoneofthemfallsfrompower.Such dispersionwillevenallowyoutoplayoneoffagainsttheother.Evenifyouconcentrateonthesingle sourceofpower,youstillmustpracticecaution,andprepareforthedaywhenyourmasterorpatronisno longertheretohelpyou.

Finally,beingtoosingle-mindedinpurposecanmakeyouanintolerablebore,especiallyinthearts. TheRenaissancepainterPaoloUccellowassoobsessedwithperspectivethathispaintingslooklifeless andcontrived.WhereasLeonardodaVinciinterestedhimselfineverything architecture,painting, warfare,sculpture,mechanics.Diffusionwasthesourceofhispower.Butsuchgeniusisrare,andtherest ofusarebetterofferringonthesideofintensity

PLAYTHEPERFECTCOURTIER

JUDGMENT

Theperfectcourtierthrivesinaworldwhereeverythingrevolvesaroundpowerandpolitical dexterity.Hehasmasteredtheartofindirection;heflatters,yieldstosuperiors,andassertspower overothersinthemostobliqueandgracefulmanner.Learnandapplythelawsofcourtiershipand therewillbenolimittohowfaryoucanriseinthecourt.

COURTSOCIETY

Itisafactofhumannaturethatthestructureofacourtsocietyformsitselfaroundpower.Inthepast,the courtgatheredaroundtheruler,andhadmanyfunctions:Besideskeepingtheruleramused,itwasaway tosolidifythehierarchyofroyalty,nobility,andtheupperclasses,andtokeepthenobilityboth subordinateandclosetotheruler,sothathecouldkeepaneyeonthem Thecourtservespowerinmany ways,butmostofallitglorifiestheruler,providinghimwithamicrocosmicworldthatmuststruggleto pleasehim.

Tobeacourtierwasadangerousgame.Anineteenth-centuryArabtravelertothecourtofDarfur,in whatisnowSudan,reportedthatcourtierstherehadtodowhateverthesultandid:Ifhewereinjured, theyhadtosufferthesameinjury;ifhefelloffhishorseduringahunt,theyfell,too.Mimicrylikethis appearedincourtsallovertheworld.Moretroublesomewasthedangerofdispleasingtheruler one wrongmovespelleddeathorexile.Thesuccessfulcourtierhadtowalkatightrope,pleasingbutnot pleasingtoomuch,obeyingbutsomehowdistinguishinghimselffromtheothercourtiers,whilealsonever distinguishinghimselfsofarastomaketherulerinsecure.

Greatcourtiersthroughouthistoryhavemasteredthescienceofmanipulatingpeople.Theymakethe kingfeelmorekingly;theymakeeveryoneelsefeartheirpower Theyaremagiciansofappearance, knowingthatmostthingsatcourtarejudgedbyhowtheyseem.Greatcourtiersaregraciousandpolite; theiraggressionisveiledandindirect.Mastersoftheword,theyneversaymorethannecessary,getting themostoutofacomplimentorhiddeninsult.Theyaremagnetsofpleasure peoplewanttobearound thembecausetheyknowhowtoplease,yettheyneitherfawnnorhumiliatethemselves.Greatcourtiers becometheking’sfavorites,enjoyingthebenefitsofthatposition.Theyoftenendupmorepowerfulthan theruler,fortheyarewizardsintheaccumulationofinfluence.

Manytodaydismisscourtlifeasarelicofthepast,ahistoricalcuriosity.Theyreason,accordingto Machiavelli,“asthoughheaven,thesun,theelements,andmenhadchangedtheorderoftheirmotionsand power,andweredifferentfromwhattheywereinancienttimes.”TheremaybenomoreSunKingsbut therearestillplentyofpeoplewhobelievethesunrevolvesaroundthem.Theroyalcourtmayhavemore orlessdisappeared,oratleastlostitspower,butcourtsandcourtiersstillexistbecausepowerstill

LAW24

exists

Acourtierisrarelyaskedtofalloffahorseanymore,butthelawsthatgoverncourtpoliticsareas timelessasthelawsofpower.Thereismuchtobelearned,then,fromgreatcourtierspastandpresent.

THETWODOGS

Barbos,thefaithfulyard-dogwhoserveshismasterzealously,happenstoseehisoldacquaintance Joujou,thecurlylapdog,seatedatthewindowonasoftdowncushion.Sidlingfondlyuptoher,likea childtoaparent,heallbutweepswithemotion;andthere,underthewindow.hewhines,wagshis tail,andboundsabout “Whatsortoflifedoyouleadnow,Joujoutka,eversincethemastertookyou intohismansion?Youremember,nodoubt,howweoftenusedtosufferhungeroutintheyard.Whatis yourpresentservicelike?”“Itwouldbeasininmetomurmuragainstmygoodfortune,”answers Joujoutka.“Mymastercannotmakeenoughofme.Iliveamidstrichesandplenty,andIeatanddrink offsilver.Ifrolicwiththemaster,and,ifIgettired,Itakemyeaseoncarpetsoronasoftcouch.And howdoyougeton?”“I?”repliesBarbos,lettinghistaildanglelikeawhip,andhanginghishead “I liveasIusedtodo.Isufferfromcoldandhunger;andhere,whileguardingmymaster’shouse,Ihave tosleepatthefootofthewall,andIgetdrenchedintherain.AndifIbarkatthewrongtime,Iam whipped.Buthowdidyou,Joujou,whoweresosmallandweak,gettakenintofavor,whileIjumpout ofmyskintonopurpose?

Whatisityoudo?”“‘Whatisityoudo?’Aprettyquestiontoask!”repliedJoujou,mockingly.“Iwalk uponmyhindlegs”

FABLES,IVANKRILOFF,1768-1844

THELAWSOFCOURTPOLITICS

AvoidOstentation.Itisneverprudenttoprattleonaboutyourselforcalltoomuchattentiontoyour actions.Themoreyoutalkaboutyourdeedsthemoresuspicionyoucause.Youalsostirupenoughenvy amongyourpeerstoinducetreacheryandbackstabbing.Becareful,eversocareful,intrumpetingyour ownachievements,andalwaystalklessaboutyourselfthanaboutotherpeople.Modestyisgenerally preferable.

PracticeNonchalance.Neverseemtobeworkingtoohard.Yourtalentmustappeartoflownaturally, withaneasethatmakespeopletakeyouforageniusratherthanaworkaholic.Evenwhensomething demandsalotofsweat,makeitlookeffortless peopleprefertonotseeyourbloodandtoil,whichis anotherformofostentation.Itisbetterforthemtomarvelathowgracefullyyouhaveachievedyour accomplishmentthantowonderwhyittooksomuchwork.

BeFrugalwithFlattery.Itmayseemthatyoursuperiorscannotgetenoughflattery,buttoomuchofeven agoodthinglosesitsvalue.Italsostirsupsuspicionamongyourpeers.Learntoflatterindirectly by downplayingyourowncontribution,forexample,tomakeyourmasterlookbetter. Itisawisethingtobepolite;consequently,itisastupidthingtoberude.Tomakeenemiesby unnecessaryandwilfulincivility,isjustasinsaneaproceedingastosetyourhouseonfire.For politenessislikeacounter anavowedlyfalsecoin,withwhichitisfoolishtobestingy.Asensible manwillbegenerousintheuseofit Wax,asubstancenaturallyhardandbrittle,canbemadesoft bytheapplicationofalittlewarmth,sothatitwilltakeanyshapeyouplease.Inthesameway,by

beingpoliteandfriendly,youcanmakepeoplepliableandobliging,eventhoughtheyareapttobe crabbedandmalevolent.Hencepolitenessistohumannaturewhatwarmthistowax.

ARTHURSCHOPENHAUER,1788-1860

ArrangetoBeNoticed.Thereisaparadox:Youcannotdisplayyourselftoobrazenly,yetyoumustalso getyourselfnoticed.InthecourtofLouisXIV,whoeverthekingdecidedtolookatroseinstantlyinthe courthierarchy.Youstandnochanceofrisingiftherulerdoesnotnoticeyouintheswampofcourtiers. Thistaskrequiresmuchart Itisofteninitiallyamatterofbeingseen,intheliteralsense Payattentionto yourphysicalappearance,then,andfindawaytocreateadistinctive asubtlydistinctive styleand image.

AlterYourStyleandLanguageAccordingtothePersonYouAreDealingWith.Thepseudo-beliefin equality theideathattalkingandactingthesamewaywitheveryone,nomatterwhattheirrank,makes yousomehowaparagonofcivilization isaterriblemistake.Thosebelowyouwilltakeitasaformof condescension,whichitis,andthoseaboveyouwillbeoffended,althoughtheymaynotadmitit.You mustchangeyourstyleandyourwayofspeakingtosuiteachperson.Thisisnotlying,itisacting,and actingisanart,notagiftfromGod.Learntheart.Thisisalsotrueforthegreatvarietyofculturesfound inthemoderncourt:Neverassumethatyourcriteriaofbehaviorandjudgmentareuniversal.Notonlyis aninabilitytoadapttoanotherculturetheheightofbarbarism,itputsyouatadisadvantage.

NeverBetheBearerofBadNews.Thekingkillsthemessengerwhobringsbadnews:Thisisacliche butthereistruthtoit.Youmuststruggleandifnecessarylieandcheattobesurethatthelotofthebearer ofbadnewsfallsonacolleague,neveronyou.Bringonlygoodnewsandyourapproachwillgladden yourmaster.

NeverAffectFriendlinessandIntimacywithYourMaster.Hedoesnotwantafriendfora subordinate,hewantsasubordinate.Neverapproachhiminaneasy,friendlyway,oractasifyouareon thebestofterms thatishisprerogative Ifhechoosestodealwithyouonthislevel,assumeawary chumminess.Otherwiseerrintheoppositedirection,andmakethedistancebetweenyouclear.

NeverCriticizeThoseAboveYouDirectly.Thismayseemobvious,butthereareoftentimeswhen somesortofcriticismisnecessary tosaynothing,ortogivenoadvice,wouldopenyoutorisksof anothersort.Youmustlearn,however,tocouchyouradviceandcriticismasindirectlyandaspolitelyas possible.Thinktwice,orthreetimes,beforedecidingyouhavemadethemsufficientlycircuitous.Erron thesideofsubtletyandgentleness.

BeFrugalinAskingThoseAboveYouforFavors.Nothingirritatesamastermorethanhavingtoreject someone’srequest.Itstirsupguiltandresentment.Askforfavorsasrarelyaspossible,andknowwhen tostop.Ratherthanmakingyourselfthesupplicant,itisalwaysbettertoearnyourfavors,sothattheruler bestowsthemwillingly.Mostimportant:Donotaskforfavorsonanotherperson’sbehalf,leastofalla friend’s.

NeverJokeAboutAppearancesorTaste.Alivelywitandahumorousdispositionareessential qualitiesforagoodcourtier,andtherearetimeswhenvulgarityisappropriateandengaging.Butavoid anykindofjokeaboutappearanceortaste,twohighlysensitiveareas,especiallywiththoseaboveyou.

DoNotBetheCourtCynic.Expressadmirationforthegoodworkofothers.Ifyouconstantlycriticize yourequalsorsubordinatessomeofthatcriticismwillruboffonyou,hoveringoveryoulikeagraycloud whereveryougo Peoplewillgroanateachnewcynicalcomment,andyouwillirritatethem By expressingmodestadmirationforotherpeople’sachievements,youparadoxicallycallattentiontoyour own.Theabilitytoexpresswonderandamazement,andseemlikeyoumeanit,isarareanddyingtalent, butonestillgreatlyvalued.

BeSelf-observant.Themirrorisamiraculousinvention;withoutityouwouldcommitgreatsinsagainst beautyanddecorum.Youalsoneedamirrorforyouractions.Thiscansometimescomefromother peopletellingyouwhattheyseeinyou,butthatisnotthemosttrustworthymethod:Youmustbethe mirror,trainingyourmindtotrytoseeyourselfasothersseeyou.Areyouactingtooobsequious?Areyou tryingtoohardtoplease?Doyouseemdesperateforattention,givingtheimpressionthatyouareonthe decline?Beobservantaboutyourselfandyouwillavoidamountainofblunders.

MasterYourEmotions.Asanactorinagreatplay,youmustlearntocryandlaughoncommandandwhen itisappropriate.Youmustbeablebothtodisguiseyourangerandfrustrationandtofakeyour contentmentandagreement.Youmustbethemasterofyourownface.Callitlyingifyoulike;butifyou prefertonotplaythegameandtoalwaysbehonestandupfront,donotcomplainwhenotherscallyou obnoxiousandarrogant

FittheSpiritoftheTimes.Aslightaffectationofapasteracanbecharming,aslongasyouchoosea periodatleasttwentyyearsback;wearingthefashionsoftenyearsagoisludicrous,unlessyouenjoythe roleofcourtjester Yourspiritandwayofthinkingmustkeepupwiththetimes,evenifthetimesoffend yoursensibilities.Betooforward-thinking,however,andnoonewillunderstandyou.Itisneveragood ideatostandouttoomuchinthisarea;youarebestoffatleastbeingabletomimicthespiritofthetimes.

BeaSourceofPleasure.Thisiscritical Itisanobviouslawofhumannaturethatwewillfleewhatis unpleasantanddistasteful,whilecharmandthepromiseofdelightwilldrawuslikemothstoaflame. Makeyourselftheflameandyouwillrisetothetop.Sincelifeisotherwisesofullofunpleasantnessand pleasuresoscarce,youwillbeasindispensableasfoodanddrink.Thismayseemobvious,butwhatis obviousisoftenignoredorunappreciated.Therearedegreestothis:Noteveryonecanplaytheroleof favorite,fornoteveryoneisblessedwithcharmandwit.Butwecanallcontrolourunpleasantqualities andobscurethemwhennecessary.

Amanwhoknowsthecourtismasterofhisgestures,ofhiseyesand ofhisface;heisprofound,impenetrable;hedissimulatesbadoffices, smilesathisenemies,controlshisirritation,disguiseshispassions, belieshisheart,speaksandactsagainsthisfeelings. JeandeLaBruyère,1645-1696 SCENESOFCOURTLIFE:ExemplaryDeedsandFatalMistakes

Donoteventryitwhenyouareawayfromthem Youwilldigyourowngrave

AlexandertheGreat,conqueroroftheMediterraneanbasinandtheMiddleEastthroughtoIndia,hadhad thegreatAristotleashistutorandmentor,andthroughouthisshortlifeheremaineddevotedtophilosophy andhismaster’steachings.HeoncecomplainedtoAristotlethatduringhislongcampaignshehadnoone withwhomhecoulddiscussphilosophicalmatters.Aristotlerespondedbysuggestingthathetake Callisthenes,aformerpupilofAristotle’sandapromisingphilosopherinhisownright,alongonthenext campaign

AristotlehadschooledCallisthenesintheskillsofbeingacourtier,buttheyoungmansecretlyscoffed atthem.Hebelievedinpurephilosophy,inunadornedwords,inspeakingthenakedtruth.IfAlexander lovedlearningsomuch,Callisthenesthought,hecouldnotobjecttoonewhospokehismind.Duringone ofAlexander’smajorcampaigns,CallisthenesspokehismindonetoomanytimesandAlexanderhadhim puttodeath.Interpretation

Incourt,honestyisafool’sgame.Neverbesoself-absorbedastobelievethatthemasterisinterestedin yourcriticismsofhim,nomatterhowaccuratetheyare.

SceneII

BeginningintheHanDynastytwothousandyearsago,Chinesescholarscompiledaseriesofwritings calledthe21Histories,anofficialbiographyofeachdynasty,includingstories,statistics,censusfigures, andwarchronicles.Eachhistoryalsocontainedachaptercalled“UnusualEvents,”andhere,amongthe listingsofearthquakesandfloods,therewouldsometimessuddenlyappeardescriptionsofsuchbizarre manifestationsastwo-headedsheep,geeseflyingbackward,starssuddenlyappearingindifferentpartsof thesky,andsoon Theearthquakescouldbehistoricallyverified,butthemonstersandweirdnatural phenomenawereclearlyinsertedonpurpose,andinvariablyoccurredinclusters.Whatcouldthismean?

TheChineseemperorwasconsideredmorethanaman hewasaforceofnature.Hiskingdomwasthe centeroftheuniverse,andeverythingrevolvedaroundhim.Heembodiedtheworld’sperfection.To criticizehimoranyofhisactionswouldhavebeentocriticizethedivineorder.Noministerorcourtier daredapproachtheemperorwitheventheslightestcautionaryword.Butemperorswerefallibleandthe kingdomsufferedgreatlybytheirmistakes.Insertingsightingsofstrangephenomenaintothecourt chronicleswastheonlywaytowarnthem.Theemperorwouldreadofgeeseflyingbackwardandmoons outoforbit,andrealizethathewasbeingcautioned.Hisactionswereunbalancingtheuniverseand neededtochange.

Interpretation

ForChinesecourtiers,theproblemofhowtogivetheemperoradvicewasanimportantissue.Overthe years,thousandsofthemhaddiedtryingtowarnorcounseltheirmaster.Tobemadesafely,their criticismshadtobeindirect yetiftheyweretooindirecttheywouldnotbeheeded.Thechronicles weretheirsolution:Identifynoonepersonasthesourceofcriticism,maketheadviceasimpersonalas possible,butlettheemperorknowthegravityofthesituation.

Yourmasterisnolongerthecenteroftheuniverse,buthestillimaginesthateverythingrevolves aroundhim.Whenyoucriticizehimheseesthepersoncriticizing,notthecriticismitself.LiketheChinese courtiers,youmustfindawaytodisappearbehindthewarning.Usesymbolsandotherindirectmethods

SceneI

SceneIII

Earlyinhiscareer,theFrencharchitectJulesMansartreceivedcommissionstodesignminoradditionsto VersaillesforKingLouisXIV Foreachdesignhewoulddrawuphisplans,makingsuretheyfollowed Louis’sinstructionsclosely.HewouldthenpresentthemtoHisMajesty.

ThecourtierSaint-SimondescribedMansart’stechniqueindealingwiththeking:“Hisparticularskill wastoshowthekingplansthatpurposelyincludedsomethingimperfectaboutthem,oftendealingwiththe gardens,whichwerenotMansart’sspecialty.Theking,asMansartexpected,wouldputhisfingerexactly ontheproblemandproposehowtosolveit,atwhichpointMansartwouldexclaimforalltohearthathe wouldneverhaveseentheproblemthatthekinghadsomasterfullyfoundandsolved;hewouldburstwith admiration,confessingthatnexttothekinghewasbutalowlypupil.”Attheageofthirty,havingused thesemethodstimeandtimeagain,Mansartreceivedaprestigiousroyalcommission:Althoughhewas lesstalentedandexperiencedthananumberofotherFrenchdesigners,hewastotakechargeofthe enlargementofVersailles.Hewastheking’sarchitectfromthenon.

Interpretation

Asayoungman,MansarthadseenhowmanyroyalcraftsmenintheserviceofLouisXIVhadlosttheir positionsnotthroughalackoftalentbutthroughacostlysocialblunder.Hewouldnotmakethatmistake. MansartalwaysstrovetomakeLouisfeelbetterabouthimself,tofeedtheking’svanityaspubliclyas possible.

Neverimaginethatskillandtalentareallthatmatter.Incourtthecourtier’sartismoreimportantthan histalent;neverspendsomuchtimeonyourstudiesthatyouneglectyoursocialskills.Andthegreatest skillofallistheabilitytomakethemasterlookmoretalentedthanthosearoundhim.

SceneIV

Jean-BaptisteIsabeyhadbecometheunofficialpainteroftheNapoleoniccourt.DuringtheCongressof Viennain1814,afterNapoleon,defeated,hadbeenimprisonedontheislandofElba,theparticipantsin thesemeetings,whichweretodecidethefateofEurope,invitedIsabeytoimmortalizethehistoricevents inanepicpainting.

WhenIsabeyarrivedinVienna,Talleyrand,themainnegotiatorfortheFrench,paidtheartistavisit. Consideringhisroleintheproceedings,thestatesmanexplained,heexpectedtooccupycenterstageinthe painting.Isabeycordiallyagreed.AfewdayslatertheDukeofWellington,themainnegotiatorforthe English,alsoapproachedIsabey,andsaidmuchthesamethingthatTalleyrandhad.Theeverpolite Isabeyagreedthatthegreatdukeshouldindeedbethecenterofattention

Backinhisstudio,Isabeyponderedthedilemma.Ifhegavethespotlighttoeitherofthetwomen,he couldcreateadiplomaticrift,stirringupallsortsofresentmentatatimewhenpeaceandconcordwere critical.Whenthepaintingwasfinallyunveiled,however,bothTalleyrandandWellingtonfelthonored andsatisfied.TheworkdepictsalargehallfilledwithdiplomatsandpoliticiansfromalloverEurope. OnonesidetheDukeofWellingtonenterstheroom,andalleyesareturnedtowardhim;heisthe“center”

topaintapictureoftheproblemstocome,withoutputtingyourneckontheline

Interpretation

Itisoftenverydifficulttosatisfythemaster,buttosatisfytwomastersinonestroketakesthegeniusofa greatcourtier Suchpredicamentsarecommoninthelifeofacourtier:Bygivingattentiontoonemaster, hedispleasesanother.YoumustfindawaytonavigatethisScyllaandCharybdissafely.Mastersmust receivetheirdue;neverinadvertentlystiruptheresentmentofoneinpleasinganother.

SceneV

GeorgeBrummell,alsoknownasBeauBrummell,madehismarkinthelate1700sbythesupreme eleganceofhisappearance,hispopularizationofshoebuckles(soonimitatedbyallthedandies),andhis cleverwaywithwords.HisLondonhousewasthefashionablespotintown,andBrummellwasthe authorityonallmattersoffashion.Ifhedislikedyourfootwear,youimmediatelygotridofitandbought whateverhewaswearing.Heperfectedtheartoftyingacravat;LordByronwassaidtospendmanya nightinfrontofthemirrortryingtofigureoutthesecretbehindBrummell’sperfectknots.

OneofBrummell’sgreatestadmirerswasthePrinceofWales,whofanciedhimselfafashionable youngman.Becomingattachedtotheprince’scourt(andprovidedwitharoyalpension),Brummellwas soonsosureofhisownauthoritytherethathetooktojokingabouttheprince’sweight,referringtohis hostasBigBen.Sincetrimnessoffigurewasanimportantqualityforadandy,thiswasawithering criticism Atdinneronce,whentheservicewasslow,Brummellsaidtotheprince,“Doring,BigBen” Theprincerang,butwhenthevaletarrivedheorderedthemantoshowBrummellthedoorandnever admithimagain.

Despitefallingintotheprince’sdisfavor,Brummellcontinuedtotreateveryonearoundhimwiththe samearrogance.WithoutthePrinceofWales’patronagetosupporthim,hesankintohorribledebt,buthe maintainedhisinsolentmanners,andeveryonesoonabandonedhim.Hediedinthemostpitiablepoverty, aloneandderanged.

Interpretation

BeauBrummell’sdevastatingwitwasoneofthequalitiesthatendearedhimtothePrinceofWales.But notevenhe,thearbiteroftasteandfashion,couldgetawaywithajokeabouttheprince’sappearance, leastofalltohisface.Neverjokeaboutaperson’splumpness,evenindirectly andparticularlywhenhe isyourmaster.Thepoorhousesofhistoryarefilledwithpeoplewhohavemadesuchjokesattheir master’sexpense.

SceneVI

PopeUrbanVIIIwantedtoberememberedforhisskillsinwritingpoetry,whichunfortunatelywere mediocreatbest.In1629DukeFrancescod‘Este,knowingthepope’sliterarypretensions,sentthepoet FulvioTestiashisambassadortotheVatican.OneofTesti’sletterstothedukerevealswhyhewas chosen:“Onceourdiscussionwasover,Ikneeledtodepart,butHisHolinessmadeasignalandwalked

ofattention

Intheverycenterofthepainting,meanwhile,sitsTalleyrand

toanotherroomwherehesleeps,andafterreachingasmalltable,hegrabbedabundleofpapersandthus, turningtomewithasmilingface,hesaid:‘WewantYourLordshiptolistentosomeofour compositions.’And,infact,hereadmetwoverylongPindaricpoems,oneinpraiseofthemostholy Virgin,andtheotheroneaboutCountessMatilde.”

WedonotknowexactlywhatTestithoughtoftheseverylongpoems,sinceitwouldhavebeen dangerousforhimtostatehisopinionfreely,eveninaletter.Buthewentontowrite,“I,followingthe mood,commentedoneachlinewiththeneededpraise,and,afterhavingkissedHisHoliness’sfootfor suchanunusualsignofbenevolence[thereadingofthepoetry],Ileft.”Weekslater,whentheduke himselfvisitedthepope,hemanagedtoreciteentireversesofthepope’spoetryandpraiseditenoughto makethepope“sojubilantheseemedtolosehismind.”Interpretation

Inmattersoftasteyoucanneverbetooobsequiouswithyourmaster.Tasteisoneoftheego’sprickliest parts;neverimpugnorquestionthemaster’staste hispoetryissublime,hisdressimpeccable,andhis mannerthemodelforall.

SceneVII

OneafternooninancientChina,Chao,rulerofHanfrom358to333BC,gotdrunkandfellasleepinthe palacegardens.Thecourtcrown-keeper,whosesoletaskwastolookaftertheruler’sheadapparel, passedthroughthegardensandsawhismastersleepingwithoutacoat.Sinceitwasgettingcold,the crown-keeperplacedhisowncoatovertheruler,andleft.

WhenChaoawokeandsawthecoatuponhim,heaskedhisattendants,“Whoputmoreclothesonmy body?”“Thecrown-keeper,”theyreplied.Therulerimmediatelycalledforhisofficialcoat-keeperand hadhimpunishedforneglectinghisduties.Healsocalledforthecrown-keeper,whomhehadbeheaded.

Interpretation

Donotoverstepyourbounds.Dowhatyouareassignedtodo,tothebestofyourabilities,andneverdo more.Tothinkthatbydoingmoreyouaredoingbetterisacommonblunder.Itisnevergoodtoseemto betryingtoohard itisasifyouwerecoveringupsomedeficiency.Fulfillingataskthathasnotbeen askedofyoujustmakespeoplesuspicious.Ifyouareacrown-keeper,beacrown-keeper.Saveyour excessenergyforwhenyouarenotinthecourt.

SceneVIII

Oneday,foramusement,theItalianRenaissancepainterFraFilippoLippi(1406-1469)andsomefriends wentsailinginasmallboatoffAncona.TheretheywerecapturedbytwoMoorishgalleys,whichhauled themoffinchainstoBarbary,wheretheyweresoldasslaves.ForeighteenlongmonthsFilippotoiled withnohopeofreturningtoItaly

OnseveraloccasionsFilipposawthemanwhohadboughthimpassby,andonedayhedecidedto sketchthisman’sportrait,usingburntcoal charcoal fromthefire.Stillinhischains,hefoundawhite wall,wherehedrewafull-lengthlikenessofhisownerinMoorishclothing.Theownersoonheardabout this,fornoonehadseensuchskillindrawingbeforeintheseparts;itseemedlikeamiracle,agiftfrom God.ThedrawingsopleasedtheownerthatheinstantlygaveFilippohisfreedomandemployedhimin

hiscourt AllthebigmenontheBarbarycoastcametoseethemagnificentcolorportraitsthatFraFilippo thenproceededtodo,andfinally,ingratitudeforthehonorinthiswaybroughtuponhim,Filippo’sowner returnedtheartistsafelytoItaly.

Interpretation

Wewhotoilforotherpeoplehaveallinsomewaybeencapturedbypiratesandsoldintoslavery.But likeFraFilippo(iftoalesserdegree),mostofuspossesssomegift,sometalent,anabilitytodo somethingbetterthanotherpeople.Makeyourmasteragiftofyourtalentsandyouwillriseaboveother courtiers.Lethimtakethecreditifnecessary,itwillonlybetemporary:Usehimasasteppingstone,a wayofdisplayingyourtalentandeventuallybuyingyourfreedomfromenslavement.

SceneIX

AlfonsoIofAragononcehadaservantwhotoldthekingthatthenightbeforehehadhadadream: Alfonsohadgivenhimagiftofweapons,horses,andclothes.Alfonso,agenerous,lordlyman,decidedit wouldbeamusingtomakethisdreamcometrue,andpromptlygavetheservantexactlythesegifts.

Alittlewhilelater,thesameservantannouncedtoAlfonsothathehadhadyetanotherdream,andin thisoneAlfonsohadgivenhimaconsiderablepileofgoldflorins.Thekingsmiledandsaid,“Don’t believeindreamsfromnowon;theylie.”

Interpretation

Inhistreatmentoftheservant’sfirstdream,Alfonsoremainedincontrol.Bymakingadreamcometrue, heclaimedagodlikepowerforhimself,ifinamildandhumorousway.Intheseconddream,however, allappearanceofmagicwasgone;thiswasnothingbutanuglycongameontheservant’spart.Neverask fortoomuch,then,andknowwhentostop Itisthemaster’sprerogativetogive togivewhenhewants andwhathewants,andtodosowithoutprompting.Donotgivehimthechancetorejectyourrequests. Bettertowinfavorsbydeservingthem,sothattheyarebestowedwithoutyourasking.

SceneX

ThegreatEnglishlandscapepainterJ.M.WTurner(1775-1851)wasknownforhisuseofcolor,which heappliedwithabrillianceandastrangeiridescence.Thecolorinhispaintingswassostriking,infact, thatotherartistsneverwantedhisworkhungnexttotheirs:Itinevitablymadeeverythingarounditseem dull.

ThepainterSirThomasLawrenceoncehadthemisfortuneofseeingTurner’smasterpieceCologne hanginginanexhibitionbetweentwoworksofhisown.Lawrencecomplainedbitterlytothegallery owner,whogavehimnosatisfaction:Afterall,someone ’ spaintingshadtohangnexttoTurner’s.But TurnerheardofLawrence’scomplaint,andbeforetheexhibitionopened,hetoneddownthebrilliant goldenskyinCologne,makingitasdullasthecolorsinLawrence’sworks.AfriendofTurner’swho sawthepaintingapproachedtheartistwithahorrifiedlook:“Whathaveyoudonetoyourpicture!”he said “Well,poorLawrencewassounhappy,”Turnerreplied,“andit’sonlylampblack It’llwashoff

Manyofacourtier’sanxietieshavetodowiththemaster,withwhommostdangerslie.Yetitisamistake toimaginethatthemasteristheonlyonetodetermineyourfate.Yourequalsandsubordinatesplay integralpartsalso.Acourtisavaststewofresentments,fears,andpowerfulenvy.Youhavetoplacate everyonewhomightsomedayharmyou,deflectingtheirresentmentandenvyanddivertingtheirhostility ontootherpeople.

Turner,eminentcourtier,knewthathisgoodfortuneandfamedependedonhisfellowpaintersaswell asonhisdealersandpatrons.Howmanyofthegreathavebeenfelledbyenviouscolleagues!Better temporarilytodullyourbrilliancethantosuffertheslingsandarrowsofenvy.

SceneXI

WinstonChurchillwasanamateurartist,andafterWorldWarIIhispaintingsbecamecollector’sitems. TheAmericanpublisherHenryLuce,infact,creatorofTimeandLifemagazines,keptoneofChurchill’s landscapeshanginginhisprivateofficeinNewYork.

OnatourthroughtheUnitedStatesonce,ChurchillvisitedLuceinhisoffice,andthetwomenlookedat thepaintingtogether Thepublisherremarked,“It’sagoodpicture,butIthinkitneedssomethinginthe foreground asheep,perhaps.”MuchtoLuce’shorror,Churchill’ssecretarycalledthepublisherthenext dayandaskedhimtohavethepaintingsenttoEngland.Lucedidso,mortifiedthathehadperhaps offendedtheformerprimeminister.Afewdayslater,however,thepaintingwasshippedback,but slightlyaltered:asinglesheepnowgrazedpeacefullyintheforeground.

Interpretation

Instatureandfame,ChurchillstoodheadandshouldersaboveLuce,butLucewascertainlyamanof power,soletusimagineaslightequalitybetweenthem.Still,whatdidChurchillhavetofearfroman Americanpublisher?Whybowtothecriticismofadilettante?

Acourt inthiscasetheentireworldofdiplomatsandinternationalstatesmen,andalsoofthe journalistswhocourtthem isaplaceofmutualdependence.Itisunwisetoinsultoroffendthetasteof peopleofpower,eveniftheyarebeloworequaltoyou.IfamanlikeChurchillcanswallowthe criticismsofamanlikeLuce,heproveshimselfacourtierwithoutpeer.(Perhapshiscorrectionofthe paintingimpliedacertaincondescensionaswell,buthediditsosubtlythatLucedidnotperceiveany slight)ImitateChurchill:Putinthesheep Itisalwaysbeneficialtoplaytheobligingcourtier,evenwhen youarenotservingamaster.

THEDELICATEGAMEOFCOURTIERSHIP:AWarning

Talleyrandwastheconsummatecourtier,especiallyinservinghismasterNapoleon.Whenthetwomen werefirstgettingtoknoweachother,Napoleononcesaidinpassing,“Ishallcometolunchatyourhouse oneofthesedays.”TalleyrandhadahouseatAuteuil,inthesuburbsofParis.“Ishouldbedelighted,mon général,”theministerreplied,“andsincemyhouseisclosetotheBoisdeBoulogne,youwillbeableto amuseyourselfwithabitofshootingintheafternoon.”

aftertheexhibition”Interpretation

“Idonotlikeshooting,”saidNapoleon,“ButIlovehunting.ArethereanyboarsintheBoisde Boulogne?”NapoleoncamefromCorsica,whereboarhuntingwasagreatsport.Byaskingiftherewere boarsinaParispark,heshowedhimselfstillaprovincial,almostarube.Talleyranddidnotlaugh, however,buthecouldnotresistapracticaljokeonthemanwhowasnowhismasterinpolitics,although notinbloodandnobility,sinceTalleyrandcamefromanoldaristocraticfamily.ToNapoleon’squestion, then,hesimplyreplied,“Veryfew,mongénéral,butIdaresayyouwillmanagetofindone”

ItwasarrangedthatNapoleonwouldarriveatTalleyrand’shousethefollowingdayatsevenA.M.and wouldspendthemorningthere.The“boarhunt”wouldtakeplaceintheafternoon.Throughoutthe morningtheexcitedgeneraltalkednothingbutboarhunting.Meanwhile,Talleyrandsecretlyhadhis servantsgotothemarket,buytwoenormousblackpigs,andtakethemtothegreatpark.

Afterlunch,thehuntersandtheirhoundssetofffortheBoisdeBoulogne.Atasecretsignalfrom Talleyrand,theservantsloosedoneofthepigs.“Iseeaboar,”Napoleoncriedjoyfully,jumpingontohis horsetogivechase.Talleyrandstayedbehind.Ittookhalfanhourofgallopingthroughtheparkbeforethe “boar”wasfinallycaptured.Atthemomentoftriumph,however,Napoleonwasapproachedbyoneofhis aides,whoknewthecreaturecouldnotpossiblybeaboar,andfearedthegeneralwouldberidiculed oncethestorygotout:“Sir,”hetoldNapoleon,“yourealizeofcoursethatthisisnotaboarbutapig.” Flyingintoarage,NapoleonimmediatelysetoffatagallopforTalleyrand’shouse Herealizedalong thewaythathewouldnowbethebuttofmanyajoke,andthatexplodingatTalleyrandwouldonlymake himmoreridiculous;itwouldbebettertomakeashowofgoodhumor.Still,hedidnothidehis displeasurewell.

Talleyranddecidedtotrytosoothethegeneral’sbruisedego.HetoldNapoleonnottogobacktoParis yet heshouldagaingohuntinginthepark.Thereweremanyrabbitsthere,andhuntingthemhadbeena favoritepastimeofLouisXVI.TalleyrandevenofferedtoletNapoleonuseasetofgunsthathadonce belongedtoLouis.Withmuchflatteryandcajolery,heonceagaingotNapoleontoagreetoahunt. Thepartyleftfortheparkinthelateafternoon.Alongtheway,NapoleontoldTalleyrand,“I’mnot LouisXVI,Isurelywon’tkillevenonerabbit.”Yetthatafternoon,strangelyenough,theparkwas teemingwithrabbits.Napoleonkilledatleastfiftyofthem,andhismoodchangedfromangerto satisfaction Attheendofhiswildshootingspree,however,thesameaideapproachedhimand whisperedinhisear,“Totellthetruth,sir,Iambeginningtobelievethesearenotwildrabbits.Isuspect thatrascalTalleyrandhasplayedanotherjokeonus.”(Theaidewasright:Talleyrandhadinfactsenthis servantsbacktothemarket,wheretheyhadpurchaseddozensofrabbitsandthenhadreleasedtheminthe BoisdeBoulogne.)

Napoleonimmediatelymountedhishorseandgallopedaway,thistimereturningstraighttoParis.He laterthreatenedTalleyrand,warnedhimnottotellasoulwhathadhappened;ifhebecamethe laughingstockofParis,therewouldbehelltopay.

IttookmonthsforNapoleontobeabletotrustTalleyrandagain,andhenevertotallyforgavehimhis humiliation.

Interpretation

Courtiersarelikemagicians:Theydeceptivelyplaywithappearances,onlylettingthosearoundthemsee whattheywantthemtosee.Withsomuchdeceptionandmanipulationafoot,itisessentialtokeeppeople fromseeingyourtricksandglimpsingyoursleightofhand.

TalleyrandwasnormallytheGrandWizardofCourtiership,andbutforNapoleon’saide,heprobably

wouldhavegottenawaycompletelywithbothpleasinghismasterandhavingajokeatthegeneral’s expense.Butcourtiershipisasubtleart,andoverlookedtrapsandinadvertentmistakescanruinyourbest tricks.Neverriskbeingcaughtinyourmaneuvers;neverletpeopleseeyourdevices.Ifthathappensyou instantlypassinpeople’sperceptionsfromacourtierofgreatmannerstoaloathsomerogue.Itisa delicategameyouplay;applytheutmostattentiontocoveringyourtracks,andneverletyourmaster unmaskyou.

RE-CREATEYOURSELF JUDGMENT

Donotaccepttherolesthatsocietyfoistsonyou.Re-createyourselfbyforginganewidentity,one thatcommandsattentionandneverborestheaudience.Bethemasterofyourownimageratherthan lettingothersdefineitforyou.Incorporatedramaticdevicesintoyourpublicgesturesandactions yourpowerwillbeenhancedandyourcharacterwillseemlargerthanlife.

OBSERVANCEOFTHELAWI

JuliusCaesarmadehisfirstsignificantmarkonRomansocietyin65B.C.,whenheassumedthepostof aedile,theofficialinchargeofgraindistributionandpublicgames.Hebeganhisentranceintothepublic eyebyorganizingaseriesofcarefullycraftedandwell-timedspectacles wild-beasthunts,extravagant gladiatorshows,theatricalcontests Onseveraloccasions,hepaidforthesespectaclesoutofhisown pocket.Tothecommonman,JuliusCaesarbecameindeliblyassociatedwiththesemuch-lovedevents.As heslowlyrosetoattainthepositionofconsul,hispopularityamongthemassesservedasthefoundation ofhispower.Hehadcreatedanimageofhimselfasagreatpublicshowman. Themanwhointendstomakehisfortuneinthisancientcapitaloftheworld[Rome] mustbea chameleonsusceptibleofreflectingthecolorsoftheatmospherethatsurroundshim aProteusaptto assumeeveryform,everyshape.Hemustbesupple,flexible,insinuating,close,inscrutable,often base,sometimessincere,sometimesperfidious,alwaysconcealingapartofhisknowledge,indulging inbutonetoneofvoice,patient,aperfectmasterofhisowncountenance,ascoldasicewhenany othermanwouldbeallfire;andifunfortunatelyheisnotreligiousatheart averycommon occurrenceforasoulpossessingtheaboverequisites-hemusthavereligioninhismind,thatistosay, onhisface,onhislips,inhismanners;hemustsufferquietly,ifhebeanhonestman,thenecessityof knowinghimselfanarranthypocrite.ThemanwhosesoulwouldloathesuchalifeshouldleaveRome andseekhisfortuneelsewhere IdonotknowwhetherIampraisingorexcusingmyself,butofall thosequalitiesIpossessedbutone namely,flexibility.

MEMOIRS,GIOVANNICASANOVA,1725-1798

In49B.C.,Romewasonthebrinkofacivilwarbetweenrivalleaders,CaesarandPompey.Atthe heightofthetension,Caesar,anaddictofthestage,attendedatheatricalperformance,andafterward,lost inthought,hewanderedinthedarknessbacktohiscampattheRubicon,theriverthatdividesItalyfrom Gaul,wherehehadbeencampaigning.TomarchhisarmybackintoItalyacrosstheRubiconwouldmean thebeginningofawarwithPompey.

BeforehisstaffCaesararguedbothsides,formingtheoptionslikeanactoronstage,aprecursorof Hamlet.Finally,toputhissoliloquytoanend,hepointedtoaseeminglyinnocentapparitionattheedge

LAW25

oftheriver averytallsoldierblastingacallonatrumpet,thengoingacrossabridgeovertheRubicon andpronounced,“LetusacceptthisasasignfromtheGodsandfollowwheretheybeckon,in vengeanceonourdouble-dealingenemies.Thedieiscast.”Allofthishespokeportentouslyand dramatically,gesturingtowardtheriverandlookinghisgeneralsintheeye.Heknewthatthesegenerals wereuncertainintheirsupport,buthisoratoryoverwhelmedthemwithasenseofthedramaofthe moment,andoftheneedtoseizethetime.Amoreprosaicspeechwouldneverhavehadthesameeffect. Thegeneralsralliedtohiscause;CaesarandhisarmycrossedtheRubiconandbythefollowingyearhad vanquishedPompey,makingCaesardictatorofRome.

Inwarfare,Caesaralwaysplayedtheleadingmanwithgusto.Hewasasskilledahorsemanasanyof hissoldiers,andtookprideinoutdoingtheminfeatsofbraveryandendurance.Heenteredbattleastride thestrongestmount,sothathissoldierswouldseehiminthethickofbattle,urgingthemon,always positioninghimselfinthecenter,agodlikesymbolofpowerandamodelforthemtofollow Ofallthe armiesinRome,Caesar’swasthemostdevotedandloyal.Hissoldiers,likethecommonpeoplewhohad attendedhisentertainments,hadcometoidentifywithhimandwithhiscause.

AfterthedefeatofPompey,theentertainmentsgrewinscale.Nothinglikethemhadeverbeenseenin Rome.Thechariotracesbecamemorespectacular,thegladiatorfightsmoredramatic,asCaesarstaged fightstothedeathamongtheRomannobility.Heorganizedenormousmocknavalbattlesonanartificial lake.PlayswereperformedineveryRomanward.Agiantnewtheaterwasbuiltthatslopeddramatically downtheTarpeianRock.Crowdsfromallovertheempireflockedtotheseevents,theroadstoRome linedwithvisitors’tents.Andin45B.C.,timinghisentryintothecityformaximumeffectandsurprise, CaesarbroughtCleopatrabacktoRomeafterhisEgyptiancampaign,andstagedevenmoreextravagant publicspectacles.

Theseeventsweremorethandevicestodivertthemasses;theydramaticallyenhancedthepublic’s senseofCaesar’scharacter,andmadehimseemlargerthanlife.Caesarwasthemasterofhispublic image,ofwhichhewasforeveraware.Whenheappearedbeforecrowdsheworethemostspectacular purplerobes.Hewouldbeupstagedbynoone.Hewasnotoriouslyvainabouthisappearance itwas saidthatonereasonheenjoyedbeinghonoredbytheSenateandpeoplewasthatontheseoccasionshe couldwearalaurelwreath,hidinghisbaldness.Caesarwasamasterfulorator.Heknewhowtosayalot bysayingalittle,intuitedthemomenttoendaspeechformaximumeffect.Heneverfailedtoincorporate asurpriseintohispublicappearances astartlingannouncementthatwouldheightentheirdrama. ImmenselypopularamongtheRomanpeople,Caesarwashatedandfearedbyhisrivals.Ontheidesof March March15 intheyear44B.C.,agroupofconspiratorsledbyBrutusandCassiussurrounded himinthesenateandstabbedhimtodeath.Evendying,however,hekepthissenseofdrama.Drawingthe topofhisgownoverhisface,heletgoofthecloth’slowerpartsothatitdrapedhislegs,allowinghimto diecoveredanddecent.AccordingtotheRomanhistorianSuetonius,hisfinalwordstohisoldfriend Brutus,whowasabouttodeliverasecondblow,wereinGreek,andasifrehearsedfortheendofaplay: “Youtoo,mychild?”

Interpretation

TheRomantheaterwasaneventforthemasses,attendedbycrowdsunimaginabletoday.Packedinto enormousauditoriums,theaudiencewouldbeamusedbyraucouscomedyormovedbyhightragedy. Theaterseemedtocontaintheessenceoflife,initsconcentrated,dramaticform.Likeareligiousritual,it hadapowerful,instantappealtothecommonman.

JuliusCaesarwasperhapsthefirstpublicfiguretounderstandthevitallinkbetweenpowerand theater.Thiswasbecauseofhisownobsessiveinterestindrama.Hesublimatedthisinterestbymaking himselfanactoranddirectorontheworldstage.Hesaidhislinesasiftheyhadbeenscripted;he gesturedandmovedthroughacrowdwithaconstantsenseofhowheappearedtohisaudience.He incorporatedsurpriseintohisrepertoire,buildingdramaintohisspeeches,stagingintohispublic appearances Hisgestureswerebroadenoughforthecommonmantograsptheminstantly Hebecame immenselypopular.

Caesarsettheidealforallleadersandpeopleofpower.Likehim,youmustlearntoenlargeyour actionsthroughdramatictechniquessuchassurprise,suspense,thecreationofsympathy,andsymbolic identification.Alsolikehim,youmustbeconstantlyawareofyouraudience ofwhatwillpleasethem andwhatwillborethem.Youmustarrangetoplaceyourselfatthecenter,tocommandattention,and nevertobeupstagedatanycost.

OBSERVANCEOFTHELAWII

Intheyear1831,ayoungwomannamedAuroreDupinDudevantleftherhusbandandfamilyinthe provincesandmovedtoParis Shewantedtobeawriter;marriage,shefelt,wasworsethanprison,forit leftherneitherthetimenorthefreedomtopursueherpassion.InParisshewouldestablishher independenceandmakeherlivingbywriting.

SoonafterDudevantarrivedinthecapital,however,shehadtoconfrontcertainharshrealities.To haveanydegreeoffreedominParisyouhadtohavemoney.Forawoman,moneycouldonlycome throughmarriageorprostitution.Nowomanhadevercomeclosetomakingalivingbywriting.Women wroteasahobby,supportedbytheirhusbands,orbyaninheritance.InfactwhenDudevantfirstshowed herwritingtoaneditor,hetoldher,“Youshouldmakebabies,Madame,notliterature.”

ClearlyDudevanthadcometoParistoattempttheimpossible.Intheend,though,shecameupwitha strategytodowhatnowomanhadeverdone astrategytore-createherselfcompletely,forgingapublic imageofherownmaking.Womenwritersbeforeherhadbeenforcedintoaready-maderole,thatofthe second-rateartistwhowrotemostlyforotherwomen Dudevantdecidedthatifshehadtoplayarole,she wouldturnthegamearound:Shewouldplaythepartofaman.

In1832apublisheracceptedDudevant’sfirstmajornovel,Indiana.Shehadchosentopublishitunder apseudonym,“GeorgeSand,”andallofParisassumedthisimpressivenewwriterwasmale.Dudevant hadsometimeswornmen’sclothesbeforecreating“GeorgeSand”(shehadalwaysfoundmen’sshirts andridingbreechesmorecomfortable);now,asapublicfigure,sheexaggeratedtheimage.Sheadded longmen’scoats,grayhats,heavyboots,anddandyishcravatstoherwardrobe.Shesmokedcigarsandin conversationexpressedherselflikeaman,unafraidtodominatetheconversationortouseasaucyword. Thisstrange“male/female”writerfascinatedthepublic.Andunlikeotherwomenwriters,Sandfound herselfacceptedintothecliqueofmaleartists.Shedrankandsmokedwiththem,evencarriedonaffairs withthemostfamousartistsofEurope Musset,Liszt,Chopin.Itwasshewhodidthewooing,andalso theabandoning shemovedonatherdiscretion

ThosewhoknewSandwellunderstoodthathermalepersonaprotectedherfromthepublic’sprying eyes.Outintheworld,sheenjoyedplayingtheparttotheextreme;inprivatesheremainedherself.She alsorealizedthatthecharacterof“GeorgeSand”couldgrowstaleorpredictable,andtoavoidthisshe wouldeverynowandthendramaticallyalterthecharactershehadcreated;insteadofconductingaffairs

withfamousmen,shewouldbeginmeddlinginpolitics,leadingdemonstrations,inspiringstudent rebellions.Noonewoulddictatetoherthelimitsofthecharactershehadcreated.Longaftershedied, andaftermostpeoplehadstoppedreadinghernovels,thelarger-than-lifetheatricalityofthatcharacter hascontinuedtofascinateandinspire.

Interpretation

ThroughoutSand’spubliclife,acquaintancesandotherartistswhospenttimeinhercompanyhadthe feelingtheywereinthepresenceofaman.Butinherjournalsandtoherclosestfriends,suchasGustave Flaubert,sheconfessedthatshehadnodesiretobeaman,butwasplayingapartforpublicconsumption. Whatshereallywantedwasthepowertodetermineherowncharacter.Sherefusedthelimitshersociety wouldhavesetonher.Shedidnotattainherpower,however,bybeingherself;insteadshecreateda personathatshecouldconstantlyadapttoherowndesires,apersonathatattractedattentionandgaveher presence.

Understandthis:Theworldwantstoassignyouaroleinlife.Andonceyouacceptthatroleyouare doomed Yourpowerislimitedtothetinyamountallottedtotheroleyouhaveselectedorhavebeen forcedtoassume.Anactor,ontheotherhand,playsmanyroles.Enjoythatproteanpower,andifitis beyondyou,atleastforgeanewidentity,oneofyourownmaking,onethathashadnoboundaries assignedtoitbyanenviousandresentfulworld.ThisactofdefianceisPromethean:Itmakesyou responsibleforyourowncreation.

Yournewidentitywillprotectyoufromtheworldpreciselybecauseitisnot“you”;itisacostumeyou putonandtakeoff.Youneednottakeitpersonally.Andyournewidentitysetsyouapart,givesyou theatricalpresence.Thoseinthebackrowscanseeyouandhearyou.Thoseinthefrontrowsmarvelat youraudacity.

Donotpeopletalkinsocietyofamanbeingagreatactor?Theydonotmeanby thatthathefeels,butthatheexcelsinsimulating,thoughhefeelsnothing. DenisDiderot,1713-1784

KEYSTOPOWER

Thecharacteryouseemtohavebeenbornwithisnotnecessarilywhoyouare;beyondthecharacteristics youhaveinherited,yourparents,yourfriends,andyourpeershavehelpedtoshapeyourpersonality.The Prometheantaskofthepowerfulistotakecontroloftheprocess,tostopallowingothersthatabilityto limitandmoldthem Remakeyourselfintoacharacterofpower Workingonyourselflikeclayshouldbe oneofyourgreatestandmostpleasurablelifetasks.Itmakesyouinessenceanartist anartistcreating yourself.

Infact,theideaofself-creationcomesfromtheworldofart.Forthousandsofyears,onlykingsandthe highestcourtiershadthefreedomtoshapetheirpublicimageanddeterminetheirownidentity.Similarly, onlykingsandthewealthiestlordscouldcontemplatetheirownimageinart,andconsciouslyalterit.The restofmankindplayedthelimitedrolethatsocietydemandedofthem,andhadlittleself-consciousness.

AshiftinthisconditioncanbedetectedinVelázquez’spaintingLasMeninas,madein1656.Theartist appearsattheleftofthecanvas,standingbeforeapaintingthatheisintheprocessofcreating,butthat

hasitsbacktous wecannotseeit Besidehimstandsaprincess,herattendants,andoneofthecourt dwarves,allwatchinghimwork.Thepeopleposingforthepaintingarenotdirectlyvisible,butwecan seethemintinyreflectionsinamirroronthebackwall thekingandqueenofSpain,whomustbesitting somewhereintheforeground,outsidethepicture.

Thepaintingrepresentsadramaticchangeinthedynamicsofpowerandtheabilitytodetermineone’s ownpositioninsociety.ForVelázquez,theartist,isfarmoreprominentlypositionedthanthekingand queen.Inasenseheismorepowerfulthantheyare,sinceheisclearlytheonecontrollingtheimage theirimage.Velázqueznolongersawhimselfastheslavish,dependentartist.Hehadremadehimselfinto amanofpower.Andindeedthefirstpeopleotherthanaristocratstoplayopenlywiththeirimagein Westernsocietywereartistsandwriters,andlaterondandiesandbohemians.Todaytheconceptofselfcreationhasslowlyfiltereddowntotherestofsociety,andhasbecomeanidealtoaspireto.Like Velazquez,youmustdemandforyourselfthepowertodetermineyourpositioninthepainting,andto createyourownimage.

Thefirststepintheprocessofself-creationisself-consciousness beingawareofyourselfasanactor andtakingcontrolofyourappearanceandemotions.AsDiderotsaid,thebadactoristheonewhois alwayssincere.Peoplewhoweartheirheartsontheirsleevesoutinsocietyaretiresomeand embarrassing.Theirsinceritynotwithstanding,itishardtotakethemseriously.Thosewhocryinpublic maytemporarilyelicitsympathy,butsympathysoonturnstoscornandirritationattheirself obsessiveness theyarecryingtogetattention,wefeel,andamaliciouspartofuswantstodenythemthe satisfaction.

Goodactorscontrolthemselvesbetter.Theycanplaysincereandheartfelt,canaffectatearanda compassionatelookatwill,buttheydon’thavetofeelit.Theyexternalizeemotioninaformthatothers canunderstand Methodactingisfatalintherealworld Norulerorleadercouldpossiblyplaythepartif alloftheemotionsheshowedhadtobereal.Solearnself-control.Adopttheplasticityoftheactor,who canmoldhisorherfacetotheemotionrequired.

Thesecondstepintheprocessofself-creationisavariationontheGeorgeSandstrategy:thecreation ofamemorablecharacter,onethatcompelsattention,thatstandsoutabovetheotherplayersonthestage. ThiswasthegameAbrahamLincolnplayed.Thehomespun,commoncountryman,heknew,wasakindof presidentthatAmericahadneverhadbutwoulddelightinelecting.Althoughmanyofthesequalitiescame naturallytohim,heplayedthemup thehatandclothes,thebeard.(Nopresidentbeforehimhadworna beard.)Lincolnwasalsothefirstpresidenttousephotographstospreadhisimage,helpingtocreatethe iconofthe“homespunpresident.”

Gooddrama,however,needsmorethananinterestingappearance,orasinglestand-outmoment. Dramatakesplaceovertime itisanunfoldingevent Rhythmandtimingarecritical Oneofthemost importantelementsintherhythmofdramaissuspense.Houdiniforinstance,couldsometimescomplete hisescapeactsinseconds buthedrewthemouttominutes,tomaketheaudiencesweat.

Thekeytokeepingtheaudienceontheedgeoftheirseatsislettingeventsunfoldslowly,thenspeeding themupattherightmoment,accordingtoapatternandtempothatyoucontrol.Greatrulersfrom NapoleontoMaoTse-tunghaveusedtheatricaltimingtosurpriseanddiverttheirpublic.FranklinDelano Rooseveltunderstoodtheimportanceofstagingpoliticaleventsinaparticularorderandrhythm.

Atthetimeofhis1932presidentialelection,theUnitedStateswasinthemidstofadireeconomic crisis.Bankswerefailingatanalarmingrate.Shortlyafterwinningtheelection,Rooseveltwentintoa kindofretreat.Hesaidnothingabouthisplansorhiscabinetappointments.Heevenrefusedtomeetthe sittingpresident,HerbertHoover,todiscussthetransition.BythetimeofRoosevelt’sinaugurationthe countrywasinastateofhighanxiety

Inhisinauguraladdress,Rooseveltshiftedgears.Hemadeapowerfulspeech,makingitclearthathe intendedtoleadthecountryinacompletelynewdirection,sweepingawaythetimidgesturesofhis predecessors.Fromthenonthepaceofhisspeechesandpublicdecisions cabinetappointments,bold legislation unfoldedatanincrediblyrapidrate.Theperiodaftertheinaugurationbecameknownasthe “HundredDays,”anditssuccessinalteringthecountry’smoodpartlystemmedfromRoosevelt’sclever pacinganduseofdramaticcontrast Heheldhisaudienceinsuspense,thenhitthemwithaseriesofbold gesturesthatseemedallthemoremomentousbecausetheycamefromnowhere.Youmustlearnto orchestrateeventsinasimilarmanner,neverrevealingallyourcardsatonce,butunfoldingtheminaway thatheightenstheirdramaticeffect.

Besidescoveringamultitudeofsins,gooddramacanalsoconfuseanddeceiveyourenemy.During WorldWarII,theGermanplaywrightBertoltBrechtworkedinHollywoodasascreenwriter.Afterthe warhewascalledbeforetheHouseCommitteeonUn-AmericanActivitiesforhissupposedCommunist sympathies.Otherwriterswhohadbeencalledtotestifyplannedtohumiliatethecommitteemembers withanangryemotionalstand.Brechtwaswiser:Hewouldplaythecommitteelikeaviolin,charming themwhilefoolingthemaswell.Hecarefullyrehearsedhisresponses,andbroughtalongsomeprops, notablyacigaronwhichhepuffedaway,knowingtheheadofthecommitteelikedcigars.Andindeedhe proceededtobeguilethecommitteewithwell-craftedresponsesthatwereambiguous,funny,anddoubleedged.Insteadofanangry,heartfelttirade,herancirclesaroundthemwithastagedproduction,andthey lethimoffscot-free.

Otherdramaticeffectsforyourrepertoireincludethebeaugeste,anactionataclimacticmomentthat symbolizesyourtriumphoryourboldness.Caesar’sdramaticcrossingoftheRubiconwasabeau geste amovethatdazzledthesoldiersandgavehimheroicproportions.Youmustalsoappreciatethe importanceofstageentrancesandexits.WhenCleopatrafirstmetCaesarinEgypt,shearrivedrolledup inacarpet,whichshearrangedtohaveunfurledathisfeet.GeorgeWashingtontwiceleftpowerwith flourishandfanfare(firstasageneral,thenasapresidentwhorefusedtositforathirdterm),showinghe knewhowtomakethemomentcount,dramaticallyandsymbolically.Yourownentrancesandexits shouldbecraftedandplannedascarefully.

Rememberthatoveractingcanbecounterproductive itisanotherwayofspendingtoomucheffort tryingtoattractattention.TheactorRichardBurtondiscoveredearlyinhiscareerthatbystandingtotally stillonstage,hedrewattentiontohimselfandawayfromtheotheractors.Itislesswhatyoudothat matters,clearly,thanhowyoudoit yourgracefulnessandimposingstillnessonthesocialstagecount formorethanoverdoingyourpartandmovingaroundtoomuch.

Finally:Learntoplaymanyroles,tobewhateverthemomentrequires.Adaptyourmasktothesituation beproteaninthefacesyouwear.Bismarckplayedthisgametoperfection:Toaliberalhewasa liberal,toahawkhewasahawk.Hecouldnotbegrasped,andwhatcannotbegraspedcannotbe consumed.

Image:

TheGreekSea-GodProteus. Hispowercamefromhisabilityto changeshapeatwill,tobewhateverthe momentrequired.WhenMenelaus,brother ofAgamemnon,triedtoseizehim,Proteus transformedhimselfintoalion,thenaserpent,a panther,aboar,runningwater,andfinallyaleafytree.

Authority:Knowhowtobeallthingstoallmen.AdiscreetProteus ascholaramongscholars,asaint amongsaints.Thatistheartofwinningovereveryone,forlikeattractslike.Takenoteoftemperaments andadaptyourselftothatofeachpersonyoumeet followtheleadoftheseriousandjovialinturn, changingyourmooddiscreetly.(BaltasarGracián,1601-1658)

REVERSAL

Therecanreallybenoreversaltothiscriticallaw:Badtheaterisbadtheater.Evenappearingnatural requiresart inotherwords,acting.Badactingonlycreatesembarrassment.Ofcourseyoushouldnotbe toodramatic avoidthehistrionicgesture.Butthatissimplybadtheateranyway,sinceitviolates centuries-olddramaticlawsagainstoveracting.Inessencethereisnoreversaltothislaw.

KEEPYOURHANDSCLEAN

JUDGMENT

Youmustseemaparagonofcivilityandefficiency:Yourhandsareneversoiledbymistakesandnasty deeds.Maintainsuchaspotlessappearancebyusingothersasscapegoatsandcat’s-pawstodisguise yourinvolvement.

LAW26

TAKETHEBLAME

Ourgoodnameandreputationdependmoreonwhatweconcealthanonwhatwereveal.Everyone makesmistakes,butthosewhoaretrulyclevermanagetohidethem,andtomakesuresomeoneelseis blamed Aconvenientscapegoatshouldalwaysbekeptaroundforsuchmoments (III1.\I,il.II,1”/(F

AgreatcalamitybefellthetownofChelmoneday.Thetowncobblermurderedoneofhiscustomers. Sohewasbroughtbeforethejudge,whosentencedhimtodiebyhanging.Whentheverdictwasreada townsmanaroseandcriedout,“IfyourHonorpleases youhavesentencedtodeaththetowncobbler! He’stheonlyonewe’vegot.lfyouhanghimwhowillmendourshoes?”“Who?Who?”criedallthe peopleofChelmwithonevoice

Thejudgenoddedinagreementandreconsideredhisverdict.“GoodpeopleofChelm,”hesaid,“what yousayistrue.Sincewehaveonlyonecobbleritwouldheagreatwrongagainstthecommunitytolet himdie.Astherearetworoofersinthetownletoneofthembehangedinstead.”

ATREASURYOFJEWISHFOLKLORE,NATHANAUSUBEL,ED 1948 OBSERVANCEOFTHELAWI

NeartheendofthesecondcenturyA.D.,asChina’smightyHanEmpireslowlycollapsed,thegreat generalandimperialministerTs‘aoTs’aoemergedasthemostpowerfulmaninthecountry.Seekingto extendhispowerbaseandtoridhimselfofthelastofhisrivals,Ts‘aoTs’aobeganacampaigntotake controlofthestrategicallyvitalCentralPlain.Duringthesiegeofakeycity,heslightlymiscalculatedthe timingforsuppliesofgraintoarrivefromthecapital.Ashewaitedfortheshipmenttocomein,thearmy ranlowonfood,andTs‘aoTs’aowasforcedtoorderthechiefofcommissariattoreduceitsrations. Ts‘aoTs’aokeptatightreinonthearmy,andrananetworkofinformers.Hisspiessoonreportedthat themenwerecomplaining,grumblingthathewaslivingwellwhiletheythemselveshadbarelyenoughto eat.PerhapsTs‘aoTs’aowaskeepingthefoodforhimself,theymurmured.Ifthegrumblingspread,Ts‘ao Ts’aocouldhaveamutinyonhishands.Hesummonedthechiefofcommissariattohistent.

“Iwanttoaskyoutolendmesomething,andyoumustnotrefuse,”Ts‘aoTs’aotoldthechief.“Whatis it?”thechiefreplied.“Iwanttheloanofyourheadtoshowtothetroops,”saidTs‘aoTs’ao.“ButI’ve donenothingwrong!”criedthechief.“Iknow,”saidTs‘aoTs’aowithasigh,“butifIdonotputyouto death,therewillbeamutiny.Donotgrieve afteryou’regone,I’lllookafteryourfamily.”Putthisway, therequestleftthechiefnochoice,soheresignedhimselftohisfateandwasbeheadedthatveryday. Seeinghisheadonpublicdisplay,thesoldiersstoppedgrumbling.SomesawthroughTs‘aoTs’ao’s gesture,butkeptquiet,stunnedandintimidatedbyhisviolence.Andmostacceptedhisversionofwho wastoblame,preferringtobelieveinhiswisdomandfairnessthaninhisincompetenceandcruelty.

PARTI:CONCEALYOURMISTAKES—HAVEASCAPEGOATAROUNDTO

Interpretation

Ts‘aoTs’aocametopowerinanextremelytumultuoustime.Inthestruggleforsupremacyinthe crumblingHanEmpire,enemieshademergedfromallsides.ThebattlefortheCentralPlainhadproven moredifficultthanheimagined,andmoneyandprovisionswereaconstantconcern.Nowonderthat undersuchstress,hehadforgottentoordersuppliesintime.

Onceitbecameclearthatthedelaywasacriticalmistake,andthatthearmywasseethingwithmutiny, Ts‘aoTs’aohadtwooptions:apologyandexcuses,orascapegoat Understandingtheworkingsofpower andtheimportanceofappearancesashedid,Ts‘aoTs’aodidnothesitateforamoment:Heshopped aroundforthemostconvenientheadandhaditservedupimmediately.

Occasionalmistakesareinevitable theworldisjusttoounpredictable.Peopleofpower,however, areundonenotbythemistakestheymake,butbythewaytheydealwiththem.Likesurgeons,theymustcut awaythetumorwithspeedandfinality.Excusesandapologiesaremuchtooblunttoolsforthisdelicate operation;thepowerfulavoidthem.Byapologizingyouopenupallsortsofdoubtsaboutyour competence,yourintentions,anyothermistakesyoumaynothaveconfessed.Excusessatisfynooneand apologiesmakeeveryoneuncomfortable.Themistakedoesnotvanishwithanapology;itdeepensand festers.Bettertocutitoffinstantly,distractattentionfromyourself,andfocusattentiononaconvenient scapegoatbeforepeoplehavetimetoponderyourresponsibilityoryourpossibleincompetence.

Iwouldratherbetraythewholeworldthanlettheworldbetrayme. GeneralTs‘aoTs’ao,c.A.D.155-220

OBSERVANCEOFTHELAWII

ForseveralyearsCesareBorgiacampaignedtogaincontroloflargepartsofItalyinthenameofhis father,PopeAlexander.Intheyear1500hemanagedtotakeRomagna,innorthernItaly.Theregionhad foryearsbeenruledbyaseriesofgreedymasterswhohadplundereditswealthforthemselves Without policeoranydiscipliningforce,ithaddescendedintolawlessness,wholeareasbeingruledbyrobbers andfeudingfamilies.Toestablishorder,Cesareappointedalieutenantgeneraloftheregion Remirrode Orco,“acruelandvigorousman,”accordingtoNiccolõMachiavelli.CesaregavedeOrcoabsolute powers.

Withenergyandviolence,deOrcoestablishedasevere,brutaljusticeinRomagna,andsoonriditof almostallofitslawlesselements.Butinhiszealhesometimeswenttoofar,andafteracoupleofyears thelocalpopulationresentedandevenhatedhim.InDecemberof1502,Cesaretookdecisiveaction.He firstletitbeknownthathehadnotapprovedofdeOrco’scruelandviolentdeeds,whichstemmedfrom thelieutenant’sbrutalnature.Then,onDecember22,heimprisoneddeOrcointhetownofCesena,and thedayafterChristmasthetownspeopleawoketofindastrangespectacleinthemiddleofthepiazza:de Orco’sheadlessbody,dressedinalavishsuitwithapurplecape,theheadimpaledbesideitonapike, thebloodyknifeandexecutioner’sblocklaidoutbesidethehead.AsMachiavelliconcludedhis commentsontheaffair,“Theferocityofthissceneleftthepeopleatoncestunnedandsatisfied.”

Interpretation

CesareBorgiawasamasterplayerinthegameofpower.Alwaysplanningseveralmovesahead,heset hisopponentsthecleveresttraps.ForthisMachiavellihonoredhimaboveallothersinThePrince.

CesareforesawthefuturewithamazingclarityinRomagna:Onlybrutaljusticewouldbringorderto theregion.Theprocesswouldtakeseveralyears,andatfirstthepeoplewouldwelcomeit.Butitwould soonmakemanyenemies,andthecitizenswouldcometoresenttheimpositionofsuchunforgiving justice,especiallybyoutsiders.Cesarehimself,then,couldnotbeseenastheagentofthisjustice the people’shatredwouldcausetoomanyproblemsinthefuture.Andsohechosetheonemanwhocoulddo thedirtywork,knowinginadvancethatoncethetaskwasdonehewouldhavetodisplaydeOrco’shead onapike.Thescapegoatinthiscasehadbeenplannedfromthebeginning.

WithTs‘aoTs’ao,thescapegoatwasanentirelyinnocentman;intheRomagna,hewastheoffensive weaponinCesare’sarsenalthatlethimgetthedirtyworkdonewithoutbloodyinghisownhands.With thissecondkindofscapegoatitiswisetoseparateyourselffromthehatchetmanatsomepoint,either leavinghimdanglinginthewindor,likeCesare,evenmakingyourselftheonetobringhimtojustice.Not onlyareyoufreeofinvolvementintheproblem,youcanappearastheonewhocleaneditup.

TheAtheniansregularlymaintainedanumberofdegradedanduseless beingsatthepublicexpense;andwhenanycalamity,suchasplague, drought,orfamine,befellthecity...[thesescapegoats] wereledabout... andthensacrificed,apparentlybybeingstonedoutsidethecity. TheGoldenBough,SirJamesGeorgeFrazer,1854-1941

KEYSTOPOWER

Theuseofscapegoatsisasoldascivilizationitself,andexamplesofitcanbefoundinculturesaround theworld.Themainideabehindthesesacrificesistheshiftingofguiltandsintoanoutsidefigure object,animal,orman whichisthenbanishedordestroyed.TheHebrewsusedtotakealivegoat (hencetheterm“scapegoat”)uponwhoseheadthepriestwouldlaybothhandswhileconfessingthesins oftheChildrenofIsrael.Havingthushadthosesinstransferredtoit,thebeastwouldbeledawayand abandonedinthewilderness.WiththeAtheniansandtheAztecs,thescapegoatwashuman,oftenaperson fedandraisedforthepurpose.Sincefamineandplaguewerethoughttobevisitedonhumansbythegods, inpunishmentforwrongdoing,thepeoplesufferednotonlyfromthefamineandplaguethemselvesbut fromblameandguilt.Theyfreedthemselvesofguiltbytransferringittoaninnocentperson,whosedeath wasintendedtosatisfythedivinepowersandbanishtheevilfromtheirmidst.

Itisanextremelyhumanresponsetonotlookinwardafteramistakeorcrime,butrathertolook outwardandtoaffixblameandguiltonaconvenientobject.WhentheplaguewasravagingThebes, Oedipuslookedeverywhereforitscause,everywhereexceptinsidehimselfandhisownsinofincest, whichhadsooffendedthegodsandoccasionedtheplague.Thisprofoundneedtoexteriorizeone’sguilt, toprojectitonanotherpersonorobject,hasanimmensepower,whichthecleverknowhowtoharness Sacrificeisaritual,perhapsthemostancientritualofall;ritualtooisawell-springofpower.Inthe killingofdeOrco,noteCesare’ssymbolicandritualisticdisplayofhisbody.Byframingitinthis dramaticwayhefocusedguiltoutward.ThecitizensofRomagnarespondedinstantly.Becauseitcomes sonaturallytoustolookoutwardratherthaninward,wereadilyacceptthescapegoat’sguilt.

Thebloodysacrificeofthescapegoatseemsabarbaricrelicofthepast,butthepracticelivesontothis day,ifindirectlyandsymbolically;sincepowerdependsonappearances,andthoseinpowermustseem nevertomakemistakes,theuseofscapegoatsisaspopularasever.Whatmodemleaderwilltake

responsibilityforhisblunders?Hesearchesoutotherstoblame,ascapegoattosacrifice WhenMaoTsetung’sCulturalRevolutionfailedmiserably,hemadenoapologiesorexcusestotheChinesepeople; instead,likeTs‘aoTs’aobeforehim,heofferedupscapegoats,includinghisownpersonalsecretaryand high-rankingmemberoftheParty,Ch’enPo-ta.

FranklinD.Roosevelthadareputationforhonestyandfairness.Throughouthiscareer,however,he facedmanysituationsinwhichbeingtheniceguywouldhavespelledpoliticaldisaster yethecouldnot beseenastheagentofanyfoulplay.Fortwentyyears,then,hissecretary,LouisHowe,playedtherolede Orcohad.Hehandledthebackroomdeals,themanipulationofthepress,theunderhandedcampaign maneuvers.Andwheneveramistakewascommitted,oradirtytrickcontradictingRoosevelt’scarefully craftedimagebecamepublic,Howeservedasthescapegoat,andnevercomplained.

Besidesconvenientlyshiftingblame,ascapegoatcanserveasawarningtoothers.In1631aplotwas hatchedtooustFrance’sCardinalRichelieufrompower,aplotthatbecameknownas“TheDayofthe Dupes.”Italmostsucceeded,sinceitinvolvedtheupperechelonsofgovernment,includingthequeen mother.Butthroughluckandhisownconnivances,Richelieusurvived.

OneofthekeyconspiratorswasamannamedMarillac,thekeeperoftheseals.Richelieucouldnot imprisonhimwithoutimplicatingthequeenmother,anextremelydangeroustactic,sohetargeted Marillac’sbrother,amarshalinthearmy.Thismanhadnoinvolvementintheplot.Richelieu,however, afraidthatotherconspiraciesmightbeintheair,especiallyinthearmy,decidedtosetanexample.He triedthebrotherontrumped-upchargesandhadhimexecuted.Inthiswayheindirectlypunishedthereal perpetrator,whohadthoughthimselfprotected,andwarnedanyfutureconspiratorsthathewouldnot shrinkfromsacrificingtheinnocenttoprotecthisownpower.

Infactitisoftenwisetochoosethemostinnocentvictimpossibleasasacrificialgoat.Suchpeople willnotbepowerfulenoughtofightyou,andtheirnaiveprotestsmaybeseenasprotestingtoomuch maybeseen,inotherwords,asasignoftheirguilt.Becareful,however,nottocreateamartyr.Itis importantthatyouremainthevictim,thepoorleaderbetrayedbytheincompetenceofthosearoundyou.If thescapegoatappearstooweakandhispunishmenttoocruel,youmayendupthevictimofyourown device.Sometimesyoushouldfindamorepowerfulscapegoat onewhowillelicitlesssympathyinthe longrun.

Inthisvein,historyhastimeandagainshownthevalueofusingacloseassociateasascapegoat.This isknownasthe“fallofthefavorite.”Mostkingshadapersonalfavoriteatcourt,amanwhomthey singledout,sometimesfornoapparentreason,andlavishedwithfavorsandattention.Butthiscourt favoritecouldserveasaconvenientscapegoatincaseofathreattotheking’sreputation.Thepublic wouldreadilybelieveinthescapegoat’sguilt whywouldthekingsacrificehisfavoriteunlesshewere guilty?Andtheothercourtiers,resentfulofthefavoriteanyway,wouldrejoiceathisdownfall Theking, meanwhile,wouldridhimselfofamanwhobythattimehadprobablylearnedtoomuchabouthim, perhapsbecomingarrogantandevendisdainfulofhim.Choosingacloseassociateasascapegoathasthe samevalueasthe“fallofthefavorite.”Youmayloseafriendoraide,butinthelong-termschemeof things,itismoreimportanttohideyourmistakesthantoholdontosomeonewhoonedaywillprobably turnagainstyou.Besides,youcanalwaysfindanewfavoritetotakehisplace.

Image:TheInnocentGoat.On theDayofAtonement,thehigh priestbringsthegoatintothe temple,placeshishandsonits head,andconfessesthepeo ple’ssins,transferringguiltto

theguiltlessbeast,whichis thenledtothewildernessand abandoned,thepeople’ssins andblamevanishingwithhim.

Authority:FollyconsistsnotincommittingFolly,butinbeingincapableofconcealingit.Allmenmake mistakes,butthewiseconcealtheblunderstheyhavemade,whilefoolsmakethempublic.Reputation dependsmoreonwhatishiddenthanonwhatisseen Ifyoucan’tbegood,becareful (BaltasarGracián, 1601-1658)

Inthefable,theMonkeygrabsthepawofhisfriend,theCat,andusesittofishchestnutsoutofthe fire,thusgettingthenutshecraves,withouthurtinghimself.

Ifthereissomethingunpleasantorunpopularthatneedstobedone,itisfartooriskyforyoutodo theworkyourself.Youneedacat‘s-paw-someonewhodoesthedirty,dangerousworkforyou.The cat’s-pawgrabswhatyouneed,hurtswhomyouneedhurt,andkeepspeoplefromnoticingthatyou aretheoneresponsible Letsomeoneelsebetheexecutioner,orthebearerofbadnews,whileyou bringonlyjoyandgladtidings.

THEMONKEYANDTHECAT

Amonkeyandcat,inrogueryandfunSwornbrotherstwain,bothownedacommonmaster,Whatever mischiefinthehousewasdoneByPugandTomwascontrivedeachdisaster....Onewinter’sdaywas seenthishopefulpairClosetothekitchenfire,asusual,posted Amongstthered-hotcoalsthecook withcareHadplac’dsomeniceplumpchestnutstoberoasted,Fromwhenceinsmokeapungentodor rose,Whoseoilyfragrancestruckthemonkey’snose.“Tom!”saysslyPug,“praycouldnotyouandI Sharethisdessertthecookispleasedtocater?HadIsuchclawsasyours,I’dquicklytry:Lendmea hand ’twillbeacoup-de-maître.”Sosaid,heseizedhiscolleague’sreadypaw,Pulledoutthefruit, andcrammeditinhisjaw. NowcametheshiningMistressofthefane Andoffinhastethetwomaraudersscampered Tomforhisshareoftheplunderhadthepain. WhilstPughispalatewiththedaintiespampered. FABLES,JEANOFLAFONTAINE.1621-1695

OBSERVANCEOFTHELAWI

In59B.C.,thefuturequeenCleopatraofEgypt,thentenyearsold,witnessedtheoverthrowand banishmentofherfather,PtolemyXII,atthehandofhiselderdaughters herownsisters.Oneofthe daughters,Berenice,emergedastheleaderoftherebellion,andtoensurethatshewouldnowruleEgypt alone,sheimprisonedherothersistersandmurderedherownhusband.Thismayhavebeennecessaryas apracticalsteptosecureherrule.Butthatamemberoftheroyalfamily,aqueennoless,wouldso overtlyexactsuchviolenceonherownfamilyhorrifiedhersubjectsandstirreduppowerfulopposition. FouryearslaterthisoppositionwasabletoreturnPtolemytopower,andhepromptlyhadBereniceand theothereldersistersbeheaded.

In51B.C.Ptolemydied,leavingfourremainingchildrenasheirs.AswasthetraditioninEgypt,the eldestson,PtolemyXIII(onlytenatthetime),marriedtheeldersister,Cleopatra(noweighteen),andthe coupletookthethronetogetheraskingandqueen.Noneofthefourchildrenfeltsatisfiedwiththis; everyone,includingCleopatra,wantedmorepower.AstruggleemergedbetweenCleopatraandPtolemy, eachtryingtopushtheothertotheside.

In48B.C.,withthehelpofagovernmentfactionthatfearedCleopatra’sambitions,Ptolemywasable toforcehissistertofleethecountry,leavinghimselfassoleruler.Inexile,Cleopatraschemed.She

PARTII:MAKEUSEOFTHECAT’S-PAW

wantedtorulealoneandtorestoreEgypttoitspastglory,agoalshefeltnoneofherothersiblingscould achieve;yetaslongastheywerealive,shecouldnotrealizeherdream.AndtheexampleofBerenicehad madeitclearthatnoonewouldserveaqueenwhowasseenmurderingherownkind.EvenPtolemyXIII hadnotdaredmurderCleopatra,althoughheknewshewouldplotagainsthimfromabroad.

WithinayearafterCleopatra’sbanishment,theRomandictatorJuliusCaesararrivedinEgypt, determinedtomakethecountryaRomancolony.Cleopatrasawherchance:ReenteringEgyptindisguise, shetraveledhundredsofmilestoreachCaesarinAlexandria.Legendhasitthatshehadherselfsmuggled intohispresencerolledupinsideacarpet,whichwasgracefullyunfurledathisfeet,revealingtheyoung queen.CleopatraimmediatelywenttoworkontheRoman.Sheappealedtohisloveofspectacleandhis interestinEgyptianhistory,andpouredonherfemininecharms.Caesarsoonsuccumbedandrestored Cleopatratothethrone.

Cleopatra’ssiblingsseethed shehadoutmaneuveredthem PtolemyXIIIwouldnotwaittoseewhat happenednext:FromhispalaceinAlexandria,hesummonedagreatarmytomarchonthecityandattack Caesar.Inresponse,CaesarimmediatelyputPtolemyandtherestofthefamilyunderhousearrest.But Cleopatra’syoungersisterArsinoeescapedfromthepalaceandplacedherselfattheheadofthe approachingEgyptiantroops,proclaimingherselfqueenofEgypt.NowCleopatrafinallysawherchance: SheconvincedCaesartoreleasePtolemyfromhousearrest,undertheagreementthathewouldbrokera truce.Ofcoursesheknewhewoulddotheopposite thathewouldfightArsinoeforcontrolofthe Egyptianarmy.ButthiswastoCleopatra’sbenefit,foritwoulddividetheroyalfamily.Betterstill,it wouldgiveCaesarthechancetodefeatandkillhersiblingsinbattle.

ReinforcedbytroopsfromRome,Caesarswiftlydefeatedtherebels.IntheEgyptians’retreat,Ptolemy drownedintheNile.CaesarcapturedArsinoeandhadhersenttoRomeasaprisoner.Healsoexecuted thenumerousenemieswhohadconspiredagainstCleopatra,andimprisonedotherswhohadopposedher Toreinforceherpositionasuncontestedqueen,Cleopatranowmarriedtheonlysiblingleft,PtolemyXIV onlyelevenatthetime,andtheweakestofthelot.FouryearslaterPtolemymysteriouslydied,of poison.

In41B.C.,CleopatraemployedonasecondRomanleader,MarcAntony,thesametacticsshehadused sowellonJuliusCaesar.Afterseducinghim,shehintedtohimthathersisterArsinoe,stillaprisonerin Rome,hadconspiredtodestroyhim.MarcAntonybelievedherandpromptlyhadArsinoeexecuted, therebygettingridofthelastofthesiblingswhohadposedsuchathreattoCleopatra.

IIII(ROWCOBRAAND

Onceuponatimetherewasacrowandhiswifewhohadbuiltanestinabanyantree.Abigsnake crawledintothehollowtrunkandateupthechicksastheywerehatched.Thecrowdidnotwantto move,sincehelovedthetreedearly Sohewenttohisfriendthejackalforadvice Aplanofaction wasdevised.Thecrowandhiswifeflewaboutinimplementation. Asthewifeapproachedapond,shesawthewomenoftheking’scourtbathing,withpearls,necklaces, gems,garments,andagoldenchainlayingontheshore.Thecrow-henseizedthegoldenchaininher beakandflewtowardthebanyantreewiththeeunuchsinpursuit.Whenshereachedthetree,she droppedthechainintothehole Asthekings’menclimbedthetreeforthechain,theysawtheswelling hoodofthecobra.Sotheykilledthesnakewiththeirclubs,retrievedthegoldenchain,andwentback tothepond.Andthecrowandhiswifelivedhappilyeverafter.

ATALEFROMTHEPANCHATANTRA,FOURTHCENTURY,RETOLDINTHECRAFTOF POWER,R.G.H.SIU,1979

Interpretation

LegendhasitthatCleopatrasucceededthroughherseductivecharms,butinrealityherpowercamefrom anabilitytogetpeopletodoherbiddingwithoutrealizingtheywerebeingmanipulated.Caesarand Antonynotonlyridherofhermostdangeroussiblings PtolemyXIIIandArsinoe theydecimatedallof herenemies,inboththegovernmentandthemilitary.Thetwomenbecamehercat’s-paws.Theyentered thefireforher,didtheuglybutnecessarywork,whileshieldingherfromappearingasthedestroyerof hersiblingsandfellowEgyptians Andintheend,bothmenacquiescedtoherdesiretoruleEgyptnotas aRomancolonybutasanindependentalliedkingdom.Andtheydidallthisforherwithoutrealizinghow shehadmanipulatedthem.Thiswaspersuasionofthesubtlestandmostpowerfulkind.

Aqueenmustneverdirtyherhandswithuglytasks,norcanakingappearinpublicwithbloodonhis face.Yetpowercannotsurvivewithouttheconstantsquashingofenemies therewillalwaysbedirty littletasksthathavetobedonetokeepyouonthethrone.LikeCleopatra,youneedacat’s-paw.

Thiswillusuallybeapersonfromoutsideyourimmediatecircle,whowillthereforebeunlikelyto realizehowheorsheisbeingused.Youwillfindthesedupeseverywhere peoplewhoenjoydoingyou favors,especiallyifyouthrowthemaminimalboneortwoinexchange.Butastheyaccomplishtasksthat mayseemtotheminnocentenough,oratleastcompletelyjustified,theyareactuallyclearingthefieldfor you,spreadingtheinformationyoufeedthem,underminingpeopletheydonotrealizeareyourrivals, inadvertentlyfurtheringyourcause,dirtyingtheirhandswhileyoursremainspotless

HOWTOBROADCASTNEWS

WhenOmar,sonofal-Khattab,wasconvertedtoIslam,hewantedthenewsofhisconversiontoreach everyonequickly.HewenttoseeJamil,sonofMa’maral-Jumahi.Thelatterwasrenownedforthe speedwithwhichhepassedonsecrets.Ifhewastoldanythinginconfidence,heleteveryoneknow aboutitimmediately.Omarsaidtohim:“IhavebecomeaMuslim.Donotsayanything.Keepitdark. Donotmentionitinfrontofanyone”Jamilwentoutintothestreetandbeganshoutingatthetopof hisvoice:“DoyoubelievethatOmar,sonofal-Khattab,hasnotbecomeaMuslim?Well,donot believethat!Iamtellingyouthathehas!”

ThenewsofOmar’sconversiontoIslamwasspreadeverywhere.Andthatwasjustwhatheintended.

IHESUBTLERUSE:THEBOOKOFARABICWISDOMANDGUILE,IHIRTEENTHCENTURY

OBSERVANCEOFTHELAWII

Inthelate1920s,civilwarbrokeoutinChinaastheNationalistandCommunistpartiesbattledfor controlofthecountry.In1927ChiangKai-shek,theNationalistleader,vowedtokilleverylast Communist,andoverthenextfewyearshenearlyaccomplishedhistask,pushinghisenemiesharduntil, in1934-1935,heforcedthemintotheLongMarch,asix-thousand-mileretreatfromthesoutheasttothe remotenorthwest,throughharshterrain,inwhichmostoftheirranksweredecimated.Inlate1936Chiang plannedonelastoffensivetowipethemout,buthewascaughtinamutiny:Hisownsoldierscapturedhim andturnedhimovertotheCommunists.Nowhecouldonlyexpecttheworst.

Meanwhile,however,theJapanesebegananinvasionofChina,andmuchtoChiang’ssurprise,instead

ofkillinghimtheCommunistleader,MaoTse-tung,proposedadeal:TheCommunistswouldlethimgo, andwouldrecognizehimascommanderoftheirforcesaswellashis,ifhewouldagreetofightalongside themagainsttheircommonenemy.Chianghadexpectedtortureandexecution;nowhecouldnotbelieve hisluck.HowsofttheseRedshadbecome.Withouthavingtofightarearguardactionagainstthe Communists,heknewhecouldbeattheJapanese,andthenafewyearsdownthelinehewouldturn aroundanddestroytheRedswithease.Hehadnothingtoloseandeverythingtogainbyagreeingtotheir terms.

TheCommunistsproceededtofighttheJapaneseintheirusualfashion,withhit-and-runguerrilla tactics,whiletheNationalistsfoughtamoreconventionalwar.Together,afterseveralyears,they succeededinevictingtheJapanese.Now,however,ChiangfinallyunderstoodwhatMaohadreally planned.HisownarmyhadmetthebruntoftheJapaneseartillery,wasgreatlyweakened,andwouldtake afewyearstorecover TheCommunists,meanwhile,hadnotonlyavoidedanydirecthitsfromthe Japanese,theyhadusedthetimetorecouptheirstrength,andtospreadoutandgainpocketsofinfluence alloverChina.AssoonasthewaragainsttheJapaneseended,thecivilwarstartedagain butthistime theCommunistsenvelopedtheweakenedNationalistsandslowlybeatthemintosubmission.The JapanesehadservedasMao’scat’s-paw,inadvertentlyploughingthefieldsfortheCommunistsand makingpossibletheirvictoryoverChiangKai-shek.

Interpretation

MostleaderswhohadtakenaspowerfulanenemyasChiangKai-shekprisonerwouldhavemadesureto killhim.ButindoingsotheywouldhavelostthechanceMaoexploited.WithouttheexperiencedChiang asleaderoftheNationalists,thefighttodrivetheJapaneseoutmighthavelastedmuchlonger,with devastatingresults.Maowasfartooclevertoletangerspoilthechancetokilltwobirdswithonestone. Inessence,Maousedtwocat‘s-pawstohelphimattaintotalvictory.First,hecleverlybaitedChianginto takingchargeofthewaragainsttheJapanese.MaoknewtheNationalistsledbyChiangwoulddomostof thehardfightingandwouldsucceedinpushingtheJapaneseoutofChina,iftheydidnothavetoconcern themselveswithfightingtheCommunistsatthesametime TheNationalists,then,werethefirstcat’spaw,usedtoevicttheJapanese.ButMaoalsoknewthatintheprocessofleadingthewaragainstthe invaders,theJapaneseartilleryandairsupportwoulddecimatetheconventionalforcesofthe Nationalists,doingdamageitcouldtaketheCommunistsdecadestoinflict.Whywastetimeandlivesif theJapanesecoulddothejobquickly?Itwasthiswisepolicyofusingonecat’s-pawafteranotherthat allowedtheCommuniststoprevail.

Therearetwousesofthecat‘s-paw:tosaveappearances,asCleopatradid,andtosaveenergyand effort.Thelattercaseinparticulardemandsthatyouplanseveralmovesinadvance,realizingthata temporarymovebackward(lettingChianggo,say)canleadtoagiantleapforward.Ifyouare temporarilyweakenedandneedtimetorecover,itwilloftenserveyouwelltousethosearoundyouboth asascreentohideyourintentionsandasacat’s-pawtodoyourworkforyou.Lookforapowerfulthird partywhosharesanenemywithyou(iffordifferentreasons),thentakeadvantageoftheirsuperiorpower todealblowswhichwouldhavecostyoumuchmoreenergy,sinceyouareweaker.Youcanevengently guidethemintohostilities.Alwayssearchouttheoverlyaggressiveaspotentialcat’s-paws theyare oftenmorethanwillingtogetintoafight,andyoucanchoosejusttherightfightforyourpurposes.

\OOAND

Awiseman,walkingalone,Wasbeingbotheredbyafoolthrowingstonesathishead Turningtoface him,hesaid:“Mydearchap,wellthrown!Pleaseacceptthesefewfrancs.You’veworkedhardenough togetmorethanmerethanks.Everyeffortdeservesitsreward.Butseethatmanoverthere?Hecan affordMorethanIcan.Presenthimwithsomeofyourstones:they’llearnagoodwage.”Luredbythe bait,thestupidmanRanofftorepeattheoutrageOntheotherworthycitizen.Thistimehewasn’t paidinmoneyforhisstones Uprushedserving-men,Andseizedhimandthrashedhimandbrokeall hisbones.Inthecourtsofkingstherearepestslikethis.devoidofsense:They’llmaketheirmaster laughatyourexpense.Tosilencetheircackle,shouldyouhandoutroughPunishment?Maybeyou’re notstrongenough.BetterpersuadethemtoattackSomebodyelse,whocanmorethanpaythemback.

SELECTEDFABLES,JEANDELAFONTAINE,1621-1695

OBSERVANCEOFTHELAWIII

KuriyamaDaizenwasanadeptofCha-no-yu(HotWaterforTea,theJapaneseteaceremony)anda studentoftheteachingsofthegreatteamasterSennoRikyu.Around1620Daizenlearnedthatafriendof his,HoshinoSoemon,hadborrowedalargesumofmoney(300ryo)tohelparelativewhohadfalleninto debt.ButalthoughSoemonhadmanagedtobailouthisrelative,hehadsimplydisplacedtheburdenonto himself.DaizenknewSoemonwell heneithercarednorunderstoodmuchaboutmoney,andcould easilygetintotroublethroughslownessinrepayingtheloan,whichhadbeenmadebyawealthymerchant calledKawachiyaSanemon.YetifDaizenofferedtohelpSoemonpaybacktheloan,hewouldrefuse,out ofpride,andmightevenbeoffended.

OnedayDaizenvisitedhisfriend,andaftertouringthegardenandlookingatSoemon’sprizedpeonies, theyretiredtohisreceptionroom.HereDaizensawapaintingbythemasterKanoTennyu.“Ah,”Daizen exclaimed,“asplendidpieceofpainting....Idon’tknowwhenIhaveseenanythingIlikebetter.”After severalmoreboutsofpraise,Soemonhadnochoice:“Well,”hesaid,“sinceyoulikeitsomuch,Ihope youwilldomethefavorofacceptingit.”

AtfirstDaizenrefused,butwhenSoemoninsistedhegavein ThenextdaySoemoninturnreceiveda packagefromDaizen.Insideitwasabeautifulanddelicatevase,whichDaizen,inanaccompanyingnote, askedhisfriendtoacceptasatokenofhisappreciationforthepaintingthatSoemonhadsograciously givenhimthedaybefore.HeexplainedthatthevasehadbeenmadebySennoRikyuhimself,andborean inscriptionfromEmperorHideyoshi.IfSoemondidnotcareforthevase,Daizensuggested,hemight makeagiftofittoanadherentofCha-no-yu perhapsthemerchantKawachiyaSanemon,whohadoften expressedadesiretopossessit.“Ihear,”Daizencontinued,“hehasafinepieceoffancypaper[the300ryoI.O.U.]whichyouwouldmuchlike.Itispossibleyoumightarrangeanexchange.”

Realizingwhathisgraciousfriendwasupto,Soemontookthevasetothewealthylender.“However didyougetthis,”exclaimedSanemon,whenSoemonshowedhimthevase.“Ihaveoftenheardofit,but thisisthefirsttimeIhaveeverseenit.Itissuchatreasurethatitisneverallowedoutsidethegate!”He instantlyofferedtoexchangethedebtnotefortheflowervase,andtogiveSoemon300ryomoreontopof it.ButSoemon,whodidnotcareformoney,onlywantedthedebtnoteback,andSanemongladlygaveit tohim.ThenSoemonimmediatelyhurriedtoDaizen’shousetothankhimforhiscleversupport.

THEINDIANBIRD

Amerchantkeptabirdinacage HewasgoingtoIndia,thelandfromwhichthebirdcame,andasked itwhetherhecouldbringanythingbackforit.Thebirdaskedforitsfreedom,butwasrefused.Sohe askedthemerchanttovisitajungleinIndiaandannouncehiscaptivitytothefreebirdswhowere there.Themerchantdidso,andnosoonerhadhespokenwhenawildbird,justlikehisown,fell senselessoutofatreeontotheground.Themerchantthoughtthatthismustbearelativeofhisown bird,andfeltsadthatheshouldhavecausedthisdeath Whenhegothome,thebirdaskedhimwhether hehadbroughtgoodnewsfromIndia.

“No,”saidthemerchant,“Ifearthatmynewsisbad.Oneofyourrelationscollapsedandfellatmy feetwhenImentionedyourcaptivity.”.

Assoonasthesewordswerespokenthemerchant’sbirdcollapsedandfelltothebottomofthecage. “Thenewsofhiskins-man’sdeathhaskilledhim,too,”thotightthemerchant.Sorrowfullyhepicked upthebirdandputitonthewindowsill Atoncethebirdrevivedandflewtoanearbytree “Nowyou know,”thebirdsaid,“thatwhatyouhoughtwasdisasterwasinfactgoodnewsforme.Andhowthe message,thesuggestionofhowtobehaveinordertofreemyself,wastransmittedtomethroughyou, mycaptor.”Andheflewaway,freeatlast.

TALESOFTHEDERVISHES.IDRIESSHAH.1967

Interpretation

KuriyamaDaizenunderstoodthatthegrantingofafavorisneversimple:Ifitisdonewithfussand obviousness,itsreceiverfeelsburdenedbyanobligation.Thismaygivethedoeracertainpower,butit isapowerthatwilleventuallyself-destruct,foritwillstirupresentmentandresistance Afavordone indirectlyandelegantlyhastentimesmorepower.Daizenknewadirectapproachwouldonlyhave offendedSoemon.Bylettinghisfriendgivehimthepainting,however,hemadeSoemonfeelthathetoo hadpleasedhisfriendwithagift.Intheend,allthreepartiesemergedfromtheencounterfeelingfulfilled intheirownway.

Inessence,Daizenmadehimselfthecat‘s-paw,thetooltotakethechestnutsoutofthefire.Hemust havefeltsomepaininlosingthevase,buthegainednotonlythepaintingbut,moreimportant,thepower ofthecourtier.Thecourtieruseshisglovedhandtosoftenanyblowsagainsthim,disguisehisscars,and maketheactofrescuemoreelegantandclean.Byhelpingothers,thecourtiereventuallyhelpshimself. Daizen’sexampleprovidestheparadigmforeveryfavordonebetweenfriendsandpeers:neverimpose yourfavors.Searchoutwaystomakeyourselfthecat’s-paw,indirectlyextricatingyourfriendsfrom distresswithoutimposingyourselformakingthemfeelobligatedtoyou

Oneshouldnotbetoostraightforward.Goandseetheforest. Thestraighttreesarecutdown,thecrookedonesareleftstanding Kautilya,Indianphilosopher,thirdcenturyB.C.

KEYSTOPOWER

Asaleaderyoumayimaginethatconstantdiligence,andtheappearanceofworkingharderthananyone else,signifypower.Actually,though,theyhavetheoppositeeffect:Theyimplyweakness.Whyareyou workingsohard?Perhapsyouareincompetent,andhavetoputinextraeffortjusttokeepup;perhapsyou

areoneofthosepeoplewhodoesnotknowhowtodelegate,andhastomeddleineverything Thetruly powerful,ontheotherhand,seemnevertobeinahurryoroverburdened.Whileothersworktheirfingers tothebone,theytaketheirleisure.Theyknowhowtofindtherightpeopletoputintheeffortwhilethey savetheirenergyandkeeptheirhandsoutofthefire.Similarly,youmaybelievethatbytakingonthe dirtyworkyourself,involvingyourselfdirectlyinunpleasantactions,youimposeyourpowerandinstill fear.Infactyoumakeyourselflookugly,andabusiveofyourhighposition.Trulypowerfulpeoplekeep theirhandsclean.Onlygoodthingssurroundthem,andtheonlyannouncementstheymakeareofglorious achievements.

Youwilloftenfinditnecessary,ofcourse,toexpendenergy,ortoeffectanevilbutnecessaryaction. Butyoumustneverappeartobethisaction’sagent.Findacat‘s-paw.Developtheartsoffinding,using, and,intime,gettingridofthesepeoplewhentheircat’s-pawrolehasbeenfulfilled.

Ontheeveofanimportantriverbattle,thegreatthird-centuryChinesestrategistChukoLiangfound himselffalselyaccusedofsecretlyworkingfortheotherside.Asproofofhisloyalty,hiscommander orderedhimtoproduce100,000arrowsforthearmywithinthreedays,orbeputtodeath.Insteadof tryingtomanufacturethearrows,animpossibletask,Liangtookadozenboatsandhadbundlesofstraw lashedtotheirsides.Inthelateafternoon,whenmistalwaysblanketedtheriver,hefloatedtheboats towardtheenemycamp.FearingatrapfromthewilyChukoLiang,theenemydidnotattackthebarely visibleboatswithboatsoftheirown,butshoweredthemwitharrowsfromthebank.AsLiang’sboats inchedcloser,theyredoubledtherainofarrows,whichstuckinthethickstraw.Afterseveralhours,the menhidingonboardsailedthevesselsquicklydownstream,whereChukoLiangmetthemandcollected his100,000arrows.

ChukoLiangwouldneverdoworkthatotherscoulddoforhim hewasalwaysthinkinguptrickslike thisone Thekeytoplanningsuchastrategyistheabilitytothinkfarahead,toimaginewaysinwhich otherpeoplecanbebaitedintodoingthejobforyou.

Anessentialelementinmakingthisstrategyworkistodisguiseyourgoal,shroudingitinmystery,like thestrangeenemyboatsappearingdimlyinthemist.Whenyourrivalscannotbesurewhatyouareafter, theywillreactinwaysthatoftenworkagainsttheminthelongrun.Infacttheywillbecomeyourcat’spaws.Ifyoudisguiseyourintentions,itismucheasiertoguidethemintomovesthataccomplishexactly whatyouwantdone,butprefernottodoyourself.Thismayrequireplanningseveralmovesinadvance, likeabilliardballthatbouncesoffthesidesafewtimesbeforeheadingintotherightpocket.

Theearly-twentieth-centuryAmericanconartistYellowKidWeilknewthatnomatterhowskillfully hehomedinontheperfectwealthysucker,ifhe,astranger,approachedthismandirectly,thesucker mightbecomesuspicious.SoWeilwouldfindsomeonethesuckeralreadyknewtoserveasacat‘s-paw someoneloweronthetotempolewhowashimselfanunlikelytarget,andwouldthereforebeless suspicious.Weilwouldinterestthismaninaschemepromisingincrediblewealth.Convincedthescheme wasforreal,thecat’s-pawwouldoftensuggest,withoutprompting,thathisbossorwealthyfriendshould getinvolved:Havingmorecashtoinvest,thismanwouldincreasethesizeofthepot,makingbigger bucksforallconcerned.Thecat‘s-pawwouldtheninvolvethewealthysuckerwhohadbeenWeil’s targetallalong,butwhowouldnotsuspectatrap,sinceitwashistrustysubordinatewhohadropedhim in.Deviceslikethisareoftenthebestwaytoapproachapersonofpower:Useanassociateor subordinatetohookyouupwithyourprimarytarget.Thecat’s-pawestablishesyourcredibilityand shieldsyoufromtheunsavoryappearanceofbeingtoopushyinyourcourtship.

Theeasiestandmosteffectivewaytouseacat’s-pawisoftentoplantinformationwithhimthathewill thenspreadtoyourprimarytarget.Falseorplantedinformationisapowerfultool,especiallyifspreadby adupewhomnoonesuspects Youwillfinditveryeasytoplayinnocentanddisguiseyourselfasthe

Attheturnoftheyear,whenkingstakethefield,DavidsentJoaboutwithhisotherofficersandall theIsraeliteforces,andtheyravagedAmmonandlaidsiegetoRabbah,whileDavidremainedin Jerusalem.OneeveningDavidgotupfromhiscouchand,ashewalkedaboutontheroofofthe palace,hesawfromthereawomanbathingandshewasverybeautiful.Hesenttoinquirewhoshe was,andtheanswercame,“ItmustbeBathsheba,daughterofEliamandwifeofUriahtheHittite.... ” DavidwrotealettertoJoabandsentUriahwithit.Hewroteintheletter:“PutUriahoppositethe enemywherethefightingisfiercestandthenfallback,andleavehimtomeethisdeath.”...Joab... stationedUriahatapointwhereheknewtheywouldputupastoutfight.Themenofthecitysallied outandengagedJoab,andsomeofDavid’sguardsfell;UriahtheHittitewasalsokilled.Joabsent Davidadispatchwithallthenewsofthebattle WhenUriah’swifeheardthatherhusbandwas dead,shemournedforhim;andwhentheperiodofmourningwasover,Davidsentforherandbrought herintohishouse.Shebecamehiswifeandborehimason.

OLDTESTAMENT,2SAMUEL,11-12

ThestrategictherapistDr.MiltonH.Ericksonwouldoftenencounteramonghispatientsamarried coupleinwhichthewifewantedthetherapybutthehusbandabsolutelyrefusedit.Ratherthanwasting energytryingtodealwiththemandirectly,Dr Ericksonwouldseethewifealone,andasshetalkedhe wouldinterjectinterpretationsofthehusband’sbehaviorthatheknewwouldrilethehusbandupifhe heardthem.Sureenough,thewifewouldtellherhusbandwhatthedoctorhadsaid.Afterafewweeksthe husbandwouldbesofurioushewouldinsistonjoininghiswifeinthesessionssohecouldsetthedoctor straight.

Finally,youmaywellfindcasesinwhichdeliberatelyofferingyourselfasthecat’s-pawwill ultimatelygainyougreatpower.Thisistheruseoftheperfectcourtier.ItssymbolisSirWalterRaleigh, whoonceplacedhisowncloakonthemuddygroundsothatQueenElizabethwouldnotsullyhershoes. Astheinstrumentthatprotectsamasterorpeerfromunpleasantnessordanger,yougainimmenserespect, whichsoonerorlaterwillpaydividends.Andremember:Ifyoucanmakeyourassistancesubtleand graciousratherthanboastfulandburdensome,yourrecompensewillbethatmuchthemoresatisfyingand powerful

Image:TheCat’s-Paw. Ithaslongclawstograb things.Itissoftand padded.Takeholdofthecat anduseitspawtopluck thingsoutofthefire,toclaw yourenemy,toplaywiththe mousebeforedevouringit. Sometimesyouhurtthe cat,butmostoftenit doesn’tfeelathing.

source DAVIDANDBATHSHEBA

Authority:Doeverythingpleasantyourself,everythingunpleasantthroughthirdparties.Byadoptingthe firstcourseyouwinfavor,bytakingthesecondyoudeflectillwill Importantaffairsoftenrequire rewardsandpunishments.Letonlythegoodcomefromyouandtheevilfromothers.(BaltasarGracián, 1601-1658)

REVERSAL

Thecat’s-pawandthescapegoatmustbeusedwithextremecautionanddelicacy.Theyarelikescreens thathideyourowninvolvementindirtyworkfromthepublic;ifatanymomentthescreenisliftedandyou areseenasthemanipulator,thepuppetmaster,thewholedynamicturnsaround yourhandwillbeseen everywhere,andyouwillbeblamedformisfortunesyoumayhavehadnothingtodowith.Oncethetruth isrevealed,eventswillsnowballbeyondyourcontrol.

In1572,QueenCatherinede’MédicisofFranceconspiredtodoawaywithGasparddeColigny,an admiralintheFrenchnavyandaleadingmemberoftheHuguenot(FrenchProtestant)community.Coligny wasclosetoCatherine’sson,CharlesIX,andshefearedhisgrowinginfluenceontheyoungking.Soshe arrangedforamemberoftheGuisefamily,oneofthemostpowerfulroyalclansinFrance,toassassinate him.

Secretly,however,Catherinehadanotherplan:ShewantedtheHuguenotstoblametheGuisesfor killingoneoftheirleaders,andtotakerevenge.Withoneblow,shewoulderaseorinjuretwothreatening rivals,ColignyandtheGuisefamily.Yetbothplanswentawry.Theassassinmissedhistarget,only woundingColigny;knowingCatherineashisenemy,hestronglysuspecteditwasshewhohadsetupthe attackonhim,andhetoldthekingso.Eventuallythefailedassassinationandtheargumentsthatensued fromitsetoffachainofeventsthatledtoabloodycivilwarbetweenCatholicsandProtestants, culminatinginthehorrifyingMassacreofSt Bartholomew’sEve,inwhichthousandsofProtestantswere killed.

Ifyouhavetouseacat’s-paworascapegoatinanactionofgreatconsequence,beverycareful:Too muchcangowrong.Itisoftenwisertousesuchdupesinmoreinnocentendeavors,wheremistakesor miscalculationswillcausenoseriousharm.

Finally,therearemomentswhenitisadvantageoustonotdisguiseyourinvolvementorresponsibility, butrathertotaketheblameyourselfforsomemistake.Ifyouhavepowerandaresecureinit,youshould sometimesplaythepenitent:Withasorrowfullook,youaskforforgivenessfromthoseweakerthanyou. Itistheployofthekingwhomakesashowofhisownsacrificesforthegoodofthepeople.Similarly, uponoccasionyoumaywanttoappearastheagentofpunishmentinordertoinstillfearandtremblingin yoursubordinates.Insteadofthecat‘s-pawyoushowyourownmightyhandasathreateninggesture.Play suchacardsparingly Ifyouplayittoooften,fearwillturnintoresentmentandhatred Beforeyouknow it,suchemotionswillsparkavigorousoppositionthatwillsomedaybringyoudown.Getinthehabitof usingacat’s-paw itisfarsafer.

PLAYONPEOPLE’SNEEDTOBELIEVETOCREATEACULTLIKEFOLLOWING JUDGMENT

Peoplehaveanoverwhelmingdesiretobelieveinsomething.Becomethefocalpointofsuchdesireby offeringthemacause,anewfaithtofollow.Keepyourwordsvaguebutfullofpromise;emphasize enthusiasmoverrationalityandclearthinking.Giveyournewdisciplesritualstoperform,askthemto makesacrificesonyourbehalf.Intheabsenceoforganizedreligionandgrandcauses,yournewbelief systemwillbringyouuntoldpower.

THESCIENCEOFCHARLATANISM,ORHOWTOCREATEACULTINFIVE EASYSTEPS

Insearching,asyoumust,forthemethodsthatwillgainyouthemostpowerfortheleasteffort,youwill findthecreationofacultlikefollowingoneofthemosteffective.Havingalargefollowingopensupall sortsofpossibilitiesfordeception;notonlywillyourfollowersworshipyou,theywilldefendyoufrom yourenemiesandwillvoluntarilytakeontheworkofenticingotherstojoinyourfledglingcult.Thiskind ofpowerwillliftyoutoanotherrealm:Youwillnolongerhavetostruggleorusesubterfugetoenforce yourwill Youareadoredandcandonowrong

Youmightthinkitagargantuantasktocreatesuchafollowing,butinfactitisfairlysimple.As humans,wehaveadesperateneedtobelieveinsomething,anything.Thismakesuseminentlygullible: Wesimplycannotendurelongperiodsofdoubt,oroftheemptinessthatcomesfromalackofsomething tobelievein.Dangleinfrontofussomenewcause,elixir,get-rich-quickscheme,orthelatest technologicaltrendorartmovementandweleapfromthewaterasonetotakethebait.Lookathistory: Thechroniclesofthenewtrendsandcultsthathavemadeamassfollowingforthemselvescouldfilla library.Afterafewcenturies,afewdecades,afewyears,afewmonths,theygenerallylookridiculous, butatthetimetheyseemsoattractive,sotranscendental,sodivine.

Alwaysinarushtobelieveinsomething,wewillmanufacturesaintsandfaithsoutofnothing.Donot letthisgullibilitygotowaste:Makeyourselftheobjectofworship.Makepeopleformacultaroundyou.

ThegreatEuropeancharlatansofthesixteenthandseventeenthcenturiesmasteredtheartofcultmaking Theylived,aswedonow,inatimeoftransformation:Organizedreligionwasonthewane,scienceon therise.Peopleweredesperatetorallyaroundanewcauseorfaith.Thecharlatanshadbegunby peddlinghealthelixirsandalchemicshortcutstowealth.Movingquicklyfromtowntotown,they originallyfocusedonsmallgroups until,byaccident,theystumbledonatruthofhumannature:The largerthegrouptheygatheredaroundthemselves,theeasieritwastodeceive.

Thecharlatanwouldstationhimselfonahighwoodenplatform(hencetheterm“mountebank”)and crowdswouldswarmaroundhim.Inagroupsetting,peopleweremoreemotional,lessabletoreason.

LAW27

Hadthecharlatanspokentothemindividually,theymighthavefoundhimridiculous,butlostinacrowd theygotcaughtupinacommunalmoodofraptattention.Itbecameimpossibleforthemtofindthe distancetobeskeptical.Anydeficienciesinthecharlatan’sideaswerehiddenbythezealofthemass. Passionandenthusiasmsweptthroughthecrowdlikeacontagion,andtheyreactedviolentlytoanyone whodaredtospreadaseedofdoubt.Bothconsciouslystudyingthisdynamicoverdecadesofexperiment andspontaneouslyadaptingtothesesituationsastheyhappened,thecharlatansperfectedthescienceof attractingandholdingacrowd,moldingthecrowdintofollowersandthefollowersintoacult. Itwastothecharlatan’sadvantagethattheindividualspredisposedtocredulityshouldmultiply,that thegroupsofhisadherentsshouldenlargetomassproportions,guaranteeinganevergreaterscope forhistriumphs.Andthiswasinfacttooccur,assciencewaspopularized,fromtheRenaissanceon downthroughsucceedingcenturies.Withtheimmensegrowthofknowledgeanditsspreadthrough printinginmoderntimes,themassofthehalfeducated,theeagerlygulliblepreyofthequack,also increased,becameindeedamajority;realpowercouldbebasedontheirwishes,opinions, preferences,andrejections Thecharlatan’sempireaccordinglywidenedwiththemodern disseminationofknowledge;sinceheoperatedonthebasisofscience,howevermuchhepervertedit, producinggoldwithatechniqueborrowedfromchemistryandhiswonderfulbalsamswiththe apparatusofmedicine,hecouldnotappealtoanentirelyignorantfolk.Theilliteratewouldbe protectedagainsthisabsurditiesbytheirhealthycommonsense.Hischoicestaudiencewouldbe composedofthesemiliterate,thosewhohadexchangedtheircommonsenseforalittledistorted informationandhadencounteredscienceandeducationatsometime,thoughbrieflyand unsuccessfully....Thegreatmassofmankindhasalwaysbeenpredisposedtomarvelatmysteries,and thiswasespeciallytrueatcertainhistoricperiodswhenthesecurefoundationsoflifeseemedshaken andoldvalues,economicorspiritual,longacceptedascertainties,couldnolongerbereliedupon. Thenthenumbersofthecharlatan’sdupesmultiplied the“selfkillers,”asaseventeenth-century Englishmancalledthem

THEPOWEROFTHECHARLATAN,GRETEDEFRANCESCO,1939

Thegimmicksofthecharlatansmayseemquainttoday,buttherearethousandsofcharlatansamongus still,usingthesametried-and-truemethodstheirpredecessorsrefinedcenturiesago,onlychangingthe namesoftheirelixirsandmodernizingthelookoftheircults.Wefindtheselatter-daycharlatansinall arenasoflife business,fashion,politics,art.Manyofthem,perhaps,arefollowinginthecharlatan traditionwithouthavinganyknowledgeofitshistory,butyoucanbemoresystematicanddeliberate. Simplyfollowthefivestepsofcultmakingthatourcharlatanancestorsperfectedovertheyears.

Step1:KeepItVague;KeepItSimple.Tocreateacultyoumustfirstattractattention.Thisyoushould donotthroughactions,whicharetooclearandreadable,butthroughwords,whicharehazyand deceptive.Yourinitialspeeches,conversations,andinterviewsmustincludetwoelements:ontheone handthepromiseofsomethinggreatandtransformative,andontheotheratotalvagueness.This combinationwillstimulateallkindsofhazydreamsinyourlisteners,whowillmaketheirown connectionsandseewhattheywanttosee.

Tomakeyourvaguenessattractive,usewordsofgreatresonancebutcloudymeaning,wordsfullof heatandenthusiasm.Fancytitlesforsimplethingsarehelpful,asaretheuseofnumbersandthecreation ofnewwordsforvagueconcepts.Allofthesecreatetheimpressionofspecializedknowledge,givingyou aveneerofprofundity.Bythesametoken,trytomakethesubjectofyourcultnewandfresh,sothatfew

willunderstandit Doneright,thecombinationofvaguepromises,cloudybutalluringconcepts,andfiery enthusiasmwillstirpeople’ssoulsandagroupwillformaroundyou.

Talktoovaguelyandyouhavenocredibility.Butitismoredangeroustobespecific.Ifyouexplainin detailthebenefitspeoplewillgainbyfollowingyourcult,youwillbeexpectedtosatisfythem.

Asacorollarytoitsvaguenessyourappealshouldalsobesimple.Mostpeople’sproblemshave complexcauses:deep-rootedneurosis,interconnectedsocialfactors,rootsthatgowaybackintimeand areexceedinglyhardtounravel.Few,however,havethepatiencetodealwiththis;mostpeoplewantto hearthatasimplesolutionwillcuretheirproblems.Theabilitytoofferthiskindofsolutionwillgiveyou greatpowerandbuildyouafollowing.Insteadofthecomplicatedexplanationsofreallife,returntothe primitivesolutionsofourancestors,togoodoldcountryremedies,tomysteriouspanaceas.

Step2:EmphasizetheVisualandtheSensualovertheIntellectual.Oncepeoplehavebeguntogather aroundyou,twodangerswillpresentthemselves:boredomandskepticism.Boredomwillmakepeople goelsewhere;skepticismwillallowthemthedistancetothinkrationallyaboutwhateveritisyouare offering,blowingawaythemistyouhaveartfullycreatedandrevealingyourideasforwhattheyare.You needtoamusethebored,then,andwardoffthecynics

THEOWWHOWASGOD

Onceuponastarlessmidnighttherewasanowlwhosatonthebranchofanoaktree.Twoground molestriedtoslipquietlyby,unnoticed.“You!”saidtheowl.“Who?”theyquavered,infearand astonishment,fortheycouldnotbelieveitwaspossibleforanyonetoseetheminthatthickdarkness. “Youtwo!”saidtheowl.Themoleshurriedawayandtoldtheothercreaturesofthefieldandforest thattheowlwasthegreatestandwisestofallanimalsbecausehecouldseeinthedarkandbecause hecouldansweranyquestion.“I’llseeaboutthat,”saidasecretarybird,andhecalledontheowl onenightwhenitwasagainverydark.“HowmanyclawsamIholdingup?”saidthesecretarybird. “Two,”saidtheowl,andthatwasright.“Canyougivemeanotherexpressionfor‘thatistosay’or ‘namely?’”askedthesecretarybird.“Towit,”saidtheowl.“Whydoesalovercallonhislove?” askedthesecretarybird “Towoo,”saidtheowl Thesecretarybirdhastenedbacktotheother creaturesandreportedthattheowlwasindeedthegreatestandwisestanimalintheworldbecausehe couldseeinthedarkandbecausehecouldansweranyquestion.

“Canheseeinthedaytime,too?”askedaredfox.“Yes,”echoedadormouseandaFrenchpoodle. “Canheseeinthedaytime,too?”Alltheothercreatureslaughedloudlyatthissillyquestion,and theysetupontheredfoxandhisfriendsanddrovethemoutoftheregion.Thentheysentamessenger totheowlandaskedhimtobetheirleader Whentheowlappearedamongtheanimalsitwashigh noonandthesunwasshiningbrightly.Hewalkedveryslowly,whichgavehimanappearanceofgreat dignity,andhepeeredabouthimwithlarge,staringeyes,whichgavehimanairoftremendous importance.“He’sGod!”screamedaPlymouthRockhen.Andtheotherstookupthecry“He’sGod!” Sotheyfollowedhimwhereverhewentandwhenhebegantobumpintothingstheybegantobump intothings too Finallyhecametoaconcretehighwayandhestartedupthemiddleofitandallthe othercreaturesfollowedhim.Presentlyahawk,whowasactingasoutrider,observedatruckcoming towardthematfiftymilesanhour,andhereportedtothesecretarybirdandthesecretarybird reportedtotheowl.“There’sdangerahead,”saidthesecretarybird.“Towit?”saidtheowl.The secretarybirdtoldhim.“Aren’tyouafraid?”Heasked.“Who?”saidtheowlcalmly,forhecouldnot seethetruck.“He’sGod!”criedallthecreaturesagain,andtheywerestillcrying“He’sGod!”when

thetruckhitthemandranthemdown Someoftheanimalsweremerelyinjured,butmostofthem, includingtheowl,werekilled.Moral:Youcanfooltoomanyofthepeopletoomuchofthetime.

THETHURBERCARNIVAI,JAMESTHURBER,1894-1961

Thebestwaytodothisisthroughtheater,orotherdevicesofitskind.Surroundyourselfwithluxury, dazzleyourfollowerswithvisualsplendor,filltheireyeswithspectacle.Notonlywillthiskeepthem fromseeingtheridiculousnessofyourideas,theholesinyourbeliefsystem,itwillalsoattractmore attention,morefollowers.Appealtoallthesenses:Useincenseforscent,soothingmusicforhearing, colorfulchartsandgraphsfortheeye Youmighteventicklethemind,perhapsbyusingnew technologicalgadgetstogiveyourcultapseudo-scientificveneer aslongasyoudonotmakeanyone reallythink.Usetheexotic distantcultures,strangecustoms tocreatetheatricaleffects,andtomake themostbanalandordinaryaffairsseemsignsofsomethingextraordinary.

Step3:BorrowtheFormsofOrganizedReligiontoStructuretheGroup.Yourcultlikefollowingis growing;itistimetoorganizeit.Findawaybothelevatingandcomforting.Organizedreligionshavelong heldunquestionedauthorityforlargenumbersofpeople,andcontinuetodosoinoursupposedlysecular age.Andevenifthereligionitselfhasfadedsome,itsformsstillresonatewithpower.Theloftyandholy associationsoforganizedreligioncanbeendlesslyexploited.Createritualsforyourfollowers;organize themintoahierarchy,rankingthemingradesofsanctity,andgivingthemnamesandtitlesthatresound withreligiousovertones;askthemforsacrificesthatwillfillyourcoffersandincreaseyourpower.To emphasizeyourgathering’squasi-religiousnature,talkandactlikeaprophet.Youarenotadictator,after all;youareapriest,aguru,asage,ashaman,oranyotherwordthathidesyourrealpowerinthemistof religion.

Step4:DisguiseYourSourceofIncome.Yourgrouphasgrown,andyouhavestructureditina churchlikeform.Yourcoffersarebeginningtofillwithyourfollowers’money.Yetyoumustneverbe seenashungryformoneyandthepoweritbrings.Itisatthismomentthatyoumustdisguisethesourceof yourincome

Yourfollowerswanttobelievethatiftheyfollowyouallsortsofgoodthingswillfallintotheirlap. Bysurroundingyourselfwithluxuryyoubecomelivingproofofthesoundnessofyourbeliefsystem. Neverrevealthatyourwealthactuallycomesfromyourfollowers’pockets;instead,makeitseemto comefromthetruthofyourmethods.Followerswillcopyyoureachandeverymoveinthebeliefthatit willbringthemthesameresults,andtheirimitativeenthusiasmwillblindthemtothecharlatannatureof yourwealth.

Step5:SetUpanUs-Versus-ThemDynamic.Thegroupisnowlargeandthriving,amagnetattracting moreandmoreparticles.Ifyouarenotcareful,though,inertiawillsetin,andtimeandboredomwill demagnetizethegroup.Tokeepyourfollowersunited,youmustnowdowhatallreligionsandbelief systemshavedone:createanus-versus-themdynamic.

First,makesureyourfollowersbelievetheyarepartofanexclusiveclub,unifiedbyabondof commongoals.Then,tostrengthenthisbond,manufacturethenotionofadeviousenemyouttoruinyou. Thereisaforceofnonbelieversthatwilldoanythingtostopyou.Anyoutsiderwhotriestorevealthe charlatannatureofyourbeliefsystemcannowbedescribedasamemberofthisdeviousforce

Ifyouhavenoenemies,inventone.Givenastrawmantoreactagainst,yourfollowerswilltightenand cohere.Theyhaveyourcausetobelieveinandinfidelstodestroy.

ObservanceI

Intheyear1653,atwenty-seven-year-oldMilanmannamedFrancescoGiuseppeBorriclaimedtohave hadavision.HewentaroundtowntellingoneandallthatthearchangelMichaelhadappearedtohimand announcedthathehadbeenchosentobethecapitanogeneraleoftheArmyoftheNewPope,anarmy thatwouldseizeandrevitalizetheworld.ThearchangelhadfurtherrevealedthatBorrinowhadthe powertoseepeople’ssouls,andthathewouldsoondiscoverthephilosopher’sstone along-soughtaftersubstancethatcouldchangebasemetalsintogold.FriendsandacquaintanceswhoheardBorri explainthevision,andwhowitnessedthechangethathadcomeoverhim,wereimpressed,forBorrihad previouslydevotedhimselftoalifeofwine,women,andgambling.Nowhegaveallthatup,plunging himselfintothestudyofalchemyandtalkingonlyofmysticismandtheoccult.

Thetransformationwassosuddenandmiraculous,andBorri’swordsweresofilledwithenthusiasm, thathebegantocreateafollowing UnfortunatelytheItalianInquisitionbegantonoticehimaswell they prosecutedanyonewhodelvedintotheoccult soheleftItalyandbegantowanderEurope,fromAustria toHolland,tellingoneandallthat“tothosewhofollowmealljoyshallbegranted.”WhereverBorri stayedheattractedfollowers.Hismethodwassimple:Hespokeofhisvision,whichhadgrownmoreand moreelaborate,andofferedto“lookinto”thesoulofanyonewhobelievedhim(andtheyweremany). Seeminglyinatrance,hewouldstareatthisnewfollowerforseveralminutes,thenclaimtohaveseenthe person’ssoul,degreeofenlightenment,andpotentialforspiritualgreatness.Ifwhathesawshowed promise,hewouldaddthepersontohisgrowingorderofdisciples,anhonorindeed.

Theculthadsixdegrees,intowhichthediscipleswereassignedaccordingtowhatBorrihadglimpsed intheirsouls.Withworkandtotaldevotiontotheculttheycouldgraduatetoahigherdegree.Borri whomtheycalled“HisExcellency,”and“UniversalDoctor” demandedfromthemthestrictestvowsof poverty Allthegoodsandmoneystheypossessedhadtobeturnedovertohim Buttheydidnotmind handingovertheirproperty,forBorrihadtoldthem,“Ishallsoonbringmychemicalstudiestoahappy conclusionbythediscoveryofthephilosopher’sstone,andbythismeansweshallallhaveasmuchgold aswedesire.”

Givenhisgrowingwealth,Borribegantochangehisstyleofliving.Rentingthemostsplendid apartmentinthecityintowhichhehadtemporarilysettled,hewouldfurnishitwithfabulousfurnitureand accessories,whichhehadbeguntocollect.Hewoulddrivethroughthecityinacoachstuddedwith jewels,withsixmagnificentblackhorsesatitshead.Heneverstayedtoolonginoneplace,andwhenhe disappeared,sayinghehadmoresoulstogatherintohisflock,hisreputationonlygrewinhisabsence.He becamefamous,althoughinfacthehadneverdoneasingleconcretething.

Tobecomethefounderofanewreligiononemustbepsychologicallyinfallibleinone’sknowledgeof acertainaveragetypeofsoulswhohavenotyetrecognizedthattheybelongtogether.

FRIEDRICHNIETZSCHE,1844-1900

Menaresosimpleofmind,andsomuchdominatedbytheirimmediateneeds,thatadeceitfulmanwill alwaysfindplentywhoarereadytobedeceived

NICCOLOMACHIAVELLI,1469-1527

FromalloverEurope,theblind,thecrippled,andthedesperatecametovisitBorri,forwordhad

OBSERVANCESOFTHELAW

spreadthathehadhealingpowers Heaskednofeeforhisservices,whichonlymadehimseemmore marvelous,andindeedsomeclaimedthatinthisorthatcityhehadperformedamiraclecure.Byonly hintingathisaccomplishments,heencouragedpeople’simaginationstoblowthemuptofantastic proportions.Hiswealth,forexample,actuallycamefromthevastsumshewascollectingfromhis increasinglyselectgroupofrichdisciples;yetitwaspresumedthathehadinfactperfectedthe philosopher’sstone.TheChurchcontinuedtopursuehim,denouncinghimforheresyandwitchcraft,and Borri’sresponsetothesechargeswasadignifiedsilence;thisonlyenhancedhisreputationandmadehis followersmorepassionate.Onlythegreatarepersecuted,afterall;howmanyunderstoodJesusChristin hisowntime?Borrididnothavetosayaword hisfollowersnowcalledthePopetheAntichrist. AndsoBorri’spowergrewandgrew,untilonedayheleftthecityofAmsterdam(wherehehadsettled forawhile),abscondingwithhugesumsofborrowedmoneyanddiamondsthathadbeenentrustedtohim. (Heclaimedtobeabletoremovetheflawsfromdiamondsthroughthepowerofhisgiftedmind)Nowhe wasontherun.TheInquisitioneventuallycaughtupwithhim,andforthelasttwentyyearsofhislifehe wasimprisonedinRome.Butsogreatwasthebeliefinhisoccultpowersthattohisdyingdayhewas visitedbywealthybelievers,includingQueenChristinaofSweden.Supplyinghimwithmoneyand materials,thesevisitorsallowedhimtocontinuehissearchfortheelusivephilosopher’sstone.

Interpretation

THETEMPLEOFHEALTH

[Inthelate1780s] theScottishquackJamesGraham...waswinningalargefollowingandgreatriches inLondon....[Graham] maintainedashowofgreatscientifictechnique.In1772...hehadvisited Philadelphia,wherehemetBenjaminFranklinandbecameinterestedinthelatter’sexperimentswith electricity.Theseappeartohaveinspiredtheapparatusinthe“TempleofHealth,” thefabulousestablishmentheopenedinLondonforthesaleofhiselixirs Inthechiefroom,where hereceivedpatients,stood“thelargestairpumpintheworld”toassisthiminhis“philosophical investigations”intodisease,andalsoa“stupendousmetallicconductor,”arichlygildedpedestal surroundedwithretortsandvialsof“etherialandotheressences.”...AccordingtoJ.Ennemoser,who publishedahistoryofmagicin1844atLeipzig,Graham’s“house...unitedtheusefulwiththe pleasurable.Everywheretheutmostmagnificencewasdisplayed.Evenintheoutercourt,averredan eye-witness,itseemedasthoughart,invention,andricheshadbeenexhausted Onthesidewallsin thechambersanarc-shapedglowwasprovidedbyartificialelectriclight;starraysdartedforth; transparentglassesofallcolorswereplacedwithcleverselectionandmuchtaste.Allthis,thesame eyewitnessassuresus,wasravishingandexaltedtheimaginationtothehighestdegree.”Visitorswere givenaprintedsheetofrulesforhealthyliving.IntheGreatApolloApartmenttheymightjoinin mysteriousrituals,accompaniedbychants:“Hail,VitalAir,aethereal!MagneticMagic,hail!”And whiletheyhailedthemagicofmagnetism,thewindowsweredarkened,revealingaceilingstudded withelectricstarsandayoungandlovely“RosyGoddessofHealth”inaniche....Everyeveningthis TempleofHealthwascrowdedwithguests;ithadbecomethefashiontovisititandtrythegreat twelve-footbedofstate,the“GrandCelestialBed,”saidtocureanydisease....Thisbed,accordingto Ennemoser,“stoodinasplendidroom,intowhichacylinderledfromanadjoiningchamberto conductthehealingcurrents atthesametimeallsortsofpleasingscentsofstrengtheningherbsand Orientalincensewerealsobroughtinthroughglasstubes.Theheavenlybeditselfresteduponsix solidtransparentpillars;thebedclotheswereofpurpleandsky-blueAtlassilk,spreadoveramattress saturatedwithArabianperfumedwaterstosuitthetastesofthePersiancourt.Thechamberinwhich

itwasplacedhecalledtheSanctumSanctorum Toaddtoallthis,therewerethemelodiousnotesof theharmonica,softflutes,agreeablevoices,andagreatorgan.”

THEPOWEROFTHECHARLATAN,GRETEDEFRANCESCO,1939

Beforeheformedhiscult,Borriseemstohavestumbledonacriticaldiscovery.Tiringofhislifeof debauchery,hehaddecidedtogiveitupandtodevotehimselftotheoccult,agenuineinterestofhis.He musthavenoticed,however,thatwhenhealludedtoamysticalexperience(ratherthanphysical exhaustion)asthesourceofhisconversion,peopleofallclasseswantedtohearmore.Realizingthe powerhecouldgainbyascribingthechangetosomethingexternalandmysterious,hewentfurtherwith hismanufacturedvisions.Thegranderthevision,andthemoresacrificesheaskedfor,themoreappealing andbelievablehisstoryseemedtobecome.

Remember:Peoplearenotinterestedinthetruthaboutchange.Theydonotwanttohearthatithas comefromhardwork,orfromanythingasbanalasexhaustion,boredom,ordepression;theyaredyingto believeinsomethingromantic,otherworldly.Theywanttohearofangelsandout-of-bodyexperiences. Indulgethem.Hintatthemysticalsourceofsomepersonalchange,wrapitinetherealcolors,anda cultlikefollowingwillformaroundyou.Adapttopeople’sneeds:Themessiahmustmirrorthedesiresof hisfollowers.Andalwaysaimhigh.Thebiggerandbolderyourillusion,thebetter.

ObservanceII

Inthemid-1700s,wordspreadinEurope’sfashionablesocietyofaSwisscountrydoctornamedMichael Schüppachwhopracticedadifferentkindofmedicine:Heusedthehealingpowersofnaturetoperform miraculouscures.Soonwell-to-dopeoplefromallovertheContinent,theirailmentsbothseriousand mild,weremakingthetrektothealpinevillageofLangnau,whereSchüppachlivedandworked. Trudgingthroughthemountains,thesevisitorswitnessedthemostdramaticnaturallandscapesthatEurope hastooffer.BythetimetheyreachedLangnau,theywerealreadyfeelingtransformedandontheirwayto health.

Schüppach,whohadbecomeknownassimplythe“MountainDoctor,”hadasmallpharmacyintown. Thisplacebecamequiteascene:Crowdsofpeoplefrommanydifferentcountrieswouldcramthesmall room,itswallslinedwithcolorfulbottlesfilledwithherbalcures.Wheremostdoctorsofthetime prescribedfoul-tastingconcoctionsthatboreincomprehensibleLatintitles(asmedicinesoftendostill), Schüppach’scureshadnamessuchas“TheOilofJoy,”“LittleFlower’sHeart,”or“Againstthe Monster,”andtheytastedsweetandpleasing.

VisitorstoLangnauwouldhavetowaitpatientlyforavisitwiththeMountainDoctor,becauseevery daysomeeightymessengerswouldarriveatthepharmacybearingflasksofurinefromalloverEurope. Schüppachclaimedhecoulddiagnosewhatailedyousimplybylookingatasampleofyoururineand readingawrittendescriptionofyourailment.(Naturallyhereadthedescriptionverycarefullybefore prescribingacure.)Whenhefinallyhadaspareminute(theurinesamplestookupmuchofhistime),he wouldcallthevisitorintohisofficeinthepharmacy.Hewouldthenexaminethisperson’surinesample, explainingthatitsappearancewouldtellhimeverythingheneededtoknow.Countrypeoplehadasense forthesethings,hewouldsay theirwisdomcamefromlivingasimple,godlylifewithnoneofthe complicationsofurbanliving.Thispersonalconsultationwouldalsoincludeadiscussionastohowone mightbringone’ssoulmoreintoharmonywithnature.

Schüppachhaddevisedmanyformsoftreatment,eachprofoundlyunliketheusualmedicalpracticesof thetime.Hewasabeliever,forinstance,inelectricshocktherapy.Tothosewhowonderedwhetherthis

wasinkeepingwithhisbeliefinthehealingpowerofnature,hewouldexplainthatelectricityisanatural phenomenon;hewasmerelyimitatingthepoweroflightning.Oneofhispatientsclaimedtobeinhabited bysevendevils.Thedoctorcuredhimwithelectricalshocks,andasheadministeredtheseheexclaimed thathecouldseethedevilsflyingoutoftheman’sbody,onebyone.Anothermanclaimedtohave swallowedahaywagonanditsdriver,whichwerecausinghimmassivepainsinthechest.TheMountain Doctorlistenedpatiently,claimedtobeabletohearthecrackofawhipintheman’sbelly,promisedto curehim,andgavehimasedativeandapurgative.Themanfellasleeponachairoutsidethepharmacy. Assoonasheawokehevomited,andashevomitedahaywagonspedpasthim(theMountainDoctorhad hireditfortheoccasion),thecrackofitswhipmakinghimfeelthatsomehowhehadindeedexpelledit underthedoctor’scare.

Overtheyears,theMountainDoctor’sfamegrew.Hewasconsultedbythepowerful eventhewriter Goethemadethetrektohisvillage andhebecamethecenterofacultofnatureinwhicheverything naturalwasconsideredworthyofworship.Schüppachwascarefultocreateeffectsthatwouldentertain andinspirehispatients.Aprofessorwhovisitedhimoncewrote,“Onestandsorsitsincompany,one playscards,sometimeswithayoungwoman;nowaconcertisgiven,nowalunchorsupper,andnowa littleballetispresented.Withaveryhappyeffect,thefreedomofnatureiseverywhereunitedwiththe pleasuresofthebeaumonde,andifthedoctorisnotabletohealanydiseases,hecanatleastcure hypochondriaandthevapors.”

Interpretation

Schüppachhadbegunhiscareerasanordinaryvillagedoctor.Hewouldsometimesuseinhispractice someofthevillageremedieshehadgrownupwith,andapparentlyhenoticedsomeresults,forsoon theseherbaltincturesandnaturalformsofhealingbecamehisspecialty.Andinfacthisnaturalformof healingdidhaveprofoundpsychologicaleffectsonhispatients.Wherethenormaldrugsofthetime createdfearandpain,Schüppach’streatmentswerecomfortableandsoothing.Theresultingimprovement inthepatient’smoodwasacriticalelementinthecureshebroughtabout.Hispatientsbelievedsodeeply inhisskillsthattheywilledthemselvesintohealth Insteadofscoffingattheirirrationalexplanationsfor theirailments,Schüppachusedtheirhypochondriatomakeitseemthathehadeffectedagreatcure. ThecaseoftheMountainDoctorteachesusvaluablelessonsinthecreationofacultlikefollowing. First,youmustfindawaytoengagepeople’swill,tomaketheirbeliefinyourpowersstrongenoughthat theyimagineallsortsofbenefits.Theirbeliefwillhaveaself-fulfillingquality,butyoumustmakesure thatitisyou,ratherthantheirownwill,whoisseenastheagentoftransformation.Findthebelief,cause, orfantasythatwillmakethembelievewithapassionandtheywillimaginetherest,worshippingyouas healer,prophet,genius,whateveryoulike.

Second,Schüppachteachesustheeverlastingpowerofbeliefinnature,andinsimplicity.Nature,in reality,isfullofmuchthatisterrifying poisonousplants,fierceanimals,suddendisasters,plagues. Beliefinthehealing,comfortingqualityofnatureisreallyaconstructedmyth,aromanticism.Butthe appealtonaturecanbringyougreatpower,especiallyincomplicatedandstressfultimes

Thisappeal,however,mustbehandledright.Deviseakindoftheaterofnatureinwhichyou,asthe director,pickandchoosethequalitiesthatfittheromanticismofthetimes.TheMountainDoctorplayed theparttoperfection,playinguphishomespunwisdomandwit,andstaginghiscuresasdramaticpieces. Hedidnotmakehimselfonewithnature;insteadhemoldednatureintoacult,anartificialconstruction. Tocreatea“natural”effectyouactuallyhavetoworkhard,makingnaturetheatricalanddelightfully

ObservanceIII

In1788,attheageoffifty-five,thedoctorandscientistFranzMesmerwasatacrossroads.Hewasa pioneerinthestudyofanimalmagnetism thebeliefthatanimalscontainmagneticmatter,andthata doctororspecialistcaneffectmiraculouscuresbyworkingonthischargedsubstance butinVienna, wherehelived,histheorieshadmetwithscornandridiculefromthemedicalestablishment.Intreating womenforconvulsions,Mesmerclaimedtohaveworkedanumberofcures,hisproudestachievement beingtherestorationofsighttoablindgirl.Butanotherdoctorwhoexaminedtheyounggirlsaidshewas asblindasever,anassessmentwithwhichsheherselfagreed.Mesmercounteredthathisenemieswere outtoslanderhimbywinningherovertotheirside.Thisclaimonlyelicitedmoreridicule.Clearlythe sober-mindedViennesewerethewrongaudienceforhistheories,andsohedecidedtomovetoParisand startagain.

Rentingasplendidapartmentinhisnewcity,Mesmerdecorateditappropriately.Stainedglassinmost ofthewindowscreatedareligiousfeeling,andmirrorsonallthewallsproducedanhypnoticeffect.The doctoradvertisedthatinhisapartmenthewouldgivedemonstrationsofthepowersofanimalmagnetism, invitingthediseasedandmelancholictofeelitspowers.SoonParisiansofallclasses(butmostlywomen, whoseemedmoreattractedtotheideathanmendid)werepayingforentrytowitnessthemiraclesthat Mesmerpromised.

Insidetheapartment,thescentsoforangeblossomandexoticincensewaftedthroughspecialvents.As theinitiatesfilteredintothesalonwherethedemonstrationstookplace,theyheardharpmusicandthe lullingsoundsofafemalevocalistcomingfromanotherroom.Inthecenterofthesalonwasalongoval containerfilledwithwaterthatMesmerclaimedhadbeenmagnetized.Fromholesinthecontainer’s metallidprotrudedlongmovableironrods.Thevisitorswereinstructedtositaroundthecontainer,place thesemagnetizedrodsonthebodypartthatgavethempainsorproblems,andthenholdhandswiththeir neighbors,sittingascloseaspossibletooneanothertohelpthemagneticforcepassbetweentheir bodies Sometimes,too,theywereattachedtoeachotherbycords

THEPOWIROIII

InthetownofTarnopollivedamanbythenameofRebFeivel.Oneday,ashesatinhishousedeeplyabsorbedinhisTalmud,heheardaloudnoiseoutside.Whenhewenttothewindowhesawalotof littlepranksters.“Uptosomenewpieceofmischief,nodoubt.”hethought.“Children,runquicklyto thesynagogue,”hecried,leaningoutandimprovisingthefirststorythatoccurredtohim.“You’llsee thereaseamonster,andwhatamonster!It’sacreaturewithfivefeet,threeeyes,andabeardlike thatofagoat,onlyit’sgreen!”

AndsureenoughthechildrenscamperedoffandRebFeivelreturnedtohisstudies.Hesmiledintohis beardashethoughtofthetrickhehadplayedonthoselittlerascals.Itwasn’tlongbeforehisstudies wereinterruptedagain,thistimebyrunningfootsteps.Whenhewenttothewindowhesawseveral Jewsrunning “Whereareyourunning?”hecalledout

“Tothesonagogue!”answeredtheJews.“Haven’tyouheard?There’saseamonster,there’sa creaturewithfivelegs,threeeyes,andabeardlikethatofagoat,onlyit’sgreen!”RebFeivel laughedwithglee,thinkingofthetrickhehadplayed,andsatdownagaintohisTalmud.Butno soonerhadhebeguntoconcentratewhensuddenlyheheardadinningtumultoutside.Andwhatdidhe

pagan Otherwisenoonewillnotice Naturetoomustfollowtrendsandbeprogressive

see?Agreatcrowdofmen,womenandchildren,allrunningtowardthesynagogue “What’siep?”he cried,stickinghisheadoutofthewindow.

“Whataquestion!Why,don’tyouknow?”theyanswered.“Rightinfrontofthesynagoguethere’sa seamonster.It’sacreaturewithfivelegs,threeeyes,andabeardlikethatofagoat,onlyit’sgreen!” Andasthecrowdhurriedby,RebFeivelsuddenlynoticedthattherabbihimselfwasamongthem.

“Lordoftheworld!”heexclaimed.“Iftherabbihimselfisrunningwiththemsurelytheremustbe somethinghappening.Wherethere’ssmokethere’sfire!”WithoutfurtherthoughtRebFeivelgrabbed hishat,lefthishouse,andalsobeganrunning.“Whocantell?”hemutteredtohimselfasheran,all outofbreath,towardthesynagogue.

ATREASURYOFJEWISHFOLKLORE,NATHANAUSUBEL,ED.,1948

Mesmerwouldleavetheroom,and“assistantmagnetizers” allhandsomeandstrappingyoungmen wouldenterwithjarsofmagnetizedwaterthattheywouldsprinkleonthepatients,rubbingthehealing fluidontheirbodies,massagingitintotheirskin,movingthemtowardatrancelikestate.Andafterafew minutesakindofdeliriumwouldovercomethewomen.Somewouldsob,somewouldshriekandtear theirhair,otherswouldlaughhysterically.AttheheightofthedeliriumMesmerwouldreenterthesalon, dressedinaflowingsilkrobeembroideredwithgoldenflowersandcarryingawhitemagneticrod. Movingaroundthecontainer,hewouldstrokeandsoothethepatientsuntilcalmwasrestored.Many womenwouldlaterattributethestrangepowerhehadonthemtohispiercinglook,which,theythought, wasexcitingorquietingthemagneticfluidsintheirbodies

WithinmonthsofhisarrivalinParis,Mesmerbecametherage.HissupportersincludedMarieAntoinetteherself,thequeenofFrance,wifeofLouisXVI.AsinVienna,hewascondemnedbythe officialfacultyofmedicine,butitdidnotmatter.Hisgrowingfollowingofpupilsandpatientspaidhim handsomely.

Mesmerexpandedhistheoriestoproclaimthatallhumanitycouldbebroughtintoharmonythroughthe powerofmagnetism,aconceptwithmuchappealduringtheFrenchRevolution.AcultofMesmerism spreadacrossthecountry;inmanytowns,“SocietiesofHarmony”spranguptoexperimentwith magnetism.Thesesocietieseventuallybecamenotorious:Theytendedtobeledbylibertineswhowould turntheirsessionsintoakindofgrouporgy.

AttheheightofMesmer’spopularity,aFrenchcommissionpublishedareportbasedonyearsoftesting thetheoryofanimalmagnetism Theconclusion:Magnetism’seffectsonthebodyactuallycamefroma kindofgrouphysteriaandautosuggestion.Thereportwaswelldocumented,andruinedMesmer’s reputationinFrance.Heleftthecountryandwentintoretirement.Onlyafewyearslater,however, imitatorssprangupalloverEuropeandthecultofMesmerismspreadonceagain,itsbelieversmore numerousthanever.

Interpretation

Mesmer’scareercanbebrokenintotwoparts.WhenstillinVienna,heclearlybelievedinthevalidityof histheory,anddidallhecouldtoproveit.Buthisgrowingfrustrationandthedisapprovalofhis colleaguesmadehimadoptanotherstrategy.FirsthemovedtoParis,wherenooneknewhim,andwhere hisextravaganttheoriesfoundamorefruitfulsoil.ThenheappealedtotheFrenchloveoftheaterand spectacle,makinghisapartmentintoakindofmagicalworldinwhichasensoryoverloadofsmells, sights,andsoundsentrancedhiscustomers.Mostimportant,fromnowonhepracticedhismagnetismonly onagroup.Thegroupprovidedthesettinginwhichthemagnetismwouldhaveitspropereffect,one

believerinfectingtheother,overwhelminganyindividualdoubter

Mesmerthuspassedfrombeingaconfirmedadvocateofmagnetismtotheroleofacharlatanusing everytrickinthebooktocaptivatethepublic.Thebiggesttrickofallwastoplayontherepressed sexualitythatbubblesunderthesurfaceofanygroupsetting.Inagroup,alongingforsocialunity,a longingolderthancivilization,criesouttobeawakened.Thisdesiremaybesubsumedunderaunifying cause,butbeneathitisarepressedsexualitythatthecharlatanknowshowtoexploitandmanipulatefor hisownpurposes.

ThisisthelessonthatMesmerteachesus:Ourtendencytodoubt,thedistancethatallowsustoreason, isbrokendownwhenwejoinagroup.Thewarmthandinfectiousnessofthegroupoverwhelmthe skepticalindividual.Thisisthepoweryougainbycreatingacult.Also,byplayingonpeople’srepressed sexuality,youleadthemintomistakingtheirexcitedfeelingsforsignsofyourmysticalstrength.Yougain untoldpowerbyworkingonpeople’sunrealizeddesireforakindofpromiscuousandpaganunity Remembertoothatthemosteffectivecultsmixreligionwithscience.Takethelatesttechnological trendorfadandblenditwithanoblecause,amysticalfaith,anewformofhealing.People’s interpretationsofyourhybridcultwillrunrampant,andtheywillattributepowerstoyouthatyouhad nevereventhoughttoclaim.

Image:TheMagnet.Anunseenforcedrawsobjectstoit,whichinturnbecomemagnetizedthemselves, drawingotherpiecestothem,themagneticpowerofthewholeconstantlyincreasing.Buttakeawaythe originalmagnetanditallfallsapart Becomethemagnet,theinvisibleforcethatattractspeople’s imaginationsandholdsthemtogether.Oncetheyhaveclusteredaroundyou,nopowercanwrestthem away.

Authority:Thecharlatanachieveshisgreatpowerbysimplyopeningapossibilityformentobelieve whattheyalreadywanttobelieve....Thecredulouscannotkeepatadistance;theycrowdaroundthe wonderworker,enteringhispersonalaura,surrenderingthemselvestoillusionwithaheavysolemnity, likecattle.(GretedeFrancesco)

REVERSAL

Onereasontocreateafollowingisthatagroupisofteneasiertodeceivethananindividual,andturns overtoyouthatmuchmorepower.Thiscomes,however,withadanger:Ifatanymomentthegroupsees throughyou,youwillfindyourselffacingnotonedeceivedsoulbutanangrycrowdthatwilltearyouto piecesasavidlyasitoncefollowedyou.Thecharlatansconstantlyfacedthisdanger,andwerealways readytomoveoutoftownasitinevitablybecameclearthattheirelixirsdidnotworkandtheirideas weresham.Tooslowandtheypaidwiththeirlives.Inplayingwiththecrowd,youareplayingwithfire, andmustconstantlykeepaneyeoutforanysparksofdoubt,anyenemieswhowillturnthecrowdagainst you.Whenyouplaywiththeemotionsofacrowd,youhavetoknowhowtoadapt,attuningyourself

instantaneouslytoallofthemoodsanddesiresthatagroupwillproduce Usespies,beontopof everything,andkeepyourbagspacked.

Forthisreasonyoumayoftenprefertodealwithpeopleonebyone.Isolatingthemfromtheirnormal milieucanhavethesameeffectasputtingtheminagroup itmakesthemmorepronetosuggestionand intimidation.Choosetherightsuckerandifheeventuallyseesthroughyouhemayproveeasiertoescape thanacrowd.

ENTERACTIONWITHBOLDNESS

JUDGMENT

Ifyouareunsureofacourseofaction,donotattemptit.Yourdoubtsandhesitationswillinfectyour execution.Timidityisdangerous:Bettertoenterwithboldness.Anymistakesyoucommitthrough audacityareeasilycorrectedwithmoreaudacity.Everyoneadmiresthebold;noonehonorsthetimid.

THETWOADVENTURERS

Thepathofpleasureneverleadstoglory!TheprodigiousachievementsofHerculesweretheresultof highadventure,andthoughthereislittle,eitherinfableorhistory,toshowthathehadanyrivals, stillitisrecordedthataknighterrant,incompanywithafellowadventurer,soughthisfortuneina romanticcountry.Hehadnottraveledfarwhenhiscompanionobservedapost,onwhichwaswritten thefollowinginscription:“Braveadventurer,ifyouhaveadesiretodiscoverthatwhichhasnever beenseenbyanyknighterrant,youhaveonlytopassthistorrent,andthentakeinyourarmsan elephantofstoneandcarryitinonebreathtothesummitofthismountain,whosenobleheadseems blendedwiththesky.”“But,”saidtheknight’scompanion,“thewatermaybedeepaswellasrapid, andthough,notwithstanding,weshouldpassit,whyshouldwebeencumberedwiththeelephant? Whataridiculousundertaking!”Andphilosophicallyandwithnicecalculation,heobservedthatthe elephantmightbecarriedfoursteps;butforconveyingittothetopofthemountaininonebreath,that wasnotinthepowerofamortal,unlessitshould bethedwarffigureofanelephant,fitonlytobeplacedonthetopofastick;andthenwhathonor wouldtherebeinsuchanadventure?“Thereis,”saidhe,“somedeceptioninthiswriting.Itisan enigmaonlyfittoamuseachild.Ishallthereforeleaveyouandyourelephant.”

Thereasonerthendeparted;buttheadventurousmanrushedwithhiseyesclosedacrossthewater; neitherdepthnorviolencepreventedhim.andaccordingtotheinscriptionhesawtheelephantlying ontheoppositebank

Hetookitandcarriedittothetopofthehill,wherehesawatown.Ashriekfromtheelephant alarmedthepeopleofthecity,whoroseinarms;buttheadventurer,nothingdaunted,wasdetermined todieahero.Thepeople,however,wereawedbyhispresence,andhewasastonishedtohearthem proclaimhimsuccessortotheirking,whohadrecentlydied.Greatenterprisesareonlyachievedby adventurousspirits.Theywhocalculatewithtoogreatnicetyeverydifficultyandobstaclewhichis likelytolieintheirway,losethattimeinhesitation,whichthemoredaringseizeandrenderavailable totheloftiestpurposes.

FABLES.JEANDELAFONTAINE,1621-1695

BOLDNESSANDHESITATION:ABriefPsychologicalComparisonBoldnessandhesitationelicitvery differentpsychologicalresponsesintheirtargets:Hesitationputsobstaclesinyourpath,boldness eliminatesthem.Onceyouunderstandthis,youwillfinditessentialtoovercomeyournaturaltimidityand

LAW28

practicetheartofaudacity Thefollowingareamongthemostpronouncedpsychologicaleffectsof boldnessandtimidity.

TheBoldertheLietheBetter.Weallhaveweaknesses,andoureffortsareneverperfect.Butentering actionwithboldnesshasthemagicaleffectofhidingourdeficiencies Conartistsknowthatthebolderthe lie,themoreconvincingitbecomes.Thesheeraudacityofthestorymakesitmorecredible,distracting attentionfromitsinconsistencies.Whenputtingtogetheraconorenteringanykindofnegotiation,go furtherthanyouplanned.Askforthemoonandyouwillbesurprisedhowoftenyougetit.

LionsCircletheHesitantPrey.Peoplehaveasixthsensefortheweaknessesofothers.If,inafirst encounter,youdemonstrateyourwillingnesstocompromise,backdown,andretreat,youbringoutthe lioneveninpeoplewhoarenotnecessarilybloodthirsty.Everythingdependsonperception,andonceyou areseenasthekindofpersonwhoquicklygoesonthedefensive,whoiswillingtonegotiateandbe amenable,youwillbepushedaroundwithoutmercy.

BoldnessStrikesFear;FearCreatesAuthority.Theboldmovemakesyouseemlargerandmore powerfulthanyouare.Ifitcomessuddenly,withthestealthandswiftnessofasnake,itinspiresthatmuch morefear.Byintimidatingwithaboldmove,youestablishaprecedent:ineverysubsequentencounter, peoplewillbeonthedefensive,interrorofyournextstrike.

GoingHalfwaywithHalfaHeartDigstheDeeperGrave.Ifyouenteranactionwithlessthantotal confidence,yousetupobstaclesinyourownpath.Whenaproblemarisesyouwillgrowconfused,seeing optionswheretherearenoneandinadvertentlycreatingmoreproblemsstill.Retreatingfromthehunter, thetimidharescurriesmoreeasilyintohissnares.

HesitationCreatesGaps,BoldnessObliteratesThem.Whenyoutaketimetothink,tohemandhaw, youcreateagapthatallowsotherstimetothinkaswell.Yourtimidityinfectspeoplewithawkward energy,elicitsembarrassment.Doubtspringsuponallsides.

Boldnessdestroyssuchgaps.Theswiftnessofthemoveandtheenergyoftheactionleaveothersno spacetodoubtandworry.Inseduction,hesitationisfatal itmakesyourvictimconsciousofyour intentions.Theboldmovecrownsseductionwithtriumph:Itleavesnotimeforreflection.

AudacitySeparatesYoufromtheHerd.Boldnessgivesyoupresenceandmakesyouseemlargerthan life.Thetimidfadeintothewallpaper,thebolddrawattention,andwhatdrawsattentiondrawspower. Wecannotkeepoureyesofftheaudacious wecannotwaittoseetheirnextboldmove.

OBSERVANCESOFTHELAW

ObservanceI

InMayof1925,fiveofthemostsuccessfuldealersintheFrenchscrap-metalbusinessfoundthemselves invitedtoan“official”but“highlyconfidential”meetingwiththedeputydirectorgeneraloftheMinistry

ofPostandTelegraphsattheHotelCrillon,thenthemostluxurioushotelinParis Whenthebusinessmen arrived,itwasthedirectorgeneralhimself,aMonsieurLustig,whomettheminaswanksuiteonthetop floor.

Thebusinessmenhadnoideawhytheyhadbeensummonedtothismeeting,andtheywereburstingwith curiosity.Afterdrinks,thedirectorexplained.“Gentlemen,”hesaid,“thisisanurgentmatterthatrequires completesecrecy.ThegovernmentisgoingtohavetoteardowntheEiffelTower.”Thedealerslistened instunnedsilenceasthedirectorexplainedthatthetower,asrecentlyreportedinthenews,desperately neededrepairs.Ithadoriginallybeenmeantasatemporarystructure(fortheExpositionof1889),its maintenancecostshadsoaredovertheyears,andnow,inatimeofafiscalcrisis,thegovernmentwould havetospendmillionstofixit.ManyParisiansconsideredtheEiffelToweraneyesoreandwouldbe delightedtoseeitgo.Overtime,eventhetouristswouldforgetaboutit itwouldliveoninphotographs andpostcards “Gentlemen,”Lustigsaid,“youareallinvitedtomakethegovernmentanofferforthe EiffelTower.”

Hegavethebusinessmensheetsofgovernmentstationeryfilledwithfigures,suchasthetonnageofthe tower’smetal.Theireyespoppedastheycalculatedhowmuchtheycouldmakefromthescrap.Then Lustigledthemtoawaitinglimo,whichbroughtthemtotheEiffelTower.Flashinganofficialbadge,he guidedthemthroughthearea,spicinghistourwithamusinganecdotes.Attheendofthevisithethanked themandaskedthemtohavetheiroffersdeliveredtohissuitewithinfourdays.

Severaldaysaftertheoffersweresubmitted,oneofthefive,aMonsieurP.,receivednoticethathisbid wasthewinner,andthattosecurethesaleheshouldcometothesuiteatthehotelwithintwodays, bearingacertifiedcheckformorethan250,000francs(theequivalenttodayofabout$1,000,000) a quarterofthetotalprice.Ondeliveryofthecheck,hewouldreceivethedocumentsconfirminghis ownershipoftheEiffelTower MonsieurP wasexcited hewouldgodowninhistoryasthemanwho hadboughtandtorndowntheinfamouslandmark.Butbythetimehearrivedatthesuite,checkinhand,he wasbeginningtohavedoubtsaboutthewholeaffair.Whymeetinahotelinsteadofagovernment building?Whyhadn’theheardfromotherofficials?Wasthisahoax,ascam?AshelistenedtoLustig discussthearrangementsforthescrappingofthetower,hehesitated,andcontemplatedbackingout. Suddenly,however,herealizedthatthedirectorhadchangedhistone.Insteadoftalkingaboutthe tower,hewascomplainingabouthislowsalary,abouthiswife’sdesireforafurcoat,abouthowgalling itwastoworkhardandbeunappreciated.ItdawnedonMonsieurP.thatthishighgovernmentofficial wasaskingforabribe.Theeffectonhim,though,wasnotoutragebutrelief.NowhewassurethatLustig wasforreal,sinceinallofhispreviousencounterswithFrenchbureaucrats,theyhadinevitablyasked foralittlegreasingofthepalm.Hisconfidencerestored,MonsieurP.slippedthedirectorseveral thousandfrancsinbills,thenhandedhimthecertifiedcheck Inreturnhereceivedthedocumentation, includinganimpressive-lookingbillofsale.Heleftthehotel,dreamingoftheprofitsandfametocome. Overthenextfewdays,however,asMonsieurP.waitedforcorrespondencefromthegovernment,he begantorealizethatsomethingwasamiss.Afewtelephonecallsmadeitclearthattherewasnodeputy directorgeneralLustig,andtherewerenoplanstodestroytheEiffelTower:Hehadbeenbilkedofover 250,000francs!

MonsieurP.neverwenttothepolice.Heknewwhatkindofreputationhewouldgetifwordgotout thathehadfallenforoneofthemostabsurdlyaudaciousconsinhistory.Besidesthepublichumiliation,it wouldhavebeenbusinesssuicide.

Interpretation

HadCountVictorLustig,conartistextraordinaire,triedtoselltheArcdeTriomphe,abridgeoverthe Seine,astatueofBalzac,noonewouldhavebelievedhim.ButtheEiffelTowerwasjusttoolarge,too improbabletobepartofaconjob.InfactitwassoimprobablethatLustigwasabletoreturntoParissix monthslaterand“resell”theEiffelTowertoadifferentscrap-irondealer,andforahigherprice asum infrancsequivalenttodaytoover$1,500,000!

Largenessofscaledeceivesthehumaneye Itdistractsandawesus,andissoself-evidentthatwe cannotimaginethereisanyillusionordeceptionafoot.Armyourselfwithbignessandboldness stretch yourdeceptionsasfarastheywillgoandthengofurther.Ifyousensethatthesuckerhassuspicions,do astheintrepidLustigdid:Insteadofbackingdown,orloweringhisprice,hesimplyraisedhisprice higher,byaskingforandgettingabribe.Askingformoreputstheotherpersononthedefensive,cutsout thenibblingeffectofcompromiseanddoubt,andoverwhelmswithitsboldness.

Alwayssettoworkwithoutmisgivingsonthescoreofimprudence.Fearoffailureinthemindofa performeris,foranonlooker,alreadyevidenceoffailure Actionsaredangerouswhenthereis doubtastotheirwisdom;itwouldbesafertodonothing.

BALTASARGRACIÁN,1601-1658

THESTORYOFHUHSAENG

InalowlythatchedcottageintheNamsanValleytherelivedapoorcouple,Mr.andMrs.HuhSaeng. Thehusbandconfinedhimselfforsevenyearsandonlyreadbooksinhiscoldroom....Onedayhis wife,allintears,saidtohim:“Lookhere,mygoodman!Whatistheuseofallyourbookreading?I havespentmyyouthinwashingandsewingforotherpeopleandyetIhavenosparejacketorskirtto wearandIhavehadnofoodtoeatduringthepastthreedays.Iamhungryandcold.Icanstanditno more!”...Hearingthesewords,themiddle-agedscholarclosedhisbook...rosetohisfeetand... withoutsayinganotherword,hewentoutofdoors....Arrivingintheheartofthecity,hesloppeda passinggentleman “Hello,myfriend!Whoistherichestmanintown?”“Poorcountryman!Don’tyou knowBvôn-ssi,themillionaire?Hisglitteringtile-roofedhousepiercedbytwelvegatesisjustover there.”HuhSaengbenthisstepstotherichman’shouse.Havingenteredthebtggate,heflungthe guest-roomdooropenandaddressedthehost:“Ineed10,000yangforcapitalformycommercial businessandIwantyoutolendmethemoney.”“Alright,sir.WhereshallIsendthemoney?” “TotheAnsôngMarketincareofacommissionmerchant.”“Verywell.sir.IwilldrawonKim,who doesthebiggestcommissionbusinessintheAnsôngMarket You’llgetthemoneythere”“Good-bye sir.”WhenHuhSaengwasgone,alltheotherguestsintheroomaskedBvôn-ssiwhyhegavesomuch moneytoabeggarlikestrangerwhosefamilynamewasunknowntohim.Buttherichmanrepliedwith atriumphantface:“Eventhoughhewasinraggedclothes,hespokeclearlytothepointwithout betrayingshameorinferiority,unlikecommonpeoplewhowanttoborrowmoneyforabaddebt.Such amanasheiseithermadorself-confidentindoingbusiness Butjudgingfromhisdauntlesseyesand boomingvoiceheisanuncommonmanwithasuperhumanbrain,worthyofmytrust.Iknowmoney andIknowmen.Moneyoftenmakesamansmall,butamanlikehimmakesbigmoney.Iamonlyglad tohavehelpedabigmandobigbusiness.”

BEHINDTHESCENESOFROYALPALACESINKOREA,HATAE-HUNG,1983

ObservanceII

Onhisdeathbedin1533,VasilyIII,theGrandDukeofMoscowandrulerofasemi-unitedRussia,

proclaimedhisthree-year-oldson,IvanIV,ashissuccessor Heappointedhisyoungwife,Helena,as regentuntilIvanreachedhismajorityandcouldruleonhisown.Thearistocracy theboyars secretly rejoiced:ForyearsthedukesofMoscowhadbeentryingtoextendtheirauthorityovertheboyars’turf. WithVasilydead,hisheiramerethreeyearsold,andayoungwomaninchargeofthedukedom,the boyarswouldbeabletorollbackthedukes’gains,wrestcontrolofthestate,andhumiliatetheroyal family.

Awareofthesedangers,youngHelenaturnedtohertrustedfriendPrinceIvanObolenskytohelpher rule.Butafterfiveyearsasregentshesuddenlydied poisonedbyamemberoftheShuiskyfamily,the mostfearsomeboyarclan.TheShuiskyprincesseizedcontrolofthegovernmentandthrewObolenskyin prison,wherehestarvedtodeath.Attheageofeight,Ivanwasnowadespisedorphan,andanyboyaror familymemberwhotookaninterestinhimwasimmediatelybanishedorkilled.

AndsoIvanroamedthepalace,hungry,illclothed,andofteninhidingfromtheShuiskys,whotreated himroughlywhentheysawhim.Onsomedaystheywouldsearchhimout,clothehiminroyalrobes,hand himascepter,andsethimonthethrone akindofmockritualinwhichtheylampoonedhisroyal pretensions.Thentheywouldshoohimaway.OneeveningseveralofthemchasedtheMetropolitan the headoftheRussianchurch throughthepalace,andhesoughtrefugeinIvan’sroom;theboywatchedin horrorastheShuiskysentered,hurledinsults,andbeattheMetropolitanmercilessly.

Ivanhadonefriendinthepalace,aboyarnamedVorontsovwhoconsoledandadvisedhim.Oneday, however,ashe,Vorontsov,andthenewestMetropolitanconferredinthepalacerefectory,several Shuiskysburstin,beatupUorontsov,andinsultedtheMetropolitanbytearingandtreadingonhisrobes. ThentheybanishedVorontsovfromMoscow.

ThroughoutallthisIvanmaintainedastrictsilence.Totheboyarsitseemedthattheirplanhadworked: Theyoungmanhadturnedintoaterrifiedandobedientidiot Theycouldignorehimnow,evenleavehim alone.ButontheeveningofDecember29,1543,Ivan,nowthirteen,askedPrinceAndreiShuiskytocome tohisroom.Whentheprincearrived,theroomwasfilledwithpalaceguards.YoungIvanthenpointed hisfingeratAndreiandorderedtheguardstoarresthim,havehimkilled,andthrowhisbodytothe bloodhoundsintheroyalkennel.OverthenextfewdaysIvanhadallofAndrei’scloseassociates arrestedandbanished.Caughtoff-guardbyhissuddenboldness,theboyarsnowstoodinmortalterrorof thisyouth,thefutureIvantheTerrible,whohadplannedandwaitedforfiveyearstoexecutethisone swiftandboldactthatwouldsecurehispowerfordecadestocome.

Interpretation

Theworldisfullofboyars menwhodespiseyou,fearyourambition,andjealouslyguardtheir shrinkingrealmsofpower.Youneedtoestablishyourauthorityandgainrespect,butthemomentthe boyarssenseyourgrowingboldness,theywillacttothwartyou.ThisishowIvanmetsuchasituation: Helaylow,showingneitherambitionnordiscontent.Hewaited,andwhenthetimecamehebroughtthe palaceguardsovertohisside.TheguardshadcometohatethecruelShuiskys.Oncetheyagreedto Ivan’splan,hestruckwiththeswiftnessofasnake,pointinghisfingeratShuiskyandgivinghimnotime toreact.

Negotiatewithaboyarandyoucreateopportunitiesforhim.Asmallcompromisebecomesthetoehold heneedstotearyouapart.Thesuddenboldmove,withoutdiscussionorwarning,obliteratesthese toeholds,andbuildsyourauthority.Youterrifydoubtersanddespisersandgaintheconfidenceofthe manywhoadmireandglorifythosewhoactboldly.

In1514thetwenty-two-year-oldPietroAretinowasworkingasalowlyassistantsculliontoawealthy Romanfamily.Hehadambitionsofgreatnessasawriter,toenflametheworldwithhisname,buthow couldamerelackeyhopetorealizesuchdreams?

ThatyearPopeLeoXreceivedfromthekingofPortugalanembassythatincludedmanygifts,most prominentamongthemagreatelephant,thefirstinRomesinceimperialtimes.Thepontiffadoredthis elephantandshowereditwithattentionandgifts Butdespitehisloveandcare,theelephant,whichwas calledHanno,becamedeathlyill.Thepopesummoneddoctors,whoadministeredafive-hundred-pound purgativetotheelephant,butalltonoavail.Theanimaldiedandthepopewentintomourning.To consolehimselfhesummonedthegreatpainterRaphaelandorderedhimtocreatealife-sizedpaintingof Hannoabovetheanimal’stomb,bearingtheinscription,“Whatnaturetookaway,Raphaelhaswithhisart restored.”

Overthenextfewdays,apamphletcirculatedthroughoutRomethatcausedgreatmerrimentand laughter.Entitled“TheLastWillandTestamentoftheElephantHanno,”itread,inpart,“Tomyheirthe CardinalSantaCroce,Igivemyknees,sothathecanimitatemygenuflections....TomyheirCardinal SantiQuattro,Igivemyjaws,sothathecanmorereadilydevourallofChrist’srevenues....Tomyheir CardinalMedici,Igivemyears,sothathecanheareveryone’sdoings....”ToCardinalGrassi,whohada reputationforlechery,theelephantbequeathedtheappropriate,oversizedpartofhisownanatomy

Onandontheanonymouspamphletwent,sparingnoneofthegreatinRome,noteventhepope.With eachoneittookaimattheirbest-knownweakness.Thepamphletendedwithverse,“SeetoitthatAretino isyourfriend/Forheisabadenemytohave./Hiswordsalonecouldruinthehighpope/SoGodguard everyonefromhistongue.”

Interpretation

Withoneshortpamphlet,Aretino,sonofapoorshoemakerandaservanthimself,hurledhimselftofame. EveryoneinRomerushedtofindoutwhothisdaringyoungmanwas.Eventhepope,amusedbyhis audacity,soughthimoutandendedupgivinghimajobinthepapalservice.Overtheyearshecametobe knownasthe“ScourgeofPrinces,”andhisbitingtongueearnedhimtherespectandfearofthegreat, fromthekingofFrancetotheHapsburgemperor.

Fear,whichalwaysmagnifiesobjects,givesabodytoalltheirfancies,whichtakesforitsform whatevertheyconceivetoexistintheirenemies’thoughts;sothatfearfulpersonsseldomfailtofall intorealinconveniences,occasionedbyimaginarydangers....Andtheduke,whosepredominant characterwastobealwaysfulloffearandofdistrust,was,ofallmenIhaveeverseen,themost capableoffallingintofalsesteps,bythedreadhehadoffallingintothem;beinginthatlikeunto hares

CARDINALDERETZ,1613-1679

TheAretinostrategyissimple:WhenyouareassmallandobscureasDavidwas,youmustfinda Goliathtoattack.Thelargerthetarget,themoreattentionyougain.Theboldertheattack,themoreyou standoutfromthecrowd,andthemoreadmirationyouearn.Societyisfullofthosewhothinkdaring thoughtsbutlackthegutstoprintandpublicizethem.Voicewhatthepublicfeels theexpressionof sharedfeelingsisalwayspowerful.Searchoutthemostprominenttargetpossibleandslingyourboldest

ObservanceIII

shot Theworldwillenjoythespectacle,andwillhonortheunderdog you,thatis withgloryand power.

1111.BOYAND

Aboyplayinginthefieldsgotstungbyanettle.Heranhometohismother,tellingherthathehadbut touchedthatnastyweed,andithadstunghim.“Itwasjustyourtouchingit,myboy,”saidthemother, “thatcausedittostingyou;thenexttimeyoumeddlewithanettle,graspittightly,anditwilldoyou nohurt”

Doboldlywhatyoudoatall.

FABLES,AESOP.SIXTHCENTURYB.C.

KEYSTOPOWER

Mostofusaretimid.Wewanttoavoidtensionandconflictandwewanttobelikedbyall.Wemay contemplateaboldactionbutwerarelybringittolife.Weareterrifiedoftheconsequences,ofwhat othersmightthinkofus,ofthehostilitywewillstirupifwedaregobeyondourusualplace.

Althoughwemaydisguiseourtimidityasaconcernforothers,adesirenottohurtoroffendthem,in factitistheopposite wearereallyself-absorbed,worriedaboutourselvesandhowothersperceiveus. Boldness,ontheotherhand,isouter-directed,andoftenmakespeoplefeelmoreatease,sinceitisless self-consciousandlessrepressed.

Thiscanbeseenmostclearlyinseduction.Allgreatseducerssucceedthrougheffrontery.Casanova’s boldnesswasnotrevealedinadaringapproachtothewomanhedesired,orinintrepidwordstoflatter her;itconsistedinhisabilitytosurrenderhimselftohercompletelyandtomakeherbelievehewoulddo anythingforher,evenriskhislife,whichinfacthesometimesdid.Thewomanonwhomhelavishedthis attentionunderstoodthatheheldnothingbackfromher.Thiswasinfinitelymoreflatteringthan compliments.Atnopointduringtheseductionwouldheshowhesitationordoubt,simplybecausehe neverfeltit.

Partofthecharmofbeingseducedisthatitmakesusfeelengulfed,temporarilyoutsideofourselves andtheusualdoubtsthatpermeateourlives.Themomenttheseducerhesitates,thecharmisbroken, becausewebecomeawareoftheprocess,oftheirdeliberateefforttoseduceus,oftheirselfconsciousness.Boldnessdirectsattentionoutwardandkeepstheillusionalive.Itneverinduces awkwardnessorembarrassment.Andsoweadmirethebold,andprefertobearoundthem,becausetheir self-confidenceinfectsusanddrawsusoutsideourownrealmofinwardnessandreflection.

HOWIOBL.

Butwiththosewhohavemadeanimpressionuponyourheart,Ihavenoticedthatyouaretimid.This qualitymightaffectabourgeoise,butyoumustattacktheheartofawomanoftheworldwithother weapons....Itellyouonbehalfofwomen:thereisnotoneofuswhodoesnotpreferalittlerough handlingtotoomuchconsideration.Menlosethroughblunderingmoreheartsthanvirtuesaves.The moretimidityalovershowswithusthemoreitconcernsourpridetogoadhimon;themorerespect hehasforourresistance,themorerespectwedemandofhim

Wewouldwillinglysaytoyoumen:

“Ah,inpity’snamedonotsupposeustobesoveryvirtuous;youareforcingustohavetoomuchof it....”

Wearecontinuallystrugglingtohidethefactthatwehavepermittedourselvestobeloved.Puta womaninapositiontosaythatshehasyieldedonlytoaspeciesofviolence,ortosurprise:persuade herthatyoudonotundervalueher,andIwillanswerforherheart....Alittlemoreboldnessonyour partwouldputyoubothatyourease.DoyourememberwhatM.delaRochefoucauldtoldyoulately: “Areasonablemaninlovemayactlikeamadman,butheshouldnotandcannotactlikeanidiot”

LIFE,LETTERS,ANDEPICUREANPHILOSOPHYOFNINONDELENCLOS,NINONDE LENCLOS,1620-1705

Fewarebornbold.EvenNapoleonhadtocultivatethehabitonthebattlefield,whereheknewitwasa matteroflifeanddeath.Insocialsettingshewasawkwardandtimid,butheovercamethisandpracticed boldnessineverypartofhislifebecausehesawitstremendouspower,howitcouldliterallyenlargea man(evenonewho,likeNapoleon,wasinfactconspicuouslysmall).WealsoseethischangeinIvanthe Terrible:Aharmlessboysuddenlytransformshimselfintoapowerfulyoungmanwhocommands authority,simplybypointingafingerandtakingboldaction.

Youmustpracticeanddevelopyourboldness.Youwilloftenfindusesforit.Thebestplacetobeginis oftenthedelicateworldofnegotiation,particularlythosediscussionsinwhichyouareaskedtosetyour ownprice Howoftenweputourselvesdownbyaskingfortoolittle WhenChristopherColumbus proposedthattheSpanishcourtfinancehisvoyagetotheAmericas,healsomadetheinsanelybold demandthathebecalled“GrandAdmiraloftheOcean.”Thecourtagreed.Thepricehesetwastheprice hereceived hedemandedtobetreatedwithrespect,andsohewas.HenryKissingertooknewthatin negotiation,bolddemandsworkbetterthanstartingoffwithpiecemealconcessionsandtryingtomeetthe otherpersonhalfway.Setyourvaluehigh,andthen,asCountLustigdid,setithigher.

Understand:Ifboldnessisnotnatural,neitheristimidity.Itisanacquiredhabit,pickedupoutofa desiretoavoidconflict.Iftimidityhastakenholdofyou,then,rootitout.Yourfearsoftheconsequences ofaboldactionarewayoutofproportiontoreality,andinfacttheconsequencesoftimidityareworse. Yourvalueisloweredandyoucreateaself-fulfillingcycleofdoubtanddisaster.Remember:The problemscreatedbyanaudaciousmovecanbedisguised,evenremedied,bymoreandgreateraudacity.

Image:TheLionandthe Hare.Thelioncreatesno gapsinhisway his movementsaretoo swift,hisjawstooquick andpowerful.The timidharewilldoany thingtoescapedanger, butinitshasteto retreatandflee,itbacks intotraps,hopssmack intoitsenemies’jaws.

Authority:Icertainlythinkthatitisbettertobeimpetuousthancautious,forfortuneisawoman,anditis necessary,ifyouwishtomasterher,toconquerherbyforce;anditcanbeseenthatsheletsherselfbe overcomebytheboldratherthanbythosewhoproceedcoldly.Andtherefore,likeawoman,sheis alwaysafriendtotheyoung,becausetheyarelesscautious,fiercer,andmasterherwithgreateraudacity (NiccolòMachiavelli,1469-1527)

REVERSAL

Boldnessshouldneverbethestrategybehindallofyouractions.Itisatacticalinstrument,tobeusedat therightmoment.Planandthinkahead,andmakethefinalelementtheboldmovethatwillbringyou success.Inotherwords,sinceboldnessisalearnedresponse,itisalsoonethatyoulearntocontroland utilizeatwill.Togothroughlifearmedonlywithaudacitywouldbetiringandalsofatal.Youwould offendtoomanypeople,asisprovenbythosewhocannotcontroltheirboldness.Onesuchpersonwas LolaMontez;heraudacitybroughthertriumphsandledtoherseductionofthekingofBavaria.Butsince shecouldneverreininherboldness,italsoledtoherdownfall inBavaria,inEngland,wherevershe turned.Itcrossedtheborderbetweenboldnessandtheappearanceofcruelty,eveninsanity.Ivanthe Terriblesufferedthesamefate:Whenthepowerofboldnessbroughthimsuccess,hestucktoit,tothe pointwhereitbecamealifelongpatternofviolenceandsadism.Helosttheabilitytotellwhenboldness wasappropriateandwhenitwasnot.

Timidityhasnoplaceintherealmofpower;youwilloftenbenefit,however,bybeingabletofeignit. Atthatpoint,ofcourse,itisnolongertimiditybutanoffensiveweapon:Youareluringpeopleinwith yourshowofshyness,allthebettertopounceonthemboldlylater.

PLANALLTHEWAYTOTHEEND JUDGMENT

Theendingiseverything.Planallthewaytoit,takingintoaccountallthepossibleconsequences, obstacles,andtwistsoffortunethatmightreverseyourhardworkandgivetheglorytoothers.By planningtotheendyouwillnotbeoverwhelmedbycircumstancesandyouwillknowwhentostop. Gentlyguidefortuneandhelpdeterminethefuturebythinkingfarahead.

TRANSGRESSIONOFTHELAW

In1510ashipsetoutfromtheislandofHispaniola(nowHaitiandtheDominicanRepublic)for Venezuela,whereitwastorescueabesiegedSpanishcolony.Severalmilesoutofport,astowaway climbedoutofaprovisionchest:VascoNúñezdeBalboa,anobleSpaniardwhohadcometotheNew Worldinsearchofgoldbuthadfallenintodebtandhadescapedhiscreditorsbyhidinginthechest Thereareveryfewmen andtheyaretheexceptions whoareabletothinkandfeelbeyondthe presentmoment

CARLVONCLAUSEWITZ,1780-1831

BalboahadbeenobsessedwithgoldeversinceColumbushadreturnedtoSpainfromhisvoyageswith talesofafabulousbutasyetundiscoveredkingdomcalledElDorado.Balboawasoneofthefirst adventurerstocomeinsearchofColumbus’slandofgold,andhehaddecidedfromthebeginningthathe wouldbetheonetofindit,throughsheeraudacityandsingle-mindedness.Nowthathewasfreeofhis creditors,nothingwouldstophim.

Unfortunatelytheship’sowner,awealthyjuristnamedFranciscoFernándezdeEnciso,wasfurious whentoldofthestowaway,andheorderedthatBalboabeleftonthefirstislandtheycameacross.Before theyfoundanyisland,however,Encisoreceivednewsthatthecolonyhewastorescuehadbeen abandoned.ThiswasBalboa’schance.HetoldthesailorsofhispreviousvoyagestoPanama,andofthe rumorshehadheardofgoldinthearea TheexcitedsailorsconvincedEncisotospareBalboa’slife,and toestablishacolonyinPanama.Weekslatertheynamedtheirnewsettlement“Darien.”

Darien’sfirstgovernorwasEnciso,butBalboawasnotamantoletothersstealtheinitiative.He campaignedagainstEncisoamongthesailors,whoeventuallymadeitclearthattheypreferredhimas governor.EncisofledtoSpain,fearingforhislife.Monthslater,whenarepresentativeoftheSpanish crownarrivedtoestablishhimselfasthenew,officialgovernorofDarien,hewasturnedaway.Onhis returnvoyagetoSpain,thismandrowned;thedrowningwasaccidental,butunderSpanishlaw,Balboa hadmurderedthegovernorandusurpedhisposition.

Balboa’sbravadohadgothimoutofscrapesbefore,butnowhishopesofwealthandgloryseemed

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doomed TolayclaimtoElDorado,shouldhediscoverit,hewouldneedtheapprovaloftheSpanish king which,asanoutlaw,hewouldneverreceive.Therewasonlyonesolution.PanamanianIndians hadtoldBalboaofavastoceanontheothersideoftheCentralAmericanisthmus,andhadsaidthatby travelingsouthuponthiswesterncoast,hewouldreachafabulouslandofgold,calledbyanamethatto hisearssoundedlike“Biru.”BalboadecidedhewouldcrossthetreacherousjunglesofPanamaand becomethefirstEuropeantobathehisfeetinthisnewocean.FromtherehewouldmarchonElDorado. IfhedidthisonSpain’sbehalf,hewouldobtaintheeternalgratitudeoftheking,andwouldsecurehis ownreprieve onlyhehadtoactbeforeSpanishauthoritiescametoarresthim.

THETWOFROGS

Twofrogsdweltinthesamepool.Thepoolbeingdriedupunderthesummer’sheat,theyleftit,and setouttogethertoseekanotherhome.Astheywentalongtheychancedtopassadeepwell,amply suppliedwithwater,onseeingwhichoneofthefrogssaidtotheother:“Letusdescendandmakeour abodeinthiswell,itwillfurnishuswithshelterandfood.”Theotherrepliedwithgreatercaution: “Butsupposethewatershouldfailus,howcanwegetoutagainfromsogreatadepth?”Donothing withoutaregardtotheconsequences.

FABLES,AESOP,SIXTHCENTURYB.C.

In1513,then,Balboasetout,with190soldiers.Halfwayacrosstheisthmus(someninetymileswide atthatpoint),onlysixtysoldiersremained,manyhavingsuccumbedtotheharshconditions thebloodsuckinginsects,thetorrentialrainfall,fever.Finally,fromamountaintop,Balboabecamethefirst EuropeantolayeyesonthePacificOcean.Dayslaterhemarchedinhisarmorintoitswaters,bearingthe bannerofCastileandclaimingallitsseas,lands,andislandsinthenameoftheSpanishthrone.

Looktotheend,nomatterwhatitisyouareconsidering.Oftenenough,Godgivesamanaglimpseof happiness,andthenutterlyruinshim.

THEHISTORIES,HERODOTUS,FIFTHCENTURYB.C.

IndiansfromtheareagreetedBalboawithgold,jewels,andpreciouspearls,thelikeofwhichhehad neverseen.Whenheaskedwherethesehadcomefrom,theIndianspointedsouth,tothelandoftheIncas. ButBalboahadonlyafewsoldiersleft.Forthemoment,hedecided,heshouldreturntoDarien,sendthe jewelsandgoldtoSpainasatokenofgoodwill,andaskforalargearmytoaidhimintheconquestofEl Dorado.

WhennewsreachedSpainofBalboa’sboldcrossingoftheisthmus,hisdiscoveryofthewestern ocean,andhisplannedconquestofElDorado,theformercriminalbecameahero.Hewasinstantly proclaimedgovernorofthenewland Butbeforethekingandqueenreceivedwordofhisdiscovery,they hadalreadysentadozenships,underthecommandofamannamedPedroAriasDávila,“Pedrarias,” withorderstoarrestBalboaformurderandtotakecommandofthecolony.BythetimePedrariasarrived inPanama,hehadlearnedthatBalboahadbeenpardoned,andthathewastosharethegovernorshipwith theformeroutlaw.

Allthesame,Balboafeltuneasy.Goldwashisdream,ElDoradohisonlydesire.Inpursuitofthisgoal hehadnearlydiedmanytimesover,andtosharethewealthandglorywithanewcomerwouldbe intolerable.HealsosoondiscoveredthatPedrariaswasajealous,bitterman,andequallyunhappywith thesituation.Onceagain,theonlysolutionforBalboawastoseizetheinitiativebyproposingtocrossthe junglewithalargerarmy,carryingship-buildingmaterialsandtools.OnceonthePacificcoast,hewould

createanarmadawithwhichtoconquertheIncas Surprisinglyenough,Pedrariasagreedtotheplan perhapssensingitwouldneverwork.Hundredsdiedinthissecondmarchthroughthejungle,andthe timbertheycarriedrottedinthetorrentialrains.Balboa,asusual,wasundaunted nopowerintheworld couldthwarthisplan andonarrivingatthePacifichebegantocutdowntreesfornewlumber.Butthe menremainingtohimweretoofewandtooweaktomountaninvasion,andonceagainBalboahadto returntoDarien.

PedrariashadinanycaseinvitedBalboabacktodiscussanewplan,andontheoutskirtsofthe settlement,theexplorerwasmetbyFranciscoPizarro,anoldfriendwhohadaccompaniedhimonhis firstcrossingoftheisthmus.Butthiswasatrap:Leadingonehundredsoldiers,Pizarrosurroundedhis formerfriend,arrestedhim,andreturnedhimtoPedrarias,whotriedhimonchargesofrebellion.Afew dayslaterBalboa’sheadfellintoabasket,alongwiththoseofhismosttrustedfollowers.Yearslater PizarrohimselfreachedPeru,andBalboa’sdeedswereforgotten

THEKING.THESUFI.ANDTHESURGEON

InancienttimesakingofTartarywasoutwalkingwithsomeofhisnoblemen.Attheroadsidewasan abdal(awanderingSufi),whocriedout:“Whoeverwillgivemeahundreddinars,Iwillgivehim somegoodadvice.”Thekingstopped,andsaid:“Abdal,whatisthisgoodadviceforahundred dinars?”“Sir,”answeredtheabdal,“orderthesumtobegiventome,andIwilltellityou immediately”Thekingdidso,expectingtohearsomethingextraordinary Thedervishsaidtohim: “Myadviceisthis:Neverbeginanythinguntilyouhavereflectedwhatwillbetheendofit.”Atthis thenoblesandeveryoneelsepresentlaughed,sayingthattheabdalhadbeenwisetoaskforhismoney inadvance.Butthekingsaid:“Youhavenoreasontolaughatthegoodadvicethisabdalhasgiven me.Nooneisunawareofthefactthatweshouldthinkwellbeforedoinganything.Butwearedaily guiltyofnotremembering,andtheconsequencesareevil Iverymuchvaluethisdervish’sadvice ” Thekingdecidedtobeartheadvicealwaysinhismind,andcommandedittobewritteningoldonthe wallsandevenengravedonhissilverplate.

Notlongafterwardaplotterdesiredtokilltheking.Hebribedtheroyalsurgeonwithapromiseofthe primeministershipifhethrustapoisonedlancetintotheking’sarm.Whenthetimecametoletsome oftheking’sblood,asilverbasinwasplacedtocatchtheblood.Suddenlythesurgeonbecameaware ofthewordsengraveduponit:“Neverbeginanythinguntilyouhavereflectedwhatwillbetheendof it.”Itwasonlythenthatherealizedthatiftheplotterbecamekinghecouldhavethesurgeonkilled instantly,andwouldnotneedtofulfillhisbargain.

Theking,seeingthatthesurgeonwasnowtrembling,askedhimwhatwaswrongwithhun.Andsohe confessedthetruth,atthatverymoment.

Theplotterwasseized;andthekingsentforallthepeoplewhohadbeenpresentwhentheabdalgave hisadvice,andsaidtothem:“Doyoustilllaughatthedervish?”

CARAVANOFDREAMS.IDRIESSHAH,1968

Interpretation

Mostmenareruledbytheheart,notthehead.Theirplansarevague,andwhentheymeetobstaclesthey improvise.Butimprovisationwillonlybringyouasfarasthenextcrisis,andisneverasubstitutefor thinkingseveralstepsaheadandplanningtotheend.

Balboahadadreamofgloryandwealth,andavagueplantoreachit.Yethisbolddeeds,andhis

discoveryofthePacific,arelargelyforgotten,forhecommittedwhatintheworldofpoweristhe ultimatesin:Hewentpartway,leavingthedooropenforotherstotakeover.Arealmanofpowerwould havehadtheprudencetoseethedangersinthedistance therivalswhowouldwanttoshareinthe conquests,thevulturesthatwouldhoveroncetheyheardtheword“gold.”Balboashouldhavekepthis knowledgeoftheIncassecretuntilafterhehadconqueredPeru.Onlythenwouldhiswealth,andhis head,havebeensecure.OncePedrariasarrivedonthescene,amanofpowerandprudencewouldhave schemedtokillorimprisonhim,andtotakeoverthearmyhehadbroughtfortheconquestofPeru.But Balboawaslockedinthemoment,alwaysreactingemotionally,neverthinkingahead.

Whatgoodisittohavethegreatestdreamintheworldifothersreapthebenefitsandtheglory?Never loseyourheadoveravague,open-endeddream plantotheend.

OBSERVANCEOFTHELAW

In1863thePrussianpremierOttovonBismarcksurveyedthechessboardofEuropeanpowerasitthen stood.ThemainplayerswereEngland,France,andAustria.Prussiaitselfwasoneofseveralstatesinthe looselyalliedGermanFederation.Austria,dominantmemberoftheFederation,madesurethattheother Germanstatesremainedweak,dividedandsubmissive.BismarckbelievedthatPrussiawasdestinedfor somethingfargreaterthanservantboytoAustria.

ThisishowBismarckplayedthegame.HisfirstmovewastostartawarwithlowlyDenmark,inorder torecovertheformerPrussianlandsofSchleswig-Holstein.HeknewthattheserumblingsofPrussian independencemightworryFranceandEngland,soheenlistedAustriainthewar,claimingthathewas recoveringSchleswig-Holsteinfortheirbenefit.Inafewmonths,afterthewarwasdecided,Bismarck demandedthatthenewlyconqueredlandsbemadepartofPrussia TheAustriansofcoursewerefurious, buttheycompromised:FirsttheyagreedtogivethePrussiansSchleswig,andayearlatertheysoldthem Holstein.TheworldbegantoseethatAustriawasweakeningandthatPrussiawasontherise.

Bismarck’snextmovewashisboldest:In1866heconvincedKingWilliamofPrussiatowithdraw fromtheGermanFederation,andindoingsotogotowarwithAustriaitself.KingWilliam’swife,his sonthecrownprince,andtheprincesoftheotherGermankingdomsvehementlyopposedsuchawar.But Bismarck,undaunted,succeededinforcingtheconflict,andPrussia’ssuperiorarmydefeatedthe AustriansinthebrutallyshortSevenWeeksWar.ThekingandthePrussiangeneralsthenwantedto marchonVienna,takingasmuchlandfromAustriaaspossible.ButBismarckstoppedthem nowhe presentedhimselfasonthesideofpeace.Theresultwasthathewasabletoconcludeatreatywith AustriathatgrantedPrussiaandtheotherGermanstatestotalautonomy.Bismarckcouldnowposition PrussiaasthedominantpowerinGermanyandtheheadofanewlyformedNorthGermanConfederation

TheFrenchandtheEnglishbegantocompareBismarcktoAttilatheHun,andtofearthathehad designsonallofEurope.Oncehehadstartedonthepathtoconquest,therewasnotellingwherehe wouldstop.And,indeed,threeyearslaterBismarckprovokedawarwithFrance.Firstheappearedto givehispermissiontoFrance’sannexationofBelgium,thenatthelastmomenthechangedhismind. Playingacat-and-mousegame,heinfuriatedtheFrenchemperor,NapoleonIII,andstirreduphisown kingagainsttheFrench.Tonoone’ssurprise,warbrokeoutin1870.ThenewlyformedGerman federationenthusiasticallyjoinedinthewaronFrance,andonceagainthePrussianmilitarymachineand itsalliesdestroyedtheenemyarmyinamatterofmonths.AlthoughBismarckopposedtakinganyFrench land,thegeneralsconvincedhimthatAlsace-Lorrainewouldbecomepartofthefederation.

NowallofEuropefearedthenextmoveofthePrussianmonster,ledbyBismarck,the“Iron Chancellor.”AndinfactayearlaterBismarckfoundedtheGermanEmpire,withthePrussiankingasthe newlycrownedemperorandBismarckhimselfaprince.Butthensomethingstrangehappened:Bismarck instigatednomorewars.AndwhiletheotherEuropeanpowersgrabbeduplandforcoloniesinother continents,heseverelylimitedGermany’scolonialacquisitions.HedidnotwantmorelandforGermany, butmoresecurity FortherestofhislifehestruggledtomaintainpeaceinEuropeandtopreventfurther wars.Everybodyassumedhehadchanged,mellowingwiththeyears.Theyhadfailedtounderstand:This wasthefinalmoveofhisoriginalplan.

Hewhoasksfortune-tellersthefutureunwittinglyforfeitsaninnerintimationofcomingeventsthatis athousandtimesmoreexactthananythingtheymaysay.

WALTERBENJAMIN,1892-1940

Interpretation

Thereisasimplereasonwhymostmenneverknowwhentocomeofftheattack:Theyformnoconcrete ideaoftheirgoal.Oncetheyachievevictorytheyonlyhungerformore.Tostop toaimforagoaland thenkeeptoit seemsalmostinhuman,infact;yetnothingismorecriticaltothemaintenanceofpower. Thepersonwhogoestoofarinhistriumphscreatesareactionthatinevitablyleadstoadecline Theonly solutionistoplanforthelongrun.ForeseethefuturewithasmuchclarityasthegodsonMountOlympus, wholookthroughthecloudsandseetheendsofallthings.

Fromthebeginningofhiscareerinpolitics,Bismarckhadonegoal:toformanindependentGerman stateledbyPrussia.HeinstigatedthewarwithDenmarknottoconquerterritorybuttostirupPrussian nationalismandunitethecountry.HeincitedthewarwithAustriaonlytogainPrussianindependence. (ThiswaswhyherefusedtograbAustrianterritory.)AndhefomentedthewarwithFrancetounitethe Germankingdomsagainstacommonenemy,andthustopreparefortheformationofaunitedGermany. Oncethiswasachieved,Bismarckstopped.Heneverlettriumphgotohishead,wasnevertemptedby thesirencallofmore.Heheldthereinstightly,andwheneverthegenerals,ortheking,orthePrussian peopledemandednewconquests,heheldthemback.Nothingwouldspoilthebeautyofhiscreation, certainlynotafalseeuphoriathatpushedthosearoundhimtoattempttogopasttheendthathehadso carefullyplanned.

Experienceshowsthat,ifoneforeseesfromfarawaythedesignstobe undertaken,onecanactwithspeedwhenthemomentcomestoexecutethem. CardinallRichelieu,1585-1642

KEYSTOPOWER

AccordingtothecosmologyoftheancientGreeks,thegodswerethoughttohavecompletevisionintothe future.Theysaweverythingtocome,rightdowntotheintricatedetails.Men,ontheotherhand,wereseen asvictimsoffate,trappedinthemomentandtheiremotions,unabletoseebeyondimmediatedangers. Thoseheroes,suchasOdysseus,whowereabletolookbeyondthepresentandplanseveralstepsahead, seemedtodefyfate,toapproximatethegodsintheirabilitytodeterminethefuture.Thecomparisonis

stillvalid thoseamonguswhothinkfurtheraheadandpatientlybringtheirplanstofruitionseemtohave agodlikepower.

Becausemostpeoplearetooimprisonedinthemomenttoplanwiththiskindofforesight,theabilityto ignoreimmediatedangersandpleasurestranslatesintopower.Itisthepowerofbeingabletoovercome thenaturalhumantendencytoreacttothingsastheyhappen,andinsteadtotrainoneselftostepback, imaginingthelargerthingstakingshapebeyondone’simmediatevision.Mostpeoplebelievethattheyare infactawareofthefuture,thattheyareplanningandthinkingahead.Theyareusuallydeluded:Whatthey arereallydoingissuccumbingtotheirdesires,towhattheywantthefuturetobe.Theirplansarevague, basedontheirimaginationsratherthantheirreality.Theymaybelievetheyarethinkingallthewaytothe end,buttheyarereallyonlyfocusingonthehappyending,anddeludingthemselvesbythestrengthoftheir desire.

In415BC,theancientAtheniansattackedSicily,believingtheirexpeditionwouldbringthemriches, power,andagloriousendingtothesixteen-yearPeloponnesianWar.Theydidnotconsiderthedangersof aninvasionsofarfromhome;theydidnotforeseethattheSicilianswouldfightallthehardersincethe battleswereintheirownhomeland,orthatallofAthens’senemieswouldbandtogetheragainstthem,or thatwarwouldbreakoutonseveralfronts,stretchingtheirforceswaytoothin.TheSicilianexpedition wasacompletedisaster,leadingtothedestructionofoneofthegreatestcivilizationsofalltime.The Athenianswereledintothisdisasterbytheirhearts,nottheirminds.Theysawonlythechanceofglory, notthedangersthatloomedinthedistance.

CardinaldeRetz,theseventeenth-centuryFrenchmanwhopridedhimselfonhisinsightsintohuman schemesandwhytheymostlyfail,analyzedthisphenomenon.Inthecourseofarebellionhespearheaded againsttheFrenchmonarchyin1651,theyoungking,LouisXIV,andhiscourthadsuddenlyleftParisand establishedthemselvesinapalaceoutsidethecapital Thepresenceofthekingsoclosetotheheartofthe revolutionhadbeenatremendousburdenontherevolutionaries,andtheybreathedasighofrelief.This laterprovedtheirdownfall,however,sincethecourt’sabsencefromParisgaveitmuchmoreroomto maneuver.“Themostordinarycauseofpeople’smistakes,”CardinaldeRetzlaterwrote,“istheirbeing toomuchfrightenedatthepresentdanger,andnotenoughsoatthatwhichisremote.”

Thedangersthatareremote,thatloominthedistance ifwecanseethemastheytakeshape,how manymistakesweavoid.Howmanyplanswewouldinstantlyabortifwerealizedwewereavoidinga smalldangeronlytostepintoalargerone.Somuchofpowerisnotwhatyoudobutwhatyoudonotdo therashandfoolishactionsthatyourefrainfrombeforetheygetyouintotrouble.Planindetailbefore youact donotletvagueplansleadyouintotrouble.Willthishaveunintendedconsequences?WillIstir upnewenemies?Willsomeoneelsetakeadvantageofmylabors?Unhappyendingsaremuchmore commonthanhappyones

TheFrenchelectionsof1848camedowntoastrugglebetweenLouis-AdolpheThiers,themanof order,andGeneralLouisEugèneCavaignac,therabble-rouseroftheright.WhenThiersrealizedhewas hopelesslybehindinthishigh-stakesrace,hesearcheddesperatelyforasolution.HiseyefellonLouis Bonaparte,grand-nephewofthegreatgeneralNapoleon,andalowlydeputyintheparliament.This Bonaparteseemedabitofanimbecile,buthisnamealonecouldgethimelectedinacountryyearningfor astrongruler.HewouldbeThiers’spuppetandeventuallywouldbepushedoffstage.Thefirstpartofthe planworkedtoperfection,andNapoleonwaselectedbyalargemargin.TheproblemwasthatThiershad notforeseenonesimplefact:This“imbecile”wasinfactamanofenormousambition.Threeyearslater hedissolvedparliament,declaredhimselfemperor,andruledFranceforanothereighteenyears,muchto thehorrorofThiersandhisparty.

Theendingiseverything Itistheendoftheactionthatdetermineswhogetstheglory,themoney,the

donotbeswayedbythehappyendinginyourmind

prize Yourconclusionmustbecrystalclear,andyoumustkeepitconstantlyinmind Youmustalso figureouthowtowardoffthevulturescirclingoverhead,tryingtoliveoffthecarcassofyourcreation. Andyoumustanticipatethemanypossiblecrisesthatwilltemptyoutoimprovise.Bismarckovercame thesedangersbecauseheplannedtotheend,keptoncoursethrougheverycrisis,andneverletothers stealtheglory.Oncehehadreachedhisstatedgoal,hewithdrewintohisshelllikeaturtle.Thiskindof self-controlisgodlike.

Whenyouseeseveralstepsahead,andplanyourmovesallthewaytotheend,youwillnolongerbe temptedbyemotionorbythedesiretoimprovise.Yourclaritywillridyouoftheanxietyandvagueness thataretheprimaryreasonswhysomanyfailtoconcludetheiractionssuccessfully.Youseetheending andyoutoleratenodeviation.

Image: TheGodson MountOlympus. Lookingdownon humanactionsfromthe clouds,theyseeinadvancethe endingsofallthegreatdreamsthat leadtodisasterandtragedy.And theylaughatourinabilitytoseebeyond themoment,andathowwedeludeourselves.

Authority:Howmucheasieritisnevertogetinthantogetyourselfout!Weshouldactcontrarytothe reedwhich,whenitfirstappears,throwsupalongstraightstembutafterwards,asthoughitwere exhausted...makesseveraldenseknots,indicatingthatitnolongerhasitsoriginalvigoranddrive.We mustratherbegingentlyandcoolly,savingourbreathfortheencounterandourvigorousthrustsfor finishingoffthejob.Intheirbeginningsitiswewhoguideaffairsandholdtheminourpower;butso oftenoncetheyaresetinmotion,itistheywhichguideusandsweepusalong.(Montaigne,1533-1592)

REVERSAL

Itisaclichéamongstrategiststhatyourplanmustincludealternativesandhaveadegreeofflexibility. Thatiscertainlytrue Ifyouarelockedintoaplantoorigidly,youwillbeunabletodealwithsudden shiftsoffortune.Onceyouhaveexaminedthefuturepossibilitiesanddecidedonyourtarget,youmust

Mostpeople,however,loselessfromoverplanningandrigiditythanfromvaguenessandatendencyto improviseconstantlyinthefaceofcircumstance.Thereisnorealpurposeincontemplatingareversalto thisLaw,then,fornogoodcancomefromrefusingtothinkfarintothefutureandplanningtotheend.If youareclear-andfar-thinkingenough,youwillunderstandthatthefutureisuncertain,andthatyoumust beopentoadaptation.Onlyhavingaclearobjectiveandafar-reachingplanallowsyouthatfreedom.

buildinalternativesandbeopentonewroutestowardyourgoal

MAKEYOURACCOMPLISHMENTSSEEMEFFORTLESS JUDGMENT

Youractionsmustseemnaturalandexecutedwithease.Allthetoilandpracticethatgointothem,and alsoalltheclevertricks,mustbeconcealed.Whenyouact,acteffortlessly,asifyoucoulddomuch more.Avoidthetemptationofrevealinghowhardyouwork itonlyraisesquestions.Teachnoone yourtricksortheywillbeusedagainstyou.

KANOTANNYU.MASTERARTIST

DateMasamuneoncesentforTannyutodecorateapairofgoldscreenssevenfeethigh Theartist saidhethoughtblack-and-whitesketcheswouldsuitthem,andwenthomeagainafterconsidering themcarefully.Thenextmorninghecameearlyandmadealargequantityofinkintowhichhedipped ahorseshoehehadbroughtwithhim,andthenproceededtomakeimpressionsofthisalloveroneof thescreens.Then,withalargebrush,hedrewanumberoflinesacrossthem.MeanwhileMasamune hadcomeintowatchhiswork,andatthishecouldcontainhisirritationnolonger,andmuttering, “Whatabeastlymess!”hestrodeawaytohisownapartments.TheretainerstoldTannyuhewasina verybadtemperindeed.“Heshouldn’tlookonwhileIamatwork,then,”repliedthepainter,“he shouldwaittillitisfinished.”Thenhetookupasmallerbrushanddashedintoucheshereandthere, andashedidsotheprintsofthehorse-shoeturnedintocrabs,whilethebigbroadstrokesbecame rushes.Hethenturnedtotheotherscreenandsplasheddropsofinkalloverit,andwhenhehad addedafewbrush-strokeshereandtheretheybecameaflightofswallowsoverwillowtrees When Masamunesawthefinishedworkhewasasoverjoyedattheartist’sskillashehadpreviouslybeen annoyedattheapparentmesshewasmakingofthescreens.

TheJapaneseteaceremonycalledCha-no-yu(“HotWaterforTea”)hasoriginsinancienttimes,butit reacheditspeakofrefinementinthesixteenthcenturyunderitsmostrenownedpractitioner,SennoRikyu. Althoughnotfromanoblefamily,Rikyurosetogreatpower,becomingthepreferredteamasterofthe EmperorHideyoshi,andanimportantadviseronaestheticandevenpoliticalmatters.ForRikyu,the secretofsuccessconsistedinappearingnatural,concealingtheeffortbehindone’swork.

OnedayRikyuandhissonwenttoanacquaintance’shouseforateaceremony.Onthewayin,theson remarkedthatthelovelyantique-lookinggateattheirhost’shousegaveitanevocativelylonely appearance.“Idon’tthinkso,”repliedhisfather,“itlooksasthoughithadbeenbroughtfromsome mountaintemplealongwayoff,andasifthelaborrequiredtoimportitmusthavecostalotofmoney.”If

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CHA-NO-YU:THEJAPANESETEACEREMONYA.L.SADLER,1962 OBSERVANCEOFTHELAWI

theownerofthehousehadputthismucheffortintoonegate,itwouldshowinhisteaceremony and indeedSennoRikyuhadtoleavetheceremonyearly,unabletoenduretheaffectationandeffortit inadvertentlyrevealed.

Onanotherevening,whilehavingteaatafriend’shouse,Rikyusawhishostgooutside,holdupa lanterninthedarkness,cutalemonoffatree,andbringitin.ThischarmedRikyu thehostneededa relishforthedishhewasserving,andhadspontaneouslygoneoutsidetogetone.Butwhentheman offeredthelemonwithsomeOsakaricecake,Rikyurealizedthathehadplannedthecuttingofthelemon allalong,togowiththisexpensivedelicacy.Thegesturenolongerseemedspontaneous itwasaway forthehosttoprovehiscleverness.Hehadaccidentallyrevealedhowhardhewastrying.Havingseen enough,Rikyupolitelydeclinedthecake,excusedhimself,andleft.

EmperorHideyoshionceplannedtovisitRikyuforateaceremony.Onthenightbeforehewasto come,snowbegantofall Thinkingquickly,Rikyulaidroundcushionsthatfitexactlyoneachofthe stepping-stonesthatledthroughthegardentohishouse.Justbeforedawn,herose,sawthatithadstopped snowing,andcarefullyremovedthecushions.WhenHideyoshiarrived,hemarveledatthesimplebeauty ofthesight theperfectlyroundsteppingstones,unencumberedbysnow andnoticedhowitcalledno attentiontothemannerinwhichRikyuhadaccomplishedit,butonlytothepolitegestureitself.

AfterSennoRikyudied,hisideashadaprofoundinfluenceonthepracticeoftheteaceremony.The TokugawashogunYorinobu,sonofthegreatEmperorIeyasu,wasastudentofRikyu’steachings.Inhis gardenhehadastonelanternmadebyafamousmaster,andLordSakaiTadakatsuaskedifhecouldcome byonedaytoseeit.Yorinoburepliedthathewouldbehonored,andcommandedhisgardenerstoput everythinginorderforthevisit.Thesegardeners,unfamiliarwiththepreceptsofCha-no-yu,thoughtthe stonelanternmisshapen,itswindowsbeingtoosmallforthepresenttaste.Theyhadalocalworkman enlargethewindows AfewdaysbeforeLordSakai’svisit,Yorinobutouredthegarden Whenhesawthe alteredwindowsheexplodedwithrage,readytoimpaleonhisswordthefoolwhohadruinedthe lantern,upsettingitsnaturalgraceanddestroyingthewholepurposeofLordSakai’svisit.

WhenYorinobucalmeddown,however,herememberedthathehadoriginallyboughttwoofthe lanterns,andthatthesecondwasinhisgardenontheislandofKishu.Atgreatexpense,hehiredawhale boatandthefinestrowershecouldfind,orderingthemtobringthelanterntohimwithintwodays a difficultfeatatbest.Butthesailorsroweddayandnight,andwiththeluckofagoodwindtheyarrived justintime.ToYorinobu’sdelight,thisstonelanternwasmoremagnificentthanthefirst,forithadstood untouchedfortwentyyearsinabamboothicket,acquiringabrilliantantiqueappearanceandadelicate coveringofmoss.WhenLordSakaiarrived,laterthatsameday,hewasawedbythelantern,whichwas moremagnificentthanhehadimagined sogracefulandatonewiththeelements.Fortunatelyhehadno ideawhattimeandeffortithadcostYorinobutocreatethissublimeeffect

THERESILINGMASTER

Therewasonceawrestlingmasterwhowasversedin360feintsandholds.Hetookaspeciallikingto oneofhispupils,towhomhetaught359ofthemoveraperiodoftime.Somehowhenevergotaround tothelasttrick.Asmonthswentbytheyoungmanbecamesoproficientintheartthathebested everyonewhodaredtofacehiminthering.Hewassoproudofhisprowessthatonedayheboasted beforethesultanthathecouldreadilywhiphismaster,wereitnotoutofrespectforhisageand gratitudeforhistutelage. Thesultanbecameincensedatthisirreverenceandorderedanimmediatematchwiththeroyalcourt inattendance.

Atthegongtheyouthbargedforwardwithalustyyell,onlytobeconfrontedwiththeunfamiliar360th feint.Themasterseizedhisformerpupil,liftedhimhighabovehishead,andflunghimcrashingtothe ground.Thesultanandtheassemblyletoutaloudcheer.Whenthesultanaskedthemasterhowhe wasabletoovercomesuchastrongopponent,themasterconfessedthathehadreservedasecret techniqueforhimselfforjustsuchacontingency.Thenherelatedthelamentationofamasterof archery,whotaughteverythingheknew “Noonehaslearnedarcheryfromme,”thepoorfellow complained,“whohasnottriedtousemeasabuttintheend.”

ASTORYOFSAADI,ASTOLDINTHECRAFTOFPOWER,R.G.H.SIU,1979

Interpretation

ToSennoRikyu,thesuddenappearanceofsomethingnaturally,almostaccidentallygracefulwasthe heightofbeauty.Thisbeautycamewithoutwarningandseemedeffortless.Naturecreatedsuchthingsby itsownlawsandprocesses,butmenhadtocreatetheireffectsthroughlaborandcontrivance.Andwhen theyshowedtheeffortofproducingtheeffect,theeffectwasspoiled.Thegatecamefromtoofaraway, thecuttingofthelemonlookedcontrived.

Youwilloftenhavetousetricksandingenuitytocreateyoureffects thecushionsinthesnow,the menrowingallnight butyouraudiencemustneversuspecttheworkorthethinkingthathasgoneinto them.Naturedoesnotrevealitstricks,andwhatimitatesnaturebyappearingeffortlessapproximates nature’spower.

OBSERVANCEOFTHELAWII

ThegreatescapeartistHarryHoudinionceadvertisedhisactas“TheImpossiblePossible.”Andindeed thosewhowitnessedhisdramaticescapesfeltthatwhathedidonstagecontradictedcommonsenseideas ofhumancapacity.

Oneeveningin1904,anaudienceof4,000LondonersfilledatheatertowatchHoudiniaccepta challenge:toescapefromapairofmanaclesbilledasthestrongesteverinvented.Theycontainedsixsets oflocksandninetumblersineachcuff;aBirminghammakerhadspentfiveyearsconstructingthem. Expertswhoexaminedthemsaidtheyhadneverseenanythingsointricate,andthisintricacywasthought tomakethemimpossibletoescape.

ThecrowdwatchedtheexpertssecurethemanaclesonHoudini’swrists Thentheescapeartistentered ablackcabinetonstage.Theminuteswentby;themoretimepassed,themorecertainitseemedthatthese manacleswouldbethefirsttodefeathim.Atonepointheemergedfromthecabinet,andaskedthatthe cuffsbetemporarilyremovedsothathecouldtakeoffhiscoat itwashotinside.Thechallengers refused,suspectinghisrequestwasatricktofindouthowthelocksworked.Undeterred,andwithout usinghishands,Houdinimanagedtoliftthecoatoverhisshoulders,turnitinsideout,removeapenknife fromhisvestpocketwithhisteeth,and,bymovinghishead,cutthecoatoffhisarms.Freedfromthecoat, hesteppedbackintothecabinet,theaudienceroaringwithapprovalathisgraceanddexterity.

Finally,havingkepttheaudiencewaitinglongenough,Houdiniemergedfromthecabinetasecond time,nowwithhishandsfree,themanaclesraisedhighintriumph.Tothisdaynooneknowshowhe

managedtheescape Althoughhehadtakenclosetoanhourtofreehimself,hehadneverlooked concerned,hadshownnosignofdoubt.Indeeditseemedbytheendthathehaddrawnouttheescapeasa waytoheightenthedrama,tomaketheaudienceworry fortherewasnoothersignthattheperformance hadbeenanythingbuteasy.Thecomplaintabouttheheatwasequallypartoftheact.Thespectatorsof thisandotherHoudiniperformancesmusthavefelthewastoyingwiththem:Thesemanaclesarenothing, heseemedtosay,Icouldhavefreedmyselfalotsooner,andfromalotworse.

Overtheyears,Houdiniescapedfromthechainedcarcassofanembalmed“seamonster”(ahalf octopus,halfwhalelikebeastthathadbeachednearBoston);hehadhimselfsealedinsideanenormous envelopefromwhichheemergedwithoutbreakingthepaper;hepassedthroughbrickwalls;hewriggled freefromstraitjacketswhiledanglinghighintheair;heleapedfrombridgesintoicywaters,hishands manacledandhislegsinchains;hehadhimselfsubmergedinglasscasesfullofwater,handspad-locked, whiletheaudiencewatchedinamazementasheworkedhimselffree,strugglingforclosetoanhour apparentlywithoutbreathing.Eachtimeheseemedtocourtcertaindeathyetsurvivedwithsuperhuman aplomb.Meanwhile,hesaidnothingabouthismethods,gavenocluesastohowheaccomplishedanyof histricks helefthisaudiencesandcriticsspeculating,hispowerandreputationenhancedbytheir struggleswiththeinexplicable.Perhapsthemostbafflingtrickofallwasmakingaten-thousand-pound elephantdisappearbeforeanaudience’seyes,afeatherepeatedonstageforovernineteenweeks.No onehaseverreallyexplainedhowhedidthis,forintheauditoriumwhereheperformedthetrick,there wassimplynowhereforanelephanttohide.

TheeffortlessnessofHoudini’sescapesledsometothinkheusedoccultforces,hissuperiorpsychic abilitiesgivinghimspecialcontroloverhisbody.ButaGermanescapeartistnamedKleppiniclaimedto knowHoudini’ssecret:Hesimplyusedelaborategadgets.Kleppinialsoclaimedtohavedefeated HoudiniinahandcuffchallengeinHolland

Houdinididnotmindallkindsofspeculationfloatingaroundabouthismethods,buthewouldnot tolerateanoutrightlie,andin1902hechallengedKleppinitoahandcuffduel.Kleppiniaccepted. Throughaspy,hefoundoutthesecretwordtounlockapairofFrenchcombination-lockcuffsthat Houdinilikedtouse.Hisplanwastochoosethesecuffstoescapefromonstage.Thiswoulddefinitively debunkHoudini his“genius”simplylayinhisuseofmechanicalgadgets.

Onthenightofthechallenge,justasKleppinihadplanned,Houdiniofferedhimachoiceofcuffsand heselectedtheoneswiththecombinationlock.Hewasevenabletodisappearwiththembehindascreen tomakeaquicktest,andreemergedsecondslater,confidentofvictory.

Actingasifhesensedfraud,HoudinirefusedtolockKleppiniinthecuffs.Thetwomenarguedand begantofight,evenwrestlingwitheachotheronstage.Afterafewminutesofthis,anapparentlyangry, frustratedHoudinigaveupandlockedKleppiniinthecuffs ForthenextfewminutesKleppinistrainedto getfree.Somethingwaswrong minutesearlierhehadopenedthecuffsbehindthescreen;nowthesame codenolongerworked.Hesweated,rackinghisbrains.Hourswentby,theaudienceleft,andfinallyan exhaustedandhumiliatedKleppinigaveupandaskedtobereleased.

ThecuffsthatKleppinihimselfhadopenedbehindthescreenwiththeword“C-L-E-F-S”(Frenchfor “keys”)nowclickedopenonlywiththeword“F-R-A-U-D.”KleppinineverfiguredouthowHoudini hadaccomplishedthisuncannyfeat.

Keeptheextentofyourabilitiesunknown Thewisemandoesnotallowhisknowledgeandabilitiesto besoundedtothebottom,ifhedesirestobehonoredbyall.Heallowsyoutoknowthembutnotto comprehendthem.Noonemustknowtheextentofhisabilities,lesthebedisappointed.Nooneever hasanopportunityoffathominghimentirely.Forguessesanddoubtsabouttheextentofhistalents arousemorevenerationthanaccurateknowledgeofthem,betheyeversogreat.

Interpretation

AlthoughwedonotknowforcertainhowHoudiniaccomplishedmanyofhismostingeniousescapes,one thingisclear:Itwasnottheoccult,oranykindofmagic,thatgavehimhispowers,buthardworkand endlesspractice,allofwhichhecarefullyconcealedfromtheworld.Houdinineverleftanythingto chance dayandnighthestudiedtheworkingsoflocks,researchedcenturies-oldsleight-of-handtricks, poredoverbooksonmechanics,whateverhecoulduse.Everymomentnotspentresearchinghespent workinghisbody,keepinghimselfexceptionallylimber,andlearninghowtocontrolhismusclesandhis breathing.

EarlyoninHoudini’scareer,anoldJapaneseperformerwhomhetouredwithtaughthimanancient trick:howtoswallowanivoryball,thenbringitbackup.Hepracticedthisendlesslywithasmallpeeled potatotiedtoastring upanddownhewouldmanipulatethepotatowithhisthroatmuscles,untilthey werestrongenoughtomoveitwithoutthestring.TheorganizersoftheLondonhandcuffchallengehad searchedHoudini’sbodythoroughlybeforehand,butnoonecouldchecktheinsideofhisthroat,wherehe couldhaveconcealedsmalltoolstohelphimescape.Evenso,Kleppiniwasfundamentallywrong:Itwas notHoudini’stoolsbuthispractice,work,andresearchthatmadehisescapespossible.

Kleppini,infact,wascompletelyoutwittedbyHoudini,whosetthewholethingup.Helethis opponentlearnthecodetotheFrenchcuffs,thenbaitedhimintochoosingthosecuffsonstage.Then, duringthetwomen’stussle,thedexterousHoudiniwasabletochangethecodeto“F-R-A-U-D.”Hehad spentweekspracticingthistrick,buttheaudiencesawnoneofthesweatandtoilbehindthescenes.Nor wasHoudinievernervous;heinducednervousnessinothers.(Hedeliberatelydraggedoutthetimeit wouldtaketoescape,asawayofheighteningthedrama,andmakingtheaudiencesquirm.)Hisescapes fromdeath,alwaysgracefulandeasy,madehimlooklikeasuperman.

Asapersonofpower,youmustresearchandpracticeendlesslybeforeappearinginpublic,onstageor anywhereelse Neverexposethesweatandlaborbehindyourpoise Somethinksuchexposurewill demonstratetheirdiligenceandhonesty,butitactuallyjustmakesthemlookweaker asifanyonewho practicedandworkedatitcoulddowhattheyhaddone,orasiftheyweren’treallyuptothejob.Keep youreffortandyourtrickstoyourselfandyouseemtohavethegraceandeaseofagod.Oneneversees thesourceofagod’spowerrevealed;oneonlyseesitseffects.

KEYSTOPOWER

Humanity’sfirstnotionsofpowercamefromprimitiveencounterswithnature theflashoflightningin thesky,asuddenflood,thespeedandferocityofawildanimal.Theseforcesrequirednothinking,no planning theyawedusbytheirsuddenappearance,theirgracefulness,andtheirpoweroverlifeand death.Andthisremainsthekindofpowerwehavealwayswantedtoimitate.Throughscienceand

BALTASARGRACIÁN.1601-1658

Aline[ofpoetry] willtakeushoursmaybe; Yetifitdoesnotseemamoment’sthought, Ourstitchingandunstitchinghasbeennaught Adam’sCurse,WilliamBullerYeats,1865-1939

technologywehavere-createdthespeedandsublimepowerofnature,butsomethingismissing:Our machinesarenoisyandjerky,theyrevealtheireffort.Eventheverybestcreationsoftechnologycannot rootoutouradmirationforthingsthatmoveeasilyandeffortlessly.Thepowerofchildrentobendusto theirwillcomesfromakindofseductivecharmthatwefeelinthepresenceofacreaturelessreflective andmoregracefulthanweare.Wecannotreturntosuchastate,butifwecancreatetheappearanceof thiskindofease,weelicitinothersthekindofprimitiveawethatnaturehasalwaysevokedinhu mankind.

OneofthefirstEuropeanwriterstoexpoundonthisprinciplecamefromthatmostunnaturalof environments,theRenaissancecourt.InTheBookoftheCourtier,publishedin1528,Baldassare Castiglionedescribesthehighlyelaborateandcodifiedmannersoftheperfectcourtcitizen.Andyet, Castiglioneexplains,thecourtiermustexecutethesegestureswithwhathecallssprezzatura,thecapacity tomakethedifficultseemeasy Heurgesthecourtierto“practiceinallthingsacertainnonchalance whichconcealsallartistryandmakeswhateveronesaysordoesseemuncontrivedandeffortless.”We alladmiretheachievementofsomeunusualfeat,butifitisaccomplishednaturallyandgracefully,our admirationincreasestenfold “whereas...tolaboratwhatoneisdoingand...tomakebonesoverit, showsanextremelackofgraceandcauseseverything,whateveritsworth,tobediscounted.”

Muchoftheideaofsprezzaturacamefromtheworldofart.AllthegreatRenaissanceartistscarefully kepttheirworksunderwraps.Onlythefinishedmasterpiececouldbeshowntothepublic.Michelangelo forbadeevenpopestoviewhisworkinprocess.ARenaissanceartistwasalwayscarefultokeephis studiosshuttopatronsandpublicalike,notoutoffearofimitation,butbecausetoseethemakingofthe workswouldmarthemagicoftheireffect,andtheirstudiedatmosphereofeaseandnaturalbeauty.

TheRenaissancepainterVasari,alsothefirstgreatartcritic,ridiculedtheworkofPaoloUccello,who wasobsessedwiththelawsofperspective TheeffortUccellospentonimprovingtheappearanceof perspectivewastooobviousinhiswork itmadehispaintingsuglyandlabored,overwhelmedbythe effortoftheireffects.Wehavethesameresponsewhenwewatchperformerswhoputtoomucheffortinto theiract:Seeingthemtryingsohardbreakstheillusion.Italsomakesusuncomfortable.Calm,graceful performers,ontheotherhand,setusatease,creatingtheillusionthattheyarenotactingbutbeingnatural andthemselves,evenwheneverythingtheyaredoinginvolveslaborandpractice.

Theideaofsprezzaturaisrelevanttoallformsofpower,forpowerdependsvitallyonappearances andtheillusionsyoucreate.Yourpublicactionsarelikeartworks:Theymusthavevisualappeal,must createanticipation,evenentertain.Whenyourevealtheinnerworkingsofyourcreation,youbecomejust onemoremortalamongothers.Whatisunderstandableisnotawe-inspiring wetellourselveswecould doaswellifwehadthemoneyandtime.Avoidthetemptationofshowinghowcleveryouare itisfar moreclevertoconcealthemechanismsofyourcleverness

Talleyrand’sapplicationofthisconcepttohisdailylifegreatlyenhancedtheauraofpowerthat surroundedhim.Heneverlikedtoworktoohard,sohemadeothersdotheworkforhim thespying,the research,thedetailedanalyses.Withallthislaborathisdisposal,hehimselfneverseemedtostrain. Whenhisspiesrevealedthatacertaineventwasabouttotakeplace,hewouldtalkinsocialconversation asifhesenseditsimminence.Theresultwasthatpeoplethoughthewasclairvoyant.Hisshortpithy statementsandwitticismsalwaysseemedtosummarizeasituationperfectly,buttheywerebasedonmuch researchandthought.Tothoseingovernment,includingNapoleonhimself,Talleyrandgavethe impressionofimmensepower aneffectentirelydependentontheapparenteasewithwhichhe accomplishedhisfeats.

Thereisanotherreasonforconcealingyourshortcutsandtricks:Whenyouletthisinformationout,you givepeopleideastheycanuseagainstyou Youlosetheadvantagesofkeepingsilent

Wetendtowantthe

worldtoknowwhatwehavedone wewantourvanitygratifiedbyhavingourhardworkandcleverness applauded,andwemayevenwantsympathyforthehoursithastakentoreachourpointofartistry.Learn tocontrolthispropensitytoblab,foritseffectisoftentheoppositeofwhatyouexpected.Remember:The moremysterysurroundsyouractions,themoreawesomeyourpowerseems.Youappeartobetheonly onewhocandowhatyoudo andtheappearanceofhavinganexclusivegiftisimmenselypowerful.

Finally,becauseyouachieveyouraccomplishmentswithgraceandease,peoplebelievethatyoucould alwaysdomoreifyoutriedharder.Thiselicitsnotonlyadmirationbutatouchoffear.Yourpowersare untapped noonecanfathomtheirlimits.

Image:TheRacehorse.Fromupclosewewouldseethe strain,theefforttocontrolthehorse,thelabored,painful breathing.Butfromthedistancewherewesitandwatch,it isallgracefulness,flyingthroughtheair.Keepothersata distanceandtheywillonlyseetheeasewithwhichyoumove.

Authority:Forwhateveraction[nonchalance]accompanies,nomatterhowtrivialitis,itnotonlyreveals theskillofthepersondoingitbutalsoveryoftencausesittobeconsideredfargreaterthanitreallyis. Thisisbecauseitmakestheonlookersbelievethatamanwhoperformswellwithsomuchfacilitymust possessevengreaterskillthanhedoes.(BaldassareCastiglione,1478-1529)

REVERSAL

Thesecrecywithwhichyousurroundyouractionsmustseemlightheartedinspirit.Azealtoconcealyour workcreatesanunpleasant,almostparanoiacimpression:youaretakingthegametooseriously.Houdini wascarefultomaketheconcealmentofhistricksseemagame,allpartoftheshow.Nevershowyour workuntilitisfinished,butifyouputtoomucheffortintokeepingitunderwrapsyouwillbelikethe painterPontormo,whospentthelastyearsofhislifehidinghisfrescoesfromthepubliceyeandonly succeededindrivinghimselfmad.Alwayskeepyoursenseofhumoraboutyourself.

Therearealsotimeswhenrevealingtheinnerworkingsofyourprojectscanproveworthwhile Itall dependsonyouraudience’staste,andonthetimesinwhichyouoperate.P.T.Barnumrecognizedthathis publicwantedtofeelinvolvedinhisshows,andthatunderstandinghistricksdelightedthem,partly, perhaps,becauseimplicitlydebunkingpeoplewhokepttheirsourcesofpowerhiddenfromthemasses appealedtoAmerica’sdemocraticspirit.Thepublicalsoappreciatedtheshowman’shumorandhonesty. Barnumtookthistotheextremeofpublicizinghisownhumbuggeryinhispopularautobiography,written whenhiscareerwasatitsheight.

Aslongasthepartialdisclosureoftricksandtechniquesiscarefullyplanned,ratherthantheresultof anuncontrollableneedtoblab,itistheultimateincleverness.Itgivestheaudiencetheillusionofbeing superiorandinvolved,evenwhilemuchofwhatyoudoremainsconcealedfromthem.

CONTROLTHEOPTIONS:GETOTHERSTOPLAYWITHTHECARDSYOUDEAL JUDGMENT

Thebestdeceptionsaretheonesthatseemtogivetheotherpersonachoice:Yourvictimsfeeltheyare incontrol,butareactuallyyourpuppets.Givepeopleoptionsthatcomeoutinyourfavorwhichever onetheychoose.Forcethemtomakechoicesbetweenthelesseroftwoevils,bothofwhichserveyour purpose.Putthemonthehornsofadilemma:Theyaregoredwherevertheyturn.

OBSERVANCEOFTHELAWI

Fromearlyinhisreign,IvanIV,laterknownasIvantheTerrible,hadtoconfrontanunpleasantreality: Thecountrydesperatelyneededreform,buthelackedthepowertopushitthrough.Thegreatestlimitto hisauthoritycamefromtheboyars,theRussianprincelyclassthatdominatedthecountryandterrorized thepeasantry

In1553,attheageoftwenty-three,Ivanfellill.Lyinginbed,nearingdeath,heaskedtheboyarsto swearallegiancetohissonasthenewczar.Somehesitated,someevenrefused.ThenandthereIvansaw hehadnopowerovertheboyars.Herecoveredfromhisillness,butheneverforgotthelesson:The boyarswereouttodestroyhim.Andindeedintheyearstocome,manyofthemostpowerfulofthem defectedtoRussia’smainenemies,PolandandLithuania,wheretheyplottedtheirreturnandthe overthrowoftheczar.EvenoneofIvan’sclosestfriends,PrinceAndreyKurbski,suddenlyturnedagainst him,defectingtoLithuaniain1564,andbecomingthestrongestofIvan’senemies.

WhenKurbskibeganraisingtroopsforaninvasion,theroyaldynastyseemedsuddenlymore precariousthanever.Withémigrénoblesfomentinginvasionfromthewest,Tartarsbearingdownfrom theeast,andtheboyarsstirringuptroublewithinthecountry,Russia’svastsizemadeitanightmareto defend InwhateverdirectionIvanstruck,hewouldleavehimselfvulnerableontheotherside Onlyifhe hadabsolutepowercouldhedealwiththismany-headedHydra.Andhehadnosuchpower.

IvanbroodeduntilthemorningofDecember3,1564,whenthecitizensofMoscowawoketoastrange sight.HundredsofsledsfilledthesquarebeforetheKremlin,loadedwiththeczar’streasuresandwith provisionsfortheentirecourt.Theywatchedindisbeliefastheczarandhiscourtboardedthesledsand lefttown.Withoutexplainingwhy,heestablishedhimselfinavillagesouthofMoscow.Foranentire monthakindofterrorgrippedthecapital,fortheMuscovitesfearedthatIvanhadabandonedthemtothe bloodthirstyboyars.Shopsclosedupandriotousmobsgathereddaily.Finally,onJanuary3of1565,a letterarrivedfromtheczar,explainingthathecouldnolongerbeartheboyars’betrayalsandhaddecided toabdicateonceandforall.

TheGermanChancellorBismarck,enragedattheconstantcriticismsfromRudolfVirchow(the Germanpathologistandliberalpolitician),hadhissecondscalluponthescientisttochallengehimto

LAW31

aduel “Asthechallengedparty,Ihavethechoiceofweapons,”saidVirchow,“andIchoosethese” Heheldalofttwolargeandapparentlyidenticalsausages.“Oneofthese,”hewenton,“isinfected withdeadlygerms;theorherisperfectlysound.LetHisExcellencydecidewhichonehewishestoeat, andIwilleattheother.”Almostimmediatelythemessagecamebackthatthechancellorhaddecided tocanceltheduel.

THELITTLE.BROWNBOOKOFANECDOTES.CLIFTONFADIMAN,FD.,1985

Readaloudinpublic,theletterhadastartlingeffect:Merchantsandcommonersblamedtheboyarsfor Ivan’sdecision,andtooktothestreets,terrifyingthenobilitywiththeirfury.Soonagroupofdelegates representingthechurch,theprinces,andthepeoplemadethejourneytoIvan’svillage,andbeggedthe czar,inthenameoftheholylandofRussia,toreturntothethrone.Ivanlistenedbutwouldnotchangehis mind.Afterdaysofhearingtheirpleas,however,heofferedhissubjectsachoice:Eithertheygranthim absolutepowerstogovernashepleased,withnointerferencefromtheboyars,ortheyfindanewleader.

Facedwithachoicebetweencivilwarandtheacceptanceofdespoticpower,almosteverysectorof Russiansociety“opted”forastrongczar,callingforIvan’sreturntoMoscowandtherestorationoflaw andorder.InFebruary,withmuchcelebration,IvanreturnedtoMoscow.TheRussianscouldnolonger complainifhebehaveddictatorially theyhadgivenhimthispowerthemselves.

Interpretation

IvantheTerriblefacedaterribledilemma:Togiveintotheboyarswouldleadtocertaindestruction,but civilwarwouldbringadifferentkindofruin.EvenifIvancameoutofsuchawarontop,thecountry wouldbedevastatedanditsdivisionswouldbestrongerthanever.Hisweaponofchoiceinthepasthad beentomakeabold,offensivemove.Now,however,thatkindofmovewouldturnagainsthim themore boldlyheconfrontedhisenemies,theworsethereactionshewouldspark.

Themainweaknessofashowofforceisthatitstirsupresentmentandeventuallyleadstoaresponse thateatsatyourauthority Ivan,immenselycreativeintheuseofpower,sawclearlythattheonlypathto thekindofvictoryhewantedwasafalsewithdrawal.Hewouldnotforcethecountryovertohisposition, hewouldgiveit“options”:eitherhisabdication,andcertainanarchy,orhisaccessiontoabsolutepower. Tobackuphismove,hemadeitclearthathepreferredtoabdicate:“Callmybluff,”hesaid,“andwatch whathappens.”Noonecalledhisbluff.Bywithdrawingforjustamonth,heshowedthecountrya glimpseofthenightmaresthatwouldfollowhisabdication Tartarinvasions,civilwar,ruin.(Allof thesedideventuallycometopassafterIvan’sdeath,intheinfamous“TimeoftheTroubles.”)

Withdrawalanddisappearanceareclassicwaysofcontrollingtheoptions.Yougivepeopleasenseof howthingswillfallapartwithoutyou,andyouofferthema“choice”:Istayawayandyousufferthe consequences,orIreturnundercircumstancesthatIdictate.Inthismethodofcontrollingpeople’s options,theychoosetheoptionthatgivesyoupowerbecausethealternativeisjusttoounpleasant.You forcetheirhand,butindirectly:Theyseemtohaveachoice Wheneverpeoplefeeltheyhaveachoice, theywalkintoyourtrapthatmuchmoreeasily.

THEIIAR

OnceuponatimetherewasakingofArmenia,who,beingofacuriousturnofmindandinneedof somenewdiversion,senthisheraldsthroughoutthelandtomakethefollowingproclamation:“Hear this!WhatevermanamongyoucanprovehimselfthemostoutrageousliarinArmeniashallreceivean

applemadeofpuregoldfromthehandsofHisMajestytheKing!”Peoplebegantoswarmtothe palacefromeverytownandhamletinthecountry,peopleofallranksandconditions,princes, merchants,farmers,priests,richandpoor,tallandshort,fatandthin.Therewasnolackofliarsin theland,andeachonetoldhistaletotheking.Aruler,however,hasheardpracticallyeverysortof lie,andnoneofthosenowtoldhimconvincedthekingthathehadlistenedtothebestofthem.The kingwasbeginningtogrowtiredofhisnewsportandwasthinkingofcallingthewholecontestoff withoutdeclaringawinner,whenthereappearedbeforehimapoor,raggedman,carryingalarge earthenwarepitcherunderhisarm.“WhatcanIdoforyou?”askedHisMajesty.“Sire!”saidthe poorman,slightlybewildered“Surelyyouremember?Youowemeapotofgold,andIhavecometo collectit.”“Youareapetfeetliar,sir!’exclaimedtheking”Ioweyounomoney’””Aperfectliar,am I?”saidthepoorman.”Thengivemethegoldenapple!”Theking,realizingthatthemanwasIrving totrickhim startedtohedge ”No no!Youarenotaliar!””Thengivemethepotofgoldyouoweme sire.”saidtheman.Thekingsawthedilemma,Hehandedoverthegoldenapple. ARMENIANFOLK-IALESANDFABLES.REIOLDBYCAHARLESDOWNING.1993

OBSERVANCEOFTHELAWII

Asaseventeenth-centuryFrenchcourtesan,NinondeLenclosfoundthatherlifehadcertainpleasures. Herloverscamefromroyaltyandaristocracy,andtheypaidherwell,entertainedherwiththeirwitand intellect,satisfiedherratherdemandingsensualneeds,andtreatedheralmostasanequal.Suchalifewas infinitelypreferabletomarriage.In1643,however,Ninon’smotherdiedsuddenly,leavingher,attheage oftwenty-three,totallyaloneintheworld nofamily,nodowry,nothingtofallbackupon.Akindof panicovertookherandsheenteredaconvent,turningherbackonherillustriouslovers Ayearlatershe lefttheconventandmovedtoLyons.WhenshefinallyreappearedinParis,in1648,loversandsuitors flockedtoherdooringreaternumbersthaneverbefore,forshewasthewittiestandmostspirited courtesanofthetimeandherpresencehadbeengreatlymissed.

Ninon’sfollowersquicklydiscovered,however,thatshehadchangedheroldwayofdoingthings,and hadsetupanewsystemofoptions.Thedukes,seigneurs,andprinceswhowantedtopayforherservices couldcontinuetodoso,buttheywerenolongerincontrol shewouldsleepwiththemwhenshewanted, accordingtoherwhim.Alltheirmoneyboughtthemwasapossibility.Ifitwasherpleasuretosleepwith themonlyonceamonth,sobeit.

ThosewhodidnotwanttobewhatNinoncalledapayeurcouldjointhelargeandgrowinggroupof menshecalledhermartyrs menwhovisitedherapartmentprincipallyforherfriendship,herbitingwit, herlute-playing,andthecompanyofthemostvibrantmindsoftheperiod,includingMolière,La Rochefoucauld,andSaint-Évremond.Themartyrs,too,however,entertainedapossibility:Shewould regularlyselectfromthemafavori,amanwhowouldbecomeherloverwithouthavingtopay,andto whomshewouldabandonherselfcompletelyforaslongasshesodesired aweek,afewmonths,rarely longer.Apayeurcouldnotbecomeafavori,butamartyrhadnoguaranteeofbecomingone,andindeed couldremaindisappointedforanentirelifetime.ThepoetCharleval,forexample,neverenjoyedNinon’s favors,butneverstoppedcomingtovisit hedidnotwanttodowithouthercompany.

AswordofthissystemreachedpoliteFrenchsociety,Ninonbecametheobjectofintensehostility.Her reversalofthepositionofthecourtesanscandalizedthequeenmotherandhercourt.Muchtotheirhorror, however,itdidnotdiscouragehermalesuitors indeeditonlyincreasedtheirnumbersandintensified

theirdesire.Itbecameanhonortobeapayeur,helpingNinontomaintainherlifestyleandherglittering salon,accompanyinghersometimestothetheater,andsleepingwithherwhenshechose.Evenmore distinguishedwerethemartyrs,enjoyinghercompanywithoutpayingforitandmaintainingthehope, howeverremote,ofsomedaybecomingherfavori.Thatpossibilityspurredonmanyayoungnobleman, aswordspreadthatnoneamongthecourtesanscouldsurpassNinonintheartoflove.Andsothemarried andthesingle,theoldandtheyoung,enteredherwebandchoseoneofthetwooptionspresentedtothem, bothofwhichamplysatisfiedher.

Interpretation

Thelifeofthecourtesanentailedthepossibilityofapowerthatwasdeniedamarriedwoman,butitalso hadobviousperils.Themanwhopaidforthecourtesan’sservicesinessenceownedher,determining whenhecouldpossessherandwhen,lateron,hewouldabandonher.Asshegrewolder,heroptions narrowed,asfewermenchoseher.Toavoidalifeofpovertyshehadtoamassherfortunewhileshewas young.Thecourtesan’slegendarygreed,then,reflectedapracticalnecessity,yetalsolessenedherallure, sincetheillusionofbeingdesiredisimportanttomen,whoareoftenalienatediftheirpartneristoo interestedintheirmoney.Asthecourtesanaged,then,shefacedamostdifficultfate.

NinondeLencloshadahorrorofanykindofdependence.Sheearlyontastedakindofequalitywith herlovers,andshewouldnotsettleintoasystemthatlefthersuchdistastefuloptions.Strangelyenough, thesystemshedevisedinitsplaceseemedtosatisfyhersuitorsasmuchasitdidher.Thepayeursmay havehadtopay,butthefactthatNinonwouldonlysleepwiththemwhenshewantedtogavethemathrill unavailablewitheveryothercourtesan:Shewasyieldingoutofherowndesire Themartyrs’avoidance ofthetaintofhavingtopaygavethemasenseofsuperiority;asmembersofNinon’sfraternityof admirers,theyalsomightsomedayexperiencetheultimatepleasureofbeingherfavori.Finally,Ninon didnotforcehersuitorsintoeithercategory.Theycould“choose”whichsidetheypreferred afreedom thatleftthemavestigeofmasculinepride.

Suchisthepowerofgivingpeopleachoice,orrathertheillusionofone,fortheyareplayingwith cardsyouhavedealtthem.WherethealternativessetupbyIvantheTerribleinvolvedacertainrisk one optionwouldhaveledtohislosinghispower Ninoncreatedasituationinwhicheveryoption redoundedtoherfavor.Fromthepayeursshereceivedthemoneysheneededtorunhersalon.Andfrom themartyrsshegainedtheultimateinpower:Shecouldsurroundherselfwithabevyofadmirers,a haremfromwhichtochooseherlovers.

Thesystem,though,dependedononecriticalfactor:thepossibility,howeverremote,thatamartyr couldbecomeafavori.Theillusionthatriches,glory,orsensualsatisfactionmaysomedayfallintoyour victim’slapisanirresistiblecarrottoincludeinyourlistofchoices.Thathope,howeverslim,willmake menacceptthemostridiculoussituations,becauseitleavesthemtheall-importantoptionofadream.The illusionofchoice,marriedtothepossibilityoffuturegoodfortune,willlurethemoststubbornsuckerinto yourglitteringweb.

J.P.MorganSr.oncetoldajewelerofhisacquaintancethathewasinterestedinbuyingapearl scarf-pin Justafewweekslater,thejewelerhappeneduponamagnificentpearl Hehaditmountedin anappropriatesettingandsentittoMorgan,togetherwithabillfor$5,000.Thefollowingdaythe packagewasreturned.Morgan’saccompanyingnoteread:“Ilikethepin,butIdon’tliketheprice.If youwillaccepttheenclosedcheckfor$4,000,pleasesendbacktheboxwiththesealunbroken.”The enragedjewelerrefusedthecheckanddismissedthemessengerindisgust.Heopeneduptheboxto

reclaimtheunwantedpin,onlytofindthatithadbeenremoved Initsplacewasacheckfor$5,000 THELITTLE,BROWNBOOKOFANECDOTES.CLIFTONFADIMAN,ED..1985

KEYSTOPOWER

Wordslike“freedom,”“options,”and“choice”evokeapowerofpossibilityfarbeyondtherealityofthe benefitstheyentail.Whenexaminedclosely,thechoiceswehave inthemarketplace,inelections,inour jobs tendtohavenoticeablelimitations:TheyareoftenamatterofachoicesimplybetweenAandB, withtherestofthealphabetoutofthepicture.Yetaslongasthefaintestmirageofchoiceflickerson,we rarelyfocusonthemissingoptions.We“choose”tobelievethatthegameisfair,andthatwehaveour freedom.Weprefernottothinktoomuchaboutthedepthofourlibertytochoose.

Thisunwillingnesstoprobethesmallnessofourchoicesstemsfromthefactthattoomuchfreedom createsakindofanxiety.Thephrase“unlimitedoptions”soundsinfinitelypromising,butunlimited optionswouldactuallyparalyzeusandcloudourabilitytochoose.Ourlimitedrangeofchoicescomforts us.

Thissuppliesthecleverandcunningwithenormousopportunitiesfordeception.Forpeoplewhoare choosingbetweenalternativesfindithardtobelievetheyarebeingmanipulatedordeceived;theycannot seethatyouareallowingthemasmallamountoffreewillinexchangeforamuchmorepowerful impositionofyourownwill.Settingupanarrowrangeofchoices,then,shouldalwaysbeapartofyour deceptions.Thereisasaying:Ifyoucangetthebirdtowalkintothecageonitsown,itwillsingthat muchmoreprettily.

Thefollowingareamongthemostcommonformsof“controllingtheoptions”:

ColortheChoices.ThiswasafavoredtechniqueofHenryKissinger.AsPresidentRichardNixon’s secretaryofstate,Kissingerconsideredhimselfbetterinformedthanhisboss,andbelievedthatinmost situationshecouldmakethebestdecisiononhisown.Butifhetriedtodeterminepolicy,hewouldoffend orperhapsenrageanotoriouslyinsecureman SoKissingerwouldproposethreeorfourchoicesofaction foreachsituation,andwouldpresenttheminsuchawaythattheonehepreferredalwaysseemedthebest solutioncomparedtotheothers.Timeaftertime,Nixonfellforthebait,neversuspectingthathewas movingwhereKissingerpushedhim.Thisisanexcellentdevicetouseontheinsecuremaster.

ForcetheResister.OneofthemainproblemsfacedbyDr.MiltonH.Erickson,apioneerofhypnosis therapyinthe1950s,wastherelapse.Hispatientsmightseemtoberecoveringrapidly,buttheirapparent susceptibilitytothetherapymaskedadeepresistance:Theywouldsoonrelapseintooldhabits,blamethe doctor,andstopcomingtoseehim.Toavoidthis,Ericksonbeganorderingsomepatientstohavea relapse,tomakethemselvesfeelasbadaswhentheyfirstcamein togobacktosquareone.Facedwith thisoption,thepatientswouldusually“choose”toavoidtherelapse which,ofcourse,waswhat Ericksonreallywanted.

Thisisagoodtechniquetouseonchildrenandotherwillfulpeoplewhoenjoydoingtheoppositeof whatyouaskthemto:Pushthemto“choose”whatyouwantthemtodobyappearingtoadvocatethe opposite.

AlterthePlayingField.Inthe1860s,JohnD.Rockefellersetouttocreateanoilmonopoly.Ifhetriedto buyupthesmalleroilcompaniestheywouldfigureoutwhathewasdoingandfightback.Instead,he begansecretlybuyinguptherailwaycompaniesthattransportedtheoil.Whenhethenattemptedtotake overaparticularcompany,andmetwithresistance,heremindedthemoftheirdependenceontherails. Refusingthemshipping,orsimplyraisingtheirfees,couldruintheirbusiness.Rockefelleralteredthe playingfieldsothattheonlyoptionsthesmalloilproducershadweretheoneshegavethem

Inthistacticyouropponentsknowtheirhandisbeingforced,butitdoesn’tmatter.Thetechniqueis effectiveagainstthosewhoresistatallcosts.

TheShrinkingOptions.Thelate-nineteenth-centuryartdealerAmbroiseVollardperfectedthis technique.

CustomerswouldcometoVollard’sshoptoseesomeCézannes.Hewouldshowthreepaintings, neglecttomentionaprice,andpretendtodozeoff.Thevisitorswouldhavetoleavewithoutdeciding. Theywouldusuallycomebackthenextdaytoseethepaintingsagain,butthistimeVollardwouldpullout lessinterestingworks,pretendinghethoughttheywerethesameones.Thebaffledcustomerswouldlook atthenewofferings,leavetothinkthemover,andreturnyetagain.Onceagainthesamethingwould happen:Vollardwouldshowpaintingsoflesserqualitystill.Finallythebuyerswouldrealizetheyhad bettergrabwhathewasshowingthem,becausetomorrowtheywouldhavetosettleforsomethingworse, perhapsatevenhigherprices.

Avariationonthistechniqueistoraisethepriceeverytimethebuyerhesitatesandanotherdaygoes by.Thisisanexcellentnegotiatingploytouseonthechronicallyindecisive,whowillfallfortheidea thattheyaregettingabetterdealtodaythaniftheywaittilltomorrow.

TheWeakManonthePrecipice.Theweakaretheeasiesttomaneuverbycontrollingtheiroptions. CardinaldeRetz,thegreatseventeenth-centuryprovocateur,servedasanunofficialassistanttotheDuke ofOrléans,whowasnotoriouslyindecisive.Itwasaconstantstruggletoconvincetheduketotakeaction hewouldhemandhaw,weightheoptions,andwaittillthelastmoment,givingeveryonearoundhiman ulcer.ButRetzdiscoveredawaytohandlehim:Hewoulddescribeallsortsofdangers,exaggerating themasmuchaspossible,untilthedukesawayawningabyssineverydirectionexceptone:theoneRetz waspushinghimtotake.

Thistacticissimilarto“ColortheChoices,”butwiththeweakyouhavetobemoreaggressive.Work ontheiremotions usefearandterrortopropelthemintoaction.Tryreasonandtheywillalwaysfinda waytoprocrastinate

BrothersinCrime.Thisisaclassiccon-artisttechnique:Youattractyourvictimstosomecriminal scheme,creatingabondofbloodandguiltbetweenyou.Theyparticipateinyourdeception,commita crime(orthinktheydo seethestoryofSamGeezilinLaw3),andareeasilymanipulated Serge Stavisky,thegreatFrenchconartistofthe1920s,soentangledthegovernmentinhisscamsandswindles thatthestatedidnotdaretoprosecutehim,and“chose”toleavehimalone.Itisoftenwisetoimplicatein yourdeceptionstheverypersonwhocandoyouthemostharmifyoufail.Theirinvolvementcanbe subtle evenahintoftheirinvolvementwillnarrowtheiroptionsandbuytheirsilence.

TheHornsofaDilemma.ThisideawasdemonstratedbyGeneralWilliamSherman’sinfamousmarch throughGeorgiaduringtheAmericanCivilWar.AlthoughtheConfederatesknewwhatdirectionSherman washeadingin,theyneverknewifhewouldattackfromtheleftortheright,forhedividedhisarmyinto

twowings andiftherebelsretreatedfromonewingtheyfoundthemselvesfacingtheother Thisisa classictriallawyer’stechnique:Thelawyerleadsthewitnessestodecidebetweentwopossible explanationsofanevent,bothofwhichpokeaholeintheirstory.Theyhavetoanswerthelawyer’s questions,butwhatevertheysaytheyhurtthemselves.Thekeytothismoveistostrikequickly:Denythe victimthetimetothinkofanescape.Astheywrigglebetweenthehornsofthedilemma,theydigtheir owngrave.

Understand:Inyourstruggleswithyourrivals,itwilloftenbenecessaryforyoutohurtthem.Andifyou areclearlytheagentoftheirpunishment,expectacounterattack expectrevenge.If,however,theyseem tothemselvestobetheagentsoftheirownmisfortune,theywillsubmitquietly.WhenIvanleftMoscow forhisruralvillage,thecitizensaskinghimtoreturnagreedtohisdemandforabsolutepower.Overthe yearstocome,theyresentedhimlessfortheterrorheunleashedonthecountry,because,afterall,they hadgrantedhimhispowerthemselves.Thisiswhyitisalwaysgoodtoallowyourvictimstheirchoiceof poison,andtocloakyourinvolvementinprovidingittothemasfaraspossible.

Image:TheHornsoftheBull.Thebullbacksyouintothecornerwithitshorns notasinglehorn,which youmightbeeabletoescape,butapairofhornsthattrapyouwithintheirhold.Runrightorrunleft eitherwayyoumoveintotheirpiercingendsandaregored.

Authority:Forthewoundsandeveryotherevilthatmeninflictuponthemselvesspontaneously,andof theirownchoice,areinthelongrunlesspainfulthanthoseinflictedbyothers (NiccolòMachiavelli, 1469-1527)

REVERSAL

Controllingtheoptionshasonemainpurpose:todisguiseyourselfastheagentofpowerandpunishment. Thetacticworksbest,then,forthosewhosepowerisfragile,andwhocannotoperatetooopenlywithout incurringsuspicion,resentment,andanger.Evenasageneralrule,however,itisrarelywisetobeseenas exertingpowerdirectlyandforcefully,nomatterhowsecureorstrongyouare.Itisusuallymoreelegant andmoreeffectivetogivepeopletheillusionofchoice.

Ontheotherhand,bylimitingotherpeople’soptionsyousometimeslimityourown.Thereare situationsinwhichitistoyouradvantagetoallowyourrivalsalargedegreeoffreedom:Asyouwatch themoperate,yougiveyourselfrichopportunitiestospy,gatherinformation,andplanyourdeceptions. Thenineteenth-centurybankerJamesRothschildlikedthismethod:Hefeltthatifhetriedtocontrolhis opponents’movements,helostthechancetoobservetheirstrategyandplanamoreeffectivecourse.The morefreedomheallowedthemintheshortterm,themoreforcefullyhecouldactagainsttheminthelong run.

PLAYTOPEOPLE’SFANTASIES

JUDGMENT

Thetruthisoftenavoidedbecauseitisuglyandunpleasant.Neverappealtotruthandrealityunless youarepreparedfortheangerthatcomesfromdisenchantment.Lifeissoharshanddistressingthat peoplewhocanmanufactureromanceorconjureupfantasyarelikeoasesinthedesert:Everyone flockstothem.Thereisgreatpowerintappingintothefantasiesofthemasses.

THEFUNERALOFTHELIONESS

Thelionhavingsuddenlylosthisqueen,everyonehastenedtoshowallegiancetothemonarch,by offeringconsolation.Thesecompliments,alas,servedbuttoincreasethewidower’saffliction.Due noticewasgiventhroughoutthekingdomthatthefuneralwouldbeperformedatacertaintimeand place;thelion’sofficerswereorderedtobeinattendance,toregulatetheceremony,andplacethe companyaccordingtotheirrespectiverank.Onemaywelljudgenooneabsentedhimself.The monarchgavewaytohisgrief,andthewholecave,lionshavingnoothertemples,resoundedwithhis cries.Afterhisexample,allthecourtiersroaredintheirdifferenttones.Acourtisthesortofplace whereeveryoneiseithersorrowful,gay,orindifferenttoeverything,justasthereigningprincemay thinkfit;orifanyoneisnotactually,heatleasttriestoappearso;eachendeavorstomimicthe master.Itistrulysaidthatonemindanimatesathousandbodies,clearlyshowingthathumanbeings aremeremachines.Butletusreturntooursubject.Thestagaloneshednotears.Howcouldhe, forsooth?Thedeathofthequeenavengedhim;shehadformerlystrangledhiswifeandson Acourtier thoughtfittoinformthebereavedmonarch,andevenaffirmedthathehadseenthestaglaugh.The rageofaking,saysSolomon,isterrible,andespeciallythatofalion-king.“Pitifulforester!”he exclaimed,“darestthoulaughwhenallaroundaredissolvedintears?Wewillnotsoilourroyal clawswiththyprofaneblood!Dothou,bravewolf,avengeourqueen,byimmolatingthistraitortoher augustmanes ”

Hereuponthestagreplied:“Sire,thetimeforweepingispassed;griefisheresuperfluous.Your reveredspouseappearedtomebutnow,reposingonabedofroses;Iinstantlyrecognizedher.

‘Friend,’saidshetome,‘havedonewiththisfunerealpomp,ceasetheseuselesstears.Ihavetasteda thousanddelightsintheElysianfields,conversingwiththosewhoaresaintslikemyself.Lettheking’s despairremainforsometimeunchecked,itgratifiesme.’”Scarcelyhadhespoken,wheneveryone shouted:“Amiracle!amiracle!”Thestag,insteadofbeingpunished,receivedahandsomegift Do butentertainakingwithdreams,flatterhim,andtellhimafewpleasantfantasticlies:whateverhis indignationagainstyoumaybe,hewillswallowthebait,andmakeyouhisdearestfriend.

FABLES,JEANDELAFONTAINE,1621-1695

LAW32

OBSERVANCEOFTHELAW

Thecity-stateofVenicewasprosperousforsolongthatitscitizensfelttheirsmallrepublichaddestiny onitsside.IntheMiddleAgesandHighRenaissance,itsvirtualmonopolyontradetotheeastmadeitthe wealthiestcityinEurope.Underabeneficentrepublicangovernment,Venetiansenjoyedlibertiesthatfew otherItalianshadeverknown.Yetinthesixteenthcenturytheirfortunessuddenlychanged.Theopeningof theNewWorldtransferredpowertotheAtlanticsideofEurope totheSpanishandPortuguese,and latertheDutchandEnglish Venicecouldnotcompeteeconomicallyanditsempiregraduallydwindled ThefinalblowwasthedevastatinglossofaprizedMediterraneanpossession,theislandofCyprus, capturedfromVenicebytheTurksin1570.

NownoblefamilieswentbrokeinVenice,andbanksbegantofold.Akindofgloomanddepression settledoverthecitizens.Theyhadknownaglitteringpast hadeitherlivedthroughitorheardstories aboutitfromtheirelders.Theclosenessofthegloryyearswashumiliating.TheVenetianshalfbelieved thatthegoddessFortunewasonlyplayingajokeonthem,andthattheolddayswouldsoonreturn.Forthe timebeing,though,whatcouldtheydo?

In1589rumorsbegantoswirlaroundVeniceofthearrivalnotfarawayofamysteriousmancalled“Il Bragadino,”amasterofalchemy,amanwhohadwonincrediblewealththroughhisability,itwassaid, tomultiplygoldthroughtheuseofasecretsubstance.Therumorspreadquicklybecauseafewyears earlier,aVenetiannoblemanpassingthroughPolandhadheardalearnedmanprophesythatVenicewould recoverherpastgloryandpowerifshecouldfindamanwhounderstoodthealchemicartof manufacturinggold.Andso,aswordreachedVeniceofthegoldthisBragadinopossessed heclinked goldcoinscontinuouslyinhishands,andgoldenobjectsfilledhispalace somebegantodream: Throughhim,theircitywouldprosperagain.

MembersofVenice’smostimportantnoblefamiliesaccordinglywenttogethertoBrescia,where Bragadinolived.Theytouredhispalaceandwatchedinaweashedemonstratedhisgold-making abilities,takingapinchofseeminglyworthlessmineralsandtransformingitintoseveralouncesofgold dust.TheVenetiansenatepreparedtodebatetheideaofextendinganofficialinvitationtoBragadinoto stayinVeniceatthecity’sexpense,whenwordsuddenlyreachedthemthattheywerecompetingwiththe DukeofMantuaforhisservices.TheyheardofamagnificentpartyinBragadino’spalacefortheduke, featuringgarmentswithgoldenbuttons,goldwatches,goldplates,andonandon Worriedtheymightlose BragadinotoMantua,thesenatevotedalmostunanimouslytoinvitehimtoVenice,promisinghimthe mountainofmoneyhewouldneedtocontinuelivinginhisluxuriousstyle butonlyifhecameright away.

LatethatyearthemysteriousBragadinoarrivedinVenice.Withhispiercingdarkeyesunderthick brows,andthetwoenormousblackmastiffsthataccompaniedhimeverywhere,hewasforbiddingand impressive.HetookupresidenceinasumptuouspalaceontheislandoftheGiudecca,withtherepublic fundinghisbanquets,hisexpensiveclothes,andallhisotherwhims.Akindofalchemyfeverspread throughVenice.Onstreetcorners,hawkerswouldsellcoal,distillingapparatus,bellows,how-tobooks onthesubject.Everyonebegantopracticealchemy everyoneexceptBragadino. ThealchemistseemedtobeinnohurrytobeginmanufacturingthegoldthatwouldsaveVenicefrom ruin Strangelyenoughthisonlyincreasedhispopularityandfollowing;peoplethrongedfromallover Europe,evenAsia,tomeetthisremarkableman.Monthswentby,withgiftspouringintoBragadinofrom allsides.StillhegavenosignofthemiraclethattheVenetiansconfidentlyexpectedhimtoproduce. Eventuallythecitizensbegantogrowimpatient,wonderingifhewouldwaitforever.Atfirstthesenators warnedthemnottohurryhim hewasacapriciousdevil,whoneededtobecajoled.Finally,though,the nobilitybegantowondertoo,andthesenatecameunderpressuretoshowareturnonthecity’sballooning investment.

Bragadinohadonlyscornforthedoubters,butherespondedtothem.Hehad,hesaid,already depositedinthecity’smintthemysterioussubstancewithwhichhemultipliedgold.Hecouldusethis substanceupallatonce,andproducedoublethegold,butthemoreslowlytheprocesstookplace,the moreitwouldyield.Ifleftaloneforsevenyears,sealedinacasket,thesubstancewouldmultiplythe goldinthemintthirtytimesover.MostofthesenatorsagreedtowaittoreapthegoldmineBragadino promised Others,however,wereangry:sevenmoreyearsofthismanlivingroyallyatthepublictrough! AndmanyofthecommoncitizensofVeniceechoedthesesentiments.Finallythealchemist’senemies demandedheproduceaproofofhisskills:asubstantialamountofgold,andsoon.

Lofty,apparentlydevotedtohisart,BragadinorespondedthatVenice,initsimpatience,hadbetrayed him,andwouldthereforelosehisservices.Helefttown,goingfirsttonearbyPadua,then,in1590,to Munich,attheinvitationoftheDukeofBavaria,who,liketheentirecityofVenice,hadknowngreat wealthbuthadfallenintobankruptcythroughhisownprofligacy,andhopedtoregainhisfortunethrough thefamousalchemist’sservices.AndsoBragadinoresumedthecomfortablearrangementhehadknownin Venice,andthesamepatternrepeateditself.

Interpretation

TheyoungCypriotMamugnahadlivedinVeniceforseveralyearsbeforereincarnatinghimselfasthe alchemistBragadino.Hesawhowgloomhadsettledonthecity,howeveryonewashopingfora redemptionfromsomeindefinitesource.Whileothercharlatansmasteredeverydayconsbasedonsleight ofhand,Mamugnàmasteredhumannature.WithVeniceashistargetfromthestart,hetraveledabroad, madesomemoneythroughhisalchemyscams,andthenreturnedtoItaly,settingupshopinBrescia There hecreatedareputationthatheknewwouldspreadtoVenice.Fromadistance,infact,hisauraofpower wouldbeallthemoreimpressive.

AtfirstMamugnadidnotusevulgardemonstrationstoconvincepeopleofhisalchemicskill.His sumptuouspalace,hisopulentgarments,theclinkofgoldinhishands,alltheseprovidedasuperior argumenttoanythingrational.Andtheseestablishedthecyclethatkepthimgoing:Hisobviouswealth confirmedhisreputationasanalchemist,sothatpatronsliketheDukeofMantuagavehimmoney,which allowedhimtoliveinwealth,whichreinforcedhisreputationasanalchemist,andsoon.Onlyoncethis reputationwasestablished,anddukesandsenatorswerefightingoverhim,didheresorttothetrifling necessityofademonstration.Bythen,however,peoplewereeasytodeceive:Theywantedtobelieve. TheVenetiansenatorswhowatchedhimmultiplygoldwantedtobelievesobadlythattheyfailedto noticetheglasspipeuphissleeve,fromwhichheslippedgolddustintohispinchesofminerals Brilliant andcapricious,hewasthealchemistoftheirfantasies andoncehehadcreatedanauralikethis,noone noticedhissimpledeceptions.

Suchisthepowerofthefantasiesthattakerootinus,especiallyintimesofscarcityanddecline. Peoplerarelybelievethattheirproblemsarisefromtheirownmisdeedsandstupidity.Someoneor somethingoutthereistoblame theother,theworld,thegods andsosalvationcomesfromtheoutside aswell.HadBragadinoarrivedinVenicearmedwithadetailedanalysisofthereasonsbehindthecity’s economicdecline,andofthehard-nosedstepsthatitcouldtaketoturnthingsaround,hewouldhavebeen scorned.Therealitywastoouglyandthesolutiontoopainful mostlythekindofhardworkthatthe citizens’ancestorshadmusteredtocreateanempire.Fantasy,ontheotherhand inthiscasetheromance ofalchemy waseasytounderstandandinfinitelymorepalatable.

Togainpower,youmustbeasourceofpleasureforthosearoundyou andpleasurecomesfrom

playingtopeople’sfantasies Neverpromiseagradualimprovementthroughhardwork;rather,promise themoon,thegreatandsuddentransformation,thepotofgold.

Nomanneeddespairofgainingconvertstothemostextravagant hypothesiswhohasartenoughtorepresentitinfavorablecolors. DavidHume,1711-1776

Ifyouwanttotellliesthatwillbebelieved,don’ttellthetruththatwon’t.

EMPERORTOKUGAWAIEYASUOFJAPAN,SEVENTEENTHCENTURY KEYSTOPOWER

Fantasycanneveroperatealone.Itrequiresthebackdropofthehumdrumandthemundane.Itisthe oppressivenessofrealitythatallowsfantasytotakerootandbloom.Insixteenth-centuryVenice,the realitywasoneofdeclineandlossofprestige.Thecorrespondingfantasydescribedasuddenrecoveryof pastgloriesthroughthemiracleofalchemy Whiletherealityonlygotworse,theVenetiansinhabiteda happydreamworldinwhichtheircityrestoreditsfabulouswealthandpowerovernight,turningdustinto gold.

Thepersonwhocanspinafantasyoutofanoppressiverealityhasaccesstountoldpower.Asyou searchforthefantasythatwilltakeholdofthemasses,then,keepyoureyeonthebanaltruthsthatweigh heavilyonusall.Neverbedistractedbypeople’sglamorousportraitsofthemselvesandtheirlives; searchanddigforwhatreallyimprisonsthem.Onceyoufindthat,youhavethemagicalkeythatwillput greatpowerinyourhands.

Althoughtimesandpeoplechange,letusexamineafewoftheoppressiverealitiesthatendure,andthe opportunitiesforpowertheyprovide:

TheReality:Changeisslowandgradual.Itrequireshardwork,abitofluck,afairamountofselfsacrifice,andalotofpatience.

TheFantasy:Asuddentransformationwillbringatotalchangeinone’sfortunes,bypassingwork, luck,self-sacrifice,andtimeinonefantasticstroke.

Thisisofcoursethefantasyparexcellenceofthecharlatanswhoprowlamongustothisday,andwas thekeytoBragadino’ssuccess.Promiseagreatandtotalchange frompoortorich,sicknesstohealth, miserytoecstasy andyouwillhavefollowers.

Howdidthegreatsixteenth-centuryGermanquackLeonhardThurneisserbecomethecourtphysician fortheElectorofBrandenburgwithouteverstudyingmedicine?Insteadofofferingamputations,leeches, andfoul-tastingpurgatives(themedicamentsofthetime),Thurneisserofferedsweet-tastingelixirsand promisedinstantrecovery.Fashionablecourtiersespeciallywantedhissolutionof“drinkablegold,” whichcostafortune.Ifsomeinexplicableillnessassailedyou,Thurneisserwouldconsultahoroscope andprescribeatalisman.Whocouldresistsuchafantasy healthandwell-beingwithoutsacrificeand pain!

TheReality:Thesocialrealmhashard-setcodesandboundaries.Weunderstandtheselimitsand

knowthatwehavetomovewithinthesamefamiliarcircles,dayinanddayout. TheFantasy:Wecanenteratotallynewworldwithdifferentcodesandthepromiseofadventure.

Intheearly1700s,allLondonwasabuzzwithtalkofamysteriousstranger,ayoungmannamedGeorge Psalmanazar.HehadarrivedfromwhatwastomostEnglishmenafantasticalland:theislandofFormosa (nowTaiwan),offthecoastofChina.OxfordUniversityengagedPsalmanazartoteachtheisland’s language;afewyearslaterhetranslatedtheBibleintoFormosan,thenwroteabook animmediatebestseller onFormosa’shistoryandgeography.Englishroyaltywinedanddinedtheyoungman,and everywherehewentheentertainedhishostswithwondrousstoriesofhishomeland,anditsbizarre customs.

AfterPsalmanazardied,however,hiswillrevealedthathewasinfactmerelyaFrenchmanwitharich imagination.EverythinghehadsaidaboutFormosa itsalphabet,itslanguage,itsliterature,itsentire culture hehadinvented.HehadbuiltontheEnglishpublic’signoranceoftheplacetoconcoctan elaboratestorythatfulfilledtheirdesirefortheexoticandstrange.Britishculture’srigidcontrolof people’sdangerousdreamsgavehimtheperfectopportunitytoexploittheirfantasy

Thefantasyoftheexotic,ofcourse,canalsoskirtthesexual.Itmustnotcometooclose,though,forthe physicalhindersthepoweroffantasy;itcanbeseen,grasped,andthentiredof thefateofmost courtesans.Thebodilycharmsofthemistressonlywhetthemaster’sappetiteformoreanddifferent pleasures,anewbeautytoadore.Tobringpower,fantasymustremaintosomedegreeunrealized, literallyunreal.ThedancerMataHari,forinstance,whorosetopublicprominenceinParisbeforeWorld WarI,hadquiteordinarylooks.Herpowercamefromthefantasyshecreatedofbeingstrangeandexotic, unknowableandindecipherable.Thetaboosheworkedwithwaslesssexitselfthanthebreakingof socialcodes.

Anotherformofthefantasyoftheexoticissimplythehopeforrelieffromboredom.Conartistsloveto playontheoppressivenessoftheworkingworld,itslackofadventure.Theirconsmightinvolve,say,the recoveryoflostSpanishtreasure,withthepossibleparticipationofanalluringMexicanseñoritaanda connectiontothepresidentofaSouthAmericancountry anythingofferingreleasefromthehumdrum.

TheReality:Societyisfragmentedandfullofconflict. TheFantasy:Peoplecancometogetherinamysticalunionofsouls

Inthe1920stheconmanOscarHartzellmadeaquickfortuneoutoftheage-oldSirFrancisDrake swindle basicallypromisinganysuckerwhohappenedtobesurnamed“Drake”asubstantialshareof thelong-lost“Draketreasure,”towhichHartzellhadaccess ThousandsacrosstheMidwestfellforthe scam,whichHartzellcleverlyturnedintoacrusadeagainstthegovernmentandeveryoneelsewhowas tryingtokeeptheDrakefortuneoutoftherightfulhandsofitsheirs.Theredevelopedamysticalunionof theoppressedDrakes,withemotionalralliesandmeetings.Promisesuchaunionandyoucangainmuch power,butitisadangerouspowerthatcaneasilyturnagainstyou.Thisisafantasyfordemagoguesto playon.

TheReality:Death.Thedeadcannotbebroughtback,thepastcannotbechanged.TheFantasy:A suddenreversalofthisintolerablefact.

Thisconhasmanyvariations,butrequiresgreatskillandsubtlety.

ThebeautyandimportanceoftheartofVermeerhavelongbeenrecognized,buthispaintingsaresmall innumber,andareextremelyrare.Inthe1930s,though,Vermeersbegantoappearontheartmarket. Expertswerecalledontoverifythem,andpronouncedthemreal.PossessionofthesenewVermeers wouldcrownacollector’scareer.ItwasliketheresurrectionofLazarus:Inastrangeway,Vermeerhad beenbroughtbacktolife.Thepasthadbeenchanged.

OnlylaterdiditcomeoutthatthenewVermeersweretheworkofamiddle-agedDutchforgernamed HanvanMeegeren.AndhehadchosenVermeerforhisscambecauseheunderstoodfantasy:The paintingswouldseemrealpreciselybecausethepublic,andtheexpertsaswell,sodesperatelywantedto believetheywere.

Remember:Thekeytofantasyisdistance.Thedistanthasallureandpromise,seemssimpleand problemfree.Whatyouareoffering,then,shouldbeungraspable.Neverletitbecomeoppressively familiar;itisthemirageinthedistance,withdrawingasthesuckerapproaches.Neverbetoodirectin describingthefantasy keepitvague.Asaforgeroffantasies,letyourvictimcomecloseenoughtosee andbetempted,butkeephimfarawayenoughthathestaysdreaminganddesiring.

Image:The Moon.Unattainable, alwayschangingshape, disappearingandreappear ing.Welookatit,imagine, wonder,andpine neverfa miliar,continuousprovoker ofdreams.Donotoffer theobvious.Promise themoon

Authority:Alieisanallurement,afabrication,thatcanbeembellishedintoafantasy Itcanbeclothedin theraimentsofamysticconception.Truthiscold,soberfact,notsocomfortabletoabsorb.Alieismore palatable.Themostdetestedpersonintheworldistheonewhoalwaystellsthetruth,whonever romances....Ifounditfarmoreinterestingandprofitabletoromancethantotellthetruth.(JosephWeil, a.k.a.“TheYellowKid,”1875-1976)

REVERSAL

Ifthereispowerintappingintothefantasiesofthemasses,thereisalsodanger.Fantasyusuallycontains anelementofplay thepublichalfrealizesitisbeingduped,butitkeepsthedreamaliveanyway, relishingtheentertainmentandthetemporarydiversionfromtheeverydaythatyouareproviding.Sokeep itlight nevercometooclosetotheplacewhereyouareactuallyexpectedtoproduceresults.Thatplace mayproveextremelyhazardous.

AfterBragadinoestablishedhimselfinMunich,hefoundthatthesober-mindedBavarianshadfarless faithinalchemythanthetemperamentalVenetians.Onlythedukereallybelievedinit,forheneededit desperatelytorescuehimfromthehopelessmesshewasin.AsBragadinoplayedhisfamiliarwaiting game,acceptinggiftsandexpectingpatience,thepublicgrewangry.Moneywasbeingspentandwas yieldingnoresults.In1592theBavariansdemandedjustice,andeventuallyBragadinofoundhimself swingingfromthegallows.Asbefore,hehadpromisedandhadnotdelivered,butthistimehehad misjudgedtheforbearanceofhishosts,andhisinabilitytofulfilltheirfantasyprovedfatal.

Onelastthing:Nevermakethemistakeofimaginingthatfantasyisalwaysfantastical.Itcertainly contrastswithreality,butrealityitselfissometimessotheatricalandstylizedthatfantasybecomesa desireforsimplethings.TheimageAbrahamLincolncreatedofhimself,forexample,asahomespun countrylawyerwithabeard,madehimthecommonman’spresident.

P T BarnumcreatedasuccessfulactwithTomThumb,adwarfwhodressedupasfamousleadersof thepast,suchasNapoleon,andlampoonedthemwickedly.Theshowdelightedeveryone,rightupto QueenVictoria,byappealingtothefantasyofthetime:Enoughofthevaingloriousrulersofhistory,the commonmanknowsbest.TomThumbreversedthefamiliarpatternoffantasyinwhichthestrangeand unknownbecomestheideal.ButtheactstillobeyedtheLaw,forunderlyingitwasthefantasythatthe simplemaniswithoutproblems,andishappierthanthepowerfulandtherich.

BothLincolnandTomThumbplayedthecommonerbutcarefullymaintainedtheirdistance.Shouldyou playwithsuchafantasy,youtoomustcarefullycultivatedistanceandnotallowyour“common”persona tobecometoofamiliaroritwillnotprojectasfantasy.

JUDGMENT

Everyonehasaweakness,agapinthecastlewall.Thatweaknessisusuallyaninsecurity,an uncontrollableemotionorneed;itcanalsobeasmallsecretpleasure.Eitherway,oncefound,itisa thumbscrewyoucanturntoyouradvantage.

FINDINGTHETHUMBSCREW:AStrategicPlanofAction

Weallhaveresistances.Welivewithaperpetualarmoraroundourselvestodefendagainstchangeand theintrusiveactionsoffriendsandrivals.Wewouldlikenothingmorethantobelefttodothingsourown way.Constantlybuttingupagainsttheseresistanceswillcostyoualotofenergy.Oneofthemost importantthingstorealizeaboutpeople,though,isthattheyallhaveaweakness,somepartoftheir psychologicalarmorthatwillnotresist,thatwillbendtoyourwillifyoufinditandpushonit Some peopleweartheirweaknessesopenly,othersdisguisethem.Thosewhodisguisethemareoftentheones mosteffectivelyundonethroughthatonechinkintheirarmor.

THELION.THECHAMOIS.ANDTHEFOX

Alionwaschasingachamoisalongavalley.Hehadallbutcaughtit,andwithlongingeyeswas anticipatingacertainandasatisfyingrepast.Itseemedasifitwereutterlyimpossibleforthevictim toescape;foradeepravineappearedtobarthewayforboththehunterandthehunted Butthe nimblechamois,gatheringtogetherallitsstrength,shotlikeanarrowfromabowacrossthechasm, andstoodstillontherockycliffontheotherside.Ourlionpulledupshort.Butatthatmomenta friendofhishappenedtobenearathand.Thatfriendwasthefox.“What!”saidhe,“withyour strengthandagility,isitpossiblethatyouwillyieldtoafeeblechamois?Youhaveonlytowill,and youwillbeabletoworkwonders Thoughtheabyssbedeep,yet,ifyouareonlyinearnest,Iam certainyouwillclearit.Surelyyoucanconfideinmydisinterestedfriendship.Iwouldnotexpose yourlifetodangerifIwerenotsowellawareofyourstrengthanddexterity.”Thelion’sbloodwaxed hot,andbegantoboilinhisveins.Heflunghimselfwithallhismightintospace.Buthecouldnot clearthechasm;sodownhetumbledheadlong,andwaskilledbythefall.Thenwhatdidhisdear frienddo?Hecautiouslymadehiswaydowntothebottomoftheravine.andthere,outintheopen spaceandthefreeair,seeingthatthelionwantedneitherflatterynorobediencenow,hesettoworkto paythelastsadritestohisdeadfriend,andinamonthpickedhisbonesclean.

FABLES,IVANKRILOFF,1768-1844

Inplanningyourassault,keeptheseprinciplesinmind:

LAW33

DISCOVEREACHMAN’STHUMBSCREW

AsSigmundFreudremarked,“Nomortalcankeep asecret.Ifhislipsaresilent,hechatterswithhisfingertips;betrayaloozesoutofhimateverypore.” Thisisacriticalconceptinthesearchforaperson’sweakness itisrevealedbyseeminglyunimportant gesturesandpassingwords.

Thekeyisnotonlywhatyoulookforbutwhereandhowyoulook.Everydayconversationsuppliesthe richestmineofweaknesses,sotrainyourselftolisten.Startbyalwaysseeminginterested the appearanceofasympatheticearwillspuranyonetotalk.Aclevertrick,oftenusedbythenineteenthcenturyFrenchstatesmanTalleyrand,istoappeartoopenuptotheotherperson,toshareasecretwith them Itcanbecompletelymadeup,oritcanberealbutofnogreatimportancetoyou theimportant thingisthatitshouldseemtocomefromtheheart.Thiswillusuallyelicitaresponsethatisnotonlyas frankasyoursbutmoregenuine aresponsethatrevealsaweakness.

Ifyoususpectthatsomeonehasaparticularsoftspot,probeforitindirectly.If,forinstance,yousense thatamanhasaneedtobeloved,openlyflatterhim.Ifhelapsupyourcompliments,nomatterhow obvious,youareontherighttrack.Trainyoureyefordetails howsomeonetipsawaiter,whatdelights aperson,thehiddenmessagesinclothes.Findpeople’sidols,thethingstheyworshipandwilldo anythingtoget perhapsyoucanbethesupplieroftheirfantasies.Remember:Sincewealltrytohide ourweaknesses,thereislittletobelearnedfromourconsciousbehavior.Whatoozesoutinthelittle thingsoutsideourconsciouscontroliswhatyouwanttoknow.

FindtheHelplessChild.Mostweaknessesbegininchildhood,beforetheselfbuildsupcompensatory defenses.Perhapsthechildwaspamperedorindulgedinaparticulararea,orperhapsacertainemotional needwentunfulfilled;asheorshegrowsolder,theindulgenceorthedeficiencymaybeburiedbutnever disappears.Knowingaboutachildhoodneedgivesyouapowerfulkeytoaperson’sweakness.

Onesignofthisweaknessisthatwhenyoutouchonitthepersonwilloftenactlikeachild Beonthe lookout,then,foranybehaviorthatshouldhavebeenoutgrown.Ifyourvictimsorrivalswentwithout somethingimportant,suchasparentalsupport,whentheywerechildren,supplyit,oritsfacsimile.Ifthey revealasecrettaste,ahiddenindulgence,indulgeit.Ineithercasetheywillbeunabletoresistyou.

LookforContrasts.Anoverttraitoftenconcealsitsopposite.Peoplewhothumptheirchestsareoften bigcowards;aprudishexteriormayhidealascivioussoul;theuptightareoftenscreamingforadventure; theshyaredyingforattention.Byprobingbeyondappearances,youwilloftenfindpeople’sweaknesses intheoppositeofthequalitiestheyrevealtoyou.

FindtheWeakLink.Sometimesinyoursearchforweaknessesitisnotwhatbutwhothatmatters.In today’sversionsofthecourt,thereisoftensomeonebehindthesceneswhohasagreatdealofpower,a tremendousinfluenceoverthepersonsuperficiallyontop.Thesebehind-the-scenespowerbrokersarethe group’sweaklink:Wintheirfavorandyouindirectlyinfluencetheking.Alternatively,eveninagroupof peopleactingwiththeappearanceofonewill aswhenagroupunderattackclosesrankstoresistan outsider thereisalwaysaweaklinkinthechain.Findtheonepersonwhowillbendunderpressure.

FilltheVoid.Thetwomainemotionalvoidstofillareinsecurityandunhappiness.Theinsecureare suckersforanykindofsocialvalidation;asforthechronicallyunhappy,lookfortherootsoftheir unhappiness.Theinsecureandtheunhappyarethepeopleleastabletodisguisetheirweaknesses.The

PayAttentiontoGesturesandUnconsciousSignals.

FeedonUncontrollableEmotions.Theuncontrollableemotioncanbeaparanoidfear afear disproportionatetothesituation oranybasemotivesuchaslust,greed,vanity,orhatred.Peopleinthe gripoftheseemotionsoftencannotcontrolthemselves,andyoucandothecontrollingforthem

IRINGIZAR

[Hollywoodsuper-agent] IrvingPaulLazarwasonceanxioustosell[studiomogul] JackL.Warnera play.“Ihadalongmeetingwithhimtoday,”Lazarexplained[toscreenwriterGarsonKanin],“butI didn’tmentionit,Ididn’tevenbringitup.”“Whynot?”Iasked.“BecauseI’mgoingtowaituntilthe weekendafternext,whenIgotoPalmSprings.”“Idon’tunderstand.”“Youdon’t?IgotoPalm Springseveryweekend,butWarnerisn’tgoingthisweekend He’sgotaprevieworsomething Sohe’s notcomingdowntillthenextweekend,sothat’swhenI’mgoingtobringitup.”“Irving,I’mmore andmoreconfused.”“Look,”saidIrvingimpatiently,”IknowwhatI’mdoing.Iknowhowtosell Warner.Thisisatypeofmaterialthathe’suneasywith,soIhavetohithimwithithardandsuddenly togetanokay.””ButwhyPalmSprings?””BecauseinPalmSprings,everydayhegoestothebaths atTheSpa Andthat’swhereI’mgoingtobewhenhe’sthere Nowthere’sathingaboutJack:He’s eightyandhe’sveryvain,andhedoesn’tlikepeopletoseehimnaked.SowhenIwalkuptohimnaked atTheSpa Imeanhe’snaked well,I’mnakedtoo,butIdon’tcarewhoseesme.Hedoes.AndI walkuptohimnaked,andIstarttotalktohimaboutthisthing,he’llbeveryembarrassed.Andhe’ll wanttogetawayfromme,andtheeasiestwayistosay‘Yes,’becauseheknowsifhesays‘No,’then I’mgoingtostickwithhim,andstayrightonit,andnotgiveup.Sotogetridofme,he’llprobably say,‘Yes’”Twoweekslater,IreadoftheacquisitionofthisparticularpropertybyWarnerBrothers IphonedLazarandaskedhowithadbeenaccomplished.”Howdoyouthink?”heasked.”Inthebuff, that’show...justthewayItoldyouitwasgoingtowork.”

HOLLYWOOD,GARSONKANIN,1974

OBSERVANCESOFTHELAW

ObservanceI

In1615thethirty-year-oldbishopofLuçon,laterknownasCardinalRichelieu,gaveaspeechbefore representativesofthethreeestatesofFrance clergy,nobility,andcommoners.Richelieuhadbeen chosentoserveasthemouthpiecefortheclergy animmenseresponsibilityforamanstillyoungandnot particularlywellknown.Onalloftheimportantissuesoftheday,thespeechfollowedtheChurchline. ButneartheendofitRichelieudidsomethingthathadnothingtodowiththeChurchandeverythingtodo withhiscareer.Heturnedtothethroneofthefifteen-year-oldKingLouisXIII,andtotheQueenMother Mariede’Médicis,whosatbesideLouis,astheregentrulingFranceuntilhersonreachedhismajority. EveryoneexpectedRichelieutosaytheusualkindwordstotheyoungking.Instead,however,helooked directlyatandonlyatthequeenmother.Indeedhisspeechendedinlongandfulsomepraiseofher,praise soglowingthatitactuallyoffendedsomeintheChurch Butthesmileonthequeen’sfaceasshelapped upRichelieu’scomplimentswasunforgettable.

abilitytofilltheiremotionalvoidsisagreatsourceofpower,andanindefinitelyprolongableone

AyearlaterthequeenmotherappointedRichelieusecretaryofstateforforeignaffairs,anincredible coupfortheyoungbishop.Hehadnowenteredtheinnercircleofpower,andhestudiedtheworkingsof thecourtasifitwerethemachineryofawatch.AnItalian,ConcinoConcini,wasthequeenmother’s favorite,orratherherlover,arolethatmadehimperhapsthemostpowerfulmaninFrance.Conciniwas vainandfoppish,andRichelieuplayedhimperfectly attendingtohimasifheweretheking.Within monthsRichelieuhadbecomeoneofConcini’sfavorites Butsomethinghappenedin1617thatturned everythingupsidedown:theyoungking,whoupuntilthenhadshowneverysignofbeinganidiot,had Concinimurderedandhismostimportantassociatesimprisoned.InsodoingLouistookcommandofthe countrywithoneblow,sweepingthequeenmotheraside.

HadRichelieuplayeditwrong?HehadbeenclosetobothConciniandMariedeMédicis,whose advisersandministerswerenowalloutoffavor,someevenarrested.Thequeenmotherherselfwasshut upintheLouvre,avirtualprisoner.Richelieuwastednotime.IfeveryonewasdesertingMariede Médicis,hewouldstandbyher.HeknewLouiscouldnotgetridofher,forthekingwasstillveryyoung, andhadinanycasealwaysbeeninordinatelyattachedtoher.AsMarie’sonlyremainingpowerfulfriend, Richelieufilledthevaluablefunctionofliaisonbetweenthekingandhismother.Inreturnhereceivedher protection,andwasabletosurvivethepalacecoup,eventothrive.Overthenextfewyearsthequeen mothergrewstillmoredependentonhim,andin1622sherepaidhimforhisloyalty:Throughthe intercessionofheralliesinRome,Richelieuwaselevatedtothepowerfulrankofcardinal.

By1623KingLouiswasintrouble.Hehadnoonehecouldtrusttoadvisehim,andalthoughhewas nowayoungmaninsteadofaboy,heremainedchildishinspirit,andaffairsofstatecamehardtohim. Nowthathehadtakenthethrone,Mariewasnolongertheregentandtheoreticallyhadnopower,butshe stillhadherson’sear,andshekepttellinghimthatRichelieuwashisonlypossiblesavior.AtfirstLouis wouldhavenoneofit hehatedthecardinalwithapassion,onlytoleratinghimoutofloveforMarie.In theend,however,isolatedinthecourtandcrippledbyhisownindecisiveness,heyieldedtohismother andmadeRichelieufirsthischiefcouncilorandlaterprimeminister.

NowRichelieunolongerneededMariedeMédicis.Hestoppedvisitingandcourtingher,stopped listeningtoheropinions,evenarguedwithherandopposedherwishes.Insteadheconcentratedonthe king,makinghimselfindispensabletohisnewmaster Allthepreviouspremiers,understandingtheking’s childishness,hadtriedtokeephimoutoftrouble;theshrewdRichelieuplayedhimdifferently, deliberatelypushinghimintooneambitiousprojectafteranother,suchasacrusadeagainsttheHuguenots andfinallyanextendedwarwithSpain.Theimmensityoftheseprojectsonlymadethekingmore dependentonhispowerfulpremier,theonlymanabletokeeporderintherealm.Andso,forthenext eighteenyears,Richelieu,exploitingtheking’sweaknesses,governedandmoldedFranceaccordingtohis ownvision,unifyingthecountryandmakingitastrongEuropeanpowerforcenturiestocome.

Interpretation

Richelieusaweverythingasamilitarycampaign,andnostrategicmovewasmoreimportanttohimthan discoveringhisenemy’sweaknessesandapplyingpressuretothem.Asearlyashisspeechin1615,he waslookingfortheweaklinkinthechainofpower,andhesawthatitwasthequeenmother.Notthat Mariewasobviouslyweak shegovernedbothFranceandherson;butRichelieusawthatshewasreally aninsecurewomanwhoneededconstantmasculineattention.Heshoweredherwithaffectionandrespect, eventoadyinguptoherfavorite,Concini.Heknewthedaywouldcomewhenthekingwouldtakeover, buthealsorecognizedthatLouislovedhismotherdearlyandwouldalwaysremainachildinrelationto

her ThewaytocontrolLouis,then,wasnotbygaininghisfavor,whichcouldchangeovernight,butby gainingswayoverhismother,forwhomhisaffectionwouldneverchange.

OnceRichelieuhadthepositionhedesired primeminister hediscardedthequeenmother,moving ontothenextweaklinkinthechain:theking’sowncharacter.Therewasapartofhimthatwouldalways beahelplesschildinneedofhigherauthority.Itwasonthefoundationoftheking’sweaknessthat Richelieuestablishedhisownpowerandfame.

Remember:Whenenteringthecourt,findtheweaklink.Thepersonincontrolisoftennotthekingor queen;itissomeonebehindthescenes thefavorite,thehusbandorwife,eventhecourtfool.This personmayhavemoreweaknessesthanthekinghimself,becausehispowerdependsonallkindsof capriciousfactorsoutsidehiscontrol.

Finally,whendealingwithhelplesschildrenwhocannotmakedecisions,playontheirweaknessand pushthemintoboldventures Theywillhavetodependonyouevenmore,foryouwillbecometheadult figurewhomtheyrelyontogetthemoutofscrapesandtosafety.

THETHINGSON

AstimewentonIcametolookforthelittleweaknesses....It’sthelittlethingsthatcount.Onone occasion,IworkedonthepresidentofalargebankinOmaha.The[phony] dealinvolvedthepurchase ofthestreetrailwaysystemofOmaha,includingabridgeacrosstheMississippiRiver.Myprincipals weresupposedlyGermanandIhadtonegotiatewithBerlin WhileawaitingwordfromthemI introducedmyfakemining-stockproposition.Sincethismanwasrich,Idecidedtoplayforhigh stakes....Meanwhile,Iplayedgolfwiththebanker,visitedhishome,andwenttothetheaterwithhim andhiswife.Thoughheshowedsomeinterestinmystockdeal,hestillwasn’tconvinced.Ihadbuiltit uptothepointthataninvestmentof$1,250,000wasrequired.OfthisIwastoputup$900,000,the banker$350,000 Butstillhehesitated OneeveningwhenIwasathishomefordinnerIworesome perfume-Coty’s“AprilViolets.”Itwasnotthenconsideredeffeminateforamantouseadashof perfume.Thebanker’swifethoughtitverylovely.“Wheredidyougetit?”“Itisarareblend,”Itold her,“especiallymadeformebyaFrenchperfumer.Doyoulikeit?””lloveit,”shereplied.The followingdayIwentthroughmyeffectsandfoundtwoemptybottles.BothhadcomefromFrance,but wereempty.IwenttoadowntowndepartmentstoreandpurchasedtenouncesofCoty’s”April Violets”IpouredthisintothetwoFrenchbottles,carefullysealedthem,wrappedthemintissue paper.ThateveningIdroppedbythebanker’shomeandpresentedthetwobottlestohiswife.”They wereespeciallyputupformeinCologne,”Itoldher.Thenextdaythebankercalledatmyhotel.His wifewasenrapturedbytheperfume.Sheconsidereditthemostwonderful,themostexoticfragrance shehadeverused.IdidnottellthebankerhecouldgetallhewantedrightinOmaha.”Shesaid,”the bankeradded,”thatIwasfortunatetobeassociatedwithamanlikeyou”Fromthenonhisattitude waschanged,forhehadcompletefaithinhiswife’sjudgment....Hepartedwith$350,000.This, incidentallywasmybiggest[con] score.

“YELLOWKID”WEIL,1875-1976

ObservanceII

InDecemberof1925,guestsattheswankiesthotelinPalmBeach,Florida,watchedwithinterestasa mysteriousmanarrivedinaRolls-RoycedrivenbyaJapanesechauffeur.Overthenextfewdaysthey studiedthishandsomeman,whowalkedwithanelegantcane,receivedtelegramsatallhours,andonly

engagedinthebriefestofconversations Hewasacount,theyheard,CountVictorLustig,andhecame fromoneofthewealthiestfamiliesinEurope butthiswasalltheycouldfindout.

Imaginetheiramazement,then,whenLustigonedaywalkeduptooneoftheleastdistinguishedguests inthehotel,aMr.HermanLoller,headofanengineeringcompany,andenteredintoconversationwith him.Lollerhadmadehisfortuneonlyrecently,andforgingsocialconnectionswasveryimportanttohim. Hefelthonoredandsomewhatintimidatedbythissophisticatedman,whospokeperfectEnglishwitha hintofaforeignaccent.Overthedaystocome,thetwobecamefriends.

Lollerofcoursedidmostofthetalking,andonenightheconfessedthathisbusinesswasdoingpoorly, withmoretroublesahead.Inreturn,Lustigconfidedinhisnewfriendthathetoohadseriousmoney problems Communistshadseizedhisfamilyestateandallitsassets.Hewastoooldtolearnatradeand gotowork.Luckilyhehadfoundananswer “amoney-makingmachine.”“Youcounterfeit?”Loller whisperedinhalf-shock No,Lustigreplied,explainingthatthroughasecretchemicalprocess,his machinecouldduplicateanypapercurrencywithcompleteaccuracy.Putinadollarbillandsixhours lateryouhadtwo,bothperfect.Heproceededtoexplainhowthemachinehadbeensmuggledoutof Europe,howtheGermanshaddevelopedittounderminetheBritish,howithadsupportedthecountfor severalyears,andonandon.WhenLollerinsistedonademonstration,thetwomenwenttoLustig’s room,wherethecountproducedamagnificentmahoganyboxfittedwithslots,cranks,anddials.Loller watchedasLustiginsertedadollarbillinthebox.Sureenough,earlythefollowingmorningLustigpulled outtwobills,stillwetfromthechemicals.

LustiggavethenotestoLoller,whoimmediatelytookthebillstoalocalbank whichacceptedthem asgenuine.NowthebusinessmanfeverishlybeggedLustigtosellhimamachine.Thecountexplainedthat therewasonlyoneinexistence,soLollermadehimahighoffer:$25,000,thenaconsiderableamount (morethan$400,000intoday’sterms) Evenso,Lustigseemedreluctant:Hedidnotfeelrightabout makinghisfriendpaysomuch.Yetfinallyheagreedtothesale.Afterall,hesaid,“Isupposeitmatters littlewhatyoupayme.Youare,afterall,goingtorecovertheamountwithinafewdaysbyduplicating yourownbills.”MakingLollerswearnevertorevealthemachine’sexistencetootherpeople,Lustig acceptedthemoney.Laterthesamedayhecheckedoutofthehotel.Ayearlater,aftermanyfutile attemptsatduplicatingbills,LollerfinallywenttothepolicewiththestoryofhowCountLustighad connedhimwithapairofdollarbills,somechemicals,andaworthlessmahoganybox.Interpretation CountLustighadaneagleeyeforotherpeople’sweaknesses.Hesawtheminthesmallestgesture.Loller, forinstance,overtippedwaiters,seemednervousinconversationwiththeconcierge,talkedloudlyabout hisbusiness.Hisweakness,Lustigknew,washisneedforsocialvalidationandfortherespectthathe thoughthiswealthhadearnedhim.Hewasalsochronicallyinsecure.Lustighadcometothehoteltohunt forprey InLollerhehomedinontheperfectsucker amanhungeringforsomeonetofillhispsychic voids.

InofferingLollerhisfriendship,then,Lustigknewhewasofferinghimtheimmediaterespectofthe otherguests.Asacount,Lustigwasalsoofferingthenewlyrichbusinessmanaccesstotheglittering worldofoldwealth.Andforthecoupdegrace,heapparentlyownedamachinethatwouldrescueLoller fromhisworries.ItwouldevenputhimonaparwithLustighimself,whohadalsousedthemachineto maintainhisstatus.NowonderLollertookthebait.

Remember:Whensearchingforsuckers,alwayslookforthedissatisfied,theunhappy,theinsecure. Suchpeopleareriddledwithweaknessesandhaveneedsthatyoucanfill.Theirneedinessisthegroove inwhichyouplaceyourthumbnailandturnthematwill.

Intheyear1559,theFrenchkingHenriIIdiedinajoustingexhibition.Hissonassumedthethrone, becomingFrancisII,butinthebackgroundstoodHenri’swifeandqueen,Catherinede’Médicis,a womanwhohadlongagoprovenherskillinaffairsofstate.WhenFrancisdiedthenextyear,Catherine tookcontrolofthecountryasregenttohernextsoninlineofsuccession,thefutureCharlesIX,amereten yearsoldatthetime.

Themainthreatstothequeen’spowerwereAntoinedeBourbon,kingofNavarre,andhisbrother, Louis,thepowerfulprinceofCondé,bothofwhomcouldclaimtherighttoserveasregentinsteadof Catherine,who,afterall,wasItalian aforeigner.CatherinequicklyappointedAntoinelieutenant generalofthekingdom,atitlethatseemedtosatisfyhisambition.Italsomeantthathehadtoremainin court,whereCatherinecouldkeepaneyeonhim.Hernextmoveprovedsmarterstill:Antoinehada notoriousweaknessforyoungwomen,sosheassignedoneofhermostattractivemaidsofhonor,Louise deRouet,toseducehim.NowAntoine’sintimate,LouisereportedallofhisactionstoCatherine.The moveworkedsobrilliantlythatCatherineassignedanotherofhermaidstoPrinceCondé,andthuswas formedherescadronvolant “flyingsquadron” ofyounggirlswhomsheusedtokeeptheunsuspecting malesinthecourtunderhercontrol.

In1572Catherinemarriedoffherdaughter,MargueritedeValois,toHenri,thesonofAntoineandthe newkingofNavarre Toputafamilythathadalwaysstruggledagainsthersoclosetopowerwasa dangerousmove,sotomakesureofHenri’sloyaltysheunleashedonhimtheloveliestmemberofher “flyingsquadron,”CharlottedeBeauneSemblançay,baronessofSauves.Catherinedidthiseventhough Henriwasmarriedtoherdaughter.Withinweeks,MargueritedeValoiswroteinhermemoirs,“Mme.de Sauvessocompletelyensnaredmyhusbandthatwenolongerslepttogether,norevenconversed.”

AndwhileIamonthesubject,thereisanotherfactthatdeservesmention.Itisthis.Amanshowshis characterjustinthewayinwhichhedealswithtrifles-forthenheisoffhisguard.Thiswilloften affordagoodopportunityofobservingtheboundlessegoismofaman’snature,andhistotallackof considerationforothers;andifthesedefectsshowthemselvesinsmallthings,ormerelyinhisgeneral demeanour,youwillfindthattheyalsounderliehisactioninmattersofimportance,althoughhemay disguisethefact.Thisisanopportunitywhichshouldnotbemissed.Ifinthelittleaffairsofeveryday thetriflesoflife... amanisinconsiderateandseeksonlywhatisadvantageousorconvenientto himself,totheprejudiceofothers’rights;ifheappropriatestohimselfthatwhichbelongstoallalike, youmaybesurethereisnojusticeinhisheart,andthathewouldbeascoundrelonawholesalescale, onlythatlawandcompulsionbindhishands.

ArthurSCHOPENHAUER,1788-1860

ThebaronesswasanexcellentspyandhelpedtokeepHenriunderCatherine’sthumb.Whenthe queen’syoungestson,theDukeofAlençon,grewsoclosetoHenrithatshefearedthetwomightplot againsther,sheassignedthebaronesstohimaswell.Thismostinfamousmemberoftheflyingsquadron quicklyseducedAlençon,andsoonthetwoyoungmenfoughtoverherandtheirfriendshipquicklyended, alongwithanydangerofaconspiracy.

Interpretation

Catherinehadseenveryearlyontheswaythatamistresshasoveramanofpower:Herownhusband,

ObservanceIII

HenriII,hadkeptoneofthemostinfamousmistressesofthemall,DianedePoitiers WhatCatherine learnedfromtheexperiencewasthatamanlikeherhusbandwantedtofeelhecouldwinawomanover withouthavingtorelyonhisstatus,whichhehadinheritedratherthanearned.Andsuchaneedcontained ahugeblindspot:Aslongasthewomanbegantheaffairbyactingasifshehadbeenconquered,theman wouldfailtonoticethatastimepassedthemistresshadcometoholdpoweroverhim,asDianede PoitiersdidoverHenri.ItwasCatherine’sstrategytoturnthisweaknesstoheradvantage,usingitasa waytoconquerandcontrolmen.Allshehadtodowasunleashtheloveliestwomeninthecourt,her “flyingsquadron,”onmenwhomsheknewsharedherhusband’svulnerability.

Remember:Alwayslookforpassionsandobsessionsthatcannotbecontrolled.Thestrongerthe passion,themorevulnerabletheperson.Thismayseemsurprising,forpassionatepeoplelookstrong.In fact,however,theyaresimplyfillingthestagewiththeirtheatricality,distractingpeoplefromhowweak andhelplesstheyreallyare Aman’sneedtoconquerwomenactuallyrevealsatremendoushelplessness thathasmadesuckersoutofthemforthousandsofyears.Lookatthepartofapersonthatismostvisible theirgreed,theirlust,theirintensefear.Thesearetheemotionstheycannotconceal,andoverwhich theyhavetheleastcontrol.Andwhatpeoplecannotcontrol,youcancontrolforthem.

THEBATTLEATPHARSALIA

Whenthetwoarmies[JuliusCaesar’sandPompey‘s] werecomeintoPharsalia,andbothencamped there,Pompey’sthoughtsranthesamewayastheyhaddonebefore,againstfighting Butthosewho wereabouthimweregreatlyconfidentofsuccess...asiftheyhadalreadyconquered....Thecavalry especiallywereobstinateforfighting,beingsplendidlyarmedandbravelymounted,andvaluing themselvesuponthefinehorsestheykept,andupontheirownhandsomepersons;asalsouponthe advantageoftheirnumbers,fortheywerefivethousandagainstonethousandofCaesar’s.Norwere thenumbersoftheinfantrylessdisproportionate,therebeingforty-fivethousandofPompey’sagainst twenty-twothousandoftheenemy.[Thenextday] whilsttheinfantrywasthussharplyengagedinthe mainbattle,ontheflankPompey’shorserodeupconfidently,andopened[hiscavalry’s] ranksvery wide,thattheymightsurroundtherightwingofCaesar.Butbeforetheyengaged,Caesar’scohorts rushedoutandattackedthem,anddidnotdarttheirjavelinsatadistance,norstrikeatthethighsand legs,astheyusuallydidinclosebattle,butaimedattheirfaces.ForthusCaesarhadinstructedthem, inhopesthatyounggentlemen,whohadnolknownmuchofbattlesandwounds,butcamewearing theirhairlong,inthefloweroftheirageandheightoftheirbeauty,wouldbemoreapprehensiveof suchblows,andnotcareforhazardingbothadangeratpresentandablemishforthefuture. Andsoitproved,fortheyweresofarfrombearingthestrokeofthejavelins,thattheycouldnotstand thesightofthem,butturnedabout,andcoveredtheirfacestosecurethem.Onceindisorder,presently theyturnedabouttofly;andsomostshamefullyruinedall Forthosewhohadbeatthembackatonce outflankedtheinfantry,andfallingontheirrear,cutthemtopieces.Pompey,whocommandedthe otherwingofthearmy,whenhesawhiscavalrythusbrokenandflying,wasnolongerhimself,nordid henowrememberthathewasPompeytheGreat,but,likeonewhomsomegodhaddeprivedofhis senses,retiredtohistentwithoutspeakingaword,andtheresattoexpecttheevent,tillthewhole armywasrouted.

THELIFEOFJULIUSCAESAR.PLUIARCH,c.A.D.46-120

ObservanceIV

ArabellaHuntington,wifeofthegreatlate-nineteenth-centuryrailroadmagnateCollisP.Huntington, camefromhumbleoriginsandalwaysstruggledforsocialrecognitionamongherwealthypeers.When shegaveapartyinherSanFranciscomansion,fewofthesocialelitewouldshowup;mostofthemtook herforagolddigger,nottheirkind.Becauseofherhusband’sfabulouswealth,artdealerscourtedher, butwithsuchcondescensiontheyobviouslysawherasanupstart.Onlyonemanofconsequencetreated herdifferently:thedealerJosephDuveen

ForthefirstfewyearsofDuveen’srelationshipwithArabella,hemadenoefforttosellexpensiveart toher.Insteadheaccompaniedhertofinestores,chattedendlesslyaboutqueensandprincessesheknew, onandon.Atlast,shethought,amanwhotreatedherasanequal,evenasuperior,inhighsociety. Meanwhile,ifDuveendidnottrytosellarttoher,hedidsubtlyeducateherinhisaestheticideas namely,thatthebestartwasthemostexpensiveart.AndafterArabellahadsoakeduphiswayofseeing things,Duveenwouldactasifshealwayshadexquisitetaste,eventhoughbeforeshemethimher aestheticshadbeenabysmal.

WhenCollisHuntingtondied,in1900,Arabellacameintoafortune.Shesuddenlystartedtobuy expensivepaintings,byRembrandtandVelázquez,forexample andonlyfromDuveen.Yearslater DuveensoldherGainsborough’sBlueBoyforthehighestpriceeverpaidforaworkofartatthetime,an astoundingpurchaseforafamilythatpreviouslyhadshownlittleinterestincollecting

Interpretation

JosephDuveeninstantlyunderstoodArabellaHuntingtonandwhatmadehertick:Shewantedtofeel important,athomeinsociety Intenselyinsecureaboutherlower-classbackground,sheneeded confirmationofhernewsocialstatus.Duveenwaited.Insteadofrushingintotryingtopersuadeherto collectart,hesubtlywenttoworkonherweaknesses.Hemadeherfeelthatshedeservedhisattentionnot becauseshewasthewifeofoneofthewealthiestmenintheworldbutbecauseofherownspecial character andthiscompletelymeltedher.DuveennevercondescendedtoArabella;ratherthanlecturing toher,heinstilledhisideasinherindirectly.Theresultwasoneofhisbestandmostdevotedclients,and alsothesaleofTheBlueBoy

People’sneedforvalidationandrecognition,theirneedtofeelimportant,isthebestkindofweakness toexploit.First,itisalmostuniversal;second,exploitingitissoveryeasy.Allyouhavetodoisfind waystomakepeoplefeelbetterabouttheirtaste,theirsocialstanding,theirintelligence.Oncethefishare hooked,youcanreeltheminagainandagain,foryears youarefillingapositiverole,givingthemwhat theycannotgetontheirown Theymayneversuspectthatyouareturningthemlikeathumbscrew,andif theydotheymaynotcare,becauseyouaremakingthemfeelbetteraboutthemselves,andthatisworthany price.

ObservanceV

In1862KingWilliamofPrussianamedOttovonBismarckpremierandministerforforeignaffairs. Bismarckwasknownforhisboldness,hisambition andhisinterestinstrengtheningthemilitary.Since Williamwassurroundedbyliberalsinhisgovernmentandcabinet,politicianswhoalreadywantedto limithispowers,itwasquitedangerousforhimtoputBismarckinthissensitiveposition.Hiswife, QueenAugusta,hadtriedtodissuadehim,butalthoughsheusuallygotherwaywithhim,thistime Williamstucktohisguns.

Onlyaweekafterbecomingprimeminister,Bismarckmadeanimpromptuspeechtoafewdozen ministerstoconvincethemoftheneedtoenlargethearmy.Heendedbysaying,“Thegreatquestionsof thetimewillbedecided,notbyspeechesandresolutionsofmajorities,butbyironandblood.”His speechwasimmediatelydisseminatedthroughoutGermany.Thequeenscreamedatherhusbandthat BismarckwasabarbaricmilitaristwhowasouttousurpcontrolofPrussia,andthatWilliamhadtofire him Theliberalsinthegovernmentagreedwithher TheoutcrywassovehementthatWilliambeganto beafraidhewouldenduponascaffold,likeLouisXVIofFrance,ifhekeptBismarckonasprime minister.

Bismarckknewhehadtogettothekingbeforeitwastoolate.Healsoknewhehadblundered,and shouldhavetemperedhisfierywords.Yetashecontemplatedhisstrategy,hedecidednottoapologize buttodotheexactopposite.Bismarckknewthekingwell.

Whenthetwomenmet,William,predictably,hadbeenworkedintoatizzybythequeen.Hereiterated hisfearofbeingguillotined.ButBismarckonlyreplied,“Yes,thenweshallbedead!Wemustdiesooner orlater,andcouldtherebeamorerespectablewayofdying?Ishoulddiefightingforthecauseofmy kingandmaster.YourMajestywoulddiesealingwithyourownbloodyourroyalrightsgrantedbyGod’s grace.Whetheruponthescaffoldoruponthebattlefieldmakesnodifferencetothegloriousstakingof bodyandlifeonbehalfofrightsgrantedbyGod’sgrace!”Onhewent,appealingtoWilliam’ssenseof honorandthemajestyofhispositionasheadofthearmy.Howcouldthekingallowpeopletopushhim around?Wasn’tthehonorofGermanymoreimportantthanquibblingoverwords?Notonlydidtheprime ministerconvincethekingtostanduptobothhiswifeandhisparliament,hepersuadedhimtobuildup thearmy Bismarck’sgoalallalong.

Interpretation

Bismarckknewthekingfeltbulliedbythosearoundhim.HeknewthatWilliamhadamilitarybackground andadeepsenseofhonor,andthathefeltashamedathiscravennessbeforehiswifeandhisgovernment. Williamsecretlyyearnedtobeagreatandmightyking,buthedarednotexpressthisambitionbecausehe wasafraidofendinguplikeLouisXVI.Whereashowofcourageoftenconcealsaman’stimidity, William’stimidityconcealedhisneedtoshowcourageandthumphischest.

BismarcksensedthelongingforglorybeneathWilliam’spacifistfront,soheplayedtotheking’s insecurityabouthismanhood,finallypushinghimintothreewarsandthecreationofaGermanempire. Timidityisapotentweaknesstoexploit.Timidsoulsoftenyearntobetheiropposite tobeNapoleons. Yettheylacktheinnerstrength You,inessence,canbecometheirNapoleon,pushingthemintobold actionsthatserveyourneedswhilealsomakingthemdependentonyou.Remember:Looktotheopposites andnevertakeappearancesatfacevalue.

Image:The Thumbscrew. Yourenemy hassecretsthat heguards,thinks thoughtshewill notreveal.But theycomeoutin wayshecannot

help Itistheresome where,agrooveof weaknessonhishead, athisheart,overhis belly.Onceyoufindthe groove,putyourthumbin itandturnhimatwill.

Authority:Findouteachman’sthumbscrew.’Tistheartofsettingtheirwillsinaction.Itneedsmoreskill thanresolution.Youmustknowwheretogetatanyone.Everyvolitionhasaspecialmotivewhichvaries accordingtotaste.Allmenareidolaters,someoffame,othersofself-interest,mostofpleasure.Skill consistsinknowingtheseidolsinordertobringthemintoplay.Knowinganyman’smainspringofmotive youhaveasitwerethekeytohiswill (BaltasarGracián,1601-1658)

REVERSAL

Playingonpeople’sweaknesshasonesignificantdanger:Youmaystirupanactionyoucannotcontrol. Inyourgamesofpoweryoualwayslookseveralstepsaheadandplanaccordingly.Andyouexploitthe factthatotherpeoplearemoreemotionalandincapableofsuchforesight.Butwhenyouplayontheir vulnerabilities,theareasoverwhichtheyhaveleastcontrol,youcanunleashemotionsthatwillupset yourplans.Pushtimidpeopleintoboldactionandtheymaygotoofar;answertheirneedforattentionor recognitionandtheymayneedmorethanyouwanttogivethem.Thehelpless,childishelementyouare playingoncanturnagainstyou.

Themoreemotionaltheweakness,thegreaterthepotentialdanger Knowthelimitstothisgame,then, andnevergetcarriedawaybyyourcontroloveryourvictims.Youareafterpower,notthethrillof control.

ONE JUDGMENT

Thewayyoucarryyourselfwilloftendeterminehowyouaretreated:Inthelongrun,appearing vulgarorcommonwillmakepeopledisrespectyou.Forakingrespectshimselfandinspiresthesame sentimentinothers Byactingregallyandconfidentofyourpowers,youmakeyourselfseemdestined towearacrown.

TRANSGRESSIONOFTHELAW

InJulyof1830,arevolutionbrokeoutinParisthatforcedtheking,CharlesX,toabdicate.Acommission ofthehighestauthoritiesinthelandgatheredtochooseasuccessor,andthemantheypickedwasLouisPhilippe,theDukeofOrléans.

FromthebeginningitwasclearthatLouis-Philippewouldbeadifferentkindofking,andnotjust becausehecamefromadifferentbranchoftheroyalfamily,orbecausehehadnotinheritedthecrownbut hadbeengivenit,byacommission,puttinghislegitimacyinquestion.Ratheritwasthathedisliked ceremonyandthetrappingsofroyalty;hehadmorefriendsamongthebankersthanamongthenobility; andhisstylewasnottocreateanewkindofroyalrule,asNapoleonhaddone,buttodownplayhisstatus, thebettertomixwiththebusinessmenandmiddle-classfolkwhohadcalledhimtolead.Thusthe symbolsthatcametobeassociatedwithLouis-Philippewereneitherthescepternorthecrown,butthe grayhatandumbrellawithwhichhewouldproudlywalkthestreetsofParis,asifhewereabourgeois outforastroll.WhenLouis-PhilippeinvitedJamesRothschild,themostimportantbankerinFrance,to hispalace,hetreatedhimasanequal.Andunlikeanykingbeforehim,notonlydidhetalkbusinesswith MonsieurRothschildbutthatwasliterallyallhetalked,forhelovedmoneyandhadamassedahuge fortune.

Asthereignofthe“bourgeoisking”ploddedon,peoplecametodespisehim.Thearistocracycould notendurethesightofanunkinglyking,andwithinafewyearstheyturnedonhim.Meanwhilethe growingclassofthepoor,includingtheradicalswhohadchasedoutCharlesX,foundnosatisfactionina rulerwhoneitheractedasakingnorgovernedasamanofthepeople.ThebankerstowhomLouisPhilippewasthemostbeholdensoonrealizedthatitwastheywhocontrolledthecountry,nothe,andthey treatedhimwithgrowingcontempt.Oneday,atthestartofatraintriporganizedfortheroyalfamily, JamesRothschildactuallyberatedhim andinpublic forbeinglate.Oncethekinghadmadenewsby treatingthebankerasanequal;nowthebankertreatedthekingasaninferior.

Eventuallytheworkers’insurrectionsthathadbroughtdownLouis-Philippe’spredecessorbeganto reemerge,andthekingputthemdownwithforce.Butwhatwashedefendingsobrutally?Notthe

LAW34

BEROYALINYOUROWNFASHION:ACTLIKEAKINGTOBETREATEDLIKE

institutionofthemonarchy,whichhedisdained,norademocraticrepublic,whichhisruleprevented Whathewasreallydefending,itseemed,washisownfortune,andthefortunesofthebankers notaway toinspireloyaltyamongthecitizenry.

Neverloseyourself-respect,norbetoofamiliarwithyoetrselfwhenyouarealone.Letyourintegrity itselfbeyourownstandardofrectitude,andbemoreindebtedtotheseverityofyourownjudgmentof yourselfthantoallexternalprecepts.Desistfromunseemlyconduct,ratheroutofrespectforyour ownvirtuethanforthestricturesofexternalauthority.Cometoholdyourselfinawe,andyouwill havenoneedofSeneca’simaginarytittor

BALIASARGRACIAN.1601-1658

Inearly1848,Frenchmenofallclassesbegantodemonstrateforelectoralreformsthatwouldmakethe countrytrulydemocratic.ByFebruarythedemonstrationshadturnedviolent.Toassuagethepopulace, Louis-Philippefiredhisprimeministerandappointedaliberalasareplacement.Butthiscreatedthe oppositeofthedesiredeffect:Thepeoplesensedtheycouldpushthekingaround.Thedemonstrations turnedintoafull-fledgedrevolution,withgunfireandbarricadesinthestreets

OnthenightofFebruary23,acrowdofParisianssurroundedthepalace.Withasuddennessthatcaught everyonebysurprise,Louis-PhilippeabdicatedthatveryeveningandfledtoEngland.Heleftno successor,noreventhesuggestionofone hiswholegovernmentfoldedupanddissolvedlikeatraveling circusleavingtown.

Interpretation

Louis-Philippeconsciouslydissolvedtheaurathatnaturallypertainstokingsandleaders.Scoffingatthe symbolismofgrandeur,hebelievedanewworldwasdawning,whererulersshouldactandbelike ordinarycitizens.Hewasright:Anewworld,withoutkingsandqueens,wascertainlyonitsway.He wasprofoundlywrong,however,inpredictingachangeinthedynamicsofpower.

Thebourgeoisking’shatandumbrellaamusedtheFrenchatfirst,butsoongrewirritating.Peopleknew thatLouis-Philippewasnotreallylikethematall thatthehatandumbrellawereessentiallyakindof tricktoencouragetheminthefantasythatthecountryhadsuddenlygrownmoreequal.Actually,though, thedivisionsofwealthhadneverbeengreater.TheFrenchexpectedtheirrulertobeabitofashowman, tohavesomepresence EvenaradicallikeRobespierre,whohadbrieflycometopowerduringthe FrenchRevolutionfiftyyearsearlier,hadunderstoodthis,andcertainlyNapoleon,whohadturnedthe revolutionaryrepublicintoanimperialregime,hadknownitinhisbones.IndeedassoonasLouisPhilippefledthestage,theFrenchrevealedtheirtruedesire:TheyelectedNapoleon’sgrand-nephew president.Hewasavirtualunknown,buttheyhopedhewouldre-createthegreatgeneral’spowerful aura,erasingtheawkwardmemoryofthe“bourgeoisking.”

Powerfulpeoplemaybetemptedtoaffectacommon-manaura,tryingtocreatetheillusionthattheyand theirsubjectsorunderlingsarebasicallythesame.Butthepeoplewhomthisfalsegestureisintendedto impresswillquicklyseethroughit.Theyunderstandthattheyarenotbeinggivenmorepower thatit onlyappearsasiftheysharedinthepowerfulperson’sfate.Theonlykindofcommontouchthatworksis thekindaffectedbyFranklinRoosevelt,astylethatsaidthepresidentsharedvaluesandgoalswiththe commonpeopleevenwhileheremainedapatricianatheart Heneverpretendedtoerasehisdistance fromthecrowd.

Leaderswhotrytodissolvethatdistancethroughafalsechumminessgraduallylosetheabilityto

inspireloyalty,fear,orlove Insteadtheyelicitcontempt LikeLouis-Philippe,theyaretoouninspiring eventobeworththeguillotine thebesttheycandoissimplyvanishinthenight,asiftheywerenever there.

OBSERVANCEOFTHELAW

WhenChristopherColumbuswastryingtofindfundingforhislegendaryvoyages,manyaroundhim believedhecamefromtheItalianaristocracy.Thisviewwaspassedintohistorythroughabiography writtenaftertheexplorer’sdeathbyhisson,whichdescribeshimasadescendantofaCountColomboof theCastleofCuccaroinMontferrat.ColombointurnwassaidtobedescendedfromthelegendaryRoman generalColonius,andtwoofhisfirstcousinsweresupposedlydirectdescendantsofanemperorofCon stantinople Anillustriousbackgroundindeed Butitwasnothingmorethanillustriousfantasy,for ColumbuswasactuallythesonofDomenicoColombo,ahumbleweaverwhohadopenedawineshop whenChristopherwasayoungman,andwhothenmadehislivingbysellingcheese.

Columbushimselfhadcreatedthemythofhisnoblebackground,becausefromearlyonhefeltthat destinyhadsingledhimoutforgreatthings,andthathehadakindofroyaltyinhisblood.Accordinglyhe actedasifhewereindeeddescendedfromnoblestock.Afteranuneventfulcareerasamerchantona commercialvessel,Columbus,originallyfromGenoa,settledinLisbon.Usingthefabricatedstoryofhis noblebackground,hemarriedintoanestablishedLisbonfamilythathadexcellentconnectionswith Portugueseroyalty.

Throughhisin-laws,ColumbusfinagledameetingwiththekingofPortugal,JoaoII,whomhe petitionedtofinanceawestwardvoyageaimedatdiscoveringashorterroutetoAsia.Inreturnfor announcingthatanydiscoveriesheachievedwouldbemadeintheking’sname,Columbuswanteda seriesofrights:thetitleGrandAdmiraloftheOceanicSea;theofficeofviceroyoveranylandshefound; and10percentofthefuturecommercewithsuchlands.Alloftheserightsweretobehereditaryandfor alltime.Columbusmadethesedemandseventhoughhehadpreviouslybeenameremerchant,heknew almostnothingaboutnavigation,hecouldnotworkaquadrant,andhehadneverledagroupofmen.In shorthehadabsolutelynoqualificationsforthejourneyheproposed.Furthermore,hispetitionincluded nodetailsastohowhewouldaccomplishhisplans,justvaguepromises.

WhenColumbusfinishedhispitch,JoãoIIsmiled:Hepolitelydeclinedtheoffer,butleftthedooropen forthefuture.HereColumbusmusthavenoticedsomethinghewouldneverforget:Evenasthekingturned downthesailor’sdemands,hetreatedthemaslegitimate.HeneitherlaughedatColumbusnorquestioned hisbackgroundandcredentials.InfactthekingwasimpressedbytheboldnessofColumbus’srequests, andclearlyfeltcomfortableinthecompanyofamanwhoactedsoconfidently Themeetingmusthave convincedColumbusthathisinstinctswerecorrect:Byaskingforthemoon,hehadinstantlyraisedhis ownstatus,forthekingassumedthatunlessamanwhosetsuchahighpriceonhimselfweremad,which Columbusdidnotappeartobe,hemustsomehowbeworthit.

HIPPOFIDESITSI

Inthenextgenerationthefamilybecamemuchmorefamousthanbeforethroughthedistinction conferreduponitbyCleisthenesthemasterofSicyon Cleisthenes hadadaughter,Agarista,whom hewishedtomarrytothebestmaninallGreece.SoduringtheOlympicgames,inwhichhehad

himselfwonthechariotrace,hehadapublicannouncementmade,totheeffectthatanyGreekwho thoughthimselfgoodenoughtobecomeCleisthenes’son-in-lawshouldpresenthimselfinSicyon withinsixtydays orsoonerifhewished becauseheintended,withintheyearfollowingthesixtieth day,tobetrothhisdaughtertoherfuturehusband.Cleistheneshadhadarace-trackandawrestlingringspeciallymadeforhispurpose,andpresentlythesuitorsbegantoarrive everymanofGreek nationalitywhohadsomethingtobeproudofeitherinhiscountryorinhimself....Cleisthenesbegan byaskingeach[ofthenumeroussuitors] inturntonamehiscountryandparentage;thenhekeptthem inhishouseforayear,togettoknowthemwell,enteringintoconversationwiththemsometimes singly,sometimesalltogether,andtestingeachofthemforhismanlyqualitiesandtemper,education andmanners....Butthemostimportanttestofallwastheirbehaviouratthedinner-table.Allthiswent onthroughouttheirstayinSicyon,andallthetimeheentertainedthemhandsomely.Foronereason oranotheritwasthetwoAthenianswhoimpressedCleisthenesmostfavourably,andofthetwo Tisander’ssonHippocleidescametobepreferred....Atlastthedaycamewhichhadbeenfixedforthe betrothal,andCleistheneshadtodeclarehischoice.Henzarkedthedaybythesacrificeofahundred oxen,andthengaveagreatbanquet,towhichnotonlythesuitorsbuteveryoneofnoteinSicyonwas invited.Whendinnerwasover,thesuitorsbegantocompetewitheachotherinmusicandintalkingin company.InboththeseaccomplishmentsitwasHippocleideswhoprovedbyfarthedoughtiest champion,untilatlast,asmoreandmorewinewasdrunk,heaskedtheflute-playertoplayhimatune andbegantodancetoit.Nowitmaywellbethathedancedtohisownsatisfaction;Cleisthenes, however,whowaswatchingtheperformance,begantohaveseriousdoubtsaboutthewholebusiness. Presently,afterabriefpause,Hippocleidessentforatable;thetablewasbrought,andHippocleides, climbingontoit,dancedfirstsomeLaconiandances,nextsomeAtticones,andendedbystandingon hisheadandbeatingtimewithhislegsintheairTheLaconianandAtticdanceswerebadenough;but Cleisthenes,thoughhealreadyloathedthethoughtofhavingason-in-lawlikethat,nevertheless restrainedhimselfandmanagedtoavoidanoutburst;butwhenhesawHippocleidesbeatingtimewith hislegs,hecouldbearitnolonger.“SonofTisander,”hecried,“youhavedancedawayyour marriage.”

THEHISTORIES,Herodotus,FIFTHCENTURYB.C.

AfewyearslaterColumbusmovedtoSpain.UsinghisPortugueseconnections,hemovedinelevated circlesattheSpanishcourt,receivingsubsidiesfromillustriousfinanciersandsharingtableswithdukes andprinces.Toallthesemenherepeatedhisrequestforfinancingforavoyagetothewest andalsofor therightshehaddemandedfromJoãoII.Some,suchasthepowerfuldukeofMedina,wantedtohelp,but couldnot,sincetheylackedthepowertogranthimthetitlesandrightshewanted.ButColumbuswould notbackdown.Hesoonrealizedthatonlyonepersoncouldmeethisdemands:QueenIsabella.In1487 hefinallymanagedameetingwiththequeen,andalthoughhecouldnotconvincehertofinancethe voyage,hecompletelycharmedher,andbecameafrequentguestinthepalace.

In1492theSpanishfinallyexpelledtheMoorishinvaderswhocenturiesearlierhadseizedpartsofthe country.Withthewartimeburdenonhertreasurylifted,Isabellafeltshecouldfinallyrespondtothe demandsofherexplorerfriend,andshedecidedtopayforthreeships,equipment,thesalariesofthe crews,andamodeststipendforColumbus.Moreimportant,shehadacontractdrawnupthatgranted Columbusthetitlesandrightsonwhichhehadinsisted Theonlyoneshedenied andonlyinthe contract’sfineprint wasthe10percentofallrevenuesfromanylandsdiscovered:anabsurddemand, sincehewantednotimelimitonit.(Hadtheclausebeenleftin,itwouldeventuallyhavemadeColumbus andhisheirsthewealthiestfamilyontheplanet.Columbusneverreadthefineprint.)

Satisfiedthathisdemandshadbeenmet,Columbussetsailthatsameyearinsearchofthepassageto

Asia.(Beforehelefthewascarefultohirethebestnavigatorhecouldfindtohelphimgetthere.)The missionfailedtofindsuchapassage,yetwhenColumbuspetitionedthequeentofinanceanevenmore ambitiousvoyagethefollowingyear,sheagreed.BythenshehadcometoseeColumbusasdestinedfor greatthings.

Interpretation

AsanexplorerColumbuswasmediocreatbest.Heknewlessabouttheseathandidtheaveragesailoron hisships,couldneverdeterminethelatitudeandlongitudeofhisdiscoveries,mistookislandsforvast continents,andtreatedhiscrewbadly.Butinoneareahewasagenius:Heknewhowtosellhimsel£ Howelsetoexplainhowthesonofacheesevendor,alow-levelseamerchant,managedtoingratiate himselfwiththehighestroyalandaristocraticfamilies?

Columbushadanamazingpowertocharmthenobility,anditallcamefromthewayhecarriedhimself. Heprojectedasenseofconfidencethatwascompletelyoutofproportiontohismeans.Norwashis confidencetheaggressive,uglyself-promotionofanupstart itwasaquietandcalmself-assurance.In factitwasthesameconfidenceusuallyshownbythenobilitythemselves Thepowerfulintheold-style aristocraciesfeltnoneedtoproveorassertthemselves;beingnoble,theyknewtheyalwaysdeserved more,andaskedforit.WithColumbus,then,theyfeltaninstantaffinity,forhecarriedhimselfjustthe waytheydid elevatedabovethecrowd,destinedforgreatness.

Understand:Itiswithinyourpowertosetyourownprice.Howyoucarryyourselfreflectswhatyou thinkofyourself.Ifyouaskforlittle,shuffleyourfeetandloweryourhead,peoplewillassumethis reflectsyourcharacter.Butthisbehaviorisnotyou itisonlyhowyouhavechosentopresentyourselfto otherpeople.YoucanjustaseasilypresenttheColumbusfront:buoyancy,confidence,andthefeelingthat youwereborntowearacrown.

Withallgreatdeceiversthereisanoteworthyoccurrencetowhichtheyowetheirpower.Inthe actualactofdeceptiontheyareovercomebybeliefinthemselves:itisthiswhichthenspeaksso miraculouslyandcompellinglytothosearoundthem

FriedrichNietzsche,1844-1900

KEYSTOPOWER

Aschildren,westartourliveswithgreatexuberance,expectinganddemandingeverythingfromthe world.Thisgenerallycarriesoverintoourfirstforaysintosociety,aswebeginourcareers.Butaswe growoldertherebuffsandfailuresweexperiencesetupboundariesthatonlygetfirmerwithtime Comingtoexpectlessfromtheworld,weacceptlimitationsthatarereallyself-imposed.Westarttobow andscrapeandapologizeforeventhesimplestofrequests.Thesolutiontosuchashrinkingofhorizonsis todeliberatelyforceourselvesintheoppositedirection todownplaythefailuresandignorethe limitations,tomakeourselvesdemandandexpectasmuchasthechild.Toaccomplishthis,wemustusea particularstrategyuponourselves.CallittheStrategyoftheCrown.

TheStrategyoftheCrownisbasedonasimplechainofcauseandeffect:Ifwebelieveweare destinedforgreatthings,ourbeliefwillradiateoutward,justasacrowncreatesanauraaroundaking. Thisoutwardradiancewillinfectthepeoplearoundus,whowillthinkwemusthavereasonstofeelso

confident

Peoplewhowearcrownsseemtofeelnoinnersenseofthelimitstowhattheycanaskforor whattheycanaccomplish.Thistooradiatesoutward.Limitsandboundariesdisappear.UsetheStrategy oftheCrownandyouwillbesurprisedhowoftenitbearsfruit.Takeasanexamplethosehappychildren whoaskforwhatevertheywant,andgetit.Theirhighexpectationsaretheircharm.Adultsenjoygranting theirwishes justasIsabellaenjoyedgrantingthewishesofColumbus.

Throughouthistory,peopleofundistinguishedbirth theTheodorasofByzantium,theColumbuses,the Beethovens,theDisraelis havemanagedtoworktheStrategyoftheCrown,believingsofirmlyintheir owngreatnessthatitbecomesaself-fulfillingprophecy.Thetrickissimple:Beovercomebyyourselfbelief.Evenwhileyouknowyouarepracticingakindofdeceptiononyourself,actlikeaking.Youare likelytobetreatedasone.

Thecrownmayseparateyoufromotherpeople,butitisuptoyoutomakethatseparationreal:You havetoactdifferently,demonstratingyourdistancefromthosearoundyou Onewaytoemphasizeyour differenceistoalwaysactwithdignity,nomatterthecircumstance.Louis-Philippegavenosenseof beingdifferentfromotherpeople hewasthebankerking.Andthemomenthissubjectsthreatenedhim, hecavedin.Everyonesensedthisandpounced.Lackingregaldignityandfirmnessofpurpose,LouisPhilippeseemedanimpostor,andthecrownwaseasilytoppledfromhishead.

Regalbearingshouldnotbeconfusedwitharrogance.Arrogancemayseemtheking’sentitlement,but infactitbetraysinsecurity.Itistheveryoppositeofaroyaldemeanor.

HaileSelassie,rulerofEthiopiaforfortyorsoyearsbeginningin1930,wasonceayoungmannamed LijTafari.Hecamefromanoblefamily,buttherewasnorealchanceofhimcomingtopower,forhewas fardownthelineofsuccessionfromthekingthenonthethrone,MenelikII.Nevertheless,fromanearly ageheexhibitedaself-confidenceandaroyalbearingthatsurprisedeveryonearoundhim.

Attheageoffourteen,Tafariwenttoliveatthecourt,whereheimmediatelyimpressedMenelikand becamehisfavorite.Tafari’sgraceunderfire,hispatience,andhiscalmself-assurancefascinatedthe king.Theotheryoungnobles,arrogant,blustery,andenvious,wouldpushthisslight,bookishteenager around.Buthenevergotangry thatwouldhavebeenasignofinsecurity,towhichhewouldnotstoop. Therewerealreadypeoplearoundhimwhofelthewouldsomedayrisetothetop,forheactedasifhe werealreadythere.

Yearslater,in1936,whentheItalianFascistshadtakenoverEthiopiaandTafari,nowcalledHaile Selassie,wasinexile,headdressedtheLeagueofNationstopleadhiscountry’scase.TheItaliansinthe audienceheckledhimwithvulgarabuse,buthemaintainedhisdignifiedpose,asifcompletelyunaffected. Thiselevatedhimwhilemakinghisopponentslookevenuglier.Dignity,infact,isinvariablythemaskto assumeunderdifficultcircumstances:Itisasifnothingcanaffectyou,andyouhaveallthetimeinthe worldtorespond Thisisanextremelypowerfulpose

Aroyaldemeanorhasotheruses.Conartistshavelongknownthevalueofanaristocraticfront;it eitherdisarmspeopleandmakesthemlesssuspicious,orelseitintimidatesthemandputsthemonthe defensive andasCountVictorLustigknew,onceyouputasuckeronthedefensiveheisdoomed.The conmanYellowKidWeil,too,wouldoftenassumethetrappingsofamanofwealth,alongwiththe nonchalancethatgoeswiththem.Alludingtosomemagicalmethodofmakingmoney,hewouldstand aloof,likeaking,exudingconfidenceasifhereallywerefabulouslyrich.Thesuckerswouldbegtobein onthecon,tohaveachanceatthewealththathesoclearlydisplayed.

Finally,toreinforcetheinnerpsychologicaltricksinvolvedinprojectingaroyaldemeanor,thereare outwardstrategiestohelpyoucreatetheeffect.First,theColumbusStrategy:Alwaysmakeabold demand.Setyourpricehighanddonotwaver.Second,inadignifiedway,goafterthehighestpersonin thebuilding Thisimmediatelyputsyouonthesameplaneasthechiefexecutiveyouareattacking Itisthe

DavidandGoliathStrategy:Bychoosingagreatopponent,youcreatetheappearanceofgreatness Third,giveagiftofsomesorttothoseaboveyou.Thisisthestrategyofthosewhohaveapatron:By givingyourpatronagift,youareessentiallysayingthatthetwoofyouareequal.Itistheoldcongameof givingsothatyoucantake.WhentheRenaissancewriterPietroAretinowantedtheDukeofMantuaashis nextpatron,heknewthatifhewasslavishandsycophantic,thedukewouldthinkhimunworthy;sohe approachedthedukewithgifts,inthiscasepaintingsbythewriter’sgoodfriendTitian.Acceptingthe giftscreatedakindofequalitybetweendukeandwriter:Thedukewasputateasebythefeelingthathe wasdealingwithamanofhisownaristocraticstamp.HefundedAretinogenerously.Thegiftstrategyis subtleandbrilliantbecauseyoudonotbeg:Youaskforhelpinadignifiedwaythatimpliesequality betweentwopeople,oneofwhomjusthappenstohavemoremoney.

Remember:Itisuptoyoutosetyourownprice.Askforlessandthatisjustwhatyouwillget.Askfor more,however,andyousendasignalthatyouareworthaking’sransom Eventhosewhoturnyoudown respectyouforyourconfidence,andthatrespectwilleventuallypayoffinwaysyoucannotimagine.

Image:TheCrown.Placeituponyourhead andyouassumeadifferentpose tranquil yetradiatingassurance.Nevershow doubt,neverloseyourdignitybeneath thecrown,oritwillnotfit.Itwillseem tobedestinedforonemoreworthy Do notwaitforacoronation;thegreat estemperorscrownthemselves.

Authority:Everyoneshouldberoyalafterhisownfashion.Letallyouractions,eventhoughtheyarenot thoseofaking,be,intheirownsphere,worthyofone.Besublimeinyourdeeds,loftyinyourthoughts; andinallyourdoingsshowthatyoudeservetobeakingeventhoughyouarenotoneinreality.(Baltasar Gracián,1601-1658)

REVERSAL

Theideabehindtheassumptionofregalconfidenceistosetyourselfapartfromotherpeople,butifyou takethistoofaritwillbeyourundoing.Nevermakethemistakeofthinkingthatyouelevateyourselfby humiliatingpeople Also,itisneveragoodideatoloomtoohighabovethecrowd youmakeaneasy target.Andtherearetimeswhenanaristocraticposeiseminentlydangerous.

CharlesI,kingofEnglandduringthe1640s,facedaprofoundpublicdisenchantmentwiththeinstitution ofmonarchy.Revoltseruptedthroughoutthecountry,ledbyOliverCromwell.HadCharlesreactedtothe timeswithinsight,supportingreformsandmakingashowofsacrificingsomeofhispower,historymight havebeendifferent.Insteadherevertedtoanevenmoreregalpose,seemingoutragedbytheassaulton hispowerandonthedivineinstitutionofmonarchy.Hisstiffkinglinessoffendedpeopleandspurredon theirrevolts AndeventuallyCharleslosthishead,literally Understand:Youareradiatingconfidence, notarroganceordisdain.

Finally,itistruethatyoucansometimesfindsomepowerthroughaffectingakindofearthyvulgarity, whichwillproveamusingbyitsextreme-ness.Buttotheextentthatyouwinthisgamebygoingbeyond thelimits,separatingyourselffromotherpeoplebyappearingevenmorevulgarthantheyare,thegameis dangerous:Therewillalwaysbepeoplemorevulgarthanyou,andyouwilleasilybereplacedthe followingseasonbysomeoneyoungerandworse.

MASTERTHEARTOFTIMING

JUDGMENT

Neverseemtobeinahurry-hurryingbetraysalackofcontroloveryourself,andovertime.Always seempatient,asifyouknowthateverythingwillcometoyoueventually.Becomeadetectiveofthe rightmoment;sniffoutthespiritofthetimes,thetrendsthatwillcarryyoutopower.Learntostand backwhenthetimeisnotyetripe,andtostrikefiercelywhenithasreachedfruition.

SERTORIUS’SLESSON

Sertorius’sstrengthwasnowrapidlyincreasing,forallthetribesbetweentheEbroandthePyrenees cameovertohisside,andtroopscameflockingdailytojoinhimfromeveryquarter.Atthesametime hewastroubledbythelackofdisciplineandtheoverconfidenceofthesenewlyarrivedbarbarians, whowouldshoutathimtoattacktheenemyandhadnopatiencewithhisdelayingtactics,andhe thereforetriedtowinthemoverbyargument.themoverbyargument.Butwhenhesawthattheywere discontentedandpersistedinpressingtheirdemandsregardlessofthecircumstances,heletthem havetheirwayandallowedthemtoengagetheenemy;hehopedthattheywouldsufferaseveredefeat withoutbeingcompletelycrushed,andthatthiswouldmakethembetterdisposedtoobeyhisordersin future.TheeventturnedoutasheexpectedandSertoriuscametotheirrescue,providedarallying pointforthefugitives,andledthemsafelybacktohiscamp.Hisnextstepwastorevivetheirdejected spirits,andsoafewdayslaterhesummonedageneralassembly.Beforeitheproducedtwohorses, oneofthemoldandenfeebled,theotherlargeandlustyandpossessingaflowingtail,whichwas remarkableforthethicknessandbeautyofitshair.Bythesideoftheweakhorsestoodatallstrong man,andbythesideofthepowerfulhorseashortmanofmeanphysique.Atasignalthestrongman seizedthetailofhishorseandtriedwithallhisstrengthtopullittowardshim,asiftotearitoff, whiletheweakmanbegantopullthehairsonebyonefromthetailofthestronghorse. Thestrongman,aftertuggingwithallhismighttonopurposeandcausingthespectatorsagreatdeal ofamusementintheprocess,finallygaveuptheattempt,whiletheweakmanquicklyandwithvery littletroublestrippedhishorse’stailcompletelybare.ThenSertoriusrosetohisfeetandsaid,“Now youcansee,myfriendsandallies,thatperseveranceismoreeffectivethanbrutestrengthandthat therearemanydifficultiesthatcannotbeovercomeifyoutrytodoeverythingatonce,butwhichwill yieldifyoumasterthemlittlebylittle.Thetruthisthatasteadycontinuouseffortisirresistible,for thisisthewayinwhichTimecapturesandsubduesthegreatestpowersonearth NowTime,you shouldremember,isagoodfriendandallytothosewhousetheirintelligencetochoosetheright moment,butamostdangerousenemytothosewhorushintoactionatthewrongone.”

LAW35

LIFEOFSERTORIUS,PLUTARCH,C.A.D.46-120

StartingoutinlifeasanondescriptFrenchseminary-schoolteacher,JosephFouchéwanderedfromtown totownformostofthedecadeofthe1780s,teachingmathematicstoyoungboys.Yethenevercompletely committedhimselftothechurch,nevertookhisvowsasapriest hehadbiggerplans.Patientlywaiting forhischance,hekepthisoptionsopen.AndwhentheFrenchRevolutionbrokeout,in1789,Fouché waitednolonger:Hegotridofhiscassock,grewhishairlong,andbecamearevolutionary.Forthiswas thespiritofthetimes.Tomisstheboatatthiscriticalmomentcouldhavespeltdisaster.Fouchédidnot misstheboat:BefriendingtherevolutionaryleaderRobespierre,hequicklyroseintherebelranks.In 1792thetownofNanteselectedFouchetobeitsrepresentativetotheNationalConvention(createdthat yeartoframeanewconstitutionforaFrenchrepublic).

WhenFouchéarrivedinParistotakehisseatattheconvention,aviolentrifthadbrokenoutbetween themoderatesandtheradicalJacobins Fouchésensedthatinthelongrunneithersidewouldemerge victorious.Powerrarelyendsupinthehandsofthosewhostartarevolution,orevenofthosewhofurther it;powerstickstothosewhobringittoaconclusion.ThatwasthesideFouchewantedtobeon.

Hissenseoftimingwasuncanny.Hestartedasamoderate,formoderateswereinthemajority.When thetimecametodecideonwhetherornottoexecuteLouisXVI,however,hesawthatthepeoplewere clamoringfortheking’shead,sohecastthedecidingvote fortheguillotine.Nowhehadbecomea radical.YetastensionscametotheboilinParis,heforesawthedangerofbeingtoocloselyassociated withanyonefaction,soheacceptedapositionintheprovinces,wherehecouldlielowforawhile.A fewmonthslaterhewasassignedtothepostofproconsulinLyons,whereheoversawtheexecutionof dozensofaristocrats.Atacertainmoment,however,hecalledahalttothekillings,sensingthatthemood ofthecountrywasturning-anddespitethebloodalreadyonhishands,thecitizensofLyonshailedhimas asaviorfromwhathadbecomeknownastheTerror

SofarFouchéhadplayedhiscardsbrilliantly,butin1794hisoldfriendRobespierrerecalledhimto ParistoaccountforhisactionsinLyons.RobespierrehadbeenthedrivingforcebehindtheTerror.He hadsentheadsonboththerightandtheleftrolling,andFouché,whomhenolongertrusted,seemed destinedtoprovidethenexthead.Overthenextfewweeks,atensestruggleensued:WhileRobespierre railedopenlyagainstFouché,accusingofhimdangerousambitionsandcallingforhisarrest,thecrafty Fouchéworkedmoreindirectly,quietlygainingsupportamongthosewhowerebeginningtotireof Robespierre’sdictatorialcontrol.Fouchewasplayingfortime.Heknewthatthelongerhesurvived,the moredisaffectedcitizenshecouldrallyagainstRobespierre.Hehadtohavebroadsupportbeforehe movedagainstthepowerfulleader.HeralliedsupportamongboththemoderatesandtheJacobins, playingonthewidespreadfearofRobespierre-everyonewasafraidofbeingthenexttogotothe guillotine ItallcametofruitiononJuly27:TheconventionturnedagainstRobespierre,shoutingdown hisusuallengthyspeech.Hewasquicklyarrested,andafewdayslateritwasRobespierre’shead,not Fouché’s,thatfellintothebasket.

WhenFouchéreturnedtotheconventionafterRobespierre’sdeath,heplayedhismostunexpected move:HavingledtheconspiracyagainstRobespierre,hewasexpectedtositwiththemoderates,butlo andbehold,heonceagainchangedsides,joiningtheradicalJacobins.Forperhapsthefirsttimeinhislife healignedhimselfwiththeminority.Clearlyhesensedareactionstirring:Heknewthatthemoderate factionthathadexecutedRobespierre,andwasnowabouttotakepower,wouldinitiateanewroundof theTerror,thistimeagainsttheradicals.InsidingwiththeJacobins,then,Fouchéwassittingwiththe martyrsofthedaystocome thepeoplewhowouldbeconsideredblamelessinthetroublesthatwereon

OBSERVANCEOFTHELAW

theirway Takingsideswithwhatwasabouttobecomethelosingteamwasariskygambit,ofcourse,but Fouchémusthavecalculatedhecouldkeephisheadlongenoughtoquietlystirupthepopulaceagainstthe moderatesandwatchthemfallfrompower.Andindeed,althoughthemoderatesdidcallforhisarrestin Decemberof1795,andwouldhavesenthimtotheguillotine,toomuchtimehadpassed.Theexecutions hadbecomeunpopularwiththepeople,andFouchésurvivedtheswingofthependulumonemoretime.

Anewgovernmenttookover,theDirectoire.Itwasnot,however,aJacobingovernment,buta moderateone moremoderatethanthegovernmentthathadreimposedtheTerror.Fouché,theradical, hadkepthishead,butnowhehadtokeepalowprofile.Hewaitedpatientlyonthesidelinesforseveral years,allowingtimetosoftenanybitterfeelingsagainsthim,thenheapproachedtheDirectoireand convincedthemhehadanewpassion:intelligence-gathering.Hebecameapaidspyforthegovernment, excelledatthejob,andin1799wasrewardedbybeingmadeministerofpolice.Nowhewasnotjust empoweredbutrequiredtoextendhisspyingtoeverycornerofFrance aresponsibilitythatwould greatlyreinforcehisnaturalabilitytosniffoutwherethewindwasblowing.Oneofthefirstsocialtrends hedetected,infact,cameinthepersonofNapoleon,abrashyounggeneralwhosedestinyherightaway sawwasentwinedwiththefutureofFrance.WhenNapoleonunleashedacoupd‘etat,onNovember9, 1799,Fouchepretendedtobeasleep.Indeedhesleptthewholeday.Forthisindirectassistance itmight havebeenthoughthisjob,afterall,topreventamilitarycoup Napoleonkepthimonasministerof policeinthenewregime.

Overthenextfewyears,NapoleoncametorelyonFouchémoreandmore.Heevengavethisformer revolutionaryatitle,dukeofOtranto,andrewardedhimwithgreatwealth.By1808,however,Fouché, alwaysattunedtothetimes,sensedthatNapoleonwasonthedownswing.HisfutilewarwithSpain,a countrythatposednothreattoFrance,wasasignthathewaslosingasenseofproportion.Neveroneto becaughtonasinkingship,FouchéconspiredwithTalleyrandtobringaboutNapoleon’sdownfall Althoughtheconspiracyfailed Talleyrandwasfired;Fouchéstayed,butwaskeptonatightleash it publicizedagrowingdiscontentwiththeemperor,whoseemedtobelosingcontrol.By1814Napoleon’s powerhadcrumbledandalliedforcesfinallyconqueredhim.

Thenextgovernmentwasarestorationofthemonarchy,intheformofKingLouisXVIII,brotherof LouisXVI.Fouché,hisnosealwayssniffingtheairforthenextsocialshift,knewLouiswouldnotlast long hehadnoneofNapoleon’sflair.Fouchéonceagainplayedhiswaitinggame,lyinglow,staying awayfromthespotlight.Sureenough,inFebruaryof1815,NapoleonescapedfromtheislandofElba, wherehehadbeenimprisoned.LouisXVIIIpanicked:Hispolicieshadalienatedthecitizenry,whowere clamoringforNapoleon’sreturn.SoLouisturnedtotheonemanwhocouldmaybehavesavedhishide, Fouché,theformerradicalwhohadsenthisbrother,LouisXVI,totheguillotine,butwasnowoneofthe mostpopularandwidelyadmiredpoliticiansinFrance Fouché,however,wouldnotsidewithaloser: HerefusedLouis’srequestforhelpbypretendingthathishelpwasunnecessary byswearingthat Napoleonwouldneverreturntopower(althoughheknewotherwise).Ashorttimelater,ofcourse, NapoleonandhisnewcitizenarmywereclosinginonParis.

Seeinghisreignabouttocollapse,feelingthatFouchéhadbetrayedhim,andcertainthathedidnot wantthispowerfulandablemanonNapoleon’steam,KingLouisorderedtheminister’sarrestand execution.OnMarch16,1815,policemensurroundedFouché’scoachonaParisboulevard.Wasthis finallyhisend?Perhaps,butnotimmediately:Fouchétoldthepolicethatanex-memberofgovernment couldnotbearrestedonthestreet.Theyfellforthestoryandallowedhimtoreturnhome.Laterthatday, though,theycametohishouseandonceagaindeclaredhimunderarrest.Fouchénodded butwouldthe officersbesokindasallowagentlemantowashandtochangehisclothesbeforeleavinghishousefor thelasttime?Theygavetheirpermission,Fouchélefttheroom,andtheminuteswentby Fouchédidnot

return Finallythepolicemenwentintothenextroom wheretheysawaladderagainstanopenwindow, leadingdowntothegardenbelow.

ThatdayandthenextthepolicecombedParisforFouche,butbythenNapoleon’scannonswere audibleinthedistanceandthekingandalltheking’smenhadtofleethecity.AssoonasNapoleon enteredParis,Fouchécameoutofhiding.Hehadcheatedtheexecutioneronceagain.Napoleongreeted hisformerministerofpoliceandgladlyrestoredhimtohisoldpost.Duringthe100daysthatNapoleon remainedinpower,untilWaterloo,itwasessentiallyFouchéwhogovernedFrance.AfterNapoleonfell, LouisXVIIIreturnedtothethrone,andlikeacatwithninelives,Fouchestayedontoserveinyetanother government bythenhispowerandinfluencehadgrownsogreatthatnoteventhekingdaredchallenge him.

Mr.Shihhadtwosons:onelovedlearning;theotherwar.Thefirstexpoundedhismoralteachingsat theadmiringcourtofCh‘iandwasmadeatutor,whilethesecondtalkedstrategyatthebellicose courtofCh’uandwasmadeageneral.TheimpecuniousMr.Meng,hearingofthesesuccesses,sent hisowntwosonsouttofollowtheexampleoftheShihboys Thefirstexpoundedhismoralteachings atthecourtofCh‘in,buttheKingofCh’insaid:“Atpresentthestatesarequarrelingviolentlyand everyprinceisbusyarminghistroopstotheteeth.IfIfollowedthisprig’spratingsweshouldsoonbe annihilated.”Sohehadthefellowcastrated.Meanwhile,thesecondbrotherdisplayedhismilitary geniusatthecourtofWei.ButtheKingofWeisaid:“Mineisaweakstate.IfIreliedonforceinstead ofdiplomacy,weshouldsoonbewipedout If,ontheotherhand,Iletthisfire-eatergo,hewilloffer hisservicestoanotherstateandthenweshallbeintrouble.”Sohehadthefellow’sfeetcutoff Both.familiesdidexactlythesamething,butonetimeditright,theotherwrong.Thttssuccessdepends notonratiocinationbutonrhythm.

LlEHTZU.QUOTEDINTHECHINESELOOKINGGLASS.DENNISBLOODWORTH,1967

Interpretation

Inaperiodofunprecedentedturmoil,JosephFouchéthrivedthroughhismasteryoftheartoftiming.He teachesusanumberofkeylessons.

First,itiscriticaltorecognizethespiritofthetimes.Fouchéalwayslookedtwostepsahead,foundthe wavethatwouldcarryhimtopower,androdeit.Youmustalwaysworkwiththetimes,anticipatetwists andturns,andnevermisstheboat.Sometimesthespiritofthetimesisobscure:Recognizeitnotbywhat isloudestandmostobviousinit,butbywhatlieshiddenanddormant.LookforwardtotheNapoleonsof thefutureratherthanholdingontotheruinsofthepast.

Second,recognizingtheprevailingwindsdoesnotnecessarilymeanrunningwiththem.Anypotent socialmovementcreatesapowerfulreaction,anditiswisetoanticipatewhatthatreactionwillbe,as FouchédidaftertheexecutionofRobespierre.Ratherthanridethecrestingwaveofthemoment,waitfor thetide’sebbtocarryyoubacktopower.Uponoccasionbetonthereactionthatisbrewing,andplace yourselfinthevanguardofit.

Finally,Fouchéhadremarkablepatience.Withoutpatienceasyourswordandshield,yourtimingwill failandyouwillinevitablyfindyourselfaloser.WhenthetimeswereagainstFouché,hedidnotstruggle, getemotional,orstrikeoutrashly.Hekepthiscoolandmaintainedalowprofile,patientlybuilding supportamongthecitizenry,thebulwarkinhisnextrisetopower.Wheneverhefoundhimselfinthe weakerposition,heplayedfortime,whichheknewwouldalwaysbehisallyifhewaspatient. Recognizethemoment,then,tohideinthegrassorslitherunderarock,aswellasthemomenttobare

Spacewecanrecover,timenever. NapoleonBonaparte,1769-1821

KEYSTOPOWER

Timeisanartificialconceptthatweourselveshavecreatedtomakethelimitlessnessofeternityandthe universemorebearable,morehuman Sincewehaveconstructedtheconceptoftime,wearealsoableto moldittosomedegree,toplaytrickswithit.Thetimeofachildislongandslow,withvastexpanses;the timeofanadultwhizzesbyfrighteninglyfast.Time,then,dependsonperception,which,weknow,canbe willfullyaltered.Thisisthefirstthingtounderstandinmasteringtheartoftiming.Iftheinnerturmoil causedbyouremotionstendstomaketimemovefaster,itfollowsthatoncewecontrolouremotional responsestoevents,timewillmovemuchmoreslowly.Thisalteredwayofdealingwiththingstendsto lengthenourperceptionoffuturetime,opensuppossibilitiesthatfearandangercloseoff,andallowsus thepatiencethatistheprincipalrequirementintheartoftiming.

Thesultan[ofPersia] hadsentencedtwomentodeath.Oneofthem,knowinghowmuchthesultan lovedhisstallion,offeredtoteachthehorsetoflywithinayearinreturnforhislife.Thesultan, fancyinghimselfastherideroftheonlyflyinghorseintheworld,agreed.Theotherprisonerlooked athisfriendindisbelief“Youknowhorsesdon’tfly.Whatmadeyoucomeupwithacrazvidealike that?You’reonlypostponingtheinevitable.”“Notso,”saidthe(firstprisoner].“Ihaveactuallv givenmyselffourchancesforfreedom First,thesultanmightdieduringtheyear Second,Imightdie Third,thehorsemightdie.Andfourth...Imightteachthehorsetofly!”

THECRAFTOFPOWER,R.G.H.SIU,1979

Therearethreekindsoftimeforustodealwith;eachpresentsproblemsthatcanbesolvedwithskill andpractice.Firstthereislongtime:thedrawn-out,years-longkindoftimethatmustbemanagedwith patienceandgentleguidance.Ourhandlingoflongtimeshouldbemostlydefensive thisistheartofnot reactingimpulsively,ofwaitingforopportunity.

Nextthereisforcedtime:theshort-termtimethatwecanmanipulateasanoffensiveweapon,upsetting thetimingofouropponents.Finallythereisendtime,whenaplanmustbeexecutedwithspeedandforce. Wehavewaited,foundthemoment,andmustnothesitate.

LongTime.Thefamousseventeenth-centuryMingpainterChouYungrelatesastorythatalteredhis behaviorforever.Lateonewinterafternoonhesetouttovisitatownthatlayacrosstheriverfromhis owntown.Hewasbringingsomeimportantbooksandpaperswithhimandhadcommissionedayoung boytohelphimcarrythem.Astheferrynearedtheothersideoftheriver,ChouYungaskedtheboatman iftheywouldhavetimetogettothetownbeforeitsgatesclosed,sinceitwasamileawayandnightwas approaching Theboatmanglancedattheboy,andatthebundleoflooselytiedpapersandbooks “Yes,” hereplied,“ifyoudonotwalktoofast.”

Astheystartedout,however,thesunwassetting.Afraidofbeinglockedoutofthetownatnight,prey tolocalbandits,Chouandtheboywalkedfasterandfaster,finallybreakingintoarun.Suddenlythestring aroundthepapersbrokeandthedocumentsscatteredontheground.Ittookthemmanyminutestoputthe

yourfangsandattack

packettogetheragain,andbythetimetheyhadreachedthecitygates,itwastoolate

Whenyouforcethepaceoutoffearandimpatience,youcreateanestofproblemsthatrequirefixing, andyouenduptakingmuchlongerthanifyouhadtakenyourtime.Hurriersmayoccasionallygetthere quicker,butpapersflyeverywhere,newdangersarise,andtheyfindthemselvesinconstantcrisismode, fixingtheproblemsthattheythemselveshavecreated.Sometimesnotactinginthefaceofdangerisyour bestmove youwait,youdeliberatelyslowdown.Astimepassesitwilleventuallypresent opportunitiesyouhadnotimagined.

Waitinginvolvescontrollingnotonlyyourownemotionsbutthoseofyourcolleagues,who,mistaking actionforpower,maytrytopushyouintomakingrashmoves.Inyourrivals,ontheotherhand,youcan encouragethissamemistake:Ifyouletthemrushheadlongintotroublewhileyoustandbackandwait, youwillsoonfindripemomentstointerveneandpickupthepieces.Thiswisepolicywastheprincipal strategyofthegreatearly-seventeenth-centuryemperorTokugawaIeyasuofJapan Whenhispredecessor, theheadstrongHideyoshi,whomheservedasageneral,stagedarashinvasionofKorea,Ieyasudidnot involvehimself.HeknewtheinvasionwouldbeadisasterandwouldleadtoHideyoshi’sdownfall. Bettertostandpatientlyonthesidelines,evenformanyyears,andthenbeinpositiontoseizepower whenthetimeisright exactlywhatIeyasudid,withgreatartistry.

THETROUTANDTHEGUDGEON

AfishermaninthemonthofMaystoodanglingonthebankoftheThameswithanartificialfly He threwhisbaitwithsomuchart,thatayoungtroutwasrushingtowardit,whenshewaspreventedby hermother.“Never,”saidshe,“mychild,betooprecipitate,wherethereisapossibilityofdanger. Takeduetimetoconsider,beforeyouriskanactionthatmaybefatal.Howknowyouwhetheryon appearancebeindeedafly,orthesnareofanenemy?Letsomeoneelsemaketheexperimentbefore you Ifitbeafly,hewillveryprobablyeludethefirstattack:andthesecondmaybemade,ifnotwith success,atleastwithsafety.”Shehadnosoonerspoken,thanagudgeonseizedthepretendedfly,and becameanexampletothegiddydaughteroftheimportanceofhermother’scounsel.

FABLES,ROBERTDODSLEY,1703-1764

Youdonotdeliberatelyslowtimedowntolivelonger,ortotakemorepleasureinthemoment,butthe bettertoplaythegameofpower.First,whenyourmindisunclutteredbyconstantemergenciesyouwill seefurtherintothefuture Second,youwillbeabletoresistthebaitsthatpeopledangleinfrontofyou, andwillkeepyourselffrombecominganotherimpatientsucker.Third,youwillhavemoreroomtobe flexible.Opportunitieswillinevitablyarisethatyouhadnotexpectedandwouldhavemissedhadyou forcedthepace.Fourth,youwillnotmovefromonedealtothenextwithoutcompletingthefirstone.To buildyourpower’sfoundationcantakeyears;makesurethatfoundationissecure.Donotbeaflashinthe pan successthatisbuiltupslowlyandsurelyistheonlykindthatlasts.

Finally,slowingtimedownwillgiveyouaperspectiveonthetimesyoulivein,lettingyoutakea certaindistanceandputtingyouinalessemotionallychargedpositiontoseetheshapesofthingstocome. Hurrierswilloftenmistakesurfacephenomenaforarealtrend,seeingonlywhattheywanttosee.How muchbettertoseewhatisreallyhappening,evenifitisunpleasantormakesyourtaskharder.

ForcedTime.Thetrickinforcingtimeistoupsetthetimingofothers tomakethemhurry,tomakethem wait,tomakethemabandontheirownpace,todistorttheirperceptionoftime.Byupsettingthetimingof youropponentwhileyoustaypatient,youopenuptimeforyourself,whichishalfthegame.

In1473thegreatTurkishsultanMehmedtheConquerorinvitednegotiationswithHungarytoendthe off-and-onwarthetwocountrieshadwagedforyears.WhentheHungarianemissaryarrivedinTurkeyto startthetalks,Turkishofficialshumblyapologized MehmedhadjustleftIstanbul,thecapital,tobattle hislongtimefoe,UzunHasan.ButheurgentlywantedpeacewithHungary,andhadaskedthatthe emissaryjoinhimatthefront.

Whentheemissaryarrivedatthesiteofthefighting,Mehmedhadalreadyleftit,movingeastwardin pursuitofhisswiftfoe.Thishappenedseveraltimes.Wherevertheemissarystopped,theTurkslavished giftsandbanquetsonhim,inpleasurablebuttime-consumingceremonies.FinallyMehmeddefeatedUzun andmetwiththeemissary.YethistermsforpeacewithHungarywereexcessivelyharsh.Afterafew days,thenegotiationsended,andtheusualstalemateremainedinplace.ButthiswasfinewithMehmed. Infacthehadplanneditthatwayallalong:PlottinghiscampaignagainstUzun,hehadseenthatdiverting hisarmiestotheeastwouldleavehiswesternflankvulnerable.TopreventHungaryfromtaking advantageofhisweaknessandhispreoccupationelsewhere,hefirstdangledthelureofpeacebeforehis enemy,thenmadethemwait allonhisownterms.

Makingpeoplewaitisapowerfulwayofforcingtime,aslongastheydonotfigureoutwhatyouareup to.Youcontroltheclock,theylingerinlimbo andrapidlycomeunglued,openingupopportunitiesfor youtostrike Theoppositeeffectisequallypowerful:Youmakeyouropponentshurry Startoffyour dealingswiththemslowly,thensuddenlyapplypressure,makingthemfeelthateverythingishappeningat once.Peoplewholackthetimetothinkwillmakemistakes sosettheirdeadlinesforthem.Thiswasthe techniqueMachiavelliadmiredinCesareBorgia,who,duringnegotiations,wouldsuddenlypress vehementlyforadecision,upsettinghisopponent’stimingandpatience.Forwhowoulddaremake Cesarewait?

JosephDuveen,thefamousartdealer,knewthatifhegaveanindecisivebuyerlikeJohnD. Rockefelleradeadline thepaintinghadtoleavethecountry,anothertycoonwasinterestedinit the clientwouldbuyjustintime.Freudnoticedthatpatientswhohadspentyearsinpsychoanalysiswithout improvementwouldmiraculouslyrecoverjustintimeifhefixedadefinitedatefortheendofthetherapy. JacquesLacan,thefamousFrenchpsychoanalyst,usedavariationonthistactic hewouldsometimes endthecustomaryhoursessionoftherapyafteronlytenminutes,withoutwarning Afterthishappened severaltimes,thepatientwouldrealizethathehadbettermakemaximumuseofthetime,ratherthan wastingmuchofthehourwithalotoftalkthatmeantnothing.Thedeadline,then,isapowerfultool. Closeoffthevistasofindecisionandforcepeopletomakeuptheirdamnmindsorgettothepointnever letthemmakeyouplayontheirexcruciatingterms.Nevergivethemtime.

Magiciansandshowmenareexpertsinforcingtime.Houdinicouldoftenwrigglefreeofhandcuffsin minutes,buthewoulddrawtheescapeouttoanhour,makingtheaudiencesweat,astimecametoan apparentstandstill.Magicianshavealwaysknownthatthebestwaytoalterourperceptionoftimeis oftentoslowdownthepace.Creatingsuspensebringstimetoaterrifyingpause:Theslowerthe magician’shandsmove,theeasieritistocreatetheillusionofspeed,makingpeoplethinktherabbithas appearedinstantaneously.Thegreatnineteenth-centurymagicianJean-EugèneRobert-Houdintook explicitnoticeofthiseffect:“Themoreslowlyastoryistold,”hesaid,“theshorteritseems”

Goingsloweralsomakeswhatyouaredoingmoreinteresting theaudienceyieldstoyourpace, becomesentranced.Itisastateinwhichtimewhizzesdelightfullyby.Youmustpracticesuchillusions, whichshareinthehypnotist’spowertoalterperceptionsoftime.

EndTime.Youcanplaythegamewiththeutmostartistry waitingpatientlyfortherightmomenttoact, puttingyourcompetitorsofftheirformbymessingwiththeirtiming butitwon’tmeanathingunlessyou

knowhowtofinish Donotbeoneofthosepeoplewholooklikeparagonsofpatiencebutareactually justafraidtobringthingstoaclose:Patienceisworthlessunlesscombinedwithawillingnesstofall ruthlesslyonyouropponentattherightmoment.Youcanwaitaslongasnecessaryfortheconclusionto come,butwhenitcomesitmustcomequickly.Usespeedtoparalyzeyouropponent,coverupany mistakesyoumightmake,andimpresspeoplewithyourauraofauthorityandfinality.

Withthepatienceofasnakecharmer,youdrawthesnakeoutwithcalmandsteadyrhythms.Oncethe snakeisout,though,wouldyoudangleyourfootaboveitsdeadlyhead?Thereisneveragoodreasonto allowtheslightesthitchinyourendgame.Yourmasteryoftimingcanreallyonlybejudgedbyhowyou workwithendtime howyouquicklychangethepaceandbringthingstoaswiftanddefinitive conclusion.

Image:TheHawk.Patientlyandsilentlyitcirclesthesky,high above,all-seeingwithitspowerfuleyes.Thosebelowhave noawarenessthattheyarebeingtracked.Suddenly, whenthemomentarrives,thehawkswoops downwithaspeedthatcannotbede fendedagainst;beforeitsprey knowswhathashappened, thebird’sviseliketalons havecarriedit upintothe sky.

Authority:Thereisatideintheaffairsofmen,/Which,takenattheflood,leadsontofortune;/Omitted, allthevoyageoftheirlife/Isboundinshallowsandinmiseries.(JuliusCaesar,WilliamShakespeare, 1564-1616)

REVERSAL

Thereisnopowertobegainedinlettinggoofthereinsandadaptingtowhatevertimebrings.Tosome degreeyoumustguidetimeoryouwillbeitsmercilessvictim.Thereisaccordinglynoreversaltothis law.

DISDAINTHINGSYOUCANNOTHAVE:IGNORINGTHEMISTHEBESTREVENGE JUDGMENT

Byacknowledgingapettyproblemyougiveitexistenceandcredibility.Themoreattentionyoupayan enemy,thestrongeryoumakehim;andasmallmistakeisoftenmadeworseandmorevisiblewhenyou trytofixit.Itissometimesbesttoleavethingsalone.Ifthereissomethingyouwantbutcannothave, showcontemptforit.Thelessinterestyoureveal,themoresuperioryouseem.

TRANSGRESSIONOFTHELAW

TheMexicanrebelleaderPanchoVillastartedoutasthechiefofagangofbandits,butafterrevolution brokeoutinMexicoin1910,hebecameakindoffolkhero robbingtrainsandgivingthemoneytothe poor,leadingdaringraids,andcharmingtheladieswithromanticescapades.Hisexploitsfascinated Americans heseemedamanfromanotherera,partRobinHood,partDonJuan Afterafewyearsof bitterfighting,however,GeneralCarranzaemergedasthevictorintheRevolution;thedefeatedVillaand histroopswentbackhome,tothenorthernstateofChihuahua.Hisarmydwindledandheturnedto banditryagain,damaginghispopularity.Finally,perhapsoutofdesperation,hebegantorailagainstthe UnitedStates,thegringos,whomheblamedforhistroubles.

InMarchof1916,PanchoVillaraidedColumbus,NewMexico.Rampagingthroughthetown,heand hisgangkilledseventeenAmericansoldiersandcivilians.PresidentWoodrowWilson,likemany Americans,hadadmiredVilla;now,however,thebanditneededtobepunished.Wilson’sadvisersurged himtosendtroopsintoMexicotocaptureVilla.ForapoweraslargeastheUnitedStates,theyargued, nottostrikebackatanarmythathadinvadeditsterritorywouldsendtheworstkindofsignal. Furthermore,theycontinued,manyAmericanssawWilsonasapacifist,aprinciplethepublicdoubtedas aresponsetoviolence;heneededtoprovehismettleandmanlinessbyorderingtheuseofforce

ThepressureonWilsonwasstrong,andbeforethemonthwasout,withtheapprovaloftheCarranza government,hesentanarmyoftenthousandsoldierstocapturePanchoVilla.Theventurewascalledthe PunitiveExpedition,anditsleaderwasthedashingGeneralJohnJ.Pershing,whohaddefeatedguerrillas inthePhilippinesandNativeAmericansintheAmericanSouthwest.CertainlyPershingcouldfindand overpowerPanchoVilla.

ThePunitiveExpeditionbecameasensationalstory,andcarloadsofU.S.reportersfollowedPershing intoaction.Thecampaign,theywrote,wouldbeatestofAmericanpower.Thesoldierscarriedthelatest inweaponry,communicatedbyradio,andweresupportedbyreconnaissancefromtheair.

Inthefirstfewmonths,thetroopssplitupintosmallunitstocombthewildsofnorthernMexico.The Americansoffereda$50,000rewardforinformationleadingtoVilla’scapture.ButtheMexicanpeople, whohadbeendisillusionedwithVillawhenhehadreturnedtobanditry,nowidolizedhimforfacingthis

LAW36

mightyAmericanarmy TheybegantogivePershingfalseleads:Villahadbeenseeninthisvillage,orin thatmountainhideaway,airplaneswouldbedispatched,troopswouldscurryafterthem,andnoone wouldeverseehim.ThewilybanditseemedtobealwaysonestepaheadoftheAmericanmilitary.

THEONANDTHECRAPES

Astarvingfox...sawaclusterOfluscious-lookinggrapesofpurplishlusterDanglingabovehimona trellis-frame.Hewouldhavedearlylikedthemforhislunch,Butwhenhetriedandfailedtoreachthe bunch:“Ahwell,it’smorethanlikelythey’renotsweet Goodonlyforgreenfoolstoeat!”

Wasn’thewisetosaytheywereunripeRatherthanwhineandgripe? FABLES.JEANDELAFONTAINE.1621-1695

OncewhenG.K.Chesterton’seconomicviewswereabusedinprintbyGeorgeBernardShaw,his friendswaitedinvainforhimtoreply.HistorianHilaireBellocreproachedhim.“MydearBelloc,” Chestertonsaid,“Ihaveansweredhim.ToamanofShaw’swit,silenceistheoneunbearable repartee

THELITTLE,BROWNBOOKOFANECDOTES,CLIFTONFADIMAN,ED.,1985

Bythesummerofthatyear,theexpeditionhadswelledto123,000men.Theysufferedthroughthe stultifyingheat,themosquitoes,thewildterrain.Trudgingoveracountrysideinwhichtheywerealready resented,theyinfuriatedboththelocalpeopleandtheMexicangovernment.AtonepointPanchoVillahid inamountaincavetorecoverfromagunshotwoundhereceivedinaskirmishwiththeMexicanarmy; lookingdownfromhisaerie,hecouldwatchPershingleadtheexhaustedAmericantroopsbackandforth acrossthemountains,nevergettinganyclosertotheirgoal.

Allthewayintowinter,Villaplayedhiscat-and-mousegame.Americanscametoseetheaffairasa kindofslapstickfarce infacttheybegantoadmireVillaagain,respectinghisresourcefulnessineluding asuperiorforce.InJanuaryof1917,WilsonfinallyorderedPershing’swithdrawal.Asthetroopsmade theirwaybacktoAmericanterritory,rebelforcespursuedthem,forcingtheU.S.Armytouseairplanesto protectitsrearflanks ThePunitiveExpeditionwasbeingpunisheditself ithadturnedintoaretreatof themosthumiliatingsort.

Interpretation

WoodrowWilsonorganizedthePunitiveExpeditionasashowofforce:HewouldteachPanchoVillaa lessonandintheprocessshowtheworldthatnoone,largeorsmall,couldattackthemightyUnitedStates andgetawaywithit.Theexpeditionwouldbeoverinafewweeks,andVillawouldbeforgotten.

Thatwasnothowitplayedout.Thelongertheexpeditiontook,themoreitfocusedattentiononthe Americans’incompetenceandonVilla’scleverness.SoonwhatwasforgottenwasnotVillabuttheraid thathadstarteditall.Asaminorannoyancebecameaninternationalembarrassment,andtheenraged Americansdispatchedmoretroops,theimbalancebetweenthesizeofthepursuerandthesizeofthe pursued whostillmanagedtostayfree madetheaffairajoke.Andintheendthiswhiteelephantofan armyhadtolumberoutofMexico,humiliated.ThePunitiveExpeditiondidtheoppositeofwhatitsetout todo:ItleftVillanotonlyfreebutmorepopularthanever.

WhatcouldWilsonhavedonedifferently?HecouldhavepressuredtheCarranzagovernmenttocatch Villaforhim Alternatively,sincemanyMexicanshadtiredofVillabeforethePunitiveExpeditionbegan,

hecouldhaveworkedquietlywiththemandwontheirsupportforamuchsmallerraidtocapturethe bandit.HecouldhaveorganizedatrapontheAmericansideoftheborder,anticipatingthenextraid.Or hecouldhaveignoredthematteraltogetherforthetimebeing,waitingfortheMexicansthemselvestodo awaywithVillaoftheirownaccord.

THEASSANDTHEGARDENER

Anasshadoncebysomeaccidentlosthistail,whichwasagrievousafflictiontohim;andhewas everywhereseekingafterit,beingfoolenoughtothinkhecouldgetitsetonagain Hepassedthrough ameadow,andafterwardsgotintoagarden.Thegardenerseeinghim,andnotabletoendurethe mischiefhewasdoingintramplingdownhisplants,fellintoaviolentrage,rantotheass,andnever standingontheceremonyofapillory,cutoffbothhisears,andbeathimoutoftheground.Thusthe ass,whobemoanedthelossofhistail,wasinfargreaterafflictionwhenhesawhimselfwithoutears.

FABLES,PILPAY,INDIA,FOURTHCENTURY

THEPRODIGYOX

Once,whentheTokudaijiministeroftherightwaschiefoftheimperialpolice,hewasholdinga meetingofhisstaffatthemiddlegatewhenanoxbelongingtoanofficialnamedAkikanegotloose andwanderedintotheministrybuilding.Itclimbeduponthedaiswherethechiefwasseatedandlay there,chewingitscud Everyonewassurethatthiswassomegraveportent,andurgedthattheoxbe senttoayin-yangdiviner.However,theprimeminister,thefatheroftheministeroftheright,said, “Anoxhasnodiscrimination.Ithaslegs thereisnowhereitwon’tgo.Itdoesnotmakesenseto depriveanunderpaidofficialofthewretchedoxheneedsinordertoattendcourt.”Hereturnedtheox toitsownerandchangedthemattingonwhichithadlain.Nountowardeventofanykindoccurred afterward Theysaythatifyouseeaprodigyanddonottreatitassuch,itscharacterasaprodigyis destroyed.

ESSAYSINIDLENESS,KENKO,JAPAN,FOURTEENTHCENTURY

Remember:Youchoosetoletthingsbotheryou.Youcanjustaseasilychoosenottonoticethe irritatingoffender,toconsiderthemattertrivialandunworthyofyourinterest.Thatisthepowerfulmove. Whatyoudonotreacttocannotdragyoudowninafutileengagement.Yourprideisnotinvolved.The bestlessonyoucanteachanirritatinggnatistoconsignittooblivionbyignoringit.Ifitisimpossibleto ignore(PanchoVillahadinfactkilledAmericancitizens),thenconspireinsecrettodoawaywithit,but neverinadvertentlydrawattentiontothebothersomeinsectthatwillgoawayordieonitsown.Ifyou wastetimeandenergyinsuchentanglements,itisyourownfault.Learntoplaythecardofdisdainand turnyourbackonwhatcannotharmyouinthelongrun.

Justthink itcostyourgovernment$130milliontotrytogetme.Itookthem overrough,hillycountry.Sometimesforfiftymilesatastretchtheyhadnowater. Theyhadnothingbutthesunandmosquitoes....Andnothingwasgained. PanchoVilla,1878-1923

OBSERVANCEOFTHELAW

Intheyear1527,KingHenryVIIIofEnglanddecidedhehadtofindawaytogetridofhiswife, CatherineofAragon.Catherinehadfailedtoproduceason,amaleheirwhowouldensurethe continuanceofhisdynasty,andHenrythoughtheknewwhy:HehadreadintheBiblethepassage,“Andif amanshalltakehisbrother’swife,itisanuncleanthing:hehathuncoveredhisbrother’snakedness;they shallbechildless.”BeforemarryingHenry,CatherinehadmarriedhisolderbrotherArthur,butArthur haddiedfivemonthslater Henryhadwaitedanappropriatetime,thenhadmarriedhisbrother’swidow CatherinewasthedaughterofKingFerdinandandQueenIsabellaofSpain,andbymarryingherHenry hadkeptaliveavaluablealliance.Now,however,Catherinehadtoassurehimthatherbriefmarriage withArthurhadneverbeenconsummated.OtherwiseHenrywouldviewtheirrelationshipasincestuous andtheirmarriageasnullandvoid.Catherineinsistedthatshehadremainedavirginthroughhermarriage toArthur,andPopeClementVIIsupportedherbygivinghisblessingtotheunion,whichhecouldnot havedonehadheconsidereditincestuous.YetafteryearsofmarriagetoHenry,Catherinehadfailedto produceason,andintheearly1520sshehadenteredmenopause.Tothekingthiscouldonlymeanone thing:Shehadliedabouthervirginity,theirunionwasincestuous,andGodhadpunishedthem.

TherewasanotherreasonwhyHenrywantedtogetridofCatherine:Hehadfalleninlovewitha youngerwoman,AnneBoleyn.Notonlywasheinlovewithher,butifhemarriedherhecouldstillhope tosirealegitimateson ThemarriagetoCatherinehadtobeannulled Forthis,however,Henryhadto applytotheVatican.ButPopeClementwouldneverannulthemarriage.

Bythesummerof1527,rumorsspreadthroughoutEuropethatHenrywasabouttoattemptthe impossible toannulhismarriageagainstClement’swishes.Catherinewouldneverabdicate,letalone voluntarilyenteranunnery,asHenryhadurgedher.ButHenryhadhisownstrategy:Hestoppedsleeping inthesamebedwithCatherine,sinceheconsideredherhissister-in-law,nothislawfulwife.Heinsisted oncallingherPrincessDowagerofWales,hertitleasArthur’swidow.Finally,in1531,hebanishedher fromcourtandshippedherofftoadistantcastle.Thepopeorderedhimtoreturnhertocourt,onpainof excommunication,themostseverepenaltyaCatholiccouldsuffer.Henrynotonlyignoredthisthreat,he insistedthathismarriagetoCatherinehadbeendissolved,andin1533hemarriedAnneBoleyn.

Clementrefusedtorecognizethemarriage,butHenrydidnotcare.Henolongerrecognizedthepope’s authority,andproceededtobreakwiththeRomanCatholicChurch,establishingtheChurchofEnglandin itsstead,withthekingastheheadofthenewchurch.Andso,notsurprisingly,thenewlyformedChurch ofEnglandproclaimedAnneBoleynEngland’srightfulqueen.

Thepopetriedeverythreatinthebook,butnothingworked.Henrysimplyignoredhim.Clementfumed noonehadevertreatedhimsocontemptuously.Henryhadhumiliatedhimandhehadnopowerof recourse.Evenexcommunication(whichheconstantlythreatenedbutnevercarriedout)wouldnolonger matter.

CatherinetoofeltthedevastatingstingofHenry’sdisdain.Shetriedtofightback,butinappealingto Henryherwordsfellondeafears,andsoontheyfellonnoone’s.Isolatedfromthecourt,ignoredbythe king,madwithangerandfrustration,Catherineslowlydeteriorated,andfinallydiedinJanuaryof1536, fromacanceroustumoroftheheart.

Interpretation

Whenyoupayattentiontoaperson,thetwoofyoubecomepartnersofsorts,eachmovinginsteptothe actionsandreactionsoftheother.Intheprocessyouloseyourinitiative.Itisadynamicofall interactions:Byacknowledgingotherpeople,evenifonlytofightwiththem,youopenyourselftotheir

HadHenrylockedhornswithCatherine,hewouldhavefoundhimselfmiredinendless argumentsthatwouldhaveweakenedhisresolveandeventuallywornhimdown.(Catherinewasastrong, stubbornwoman.)HadhesetouttoconvinceClementtochangehisverdictonthemarriage’svalidity,or triedtocompromiseandnegotiatewithhim,hewouldhavegottenboggeddowninClement’sfavorite tactic:playingfortime,promisingflexibility,butactuallygettingwhatpopesalwaysgot theirway.

Henrywouldhavenoneofthis.Heplayedadevastatingpowergame totaldisdain.Byignoring peopleyoucancelthemout.Thisunsettlesandinfuriatesthem butsincetheyhavenodealingswithyou, thereisnothingtheycando.

Andinthisviewitisadvisabletoleteveryoneofyouracquaintance whethermanorwoman feel nowandthenthatyoucouldverywelldispensewiththeircompany.Thiswillconsolidatefriendship. Nay,withmostpeopletherewillbenoharminoccasionallymixingagrainofdisdainwithyour treatmentofthem;thatwillmakethemvalueyourfriendshipallthemore.Chinonstimavienstimato, asasubtleItalianproverbhasit todisregardistowinregard.Butifwereallythinkveryhighlyofa person,weshouldconcealitfromhimlikeacrime Thisisnotaverygratifyingthingtodo,butitis right.Why,adogwillnotbearbeingtreatedtookindly,letaloneaman!

ARTHURSCHOPENHAUER,1788-1860

THEMONKEYANDTHEPEAS

Amonkeywascarryingtwohandfulsofpeas.Onelittlepeadroppedout.Hetriedtopickitup,and spilttwenty Hetriedtopickupthetwenty,andspiltthemall Thenhelosthistemper,scatteredthe peasinalldirections,andranaway.

FABLES,LEOTOLSTOY,1828-1910

Thisistheoffensiveaspectofthelaw.Playingthecardofcontemptisimmenselypowerful,foritlets youdeterminetheconditionsoftheconflict.Thewariswagedonyourterms.Thisistheultimatepower pose:Youaretheking,andyouignorewhatoffendsyou.Watchhowthistacticinfuriatespeople halfof whattheydoistogetyourattention,andwhenyouwithholditfromthem,theyflounderinfrustration.

MAN:Kickhim he’llforgiveyou.Flatterhim hemayormaynot seethroughyou.Butignorehimandhe’llhateyou.

IdriesShah,CaravanofDreams,1968

Assomemakegossipoutofeverything,soothersmakemuchadoabouteverything Theyarealways talkingbig,[and] takeeverythingseriously,makingaquarrelandamysteryofit.Youshouldtake veryfewgrievancestoheart,fortodosoistogiveyourselfgroundlessworry.Itisatopsyturvywayof behavingtotaketoheartcareswhichyououghttothrowoveryourshoulder.Manythingswhich seemedimportant[atthetime] turnouttobeofnoaccountwhentheyareignored;andothers,which seemtrifling,appearformidablewhenyoupayattentiontothem.Thingscaneasilybesettledatthe outset,butnotsolateron Inmanycases,theremedyitselfisthecauseofthedisease:toletthingsbe isnottheleastsatisfactoryoflife’srules.

BALTASARGRACIÁN,1601-1658

influence

KEYSTOPOWER

Desireoftencreatesparadoxicaleffects:Themoreyouwantsomething,themoreyouchaseafterit,the moreiteludesyou.Themoreinterestyoushow,themoreyourepeltheobjectofyourdesire.Thisis becauseyourinterestistoostrong itmakespeopleawkward,evenfearful.Uncontrollabledesiremakes youseemweak,unworthy,pathetic.

Youneedtoturnyourbackonwhatyouwant,showyourcontemptanddisdain.Thisisthekindof powerfulresponsethatwilldriveyourtargetscrazy Theywillrespondwithadesireoftheirown,which issimplytohaveaneffectonyou perhapstopossessyou,perhapstohurtyou.Iftheywanttopossess you,youhavesuccessfullycompletedthefirststepofseduction.Iftheywanttohurtyou,youhave unsettledthemandmadethemplaybyyourrules(seeLaws8and39onbaitingpeopleintoaction). Contemptistheprerogativeoftheking.Wherehiseyesturn,whathedecidestosee,iswhathas reality;whatheignoresandturnshisbackonisasgoodasdead.ThatwastheweaponofKingLouisXIV ifhedidnotlikeyou,heactedasifyouwerenotthere,maintaininghissuperioritybycuttingoffthe dynamicofinteraction.Thisisthepoweryouhavewhenyouplaythecardofcontempt,periodically showingpeoplethatyoucandowithoutthem.

Ifchoosingtoignoreenhancesyourpower,itfollowsthattheoppositeapproach commitmentand engagement oftenweakensyou.Bypayingundueattentiontoapunyenemy,youlookpuny,andthe longerittakesyoutocrushsuchanenemy,thelargertheenemyseems WhenAthenssetouttoconquerthe islandofSicily,in415B.C.,agiantpowerwasattackingatinyone.YetbyentanglingAthensinalongdrawn-outconflict,Syracuse,Sicily’smostimportantcity-state,wasabletogrowinstatureand confidence.FinallydefeatingAthens,itmadeitselffamousforcenturiestocome.Inrecenttimes, PresidentJohnF.KennedymadeasimilarmistakeinhisattitudetoFidelCastroofCuba:Hisfailed invasionattheBayofPigs,in1961,madeCastroaninternationalhero.

Aseconddanger:Ifyousucceedincrushingtheirritant,orevenifyoumerelywoundit,youcreate sympathyfortheweakerside.CriticsofFranklinD.Rooseveltcomplainedbitterlyaboutthemoneyhis administrationspentongovernmentprojects,buttheirattackshadnoresonancewiththepublic,whosaw thepresidentasworkingtoendtheGreatDepression.Hisopponentsthoughttheyhadanexamplethat wouldshowjusthowwastefulhehadbecome:hisdog,Fala,whichhelavishedwithfavorsandattention. Criticsrailedathisinsensitivity spendingtaxpayers’moneyonadogwhilesomanyAmericanswere stillinpoverty.ButRoosevelthadaresponse:How darehiscriticsattackadefenselesslittledog?His speechindefenseofFalawasoneofthemostpopularheevergave.Inthiscase,theweakpartyinvolved wasthepresident’sdogandtheattackbackfired inthelongrun,itonlymadethepresidentmore sympathetic,sincemanypeoplewillnaturallysidewiththe“underdog,”justastheAmericanpubliccame tosympathizewiththewilybutoutnumberedPanchoVilla.

Itistemptingtowanttofixourmistakes,buttheharderwetry,theworseweoftenmakethem.Itis sometimesmorepolitictoleavethemalone.In1971,whentheNewYorkTimespublishedthePentagon Papers,agroupofgovernmentdocumentsaboutthehistoryofU.S.involvementinIndochina,Henry Kissingereruptedintoavolcanicrage.FuriousabouttheNixonadministration’svulnerabilitytothiskind ofdamagingleak,hemaderecommendationsthateventuallyledtotheformationofagroupcalledthe Plumberstoplugtheleaks ThiswastheunitthatlaterbrokeintoDemocraticPartyofficesinthe WatergateHotel,settingoffthechainofeventsthatledtoNixon’sdownfall.Inrealitythepublicationof thePentagonPaperswasnotaseriousthreattotheadministration,butKissinger’sreactionmadeitabig deal.Intryingtofixoneproblem,hecreatedanother:aparanoiaforsecuritythatintheendwasmuch moredestructivetothegovernment.HadheignoredthePentagonPapers,thescandaltheyhadcreated wouldeventuallyhaveblownover.

Insteadofinadvertentlyfocusingattentiononaproblem,makingitseemworsebypublicizinghow

muchconcernandanxietyitiscausingyou,itisoftenfarwisertoplaythecontemptuousaristocrat,not deigningtoacknowledgetheproblem’sexistence.Thereareseveralwaystoexecutethisstrategy.

Firstthereisthesour-grapesapproach.Ifthereissomethingyouwantbutthatyourealizeyoucannot have,theworstthingyoucandoisdrawattentiontoyourdisappointmentbycomplainingaboutit.An infinitelymorepowerfultacticistoactasifitneverreallyinterestedyouinthefirstplace.Whenthe writerGeorgeSand’ssupportersnominatedhertobethefirstfemalememberoftheAcadémieFrançaise, in1861,Sandquicklysawthattheacademywouldneveradmither.Insteadofwhining,though,she claimedshehadnointerestinbelongingtothisgroupofworn-out,overrated,out-of-touchwindbags.Her disdainwastheperfectresponse:Hadsheshownherangeratherexclusion,shewouldhaverevealed howmuchitmeanttoher.Insteadshebrandedtheacademyaclubofoldmen andwhyshouldshebe angryordisappointedatnothavingtospendhertimewiththem?Crying“sourgrapes”issometimesseen asareflectionoftheweak;itisactuallythetacticofthepowerful

THEMANANDHISSHADOW

Therewasacertainoriginalmanwhodesiredtocatchhisownshadow.Hemakesasteportwo towardit,butitmovesawayfromhim.Hequickenshispace;itdoesthesame.Atlasthetakesto running;butthequickerhegoes,thequickerrunstheshadowalso,utterlyrefusingtogiveitselfup, justasifithadbeenatreasure.Butsee!oureccentricfriendsuddenlyturnsround,andwalksaway fromit Andpresentlyhelooksbehindhim;nowtheshadowrunsafterhim Ladiesfair,Ihaveoften observed...thatFortunetreatsusinasimilarway.Onemantrieswithallhismighttoseizethe goddess,andonlyloseshistimeandhistrouble.Anotherseems,toallappearance,toberunningout ofhersight;but,no:sheherselftakesapleasureinpursuinghim.

FABLES,IVANKRILOFF,1768-1844

Second,whenyouareattackedbyaninferior,deflectpeople’sattentionbymakingitclearthatthe attackhasnotevenregistered.Lookaway,oranswersweetly,showinghowlittletheattackconcernsyou. Similarly,whenyouyourselfhavecommittedablunder,thebestresponseisoftentomakelessofyour mistakebytreatingitlightly.

TheJapaneseemperorGo-Saiin,agreatdiscipleoftheteaceremony,ownedapricelessantiquetea bowlthatallthecourtiersenvied.Onedayaguest,DainagonTsunehiro,askedifhecouldcarrythetea bowlintothelight,toexamineitmoreclosely.Thebowlrarelyleftthetable,buttheemperorwasin goodspiritsandheconsented AsDainagoncarriedthebowltotherailingoftheverandah,however,and heldituptothelight,itslippedfromhishandsandfellonarockinthegardenbelow,smashingintotiny fragments.

Theemperorofcoursewasfurious.“Itwasindeedmostclumsyofmetoletitdropinthisway,”said Dainagon,withadeepbow,“butreallythereisnotmuchharmdone.ThisIdotea-bowlisaveryoldone anditisimpossibletosayhowmuchlongeritwouldhavelasted,butanyhowitisnotathingofany publicuse,soIthinkitratherfortunatethatithasbrokenthus.”Thissurprisingresponsehadanimmediate effect:Theemperorcalmeddown.Dainagonneithersnivelednoroverapologized,butsignaledhisown worthandpowerbytreatinghismistakewithatouchofdisdain.Theemperorhadtorespondwitha similararistocraticindifference;hisangerhadmadehimseemlowandpetty animageDainagonwas abletomanipulate.

Amongequalsthistacticmightbackfire:Yourindifferencecouldmakeyouseemcallous Butwitha master,ifyouactquicklyandwithoutgreatfuss,itcanworktogreateffect:Youbypasshisangry response,savehimthetimeandenergyhewouldwastebybroodingoverit,andallowhimthe

opportunitytodisplayhisownlackofpettinesspublicly

Ifwemakeexcusesanddenialswhenwearecaughtinamistakeoradeception,westirthewatersand makethesituationworse.Itisoftenwisertoplaythingstheoppositeway.TheRenaissancewriterPietro Aretinooftenboastedofhisaristocraticlineage,whichwas,ofcourse,afiction,sincehewasactuallythe sonofashoemaker.Whenanenemyofhisfinallyrevealedtheembarrassingtruth,wordquicklyspread, andsoonallofVenice(wherehelivedatthetime)wasaghastatAretino’slies.Hadhetriedtodefend himself,hewouldhaveonlydraggedhimselfdown.Hisresponsewasmasterful:Heannouncedthathe wasindeedthesonofashoemaker,butthisonlyprovedhisgreatness,sincehehadrisenfromthelowest stratumofsocietytoitsverypinnacle.Fromthenonhenevermentionedhispreviouslie,trumpeting insteadhisnewpositiononthematterofhisancestry.

Remember:Thepowerfulresponsestoniggling,pettyannoyancesandirritationsarecontemptand disdain Nevershowthatsomethinghasaffectedyou,orthatyouareoffended thatonlyshowsyouhave acknowledgedaproblem.Contemptisadishthatisbestservedcoldandwithoutaffectation.

Image: TheTiny Wound.

Itissmallbutpainfulandirritating You tryallsortsofmedicaments,youcom plain,youscratchandpickatthescab. Doctorsonlymakeitworse,transforming thetinywoundintoagravematter.Ifonly youhadleftthewoundalone,lettingtime healitandfreeingyourselfofworry.

Authority:Knowhowtoplaythecardofcontempt Itisthemostpolitickindofrevenge Forthereare manyofwhomweshouldhaveknownnothingiftheirdistinguishedopponentshadtakennonoticeof them.Thereisnorevengelikeoblivion,foritistheentombmentoftheunworthyinthedustoftheirown nothingness.(BaltasarGracián,1601-1658)

REVERSAL

Youmustplaythecardofcontemptwithcareanddelicacy.Mostsmalltroubleswillvanishontheirown ifyouleavethembe;butsomewillgrowandfesterunlessyouattendtothem.Ignoreapersonofinferior statureandthenexttimeyoulookhehasbecomeaseriousrival,andyourcontempthasmadehim vengefulaswell.ThegreatprincesofRenaissanceItalychosetoignoreCesareBorgiaattheoutsetofhis careerasayounggeneralinthearmyofhisfather,PopeAlexanderVI Bythetimetheypaidattentionit wastoolate thecubwasnowalion,gobblingupchunksofItaly.Often,then,whileyoushowcontempt publiclyyouwillalsoneedtokeepaneyeontheproblemprivately,monitoringitsstatusandmakingsure itgoesaway.Donotletitbecomeacancerouscell.

Developtheskillofsensingproblemswhentheyarestillsmallandtakingcareofthembeforethey becomeintractable.Learntodistinguishbetweenthepotentiallydisastrousandthemildlyirritating,the

nuisancethatwillquietlygoawayonitsown Ineithercase,though,nevercompletelytakeyoureyeoffit Aslongasitisaliveitcansmolderandsparkintolife.

CREATECOMPELLINGSPECTACLES JUDGMENT

Strikingimageryandgrandsymbolicgesturescreatetheauraofpower everyonerespondstothem. Stagespectaclesforthosearoundyou,then,fullofarrestingvisualsandradiantsymbolsthatheighten yourpresence.Dazzledbyappearances,noonewillnoticewhatyouarereallydoing.

ANTONYANDCLEOPATHA

Shereliedabovealluponherphysicalpresenceandthespellandenchantmentwhichitcould create ShecamesailinguptheriverCydnusinabargewithapoopofgold,itspurplesails billowinginthewind,whileherrowerscaressedthewaterwithoarsofsilverwhichdippedintimeto themusicoftheflute,accompaniedbypipesandlutes.Cleopatraherselfreclinedbeneathacanopyof clothofgold,dressedinthecharacterofAphrodite,asweseeherinpaintings,whileoneithersideto completethepicturestoodboyscostumedasCupidswhocooledherwiththeirfans.Insteadofacrew thebargewaslinedwiththemostbeautifulofherwaiting-womenattiredasNereidsandGraces,some attherudders,othersatthetackleofthesails,andallthewhileanindescribablyrichperfume, exhaledfrominnumerablecensers,waswaftedfromthevesseltotheriverbanks.Greatmultitudes accompaniedthisroyalprogress,someofthemfollowingthequeenonbothsidesoftheriverfromits verymouth,whileothershurrieddownfromthecityofTarsustogazeatthesight.Graduallythe crowdsdriftedawayfromthemarketplace,whereAntonyawaitedthequeenenthronedonhistribunal, untilatlasthewasleftsittingquitealone AndthewordspreadoneverysidethatAphroditehadcome torevelwithDionysusforthehappinessofAsia.AntonythensentamessageinvitingCleopatratodine withhim.Butshethoughtitmoreappropriatethatheshouldcometoher,andso,ashewishedtoshow hiscourtesyandgoodwill,heacceptedandwent.Hefoundthepreparationsmadetoreceivehim magnificentbevondwords,butwhatastonishedhimmostofallwastheextraordinarynumberof lights Somanyofthese,itissaid,wereletdownfromtheroofanddisplayedonallsidesatonce,and theywerearrangedandgroupedinsuchingeniouspatternsinrelationtoeachother,someinsquares andsomeincircles,thattheycreatedasbrilliantaspectacleascaneverhavebeendevisedtodelight theeve.

Intheearly1780s,wordspreadthroughBerlinofthestrangeandspectacularmedicalpracticeofaDr. Weisleder.Heperformedhismiraclesinanenormousconvertedbeerhall,outsidewhichBerlinersbegan

LAW37

LIFEOFANTONY.PLI[ARCH.C.A.D.46-120 OBSERVANCEOFTHELAWI

tonoticeeverlongerlinesofpeople theblind,thelame,anyonewithanillnessincurablebynormal medicine.Whenitleakedoutthatthedoctorworkedbyexposingthepatienttotheraysofthemoon,he soonbecamedubbedTheMoonDoctorofBerlin.

Sometimein1783,itwasreportedthatDr.Weislederhadcuredawell-to-dowomanofaterrible ailment.Hesuddenlybecameacelebrity.PreviouslyonlythepoorestBerlinershadbeenseenwaiting outsidethebeerhallintheirrags;nowmagnificentcarriageswereparkedoutside,andgentlemeninfrock coats,andladieswithenormouscoiffures,linedthestreetassunsetdrewnear.Evenfolkwiththemildest ofailmentscame,outofsheercuriosity.Astheywaitedinline,thepoorerclientswouldexplaintothe gentlemenandladiesthatthedoctoronlypracticedwhenthemoonwasinitsincrescentphase.Many wouldaddthattheythemselveshadalreadybeenexposedtothehealingpowershecalledforthfromthe raysofthemoon.Eventhosewhofeltcuredkeptcomingback,drawnbythispowerfulexperience.

Insidethebeerhall,astrangeandstirringspectaclegreetedthevisitor:Packedintotheentrancehall wasacrowdofallclassesandethnicbackgrounds,averitableTowerofBabel.Throughtallwindowson thenorthernsideofthehall,silverymoonlightpouredinatoddangles.Thedoctorandhiswife,who,it seemed,wasalsoabletoeffectthecure,practicedonthesecondfloor,whichwasreachedbyastairway, attheendofthehall.Asthelineedgedclosertothestairs,thesickwouldhearshoutsandcriesfrom above,andwordwouldspreadof,perhaps,ablindgentlemansuddenlyabletosee.

Onceupstairs,thelinewouldforkintwodirections,towardanorthernroomforthedoctor,asouthern oneforhiswife,whoworkedonlyontheladies.Finally,afterhoursofanticipationandwaitinginline, thegentlemenpatientswouldbeledbeforetheamazingdoctorhimself,anelderlymanwithafewstalks ofwildgrayhairandanairofnervousenergy.Hewouldtakethepatient(letussayayoungboy,brought inbyhisfather),uncovertheafflictedbodypart,andlifttheboyuptothewindow,whichfacedthelight ofthemoon Hewouldrubthesiteoftheinjuryorillness,mumblesomethingunintelligible,look knowinglyatthemoon,andthen,aftercollectinghisfee,sendtheboyandhisfatherontheirway. Meanwhile,inthesouth-facingroom,hiswifewouldbedoingthesamewiththeladies whichwasodd, really,sincethemooncannotappearintwoplacesatonce;itcannothavebeenvisible,inotherwords, frombothwindows.Apparentlythemerethought,idea,andsymbolofthemoonwereenough,forthe ladiesdidnotcomplain,andwouldlaterremarkconfidentlythatthewifeoftheMoonDoctorhadthe samehealingpowersashe.

Interpretation

Dr.Weisledermayhaveknownnothingaboutmedicine,butheunderstoodhumannature.Herecognized thatpeopledonotalwayswantwords,orrationalexplanations,ordemonstrationsofthepowersof science;theywantanimmediateappealtotheiremotions.Givethemthatandtheywilldotherest such asimaginetheycanbehealedbythelightreflectedfromarockaquartermillionmilesaway.Dr. Weislederhadnoneedofpills,oroflengthylecturesonthemoon’spower,orofanysillygadgetryto amplifyitsrays.Heunderstoodthatthesimplerthespectaclethebetter justthemoonlightpouringin fromtheside,thestairwayleadingtotheheavens,andtheraysofthemoon,whetherdirectlyvisibleor not.Anyaddedeffectsmighthavemadeitseemthatthemoonwasnotstrongenoughonitsown.Andthe moonwasstrongenough itwasamagnetforfantasies,asithasbeenthroughouthistory.Simplyby associatinghimselfwiththeimageofthemoon,thedoctorgainedpower.

Remember:Yoursearchforpowerdependsonshortcuts.Youmustalwayscircumventpeople’s suspicions,theirperversedesiretoresistyourwill.Imagesareanextremelyeffectiveshortcut:Bypassing

thehead,theseatofdoubtandresistance,theyaimstraightfortheheart Overwhelmingtheeyes,they createpowerfulassociations,bringingpeopletogetherandstirringtheiremotions.Withthewhitelightof themoonintheireyes,yourtargetsareblindedtothedeceptionsyoupractice.

OBSERVANCEOFTHELAWII

In1536thefuturekingHenriIIofFrancetookhisfirstmistress,DianedePoitiers.Dianewasthirtysevenatthetime,andwasthewidowofthegrandseneschalofNormandy.Henri,meanwhile,wasa sprightlyladofseventeen,whowasjustbeginningtosowhiswildoats.Atfirsttheirunionseemed merelyplatonic,withHenrishowinganintenselyspiritualdevotiontoDiane.Butitsoonbecameclear thathelovedherineveryway,preferringherbedtothatofhisyoungwife,Catherinede’Médicis.

In1547KingFrancisdiedandHenriascendedtothethrone ThisnewsituationposedperilsforDiane dePoitiers.Shehadjustturnedforty-eight,anddespitehernotoriouscoldbathsandrumoredyouth potions,shewasbeginningtoshowherage;nowthatHenriwasking,perhapshewouldreturntothe queen’sbed,anddoasotherkingshaddone choosemistressesfromthebevyofbeautieswhomadethe FrenchcourttheenvyofEurope.Hewas,afterall,onlytwenty-eight,andcutadashingfigure.ButDiane didnotgiveupsoeasily.Shewouldcontinuetoenthrallherlover,asshehadenthralledhimforthepast elevenyears.

IntheMiddleAgesthesymbolistattitudewasmuchmoreinevidence Symbolismappearsasasort ofshortcutofthought.Insteadoflookingfortherelationbetweentwothingsbyfollowingthehidden detoursoftheircausalconnexions,thoughtmakesaleapanddiscoverstheirrelationnotinthe connexionofcauseandeffects,butinaconnexionofsignification....Symbolistthoughtpermitsan infinityofrelationsbetweenthings.Eachthingmaydenoteanumberofdistinctideasbyitsdifferent specialqualities,andaqualitymayhaveseveralsymbolicmeanings.Thehighestconceptionshave symbolsbythethousand Nothingistoohumbletorepresentandglorythesublime Thewalnut signifiesChrist:thesweetkernelisHisdivinenature,thegreenandpulpyouterpeelisHishumanity, thewoodenshellbetweenisthecross.Thusallthingsraisehisthoughtstotheeternal....Every preciousstone,besidesitsnaturalsplendoursparkleswiththebrillianceofitssymbolicvalues.The assimilationofrosesandvirginityismuchmorethanapoeticcomparison,foritrevealstheircommon essence Aseachnotionarisesinthemindthelogicofsymbolismcreatesanharmonyofideas THEWANINGOFTHEMIDDLEAGES,JOHANHUIZINGA,1928

Diane’ssecretweaponsweresymbolsandimages,towhichshehadalwayspaidgreatattention.Early oninherrelationshipwithHenri,shehadcreatedamotifbyintertwiningherinitialswithhis,to symbolizetheirunion.Theideaworkedlikeacharm:Henriputthisinsigniaeverywhere onhisroyal robes,onmonuments,onchurches,onthefacadeoftheLouvre,thentheroyalpalaceinParis.Diane’s favoritecolorswereblackandwhite,whichsheworeexclusively,andwhereveritwaspossiblethe insigniaappearedinthesecolors Everyonerecognizedthesymbolanditsmeaning SoonafterHenritook thethrone,however,Dianewentstillfurther:ShedecidedtoidentifyherselfwiththeRomangoddess Diana,hernamesake.Dianawasthegoddessofthehunt,thetraditionalroyalpastimeandtheparticular passionofHenri.Equallyimportant,inRenaissanceartshesymbolizedchastityandpurity.Forawoman likeDianetoidentifyherselfwiththisgoddesswouldinstantlycallupthoseimagesinthecourt,giving heranairofrespectability.Symbolizingher“chaste”relationshipwithHenri,itwouldalsosetherapart

fromtheadulterousliaisonsofroyalmistressespast

Toeffectthisassociation,DianebeganbycompletelytransforminghercastleatAnet.Sherazedthe building’sstructureandinitsplaceerectedamagnificentDoric-columnededificemodeledafteraRoman temple.ItwasmadeinwhiteNormandystonefleckedwithblacksilex,reproducingDiane’strademark colorsofblackandwhite.TheinsigniaofherandHenri’sinitialsappearedonthecolumns,thedoors,the windows,thecarpet.Meanwhile,symbolsofDiana crescentmoons,stags,andhounds adornedthe gatesandfacade.Inside,enormoustapestriesdepictingepisodesinthelifeofthegoddesslayonthe floorsandhungonthewalls.InthegardenstoodthefamousGoujonsculptureDianeChasseresse,which isnowintheLouvre,andwhichhadanuncannyresemblancetoDianedePoitiers.Paintingsandother depictionsofDianaappearedineverycornerofthecastle.

AnetoverwhelmedHenri,whosoonwastrumpetingtheimageofDianedePoitiersasaRoman goddess In1548,whenthecoupleappearedtogetherinLyonsforaroyalcelebration,thetownspeople welcomedthemwithatableauvivantdepictingascenewithDianathehuntress.France’sgreatestpoetof theperiod,PierredeRonsard,begantowriteversesinhonorofDiana indeedakindofcultofDiana sprangup,allinspiredbytheking’smistress.ItseemedtoHenrithatDianehadgivenherselfakindof divineaura,andasifheweredestinedtoworshipherfortherestofhislife.Anduntilhisdeath,in1559, hedidremainfaithfultoher makingheraduchess,givingheruntoldwealth,anddisplayinganalmost religiousdevotiontohisfirstandonlymistress.

Interpretation

DianedePoitiers,awomanfromamodestbourgeoisbackground,managedtocaptivateHenriforover twentyyears.Bythetimehediedshewaswellintohersixties,yethispassionforheronlyincreasedwith theyears.Sheknewthekingwell.Hewasnotanintellectualbutaloveroftheoutdoors heparticularly lovedjoustingtournaments,withtheirbrightpennants,brilliantlycaparisonedhorses,andbeautifully dressedwomen.Henri’sloveofvisualsplendorseemedchildliketoDiane,andsheplayedonthis weaknessofhisateveryopportunity.

MostastuteofallwasDiane’sappropriationofthegoddessDiana Hereshetookthegamebeyond physicalimageryintotherealmofthepsychicsymbol.Itwasquiteafeattotransformaking’smistress intoanemblemofpowerandpurity,butshemanagedit.Withouttheresonanceofthegoddess,Dianewas merelyanagingcourtesan.WiththeimageryandsymbolismofDianaonhershoulders,sheseemeda mythicforce,destinedforgreatness.

Youtoocanplaywithimageslikethese,weavingvisualcluesintoanencompassinggestalt,asDiane didwithhercolorsandherinsignia.Establishatrademarklikethesetosetyourselfapart.Thentakethe gamefurther:Findanimageorsymbolfromthepastthatwillneatlyfityoursituation,andputitonyour shoulderslikeacape.Itwillmakeyouseemlargerthanlife. TherewasamannamedSakamotoyaHechigwanwholivedinupperKyoto....When[Emperor] HideyoshigavehisgreatCha-no-yu[teaceremony] meetingatKitanointhetenthmonthof1588, Hechigwansetupagreatredumbrellaninefeetacrossmountedonasticksevenfeethigh.The circumferenceofthehandlehesurroundedforabouttwofeetbyareedfenceinsuchawaythatthe raysofthesunwerereflectedfromitanddiffusedthecolouroftheumbrellaallaround Thisdevice pleasedHideyoshisomuchthatheremittedHechigwan’staxesasareward.

CHA-NO-YU:THEJAPANESETEACEREMONY,A.L.SADLER,1962

Becauseofthelightitshinesontheotherstarswhichmakeupakindof courtaroundit,becauseofthejustandequaldistributionofitsraysto allalike,becauseofthegooditbringstoallplaces,producinglife,joy andaction,becauseofitsconstancyfromwhichitnevervaries,Ichose thesunasthemostmagnificentimagetorepresentagreatleader.

LouisXIV,theSunKing,1638-1715

KEYSTOPOWER

Usingwordstopleadyourcaseisriskybusiness:Wordsaredangerousinstruments,andoftengoastray. Thewordspeopleusetopersuadeusvirtuallyinviteustoreflectonthemwithwordsofourown;we mullthemover,andoftenendupbelievingtheoppositeofwhattheysay.(Thatispartofourperverse nature.)Italsohappensthatwordsoffendus,stirringupassociationsunintendedbythespeaker.

Thevisual,ontheotherhand,short-circuitsthelabyrinthofwords.Itstrikeswithanemotionalpower andimmediacythatleavenogapsforreflectionanddoubt.Likemusic,itleapsrightoverrational, reasonablethoughts.ImaginetheMoonDoctortryingtomakeacaseforhismedicalpractice,tryingto convincetheunconvertedbytellingthemaboutthehealingpowersofthemoon,andabouthisownspecial connectiontoadistantobjectinthesky.Fortunatelyforhim,hewasabletocreateacompellingspectacle thatmadewordsunnecessary.Themomenthispatientsenteredthebeerhall,theimageofthemoonspoke eloquentlyenough.

Understand:Wordsputyouonthedefensive.Ifyouhavetoexplainyourselfyourpowerisalreadyin question.Theimage,ontheotherhand,imposesitselfasagiven.Itdiscouragesquestions,creates forcefulassociations,resistsunintendedinterpretations,communicatesinstantly,andforgesbondsthat transcendsocialdifferences.Wordsstirupargumentsanddivisions;imagesbringpeopletogether.They arethequintessentialinstrumentsofpower.

Thesymbolhasthesameforce,whetheritisvisual(thestatueofDiana)oraverbaldescriptionof somethingvisual(thewords“theSunKing”).Thesymbolicobjectstandsforsomethingelse,something abstract(suchastheimage“Diana”standingforchastity) Theabstractconcept purity,patriotism, courage,love isfullofemotionalandpowerfulassociations.Thesymbolisashortcutofexpression, containingdozensofmeaningsinonesimplephraseorobject.ThesymboloftheSunKing,asexplained byLouisXIV,canbereadonmanylayers,butthebeautyofitisthatitsassociationsrequiredno explanation,spokeimmediatelytohissubjects,distinguishedhimfromallotherkings,andconjuredupa kindofmajestythatwentfarbeyondthewordsthemselves.Thesymbolcontainsuntoldpower.

Thefirststepinusingsymbolsandimagesistounderstandtheprimacyofsightamongthesenses. BeforetheRenaissance,ithasbeenargued,sightandtheothersenses taste,touch,andsoon operated onarelativelyequalplane.Sincethen,however,thevisualhascometodominatetheothers,andisthe sensewemostdependonandtrust.AsGraciánsaid,“Thetruthisgenerallyseen,rarelyheard.”Whenthe RenaissancepainterFraFilippoLippiwasacapturedslaveamongtheMoors,hewonhisfreedomby sketchingadrawingofhismasteronawhitewallwithapieceofcharcoal;whentheownersawthe drawing,heinstantlyunderstoodthepowerofamanwhocouldmakesuchimages,andletFraLippigo. Thatoneimagewasfarmorepowerfulthananyargumenttheartistcouldhavemadewithwords.

Neverneglectthewayyouarrangethingsvisually.Factorslikecolor,forexample,haveenormous symbolicresonance.WhentheconartistYellowKidWeilcreatedanewslettertoutingthephonystocks

hewaspeddling,hecalleditthe“RedLetterNewsletter”andhaditprinted,atconsiderableexpense,in redink.Thecolorcreatedasenseofurgency,power,andgoodfortune.Weilrecognizeddetailslikethese askeystodeception asdomodernadvertisersandmass-marketers.Ifyouuse“gold”inthetitleof anythingyouaretryingtosell,forexample,printitingold.Sincetheeyepredominates,peoplewill respondmoretothecolorthantotheword.

Thevisualcontainsgreatemotionalpower.TheRomanemperorConstantineworshippedthesunasa godformostofhislife;oneday,though,helookedupatthesun,andsawacrosssuperimposedonit.The visionofthecrossoverthesunprovedtohimtheascendancyofthenewreligion,andheconvertednot justhimselfbutthewholeRomanEmpiretoChristianitysoonthereafter.Allthepreachingand proselytizingintheworldcouldnothavebeenaspowerful.Findandassociateyourselfwiththeimages andsymbolsthatwillcommunicateinthisimmediatewaytoday,andyouwillhaveuntoldpower Mosteffectiveofallisanewcombination afusionofimagesandsymbolsthathavenotbeenseen togetherbefore,butthatthroughtheirassociationclearlydemonstrateyournewidea,message,religion. Thecreationofnewimagesandsymbolsoutofoldonesinthiswayhasapoeticeffect viewers’ associationsrunrampant,givingthemasenseofparticipation.

Visualimagesoftenappearinasequence,andtheorderinwhichtheyappearcreatesasymbol.The firsttoappear,forinstance,symbolizespower;theimageatthecenterseemstohavecentralimportance. NeartheendofWorldWarII,orderscamedownfromGeneralEisenhowerthatAmericantroopswere toleadthewayintoParisafteritsliberationfromtheNazis.TheFrenchgeneralCharlesdeGaulle, however,realizedthatthissequencewouldimplythattheAmericansnowcommandedthefateofFrance. Throughmuchmanipulation,deGaullemadecertainthatheandtheFrenchSecondArmoredDivision wouldappearattheheadoftheliberatingforce Thestrategyworked:Afterhehadsuccessfullypulledoff thisstunt,theAlliesstartedtreatinghimasthenewleaderofanindependentFrance.DeGaulleknewthat aleaderhastolocatehimselfliterallyattheheadofhistroops.Thisvisualassociationiscrucialtothe emotionalresponsethatheneedstoelicit.

Thingschangeinthegameofsymbols:Itisprobablynolongerpossibletoposeasa“sunking,”orto wrapthemantleofDianaaroundyou.Yetyoucanassociateyourselfwithsuchsymbolsmoreindirectly. And,ofcourse,youcanmakeyourownmythologyoutoffiguresfrommorerecenthistory,peoplewho arecomfortablydeadbutstillpowerfullyassociativeinthepubliceye.Theideaistogiveyourselfan aura,astaturethatyournormalbanalappearancesimplywillnotcreate.ByherselfDianedePoitiershad nosuchradiantpowers;shewasashumanandordinaryasmostofus.Butthesymbolelevatedherabove thehumanlot,andmadeherseemdivine.

Usingsymbolsalsohasacourtier-likeeffect,sincetheyareoftengentlerthanbrutishwords The psychotherapistDr.MiltonH.Ericksonalwaystriedtofindsymbolsandimagesthatwouldcommunicate tothepatientinwaysthatwordscouldnot.Whendealingwithaseverelytroubledpatient,hewouldnot questionhimdirectlybutwouldtalkaboutsomethingirrelevant,suchasdrivingthroughthedesertin Arizona,wherehepracticedinthe1950s.Indescribingthishewouldeventuallycometoanappropriate symbolforwhathesuspectedwastheman’sproblem.Ifhefeltthepatientwasisolated,say,Dr.Erickson wouldtalkofasingleiron-woodtree,andhowitsisolationleftitbatteredbythewinds.Makingan emotionalconnectionwiththetreeasasymbol,thepatientwouldopenupmorereadilytothedoctor’s probing.

Usethepowerofsymbolsasawaytorally,animate,anduniteyourtroopsorteam.Duringthe rebellionagainsttheFrenchcrownin1648,thoseloyaltothekingdisparagedtherebelsbycomparing themtotheslingshots(inFrench,frondes)thatlittleboysusetofrightenbigboys CardinaldeRetz decidedtoturnthisdisparagingtermintotherebels’symbol:TheuprisingwasnowknownastheFronde,

andtherebelsasfrondeurs Theybegantowearsashesintheirhatsthatsymbolizedtheslingshot,andthe wordbecametheirrallyingcry.Withoutittherebellionmightwellhavepeteredout.Alwaysfinda symboltorepresentyourcause themoreemotionalassociations,thebetter.

Thebestwaytouseimagesandsymbolsistoorganizethemintoagrandspectaclethatawespeople anddistractsthemfromunpleasantrealities.Thisiseasytodo:Peoplelovewhatisgrand,spectacular, andlargerthanlife.Appealtotheiremotionsandtheywillflocktoyourspectacleinhordes.Thevisualis theeasiestroutetotheirhearts.

Image: TheCrossandthe Sun.Crucifixionand totalradiance.Withone imposedovertheother,a newrealitytakesshape anewpowerisinthe ascendant.Thesym bol noexplanation necessary.

Authority:Thepeoplearealwaysimpressedbythesuperficialappearanceofthings....The[prince] should,atfittingtimesoftheyear,keepthepeopleoccupiedanddistractedwithfestivitiesand spectacles.(NiccolòMachiavelli,1469-1527)

REVERSAL

Nopowerismadeavailablebyignoringimagesandsymbols.Thereisnopossiblereversaltothislaw.

THINKASYOULIKEBUTBEHAVELIKEOTHERS JUDGMENT

Ifyoumakeashowofgoingagainstthetimes,flauntingyourunconventionalideasandunorthodox ways,peoplewillthinkthatyouonlywantattentionandthatyoulookdownuponthem.Theywillfind awaytopunishyouformakingthemfeelinferior.Itisfarsafertoblendinandnurturethecommon touch.Shareyouroriginalityonlywithtolerantfriendsandthosewhoaresuretoappreciateyour uniqueness.

THINKWITHTHEFEWANDSPEAKWITHTHEMANY

Itiseasytorunintodangerbytryingtoswimagainstthestream.OnlyaSocratescouldattempttodo that.Disagreementisregardedasoffensivebecauseitisacondemnationoftheviewsofothers;the numbersofthedisgruntledgrow,onaccounteitherofsomematterthathasbeentheobjectofcensure orofsomepersonwhohaspraisedit:Truthisforthefew,errorisasusualasitisvulgar.Noristhe wisemantoberecognizedbywhathesaysinthemarketplace,forhespeakstherenotwithhisown voice,butwiththatofuniversalfolly,howevermuchhisinmostthoughtsmaygainsayit:Thewiseman avoidsbeingcontradictedassedulouslyasheavoidscontradicting;thepublicityofcensureis withheldfromthatwhichreadilyprovokesit.Thoughtisfree;itcannotandshouldnotbecoerced; retireintothesanctuaryofyoursilenceandifyousometimesallowyourselftobreakit,dosounder theaegisofadiscreetfew.

BALTASARGRACIÁN,1601-1658

TRANSGRESSIONOFTHELAW

Aroundtheyear478B.C.,thecityofSpartasentanexpeditiontoPersialedbytheyoungSpartan noblemanPausanias Thecity-statesofGreecehadrecentlyfoughtoffamightyinvasionfromPersia,and nowPausanias,alongwithalliedshipsfromAthens,hadorderstopunishtheinvadersandwinbackthe islandsandcoastaltownsthatthePersianshadoccupied.BoththeAtheniansandtheSpartanshadgreat respectforPausanias-hehadprovenhimselfasafearlesswarrior,withaflairforthedramatic.

Withamazingspeed,PausaniasandhistroopstookCyprus,thenmovedontothemainlandofAsia MinorknownastheHellespontandcapturedByzantium(modern-dayIstanbul).Nowmasterofpartofthe Persianempire,Pausaniasbegantoshowsignsofbehaviorthatwentbeyondhisnormalflamboyance.He appearedinpublicwearingpomadesinhishairandflowingPersianrobes,andaccompaniedbya bodyguardofEgyptians.HeheldlavishbanquetsinwhichhesatinthePersianmanneranddemandedto beentertained.Hestoppedseeinghisoldfriends,enteredintocommunicationwiththePersianKing Xerxes,andallinallaffectedthestyleandmannerofaPersiandictator.

LAW38

ClearlypowerandsuccesshadgonetoPausanias’shead.Hisarmy-AtheniansandSpartansalike-at firstthoughtthisapassingfancy:Hehadalwaysbeenabitexaggeratedinhisgestures.Butwhenhe flauntedhisdisdainfortheGreeks’simplewayoflife,andinsultedthecommonGreeksoldier,they begantofeelhehadgonetoofar.Althoughtherewasnoconcreteevidenceforthis,rumorsspreadthathe hadgoneovertotheotherside,andthathedreamedofbecomingakindofGreekXerxes.Toquellthe possibilityofmutiny,theSpartansrelievedPausaniasofhiscommandandcalledhimhome Pausanias,however,continuedtodressinthePersianstyle,eveninSparta.Afterafewmonthshe independentlyhiredatriremeandreturnedtotheHellespont,tellinghiscompatriotshewasgoingto continuethefightagainstthePersians.Actually,however,hehaddifferentplans tomakehimselfruler ofallGreece,withtheaidofXerxeshimself.TheSpartansdeclaredhimapublicenemyandsentaship tocapturehim.Pausaniassurrendered,certainthathecouldclearhimselfofthechargesoftreason.Itdid comeoutduringthetrialthatduringhisreignascommanderhehadoffendedhisfellowGreekstimeand again,erectingmonuments,forinstance,inhisownname,ratherthaninthoseofthecitieswhosetroops hadfoughtalongsidehim,aswasthecustom.YetPausaniasprovedright:Despitetheevidenceofhis numerouscontactswiththeenemy,theSpartansrefusedtoimprisonamanofsuchnoblebirth,andlethim go.

Nowthinkinghimselfuntouchable,PausaniashiredamessengertotakealettertoXerxes,butthe messengerinsteadtookthelettertotheSpartanauthorities.Thesemenwantedtofindoutmore,sothey hadthemessengerarrangetomeetPausaniasinatemplewheretheycouldhideandlistenbehinda partition.WhatPausaniassaidshockedthem-theyhadneverheardsuchcontemptfortheirwaysspokenso brazenlybyoneoftheirown andtheymadearrangementsforhisimmediatearrest.

Onhiswayhomefromthetemple,Pausaniasgotwordofwhathadhappened.Herantoanothertemple tohide,buttheauthoritiesfollowedhimthereandplacedsentriesallaround.Pausaniasrefusedto surrender.Unwillingtoforciblyremovehimfromthesacredtemple,theauthoritieskepthimtrapped inside,untilheeventuallydiedofstarvation.

Benevixit,quibenelatuit “Heliveswellwhoconcealshimselfwell.”

OVID,c.43B.C.-A.D.18

Interpretation

AtfirstglanceitmightseemthatPausaniassimplyfellinlovewithanotherculture,aphenomenonasold astime.NevercomfortablewiththeasceticismoftheSpartans,hefoundhimselfenthralledbythe Persianloveofluxuryandsensualpleasure.HeputonPersianrobesandperfumeswithasenseof deliverancefromGreekdisciplineandsimplicity.

Thisishowitappearswhenpeopleadoptacultureinwhichtheywerenotraised.Often,however, thereisalsosomethingelseatplay:Peoplewhoflaunttheirinfatuationwithadifferentcultureare expressingadisdainandcontemptfortheirown.Theyareusingtheoutwardappearanceoftheexoticto separatethemselvesfromthecommonfolkwhounquestioninglyfollowthelocalcustomsandlaws,and toexpresstheirsenseofsuperiority Otherwisetheywouldactwithmoredignity,showingrespectfor thosewhodonotsharetheirdesires.Indeedtheirneedtoshowtheirdifferencesodramaticallyoften makesthemdislikedbythepeoplewhosebeliefstheychallenge,indirectlyandsubtly,perhaps,but offensivelynonetheless.

AsThucydideswroteofPausanias,“Byhiscontemptforthelawsandhisimitationofforeignwayshe

hadmadehimselfverywidelysuspectedofbeingunwillingtoabidebynormalstandards”Cultureshave normsthatreflectcenturiesofsharedbeliefsandideals.Donotexpecttoscoffatsuchthingswith impunity.Youwillbepunishedsomehow,evenifjustthroughisolation apositionofreal powerlessness.

Manyofus,likePausanias,feelthesirencalloftheexotic,theforeign.Measureandmoderatethis desire.Flauntingyourpleasureinalienwaysofthinkingandactingwillrevealadifferentmotive to demonstrateyoursuperiorityoveryourfellows.

Wisemen[shouldbe] likecofferswithdoublebottoms:Whichwhenotherslookinto,beingopened, theyseenotallthattheyhold.

SIRWALTERRALEIGH,1554-1618

WHENTHEWATERSWERECHANGED

OnceuponatimeKhidr,theteacherofMoses,calleduponmankindwithawarning.Atacertaindate, hesaid,allthewaterintheworldwhichhadnotbeenspeciallyhoarded,woulddisappear.Itwould thenberenewed,withdifferentwater,whichwoulddrivemenmad Onlyonemanlistenedtothe meaningofthisadvice.Hecollectedwaterandwenttoasecureplacewherehestoredit,andwaited forthewatertochangeitscharacter.Ontheappointeddatethestreamsstoppedrunning,thewells wentdry,andthemanwhohadlistened,seeingthishappening,wenttohisretreatanddrankhis preservedwater.Whenhesaw,fromhissecurity,thewaterfallsagainbeginningtoflow,thisman descendedamongtheothersonsofmen Hefoundthattheywerethinkingandtalkinginanentirely differentwayfrombefore;yettheyhadnomemoryofwhathadhappened,norofhavingbeenwarned. Whenhetriedtotalktothem,herealizedthattheythoughtthathewasmad,andtheyshowedhostility orcompassion,notunderstanding.Atfirsthedranknoneofthenewwater,butwentbacktohis concealment,todrawonhissupplies,everyday.Finally,however,hetookthedecisiontodrinkthe newwaterbecausehecouldnotbearthelonelinessofliving,behavingandthinkinginadifferentway fromeveryoneelse Hedrankthenewwater,andbecameliketherest Thenheforgotallabouthis ownstoreofspecialwater,andhisfellowsbegantolookuponhimasamadmanwhohadmiraculously beenrestoredtosanity.

TALESOFTHEDERVISHES,IDRIESSHAH,1967

OBSERVANCEOFTHELAW

Duringthelatesixteenthcentury,aviolentreactionagainsttheProtestantReformationeruptedinItaly. TheCounter-Reformation,asitwascalled,includeditsownversionoftheInquisitiontorootoutall deviationsfromtheCatholicChurch.AmongitsvictimswasthescientistGalileo,butanimportantthinker whosufferedevengreaterpersecutionwastheDominicanmonkandphilosopherTommasoCampanella. AfollowerofthematerialistdoctrineoftheRomanphilosopherEpicurus,Campanelladidnotbelieve inmiracles,orinheavenandhell.TheChurchhadpromotedsuchsuperstitions,hewrote,tocontrolthe commonfolkbykeepingtheminfear.Suchideasvergedonatheism,andCampanellaexpressedthem incautiously.In1593theInquisitionthrewhimintoprisonforhishereticalbeliefs.Sixyearslater,asa formofpartialrelease,hewasconfinedtoamonasteryinNaples.

SouthernItalywascontrolledbySpainatthetime,andinNaplesCampanellabecameinvolvedina

plottofightandthrowouttheseinvaders Hishopewastoestablishanindependentrepublicbasedonhis ownideasofutopia.TheleadersoftheItalianInquisition,workingwiththeirSpanishcounterparts,had himimprisonedagain.Thistimetheyalsotorturedhim,todiscoverthetruenatureofhisimpiousbeliefs: Hewassubjectedtotheinfamouslaveglia,atortureinwhichhewassuspendedbyhisarmsina squattingpositionafewinchesaboveaseatstuddedwithspikes.Theposturewasimpossibletosustain, andintimethevictimwouldendupsittingonthespikes,whichwouldtearhisfleshattheslightest contact.

Duringtheseyears,however,Campanellalearnedsomethingaboutpower.Facingtheprospectof executionforheresy,hechangedhisstrategy:Hewouldnotrenouncehisbeliefs,yetheknewhehadto disguisetheiroutwardappearance.

Tosavehislife,Campanellafeignedmadness.Helethisinquisitorsimaginethathisbeliefsstemmed fromanincontrollableunsoundnessofmind Forawhilethetorturescontinued,toseeifhisinsanitywas faked,butin1603hissentencewascommutedtolifeinprison.Thefirstfouryearsofthishespent chainedtoawallinanundergrounddungeon.Despitesuchconditions,hecontinuedtowrite althoughno longerwouldhebesofoolishastoexpresshisideasdirectly.

OnebookofCampanella’s,TheHispanicMonarchy,promotedtheideathatSpainhadadivine missiontoexpanditspowersaroundtheworld,andofferedtheSpanishkingpractical,Machiavelli-type adviceforachievingthis.DespitehisowninterestinMachiavelli,thebookingeneralpresentedideas completelytheoppositetohisown.TheHispanicMonarchywasinfactaploy,anattempttoshowhis conversiontoorthodoxyintheboldestmannerpossible.Itworked:In1626,sixyearsafterits publication,thepopefinallyletCampanellaoutofprison.

Shortlyaftergaininghisfreedom,CampanellawroteAtheismConquered,abookattackingfreethinkers,Machiavellians,Calvinists,andhereticsofallstripes Thebookiswrittenintheformofdebates inwhichhereticsexpresstheirbeliefsandarecounteredbyargumentsforthesuperiorityofCatholicism. Campanellahadobviouslyreformed hisbookmadethatclear.Ordidit?

Theargumentsinthemouthsofthehereticshadneverbeforebeenexpressedwithsuchverveand freshness.Pretendingtopresenttheirsideonlytoknockitdown,Campanellaactuallysummarizedthe caseagainstCatholicismwithstrikingpassion.Whenhearguedtheotherside,supposedlyhisside,onthe otherhand,heresortedtostaleclichésandconvolutedrationales.Briefandeloquent,theheretics’ argumentsseemedboldandsincere.ThelengthyargumentsforCatholicismseemedtiresomeand unconvincing.

Catholicswhoreadthebookfounditdisturbingandambiguous,buttheycouldnotclaimitwas heretical,orthatCampanellashouldbereturnedtoprison.HisdefenseofCatholicism,afterall,used argumentstheyhadusedthemselves Yetintheyearstocome,AtheismConqueredbecameabiblefor atheists,MachiavelliansandlibertineswhousedtheargumentsCampanellahadputintheirmouthsto defendtheirdangerousideas.Combininganoutwarddisplayofconformitywithanexpressionofhistrue beliefsinawaythathissympathizerswouldunderstand,Campanellashowedthathehadlearnedhis lesson.

Interpretation

Inthefaceofawesomepersecution,Campanelladevisedthreestrategicmovesthatsavedhishide, freedhimfromprison,andallowedhimtocontinuetoexpresshisbeliefs.Firsthefeignedmadness the medievalequivalentofdisavowingresponsibilityforone’sactions,likeblamingone’sparentstoday.

Nexthewroteabookthatexpressedtheexactoppositeofhisownbeliefs Finally,andmostbrilliantlyof all,hedisguisedhisideaswhileinsinuatingthematthesametime.Itisanoldbutpowerfultrick:You pretendtodisagreewithdangerousideas,butinthecourseofyourdisagreementyougivethoseideas expressionandexposure.Youseemtoconformtotheprevailingorthodoxy,butthosewhoknowwill understandtheironyinvolved.Youareprotected.

Itisinevitableinsocietythatcertainvaluesandcustomslosecontactwiththeiroriginalmotivesand becomeoppressive.Andtherewillalwaysbethosewhorebelagainstsuchoppression,harboringideas faraheadoftheirtime.AsCampanellawasforcedtorealize,however,thereisnopointinmakinga displayofyourdangerousideasiftheyonlybringyousufferingandpersecution.Martyrdomservesno purpose bettertoliveoninanoppressiveworld,eventothriveinit.Meanwhilefindawaytoexpress yourideassubtlyforthosewhounderstandyou.Layingyourpearlsbeforeswinewillonlybringyou trouble

Nevercombatanyman ‘sopinion;forthoughyoureachedtheageofMethuselah,youwouldneverhave donesettinghimrightuponalltheabsurdthingsthathebelieves

Itisalsowelltoavoidcorrectingpeople’smistakesinconversation,howevergoodyourintentions maybe;foritiseasytooffendpeople,anddifficult,ifnotimpossibletomendthem.

Ifyoufeelirritatedbytheabsurdremarksoftwopeoplewhoseconversationyouhappentooverhear, youshouldimaginethatyouarelisteningtothedialogueoftwofoolsinacomedy.Probatumest. Themanwhocomesintotheworldwiththenotionthatheisreallygoingtoinstructitinmattersofthe highestimportance,maythankhisstarsifheescapeswithawholeskin.

ARTHURSCHOPENHAUER,1788-1860

ForalongtimeIhavenotsaidwhatIbelieved,nordoIeverbelieve whatIsay,andifindeedsometimesIdohappentotellthetruth, Ihideitamongsomanyliesthatitishardtofind.

NiccolòMachiavelli,inalettertoFrancescoGnicciardini,May17,1521

KEYSTOPOWER

Wealltellliesandhideourtruefeelings,forcompletefreeexpressionisasocialimpossibility.Froman earlyagewelearntoconcealourthoughts,tellingthepricklyandinsecurewhatweknowtheywantto hear,watchingcarefullylestweoffendthem.Formostofusthisisnatural thereareideasandvalues thatmostpeopleaccept,anditispointlesstoargue.Webelievewhatwewantto,then,butontheoutside wewearamask.

Therearepeople,however,whoseesuchrestraintsasanintolerableinfringementontheirfreedom, andwhohaveaneedtoprovethesuperiorityoftheirvaluesandbeliefs.Intheend,though,their argumentsconvinceonlyafewandoffendagreatdealmore.Thereasonargumentsdonotworkisthat mostpeopleholdtheirideasandvalueswithoutthinkingaboutthem Thereisastrongemotionalcontent intheirbeliefs:Theyreallydonotwanttohavetoreworktheirhabitsofthinking,andwhenyouchallenge them,whetherdirectlythroughyourargumentsorindirectlythroughyourbehavior,theyarehostile.

Wiseandcleverpeoplelearnearlyonthattheycandisplayconventionalbehaviorandmouth conventionalideaswithouthavingtobelieveinthem.Thepowerthesepeoplegainfromblendinginis thatofbeingleftalonetohavethethoughtstheywanttohave,andtoexpressthemtothepeopletheywant

toexpressthemto,withoutsufferingisolationorostracism Oncetheyhaveestablishedthemselvesina positionofpower,theycantrytoconvinceawidercircleofthecorrectnessoftheirideas perhaps workingindirectly,usingCampanella’sstrategiesofironyandinsinuation.

Inthelatefourteenthcentury,theSpanishbeganamassivepersecutionoftheJews,murdering thousandsanddrivingothersoutofthecountry.ThosewhoremainedinSpainwereforcedtoconvert.Yet overthenextthreehundredyears,theSpanishnoticedaphenomenonthatdisturbedthem:Manyofthe convertslivedtheiroutwardlivesasCatholics,yetsomehowmanagedtoretaintheirJewishbeliefs, practicingthereligioninprivate.Manyoftheseso-calledMarranos(originallyaderogatoryterm,being theSpanishfor“pig”)attainedhighlevelsofgovernmentoffice,marriedintothenobility,andgaveevery appearanceofChristianpiety,onlytobediscoveredlateinlifeaspracticingJews.(TheSpanish Inquisitionwasspecificallycommissionedtoferretthemout.)Overtheyearstheymasteredtheartof dissimulation,displayingcrucifixesliberally,givinggenerousgiftstochurches,evenoccasionallymaking anti-Semiticremarks andallthewhilemaintainingtheirinnerfreedomandbeliefs.

Insociety,theMarranosknew,outwardappearancesarewhatmatter.Thisremainstruetoday.The strategyissimple:AsCampanelladidinwritingAtheismConquered,makeashowofblendingin,even goingsofarastobethemostzealousadvocateoftheprevailingorthodoxy.Ifyousticktoconventional appearancesinpublicfewwillbelieveyouthinkdifferentlyinprivate.

THECITIZENANDTHETRAVELLER

“Lookaroundyou, ”saidthecitizen.“Thisisthelargestmarketintheworld.”“Ohsurelynot,”said thetraveller.“Well,perhapsnotthelargest,”saidthecitizen,“butmuchthebest.”“Youarecertainly wrongthere,”saidthetraveller.“Icantellyou....”Theyburiedthestrangerinthedusk.

FABLES,ROBERTLouisSTEVENSON,1850-1894

IfMachiavellihadhadaprincefordisciple,thefirstthinghewouldhaverecommendedhimtodo wouldhavebeentowriteabookagainstMachiavellism.

VOLTAIRE,1694-1778

Donotbesofoolishastoimaginethatinourowntimetheoldorthodoxiesaregone JonasSalk,for instance,thoughtsciencehadgottenpastpoliticsandprotocol.Andso,inhissearchforapoliovaccine, hebrokealltherules goingpublicwithadiscoverybeforeshowingittothescientificcommunity, takingcreditforthevaccinewithoutacknowledgingthescientistswhohadpavedtheway,makinghimself astar.Thepublicmayhavelovedhimbutscientistsshunnedhim.Hisdisrespectforhiscommunity’s orthodoxieslefthimisolated,andhewastedyearstryingtohealthebreach,andstrugglingforfundingand cooperation.

BertoltBrechtunderwentamodemformofInquisition theHouseUn-AmericanActivitiesCommittee

andapproacheditwithconsiderablecanniness.HavingworkedoffandonintheAmericanfilm industryduringWorldWarII,in1947Brechtwassummonedtoappearbeforethecommitteetoanswer questionsonhissuspectedCommunistsympathies.Otherwriterscalledbeforethecommitteemadea pointofattackingitsmembers,andofactingasbelligerentlyaspossibleinordertogainsympathyfor themselves.Brecht,ontheotherhand,whohadactuallyworkedsteadfastlyfortheCommunistcause, playedtheoppositegame:Heansweredquestionswithambiguousgeneralitiesthatdefiedeasy interpretation.CallittheCampanellastrategy.Brechtevenworeasuit arareeventforhim-andmadea pointofsmokingacigarduringtheproceedings,knowingthatakeycommitteememberhadapassionfor cigars.Intheendhecharmedthecommitteemembers,wholethimgoscot-free.

BrechtthenmovedtoEastGermany,whereheencounteredadifferentkindofInquisition.Herethe

Communistswereinpower,andtheycriticizedhisplaysasdecadentandpessimistic Hedidnotargue withthem,butmadesmallchangesintheperformancescriptstoshutthemup.Meanwhilehemanagedto preservethepublishedtextsaswritten.Hisoutwardconformityinbothcasesgavehimthefreedomto workunhindered,withouthavingtochangehisthinking.Intheend,hemadehiswaysafelythrough dangeroustimesindifferentcountriesthroughtheuseoflittledancesoforthodoxy,andprovedhewas morepowerfulthantheforcesofrepression.

NotonlydopeopleofpoweravoidtheoffensesofPausaniasandSalk,theyalsolearntoplaythe cleverfoxandfeignthecommontouch.Thishasbeentheployofconartistsandpoliticiansthroughoutthe centuries.LeaderslikeJuliusCaesarandFranklinD.Roosevelthaveovercometheirnaturalaristocratic stancetocultivateafamiliaritywiththecommonman.Theyhaveexpressedthisfamiliarityinlittle gestures,oftensymbolic,toshowthepeoplethattheirleaderssharepopularvalues,despitetheirdifferent status

Thelogicalextensionofthispracticeistheinvaluableabilitytobeallthingstoallpeople.Whenyou gointosociety,leavebehindyourownideasandvalues,andputonthemaskthatismostappropriatefor thegroupinwhichyoufindyourself.Bismarckplayedthisgamesuccessfullyforyears therewere peoplewhovaguelyunderstoodwhathewasupto,butnotclearlyenoughthatitmattered.Peoplewill swallowthebaitbecauseitflattersthemtobelievethatyousharetheirideas.Theywillnottakeyouasa hypocriteifyouarecareful forhowcantheyaccuseyouofhypocrisyifyoudonotletthemknow exactlywhatyoustandfor?Norwilltheyseeyouaslackinginvalues.Ofcourseyouhavevalues the valuesyousharewiththem,whileintheircompany.

Authority:Donotgivedogswhatisholy;anddonotthrowyourpearlsbeforeswine,lesttheytrample themunderfootandturntoattackyou.(JesusChrist,Matthew7:6)

Image:TheBlackTheherdshunstheSheep.blacksheep,uncertainwhetherornotitbelongswiththem. Soitstragglesbehind,orwandersawayfromtheherd,whereitiscorneredbywolvesandpromptly devoured.Staywiththeherd thereissafetyinnumbers.Keepyourdifferencesinyourthoughtsandnot inyourfleece.

REVERSAL

Theonlytimeitisworthstandingoutiswhenyoualreadystandout whenyouhaveachievedan unshakablepositionofpower,andcandisplayyourdifferencefromothersasasignofthedistance betweenyou.AspresidentoftheUnitedStates,LyndonJohnsonwouldsometimesholdmeetingswhilehe satonthetoilet.Sincenooneelseeithercouldorwouldclaimsucha“privilege,”Johnsonwasshowing peoplethathedidnothavetoobservetheprotocolsandnicetiesofothers.TheRomanemperorCaligula playedthesamegame:Hewouldwearawoman’snegligee,orabathrobe,toreceiveimportantvisitors. Heevenwentsofarastohavehishorseelectedconsul.Butitbackfired,forthepeoplehatedCaligula, andhisgestureseventuallybroughthisoverthrow.Thetruthisthateventhosewhoattaintheheightsof powerwouldbebetteroffatleastaffectingthecommontouch,foratsomepointtheymayneedpopular support.

Finally,thereisalwaysaplaceforthegadfly,thepersonwhosuccessfullydefiescustomandmocks whathasgrownlifelessinaculture OscarWilde,forexample,achievedconsiderablesocialpoweron thisfoundation:Hemadeitclearthathedisdainedtheusualwaysofdoingthings,andwhenhegave

publicreadingshisaudiencesnotonlyexpectedhimtoinsultthembutwelcomedit Wenotice,however, thathiseccentricroleeventuallydestroyedhim.Evenhadhecometoabetterend,rememberthathe possessedanunusualgenius:Withouthisgifttoamuseanddelight,hisbarbswouldsimplyhaveoffended people.

STIRUPWATERSTOCATCHFISH

JUDGMENT

Angerandemotionarestrategicallycounterproductive.Youmustalwaysstaycalmandobjective.But ifyoucanmakeyourenemiesangrywhilestayingcalmyourself,yougainadecidedadvantage.Put yourenemiesoff-balance:Findthechinkintheirvanitythroughwhichyoucanrattlethemandyou holdthestrings.

ITAKURASHICEMUNEGRINDSHISOWNTEA

TheKyotoShoshidailtakuraSuwo-no-kamiShigemunewasveryfondofCha-no-yu(theteaceremony), andusedtogrindhisownteawhilesittinginthecourtasjudge.Andthereasonwasthis.Heonce askedafriendofhiswhowashiscompanioninCha-no-yu,ateamerchantnamedEiki,totellhim franklywhatwasthepublicopinionabouthim.“Well,”saidEiki,“theysaythatyougetirritatedwith thosewhodon’tgivetheirevidenceveryclearlyandscoldthem,andsopeopleareafraidtobring lawsuitsbeforeyouandiftheydo,thetruthdoesnotcomeout”“Ah,Iamgladyouhavetoldme that,”repliedShigemune,“fornowthatIconsiderit,Ihavefallenintothehabitofspeakingsharply topeopleinthisway,andnodoubthumblefolkandthosewhoarenotreadyinspeechgetflurriedand areunabletoputtheircaseinthebestlight.Iwillseetoitthatthisdoesnotoccurinthefuture.”So afterthishehadateamillplacedbeforehimincourtandinfrontofitthepaper-coveredshojiwere drawnto,andShigemunesatbehindthemandgroundtheteaandthuskepthismindcalmwhilehe heardthecases Andhecouldeasilyseewhetherhiscomposurewasruffiedornotbylookingatthe tea,whichwouldnotfallevenlygroundtotheproperconsistencyifhegotexcited.Andsojusticewas doneimpartiallyandpeoplewentawayfromhiscourtsatisfied.

CHA-NO-YU:THEJAPANESETFACEREMONYA.L.SADLER,1962

TRANSGRESSIONOFTHELAW

InJanuaryof1809,anagitatedandanxiousNapoleonhurriedbacktoParisfromhisSpanishwars.His spiesandconfidantshadconfirmedarumorthathisforeignministerTalleyrandhadconspiredagainsthim withFouché,theministerofpolice.Immediatelyonarrivinginthecapitaltheshockedemperor summonedhisministerstothepalace.Followingthemintothemeetingrightaftertheirarrival,hebegan pacingupanddown,andstartedramblingvaguelyaboutplottersworkingagainsthim,speculators bringingdownthestockmarket,legislatorsdelayinghispolicies andhisownministersundermining him.

AsNapoleontalked,Talleyrandleanedonthemantelpiece,lookingcompletelyindifferent.Facing Talleyranddirectly,Napoleonannounced,“Fortheseministers,treasonhasbegunwhentheypermit

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themselvestodoubt”Attheword“treason”therulerexpectedhisministertobeafraid ButTalleyrand onlysmiled,calmandbored.

Thesightofasubordinateapparentlysereneinthefaceofchargesthatcouldgethimhangedpushed Napoleontotheedge.Therewereministers,hesaid,whowantedhimdead,andhetookastepcloserto Talleyrand whostaredbackathimunfazed.FinallyNapoleonexploded.“Youareacoward,”he screamedinTalleyrand’sface,“amanofnofaith.Nothingissacredtoyou.Youwouldsellyourown father.Ihaveshoweredyouwithrichesandyetthereisnothingyouwouldnotdotohurtme.”Theother ministerslookedateachotherindisbelief theyhadneverseenthisfearlessgeneral,theconquerorof mostofEurope,sounhinged.

“Youdeservetobebrokenlikeglass,”Napoleoncontinued,stamping.“Ihavethepowertodoit,butI havetoomuchcontemptforyoutobother.Whydidn’tIhaveyouhangedfromthegatesoftheTuileries? Butthereisstilltimeforthat”Yelling,almostoutofbreath,hisfacered,hiseyesbulging,hewenton, “You,bytheway,arenothingbutshitinasilkstocking....Whataboutyourwife?Younevertoldmethat SanCarloswasyourwife’slover?”“Indeed,sire,itdidnotoccurtomethatthisinformationhadany bearingonYourMajesty’sgloryormyown,”saidTalleyrandcalmly,completelyunflustered.Afterafew moreinsults,Napoleonwalkedaway.Talleyrandslowlycrossedtheroom,movingwithhischaracteristic limp.Asanattendanthelpedhimwithhiscloak,heturnedtohisfellowministers(allafraidtheywould neverseehimagain),andsaid,“Whatapity,gentlemen,thatsogreatamanshouldhavesuchbad manners.”

Despitehisanger,Napoleondidnotarresthisforeignminister.Hemerelyrelievedhimofhisduties andbanishedhimfromthecourt,believingthatforthismanhumiliationwouldbepunishmentenough.He didnotrealizethatwordhadquicklyspreadofhistirade ofhowtheemperorhadcompletelylost controlofhimself,andhowTalleyrandhadessentiallyhumiliatedhimbymaintaininghiscomposureand dignity.Apagehadbeenturned:Forthefirsttimepeoplehadseenthegreatemperorlosehiscoolunder fire.Afeelingspreadthathewasonthewaydown.AsTalleyrandlatersaid,“Thisisthebeginningofthe end.”

Interpretation

Thiswasindeedthebeginningoftheend.Waterloowasstillsixyearsahead,butNapoleonwasona slowdescenttodefeat,crystallizingin1812withhisdisastrousinvasionofRussia.Talleyrandwasthe firsttoseethesignsofhisdecline,especiallyintheirrationalwarwithSpain.Sometimein1808,the ministerdecidedthatforthefuturepeaceofEurope,Napoleonhadtogo.Andsoheconspiredwith Fouché.

Itispossiblethattheconspiracywasneveranythingmorethanaploy adevicetopushNapoleon overtheedge.Foritishardtobelievethattwoofthemostpracticalmeninhistorywouldonlygo halfwayintheirplotting.Theymayhavebeenonlystirringthewaters,tryingtogoadNapoleonintoa misstep.Andindeed,whattheygotwasthetantrumthatlaidouthislossofcontrolforalltosee.Infact, Napoleon’ssoon-famousblowupthatafternoonhadaprofoundlynegativeeffectonhispublicimage Thisistheproblemwiththeangryresponse.Atfirstitmaystrikefearandterror,butonlyinsome,and asthedayspassandthestormclears,otherresponsesemerge embarrassmentanduneasinessaboutthe shouter’scapacityforgoingoutofcontrol,andresentmentofwhathasbeensaid.Losingyourtemper,you alwaysmakeunfairandexaggeratedaccusations.Afewsuchtiradesandpeoplearecountingthedays untilyouaregone.

Inthefaceofaconspiracyagainsthim,aconspiracybetweenhistwomostimportantministers, Napoleoncertainlyhadarighttofeelangryandanxious.Butbyrespondingsoangrily,andsopublicly,he onlydemonstratedhisfrustration.Toshowyourfrustrationistoshowthatyouhavelostyourpowerto shapeevents;itisthehelplessactionofthechildwhoresortstoahystericalfittogethisway.The powerfulneverrevealthiskindofweakness.

TherewereanumberofthingsNapoleoncouldhavedoneinthissituation Hecouldhavethoughtabout thefactthattwoeminentlysensiblemenhadhadreasontoturnagainsthim,andcouldhavelistenedand learnedfromthem.Hecouldhavetriedtowinthembacktohim.Hecouldevenhavegottenridofthem, makingtheirimprisonmentordeathanominousdisplayofhispower.Notirades,nochildishfits,no embarrassingafter-effects justaquietanddefinitiveseveringofties.

Remember:Tantrumsneitherintimidatenorinspireloyalty.Theyonlycreatedoubtsanduneasiness aboutyourpower.Exposingyourweakness,thesestormyeruptionsoftenheraldafall.

Ifpossible,noanimosityshouldbefeltforanyone Tospeakangrilytoaperson,toshowyourhatred bywhatyousayorbythewayyoulook,isanunnecessaryproceeding-dangerous,foolish,ridiculous, andvulgar.

Angerorhatredshouldneverbeshownotherwisethaninwhatyoudo;andfeelingswillbeallthe moreeffectiveinaction.insofarasyouavoidtheexhibitionoftheminanyotherway.Itisonlythe cold-bloodedanimalswhosebiteispoisonous.

ARTHURSCHOPENHAUER.1788-1860

OBSERVANCEOFTHELAW

Bythelate1920s,HaileSelassiehadnearlyachievedhisgoalofassumingtotalcontroloverEthiopia,a countryhefeltneededstrongandunifiedleadership AsregenttotheempressZauditu(stepdaughterofthe latequeen)andheirtothethrone,SelassiehadspentseveralyearsweakeningthepowerofEthiopia’s variouswarlords.Nowonlyonerealobstaclestoodinhisway:theempressandherhusband,RasGugsa. Selassieknewtheroyalcouplehatedhimandwantedtogetridofhim,sotocutshorttheirplottinghe madeGugsathegovernorofthenorthernprovinceofBegemeder,forcinghimtoleavethecapital,where theempresslived.

ForseveralyearsGugsaplayedtheloyaladministrator.ButSelassiedidnottrusthim:Heknewthat Gugsaandtheempresswereplottingrevenge.AstimepassedandGugsamadenomove,thechancesofa plotonlyincreased.Selassieknewwhathehadtodo:drawGugsaout,getunderhisskin,andpushhim intoactionbeforehewasready.

Forseveralyears,anortherntribe,theAzebuGallas,hadbeeninvirtualrebellionagainstthethrone, robbingandpillaginglocalvillagesandrefusingtopaytaxes Selassiehaddonenothingtostopthem, lettingthemgrowstronger.Finally,in1929,heorderedRasGugsatoleadanarmyagainstthese disobedienttribesmen.Gugsaagreed,butinwardlyheseethed hehadnogrudgeagainsttheAzebu Gallas,andthedemandthathefightthemhurthispride.Hecouldnotdisobeytheorder,butasheworked toputtogetheranarmy,hebegantospreadanuglyrumor thatSelassiewasincahootswiththepope, andplannedtoconvertthecountrytoRomanCatholicismandmakeitacolonyofItaly.Gugsa’sarmy swelled,andsomeofthetribesfromwhichitssoldierscamesecretlyagreedtofightSelassie.InMarch of1930anenormousforceof35,000menbegantomarch,notontheAzebuGallasbutsouth,towardthe

capitalofAddisAbaba Madeconfidentbyhisgrowingstrength,Gugsanowopenlyledaholywarto deposeSelassieandputthecountrybackinthehandsoftrueChristians.

Hedidnotseethetrapthathadbeenlaidforhim.BeforeSelassiehadorderedGugsatofighttheAzebu Gallas,hehadsecuredthesupportoftheEthiopianchurch.Andbeforetherevoltgotunderway,hehad bribedseveralofGugsa’skeyalliesnottoshowupforbattle.Astherebelarmymarchedsouth,airplanes flewoverheaddroppingleafletsannouncingthatthehighestchurchofficialshadrecognizedSelassieas thetrueChristianleaderofEthiopia,andthattheyhadexcommunicatedGugsaforfomentingacivilwar. Theseleafletsseverelybluntedtheemotionsbehindtheholycrusade.Andasbattleloomedandthe supportthatGugsa’sallieshadpromisedhimfailedtoshowup,soldiersbegantofleeordefect.

Whenthebattlecame,therebelarmyquickycollapsed.Refusingtosurrender,RasGugsawaskilledin thefighting.Theempress,distraughtoverherhusband’sdeath,diedafewdayslater.OnApril30, Selassieissuedaformalproclamationannouncinghisnewtitle:EmperorofEthiopia

THEMONKEYANDTHEWASP

Amonkey,whilstmunchingaripepear,waspesteredbythebare-facedimportunitiesofawasp,who, nolensvolens,wouldhaveapart.Afterthreateningthemonkeywithhisangerifhefurtherhesitatedto submittohisdemand,hesettledonthefruit;butwasassoonknockedoffbythemonkey.Theirritable waspnowhadrecoursetoinvective and,afterusingthemostinsultinglanguage,whichtheother calmlylistenedto,hesoworkedhimselfupintoviolentpassionthat,losingallconsiderationofthe penalty,heflewtothefaceofthemonkey,andstunghimwithsuchragethathewasunableto extricatehisweapon,andwascompelledtotearhimselfaway,leavingitinthewound thusentailing onhimselfalingeringdeath,accompaniedbypainsmuchgreaterthanthosehehadinflicted. FABLES,JONATHANBIRCH,1783-1847

Interpretation

HaileSelassiealwayssawseveralmovesahead.HeknewthatifheletRasGugsadecidethetimeand placeoftherevolt,thedangerwouldbemuchgreaterthanifheforcedGugsatoactonSelassie’sterms. Sohegoadedhimintorebellionbyoffendinghismanlypride,askinghimtofightpeoplehehadno quarrelwithonbehalfofamanhehated.Thinkingeverythingoutahead,SelassiemadesurethatGugsa’s rebellionwouldcometonothing,andthathecoulduseittodoawaywithhislasttwoenemies.

ThisistheessenceoftheLaw:Whenthewatersarestill,youropponentshavethetimeandspaceto plotactionsthattheywillinitiateandcontrol.Sostirthewaters,forcethefishtothesurface,getthemto actbeforetheyareready,stealtheinitiative.Thebestwaytodothisistoplayonuncontrollableemotions pride,vanity,love,hate.Oncethewaterisstirredup,thelittlefishcannothelpbutrisetothebait.The angriertheybecome,thelesscontroltheyhave,andfinallytheyarecaughtinthewhirlpoolyouhave made,andtheydrown.

DITCHHIGHPRIEST

Kin’yo,anofficerofthesecondrank,hadabrothercalledtheHighPriestRyogaku,anextremely bad-temperedman Nexttohismonasterygrewalargenettle-treewhichoccasionedthenickname peoplegavehim,theNettle-treeHighPriest.“Thatnameisoutrageous,”saidthehighpriest,andcut downthetree.Thestumpstillbeingleft,peoplereferredtohimnowastheStumpHighPriest.More furiousthanever,Ryogakuhadthestumpdugupandthrownaway,butthisleftabigditch.People

Asovereignshouldneverlaunchanarmyoutofanger, aleadershouldneverstartawaroutofwrath. Sun-tzu,fourthcenturyB.C.

KEYSTOPOWER

Angrypeopleusuallyenduplookingridiculous,fortheirresponseseemsoutofproportiontowhat occasionedit.Theyhavetakenthingstooseriously,exaggeratingthehurtorinsultthathasbeendoneto them.Theyaresosensitivetoslightthatitbecomescomicalhowmuchtheytakepersonally.More comicalstillistheirbeliefthattheiroutburstssignifypower.Thetruthistheopposite:Petulanceisnot power,itisasignofhelplessness.Peoplemaytemporarilybecowedbyyourtantrums,butintheendthey loserespectforyou.Theyalsorealizetheycaneasilyundermineapersonwithsolittleself-control.

Theanswer,however,isnottorepressourangryoremotionalresponses.Forrepressiondrainsusof energyandpushesusintostrangebehavior.Insteadwehavetochangeourperspective:Wehaveto realizethatnothinginthesocialrealm,andinthegameofpower,ispersonal.

Everyoneiscaughtupinachainofeventsthatlongpredatesthepresentmoment.Ourangeroftenstems fromproblemsinourchildhood,fromtheproblemsofourparentswhichstemfromtheirownchildhood, onandon.Ourangeralsohasrootsinthemanyinteractionswithothers,theaccumulateddisappointments andheartachesthatwehavesuffered.Anindividualwilloftenappearastheinstigatorofourangerbutit ismuchmorecomplicated,goesfarbeyondwhatthatindividualdidtous.Ifapersonexplodeswithanger atyou(anditseemsoutofproportiontowhatyoudidtothem),youmustremindyourselfthatitisnot exclusivelydirectedatyou donotbesovain.Thecauseismuchlarger,goeswaybackintime,involves dozensofpriorhurts,andisactuallynotworththebothertounderstand.Insteadofseeingitasapersonal grudge,lookattheemotionaloutburstasadisguisedpowermove,anattempttocontrolorpunishyou cloakedintheformofhurtfeelingsandanger.

Thisshiftofperspectivewillletyouplaythegameofpowerwithmoreclarityandenergy.Insteadof overreacting,andbecomingensnaredinpeople’semotions,youwillturntheirlossofcontroltoyour advantage:Youkeepyourheadwhiletheyarelosingtheirs

DuringanimportantbattleintheWaroftheThreeKingdoms,inthethirdcenturyA.D.,adviserstothe commanderTs‘aoTs’aodiscovereddocumentsshowingthatcertainofhisgeneralshadconspiredwith theenemy,andurgedhimtoarrestandexecutethem.Insteadheorderedthedocumentsburnedandthe matterforgotten.Atthiscriticalmomentinthebattle,togetupsetordemandjusticewouldhave reverberatedagainsthim:Anangryactionwouldhavecalledattentiontothegenerals’disloyalty,which wouldhaveharmedthetroops’morale.Justicecouldwait hewoulddealwiththegeneralsintime. Ts‘aoTs’aokepthisheadandmadetherightdecision.

ComparethistoNapoleon’sresponsetoTalleyrand:Insteadoftakingtheconspiracypersonally,the emperorshouldhaveplayedthegamelikeTs‘aoTs’ao,carefullyweighingtheconsequencesofany actionhetook.ThemorepowerfulresponseintheendwouldhavebeentoignoreTalleyrand,ortobring theministergraduallybacktohissideandpunishhimlater

Angeronlycutsoffouroptions,andthepowerfulcannotthrivewithoutoptions.Onceyoutrainyourself

nowcalledhimtheDitchHighPriest ESSAYSINIDLENESS.KENKO,JAPAN,FOURTEENTHCENTURY

nottotakematterspersonally,andtocontrolyouremotionalresponses,youwillhaveplacedyourselfina positionoftremendouspower:Nowyoucanplaywiththeemotionalresponsesofotherpeople.Stirthe insecureintoactionbyimpugningtheirmanhood,andbydanglingtheprospectofaneasyvictorybefore theirfaces.DoasHoudinididwhenchallengedbythelesssuccessfulescapeartistKleppini:Revealan apparentweakness(HoudiniletKleppinistealthecombinationforapairofcuffs)tolureyouropponent intoaction.Thenyoucanbeathimwithease.Withthearroganttooyoucanappearweakerthanyouare, tauntingthemintoarashaction.

SunPin,commanderofthearmiesofCh‘iandloyaldiscipleofSun-tzu,onceledhistroopsagainstthe armiesofWei,whichoutnumberedhimtwotoone.“Letuslightahundredthousandfireswhenourarmy entersWei,”suggestedSunPin,“fiftythousandonthenextday,andonlythirtythousandonthethird.”On thethirddaytheWeigeneralexclaimed,“IknewthemenofCh’iwerecowards,andafteronlythreedays morethanhalfofthemhavedeserted!”So,leavingbehindhisslow-movingheavyinfantry,thegeneral decidedtoseizethemomentandmoveswiftlyontheCh’Icampwithalightlyarmedforce.SunPin’s troopsretreated,luringWei’sarmyintoanarrowpass,wheretheyambushedanddestroyedthem.With theWeigeneraldeadandhisforcesdecimated,SunPinnoweasilydefeatedtherestofhisarmy.

Inthefaceofahot-headedenemy,finally,anexcellentresponseisnoresponse.FollowtheTalleyrand tactic:Nothingisasinfuriatingasamanwhokeepshiscoolwhileothersarelosingtheirs.Ifitwillwork toyouradvantagetounsettlepeople,affectthearistocratic,boredpose,neithermockingnortriumphant butsimplyindifferent.Thiswilllighttheirfuse.Whentheyembarrassthemselveswithatempertantrum, youwillhavegainedseveralvictories,oneofthesebeingthatinthefaceoftheirchildishnessyouhave maintainedyourdignityandcomposure.

Image:ThePondofFish.Thewaters areclearandcalm,andthefisharewellbelowthesurface. Stirthewatersandtheyemerge.Stiritsomemoreandtheyget angry,risingtothesurface,bitingwhatevercomesnear includingafreshlybaitedhook.

Authority:Ifyouropponentisofahottemper,trytoirritatehim.Ifheisarrogant,trytoencouragehis egotism Onewhoisskilledatmakingtheenemymovedoessobycreatingasituationaccordingto whichtheenemywillact;heenticestheenemywithsomethingheiscertaintotake.Hekeepstheenemy onthemovebyholdingoutbaitandthenattackshimwithpickedtroops.(Sun-tzu,fourthcenturyB.C.)

REVERSAL

Whenplayingwithpeople’semotionsyouhavetobecareful.Studytheenemybeforehand:Somefishare bestleftatthebottomofthepond.

TheleadersofthecityofTyre,capitalofancientPhoenicia,feltconfidenttheycouldwithstand AlexandertheGreat,whohadconqueredtheOrientbuthadnotattackedtheircity,whichstoodwell protectedonthewater.TheysentambassadorstoAlexandersayingthatalthoughtheywouldrecognize himasemperortheywouldnotallowhimorhisforcestoenterTyre Thisofcourseenragedhim,andhe immediatelymountedasiege.Forfourmonthsthecitywithstoodhim,andfinallyhedecidedthatthe

strugglewasnotworthit,andthathewouldcometotermswiththeTyrians Butthey,feelingthattheyhad alreadybaitedAlexanderandgottenawaywithit,andconfidentthattheycouldwithstandhim,refusedto negotiate infacttheykilledhismessengers.

ThispushedAlexanderovertheedge.Nowitdidnotmattertohimhowlongthesiegelastedorhow largeanarmyitneeded;hehadtheresources,andwoulddowhateverittook.Heremountedhisassaultso strenuouslythathecapturedTyrewithindays,burnedittotheground,andsolditspeopleintoslavery.

YoucanbaitthepowerfulandgetthemtocommitanddividetheirforcesasSunPindid,buttestthe watersfirst.Findthegapintheirstrength.Ifthereisnogap iftheyareimpossiblystrong youhave nothingtogainandeverythingtolosebyprovokingthem.Choosecarefullywhomyoubait,andneverstir upthesharks.

Finallytherearetimeswhenawell-timedburstofangercandoyougood,butyourangermustbe manufacturedandunderyourcontrol Thenyoucandetermineexactlyhowandonwhomitwillfall Neverstirupreactionsthatwillworkagainstyouinthelongrun.Anduseyourthunder-boltsrarely,to makethemthemoreintimidatingandmeaningful.Whetherpurposefullystagedornot,ifyouroutbursts cometoooften,theywilllosetheirpower.

DESPISETHEFREELUNCH

JUDGMENT

Whatisofferedforfreeisdangerous-itusuallyinvolveseitheratrickorahiddenobligation.What hasworthisworthpayingfor.Bypayingyourownwayyoustayclearofgratitude,guilt,anddeceit.It isalsooftenwisetopaythefullprice thereisnocuttingcornerswithexcellence.Belavishwith yourmoneyandkeepitcirculating,forgenerosityisasignandamagnetforpower.

BURIEDTREASURE

Manyweak-mindedpersonsincitieshopetodiscoverpropertyunderthesurfaceoftheearthandto makesomeprofitfromit.IntheMaghribtherearemanyBerber“students”whoareunabletomakea livingbynaturalwaysandmeans.Theyapproachwell-to-dopeoplewithpapersthathavetorn marginsandcontaineithernon-Arabicwritingorwhattheyclaimtobethetranslationofadocument writtenbytheownerofburiedtreasures,givingthecluetothehidingplace.Inthisway,theytrytoget theirsustenanceby[persuadingthewell-to-do] tosendthemouttodigandhuntfortreasure Occasionally,oneofthesetreasurehuntersdisplaysstrangeinformationorsomeremarkabletrickof magicwithwhichhefoolspeopleintobelievinghisotherclaims,although,infact,heknowsnothing ofmagicanditsprocedures....Thethingsthathavebeensaidabout[treasurehunting] haveno scientificbasis,noraretheybasedupon[factual] information.Itshouldberealizedthatalthough treasuresarefound,thishappensrarelyandbychance,notbysystematicsearch....Thosewhoare deludedorafflictedbythesethingsmusttakerefugeinGodfromtheirinabilitytomakealivingand theirlazinessinthisrespect.Theyshouldnotoccupythemselveswithabsurditiesanduntruestories.

MONEYANDPOWER

Intherealmofpower,everythingmustbejudgedbyitscost,andeverythinghasaprice.Whatisoffered forfreeoratbargainratesoftencomeswithapsychologicalpricetag complicatedfeelingsof obligation,compromiseswithquality,theinsecuritythosecompromisesbring,onandon.Thepowerful learnearlytoprotecttheirmostvaluableresources:independenceandroomtomaneuver.Bypayingthe fullprice,theykeepthemselvesfreeofdangerousentanglementsandworries.

Beingopenandflexiblewithmoneyalsoteachesthevalueofstrategicgenerosity,avariationonthe oldtrickof“givingwhenyouareabouttotake.”Bygivingtheappropriategift,youputtherecipientunder obligation.Generositysoftenspeopleup tobedeceived.Bygainingareputationforliberality,youwin people’sadmirationwhiledistractingthemfromyourpowerplays.Bystrategicallyspreadingyour

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THEMUQADDIMAH,IBNKHALDUN,1332-1406

wealth,youcharmtheothercourtiers,creatingpleasureandmakingvaluableallies

Lookatthemastersofpower theCaesars,theQueenElizabeths,theMichelangelos,theMedicis:Not amiseramongthem.Eventhegreatconartistsspendfreelytoswindle.Tightpursestringsare unattractive whenengagedinseduction,Casanovawouldgivecompletelynotonlyofhimselfbutofhis wallet.Thepowerfulunderstandthatmoneyispsychologicallycharged,andthatitisalsoavesselof politenessandsociability.Theymakethehumansideofmoneyaweaponintheirarmory.

Foreveryoneabletoplaywithmoney,thousandsmorearelockedinaself-destructiverefusaltouse moneycreativelyandstrategically.Thesetypesrepresenttheoppositepoletothepowerful,andyoumust learntorecognizethem eithertoavoidtheirpoisonousnaturesortoturntheirinflexibilitytoyour advantage:

TheGreedyFish.Thegreedyfishtakethehumansideoutofmoney.Coldandruthless,theyseeonlythe lifelessbalancesheet;viewingotherssolelyaseitherpawnsorobstructionsintheirpursuitofwealth, theytrampleonpeople’ssentimentsandalienatevaluableallies.Noonewantstoworkwiththegreedy fish,andovertheyearstheyendupisolated,whichoftenprovestheirundoing.

Greedyfisharetheconartist’sbreadandbutter:Luredbythebaitofeasymoney,theyswallowthe rusehook,line,andsinker.Theyareeasytodeceive,fortheyspendsomuchtimedealingwithnumbers (notwithpeople)thattheybecomeblindtopsychology,includingtheirown.Eitheravoidthembefore theyexploityouorplayontheirgreedtoyourgain.

TheBargainDemon.Powerfulpeoplejudgeeverythingbywhatitcosts,notjustinmoneybutintime, dignity,andpeaceofmind.AndthisisexactlywhatBargainDemonscannotdo.Wastingvaluabletime diggingforbargains,theyworryendlesslyaboutwhattheycouldhavegottenelsewhereforalittleless. Ontopofthat,thebargainitemtheydobuyisoftenshabby;perhapsitneedscostlyrepairs,orwillhave tobereplacedtwiceasfastasahigh-qualityitem.Thecostsofthesepursuits notalwaysinmoney (thoughthepriceofabargainisoftendeceptive)butintimeandpeaceofmind discouragenormal peoplefromundertakingthem,butfortheBargainDemonthebargainisanendinitself.

Thesetypesmightseemtoharmonlythemselves,buttheirattitudesarecontagious:Unlessyouresist themtheywillinfectyouwiththeinsecurefeelingthatyoushouldhavelookedhardertofindacheaper price.Don’targuewiththemortrytochangethem.Justmentallyaddupthecost,intimeandinnerpeace ifnotinhiddenfinancialexpense,oftheirrationalpursuitofabargain

TheSadist.Financialsadistsplayviciouspowergameswithmoneyasawayofassertingtheirpower. Theymight,forexample,makeyouwaitformoneythatisowedyou,promisingyouthatthecheckisinthe mail Oriftheyhireyoutoworkforthem,theymeddleineveryaspectofthejob,hagglingandgivingyou ulcers.Sadistsseemtothinkthatpayingforsomethinggivesthemtherighttotortureandabusetheseller. Theyhavenosenseofthecourtierelementinmoney.Ifyouareunluckyenoughtogetinvolvedwiththis type,acceptingafinanciallossmaybebetterinthelongrunthangettingentangledintheirdestructive powergames.

TheIndiscriminateGiver.Generosityhasadefinitefunctioninpower:Itattractspeople,softensthemup, makesalliesoutofthem.Butithastobeusedstrategically,withadefiniteendinmind.Indiscriminate Givers,ontheotherhand,aregenerousbecausetheywanttobelovedandadmiredbyall.Andtheir generosityissoindiscriminateandneedythatitmaynothavethedesiredeffect:Iftheygivetooneand

all,whyshouldtherecipientfeelspecial?AttractiveasitmayseemtomakeanIndiscriminateGiveryour mark,inanyinvolvementwiththistypeyouwilloftenfeelburdenedbytheirinsatiableemotionalneeds.

THE

Amiser,tomakesureofhisproperty,soldallthathehadandconverteditintoagreatlumpofgold, whichhehtdinaholeintheground,andwentcontinuallytovisitandinspectit.Thisrousedthe curiosityofoneofhisworkmen,who,suspectingthattherewasatreasure,whenhismaster’sback wasturned,wenttothespot,andstoleitaway Whenthemiserreturnedandfoundtheplaceempty,he weptandtorehishair.Butaneighborwhosawhiminthisextravagantgrief,andlearnedthecauseof it,said:“Fretthyselfnolonger,buttakeastoneandputitinthesameplace,andthinkthatitisyour lumpofgold;for,asyounevermeanttouseit.theonewilldoyouasmuchgoodastheother.”

Theworthofmoneyisnotinitspossession,butinitsuse.

FABLES,AFSOP,SIXTHCENTURYB.C.

TRANSGRESSIONSOFTHELAW

TransgressionI

AfterFranciscoPizarroconqueredPeru,in1532,goldfromtheIncanEmpirebegantopourintoSpain, andSpaniardsofallclassesstarteddreamingoftheinstantrichestobehadintheNewWorld.Thestory soonspreadofanIndianchieftotheeastofPeruwhoonceeachyearwouldrituallycoverhimselfingold dustanddiveintoalake.SoonwordofmouthtransformedElDorado,the“GoldenMan,”intoanempire calledElDorado,wealthierthantheIncan,wherethestreetswerepavedandthebuildingsinlaidwith gold.Thiselaborationofthestorydidnotseemimplausible,forsurelyachiefwhocouldaffordtowaste golddustinalakemustruleagoldenempire SoonSpaniardsweresearchingforElDoradoallover northernSouthAmerica.

InFebruaryof1541,thelargestexpeditionyetinthisventure,ledbyPizarro’sbrotherGonzalo,left Quito,inEcuador.Resplendentintheirarmorsandcolorfulsilks,340Spaniardsheadedeast,alongwith 4,000Indianstocarrysuppliesandserveasscouts,4,000swine,dozensofllamas,andcloseto1,000 dogs.Buttheexpeditionwassoonhitbytorrentialrain,whichrotteditsgearandspoileditsfood. Meanwhile,asGonzaloPizarroquestionedtheIndianstheymetalongtheway,thosewhoseemedtobe withholdinginformation,orwhohadnotevenheardofthefabulouskingdom,hewouldtortureandfeedto thedogs.WordoftheSpaniards’murderousnessspreadquicklyamongtheIndians,whorealizedthatthe onlywaytoavoidGonzalo’swrathwastomakeupstoriesaboutElDoradoandsendhimasfarawayas possible.AsGonzaloandhismenfollowedtheleadstheIndiansgavethem,then,theywereonlyled fartherintodeepjungle

Theexplorers’spiritssagged.Theiruniformshadlongsinceshredded;theirarmorrustedandthey threwitaway;theirshoesweretorntopieces,forcingthemtowalkbarefoot;theIndianslavestheyhad setoutwithhadeitherdiedordesertedthem;theyhadeatennotonlytheswinebutthehuntingdogsand llamas.Theylivedonrootsandfruit.Realizingthattheycouldnotcontinuethisway,Pizarrodecidedto riskrivertravel,andabargewasbuiltoutofrottingwood.ButthejourneydownthetreacherousNapo

Riverprovednoeasier Settingupcampontheriver’sedge,Gonzalosentscoutsaheadonthebargeto findIndiansettlementswithfood.Hewaitedandwaitedforthescoutstoreturn,onlytofindouttheyhad decidedtodeserttheexpeditionandcontinuedowntheriverontheirown.

Theraincontinuedwithoutend.Gonzalo’smenforgotaboutElDorado;theywantedonlytoreturnto Quito.Finally,inAugustof1542,alittleoverahundredmen,fromanexpeditionoriginallynumberingin thethousands,managedtofindtheirwayback.TotheresidentsofQuitotheyseemedtohaveemerged fromhellitself,wrappedintattersandskins,theirbodiescoveredinsores,andsoemaciatedastobe unrecognizable.Foroverayearandahalftheyhadmarchedinanenormouscircle,twothousandmilesby foot.Thevastsumsofmoneyinvestedintheexpeditionhadyieldednothing nosignofElDoradoand nosignofgold.Interpretation

EvenafterGonzaloPizarro’sdisaster,theSpaniardslaunchedexpeditionafterexpeditioninsearchofEl Dorado AndlikePizarrotheconquistadorswouldburnandlootvillages,tortureIndians,endure unimaginablehardships,andgetnoclosertogold.Themoneytheyspentonsuchexpeditionscannotbe calculated;yetdespitethefutilityofthesearch,thelureofthefantasyendured.

ThereisapopularsayinginJapanthatgoes“Tadayoritakaimonowanai,”meaning:“Nothingis morecostlythansomethinggivenfreeofcharge.”

THEUNSPOKENWAY,MICHIHIROMATSUMOTO,1988

MONEY

YusufIbnJafarel-Amudiusedtotakesumsofmoney,sometimesverylargeones,fromthosewhocame tostudywithhim.Adistinguishedlegalistvisitinghimoncesaid:“Iamenchantedandimpressedby yourteachings,andIamsurethatyouaredirectingyourdisciplesinapropermanner.Butitisnotin accordancewithtraditiontotakemoneyforknowledge.Besides,theactionisopento misinterpretation.”El-Amudisaid:“Ihaveneversoldanyknowledge.ThereisnoImoneyonearth sufficienttopayforit.Asformisinterpretation,theabstainingfromtakingmoneywillnotpreventit, foritwillfindsomeotherobject Rathershouldyouknowthatamanwhotakesmoneymaybegreedy formoney,orhemaynot.Butamanwhotakesnothingatallisunderthegravestsuspicionofrobbing thediscipleofhissoul.Peoplewhosay,‘Itakenothing,’maybefoundtotakeawaythevolitionof theirvictim.”

THEDERMISPROBE,IDRIESSHAH,1970

NotonlydidthesearchforElDoradocostmillionsoflives bothIndianandSpanish ithelpedbring theruinoftheSpanishempire.GoldbecameSpain’sobsession.Thegoldthatdidfinditswaybackto Spain-andalotdid wasreinvestedinmoreexpeditions,orinthepurchaseofluxuries,ratherthanin agricultureoranyotherproductiveendeavor.WholeSpanishtownsweredepopulatedastheirmenfolk lefttohuntgold.Farmsfellintoruin,andthearmyhadnorecruitsforitsEuropeanwars.Bytheendofthe seventeenthcentury,theentirecountryhadshrunkbymorethanhalfofitspopulation;thecityofMadrid hadgonefromapopulationof400,000to150,000.Withdiminishingreturnsfromitseffortsoversomany years,Spainfellintoadeclinefromwhichitneverrecovered

Powerrequiresself-discipline.Theprospectofwealth,particularlyeasy,suddenwealth,playshavoc withtheemotions.Thesuddenlyrichbelievethatmoreisalwayspossible.Thefreelunch,themoneythat willfallintoyourlap,isjustaroundthecorner.

Inthisdelusionthegreedyneglecteverythingpowerreallydependson:self-control,thegoodwillof others,andsoon.Understand:Withoneexception death nolastingchangeinfortunecomesquickly. Suddenwealthrarelylasts,foritisbuiltonnothingsolid.Neverletlustformoneylureyououtofthe

protectiveandenduringfortressofrealpower Makepoweryourgoalandmoneywillfinditswaytoyou LeaveElDoradoforsuckersandfools.

TransgressionII

Intheearlyeighteenthcentury,noonestoodhigherinEnglishsocietythantheDukeandDuchessof Marlborough.Theduke,havingledsuccessfulcampaignsagainsttheFrench,wasconsideredEurope’s premiergeneralandstrategist.Andhiswife,theduchess,aftermuchmaneuvering,hadestablishedherself asthefavoriteofQueenAnne,whobecamerulerofEnglandin1702.In1704theduke’striumphatthe BattleofBlenheimmadehimthetoastofEngland,andtohonorhimthequeenawardedhimalargeplotof landinthetownofWoodstock,andthefundstocreateagreatpalacethere.Callinghisplannedhomethe PalaceofBlenheim,thedukechoseashisarchitecttheyoungJohnVanbrugh,akindofRenaissanceman whowroteplaysaswellasdesignedbuildings.Andsoconstructionbegan,inthesummerof1705,with muchfanfareandgreathopes.

Vanbrughhadadramatist’ssenseofarchitecture.HispalacewastobeamonumenttoMarlborough’s brillianceandpower,andwastoincludeartificiallakes,enormousbridges,elaborategardens,andother fantasticaltouches Fromdayone,however,theduchesscouldnotbepleased:ShethoughtVanbrughwas wastingmoneyonyetanotherstandoftrees;shewantedthepalacefinishedassoonaspossible.The duchesstorturedVanbrughandhisworkmenoneverydetail.Shewasconsumedwithpettymatters; althoughthegovernmentwaspayingforBlenheim,shecountedeverypenny.Eventuallyhergrumbling, aboutBlenheimandotherthingstoo,createdanirreparableriftbetweenherandQueenAnne,who,in 1711,dismissedherfromthecourt,orderinghertovacateherapartmentsattheroyalpalace.Whenthe duchessleft(fumingoverthelossofherposition,andalsoofherroyalsalary),sheemptiedtheapartment ofeveryfixturedowntothebrassdoorknobs.

THEMANWHOLOVEDMONEYBETTERTHANLIFE

Inancienttimestherewasanoldwoodcutterwhowenttothemountainalmosteverydaytocutwood. Itwassaidthatthisoldn?anwasamiserwhohoardedhissilveruntilitchangedtogold,andthathe caredmoreforgoldthananythingelseinalltheworld

Onedayawildernesstigersprangathimandthoughheranhecouldnotescape,andthetigercarried himoffinitsmouth.

Thewoodcutter’ssonsawhisfather’sdanger,andrantosavehimifpossible.Hecarriedalongknife, andashecouldrunfasterthanthetiger,whohadamantocarry,hesoonovertookthem.

Hisfatherwasnotmuchhurt,forthetigerheldhimbyhisclothes.Whentheoldwoodcuttersawhis sonabouttostabthetigerhecalledoutingreatalarm:“Donotspoilthetiger’sskin!Donotspoilthe tiger’sskin!Ifyoucankillhimwithoutcuttingholesinhisskinwecangetmanypiecesofsilverforit. Killhim,butdonotcuthisbody.”Whilethesonwaslisteningtohisfather’sinstructionsthetiger suddenlydashedoffintotheforest,carryingtheoldmanwherethesoncouldnotreachhim,andhe wassoonkilled.

“CHINESEFABLE,”VARIOUSFABLESFROMVARIOUSPLACES,DIANEDIPRIMA,ED.,1960

Overthenexttenyears,workonBlenheimwouldstopandstart,asthefundsbecamehardertoprocure fromthegovernment.TheduchessthoughtVanbrughwasouttoruinher.Shequibbledovereverycarload ofstoneandbusheloflime,countedeveryextrayardofironrailingorfootofwainscot,hurlingabuseat

thewastefulworkmen,contractors,andsurveyors Marlborough,oldandweary,wantednothingmore thantosettleintothepalaceinhislastyears,buttheprojectbecameboggeddowninaswampof litigation,theworkmensuingtheduchessforwages,theduchesssuingthearchitectrightback.Inthe midstofthisinterminablewrangling,thedukedied.HehadneverspentanightinhisbelovedBlenheim. AfterMarlborough’sdeath,itbecameclearthathehadavastestate,worthover£2million morethan enoughtopayforfinishingthepalace.Buttheduchesswouldnotrelent:SheheldbackVanbrugh’swages aswellastheworkmen’s,andfinallyhadthearchitectdismissed.Themanwhotookhisplacefinished Blenheiminafewyears,followingVanbrugh’sdesignstotheletter.Vanbrughdiedin1726,lockedoutof thepalacebytheduchess,unabletosetfootinhisgreatestcreation.Foreshadowingtheromantic movement,Blenheimhadstartedawholenewtrendinarchitecture,buthadgivenitscreatoratwentyyearnightmare.

Interpretation

FortheDuchessofMarlborough,moneywasawaytoplaysadisticpowergames.Shesawthelossof moneyasasymboliclossofpower.WithVanbrughhercontortionswentdeeperstill:Hewasagreat artist,andsheenviedhispowertocreate,toattainafameoutsideherreach Shemaynothavehadhis gifts,butshedidhavethemoneytotortureandabusehimoverthepettiestdetails toruinhislife. Thiskindofsadism,however,bearsanawfulprice.Itmadeconstructionthatshouldhavelastedten yearstaketwenty.Itpoisonedmanyarelationship,alienatedtheduchessfromthecourt,deeplypainedthe duke(whowantedonlytolivepeacefullyinBlenheim),createdendlesslawsuits,andtookyearsoff Vanbrugh’slife.Finally,too,posterityhadthelastword:Vanbrughisrecognizedasageniuswhilethe duchessisforeverrememberedforherconsummatecheapness.

Thepowerfulmusthavegrandeurofspirit theycanneverrevealanypettiness.Andmoneyisthemost visiblearenainwhichtodisplayeithergrandeurorpettiness.Bestspendfreely,then,andcreatea reputationforgenerosity,whichintheendwillpaygreatdividends.Neverletfinancialdetailsblindyou tothebiggerpictureofhowpeopleperceiveyou.Theirresentmentwillcostyouinthelongrun.Andif youwanttomeddleintheworkofcreativepeopleunderyourhire,atleastpaythemwell Yourmoney willbuytheirsubmissionbetterthanyourdisplaysofpower.

THESTORYOFMOSESANDPHARAOH

ItiswritteninthehistoriesoftheprophetsthatMoseswassenttoPharaohwithmanymiracles, wondersandhonors.NowthedailyrationforPharaoh’stablewas4,000sheep,400cows,200camels, andacorrespondingamountofchickens,fish,beverages,friedmeats,sweets,andotherthings.Allthe peopleofEgyptandallhisarmyusedtoeatathistableeveryday For400yearshehadclaimed divinityandneverceasedprovidingthisfood.WhenMosesprayed,saying,“OLord,destroy Pharaoh,”Godansweredhisprayerandsaid,“Ishalldestroyhiminwater,andIshallbestowallhis wealthandthatofhissoldiersonyouandyourpeoples.”Severalvearspassedbvafterthispromise, andPharaoh,doomedtorum,continuedtoliveinallhismagnificence.MoseswasimpatientforGod todestroyPharaohquickle,andhecouldnotenduretowailanylonger Sohefastedforfortydaysand wenttoMountSinai,andinhiscommuningwithgodhesaid,“OLord.ThoudidstpromisethatThou wouldstdestroyPharaoh,andstillhehasforsakennoneofhisblasphemiesandpretensions.Sowhen wiltThoudestroyhim?”

AvoicecamefromTheTruthsaying,“OMuses,youwantMetodestroyPharaohasquicklyas

possible,butathousandtimesathousandofMyservantswantMenevertodoso,becausethey partakeofhisbountyandenjoytranquillityunderhisrule.ByMypowerIswearthataslongashe providesabundantfoodandcomfortforMycreatures,Ishallnotdestroyhim.” Mosessaid,“ThenwhenwillThypromisebefulfilled?”Godsaid,“Mvpromisewillbefulfilledwhen hewithholdshisprovisionfromMycreatures.Ifeverhebeginstolessenhisbounty,knowthathis hourisdrawingnear.”

ItchancedthatonedayPharaohsaidtoHaman,“MoseshasgatheredtheSonsofIsraelabouthim andiscausingusdisquiet.Weknownotwhatwillbetheissueofhisaffairwithus.Wemustkeepour storesfulllestatanytimewebewithoutresources.Sowemusthalveourdailyrationsandkeepthe savinginreserve.”Hededucted2,000sheep,200cows,anda100camels,andsimilarlyeverytwoor threedaysreducedtheration.MosesthenknewthatthepromiseofTheTruthwasneartofulfillment, forexcessiveeconomyisasignofdeclineandabadomen Themastersoftraditionsaythatontheday whenPharaohwasdrownedonlytwoeweshadbeenkilledinhiskitchen.Nothingisbetterthan generosity....Ifamanisrichanddesires,withoutaroyalcharter,toactlikealord;ifhewantsmento humblethemselvesbeforehim,toreverehimandcallhimLordandprince,thentellhimeverydayto spreadatablewithvictuals.Allthosewhohaveacquiredrenownintheworld,havegaineditmainly throughhospitality,whilethemiserlyandavariciousaredespisedinbothworlds.

THEBOOKOFGOVERNMENTORRULESFORKINGS,NIZAMAL-MULK,ELEVENTH CENTURY

OBSERVANCESOFTHELAW

ObservanceI

PietroAretino,sonofalowlyshoemaker,hadcatapultedhimselfintofameasawriterofbitingsatires. ButlikeeveryRenaissanceartist,heneededtofindapatronwhowouldgivehimacomfortablelifestyle whilenotinterferingwithhiswork.In1528Aretinodecidedtoattemptanewstrategyinthepatronage game.LeavingRome,heestablishedhimselfinVenice,wherefewhadheardofhim.Hehadafairamount ofmoneyhehadmanagedtosave,butlittleelse.Soonafterhemovedintohisnewhome,however,he threwopenitsdoorstorichandpoor,regalingthemwithbanquetsandamusements.Hebefriendedeach andeverygondolier,tippingthemroyally.Inthestreets,hespreadhismoneyliberally,givingitawayto beggars,orphans,washerwomen.Amongthecity’scommoners,wordquicklyspreadthatAretinowas morethanjustagreatwriter,hewasamanofpower akindoflord.

ArtistsandmenofinfluencesoonbegantofrequentAretino’shouse.Withinafewyearshemade himselfacelebrity;novisitingdignitarywouldthinkofleavingVenicewithoutpayinghimacall His generosityhadcosthimmostofhissavings,buthadboughthiminfluenceandagoodname a cornerstoneinthefoundationofpower.SinceinRenaissanceItalyaselsewheretheabilitytospendfreely wastheprivilegeoftherich,thearistocracythoughtAretinohadtobeamanofinfluence,sincehespent moneylikeone.Andsincetheinfluenceofamanofinfluenceisworthbuying,Aretinobecamethe recipientofallsortsofgiftsandmoneys.Dukesandduchesses,wealthymerchants,andpopesandprinces competedtogainhisfavor,andshoweredhimwithallkindsofpresents.

Aretino’sspendinghabits,ofcourse,werestrategic,andthestrategyworkedlikeacharm.Butforreal

moneyandcomfortheneededagreatpatron’sbottomlesspockets Havingsurveyedthepossibilities,he eventuallysethissightsontheextremelywealthyMarquisofMantua,andwroteanepicpoemthathe dedicatedtothemarquis.Thiswasacommonpracticeofwriterslookingforpatronage:Inexchangefora dedicationtheywouldgetasmallstipend,enoughtowriteyetanotherpoem,sothattheyspenttheirlives inakindofconstantservility.Aretino,however,wantedpower,notameaslywage.Hemightdedicatea poemtothemarquis,buthewouldofferittohimasagift,implyingbydoingsothathewasnotahired hacklookingforastipendbutthatheandthemarquiswereequals.

Aretino’sgift-givingdidnotstopthere:AsaclosefriendoftwoofVenice’sgreatestartists,the sculptorJacopoSansovinoandthepainterTitian,heconvincedthesementoparticipateinhisgift-giving scheme.Aretinohadstudiedthemarquisbeforegoingtoworkonhim,andknewhistasteinsideandout; hewasabletoadviseSansovinoandTitianwhatsubjectmatterwouldpleasethemarquismost.Whenhe thensentaSansovinosculptureandaTitianpaintingtothemarquisasgiftsfromallthreeofthem,theman wasbesidehimselfwithjoy.

Overthenextfewmonths,Aretinosentothergifts swords,saddles,theglassthatwasaVenetian specialty,thingsheknewthemarquisprized.Soonhe,Titian,andSansovinobegantoreceivegiftsfrom themarquisinreturn.Andthestrategywentfurther:Whentheson-in-lawofafriendofAretino’sfound himselfinjailinMantua,Aretinowasabletogetthemarquistoarrangehisrelease.Aretino’sfriend,a wealthymerchant,wasamanofgreatinfluenceinVenice;byturningthegoodwillhehadbuiltupwiththe marquistouse,Aretinohadnowboughtthisman’sindebtedness,too,andheinturnwouldhelpAretino whenhecould.Thecircleofinfluencewasgrowingwider.Timeandagain,Aretinowasabletocashin ontheimmensepoliticalpowerofthemarquis,whoalsohelpedhiminhismanycourtromances.

Eventually,however,therelationshipbecamestrained,asAretinocametofeelthatthemarquisshould haverequitedhisgenerositybetter Buthewouldnotlowerhimselftobeggingorwhining:Sincethe exchangeofgiftsbetweenthetwomenhadmadethemequals,itwouldnotseemrighttobringupmoney. Hesimplywithdrewfromthemarquis’scircleandhuntedforotherwealthyprey,settlingfirstonthe FrenchkingFrancis,thentheMedicis,theDukeofUrbino,EmperorCharlesV,andmore.Intheend, havingmanypatronsmeanthedidnothavetobowtoanyofthem,andhispowerseemedcomparableto thatofagreatlord.Interpretation

Aretinounderstoodtwofundamentalpropertiesofmoney:First,thatithastocirculatetobringpower. Whatmoneyshouldbuyisnotlifelessobjectsbutpoweroverpeople.Bykeepingmoneyinconstant circulation,Aretinoboughtanever-expandingcircleofinfluencethatintheendmorethancompensated himforhisexpenses.

Second,Aretinounderstoodthekeypropertyofthegift.Togiveagiftistoimplythatyouandthe recipientareequalsattheveryleast,orthatyouaretherecipient’ssuperior Agiftalsoinvolvesan indebtednessorobligation;whenfriends,forinstance,offeryousomethingforfree,youcanbesurethey expectsomethinginreturn,andthattogetittheyaremakingyoufeelindebted.(Themechanismmayor maynotbeentirelyconsciousontheirpart,butthisishowitworks.)

Aretinoavoidedsuchencumbrancesonhisfreedom.Insteadofactinglikeamenialwhoexpectsthe powerfultopayhiswayinlife,heturnedthewholedynamicaround;insteadofbeingindebtedtothe powerful,hemadethepowerfulindebtedtohim.Thiswasthepointofhisgift-giving,aladderthat carriedhimtothehighestsociallevels.Bytheendofhislifehehadbecomethemostfamouswriterin Europe.

Understand:Moneymaydeterminepowerrelationships,butthoserelationshipsneednotdependonthe amountofmoneyyouhave;theyalsodependonthewayyouuseit.Powerfulpeoplegivefreely,buying influenceratherthanthings Ifyouaccepttheinferiorpositionbecauseyouhavenofortuneyet,youmay

findyourselfinitforever PlaythetrickthatAretinoplayedonItaly’saristocracy:Imagineyourselfan equal.Playthelord,givefreely,openyourdoors,circulateyourmoney,andcreatethefacadeofpower throughanalchemythattransformsmoneyintoinfluence.

ObservanceII

SoonafterBaronJamesRothschildmadehisfortuneinParisintheearly1820s,hefacedhismost intractableproblem:HowcouldaJewandaGerman,atotaloutsidertoFrenchsociety,wintherespect ofthexenophobicFrenchupperclasses?Rothschildwasamanwhounderstoodpower heknewthathis fortunewouldbringhimstatus,butthatifheremainedsociallyalienatedneitherhisstatusnorhisfortune wouldlast.Sohelookedatthesocietyofthetimeandaskedwhatwouldwintheirhearts.

Charity?TheFrenchcouldn’tcareless.Politicalinfluence?Healreadyhadthat,andifanythingitonly madepeoplemoresuspiciousofhim.Theoneweakspot,hedecided,wasboredom.Intheperiodofthe restorationofthemonarchy,theFrenchupperclasseswerebored.SoRothschildbegantospend astoundingsumsofmoneyonentertainingthem.HehiredthebestarchitectsinFrancetodesignhis gardensandballroom;hehiredMarie-AntoineCarême,themostcelebratedFrenchchef,topreparethe mostlavishpartiesParishadeverwitnessed;noFrenchmancouldresist,evenifthepartiesweregiven byaGermanJew.Rothschild’sweeklysoireesbegantoattractbiggerandbiggernumbers.Overthenext fewyearshewontheonlythingthatwouldsecureanoutsider’spower:socialacceptance.

Interpretation

Strategicgenerosityisalwaysagreatweaponinbuildingasupportbase,particularlyfortheoutsider.But theBarondeRothschildwasclevererstill:Heknewitwashismoneythathadcreatedthebarrier betweenhimandtheFrench,makinghimlookuglyanduntrustworthy.Thebestwaytoovercomethiswas literallytowastehugesums,agesturetoshowhevaluedFrenchcultureandsocietyovermoney.What RothschilddidresembledthefamouspotlatchfeastsoftheAmericanNorthwest:Byperiodically destroyingitswealthinagiantorgyoffestivalsandbonfires,anIndiantribewouldsymbolizeitspower overothertribes.Thebaseofitspowerwasnotmoneybutitsabilitytospend,anditsconfidenceina superioritythatwouldrestoretoitallthatthepotlatchhaddestroyed.

Intheend,thebaron’ssoireesreflectedhisdesiretominglenotjustinFrance’sbusinessworldbutin itssociety.Bywastingmoneyonhispot-latches,hehopedtodemonstratethathispowerwentbeyond moneyintothemorepreciousrealmofculture Rothschildmayhavewonsocialacceptancebyspending money,butthesupportbasehegainedwasonethatmoneyalonecouldnotbuy.Tosecurehisfortunehe hadto“waste”it.Thatisstrategicgenerosityinanutshell theabilitytobeflexiblewithyourwealth, puttingittowork,nottobuyobjects,buttowinpeople’shearts.

ObservanceIII

TheMedicisofRenaissanceFlorencehadbuilttheirimmensepoweronthefortunetheyhadmadein banking.ButinFlorence,centuries-oldrepublicthatitwas,theideathatmoneyboughtpowerwent againstallthecity’sprouddemocraticvalues.Cosimode’Medici,thefirstofthefamilytogaingreat fame,workedaroundthisbykeepingalowprofile.Heneverflauntedhiswealth.Butbythetimehis

grandsonLorenzocameofage,inthe1470s,thefamily’swealthwastoolarge,andtheirinfluencetoo noticeable,tobedisguisedanylonger.

THEFLAME-COLOREDCLOCK

DuringthecampaignofCarnbysesinEgypt,agreatmanyGreeksvisitedthatcountryforonereason oranother:some,aswastobeexpected,fortrade,sometoserveinthearmy,others,nodoubt,outof merecuriosity,toseewhattheycouldsee.AmongstthesightseerswasAeaces’ssonSyloson,theexiled brotherofPolycratesofSamos WhilehewasinEgypt,Sylosonhadanextraordinarystrokeofluck: hewashangingaboutthestreetsofMemphisdressedinaflame-coloredcloak,whenDarius,whoat thattimewasamemberofCambyses’sguardandnotyetofanyparticularimportance,happenedto catchsightofhimand,seizedwithasuddenlongingtopossessthecloak,cameuptoSylosonand madehimanofferforit.

HisextremeanxietytogetitwasobviousenoughtoSyloson,whowasinspiredtosay:“Iamnot sellingthisforanymoney,butifyoumusthaveit,Iwillgiveittoyouforfree.”Dariusthererepon thankedhimwarmlyandtookit.Sylosonatthemomentmerelythoughthehadlostitbyhisfoolish goodnature;thencamethedeathofCambysesandtherevoltofthesevenagainsttheMagus,and Dariusascendedthethrone.SylosonnowhadthenewsthatthemanwhoserequestfortheflamecoloredcloakhehadformerlygratifiedinEgypthadbecomekingofPersia.HehurriedtoSusa,sat downattheentranceoftheroyalpalace,andclaimedtobeincludedintheofficiallistoftheking’s benefactors.ThesentryonguardreportedhisclaimtoDarius,whoaskedinsurprisewhotheman mightbe.“Forsurely,”hesaid,“asIhavesorecentlycometothethrone,therecannotbeanyGreek towhomIamindebtedforaservice.Hardlyanyofthemhavebeenhereyet,andIcertainlycannot rememberowinganythingtoaGreek.Butbringhiminallthesame,thatImayknowwhathemeansby thisclaim”

TheguardescortedSylosonintotheroyalpresence,andwhentheinterpretersaskedhimwhohe wasandwhathehaddonetojustifythestatementthathewastheking’sbenefactor,hereminded Dariusofthestoryofthecloak,andsaidthathewasthemanwhohadgivenithim.“Sir,”exclaimed Darius,“youarethemostgenerousofmen;forwhileIwasstillapersonofnopowerorconsequence yougavemeapresent smallindeed,butdeservingthenasmuchgratitudefrommeaswouldthemost splendidofgiftstoday Iwillgiveyouinreturnmoresilverandgoldthanyoucancount,thatyoumay neverregretthatyouoncedidafavortoDariusthesonofHystaspes.”“Mylord,”repliedSyloson, ”donotgivemegoldorsilver,butrecoverSamosforme,mynativeisland,whichnowsinceOroetes killedmybrotherPolycratesisinthehandsofoneofourservants.LetSamosbeyourgifttome but letnomanintheislandbekilledorenslaved.”

DariusconsentedtoSyloson’srequest,anddispatchedaforceunderthecommandofOtanes,oneof theseven,withorderstodoeverythingthatSylosonhadasked.

THEHISTORIES.HERODOTUS.FIFTHCENTURYB.C.

Lorenzosolvedtheprobleminhisownwaybydevelopingthestrategyofdistractionthathasserved peopleofwealtheversince:Hebecamethemostillustriouspatronoftheartsthathistoryhaseverknown. Notonlydidhespendlavishlyonpaintings,hecreatedItaly’sfinestapprenticeschoolsforyoungartists. ItwasinoneoftheseschoolsthattheyoungMichelangelofirstcaughttheattentionofLorenzo,who invitedtheartisttocomeandliveinhishouse.HedidthesamewithLeonardodaVinci.Onceunderhis wing,MichelangeloandLeonardorequitedhisgenerositybybecomingloyalartistsinhisstable.

WheneverLorenzofacedanenemy,hewouldwieldtheweaponofpatronage.WhenPisa,Florence’s traditionalenemy,threatenedtorebelagainstitin1472,Lorenzoplacateditspeoplebypouringmoney intoitsuniversity,whichhadoncebeenitsprideandjoybuthadlongagolostitsluster.ThePisanshad nodefenseagainstthisinsidiousmaneuver,whichsimultaneouslyfedtheirloveofcultureandblunted theirdesireforbattle.Interpretation

Lorenzoundoubtedlylovedthearts,buthispatronageofartistshadapracticalfunctionaswell,ofwhich hewaskeenlyaware.InFlorenceatthetime,bankingwasperhapstheleastadmiredwayofmaking money,andwascertainlynotarespectedsourceofpower.Theartswereattheotherpole,thepoleof quasi-religioustranscendence.Byspendingonthearts,Lorenzodilutedpeople’sopinionsoftheugly sourceofhiswealth,disguisinghimselfinnobility.Thereisnobetteruseofstrategicgenerositythanthat ofdistractingattentionfromanunsavoryrealityandwrappingoneselfinthemantleofartorreligion.

ObservanceIV

LouisXIVhadaneagleeyeforthestrategicpowerofmoney.Whenhecametothethrone,thepowerful nobilityhadrecentlyprovenathorninthemonarchy’sside,andseethedwithrebelliousness.Sohe impoverishedthesearistocratsbymakingthemspendenormoussumsonmaintainingtheirpositioninthe court.Makingthemdependentonroyallargessefortheirlivelihood,hehadtheminhisclaws.

NextLouisbroughtthenoblestotheirkneeswithstrategicgenerosity.Itwouldworklikethis: Wheneverhenoticedastubborncourtierwhoseinfluenceheneededtogain,orwhosetroublemakinghe neededtosquelch,hewouldusehisvastwealthtosoftenthesoil.Firsthewouldignorehisvictim, makingthemananxious Thenthemanwouldsuddenlyfindthathissonhadbeengivenawell-paidpost, orthatfundshadbeenspentliberallyinhishomeregion,orthathehadbeengivenapaintinghehadlong coveted.PresentswouldflowfromLouis’shands.Finally,weeksormonthslater,Louiswouldaskforthe favorhehadneededallalong.Amanwhohadoncevowedtodoanythingtostopthekingwouldfindhe hadlostthedesiretofight.Astraightforwardbribewouldhavemadehimrebellious;thiswasfarmore insidious.Facinghardenedearthinwhichnothingcouldtakeroot,Louisloosenedthesoilbeforehe plantedhisseeds.Interpretation

Louisunderstoodthatthereisadeep-rootedemotionalelementinourattitudetomoney,anelementgoing backtochildhood.Whenwearechildren,allkindsofcomplicatedfeelingsaboutourparentscenter aroundgifts;weseethegivingofagiftasasignofloveandapproval.Andthatemotionalelementnever goesaway.Therecipientsofgifts,financialorotherwise,aresuddenlyasvulnerableaschildren, especiallywhenthegiftcomesfromsomeoneinauthority Theycannothelpopeningup;theirwillis loosened,asLouisloosenedthesoil.

Tosucceedbest,thegiftshouldcomeoutoftheblue.Itshouldberemarkableforthefactthatagiftlike ithasneverbeengivenbefore,orforbeingprecededbyacoldshoulderfromthegiver.Themoreoften yougivetoparticularpeople,theblunterthisweaponbecomes.Iftheydon’ttakeyourgiftsforgranted, becomingmonstersofingratitude,theywillresentwhatappearstobecharity.Thesudden,unexpected, one-timegiftwillnotspoilyourchildren;itwillkeepthemunderyourthumb.

ObservanceV

TheantiquedealerFushimiya,wholivedinthecityofEdo(formernameforTokyo)intheseventeenth century,oncemadeastopatavillageteahouse.Afterenjoyingacupoftea,hespentseveralminutes

scrutinizingthecup,whichheeventuallypaidforandtookawaywithhim Alocalartisan,watchingthis, waiteduntilFushimiyalefttheshop,thenapproachedtheoldwomanwhoownedtheteahouseandasked herwhothismanwas.ShetoldhimitwasJapan’smostfamousconnoisseur,antiquedealertothelordof Izumo.Theartisanranoutoftheshop,caughtupwithFushimiya,andbeggedhimtosellhimthecup, whichmustclearlybevaluableifFushimiyajudgeditso.Fushimiyalaughedheartily:“It’sjustan ordinarycupofBizenware,”heexplained,“anditisnotvaluableatall.ThereasonIwaslookingatit wasthatthesteamseemedtohangaboutitstrangelyandIwonderediftherewasn’taleaksomewhere.” (DevoteesoftheTeaCeremonywereinterestedinanyoddoraccidentalbeautyinnature.)Sincethe artisanstillseemedsoexcitedaboutit,Fushimiyagavehimthecupforfree.

Theartisantookthecuparound,tryingtofindanexpertwhowouldappraiseitatahighprice,butsince allofthemrecognizeditasanordinaryteacuphegotnowhere.Soonhewasneglectinghisownbusiness, thinkingonlyofthecupandthefortuneitcouldbring FinallyhewenttoEdototalktoFushimiyaathis shop.Therethedealer,realizingthathehadinadvertentlycausedthismanpainbymakinghimbelievethe cuphadgreatworth,paidhim100ryo(goldpieces)forthecupasakindness.Thecupwasindeed mediocre,buthewantedtoridtheartisanofhisobsession,whilealsoallowinghimtofeelthathiseffort hadnotbeenwasted.Theartisanthankedhimandwentonhisway.

Moneyisneverspenttosomuchadvantageaswhenvouhavebeencheatedoutofit;foratonestroke youhavepurchasedprudence.

ARTHURSCHOPENHAUER,1788-1860

SoonwordspreadofFushimiya’spurchaseoftheteacup.EverydealerinJapanclamoredforhimto sellit,sinceacuphehadboughtfor100ryomustbeworthmuchmore.Hetriedtoexplainthe circumstancesinwhichhehadboughtthecup,butthedealerscouldnotbedissuaded.Fushimiyafinally relentedandputthecupupforsale.

Duringtheauction,twobuyerssimultaneouslybid200ryofortheteacup,andthenbegantofightover whohadbidfirst.Theirfightingtippedoveratableandtheteacupfelltothegroundandbrokeinto severalpieces Theauctionwasclearlyover Fushimiyagluedandmendedthecup,thenstoreditaway, thinkingtheaffairfinished.Yearslater,however,thegreatteamasterMatsudairaFumaivisitedthestore, andaskedtoseethecup,whichbythenhadbecomelegendary.Fumaiexaminedit.“Asapiece,”hesaid, “itisnotuptomuch,butaTeaMasterprizessentimentandassociationmorethanintrinsicvalue.”He boughtthecupforahighsum.Aglued-togetherworkoflessthanordinarycraftsmanshiphadbecomeone ofthemostfamousobjectsinJapan.

Interpretation

Thestoryshows,first,anessentialaspectofmoney:Thatitishumanswhohavecreateditandhumans whoinstillitwithmeaningandvalue.Second,withobjectsaswithmoney,whatthecourtiermostvalues arethesentimentsandemotionsembeddedinthem thesearewhatmakethemworthhaving.Thelesson issimple:Themoreyourgiftsandyouractsofgenerosityplaywithsentiment,themorepowerfulthey are.Theobjectorconceptthatplayswithachargedemotionorhitsachordofsentimenthasmorepower thanthemoneyyousquanderonanexpensiveyetlifelesspresent.

ObservanceVI

AkimotoSuzutomo,awealthyadherentoftheteaceremony,oncegavehispage100ryo(goldpieces)and instructedhimtopurchaseateabowlofferedbyaparticulardealer.Whenthepagesawthebowl,he doubteditwasworththatmuch,andaftermuchbargaininggotthepricereducedto95ryo.Dayslater, afterSuzutomohadputthebowltouse,thepageproudlytoldhimwhathehaddone.

“Whatanignoramusyouare!”repliedSuzutomo.“Ateabowlthatanyoneasks100piecesofgoldfor canonlybeafamilyheirloom,andathinglikethatisonlysoldwhenthefamilyispressedformoney Andinthatcasetheywillbehopingtofindsomeonewhowillgiveeven150piecesforit.Sowhatsortof fellowisitwhodoesnotconsidertheirfeelings?Quiteapartfromthat,acuriothatyougive100ryofor issomethingworthhaving,butonethathasonlycost95givesameanimpression.Soneverletmeseethat teabowlagain!”Andhehadthebowllockedaway,andnevertookitout.

Interpretation

Whenyouinsistonpayingless,youmaysaveyourfiveryo,buttheinsultyoucauseandthecheap impressionyoucreatewillcostyouinreputation,whichisthethingthepowerfulprizeaboveall.Learn topaythefullprice itwillsaveyoualotintheend.

AGIFTOFFISH

Kung-yiHsiu,premierofLu,wasfondoffish.Therefore,peopleinthewholecountryconscientiously boughtfish,whichtheypresentedtohim.However,Kung-yiwouldnotacceptthepresents.Against suchastephisyoungerbrotherremonstratedwithhimandsaid:“Youlikefish,indeed.Whydon’tyou acceptthepresentoffish?”Inreply,hesaid:“ItissolelybecauseIlikefishthatIwouldnotaccept thefishtheygaveme Indeed,ifIacceptthefish,Iwillbeplacedunderanobligationtothem Once placedunderanobligationtothem,Iwillsometimehavetobendthelaw.IfIbendthelaw,Iwillbe dismissedfromthepremiership.Afterbeingdismissedfromthepremiership,Imightnotbeableto supplymyselfwithfish.Onthecontrary,ifIdonotacceptthefishfromthemandamnotdismissedthe premiership,howeverfondoffish,Icanalwayssupplymyselfwithfish.”

HAN-FEI-TZU,CHINESEPHILOSOPHER,THIRDCENTURYB.C.

ObservanceVII

SometimenearthebeginningoftheseventeenthcenturyinJapan,agroupofgeneralswhiledawaythe timebeforeabigbattlebystaginganincense-smellingcompetition.Eachparticipantantedupaprizefor thecontest’swinners bows,arrows,saddles,andotheritemsawarriorwouldcovet.

ThegreatLordDateMasamunehappenedtopassbyandwasinducedtoparticipate.Foraprize,he offeredthegourdthathungfromhisbelt.Everyonelaughed,fornoonewantedtowinthischeapitem.A retainerofthehostfinallyacceptedthegourd.

Whenthepartybrokeup,however,andthegeneralswerechattingoutsidethetent,Masamunebrought overhismagnificenthorseandgaveittotheretainer “There,”hesaid,“ahorsehascomeoutofthe gourd.”ThestunnedgeneralssuddenlyregrettedtheirscornatMasamune’sgift.Interpretation

Masamuneunderstoodthefollowing:Moneygivesitspossessortheabilitytogivepleasuretoothers.The moreyoucandothis,themoreyouattractadmiration.Whenyoumakeahorsecomeoutofagourd,you givetheultimatedemonstrationofyourpower.

Image:TheRiver.Toprotect yourselfortosavetheresource, youdamitup.Soon,however, thewatersbecomedankand pestilent.Onlythefoulest formsoflifecanliveinsuch stagnantwaters;nothingtrav elsonthem,allcommerce stops.Destroythedam.When waterflowsandcirculates,itgen eratesabundance,wealth,and powerineverlargercircles.The Rivermustfloodperiodically forgoodthingstoflourish.

Itookmoneyonlyfromthosewhocouldafforditandwerewillingtogoinwithmeinschemesthey fanciedwouldfleeceothers.Theywantedmoneyforitsownsake.Iwanteditfortheluxuriesand pleasuresitwouldaffordme.Theywereseldomconcernedwithhumannature.Theyknewlittle-and caredless-abouttheirfellowmen.Iftheyhadbeenkeenerstudentsofhumannature,iftheyhadgiven moretimetocompanionshipwiththeirfellowsandlesstothechaseofthealmightydollar,they wouldn’thavebeensucheasymarks.

“YELLOWKID”WEIL.1875-1976

Authority:Thegreatmanwhoisamiserisagreatfool,andamaninhighplacescanhavenoviceso harmfulasavarice.Amiserlymancanconquerneitherlandsnorlordships,forhedoesnothavea plentifulsupplyoffriendswithwhomhemayworkhiswill.Whoeverwantstohavefriendsmustnotlove hispossessionsbutmustacquirefriendsbymeansoffairgifts;forinthesamewaythatthelodestone subtlydrawsirontoitself,sothegoldandsilverthatamangivesattracttheheartsofmen.(TheRomance oftheRose,GuillaumedeLorris,c.1200-1238)

REVERSAL

Thepowerfulneverforgetthatwhatisofferedforfreeisinevitablyatrick Friendswhoofferfavors withoutaskingforpaymentwilllaterwantsomethingfardearerthanthemoneyyouwouldhavepaid them.Thebargainhashiddenproblems,bothmaterialandpsychological.Learntopay,then,andtopay well.

Ontheotherhand,thisLawoffersgreatopportunitiesforswindlinganddeceptionifyouapplyitfrom theotherside.Danglingthelureofafreelunchistheconartist’sstockintrade.

Nomanwasbetteratthisthanthemostsuccessfulconartistofourage,JosephWeil,a.k.a.“The YellowKid.”TheYellowKidlearnedearlythatwhatmadehisswindlespossiblewashisfellow humans’greed.“Thisdesiretogetsomethingfornothing,”heoncewrote,“hasbeenverycostlytomany peoplewhohavedealtwithmeandwithotherconmen....Whenpeoplelearn asIdoubttheywill that theycan’tgetsomethingfornothing,crimewilldiminishandweshallallliveingreaterharmony.”Over theyearsWeildevisedmanywaystoseducepeoplewiththeprospectofeasymoney Hewouldhandout

“free”realestate whocouldresistsuchanoffer? andthenthesuckerswouldlearntheyhadtopay$25 toregisterthesale.Sincethelandwasfree,itseemedworththehighfee,andtheYellowKidwould makethousandsofdollarsonthephonyregistration.Inexchangehewouldgivehissuckersaphonydeed. Othertimes,hewouldtellsuckersaboutafixedhorserace,orastockthatwouldearn200percentina fewweeks.Ashespunhisstorieshewouldwatchthesucker’seyesopenwideatthethoughtofafree lunch.

Thelessonissimple:Baityourdeceptionswiththepossibilityofeasymoney.Peopleareessentially lazy,andwantwealthtofallintheirlapratherthantoworkforit.Forasmallsum,sellthemadviceon howtomakemillions(P.T.Barnumdidthislaterinlife),andthatsmallsumwillbecomeafortunewhen multipliedbythousandsofsuckers.Lurepeopleinwiththeprospectofeasymoneyandyouhavethe roomtoworkstillmoredeceptionsonthem,sincegreedispowerfulenoughtoblindyourvictimsto anything AndastheYellowKidsaid,halfthefunisteachingamorallesson:Greeddoesnotpay

AVOIDSTEPPINGINTOAGREATMAN’SSHOES JUDGMENT

Whathappensfirstalwaysappearsbetterandmoreoriginalthanwhatcomesafter.Ifyousucceeda greatmanorhaveafamousparent,youwillhavetoaccomplishdoubletheirachievementstooutshine them.Donotgetlostintheirshadow,orstuckinapastnotofyourownmaking:Establishyourown nameandidentitybychangingcourse.Slaytheoverbearingfather,disparagehislegacy,andgain powerbyshininginyourownway.

THEEXCELLENCEOFBEINGFIRST

Manywouldhaveshoneliketheveryphoenixintheiroccupationsifothershadnotprecededthem. Beingfirstisagreatadvantage;witheminence,twiceasgood.Dealthefirsthandandyouwillwin theupperground....Thosewhogofirstwinfamebyrightofbirth,andthosewhofollowarelike secondsons,contentingthemselveswithmeagerportions....Solomonoptedwiselyforpacifism, yieldingwarlikethingstohisfather Bychangingcoursehefounditeasiertobecomeahero Andour greatPhilipIIgovernedtheentireworldfromthethroneofhisprudence,astonishingtheages.Ifhis unconqueredfatherwasamodelofenergy,Philipwasaparadigmofprudence....Thissortofnovelty hashelpedthewell-advisedwinaplaceintherollofthegreat.Withoutleavingtheirownart,the ingeniousleavethecommonpathandtake,eveninprofessionsgraywithage,newstepstoward eminence.HoraceyieldedepicpoetrytoVirgil,andMartialthelyrictoHorace.Terenceoptedfor comedy,Persiusforsatire,eachhopingtobefirstinhisgenre Boldfancyneversuccumbedtofacile imitation.

APOCKETMIRRORFORHEROES,BALTASARGRACIÁN,TRANSLATEDBYCHRISTOPHER MAURER,1996

TRANSGRESSIONOFTHELAW

WhenLouisXIVdied,in1715,afteragloriousfifty-five-yearreign,alleyesfocusedonhisgreatgrandsonandchosensuccessor,thefutureLouisXV.Wouldtheboy,onlyfiveatthetime,proveasgreata leaderastheSunKing?LouisXIVhadtransformedacountryonthevergeofcivilwarintothe preeminentpowerinEurope.Thelastyearsofhisreignhadbeendifficult hehadbeenoldandtired butitwashopedthatthechildwoulddevelopintothekindofstrongrulerwhowouldreinvigoratethe landandaddtothefirmfoundationthatLouisXIVhadlaid.

TothisendthechildwasgiventhebestmindsofFranceashistutors,menwhowouldinstructhimin theartsofstatecraft,inthemethodsthattheSunKinghadperfected.Nothingwasneglectedinhis

LAW41

education ButwhenLouisXVcametothethrone,in1726,asuddenchangecameoverhim:Henolonger hadtostudyorpleaseothersorprovehimself.Hestoodaloneatthetopofagreatcountry,withwealth andpowerathiscommand.Hecoulddoashewished.

Inthefirstyearsofhisreign,Louisgavehimselfovertopleasure,leavingthegovernmentinthehands ofatrustedminister,André-HerculedeFleury.Thiscausedlittleconcern,forhewasayoungmanwho neededtosowhiswildoats,anddeFleurywasagoodminister.Butitslowlybecameclearthatthiswas morethanapassingphase.Louishadnointerestingoverning.HismainworrywasnotFrance’sfinances, orapossiblewarwithSpain,butboredom.Hecouldnotstandbeingbored,andwhenhewasnothunting deer,orchasingyounggirls,hewhiledawayhistimeatthegamblingtables,losinghugesumsinasingle night.

Thecourt,asusual,reflectedthetastesoftheruler.Gamblingandlavishpartiesbecametheobsession. ThecourtiershadnoconcernwiththefutureofFrance theypouredtheirenergiesintocharmingtheking, anglingfortitlesthatwouldbringthemlifepensions,andforcabinetpositionsdemandinglittleworkbut payinghugesalaries.Parasitesflockedtothecourt,andthestate’sdebtsswelled.

In1745LouisfellinlovewithMadamedePompadour,awomanofmiddle-classoriginwhohad managedtorisethroughhercharms,herintelligence,andagoodmarriage.MadamedePompadour becametheofficialroyalmistress;shealsobecameFrance’sarbiteroftasteandfashion.ButtheMadame hadpoliticalambitionsaswell,andsheeventuallyemergedasthecountry’sunofficialprimeminister it wasshe,notLouis,whowieldedhiring-and-firingpoweroverFrance’smostimportantministers.

AshegrewolderLouisonlyneededmorediversion.OnthegroundsofVersailleshebuiltabrothel, ParcauxCerfs,whichhousedsomeoftheprettiestyounggirlsofFrance.Undergroundpassagesand hiddenstair-casesgaveLouisaccessatallhours.AfterMadamedePompadourdied,in1764,shewas succeededasroyalmistressbyMadameduBarry,whosooncametodominatethecourt,andwho,likede Pompadourbeforeher,begantomeddleinaffairsofstate.Ifaministerdidnotpleaseherhewouldfind himselffired.AllofEuropewasaghastwhenduBarry,thedaughterofabaker,managedtoarrangethe firingofÉtiennedeChoiseul,theforeignministerandFrance’smostablediplomat.Hehadshownhertoo littlerespect.Astimewentby,swindlersandcharlatansmadetheirnestsinVersailles,andenticed Louis’sinterestinastrology,theoccult,andfraudulentbusinessdeals.Theyoungandpamperedteenager whohadtakenoverFranceyearsbeforehadonlygrownworsewithage.

ThemottothatbecameattachedtoLouis’sreignwas“Aprèsmoi,ledéluge” “Aftermetheflood,” or,LetFrancerotafterIamgone.AndindeedwhenLouisdidgo,in1774,wornoutbydebauchery,his countryandhisownfinanceswereinhorribledisarray.HisgrandsonLouisXVIinheritedarealmin desperateneedofreformandastrongleader.ButLouisXVIwasevenweakerthanhisgrandfather,and couldonlywatchasthecountrydescendedintorevolution In1792therepublicintroducedbytheFrench Revolutiondeclaredtheendofthemonarchy,andgavethekinganewname,“LouistheLast.”Afew monthslaterhekneeledontheguillotine,hisabout-to-be-severedheadstrippedofalltheradianceand powerthattheSunKinghadinvestedinthecrown.

Interpretation

Fromacountrythathaddescendedintocivilwarinthelate1640s,LouisXIVforgedthemightiestrealm inEurope.Greatgeneralswouldtrembleinhispresence.Acookoncemadeamistakeinpreparingadish andcommittedsuicideratherthanfacetheking’swrath.LouisXIVhadmanymistresses,buttheirpower endedinthebedroom.Hefilledhiscourtwiththemostbrilliantmindsoftheage.Thesymbolofhis

powerwasVersailles:Refusingtoacceptthepalaceofhisforefathers,theLouvre,hebuilthisown palaceinwhatwasthenthemiddleofnowhere,symbolizingthatthiswasaneworderhehadfounded, onewithoutprecedent.HemadeVersaillesthecenterpieceofhisreign,aplacethatallthepowerfulof Europeenviedandvisitedwithasenseofawe.Inessence,Louistookagreatvoid thedecaying monarchyofFrance andfilleditwithhisownsymbolsandradiantpower.

LouisXV,ontheotherhand,symbolizesthefateofallthosewhoinheritsomethinglargeorwhofollow inagreatman’sfootsteps.Itwouldseemeasyforasonorsuccessortobuildonthegrandfoundationleft forthem,butintherealmofpowertheoppositeistrue.Thepampered,indulgedsonalmostalways squanderstheinheritance,forhedoesnotstartwiththefather’sneedtofillavoid.AsMachiavellistates, necessityiswhatimpelsmentotakeaction,andoncethenecessityisgone,onlyrotanddecayareleft. Havingnoneedtoincreasehisstoreofpower,LouisXVinevitablysuccumbedtoinertia.Underhim, Versailles,thesymboloftheSunKing’sauthority,becameapleasurepalaceofincomparablebanality,a kindofLasVegasoftheBourbonmonarchy.Itcametorepresentallthattheoppressedpeasantryof Francehatedabouttheirking,andduringtheRevolutiontheylooteditwithglee.

CUTOFPERICLES

AsayoungmanPericleswasinclinedtoshrinkfromfacingthepeople.Onereasonforthiswasthathe wasconsideredtobearadistinctresemblancetothetyrantPisistratus,andwhenmenwhowerewell oninyearsremarkedonthecharmofPericles’voiceandthesmoothnessandfluencyofhisspeech, theywereastonishedattheresemblancebetweenthetwo.Thefactthathewasrichandthathecame ofadistinguishedfamilyandpossessedexceedinglypowerfulfriendsmadethefearofostracismvery realtohim,andatthebeginningofhiscareerhetooknopartinpoliticsbutdevotedhimselfto soldiering,inwhichheshowedgreatdaringandenterprise.However,thetimecamewhenAristides wasdead Themistoclesinexile,andCimonfrequentlyabsentondistantcampaigns Thenatlast Periclesdecidedtoattachhimselftothepeople’spartyandtotakeupthecauseofthepoorandthe manyinsteadofthatoftherichandthefew,inspiteofthefactthatthiswasquitecontrarytohisown temperament,whichwasthoroughlyaristocratic.Hewasafraid,apparently,ofbeingsuspectedof aimingatadictatorship:sothatwhenhesawthatCimon’ssympathieswerestronglywiththenobles andthatCimonwastheidolofthearistocraticparty,Periclesbegantoingratiatehimselfwiththe people,partlyforself-preservationandpartlybywayofsecuringpoweragainsthisrival Henow entereduponanewmodeoflife.Hewasnevertobeseenwalkinginanystreetexcepttheonewhich ledtothemarket-placeandthecouncilchamber.

THELIFEOFPERICLES,PLUTARCH,c.A.D.46-120

LouisXVhadonlyonewayoutofthetrapawaitingthesonorsuccessorofamanliketheSunKing:to psychologicallybeginfromnothing,todenigratethepastandhisinheritance,andtomoveinatotallynew direction,creatinghisownworld.Assumingyouhavethechoice,itwouldbebettertoavoidthesituation altogether,toplaceyourselfwherethereisavacuumofpower,whereyoucanbetheonetobringorder outofchaoswithouthavingtocompetewithanotherstarinthesky.Powerdependsonappearinglarger thanotherpeople,andwhenyouarelostintheshadowofthefather,theking,thegreatpredecessor,you cannotpossiblyprojectsuchapresence.

Butwhentheybegantomakesovereigntyhereditary,thechildrenquickly degeneratedfromtheirfathers;and,sofarfromtryingtoequaltheirfather’s virtues,theyconsideredthataprincehadnothingelsetodothantoexcel

alltherestinidleness,indulgence,andeveryothervarietyofpleasure NiccolòMachiavelli,1469-1527

THELIFEOFPIETROPERUGINO,PAINTER,c.1450-1523

Howbeneficialpovertymaysometimesbetothosewithtalent,andhowitmayserveasapowerful goadtomakethemperfectorexcellentinwhateveroccupationtheymightchoose,canbeseenvery clearlyintheactionsofPietroPerugino.Wishingbymeansofhisabilitytoattainsomerespectable rank,afterleavingdisastrouscalamitiesbehindinPerugiaandcomingtoFlorence,heremainedthere manymonthsinpoverty,sleepinginachest,sincehehadnootherbed;heturnednightintoday,and withthegreatestzealcontinuallyappliedhimselftothestudyofhisprofession.Afterpaintinghad becomesecondnaturetohim,Pietro’sonlypleasurewasalwaystobeworkinginhiscraftand constantlytobepainting.Andbecausehealwayshadthedreadofpovertybeforehiseyes,hedid thingstomakemoneywhichheprobablywouldnothavebotheredtodohadhenotbeenforcedto supporthimself.Perhapswealthwouldhaveclosedtohimandhistalentthepathtoexcellencejustas povertyhadopenedituptohim,butneedspurredhimonsincehedesiredtorisefromsucha miserableandlowlyposition-ifnotperhapstothesummitandsupremeheightofexcellence,thenat leasttoapointwherehecouldhaveenoughtoliveon.Forthisreason,hetooknonoticeofcold, hunger,discomfort,inconvenience,toilorshameifhecouldonlyliveonedayineaseandrepose;and hewouldalwayssay andasifitwereaproverb thatafterbadweather,goodweathermustfollow, andthatduringthegoodweatherhousesmustbebuiltforshelterintimesofneed.

LIVESOFTHEARTISTS,GIORGIOVASARI,1511-1574

OBSERVANCEOFTHELAW

AlexandertheGreathadadominantpassionasayoungman anintensedislikeforhisfather,KingPhilip ofMacedonia.HehatedPhilip’scunning,cautiousstyleofruling,hisbombasticspeeches,hisdrinking andwhoring,andhisloveofwrestlingandofotherwastesoftime.Alexanderknewhehadtomake himselftheveryoppositeofhisdomineeringfather:Hewouldforcehimselftobeboldandreckless,he wouldcontrolhistongueandbeamanoffewwords,andhewouldnotloseprecioustimeinpursuitof pleasuresthatbroughtnoglory.AlexanderalsoresentedthefactthatPhiliphadconqueredmostof Greece:“Myfatherwillgoonconqueringtillthereisnothingextraordinaryleftformetodo,”heonce complained.Whileothersonsofpowerfulmenwerecontenttoinheritwealthandlivealifeofleisure, Alexanderwantedonlytooutdohisfather,toobliteratePhilip’snamefromhistorybysurpassinghis accomplishments.

Alexanderitchedtoshowothershowsuperiorhewastohisfather AThessalianhorse-dealeronce broughtaprizehorsenamedBucephalustoselltoPhilip.Noneoftheking’sgroomscouldgetnearthe horse itwasfartoosavage andPhilipberatedthemerchantforbringinghimsuchauselessbeast. Watchingthewholeaffair,Alexanderscowledandcommented,“Whatahorsetheyarelosingforwantof skillandspirittomanagehim!”Whenhehadsaidthisseveraltimes,Philiphadfinallyhadenough,and challengedhimtotakeonthehorse.Hecalledthemerchantback,secretlyhopinghissonwouldhavea nastyfallandlearnabitterlesson.ButAlexanderwastheonetoteachthelesson:Notonlydidhemount Bucephalus,hemanagedtoridehimatfullgallop,tamingthehorsethatwouldlatercarryhimalltheway

toIndia Thecourtiersapplaudedwildly,butPhilipseethedinside,seeingnotasonbutarivaltohis power.

Alexander’sdefianceofhisfathergrewbolder.Onedaythetwomenhadaheatedargumentbeforethe entirecourt,andPhilipdrewhisswordasiftostrikehisson;havingdrunktoomuchwine,however,the kingstumbled.Alexanderpointedathisfatherandjeered,“MenofMacedonia,seetherethemanwhois preparingtopassfromEuropetoAsia.Hecannotpassfromonetabletoanotherwithoutfalling.”

WhenAlexanderwaseighteen,adisgruntledcourtiermurderedPhilip.Aswordoftheregicidespread throughGreece,cityaftercityroseupinrebellionagainsttheirMacedonianrulers.Philip’sadvisers counseledAlexander,nowtheking,toproceedcautiously,todoasPhiliphaddoneandconquerthrough cunning.ButAlexanderwoulddothingshisway:Hemarchedtothefurthestreachesofthekingdom, suppressedtherebellioustowns,andreunitedtheempirewithbrutalefficiency.

Asayoungrebelgrowsolder,hisstruggleagainstthefatheroftenwanes,andhegraduallycomesto resembletheverymanhehadwantedtodefy.ButAlexander’sloathingofhisfatherdidnotendwith Philip’sdeath.OncehehadconsolidatedGreece,hesethiseyesonPersia,theprizethathadeludedhis father,whohaddreamedofconqueringAsia.IfhedefeatedthePersians,Alexanderwouldfinallysurpass Philipingloryandfame.

AlexandercrossedintoAsiawithanarmyof35,000tofaceaPersianforcenumberingoveramillion. BeforeengagingthePersiansinbattlehepassedthroughthetownofGordium.Here,inthetown’smain temple,therestoodanancientchariottiedwithcordsmadeoftherindofthecorneltree.Legendhadit thatanymanwhocouldundothesecords theGordianknot wouldruletheworld.Manyhadtriedto untietheenormousandintricateknot,butnonehadsucceeded.Alexander,seeinghecouldnotpossibly untietheknotwithhisbarehands,tookouthisswordandwithoneslashcutitinhalf.Thissymbolic gestureshowedtheworldthathewouldnotdoasothers,butwouldblazehisownpath

Againstastoundingodds,AlexanderconqueredthePersians.Mostexpectedhimtostopthere itwasa greattriumph,enoughtosecurehisfameforeternity.ButAlexanderhadthesamerelationshiptohisown deedsashehadtohisfather:HisconquestofPersiarepresentedthepast,andhewantednevertoreston pasttriumphs,ortoallowthepasttooutshinethepresent.HemovedontoIndia,extendinghisempire beyondallknownlimits.Onlyhisdisgruntledandwearysoldierspreventedhimfromgoingfarther.

Interpretation

Alexanderrepresentsanextremelyuncommontypeinhistory:thesonofafamousandsuccessfulmanwho managestosurpassthefatheringloryandpower.Thereasonthistypeisuncommonissimple:Thefather mostoftenmanagestoamasshisfortune,hiskingdom,becausehebeginswithlittleornothing.A desperateurgeimpelshimtosucceed hehasnothingtolosebycunningandimpetuousness,andhasno famousfatherofhisowntocompeteagainst.Thiskindofmanhasreasontobelieveinhimself to believethathiswayofdoingthingsisthebest,because,afterall,itworkedforhim.

Whenamanlikethishasason,hebecomesdomineeringandoppressive,imposinghislessonsonthe son,whoisstartingofflifeincircumstancestotallydifferentfromthoseinwhichthefatherhimselfbegan Insteadofallowingthesontogoinanewdirection,thefatherwilltrytoputhiminhisownshoes, perhapssecretlywishingtheboywillfail,asPhiliphalfwantedtoseeAlexanderthrownfrom Bucephalus.Fathersenvytheirsons’youthandvigor,afterall,andtheirdesireistocontrolanddominate. Thesonsofsuchmentendtobecomecowedandcautious,terrifiedoflosingwhattheirfathershave gained.

Thesonwillneverstepoutofhisfather’sshadowunlessheadoptstheruthlessstrategyofAlexander: disparagethepast,createyourownkingdom,putthefatherintheshadowsinsteadoflettinghimdothe sametoyou.Ifyoucannotmateriallystartfromgroundzero itwouldbefoolishtorenouncean inheritance youcanatleastbeginfromgroundzeropsychologically,bythrowingofftheweightofthe pastandchartinganewdirection.Alexanderinstinctivelyrecognizedthatprivilegesofbirthare impedimentstopower Bemercilesswiththepast,then notonlywithyourfatherandhisfatherbutwith yourownearlierachievements.Onlytheweakrestontheirlaurelsanddoteonpasttriumphs;inthegame ofpowerthereisnevertimetorest.

THEPROBLEMOFPAULMORPHY

Theslightestacquaintancewithchessshowsonethatitisaplay-substitutefortheartofwarand indeedithasbeenafavoriterecreationofsomeofthegreatestmilitaryleaders,fromWilliamthe ConquerortoNapoleon Inthecontestbetweentheopposingarmiesthesameprinciplesofboth strategyandtacticsaredisplayedasinactualwar,thesameforesightandpowersofcalculationare necessary,thesamecapacityfordiviningtheplansoftheopponent,andtherigorwithwhich decisionsarefollowedbytheirconsequencesis,ifanything,evenmoreruthless.Morethanthat,itis plainthattheunconsciousmotiveactuatingtheplayersisnotthemereloveofpugnacity characteristicofallcompetitivegames,butthegrimmeroneoffather-murder Itistruethatthe originalgoalofcapturingthekinghasbeengivenup,butfromthepointofviewofmotivethereis, exceptinrespectofcrudity,notappreciablechangeinthepresentgoalofsterilizinghimin immobility....“Checkmate”meansliterally“thekingisdead.”...Ourknowledgeoftheunconscious motivationofchess-playingtellsusthatwhatitrepresentedcouldonlyhavebeenthewishto overcomethefatherinanacceptableway....Itisnodoubtsignificantthat[nineteenth-centurychess championPaul] Morphy’ssoaringodysseyintothehigherrealmsofchessbeganjustayearafterthe unexpectedlysuddendeathofhisfather,whichhadbeenagreatshocktohim,andwemaysurmise thathisbrillianteffortofsublimationwas,likeShakespeare’sHamletandFreud’sTheInterpretation ofDreams,areactiontothiscriticalevent.... SomethingshouldnowbesaidaboutthereceptionMorphy’ssuccessesmetwith,fortheywereofsuch akindastoraisethequestionwhetherhissubsequentcollapsemaynothavebeeninfluencedthrough hisperhapsbelongingtothetypethatFreudhasdescribedunderthenameofDieamErfolgescheitern (“Thosewreckedbysuccess”)....Couchedinmorepsychologicallanguage,wasMorphyaffrightedat hisownpresumptuousnesswhenthelightofpublicitywasthrownon[hisgreatsuccess?] Freudhas pointedoutthatthepeoplewhobreakunderthestrainoftoogreatsuccessdosobecausetheycan endureitonlyinimagination,notinreality.Tocastratethefatherinadreamisaverydifferent matterfromdoingitinreality Therealsituationprovokestheunconsciousguiltinitsfullforce,and thepenaltymaybementalcollapse.

THEPROBLEMOFPAULMORPHY,ERNESTJONES,1951

KEYSTOPOWER

Inmanyancientkingdoms,forexampleBengalandSumatra,afterthekinghadruledforseveralyearshis subjectswouldexecutehim.Thiswasdonepartlyasaritualofrenewal,butalsotopreventhimfrom

growingtoopowerful-forthekingwouldgenerallytrytoestablishapermanentorder,attheexpenseof otherfamiliesandofhisownsons.Insteadofprotectingthetribeandleadingitintimesofwar,hewould attempttodominateit.Andsohewouldbebeatentodeath,orexecutedinanelaborateritual.Nowthathe wasnolongeraroundforhishonorstogotohishead,hecouldbeworshippedasagod.Meanwhilethe fieldhadbeenclearedforanewandyouthfulordertoestablishitself.

Theambivalent,hostileattitudetowardsthekingorfatherfigurealsofindsexpressioninlegendsof heroeswhodonotknowtheirfather.Moses,thearchetypalmanofpower,wasfoundabandonedamong thebulrushesandneverknewhisparents;withoutafathertocompetewithhimorlimithim,hecould attaintheheightsofpower.Herculeshadnoearthlyfather-hewasthesonofthegodZeus.Laterinhislife AlexandertheGreatspreadthestorythatthegodJupiterAmmonhadsiredhim,notPhilipofMacedon. Legendsandritualsliketheseeliminatethehumanfatherbecausehesymbolizesthedestructivepowerof thepast

Thepastpreventstheyoungherofromcreatinghisownworld hemustdoashisfatherdid,evenafter thatfatherisdeadorpowerless.Theheromustbowandscrapebeforehispredecessorandyieldto traditionandprecedent.Whathadsuccessinthepastmustbecarriedovertothepresent,eventhough circumstanceshavegreatlychanged.Thepastalsoweighstheherodownwithaninheritancethatheis terrifiedoflosing,makinghimtimidandcautious.

Powerdependsontheabilitytofillavoid,tooccupyafieldthathasbeenclearedofthedeadweight ofthepast.Onlyafterthefatherfigurehasbeenproperlydoneawaywithwillyouhavethenecessary spacetocreateandestablishaneworder.Thereareseveralstrategiesyoucanadopttoaccomplishthis variationsontheexecutionofthekingthatdisguisetheviolenceoftheimpulsebychannelingitin sociallyacceptableforms.

Perhapsthesimplestwaytoescapetheshadowofthepastissimplytobelittleit,playingonthe timelessantagonismbetweenthegenerations,stirringuptheyoungagainsttheold.Forthisyouneeda convenientolderfiguretopillory.MaoTse-tung,confrontingaculturethatfiercelyresistedchange, playedonthesuppressedresentmentagainsttheoverbearingpresenceofthevenerableConfuciusin Chineseculture.JohnF.Kennedyknewthedangersofgettinglostinthepast;heradicallydistinguished hispresidencyfromthatofhispredecessor,DwightD.Eisenhower,andalsofromtheprecedingdecade, the1950s,whichEisenhowerpersonified.Kennedy,forinstance,wouldnotplaythedullandfatherly gameofgolf asymbolofretirementandprivilege,andEisenhower’spassion.Insteadheplayedfootball ontheWhiteHouselawn.Ineveryaspecthisadministrationrepresentedvigorandyouth,asopposedto thestodgyEisenhower.Kennedyhaddiscoveredanoldtruth:Theyoungareeasilysetagainsttheold, sincetheyyearntomaketheirownplaceintheworldandresenttheshadowoftheirfathers.

Thedistanceyouestablishfromyourpredecessoroftendemandssomesymbolism,awayofadvertising itselfpublicly.LouisXIV,forexample,createdsuchsymbolismwhenherejectedthetraditionalpalaceof theFrenchkingsandbuilthisownpalaceofVersailles.KingPhilipIIofSpaindidthesamewhenhe createdhiscenterofpower,thepalaceofElEscorial,inwhatwasthenthemiddleofnowhere.ButLouis carriedthegamefurther:Hewouldnotbeakinglikehisfatherorearlierancestors,hewouldnotweara crownorcarryascepterorsitonathrone,hewouldestablishanewkindofimposingauthoritywith symbolsandritualsofitsown.Louismadehisancestors’ritualsintolaughablerelicsofthepast.Follow hisexample:Neverletyourselfbeseenasfollowingyourpredecessor’spath.Ifyoudoyouwillnever surpasshim.Youmustphysicallydemonstrateyourdifference,byestablishingastyleandsymbolismthat setsyouapart.

TheRomanemperorAugustus,successortoJuliusCaesar,understoodthisthoroughly.Caesarhadbeen agreatgeneral,atheatricalfigurewhosespectacleskepttheRomansentertained,aninternational

emissaryseducedbythecharmsofCleopatra alarger-than-lifefigure SoAugustus,despitehisown theatricaltendencies,competedwithCaesarnotbytryingtooutdohimbutbydifferentiatinghimselffrom him:HebasedhispoweronareturntoRomansimplicity,anausterityofbothstyleandsubstance. AgainstthememoryofCaesar’ssweepingpresenceAugustusposedaquietandmanlydignity.

Theproblemwiththeoverbearingpredecessoristhathefillsthevistasbeforeyouwithsymbolsofthe past.Youhavenoroomtocreateyourownname.Todealwiththissituationyouneedtohuntoutthe vacuums thoseareasinculturethathavebeenleftvacantandinwhichyoucanbecomethefirstand principalfiguretoshine.

WhenPericlesofAthenswasabouttolaunchacareerasastatesman,helookedfortheonethingthat wasmissinginAthenianpolitics.Mostofthegreatpoliticiansofhistimehadalliedthemselveswiththe aristocracy;indeedPericleshimselfhadaristocratictendencies.Yethedecidedtothrowinhishatwith thecity’sdemocraticelements Thechoicehadnothingtodowithhispersonalbeliefs,butitlaunchedhim onabrilliantcareer.Outofnecessityhebecameamanofthepeople.Insteadofcompetinginanarena filledwithgreatleadersbothpastandpresent,hewouldmakeanameforhimselfwherenoshadows couldobscurehispresence.

WhenthepainterDiegodeVelázquezbeganhiscareer,heknewhecouldnotcompeteinrefinement andtechniquewiththegreatRenaissancepainterswhohadcomebeforehim.Insteadhechosetoworkin astylethatbythestandardsofthetimeseemedcoarseandrough,inawaythathadneverbeenseen before.Andinthisstyleheexcelled.ThereweremembersoftheSpanishcourtwhowantedto demonstratetheirownbreakwiththepast;thenewnessofVelázquez’sstylethrilledthem.Mostpeople areafraidtobreaksoboldlywithtradition,buttheysecretlyadmirethosewhocanbreakuptheoldforms andreinvigoratetheculture.Thisiswhythereissomuchpowertobegainedfromenteringvacuumsand voids

Thereisakindofstubbornstupiditythatrecursthroughouthistory,andisastrongimpedimentto power:ThesuperstitiousbeliefthatifthepersonbeforeyousucceededbydoingA,B,andC,youcanrecreatetheirsuccessbydoingthesamething.Thiscookie-cutterapproachwillseducetheuncreative,forit iseasy,andappealstotheirtimidityandtheirlaziness.Butcircumstancesneverrepeatthemselves exactly.

WhenGeneralDouglasMacArthurassumedcommandofAmericanforcesinthePhilippinesduring WorldWarII,anassistanthandedhimabookcontainingthevariousprecedentsestablishedbythe commandersbeforehim,themethodsthathadbeensuccessfulforthem.MacArthuraskedtheassistant howmanycopiestherewereofthisbook.Six,theassistantanswered.“Well,”thegeneralreplied,“you getallthosesixcopiestogetherandburnthem everyoneofthem.I’llnotbeboundbyprecedents.Any timeaproblemcomesup,I’llmakethedecisionatonce immediately”Adoptthisruthlessstrategy towardthepast:Burnallthebooks,andtrainyourselftoreacttocircumstancesastheyhappen.

Youmaybelievethatyouhaveseparatedyourselffromthepredecessororfatherfigure,butasyou growolderyoumustbeeternallyvigilantlestyoubecomethefatheryouhadrebelledagainst.Asayoung man,MaoTse-tungdislikedhisfatherandinthestruggleagainsthimfoundhisownidentityandanewset ofvalues.Butasheaged,hisfather’swayscreptbackin.Mao’sfatherhadvaluedmanualworkover intellect;Maohadscoffedatthisasayoungman,butashegrewolderheunconsciouslyreturnedtohis father’sviewsandechoedsuchoutdatedideasbyforcingawholegenerationofChineseintellectualsinto manuallabor,anightmarishmistakethatcosthisregimedearly.Remember:Youareyourownfather.Do notletyourselfspendyearscreatingyourselfonlytoletyourguarddownandallowtheghostofthepast father,habit,history tosneakbackin.

Finally,asnotedinthestoryofLouisXV,plenitudeandprosperitytendtomakeuslazyandinactive:

Whenourpowerissecurewehavenoneedtoact Thisisaseriousdanger,especiallyforthosewho achievesuccessandpoweratanearlyage.TheplaywrightTennesseeWilliams,forinstance,found himselfskyrocketedfromobscuritytofamebythesuccessofTheGlassMenagerie.“Thesortoflife whichIhadhadprevioustothispopularsuccess,”helaterwrote,“wasonethatrequiredendurance,a lifeofclawingandscratching,butitwasagoodlifebecauseitwasthesortoflifeforwhichthehuman organismiscreated.Iwasnotawareofhowmuchvitalenergyhadgoneintothisstruggleuntilthe strugglewasremoved.Thiswassecurityatlast.Isatdownandlookedaboutmeandwassuddenlyvery depressed.”Williamshadanervousbreakdown,whichmayinfacthavebeennecessaryforhim:Pushed tothepsychologicaledge,hecouldstartwritingwiththeoldvitalityagain,andheproducedAStreetcar NamedDesire.FyodorDostoyevsky,similarly,wheneverhewroteasuccessfulnovel,wouldfeelthatthe financialsecurityhehadgainedmadetheactofcreationunnecessary.Hewouldtakehisentiresavingsto thecasinoandwouldnotleaveuntilhehadgambledawayhislastpenny Oncereducedtopovertyhe couldwriteagain.

Itisnotnecessarytogotosuchextremes,butyoumustbepreparedtoreturntosquareone psychologicallyratherthangrowingfatandlazywithprosperity.PabloPicassocoulddealwithsuccess, butonlybyconstantlychangingthestyleofhispainting,oftenbreakingcompletelywithwhathadmade himsuccessfulbefore.Howoftenourearlytriumphsturnusintoakindofcaricatureofourselves. Powerfulpeoplerecognizethesetraps;likeAlexandertheGreat,theystruggleconstantlytore-create themselves.Thefathermustnotbeallowedtoreturn;hemustbeslainateverystepoftheway.

Image:TheFather.Hecastsagiantshadowoverhischildren,keepingtheminthralllongafterheisgone bytyingthemtothepast,squashingtheiryouthfulspirit,andforcingthemdownthesametiredpathhe followedhimself.Histricksaremany.Ateverycrossroadsyoumustslaythefatherandstepoutofhis shadow.

Authority:Bewareofsteppingintoagreatman’sshoes youwillhavetoaccomplishtwiceasmuchto surpasshim.Thosewhofollowaretakenforimitators.Nomatterhowmuchtheysweat,theywillnever shedthatburden.Itisanuncommonskilltofindanewpathforexcellence,amodernroutetocelebrity. Therearemanyroadstosingularity,notallofthemwelltraveled.Thenewestonescanbearduous,but theyareoftenshortcutstogreatness.(BaltasarGracián,1601-1658)

REVERSAL

Theshadowofagreatpredecessorcouldbeusedtoadvantageifitischosenasatrick,atacticthatcan bediscardedonceithasbroughtyoupower.NapoleonIIIusedthenameandlegendofhisillustrious grand-uncleNapoleonBonapartetohelphimbecomefirstpresidentandthenemperorofFrance.Onceon thethrone,however,hedidnotstaytiedtothepast;hequicklyshowedhowdifferenthisreignwouldbe, andwascarefultokeepthepublicfromexpectinghimtoattaintheheightsthatBonapartehadattained.

Thepastoftenhaselementsworthappropriating,qualitiesthatwouldbefoolishtorejectoutofaneed todistinguishyourself.EvenAlexandertheGreatrecognizedandwasinfluencedbyhisfather’sskillin organizinganarmy.Makingadisplayofdoingthingsdifferentlyfromyourpredecessorcanmakeyou seemchildishandinfactoutofcontrol,unlessyouractionshavealogicoftheirown.

JosephII,sonoftheAustrianempressMariaTheresa,madeashowofdoingtheexactoppositeofhis mother dressinglikeanordinarycitizen,stayingininnsinsteadofpalaces,appearingasthe“people’s

emperor”MariaTheresa,ontheotherhand,hadbeenregalandaristocratic Theproblemwasthatshe hadalsobeenbeloved,anempresswhoruledwiselyafteryearsoflearningthehardway.Ifyouhavethe kindofintelligenceandinstinctthatwillpointyouintherightdirection,playingtherebelwillnotbe dangerous.Butifyouaremediocre,asJosephIIwasincomparisontohismother,youarebetteroff learningfromyourpredecessor’sknowledgeandexperience,whicharebasedonsomethingreal.

Finally,itisoftenwisetokeepaneyeontheyoung,yourfuturerivalsinpower.Justasyoutrytorid yourselfofyourfather,theywillsoonplaythesametrickonyou,denigratingeverythingyouhave accomplished.Justasyourisebyrebellingagainstthepast,keepaneyeonthoserisingfrombelow,and nevergivethemthechancetodothesametoyou.

ThegreatBaroqueartistandarchitectPietroBerniniwasamasteratsniffingoutyoungerpotential rivalsandkeepingtheminhisshadow.OnedayayoungstonemasonnamedFrancescoBorrominishowed Berninihisarchitecturalsketches Recognizinghistalentimmediately,BerniniinstantlyhiredBorromini ashisassistant,whichdelightedtheyoungmanbutwasactuallyonlyatactictokeephimcloseathand,so thathecouldplaypsychologicalgamesonhimandcreateinhimakindofinferioritycomplex.And indeed,despiteBorromini’sbrilliance,Berninihasthegreaterfame.HisstrategywithBorrominihemade alifelongpractice:FearingthatthegreatsculptorAlessandroAlgardi,forexample,wouldeclipsehimin fame,hearrangeditsothatAlgardicouldonlyfindworkashisassistant.Andanyassistantwhorebelled againstBerniniandtriedtostrikeoutonhisownwouldfindhiscareerruined.

STRIKETHESHEPHERDANDTHESHEEPWILLSCATTER

JUDGMENT

Troublecanoftenbetracedtoasinglestrongindividual thestirrer,thearrogantunderling,the poisonerofgoodwill.Ifyouallowsuchpeopleroomtooperate,otherswillsuccumbtotheirinfluence. Donotwaitforthetroublestheycausetomultiply,donottrytonegotiatewiththem theyare irredeemable.Neutralizetheirinfluencebyisolatingorbanishingthem.Strikeatthesourceofthe troubleandthesheepwillscatter.

OBSERVANCEOFTHELAWI

NeartheendofthesixthcenturyB.C.,thecity-stateofAthensoverthrewtheseriesofpettytyrantswho haddominateditspoliticsfordecades.Itestablishedinsteadademocracythatwastolastoveracentury, ademocracythatbecamethesourceofitspoweranditsproudestachievement Butasthedemocracy evolved,sodidaproblemtheAthenianshadneverfaced:Howtodealwiththosewhodidnotconcern themselveswiththecohesionofasmallcitysurroundedbyenemies,whodidnotworkforitsgreater glory,butthoughtofonlythemselvesandtheirownambitionsandpettyintrigues?TheAthenians understoodthatthesepeople,ifleftalone,wouldsowdissension,dividethecityintofactions,andstirup anxieties,allofwhichcouldleadtotheruinoftheirdemocracy.

Violentpunishmentnolongersuitedthenew,civilizedorderthatAthenshadcreated.Insteadthe citizensfoundanother,moresatisfying,andlessbrutalwaytodealwiththechronicallyselfish:Every yeartheywouldgatherinthemarketplaceandwriteonapieceofearthenware,anostrakon,thenameof anindividualtheywantedtoseebanishedfromthecityfortenyears.Ifaparticularnameappearedonsix thousandballots,thatpersonwouldinstantlybeexiled.Ifnoonereceivedsixthousandvotes,theperson withthemostostrakarecordinghisnamewouldsuffertheten-year“ostracism”Thisritualexpulsion becameakindoffestival whatajoytobeabletobanishthoseirritating,anxiety-inducingindividuals whowantedtoriseabovethegrouptheyshouldhaveserved.

In490B.C.,Aristides,oneofthegreatgeneralsofAthenianhistory,helpeddefeatthePersiansatthe battleofMarathon.Meanwhile,offthebattlefield,hisfairnessasajudgehadearnedhimthenickname “TheJust.”ButastheyearswentbytheAthenianscametodislikehim.Hemadesuchashowofhis righteousness,andthis,theybelieved,disguisedhisfeelingsofsuperiorityandscornforthecommonfolk. HisomnipresenceinAthenianpoliticsbecameobnoxious;thecitizensgrewtiredofhearinghimcalled “TheJust.”Theyfearedthatthiswasjustthetypeofman judgmental,haughty whowouldeventually stirupfiercedivisionsamongthem.In482B.C.,despiteAristides’invaluableexpertiseinthecontinuing warwiththePersians,theycollectedtheostrakaandhadhimbanished.

AfterAristides’ostracism,thegreatgeneralThemistoclesemergedasthecity’spremierleader

LAW42

Buthis

manyhonorsandvictorieswenttohishead,andhetoobecamearrogantandoverbearing,constantly remindingtheAtheniansofhistriumphsinbattle,thetempleshehadbuilt,thedangershehadfendedoff. Heseemedtobesayingthatwithouthimthecitywouldcometoruin.Andso,in472B.C.,Themistocles’ namewasfilledinontheostrakaandthecitywasridofhispoisonouspresence.

THE,CONQUESTOFPER

Thestrugglenowbecamefiercerthaneveraroundtheroyallitter[ofAtahualpa,kingoftheIncan empire] Itreeledmoreandmore,andatlength,severalofthenobleswhosupportedithavingbeen slain,itwasoverturned,andtheIndianprincewouldhavecomewithviolencetotheground,hadnot hisfallbeenbrokenbvtheeffortsofPizarroandsomeotherofthecavaliers,whocaughthimintheir arms.Theimperialborlawasinstantlysnatchedfromhistemplesbyasoldier.andtheunhappy monarch,stronglysecured,wasremovedtoaneighboringbuildingwherehewascarefullyguarded. Allattemptatresistancenowceased ThefateoftheInca[Atahualpa] soonspreadovertownand country.ThecharmthatmighthaveheldthePeruvianstogetherwasdissolved.Everymanthought onlyofhisownsafety.Eventhe[Incan] soldieryencampedontheadjacentfieldstookthealarm,and, learningthefataltidings,wereseenflyingineverydirectionbeforetheirpursuers,whointheheatof triumphshowednotouchofmercy.Atlengthnight,morepitifulthanman,threwherfriendlymantle overthefugitives,andthescatteredtroopsofPizarroralliedoncemoreatthesoundofthetrumpetin thebloodysquareofCajamarca [Atahualpa] wasreverencedasmorethanahuman Hewasnot merelytheheadofthestate,butthepointtowhichallitsinstitutionsconvergedastoacommon center thekeystoneofthepoliticalfabricwhichmustfalltopiecesbyitsownweightwhenthatwas withdrawn.Soitfaredonthe[execution] ofAtahualpa.Hisdeathnotonlyleftthethronevacant, withoutanycertainsuccessor,butthemannerofitannouncedtothePeruvianpeoplethatahand strongerthanthatoftheirIncashadnowseizedthescepter,andthatthedynastyoftheChildrenofthe Sunhadpassedawayforever.

THECONQUESTOFPERU,WILLIAMH.PRESCOTT,1847

Thegreatestpoliticalfigureinfifth-centuryAthenswasundoubtedlyPericles.Althoughseveraltimes threatenedwithostracism,heavoidedthatfatebymaintainingclosetieswiththepeople.Perhapshehad learnedalessonasachildfromhisfavoritetutor,theincomparableDamon,whoexcelledaboveallother Atheniansinhisintelligence,hismusicalskills,andhisrhetoricalabilities.ItwasDamonwhohad trainedPericlesintheartsofruling Buthe,too,sufferedostracism,forhissuperiorairsandhisinsulting mannertowardthecommonersstirreduptoomuchresentment.

TowardtheendofthecenturytherelivedamannamedHyperbolus.Mostwritersofthetimedescribe himasthecity’smostworthlesscitizen:Hedidnotcarewhatanyonethoughtofhim,andslandered whomeverhedisliked.Heamusedsome,butirritatedmanymore.In417B.C.,Hyperbolussawan opportunitytostirupangeragainstthetwoleadingpoliticiansofthetime,AlcibiadesandNicias.He hopedthatoneofthetwowouldbeostracizedandthathewouldriseinthatman’splace.Hiscampaign seemedlikelytosucceed:TheAtheniansdislikedAlcibiades’flamboyantandcarefreelifestyle,andwere waryofNicias’wealthandaloofness.Theyseemedcertaintoostracizeoneortheother.ButAlcibiades andNicias,althoughtheywereotherwiseenemies,pooledtheirresourcesandmanagedtoturnthe ostracismonHyperbolusinstead.Hisobnoxiousness,theyargued,couldonlybeterminatedby banishment

Earliersufferersofostracismhadbeenformidable,powerfulmen.Hyperbolus,however,wasalow buffoon,andwithhisbanishmenttheAtheniansfeltthatostracismhadbeendegraded.Andsotheyended

Interpretation

TheancientAthenianshadsocialinstinctsunknowntoday thepassageofcenturieshasbluntedthem. Citizensinthetruesenseoftheword,theAthenianssensedthedangersposedbyasocialbehavior,and sawhowsuchbehavioroftendisguisesitselfinotherforms:theholier-than-thouattitudethatsilently seekstoimposeitsstandardsonothers;overweeningambitionattheexpenseofthecommongood;the flauntingofsuperiority;quietscheming;terminalobnoxiousness.Someofthesebehaviorswouldeataway atthecity’scohesionbycreatingfactionsandsowingdissension,otherswouldruinthedemocraticspirit bymakingthecommoncitizenfeelinferiorandenvious.TheAtheniansdidnottrytoreeducatepeople whoactedintheseways,ortoabsorbthemsomehowintothegroup,ortoimposeaviolentpunishment thatwouldonlycreateotherproblems.Thesolutionwasquickandeffective:Getridofthem. Withinanygroup,troublecanmostoftenbetracedtoasinglesource,theunhappy,chronically dissatisfiedonewhowillalwaysstirupdissensionandinfectthegroupwithhisorherillease.Before youknowwhathityouthedissatisfactionspreads.Actbeforeitbecomesimpossibletodisentangleone strandofmiseryfromanother,ortoseehowthewholethingstarted First,recognizetroublemakersby theiroverbearingpresence,orbytheircomplainingnature.Onceyouspotthemdonottrytoreformthem orappeasethem thatwillonlymakethingsworse.Donotattackthem,whetherdirectlyorindirectly,for theyarepoisonousinnatureandwillworkundergroundtodestroyyou.DoastheAtheniansdid:Banish thembeforeitistoolate.Separatethemfromthegroupbeforetheybecometheeyeofawhirlpool.Donot givethemtimetostirupanxietiesandsowdiscontent;donotgivethemroomtomove.Letoneperson suffersothattherestcanliveinpeace.

Whenthetreefalls,themonkeysscatter

Chinesesaying

OBSERVANCEOFTHELAWII

In1296thecardinalsoftheCatholicChurchmetinRometoselectanewpope.TheychoseCardinal Gaetani,forhewasincomparablyshrewd;suchamanwouldmaketheVaticanagreatpower.Takingthe nameBonifaceVIII,Gaetanisoonprovedhedeservedthecardinals’highopinionofhim:Heplottedhis movescarefullyinadvance,andstoppedatnothingtogethisway.Onceinpower,Bonifacequickly crushedhisrivalsandunifiedthePapalStates.TheEuropeanpowersbegantofearhim,andsent delegatestonegotiatewithhim.TheGermanKingAlbrechtofAustriaevenyieldedsometerritoryto Boniface Allwasproceedingaccordingtothepope’splan

Onepiecedidnotfallintoplace,however,andthatwasTuscany,therichestpartofItaly.IfBoniface couldconquerFlorence,Tuscany’smostpowerfulcity,theregionwouldbehis.ButFlorencewasa proudrepublic,andwouldbehardtodefeat.Thepopehadtoplayhiscardsskillfully.

Florencewasdividedbytworivalfactions,theBlacksandtheWhites.TheWhiteswerethemerchant familiesthathadrecentlyandquicklyrisentopowerandwealth;theBlacksweretheoldermoney. Becauseoftheirpopularitywiththepeople,theWhitesretainedcontrolofthecity,totheBlacks’ increasingresentment.Thefeudbetweenthetwogrewsteadilymorebitter.

thepracticethatfornearlyahundredyearshadbeenoneofthekeystokeepingthepeacewithinAthens

Onceaponatime,thewolvessentanembassytothesheep,desiringthattheremightbepeacebetween themforthetimetocome.“Why,”saidthey,“shouldwebeforeverwagingthisdeadlystrife?Those wickeddogsarethecauseofall;theyareincessantlybarkingatus,andprovokingus.Sendthem away,andtherewillbenolongeranyobstacletooureternalfriendshipandpeace.”Thesillysheep listened,thedogsweredismissed,andtheflock,thusdeprivedoftheirbestprotectors,becameaneasy preytotheirtreacherousenemy.

FABLES,AESOP,SIXTHCENTURYB.C.

HereBonifacesawhischance:HewouldplottohelptheBlackstakeoverthecity,andFlorence wouldbeinhispocket.Andashestudiedthesituationhebegantofocusononeman,DanteAlighieri,the celebratedwriter,poet,andardentsupporteroftheWhites.Dantehadalwaysbeeninterestedinpolitics. Hebelievedpassionatelyintherepublic,andoftenchastisedhisfellowcitizensfortheirlackofspine. Healsohappenedtobethecity’smosteloquentpublicspeaker.In1300,theyearBonifacebeganplotting totakeoverTuscany,Dante’sfellowcitizenshadvotedhimintoFlorence’shighestelectedposition, makinghimoneofthecity’ssixpriors.Duringhissix-monthterminthepost,hehadstoodfirmlyagainst theBlacksandagainstallofthepope’sattemptstosowdisorder.

By1301,however,Bonifacehadanewplan:HecalledinCharlesdeValois,powerfulbrotherofthe kingofFrance,tohelpbringordertoTuscany.AsCharlesmarchedthroughnorthernItaly,andFlorence seethedwithanxietyandfear,Dantequicklyemergedasthemanwhocouldrallythepeople,arguing vehementlyagainstappeasementandworkingdesperatelytoarmthecitizensandtoorganizeresistance againstthepopeandhispuppetFrenchprince.Byhookorbycrook,BonifacehadtoneutralizeDante. Andso,evenasontheonehandhethreatenedFlorencewithCharlesdeValois,ontheotherheheldout theolivebranch,thepossibilityofnegotiations,hopingDantewouldtakethebait.Andindeedthe FlorentinesdecidedtosendadelegationtoRomeandtrytonegotiateapeace.Toheadthemission, predictably,theychoseDante.

Somewarnedthepoetthatthewilypopewassettingupatraptolurehimaway,butDantewentto Romeanyway,arrivingastheFrencharmystoodbeforethegatesofFlorence.Hefeltsurethathis eloquenceandreasonwouldwinthepopeoverandsavethecity Yetwhenthepopemetthepoetandthe Florentinedelegates,heinstantlyintimidatedthem,ashedidsomany.“Fallonyourkneesbeforeme!”he bellowedattheirfirstmeeting.“Submittome!ItellyouthatinalltruthIhavenothinginmyheartbutto promoteyourpeace.”Succumbingtohispowerfulpresence,theFlorentineslistenedasthepope promisedtolookaftertheirinterests.Hethenadvisedthemtoreturnhome,leavingoneoftheirmembers behindtocontinuethetalks.BonifacesignaledthatthemantostaywastobeDante.Hespokewiththe utmostpoliteness,butinessenceitwasanorder.

AndsoDanteremainedinRome.Andwhileheandthepopecontinuedtheirdialogue,Florencefell apart.WithnoonetorallytheWhites,andwithCharlesdeValoisusingthepope’smoneytobribeand sowdissension,theWhitesdisintegrated,somearguingfornegotiations,othersswitchingsides.Facingan enemynowdividedandunsureofitself,theBlackseasilydestroyedthemwithinweeks,exactingviolent revengeonthem AndoncetheBlacksstoodfirmlyinpower,thepopefinallydismissedDantefrom Rome.

TheBlacksorderedDantetoreturnhometofaceaccusationsandstandtrial.Whenthepoetrefused,the BlackscondemnedhimtobeburnedtodeathifheeversetfootinFlorenceagain.AndsoDantebegana miserablelifeofexile,wanderingthroughItaly,disgracedinthecitythatheloved,nevertoreturnto

THEWOLVESANDTHESHEEP

Florence,evenafterhisdeath.

THELIFEOFTHEMISTOCLES

[Themistocles‘s] fellowcitizensreachedthepointatwhichtheirjealousymadethemlistentoany slanderathisexpense,andso[he] wasforcedtoremindtheassemblyofhisachievementsuntilthey couldbearthisnolonger.Heoncesaidtothosewhowerecomplainingofhim:“Whyareyoutiredof receivingbenefitssooftenfromthesamemen?”Besidesthishegaveoffensetothepeoplewhenhe builtthetempleofArtemis,fornotonlydidhestylethegoddessArtemisAristoboule,orArtemiswisest incounsel withthehintthatitwashewhohadgiventhebestcounseltotheAtheniansandthe Greeks-buthechoseasiteforitnearhisownhouseatMelite...SoatlasttheAtheniansbanishedhim. Theymadeuseoftheostracismtohumblehisgreatreputationandhisauthority,asindeedwastheir habitwithanywhosepowertheyregardedasoppressive,orwhohadrisentoaneminencewhichthey consideredoutofkeepingwiththeequalityofademocracy.

THELIFEOFTHEMISTOCLES,PLUTARCH,C.A.D.46-120

Interpretation

BonifaceknewthatifheonlyhadapretexttolureDanteaway,Florencewouldcrumble.Heplayedthe oldestcardinthebook threateningwithonehandwhileholdingouttheolivebranchwiththeother andDantefellforit.OncethepoetwasinRome,thepopekepthimthereforaslongasittook.For Bonifaceunderstoodoneoftheprincipalpreceptsinthegameofpower:Oneresoluteperson,one disobedientspirit,canturnaflockofsheepintoadenoflions.Soheisolatedthetroublemaker.Without thebackboneofthecitytokeepthemtogether,thesheepquicklyscattered.

Learnthelesson:Donotwasteyourtimelashingoutinalldirectionsatwhatseemstobeamanyheadedenemy.Findtheoneheadthatmatters thepersonwithwillpower,orsmarts,or,mostimportant ofall,charisma.Whateveritcostsyou,lurethispersonaway,foronceheisabsenthispowerswilllose theireffect.Hisisolationcanbephysical(banishmentorabsencefromthecourt),political(narrowinghis baseofsupport),orpsychological(alienatinghimfromthegroupthroughslanderandinsinuation) Cancer beginswithasinglecell;exciseitbeforeitspreadsbeyondcure.

KEYSTOPOWER

Inthepast,anentirenationwouldberuledbyakingandhishandfulofministers.Onlytheelitehadany powertoplaywith.Overthecenturies,powerhasgraduallybecomemoreandmorediffusedand democratized.Thishascreated,however,acommonmisperceptionthatgroupsnolongerhavecentersof power thatpowerisspreadoutandscatteredamongmanypeople.Actually,however,powerhas changedinitsnumbersbutnotinitsessence.Theremaybefewermightytyrantscommandingthepower oflifeanddeathovermillions,butthereremainthousandsofpettytyrantsrulingsmallerrealms,and enforcingtheirwillthroughindirectpowergames,charisma,andsoon Ineverygroup,poweris concentratedinthehandsofoneortwopeople,forthisisoneareainwhichhumannaturewillnever change:Peoplewillcongregatearoundasinglestrongpersonalitylikeplanetsorbitingasun.

Tolaborundertheillusionthatthiskindofpowercenternolongerexistsistomakeendlessmistakes,

wasteenergyandtime,andneverhitthetarget Powerfulpeopleneverwastetime Outwardlytheymay playalongwiththegame pretendingthatpowerissharedamongmany butinwardlytheykeeptheir eyesontheinevitablefewinthegroupwhoholdthecards.Thesearetheonestheyworkon.When troublesarise,theylookfortheunderlyingcause,thesinglestrongcharacterwhostartedthestirringand whoseisolationorbanishmentwillsettlethewatersagain.

Inhisfamily-therapypractice,Dr.MiltonH.Ericksonfoundthatifthefamilydynamicwasunsettled anddysfunctionaltherewasinevitablyonepersonwhowasthestirrer,thetroublemaker.Inhissessions hewouldsymbolicallyisolatethisrottenapplebyseatinghimorherapartfromtheothers,ifonlybya fewfeet.Slowlytheotherfamilymemberswouldseethephysicallyseparatepersonasthesourceoftheir difficulty.Onceyourecognizewhothestirreris,pointingitouttootherpeoplewillaccomplishagreat deal.Understandingwhocontrolsthegroupdynamicisacriticalrealization.Remember:Stirrersthrive byhidinginthegroup,disguisingtheiractionsamongthereactionsofothers Rendertheiractionsvisible andtheylosetheirpowertoupset.

Akeyelementingamesofstrategyisisolatingtheenemy’spower.Inchessyoutrytocornertheking. IntheChinesegameofgoyoutrytoisolatetheenemy’sforcesinsmallpockets,renderingthemimmobile andineffectual.Itisoftenbettertoisolateyourenemiesthantodestroythem youseemlessbrutal.The result,though,isthesame,forinthegameofpower,isolationspellsdeath.

Themosteffectiveformofisolationissomehowtoseparateyourvictimsfromtheirpowerbase.When MaoTse-tungwantedtoeliminateanenemyintherulingelite,hedidnotconfrontthepersondirectly;he silentlyandstealthilyworkedtoisolatetheman,dividehisalliesandturnthemawayfromhim,shrinkhis support.Soonthemanwouldvanishonhisown.

Presenceandappearancehavegreatimportinthegameofpower.Toseduce,particularlyinthe beginningstages,youneedtobeconstantlypresent,orcreatethefeelingthatyouare;ifyouareoftenout ofsight,thecharmwillwearoff.QueenElizabeth’sprimeminister,RobertCecil,hadtwomainrivals: thequeen’sfavorite,theEarlofEssex,andherformerfavorite,SirWalterRaleigh.Hecontrivedtosend thembothonamissionagainstSpain;withthemawayfromthecourthemanagedtowraphistentacles aroundthequeen,securehispositionashertopadviserandweakenheraffectionforRaleighandtheearl. Thelessonhereistwofold:First,yourabsencefromthecourtspellsdangerforyou,andyoushouldnever leavethesceneinatimeofturmoil,foryourabsencecanbothsymbolizeandinducealossofpower; second,andontheotherhand,luringyourenemiesawayfromthecourtatcriticalmomentsisagreatploy.

Isolationhasotherstrategicuses.Whentryingtoseducepeople,itisoftenwisetoisolatethemfrom theirusualsocialcontext.Onceisolatedtheyarevulnerabletoyou,andyourpresencebecomes magnified.Similarly,conartistsoftenlookforwaystoisolatetheirmarksfromtheirnormalsocial milieux,steeringthemintonewenvironmentsinwhichtheyarenolongercomfortable Heretheyfeel weak,andsuccumbtodeceptionmoreeasily.Isolation,then,canproveapowerfulwayofbringing peopleunderyourspelltoseduceorswindlethem.

Youwilloftenfindpowerfulpeoplewhohavealienatedthemselvesfromthegroup.Perhapstheir powerhasgonetotheirheads,andtheyconsiderthemselvessuperior;perhapstheyhavelosttheknackof communicatingwithordinaryfolk.Remember:Thismakesthemvulnerable.Powerfulthoughtheybe, peoplelikethiscanbeturnedtouse.

ThemonkRasputingainedhispoweroverCzarNicholasandCzarinaAlexandraofRussiathrough theirtremendousisolationfromthepeople.Alexandrainparticularwasaforeigner,andespecially alienatedfromeverydayRussians;Rasputinusedhispeasantoriginstoinsinuatehimselfintohergood graces,forshedesperatelywantedtocommunicatewithhersubjects.Onceinthecourt’sinnercircle, Rasputinmadehimselfindispensableandattainedgreatpower

Headingstraightforthecenter,heaimed

fortheonefigureinRussiawhocommandedpower(theczarinadominatedherhusband),andfoundhe hadnoneedtoisolateherfortheworkwasalreadydone.TheRasputinstrategycanbringyougreat power:Alwayssearchoutpeoplewhoholdhighpositionsyetwhofindthemselvesisolatedontheboard. Theyarelikeapplesfallingintoyourlap,easilyseduced,andabletocatapultyouintopoweryourself. Finally,thereasonyoustrikeattheshepherdisbecausesuchanactionwilldisheartenthesheep beyondanyrationalmeasure.WhenHernandoCortésandFranciscoPizarroledtheirtinyforcesagainst theAztecandIncanempires,theydidnotmakethemistakeoffightingonseveralfronts,norwerethey intimidatedbythenumbersarrayedagainstthem;theycapturedthekings,MoctezumaandAtahualpa.Vast empiresfellintotheirhands.Withtheleadergonethecenterofgravityisgone;thereisnothingtorevolve aroundandeverythingfallsapart.Aimattheleaders,bringthemdown,andlookfortheendless opportunitiesintheconfusionthatwillensue.

Image:AFlockofFatted Sheep.Donotwasteprecious timetryingtostealasheeportwo;do notrisklifeandlimbbysettingupon thedogsthatguardtheflock.Aimatthe shepherd.Lurehimawayandthedogs willfollow.Strikehimdownandtheflockwill scatter youcanpickthemoffonebyone

Authority:Ifyoudrawabow,drawthestrongest.Ifyouuseanarrow,usethelongest.Toshootarider, firstshoothishorse.Tocatchagangofbandits,firstcaptureitsleader.Justasacountryhasitsborder,so thekillingofmenhasitslimits.Iftheenemy’sattackcanbestopped[withablowtothehead],whyhave anymoredeadandwoundedthannecessary?(ChinesepoetTuFu,Tangdynasty,eighthcentury)

REVERSAL

“Anyharmyoudotoamanshouldbedoneinsuchawaythatyouneednotfearhisrevenge,”writes Machiavelli.Ifyouacttoisolateyourenemy,makesurehelacksthemeanstorepaythefavor.Ifyou applythisLaw,inotherwords,applyitfromapositionofsuperiority,sothatyouhavenothingtofear fromhisresentment.

AndrewJohnson,AbrahamLincoln’ssuccessorasU.S.president,sawUlyssesS.Grantasa troublesomememberofhisgovernment.SoheisolatedGrant,asapreludetoforcinghimout.Thisonly enragedthegreatgeneral,however,whorespondedbyformingasupportbaseintheRepublicanparty andgoingontobecomethenextpresident.ItwouldhavebeenfarwisertokeepamanlikeGrantinthe fold,wherehecoulddolessharm,thantomakehimrevengeful.Andsoyoumayoftenfinditbetterto keeppeopleonyourside,whereyoucanwatchthem,thantoriskcreatinganangryenemy Keepingthem close,youcansecretlywhittleawayattheirsupportbase,sothatwhenthetimecomestocutthemloose

theywillfallfastandhardwithoutknowingwhathitthem

WORKONTHEHEARTSANDMINDSOFOTHERS

JUDGMENT

Coercioncreatesareactionthatwilleventuallyworkagainstyou.Youmustseduceothersinto wantingtomoveinyourdirection.Apersonyouhaveseducedbecomesyourloyalpawn.Andtheway toseduceothersistooperateontheirindividualpsychologiesandweaknesses.Softenuptheresistant byworkingontheiremotions,playingonwhattheyholddearandwhattheyfear.Ignorethehearts andmindsofothersandtheywillgrowtohateyou.

CYRUS’SRUSE

ThinkingofthemeansbywhichhecouldmosteffectivelypersuadethePersianstorevolt,[Cyrus’s] deliberationsledhimtoadoptthefollowingplan,whichhefoundbestsuitedtohispurpose.Hewrote onarollofparchmentthatAstyageshadappointedhimtocommandthePersianarmy;thenhe summonedanassemblyofthePersians,openedtherollintheirpresenceandreadoutwhathehad written “Andnow,headded,Ihaveanorderforyou:everymanistoappearonparadewitha billhook....”Theorderwasobeyed.Allthemenassembledwiththeirbillhooks,andCyrus’snext commandwasthatbeforethedaywasouttheyshouldclearacertainpieceofroughlandfullofthornbushes,abouteighteenortwentyfurlongssquare.Thistoowasdone,whereuponCyrusissuedthe furtherorderthattheyshouldpresentthemselvesagainonthefollowingday,afterhavingtakena bath.Meanwhile,Cyruscollectedandslaughteredallhisfather’sgoats,sheep,andoxenin preparationforentertainingthewholePersianarmyatabanquet,togetherwiththebestwineand breadhecouldprocure.Thenextdaytheguestsassembled,andweretoldtositdownonthegrassand enjoythemselves.AfterthemealCyrusaskedthemwhichtheypreferred yesterday’sworkortoday’s amusement;andtheyrepliedthatitwasindeedafarcryfromthepreviousday’smiserytotheir presentpleasures.ThiswastheanswerwhichCyruswanted;heseizeduponitatonceandproceeded tolaybarewhathehadinmind “MenofPersia,”hesaid,“listentome:obeymyorders,andyouwill beabletoenjoyathousandpleasuresasgoodasthiswithouteverturningyourhandstomeniallabor; but,ifyoudisobey,yesterday’staskwillbethepatternofinnumerableothersyouwillbeforcedto perform.Takemyadviceandwinyourfreedom.Iamthemandestinedtoundertakeyourliberation, anditismybeliefthatyouareamatchfortheMedesinwarasineverythingelse.ItisthetruthItell you.Donotdelay,butflingofftheyokeofAstyagesatonce.”

ThePersianshadlongresentedtheirsubjectiontotheMedes Atlasttheyhadfoundaleader,and welcomedwithenthusiasmtheprospectofliberty....OnthepresentoccasionthePersiansunderCyrus roseagainsttheMedesandfromthenonwardsweremastersofAsia.

THEHISTORIES,HERODOTUS,FIFTHCENTURYB.C..

LAW43

TRANSGRESSIONOFTHELAW

NeartheendofthereignofLouisXV,allofFranceseemeddesperateforchange.Whentheking’s grandsonandchosensuccessor,thefutureLouisXVI,marriedthefifteen-year-olddaughteroftheempress ofAustria,theFrenchcaughtaglimpseofthefuturethatseemedhopeful.Theyoungbride,MarieAntoinette,wasbeautifulandfulloflife.Sheinstantlychangedthemoodofthecourt,whichwasrank withLouisXV’sdebaucheries;eventhecommonpeople,whohadyettoseeher,talkedexcitedlyof Marie-Antoinette TheFrenchhadgrowndisgustedwiththeseriesofmistresseswhohaddominated LouisXV,andtheylookedforwardtoservingtheirnewqueen.In1773,whenMarie-Antoinettepublicly rodethroughthestreetsofParisforthefirsttime,applaudingcrowdsswarmedaroundhercarriage. “Howfortunate,”shewrotehermother,“tobeinapositioninwhichonecangainwidespreadaffectionat solittlecost.”

In1774LouisXVdiedandLouisXVItookthethrone.AssoonasMarie-Antoinettebecamequeenshe abandonedherselftothepleasuresshelovedthemost orderingandwearingthemostexpensivegowns andjewelryintherealm;sportingthemostelaboratehairinhistory,hersculptedcoiffuresrisingasmuch asthreefeetaboveherhead;andthrowingaconstantsuccessionofmaskedballsandfêtes.Allofthese whimsshepaidforoncredit,neverconcerningherselfwiththecostorwhopaidthebills.

Marie-Antoinette’sgreatestpleasurewasthecreationanddesigningofaprivateGardenofEdenatthe PetitTrianon,achâteauonthegroundsofVersailleswithitsownwoods ThegardensatthePetitTrianon weretobeas“natural”aspossible,includingmossappliedbyhandtothetreesandrocks.Toheighten thepastoraleffect,thequeenemployedpeasantmilkmaidstomilkthefinest-lookingcowsintherealm; launderersandcheese-makersinspecialpeasantoutfitsshehelpeddesign;shepherdstotendsheepwith silkribbonsaroundtheirnecks.Whensheinspectedthebarns,shewouldwatchhermilkmaidssqueezing milkintoporcelainvasesmadeattheroyalceramicworks.Topassthetime,Marie-Antoinettewould gatherflowersinthewoodsaroundthePetitTrianon,orwatchher“goodpeasants”doingtheir“chores.” Theplacebecameaseparateworld,itscommunitylimitedtoherchosenfavorites.

Witheachnewwhim,thecostofmaintainingthePetitTrianonsoared.Meanwhile,Franceitselfwas deteriorating:Therewasfamineandwidespreaddiscontent.Evensociallyinsulatedcourtiersseethed withresentment thequeentreatedthemlikechildren.Onlyherfavoritesmattered,andthesewere becomingfewerandfewer ButMarie-Antoinettedidnotconcernherselfwiththis Notoncethroughout herreigndidshereadaminister’sreport.Notoncedidshetourtheprovincesandrallythepeopletoher side.NotoncedidshemingleamongtheParisians,orreceiveadelegationfromthem.Shedidnoneof thesethingsbecauseasqueenshefeltthepeopleowedhertheiraffection,andshewasnotrequiredto lovetheminreturn.

In1784thequeenbecameembroiledinascandal.Aspartofanelaborateswindle,themostexpensive diamondnecklaceinEuropehadbeenpurchasedunderhername,andduringtheswindlers’trialher lavishlifestylebecamepublic:Peopleheardaboutthemoneyshespentonjewelsanddressesand maskeddances.Theygaveherthenickname“MadameDeficit,”andfromthenonshebecamethefocusof thepeople’sgrowingresentment.Whensheappearedinherboxattheoperatheaudiencegreetedher withhisses.Eventhecourtturnedagainsther.Forwhileshehadbeenrunningupherhugeexpenditures, thecountrywasheadedforruin

Fiveyearslater,in1789,anunprecedentedeventtookplace:thebeginningoftheFrenchRevolution. Thequeendidnotworry letthepeoplehavetheirlittlerebellion,sheseemedtothink;itwouldsoon quietdownandshewouldbeabletoresumeherlifeofpleasure.Thatyearthepeoplemarchedon Versailles,forcingtheroyalfamilytoquitthepalaceandtakeresidenceinParis.Thiswasatriumphfor therebels,butitofferedthequeenanopportunitytohealthewoundsshehadopenedandestablishcontact withthepeople.Thequeen,however,hadnotlearnedherlesson:Notoncewouldsheleavethepalace

duringherstayinParis Hersubjectscouldrotinhellforallshecared

In1792theroyalcouplewasmovedfromthepalacetoaprison,astherevolutionofficiallydeclared theendofthemonarchy.ThefollowingyearLouisXVIwastried,foundguilty,andguillotined.AsMarieAntoinetteawaitedthesamefate,hardlyasoulcametoherdefense notoneofherformerfriendsinthe court,notoneofEurope’sothermonarchs(who,asmembersoftheirowncountries’royalfamilies,had allthereasonintheworldtoshowthatrevolutiondidnotpay),notevenherownfamilyinAustria, includingherbrother,whonowsatonthethrone.Shehadbecometheworld’spariah.InOctoberof1793, shefinallykneltattheguillotine,unrepentantanddefianttothebitterend.

Interpretation

Fromearlyon,Marie-Antoinetteacquiredthemostdangerousofattitudes:AsayoungprincessinAustria shewasendlesslyflatteredandcajoled.AsthefuturequeenoftheFrenchcourtshewasthecenterof everyone’sattention.Sheneverlearnedtocharmorpleaseotherpeople,tobecomeattunedtotheir individualpsychologies.Sheneverhadtoworktogetherway,tousecalculationorcunningortheartsof persuasion.Andlikeeveryonewhoisindulgedfromanearlyage,sheevolvedintoamonsterof insensitivity

Marie-Antoinettebecamethefocusofanentirecountry’sdissatisfactionbecauseitissoinfuriatingto meetwithapersonwhomakesnoefforttoseduceyouorattempttopersuadeyou,evenifonlyforthe purposeofdeception.Anddonotimaginethatsherepresentsabygoneera,orthatsheisevenrare.Her typeistodaymorecommonthanever.Suchtypesliveintheirownbubble theyseemtofeeltheyare bornkingsandqueens,andthatattentionisowedthem.Theydonotconsideranyoneelse’snature,but bulldozeoverpeoplewiththeself-righteousarroganceofaMarie-Antoinette.Pamperedandindulgedas children,asadultstheystillbelievethateverythingmustcometothem;convincedoftheirowncharm, theymakenoefforttocharm,seduce,orgentlypersuade.

Intherealmofpower,suchattitudesaredisastrous.Atalltimesyoumustattendtothosearoundyou, gaugingtheirparticularpsychology,tailoringyourwordstowhatyouknowwillenticeandseducethem. Thisrequiresenergyandart Thehigheryourstation,thegreatertheneedtoremainattunedtothehearts andmindsofthosebelowyou,creatingabaseofsupporttomaintainyouatthepinnacle.Withoutthat base,yourpowerwillteeter,andattheslightestchangeoffortunethosebelowwillgladlyassistinyour fallfromgrace.

OBSERVANCEOFTHELAW

InA.D.225,ChukoLiang,masterstrategistandchiefministertotherulerofShuinancientChina, confrontedadangeroussituation.ThekingdomofWeihadmountedanall-outattackonShufromthe north.Moredangerousstill,WeihadformedanalliancewiththebarbarousstatestothesouthofShu,led byKingMenghuo.ChukoLianghadtodealwiththissecondmenacefromthesouthbeforehecouldhope tofendoffWeiinthenorth

AsChukoLiangpreparedtomarchsouthagainstthebarbarians,awisemaninhiscampofferedhim advice.Itwouldbeimpossible,thismansaid,topacifytheregionbyforce.Liangwouldprobablybeat Menghuo,butassoonasheheadednorthagaintodealwithWei,Menghuowouldreinvade.“Itisbetterto

winhearts,”saidthewiseman,“thancities;bettertobattlewithheartsthanwithweapons Ihopeyou willsucceedinwinningtheheartsofthesepeople.”“Youreadmythoughts,”respondedChukoLiang.

THEGENTLEARTOFPERSUASION

Thenorthwindandthesunweredisputingwhichwasthestronger,andagreedtoacknowledgeasthe victorwhicheverofthemcouldstripatravelerofhisclothing.Thewindtriedfirst.Butitsviolent gustsonlymadethemanholdhisclothestightlyaroundhim,andwhenitblewharderstillthecold madehimsouncomfortablethatheputonanextrawrap Eventuallythewindgottiredofitand handedhimovertothesun.Thesunshonefirstwithamoderatewarmth,whichmadethemantakeoff histopcoat.Thenitblazedfiercely,till,unabletostandtheheat,hestrippedandwentofftobatheina nearbyriver.Persuasionismoreeffectivethanforce.

FABLES,AESOP,SIXTHCENTURYB.C.

AsLiangexpected,Menghuolaunchedapowerfulattack.ButLianglaidatrapandmanagedtocapture alargepartofMenghuo’sarmy,includingthekinghimself.Insteadofpunishingorexecutinghis prisoners,however,heseparatedthesoldiersfromtheirking,hadtheirshacklesremoved,regaledthem withfoodandwine,andthenaddressedthem.“Youarealluprightmen,”hesaid.“Ibelieveyouallhave parents,wives,andchildrenwaitingforyouathome.Theyaredoubtlesssheddingbittertearsatyourfate. Iamgoingtoreleaseyou,sothatyoucanreturnhometoyourlovedonesandcomfortthem.”Themen thankedLiangwithtearsintheireyes;thenhesentforMenghuo.“IfIreleaseyou,”askedLiang,“what willyoudo?”“Iwillpullmyarmytogetheragain,”answeredtheking,“andleaditagainstyoutoa decisivebattle.Butifyoucapturemeasecondtime,Iwillbowtoyoursuperiority.”NotonlydidLiang orderMenghuoreleased,hegavehimagiftofahorseandsaddle.Whenangrylieutenantswonderedwhy hedidthis,Liangtoldthem,“IcancapturethatmanaseasilyasIcantakesomethingoutofmypocket.I amtryingtowinhisheart.WhenIdo,peacewillcomeofitselfhereinthesouth.”

AsMenghuohadsaidhewould,heattackedagain.Buthisownofficers,whomLianghadtreatedso well,rebelledagainsthim,capturedhim,andturnedhimovertoLiang,whoaskedhimagainthesame questionasbefore.Menghuorepliedthathehadnotbeenbeatenfairly,butmerelybetrayedbyhisown officers;hewouldfightagain,butifcapturedathirdtimehewouldbowtoLiang’ssuperiority.

OverthefollowingmonthsLiangoutwittedMenghuoagainandagain,capturinghimathird,afourth, andafifthtime.OneachoccasionMenghuo’stroopsgrewmoredissatisfied.Lianghadtreatedthemwith respect;theyhadlosttheirheartforfighting ButeverytimeChukoLiangaskedMenghuotoyield,the greatkingwouldcomeupwithanotherexcuse:Youtrickedme,Ilostthroughbadluck,onandon.Ifyou capturemeagain,hewouldpromise,IswearIwillnotbetrayyou.AndsoLiangwouldlethimgo.

WhenhecapturedMenghuoforthesixthtime,heaskedthekingthesamequestionagain.“Ifyou capturemeaseventhtime,”thekingreplied,“Ishallgiveyoumyloyaltyandneverrebelagain.”“Very well,”saidLiang.“ButifIcaptureyouagain,Iwillnotreleaseyou.”

NowMenghuoandhissoldiersfledtoafarcorneroftheirkingdom,theregionofWuge.Defeatedso manytimes,Menghuohadonlyonehopeleft:HewouldaskthehelpofKingWutuguofWuge,whohadan immenseandferociousarmy.Wutugu’swarriorsworeanarmoroftightlywovenvinessoakedinoil,then driedtoanimpenetrablehardness.WithMenghuoathisside,Wutugumarchedthismightyarmyagainst Liang,andthistimethegreatstrategistseemedfrightened,leadinghismeninahurriedretreat.Buthewas merelyleadingWutuguintoatrap:Hecorneredtheking’smeninanarrowvalley,thenlitfiressetall aroundthem.WhenthefiresreachedthesoldiersWutugu’swholearmyburstintoflame theoilintheir armor,ofcourse,beinghighlyflammable.Allofthemperished.

LianghadmanagedtoseparateMenghuoandhisentouragefromthecarnageinthevalley,andtheking foundhimselfacaptivefortheseventhtime.AfterthisslaughterLiangcouldnotbeartofacehisprisoner again.Hesentamessengertothecapturedking:“Hehascommissionedmetoreleaseyou.Mobilize anotherarmyagainsthim,ifyoucan,andtryoncemoretodefeathim.”Sobbing,thekingfelltothe ground,crawledtoLiangonhishandsandknees,andprostratedhimselfathisfeet.“Ohgreatminister,” criedMenghuo,“yoursisthemajestyofHeaven Wemenofthesouthwillneveragainofferresistanceto yourrule.”“Doyounowyield?”askedLiang.“I,mysons,andmygrandsonsaredeeplymovedbyYour Honor’sboundless,life-givingmercy.Howcouldwenotyield?”

LianghonoredMenghuowithagreatbanquet,reestablishedhimonthethrone,restoredhisconquered landstohisrule,thenreturnednorthwithhisarmy,leavingnooccupyingforce.Liangnevercameback hehadnoneedto:Menghuohadbecomehismostdevotedandunshakableally.

Themenwhohavechangedtheuniversehavenevergottentherebyworkingonleaders,butratherby movingthemasses Workingonleadersisthemethodofintrigueandonlyleadstosecondaryresults Workingonthemasses,however,isthestrokeofgeniusthatchangesthefaceoftheworld. NAPOLEONBONAPARTE,1769-1821

LIFEOFABBENDERTHEGREAT

ThislongandpainfulpursuitofDarius forinelevendayshemarched33hundred furlongs harassedhissoldierssothatmostofthemwerereadytogiveitup,chieflyforwantof water Whiletheywereinthisdistress,ithappenedthatsomeMacedonianswhohadfetchedwaterin skinsupontheirmulesfromarivertheyhadfoundoutcameaboutnoontotheplacewhereAlexander was,andseeinghimalmostchokedwiththirst,presentlyfilledahelmetandofferedithim....Thenhe tookthehelmetintohishands,andlookingroundabout,whenhesawallthosewhowerenearhim stretchingtheirheadsoutandlookingearnestlyafterthedrink,hereturneditagainwiththanks withouttastingadropofit “For,”saidhe,“ifIaloneshoulddrink,therestwillbeoutofheart”The soldiersnosoonertooknoticeofhistemperanceandmagnanimityuponthisoccasion,buttheyone andallcriedouttohimtoleadthemforwardboldly,andbeganwhippingontheirhorses.Forwhilst theyhadsuchakingtheysaidtheydefiedbothwearinessandthirst,andlookeduponthemselvestobe littlelessthanimmortal.

Interpretation

ChukoLianghadtwooptions:Trytodefeatthebarbariansinthesouthwithonecrushingblow,or patientlyandslowlywinthemtohissideovertime.Mostpeoplemorepowerfulthantheirenemygrabthe firstoptionandneverconsiderthesecond,butthetrulypowerfulthinkfarahead:Thefirstoptionmaybe quickandeasy,butovertimeitbrewsuglyemotionsintheheartsofthevanquished.Theirresentment turnstohatred;suchanimositykeepsyouonedge youspendyourenergyprotectingwhatyouhave gained,growingparanoidanddefensive.Thesecondoption,thoughmoredifficult,notonlybringsyou peaceofmind,itconvertsapotentialenemyintoapillarofsupport

Inallyourencounters,takeastepback takethetimetocalculateandattuneyourselftoyourtargets’ emotionalmakeupandpsychologicalweaknesses.Forcewillonlystrengthentheirresistance.Withmost peopletheheartisthekey:Theyarelikechildren,ruledbytheiremotions.Tosoftenthemup,alternate

THELIFEOFALEXANDERTHEGREAT,PLUTARCH,C.A.D.46-120

harshnesswithmercy Playontheirbasicfears,andalsotheirloves freedom,family,etc Onceyou breakthemdown,youwillhavealifelongfriendandfiercelyloyalally.

Governmentssawmenonlyinmass;butourmen,beingirregulars,werenot formations,butindividuals....Ourkingdomslayineachman’smind. SevenPillarsofWisdom,T.E.Lawrence,1888-1935

KEYSTOPOWER

Inthegameofpower,youaresurroundedbypeoplewhohaveabsolutelynoreasontohelpyouunlessit isintheirinteresttodoso.Andifyouhavenothingtooffertheirself-interest,youarelikelytomakethem hostile,fortheywillseeinyoujustonemorecompetitor,onemorewasteroftheirtime.Thosethat overcomethisprevailingcoldnessaretheoneswhofindthekeythatunlocksthestranger’sheartand mind,seducinghimintotheircomer,ifnecessarysofteninghimupforapunch.Butmostpeoplenever learnthissideofthegame.Whentheymeetsomeonenew,ratherthansteppingbackandprobingtosee whatmakesthispersonunique,theytalkaboutthemselves,eagertoimposetheirownwillpowerand prejudices.Theyargue,boast,andmakeashowoftheirpower.Theymaynotknowitbuttheyare secretlycreatinganenemy,aresister,becausethereisnomoreinfuriatingfeelingthanhavingyour individualityignored,yourownpsychologyunacknowledged.Itmakesyoufeellifelessandresentful.

Remember:Thekeytopersuasionissofteningpeopleupandbreakingthemdown,gently Seducethem withatwo-prongedapproach:Workontheiremotionsandplayontheirintellectualweaknesses.Bealert tobothwhatseparatesthemfromeveryoneelse(theirindividualpsychology)andwhattheysharewith everyoneelse(theirbasicemotionalresponses).Aimattheprimaryemotions love,hate,jealousy.Once youmovetheiremotionsyouhavereducedtheircontrol,makingthemmorevulnerabletopersuasion.

WhenChukoLiangwantedtodissuadeanimportantgeneralofarivalkingdomfromenteringintoan alliancewithTs‘aoTs’ao,Liang’sdreadedenemy,hedidnotdetailTs‘aoTs’ao’scruelty,orattackhim onmoralgrounds.InsteadLiangsuggestedthatTs‘aoTs’aowasreallyafterthegeneral’sbeautifulyoung wife.Thishitthegeneralinthegut,andwonhimover.MaoTse-tungsimilarlyalwaysappealedto popularemotions,andspokeinthesimplestterms.Educatedandwell-readhimself,inhisspeecheshe usedvisceralmetaphors,voicingthepublic’sdeepestanxietiesandencouragingthemtoventtheir frustrationsinpublicmeetings Ratherthanarguingthepracticalaspectsofaparticularprogram,he woulddescribehowitwouldaffectthemonthemostprimitive,down-to-earthlevel.Donotbelievethat thisapproachworksonlywiththeilliterateandunschooled itworksononeandall.Allofusaremortal andfacethesamedreadfulfate,andallofussharethedesireforattachmentandbelonging.Stirupthese emotionsandyoucaptivateourhearts.

Thebestwaytodothisiswithadramaticjolt,ofthekindthatChukoLiangcreatedwhenhefedand releasedprisonerswhoexpectedonlytheworstfromhim.Shakingthemtothecore,hesoftenedtheir hearts.Playoncontrastslikethis:Pushpeopletodespair,thengivethemrelief.Iftheyexpectpainand yougivethempleasure,youwintheirhearts.Creatingpleasureofanykind,infact,willusuallybringyou success,aswillallayingfearsandprovidingorpromisingsecurity.

Symbolicgesturesareoftenenoughtowinsympathyandgoodwill.Agestureofself-sacrifice,for example ashowthatyousufferasthosearoundyoudo willmakepeopleidentifywithyou,evenif yoursufferingissymbolicorminorandtheirsisreal.Whenyouenteragroup,makeagestureof

goodwill;softenthegroupupfortheharsheractionsthatwillfollowlater

WhenT.E.LawrencewasfightingtheTurksinthedesertsoftheMiddleEastduringWorldWarI,he hadanepiphany:Itseemedtohimthatconventionalwarfarehadlostitsvalue.Theold-fashionedsoldier waslostintheenormousarmiesofthetime,inwhichhewasorderedaboutlikealifelesspawn. Lawrencewantedtoturnthisaround.Forhim,everysoldier’smindwasakingdomhehadtoconquer.A committed,psychologicallymotivatedsoldierwouldfightharderandmorecreativelythanapuppet.

Lawrence’sperceptionisstillmoretrueintheworldtoday,wheresomanyofusfeelalienated, anonymous,andsuspiciousofauthority,allofwhichmakesovertpowerplaysandforceevenmore counterproductiveanddangerous.Insteadofmanipulatinglifelesspawns,makethoseonyourside convincedandexcitedbythecauseyouhaveenlistedthemin;thiswillnotonlymakeyourworkeasier butitwillalsogiveyoumoreleewaytodeceivethemlateron.Andtoaccomplishthisyouneedtodeal withtheirindividualpsychologies Neverclumsilyassumethatthetacticthatworkedononepersonwill necessarilyworkonanother.Tofindthekeythatwillmotivatethem,firstgetthemtoopenup.Themore theytalk,themoretheyrevealabouttheirlikesanddislikes thehandlesandleverstomovethemwith.

Thequickestwaytosecurepeople’smindsisbydemonstrating,assimplyaspossible,howanaction willbenefitthem.Self-interestisthestrongestmotiveofall:Agreatcausemaycaptureminds,butonce thefirstflushofexcitementisover,interestwillflag unlessthereissomethingtobegained.Selfinterestisthesoliderfoundation.Thecausesthatworkbestuseanobleveneertocoverablatantappeal toself-interest;thecauseseducesbuttheself-interestsecuresthedeal.

Thepeoplewhoarebestatappealingtopeople’smindsareoftenartists,intellectuals,andthoseofa morepoeticnature.Thisisbecauseideasaremosteasilycommunicatedthroughmetaphorsandimagery. Itisalwaysgoodpolicy,then,tohaveinyourpocketatleastoneartistorintellectualwhocanappeal concretelytopeople’sminds Kingshavealwayskeptastableofwritersintheirbarn:Frederickthe GreathadhisVoltaire(untiltheyquarreledandseparated),NapoleonwonoverGoethe.Conversely, NapoleonIII’salienationofwriterssuchasVictorHugo,whomheexiledfromFrance,contributedtohis growingunpopularityandeventualdownfall.Itisdangerous,then,toalienatethosewhohavepowersof expression,andusefultopacifyandexploitthem.

Finally,learntoplaythenumbersgame.Thewideryoursupportbasethestrongeryourpower. Understandingthatonealienated,disaffectedsoulcansparkablazeofdiscontent,LouisXIVmadesureto endearhimselftothelowestmembersofhisstaff.Youtoomustconstantlywinovermorealliesonall levels atimewillinevitablycomewhenyouwillneedthem.

Image: TheKeyhole. Peoplebuild wallstokeepyou out;neverforce yourwayin you willfindonlymore wallswithinwalls. Therearedoorsin thesewalls,doorsto theheartandmind,and theyhavetinykey holes.Peerthroughthe keyhole,findthekey

thatopensthedoor, andyouhaveaccess totheirwillwith nouglysigns offorced entry.

Authority:Thedifficultiesinthewayofpersuasionlieinmyknowingtheheartofthepersuadedinorder therebytofitmywordingintoit....Forthisreason,whoeverattemptspersuasionbeforethethrone,must carefullyobservethesovereign’sfeelingsofloveandhate,hissecretwishesandfears,beforehecan conquerhisheart.(Han-fei-tzu,Chinesephilosopher,thirdcenturyB.C.)

REVERSAL

ThereisnopossiblereversaltothisLaw.

DISARMANDINFURIATEWITHTHEMIRROREFFECT JUDGMENT

Themirrorreflectsreality,butitisalsotheperfecttoolfordeception:Whenyoumirroryourenemies, doingexactlyastheydo,theycannotfigureoutyourstrategy.TheMirrorEffectmocksandhumiliates them,makingthemoverreact.Byholdingupamirrortotheirpsyches,youseducethemwiththe illusionthatyousharetheirvalues;byholdingupamirrortotheiractions,youteachthemalesson. FewcanresistthepoweroftheMirrorEffect.

MIRROREFFECTS:PreliminaryTypology

Mirrorshavethepowertodisturbus.Gazingatourreflectioninthemirror,wemostoftenseewhatwe wanttosee theimageofourselveswithwhichwearemostcomfortable.Wetendnottolooktoo closely,ignoringthewrinklesandblemishes Butifwedolookhardatthereflectedimage,wesometimes feelthatweareseeingourselvesasothersseeus,asapersonamongotherpeople,anobjectratherthana subject.Thatfeelingmakesusshudder weseeourselves,butfromtheoutside,minusthethoughts,spirit, andsoulthatfillourconsciousness.Weareathing.

InusingMirrorEffectswesymbolicallyre-createthisdisturbingpowerbymirroringtheactionsof otherpeople,mimickingtheirmovementstounsettleandinfuriatethem.Madetofeelmocked,cloned, objectlike,animagewithoutasoul,theygetangry.Ordothesamethingslightlydifferentlyandtheymight feeldisarmed youhaveperfectlyreflectedtheirwishesanddesires.Thisisthenarcissisticpowerof mirrors.Ineithercase,theMirrorEffectunsettlesyourtargets,whetherangeringorentrancingthem,and inthatinstantyouhavethepowertomanipulateorseducethem.TheEffectcontainsgreatpowerbecause itoperatesonthemostprimitiveemotions.

TherearefourmainMirrorEffectsintherealmofpower:

TheNeutralizingEffect.InancientGreekmythology,theGorgonMedusahadserpentsforhair, protrudingtongue,massiveteeth,andafacesouglythatanyonewhogazedatherwasturnedintostone, outoffright ButtheheroPerseusmanagedtoslayMedusabypolishinghisbronzeshieldintoamirror, thenusingthereflectioninthemirrortoguidehimashecreptupandcutoffherheadwithoutlookingat herdirectly.Iftheshieldinthisinstancewasamirror,themirroralsowasakindofshield:Medusacould notseePerseus,shesawonlyherownreflectedactions,andbehindthisscreentheherostoleupand destroyedher.

ThisistheessenceoftheNeutralizingEffect:Dowhatyourenemiesdo,followingtheiractionsasbest youcan,andtheycannotseewhatyouareupto theyareblindedbyyourmirror.Theirstrategyfor dealingwithyoudependsonyourreactingtotheminawaycharacteristicofyou;neutralizeitbyplaying

LAW44

agameofmimicrywiththem Thetactichasamocking,eveninfuriatingeffect Mostofusrememberthe childhoodexperienceofsomeoneteasingusbyrepeatingourwordsexactly afterawhile,usuallynot long,wewantedtopunchthemintheface.Workingmoresubtlyasanadult,youcanstillunsettleyour opponentsthisway;shieldingyourownstrategywiththemirror,youlayinvisibletraps,orpushyour opponentsintothetraptheyplannedforyou.

ThispowerfultechniquehasbeenusedinmilitarystrategysincethedaysofSun-tzu;inourowntimeit oftenappearsinpoliticalcampaigning.Itisalsousefulfordisguisingthosesituationsinwhichyouhave noparticularstrategyyourself.ThisistheWarrior’sMirror.

THEMERCHANTANDHIS

Acertainmerchantoncehadagreatdesiretomakealongjourney.Nowinregardthathewasnot verywealthy,“Itisrequisite,”saidhetohimself,“thatbeforemydepartureIshouldleavesomepart ofmyestateinthecity,totheendthatifImeetwithillluckinmytravels,Imayhavewherewithalto keepmeatmyreturn.”Tothispurposehedeliveredagreatnumberofbarsofiron,whichwerea principalpartofhiswealth,intrusttooneofhisfriends,desiringhimtokeepthemduringhis absence;andthen,takinghisleave,awayhewent.Sometimeafter,havinghadbutillluckinhis travels,hereturnedhome;andthefirstthinghedidwastogotohisfriend,anddemandhisiron:but hisfriend,whoowedseveralsumsofmoney,havingsoldtheirontopayhisowndebts,madehimthis answer:“Truly,friend,”saidhe,“Iputyourironintoaroomthatwascloselocked,imaginingit wouldhavebeenthereassecureasmyowngold;butanaccidenthashappenedwhichnoonecould havesuspected,fortherewasaratintheroomwhichateitallup.”Themerchant,pretending ignorance,replied,“Itisaterriblemisfortunetomeindeed;butIknowofoldthatratsloveiron extremely;Ihavesufferedbythemmanytimesbeforeinthesamemanner,andthereforecanthebetter bearmypresentaffliction”Thisanswerextremelypleasedthefriend,whowasgladtohearthe merchantsowellinclinedtobelievethatarathadeatenhisiron;andtoremoveallsuspicions, desiredhimtodinewithhimthenextday.Themerchantpromisedhewould,butinthemeantimehe metinthemiddleofthecityoneofhisfriend’schildren;thechildhecarriedhome,andlockedupina room.Thenextdayhewenttohisfriend,whoseemedtobeingreataffliction,whichheaskedhimthe causeof,asifhehadbeenperfectlyignorantofwhathadhappened.”O,mydearfriend,”answered theother,”Ibegyoutoexcuseme,ifyoudonotseemesocheerfulasotherwiseIwouldbe;Ihave lostoneofmychildren;Ihavehadhimcriedbysoundoftrumpet,butIknownotwhatisbecomeof him.”“O!”repliedthemerchant,”Iamgrievedtohearthis;foryesterdayintheevening,asIparted fromhence,Isawanowlintheairwithachildinhisclaws;butwhetheritwereyoursIcannottell.” “Why,youmostfoolishandabsurdcreature!”repliedthefriend,”areyounotashamedtotellsuchan egregiouslie?Anowl,thatweighsatmostnotabovetwoorthreepounds,canhecarryaboythat weighsabovefifty?””Why,”repliedthemerchant,”doyoumakesuchawonderatthat?Asifina countrywhereoneratcaneatahundredtons’weightofiron,itweresuchawonderforanowlto carryachildthatweighsnotoverfiftypoundsinall!”Thefriend,uponthis,foundthatthemerchant wasnosuchfoolashetookhimtobe,beggedhispardonforthecheatwhichhedesignedtohaveput aponhim,restoredhimthevalueofhisiron,andsohadhissonagain.

FABLES,PILPAY.INDIA.FOURTHCENTURY

AreverseversionoftheNeutralizingEffectistheShadow:Youshadowyouropponents’everymove withouttheirseeingyou.UsetheShadowtogatherinformationthatwillneutralizetheirstrategylateron, whenyouwillbeabletothwarttheireverymove.TheShadowiseffectivebecausetofollowthe

movementsofothersistogainvaluableinsightsintotheirhabitsandroutines TheShadowisthe preeminentdevicefordetectivesandspies.

TheNarcissusEffect.Gazingatanimageinthewatersofapond,theGreekyouthNarcissusfellinlove withit Andwhenhefoundoutthattheimagewashisownreflection,andthathethereforecouldnot consummatehislove,hedespairedanddrownedhimself.Allofushaveasimilarproblem:Weare profoundlyinlovewithourselves,butsincethisloveexcludesaloveobjectoutsideourselves,itremains continuouslyunsatisfiedandunfulfilled.TheNarcissusEffectplaysonthisuniversalnarcissism:You lookdeepintothesoulsofotherpeople;fathomtheirinmostdesires,theirvalues,theirtastes,theirspirit; andyoureflectitbacktothem,makingyourselfintoakindofmirrorimage.Yourabilitytoreflecttheir psychegivesyougreatpoweroverthem;theymayevenfeelatingeoflove.

Thisissimplytheabilitytomimicanotherpersonnotphysically,butpsychologically,anditis immenselypowerfulbecauseitplaysupontheunsatisfiedself-loveofachild.Normally,peoplebombard uswiththeirexperiences,theirtastes.Theyhardlyevermaketheefforttoseethingsthroughoureyes. Thisisannoying,butitalsocreatesgreatopportunity:Ifyoucanshowyouunderstandanotherpersonby reflectingtheirinmostfeelings,theywillbeentrancedanddisarmed,allthemoresobecauseithappens sorarely.Noonecanresistthisfeelingofbeingharmoniouslyreflectedintheoutsideworld,eventhough youmightwellbemanufacturingitfortheirbenefit,andfordeceptivepurposesofyourown.

TheNarcissusEffectworkswondersinbothsociallifeandbusiness;itgivesusboththeSeducer’sand theCourtier’sMirror.

TheMoralEffectThepowerofverbalargumentisextremelylimited,andoftenaccomplishesthe oppositeofwhatisintended.AsGraciánremarks,“Thetruthisgenerallyseen,rarelyheard.”TheMoral Effectisaperfectwaytodemonstrateyourideasthroughaction.Quitesimply,youteachothersalesson bygivingthematasteoftheirownmedicine.

IntheMoralEffect,youmirrorwhatotherpeoplehavedonetoyou,anddosoinawaythatmakesthem realizeyouaredoingtothemexactlywhattheydidtoyou.Youmakethemfeelthattheirbehaviorhas beenunpleasant,asopposedtohearingyoucomplainandwhineaboutit,whichonlygetstheirdefenses up.Andastheyfeeltheresultoftheiractionsmirroredbackatthem,theyrealizeintheprofoundestsense howtheyhurtorpunishotherswiththeirunsocialbehavior.Youobjectifythequalitiesyouwantthemto feelashamedofandcreateamirrorinwhichtheycangazeattheirfolliesandlearnalessonabout themselves.Thistechniqueisoftenusedbyeducators,psychologists,andanyonewhohastodealwith unpleasantandunconsciousbehavior.ThisistheTeacher’sMirror.Whetherornotthereisactually anythingwrongwiththewaypeoplehavetreatedyou,however,itcanoftenbetoyouradvantageto reflectitbacktotheminawaythatmakesthemfeelguiltyaboutit.

TheHallucinatoryEffect.Mirrorsaretremendouslydeceptive,fortheycreateasensethatyouare lookingattherealworld.Actually,though,youareonlystaringatapieceofglass,which,aseveryone knows,cannotshowtheworldexactlyasitis:Everythinginamirrorisreversed.WhenAlicegoes throughthelookingglassinLewisCarroll’sbook,sheentersaworldthatisback-to-front,andmorethan justvisually.

TheHallucinatoryEffectcomesfromcreatingaperfectcopyofanobject,aplace,aperson.Thiscopy actsasakindofdummy peopletakeitfortherealthing,becauseithasthephysicalappearanceofthe realthing.Thisisthepreeminenttechniqueofconartists,whostrategicallymimictherealworldto deceiveyou.Italsohasapplicationsinanyarenathatrequirescamouflage.ThisistheDeceiver’sMirror.

ObservanceI

InFebruaryof1815,theemperorNapoleonescapedfromtheislandofElba,wherehehadbeen imprisonedbythealliedforcesofEurope,andreturnedtoParisinamarchthatstirredtheFrenchnation, rallyingtroopsandcitizensofallclassestohissideandchasinghissuccessor,KingLouisXVIII,offthe throne.ByMarch,however,havingreestablishedhimselfinpower,hehadtofacethefactthatFrance’s situationhadgravelychanged.Thecountrywasdevastated,hehadnoalliesamongtheotherEuropean nations,andhismostloyalandimportantministershaddesertedhimorleftthecountry.Onlyoneman remainedfromtheoldregime JosephFouche,hisformerministerofpolice.

NapoleonhadreliedonFouchétodohisdirtyworkthroughouthispreviousreign,buthehadnever beenabletofigurehisministerout.Hekeptacorpsofagentstospyonallofhisministers,sothathe wouldalwayshaveanedgeonthem,butnoonehadgottenanythingonFouché.Ifsuspectedofsome misdeed,theministerwouldnotgetangryortaketheaccusationpersonally hewouldsubmit,nod, smile,andchangecolorschameleonlike,adaptingtotherequirementsofthemoment.Atfirstthishad seemedsomewhatpleasantandcharming,butafterawhileitfrustratedNapoleon,whofeltoutdoneby thisslipperyman.Atonetimeoranotherhehadfiredallofhismostimportantministers,including Talleyrand,buthenevertouchedFouché.Andso,in1815,backinpowerandinneedofhelp,hefelthe hadnochoicebuttoreappointFouchéashisministerofpolice.

Whenyouhavecometogripsandarestrivingtogetherwiththeenemy,andyourealizethatyou cannotadvance,you“soakin”andbecomeonewiththeenemy Youcanwinbyapplyingasuitable techniquewhileyouaremutuallyentangled....Youcanwinoftendecisivelywiththeadvantageof knowinghowto“soak”intotheenemy,whereas,wereyoutodrawapart,youwouldlosethechanceto win.

ABOOKOFFIVERINGS,MIYAMOTOMUSASHI,JAPAN,SEVENTEENTHCENTURY

Severalweeksintohisnewreign,Napoleon’sspiestoldhimtheybelievedFouchéwasinsecret contactwithministersofforeigncountries,includingMetternichofAustria Afraidthathismostvaluable ministerwasbetrayinghimtohisenemies,Napoleonhadtofindoutthetruthbeforeitwastoolate.He couldnotconfrontFouchédirectly inpersonthemanwasasslipperyasaneel.Heneededhardproof.

ThisseemedtocomeinApril,whentheemperor’sprivatepolicecapturedaViennesegentlemanwho hadcometoParistopassinformationontoFouché.Orderingthemanbroughtbeforehim,Napoleon threatenedtoshoothimthenandthereunlessheconfessed;themanbrokedownandadmittedhehadgiven FouchéaletterfromMetternich,writtenininvisibleink,arrangingforasecretmeetingofspecialagents inBasel.Napoleonaccordinglyorderedoneofhisownagentstoinfiltratethismeeting.IfFouchéwas indeedplanningtobetrayhim,hewouldfinallybecaughtred-handedandwouldhang.

Napoleonwaitedimpatientlyfortheagent’sreturn,buttohisbewildermenttheagentshowedupdays laterreportingthathehadheardnothingthatwouldimplicateFouchéinaconspiracy.Infactitseemed thattheotheragentspresentsuspectedFouchéofdouble-crossingthem,asifhewereworkingfor Napoleonallalong.Napoleondidnotbelievethisforaninstant Fouchéhadsomehowoutwittedhim again.

ThefollowingmorningFouchévisitedNapoleon,andremarked,“Bytheway,sire,Inevertoldyouthat IhadaletterfromMetternichafewdaysago;mymindwassofullofthingsofgreatermoment.Besides,

OBSERVANCESOFMIRROREFFECTS

hisemissaryomittedtogivemethepowderneededtomakethewritinglegible....Hereatlengthisthe letter.”SurethatFouchéwastoyingwithhim,Napoleonexploded,“Youareatraitor,Fouché!Ioughtto haveyouhanged.”HecontinuedtoharangueFouché,butcouldnotfirehimwithoutproof.Fouchéonly expressedamazementattheemperor’swords,butinwardlyhesmiled,forallalonghehadbeenplayinga mirroringgame.Interpretation

FouchéhadknownforyearsthatNapoleonkeptontopofthosearoundhimbyspyingonthemdayand night.TheministerhadsurvivedthisgamebyhavinghisownspiesspyonNapoleon’sspies,thus neutralizinganyactionNapoleonmighttakeagainsthim.InthecaseofthemeetinginBasel,heeven turnedthetables:KnowingaboutNapoleon’sdoubleagent,hesetitupsothatitwouldappearasif Fouchéwerealoyaldoubleagenttoo.

Fouchégainedpowerandflourishedinaperiodofgreattumultbymirroringthosearoundhim During theFrenchRevolutionhewasaradicalJacobin;aftertheTerrorhebecameamoderaterepublican;and underNapoleonhebecameacommittedimperialistwhomNapoleonennobledandmadethedukeof Otranto.IfNapoleontookuptheweaponofdiggingupdirtonpeople,Fouchémadesurehehadthedirt onNapoleon,aswellasoneveryoneelse.Thisalsoallowedhimtopredicttheemperor’splansand desires,sothathecouldechohisboss’ssentimentsbeforehehadevenutteredthem.Shieldinghisactions withamirrorstrategy,Fouchécouldalsoplotoffensivemoveswithoutbeingcaughtintheact.

THEFOXANDTHESTORK

OnedayMr.FoxdecidedtoforkoutAndinviteoldMrs.Storkout.Thedinnerwasn’t elaborate Beinghabituallymean,Hedidn’tgoinforhautecuisine-Infactitconsistedofashallow plateOfthingruel.WithinaminuteOurjokerhadlappedhisplateclean;Meanwhilehisguest, fishingawaywithherbeak,Gotnotamorselinit TopayhimbackforthiscruelPracticaljoke,the storkinvitedThefoxtodinnerthefollowingweek.“Ishouldbedelighted,”Hereplied;“Whenit comestofriendsIneverstanduponpride.”PunctuallyonthedayheranTohishostess’shouseandat oncebeganPraisingeverything:“Whattaste!Whatchic!Andthefood donejusttoaturn!”Thensat downwithaheartyappetite(Foxesarealwaysreadytoeat)Andsavoredthedelicioussmellofmeat. Itwasmincedmeatandserved toservehimright! Inalong-necked,narrow-mouthedurn.The stork,easilystooping,EnjoyedherfillWithherlongbill;Hissnout,though,beingthewrongshape andsize,HehadtoreturntohisdenEmpty-bellied,taildragging,earsdrooping,Asredinthefaceas afoxwho’sbeencaughtbyahen.

SELECTEDFABLES,JEANDELAFONTAINE,1621-1695

Thisisthepowerofmirroringthosearoundyou.First,yougivepeoplethefeelingthatyousharetheir thoughtsandgoals.Second,iftheysuspectyouhaveulteriormotives,themirrorshieldsyoufromthem, preventingthemfromfiguringoutyourstrategy.Eventuallythiswillinfuriateandunsettlethem.By playingthedouble,youstealtheirthunder,suckawaytheirinitiative,makethemfeelhelpless.Youalso gaintheabilitytochoosewhenandhowtounsettlethem anotheravenuetopower.Andthemirrorsaves youmentalenergy:simplyechoingthemovesofothersgivesyouthespaceyouneedtodevelopastrategy ofyourown.

ObservanceII

Earlyoninhiscareer,theambitiousstatesmanandgeneralAlcibiadesofAthens(450-404B.C.) fashionedaformidableweaponthatbecamethesourceofhispower.Ineveryencounterwithothers,he

wouldsensetheirmoodsandtastes,thencarefullytailorhiswordsandactionstomirrortheirinmost desires.Hewouldseducethemwiththeideathattheirvaluesweresuperiortoeveryoneelse’s,andthat hisgoalwastomodelhimselfonthemorhelpthemrealizetheirdreams.Fewcouldresisthischarm.

ThefirstmantofallunderhisspellwasthephilosopherSocrates.Alcibiadesrepresentedtheopposite oftheSocraticidealofsimplicityanduprightness:Helivedlavishlyandwascompletelyunprincipled.

WheneverhemetSocrates,however,hemirroredtheolderman’ssobriety,eatingsimply,accompanying Socratesonlongwalks,andtalkingonlyofphilosophyandvirtue.Socrateswasnotcompletelyfooled hewasnotunawareofAlcibiades’otherlife.Butthatonlymadehimvulnerabletoalogicthatflattered him:Onlyinmypresence,hefelt,doesthismansubmittoavirtuousinfluence;onlyIhavesuchpower overhim.ThisfeelingintoxicatedSocrates,whobecameAlcibiades’ferventadmirerandsupporter,one dayevenriskinghisownlifetorescuetheyoungmaninbattle.

TheAtheniansconsideredAlcibiadestheirgreatestorator,forhehadanuncannyabilitytotuneinto hisaudience’saspirations,andmirrortheirdesires.Hemadehisgreatestspeechesinsupportofthe invasionofSicily,whichhethoughtwouldbringgreatwealthtoAthensandlimitlessglorytohimself. ThespeechesgaveexpressiontoyoungAthenians’thirsttoconquerlandsforthemselves,ratherthan livingoffthevictoriesoftheirancestors.Buthealsotailoredhiswordstoreflectoldermen’snostalgia forthegloryyearswhenAthensledtheGreeksagainstPersia,andthenwentontocreateanempire All AthensnowdreamedofconqueringSicily;Alcibiades’planwasapproved,andhewasmadethe expedition’scommander.

THEPURI.OINEDLLTTER

WhenIwishtofindouthowwise,orhowstupid,orhowgood,orhowwickedisanyone,orwhatare histhoughtsatthemoment,Ifashiontheexpressionofmyface,asaccuratelyaspossible,in accordancewiththeexpressionofhis,andthenwaittoseewhatthoughtsorsentimentsariseinmy mindorheart,asiftomatchorcorrespondwiththeexpression.

EDGARALLANPOE,1809-1849

WhileAlcibiadeswasleadingtheinvasionofSicily,however,certainAtheniansfabricatedcharges againsthimofprofaningsacredstatues.Heknewhisenemieswouldhavehimexecutedifhereturned home,soatthelastminutehedesertedtheAthenianfleetanddefectedtoAthens’sbitterenemy,Sparta. TheSpartanswelcomedthisgreatmantotheirside,buttheyknewhisreputationandwerewaryofhim. Alcibiadeslovedluxury;theSpartanswereawarriorpeoplewhoworshippedausterity,andtheywere afraidhewouldcorrupttheiryouth.Butmuchtotheirrelief,theAlcibiadeswhoarrivedinSpartawasnot atallwhattheyexpected:Heworehishairuntrimmed(astheydid),tookcoldbaths,atecoarsebreadand blackbroth,andworesimpleclothes.TotheSpartansthissignifiedthathehadcometoseetheirwayof lifeassuperiortotheAthenian;greaterthantheywere,hehadchosentobeaSpartanratherthanbeing bornone,andshouldthusbehonoredaboveallothers Theyfellunderhisspellandgavehimgreat powers.UnfortunatelyAlcibiadesrarelyknewhowtoreininhischarm hemanagedtoseducetheking ofSparta’swifeandmakeherpregnant.Whenthisbecamepublicheoncemorehadtofleeforhislife. ThistimeAlcibiadesdefectedtoPersia,wherehesuddenlywentfromSpartansimplicitytoembracing thelavishPersianlifestyledowntothelastdetail.ItwasofcourseimmenselyflatteringtothePersiansto seeaGreekofAlcibiades’statureprefertheircultureoverhisown,andtheyshoweredhimwithhonors, land,andpower.Onceseducedbythemirror,theyfailedtonoticethatbehindthisshieldAlcibiadeswas playingadoublegame,secretlyhelpingtheAtheniansintheirwarwithSpartaandthusreingratiating himselfwiththecitytowhichhedesperatelywantedtoreturn,andwhichwelcomedhimbackwithopen

Interpretation

Earlyinhispoliticalcareer,Alcibiadesmadeadiscoverythatchangedhiswholeapproachtopower:He hadacolorfulandforcefulpersonality,butwhenhearguedhisideasstronglywithotherpeoplehewould winoverafewwhileatthesametimealienatingmanymore.Thesecrettogainingascendancyoverlarge numbers,hecametobelieve,wasnottoimposehiscolorsbuttoabsorbthecolorsofthosearoundhim, likeachameleon.Oncepeoplefellforthetrick,thedeceptionshewentontopracticewouldbeinvisible tothem.

Understand:Everyoneiswrappedupintheirownnarcissisticshell.Whenyoutrytoimposeyourown egoonthem,awallgoesup,resistanceisincreased.Bymirroringthem,however,youseducethemintoa kindofnarcissisticrapture:Theyaregazingatadoubleoftheirownsoul.Thisdoubleisactually manufacturedinitsentiretybyyou.Onceyouhaveusedthemirrortoseducethem,youhavegreatpower overthem.

Itisworthnoting,however,thedangersinthepromiscuoususeofthemirror.InAlcibiades’presence peoplefeltlarger,asiftheiregoshadbeendoubled Butonceheleft,theyfeltemptyanddiminished,and whentheysawhimmirroringcompletelydifferentpeopleastotallyashehadmirroredthem,theyfeltnot justdiminishedbutbetrayed.Alcibiades’overuseoftheMirrorEffectmadewholepeoplesfeelused,so thatheconstantlyhadtofleefromoneplacetoanother.IndeedAlcibiadessoangeredtheSpartansthat theyfinallyhadhimmurdered.Hehadgonetoofar.TheSeducer’sMirrormustbeusedwithcautionand discrimination.

LORENZODE’MEDICISEDUCESTHEPOPE

Lorenzo[de’Medici] lostnoopportunityofincreasingtherespectwhichPopeInnocentnowfeltfor himandofgaininghisfriendship,ifpossiblehisaffection.HetookthetroubletodiscoverthePope’s tastesandindulgedthemaccordingly.Hesenthim...casksofhisfavouritewine....Hesenthim courteous,flatteringlettersinwhichheassuredhim,whenthePopewasill,thathefelthissufferings asthoughtheywerehisown,inwhichheencouragedhimwithsuchfortifyingstatementsas“aPopeis whathewillstobe,”andinwhich,asthoughincidentally,heincludedhisviewsonthepropercourse ofpapalpolicies.InnocentwasgratifiedbyLorenzo’sattentionsandconvincedbyhisarguments....So completely,indeed,didhecometosharehisopinionsthat,asthedisgruntledFerrareseambassador putit,“thePopesleepswiththeeyesoftheMagnificentLorenzo.”

THEHOUSEOFMEDICI:ITSRISEANDFALL,CHRISTOPHERHIBBERT,1980

ObservanceIII

In1652therecentlywidowedBaronessMancinimovedherfamilyfromRometoParis,whereshecould countontheinfluenceandprotectionofherbrotherCardinalMazarin,theFrenchprimeminister.Ofthe baroness’sfivedaughters,fourdazzledthecourtwiththeirbeautyandhighspirits.Theseinfamously charmingniecesofCardinalMazarinbecameknownastheMazarinettes,andsoonfoundthemselves invitedtoallthemostimportantcourtfunctions.

Onedaughter,MarieMancini,didnotsharethisgoodfortune,forshelackedthebeautyandgraceof

armsin408BC

hersisters who,alongwithhermotherandevenCardinalMazarin,eventuallycametodislikeher,for theyfeltshespoiledthefamilyimage.Theytriedtopersuadehertoenteraconvent,whereshewouldbe lessofanembarrassment,butsherefused.Insteadsheappliedherselftoherstudies,learningLatinand Greek,perfectingherFrench,andpracticinghermusicalskills.Ontherareoccasionswhenthefamily wouldletherattendcourtaffairs,shetrainedherselftobeanartfullistener,sizingpeopleupfortheir weaknessesandhiddendesires.AndwhenshefinallymetthefutureKingLouisXIV,in1657(Louiswas seventeenyearsold,Marieeighteen),shedecidedthattospiteherfamilyanduncle,shewouldfindaway tomakethisyoungmanfallinlovewithher.

Thiswasaseeminglyimpossibletaskforsuchaplain-lookinggirl,butMariestudiedthefutureking closely.Shenoticedthathersisters’frivolitydidnotpleasehim,andshesensedthatheloathedthe schemingandpettypolitickingthatwentonallaroundhim.Shesawthathehadaromanticnature he readadventurenovels,insistedonmarchingattheheadofhisarmies,andhadhighidealsandapassion forglory.Thecourtdidnotfeedthesefantasiesofhis;itwasabanal,superficialworldthatboredhim.

ThekeytoLouis’sheart,Mariesaw,wouldbetoconstructamirrorreflectinghisfantasiesandhis youthfulyearningsforgloryandromance.Tobeginwithsheimmersedherselfintheromanticnovels, poems,andplaysthatsheknewtheyoungkingreadvoraciously.WhenLouisbegantoengageherin conversation,tohisdelightshewouldtalkofthethingsthatstirredhissoul notthisfashionorthatpiece ofgossip,butrathercourtlylove,thedeedsofgreatknights,thenobilityofpastkingsandheroes.Shefed histhirstforglorybycreatinganimageofanaugust,superiorkingwhomhecouldaspiretobecome.She stirredhisimagination.

AsthefutureSunKingspentmoreandmoretimeinMarie’spresence,iteventuallybecameclearthat hehadfalleninlovewiththeleastlikelyyoungwomanofthecourt.Tothehorrorofhersistersand mother,heshoweredMarieManciniwithattention Hebroughtheralongonhismilitarycampaigns,and madeashowofstationingherwhereshecouldwatchashemarchedintobattle.HeevenpromisedMarie thathewouldmarryherandmakeherqueen.

Wittgensteinhadanextraordinarygiftfordiviningthethoughtsofthepersonwithwhomhewas engagedindiscussion.Whiletheotherstruggledtoputhisthoughtintowords,Wittgensteinwould perceivewhatitwasandstateitforhim.Thispowerofhis,whichsometimesseemeduncanny,was madepossible,Iamsure,byhisownprolongedandcontinuousresearches. LUDWIGWITTGENSTEIN:AMEMOIR.NORMANMALCOLM,1958

Thedoctorshouldbeopaquetohispatients,andlikeamirror,shouldshowthemnothingbutwhatis showntohim.

SIGMUNDFREUD,1856-1939

Mazarin,however,wouldneverallowthekingtomarryhisniece,awomanwhocouldbringFranceno diplomaticorroyalalliances.LouishadtomarryaprincessofSpainorAustria.In1658Louis succumbedtothepressureandagreedtobreakoffthefirstromanticinvolvementofhislife.Hedidso withmuchregret,andattheendofhislifeheacknowledgedthatheneverlovedanyoneasmuchasMarie Mancini.

Interpretation

MarieManciniplayedtheseducer’sgametoperfection.First,shetookastepback,tostudyherprey. Seductionoftenfailstogetpastthefirststepbecauseitistooaggressive;thefirstmovemustalwaysbea retreat.BystudyingthekingfromadistanceMariesawwhatdistinguishedhimfromothers hishigh ideals,romanticnature,andsnobbishdisdainforpettypolitics.Marie’snextstepwastomakeamirror forthesehiddenyearningsonLouis’spart,lettinghimglimpsewhathehimselfcouldbe agodlikeking!

Thismirrorhadseveralfunctions:SatisfyingLouis’segobygivinghimadoubletolookat,italso focusedonhimsoexclusivelyastogivehimthefeelingthatMarieexistedforhimalone.Surroundedbya packofschemingcourtierswhoonlyhadtheirownself-interestatheart,hecouldnotfailtobetouchedby thisdevotionalfocus.FinallyMarie’smirrorsetupanidealforhimtoliveupto:thenobleknightofthe medievalcourt.Toasoulbothromanticandambitious,nothingcouldbemoreintoxicatingthantohave someoneholdupanidealizedreflectionofhim.IneffectitwasMarieManciniwhocreatedtheimageof theSunKing indeedLouislateradmittedtheenormouspartshehadplayedinfashioninghisradiant self-image.

ThisisthepoweroftheSeducer’sMirror:Bydoublingthetastesandidealsofthetarget,itshowsyour attentiontohisorherpsychology,anattentionmorecharmingthananyaggressivepursuit.Findoutwhat setstheotherpersonapart,thenholdupthemirrorthatwillreflectitandbringitoutofthem.Feedtheir fantasiesofpowerandgreatnessbyreflectingtheirideals,andtheywillsuccumb

ObservanceIV

In1538,withthedeathofhismother,Helena,theeight-year-oldfutureczarIvanIV(orIvantheTerrible) ofRussiabecameanorphan Forthenextfiveyearshewatchedastheprincelyclass,theboyars, terrorizedthecountry.Nowandthen,tomocktheyoungIvan,theywouldmakehimwearacrownand scepterandplacehimonthethrone.Whenthelittleboy’sfeetdangledovertheedgeofthechair,they wouldlaughandlifthimoffit,handinghimfrommantomanintheair,makinghimfeelhishelplessness comparedtothem.

WhenIvanwasthirteen,heboldlymurderedtheboyarleaderandascendedtothethrone.Forthenext fewdecadeshestruggledtosubduetheboyars’power,buttheycontinuedtodefyhim.By1575hisefforts totransformRussiaanddefeatitsenemieshadexhaustedhim.Meanwhile,hissubjectswerecomplaining bitterlyabouthisendlesswars,hissecretpolice,theunvanquishedandoppressiveboyars.Hisown ministersbegantoquestionhismoves.Finallyhehadhadenough.In1564hehadtemporarilyabandoned thethrone,forcinghissubjectstocallhimbacktopower.Nowhetookthestrategyastepfurther,and abdicated

TotakehisplaceIvanelevatedageneralofhis,SimeonBekbulatovich,tothethrone.Butalthough SimeonhadrecentlyconvertedtoChristianity,hewasbybirthaTartar,andhisenthronementwasan insulttoIvan’ssubjects,sinceRussianslookeddownontheTartarsasinferiorsandinfidels.YetIvan orderedthatallRussians,includingtheboyars,pledgeobediencetotheirnewruler.AndwhileSimeon movedintotheKremlin,IvanlivedinahumblehouseonMoscow’soutskirts,fromwhichhewould sometimesvisitthepalace,bowbeforethethrone,sitamongtheotherboyars,andhumblypetitionSimeon forfavors.

OvertimeitbecameclearthatSimeonwasakindofking’sdouble.HedressedlikeIvan,andacted likeIvan,buthehadnorealpower,sincenoonewouldreallyobeyhim.Theboyarsatthecourtwho wereoldenoughtoremembertauntingIvanwhenhewasaboy,byplacinghimonthethrone,sawthe connection:TheyhadmadeIvanfeellikeaweakpretender,sonowhemirroredthembyplacingaweak

FortwolongyearsIvanheldthemirrorofSimeonuptotheRussianpeople.Themirrorsaid:Your whininganddisobediencehavemademeaczarwithnorealpower,soIwillreflectbacktoyouaczar withnorealpower.Youhavetreatedmedisrespectfully,soIwilldothesametoyou,makingRussiathe laughingstockoftheworld.In1577,inthenameoftheRussianpeople,thechastisedboyarsonceagain beggedIvantoreturntothethrone,whichhedid.Helivedasczaruntilhisdeath,in1584,andthe conspiracies,complaining,andsecond-guessingdisappearedalongwithSimeon.

Interpretation

In1564,afterthreateningtoabdicate,Ivanhadbeengrantedabsolutepowers.Butthesepowershad slowlybeenchippedawayaseverysectorofsociety theboyars,thechurch,thegovernment viedfor morecontrol.Foreignwarshadexhaustedthecountry,internalbickeringhadincreased,andIvan’s attemptstorespondhadbeenmetwithscorn.Russiahadturnedintoakindofboisterousclassroomin whichthepupilslaughedopenlyattheteacher.Ifheraisedhisvoiceorcomplained,heonlymetmore resistance.Hehadtoteachthemalesson,givethematasteoftheirownmedicine.SimeonBekbulatovich wasthemirrorheusedtodoso

Aftertwoyearsinwhichthethronehadbeenanobjectofridiculeanddisgust,theRussianpeople learnedtheirlesson.Theywantedtheirczarback,concedingtohimallthedignityandrespectthatthe positionshouldalwayshavecommanded.Fortherestofhisreign,RussiaandIvangotalongfine.

Understand:Peoplearelockedintheirownexperiences.Whenyouwhineaboutsomeinsensitivityon theirpart,theymayseemtounderstand,butinwardlytheyareuntouchedandevenmoreresistant.The goalofpowerisalwaystolowerpeople’sresistancetoyou.Forthisyouneedtricks,andonetrickisto teachthemalesson.

Insteadofharanguingpeopleverbally,then,createakindofmirroroftheirbehavior.Indoingsoyou leavethemtwochoices:Theycanignoreyou,ortheycanstarttothinkaboutthemselves.Andevenifthey ignoreyou,youwillhaveplantedaseedintheirunconsciousthatwilleventuallytakeroot.Whenyou mirrortheirbehavior,incidentally,donotbeafraidtoaddatouchofcaricatureandexaggeration,asIvan didbyenthroningaTartar itisthelittlespiceinthesoupthatwillopentheireyesandmakethemsee theridiculousnessintheirownactions.

ObservanceV

Dr.MiltonH.Erickson,apioneerinstrategicpsychotherapy,wouldofteneducatehispatientspowerfully butindirectlybycreatingakindofmirroreffect.Constructingananalogytomakepatientsseethetruthon theirown,hewouldbypasstheirresistancetochange.WhenDr.Ericksontreatedmarriedcouples complainingofsexualproblems,forinstance,heoftenfoundthatpsychotherapy’straditionofdirect confrontationandproblem-airingonlyheightenedthespouses’resistanceandsharpenedtheirdifferences. Instead,hewoulddrawahusbandandwifeoutonothertopics,oftenbanalones,tryingtofindananalogy forthesexualconflict.

Inonecouple’sfirstsession,thepairwerediscussingtheireatinghabits,especiallyatdinner.Thewife preferredtheleisurelyapproach adrinkbeforethemeal,someappetizers,andthenasmallmaincourse, allataslow,civilizedpace.Thisfrustratedthehusband hewantedtogetdinneroverquicklyandtodig rightintothemaincourse,thebiggerthebetter Astheconversationcontinued,thecouplebegantocatch

pretenderofhisownonthethrone

glimpsesofananalogytotheirproblemsinbed Themomenttheymadethisconnection,however,Dr Ericksonwouldchangethesubject,carefullyavoidingadiscussionoftherealproblem.

ThecouplethoughtEricksonwasjustgettingtoknowthemandwoulddealwiththeproblemdirectly thenexttimehesawthem.Butattheendofthisfirstsession,Dr.Ericksondirectedthemtoarrangea dinnerafewnightsawaythatwouldcombineeachperson’sdesire:Thewifewouldgettheslowmeal, includingtimespentbonding,andthehusbandwouldgetthebigdisheshewantedtoeat.Withoutrealizing theywereactingunderthedoctor’sgentleguidance,thecouplewouldwalkintoamirroroftheir problem,andinthemirrortheywouldsolvetheirproblemsthemselves,endingtheeveningjustasthe doctorhadhoped bymirroringtheimproveddinnerdynamicsinbed.

Indealingwithmoresevereproblems,suchastheschizophrenic’smirrorfantasyworldofhisorher ownconstruction,Dr.Ericksonwouldalwaystrytoenterthemirrorandworkwithinit.Heoncetreateda hospitalinmatewhobelievedhewasJesusChrist drapingsheetsaroundhisbody,talkinginvague parables,andbombardingstaffandpatientswithendlessChristianproselytizing.Notherapyordrugs seemedtowork,untilonedayDr.Ericksonwentuptotheyoungmanandsaid,“Iunderstandyouhave hadexperienceasacarpenter.”BeingChrist,thepatienthadtosaythathehadhadsuchexperience,and Ericksonimmediatelyputhimtoworkbuildingbookcasesandotherusefulitems,allowinghimtowear hisJesusgarb.Overthenextweeks,asthepatientworkedontheseprojects,hismindbecameless occupiedwithJesusfantasiesandmorefocusedonhislabor.Asthecarpentryworktookprecedence,a psychicshifttookeffect:Thereligiousfantasiesremained,butfadedcomfortablyintothebackground, allowingthemantofunctioninsociety.

Interpretation

Communicationdependsonmetaphorsandsymbols,whicharethebasisoflanguageitself.Ametaphoris akindofmirrortotheconcreteandreal,whichitoftenexpressesmoreclearlyanddeeplythanaliteral descriptiondoes.Whenyouaredealingwiththeintractablewillpowerofotherpeople,direct communicationoftenonlyheightenstheirresistance.

Thishappensmostclearlywhenyoucomplainaboutpeople’sbehavior,particularlyinsensitiveareas suchastheirlovemaking.Youwilleffectafarmorelastingchangeif,likeDr.Erickson,youconstructan analogy,asymbolicmirrorofthesituation,andguidetheotherthroughit.AsChristhimselfunderstood, talkinginparablesisoftenthebestwaytoteachalesson,foritallowspeopletorealizethetruthontheir own.

Whendealingwithpeoplewhoarelostinthereflectionsoffantasyworlds(includingahostofpeople whodonotliveinmentalhospitals),nevertrytopushthemintorealitybyshatteringtheirmirrors. Instead,entertheirworldandoperateinsideit,undertheirrules,gentlyguidingthemoutofthehallof mirrorstheyhaveentered.

ObservanceVI

Thegreatsixteenth-centuryJapaneseteamasterTakenoSho-ooncepassedbyahouseandnoticeda youngmanwateringflowersnearhisfrontgate.TwothingscaughtSho-o’sattention first,thegraceful waythemanperformedhistask;and,second,thestunninglybeautifulroseofSharonblossomsthat bloomedinthegarden.Hestoppedandintroducedhimselftotheman,whosenamewasSennoRikyu. Sho-owantedtostay,buthehadapriorengagementandhadtohurryoff Beforeheleft,however,Rikyu

invitedhimtotaketeawithhimthefollowingmorning Sho-ohappilyaccepted

WhenSho-oopenedthegardengatethenextday,hewashorrifiedtoseethatnotasingleflower remained.Morethananythingelse,hehadcometoseetheroseofSharonblossomsthathehadnothadthe timetoappreciatethedaybefore;now,disappointed,hestartedtoleave,butatthegatehestopped himself,anddecidedtoenterSennoRikyu’stearoom.Immediatelyinside,hestoppedinhistracksand gazedinastonishment:Beforehimavasehungfromtheceiling,andinthevasestoodasingleroseof Sharonblossom,themostbeautifulinthegarden.SomehowSennoRikyuhadreadhisguest’sthoughts, and,withthisoneeloquentgesture,haddemonstratedthatthisdayguestandhostwouldbeinperfect harmony.

SennoRikyuwentontobecomethemostfamousteamasterofall,andhistrademarkwasthisuncanny abilitytoharmonizehimselfwithhisguests’thoughtsandtothinkonestepahead,enchantingthemby adaptingtotheirtaste

OnedayRikyuwasinvitedtoteabyYamashinaHechigwan,anadmireroftheteaceremonybutalsoa manwithavividsenseofhumor.WhenRikyuarrivedatHechigwan’shome,hefoundthegardengate shut,soheopenedittolookforthehost.Ontheothersideofthegatehesawthatsomeonehadfirstduga ditch,thencarefullycovereditoverwithcanvasandearth.RealizingthatHechigwanhadplanneda practicaljoke,heobliginglywalkedrightintotheditch,muddyinghisclothesintheprocess. Apparentlyhorrified,Hechigwancamerunningout,andhurriedRikyutoabaththatforsome inexplicablereasonstoodalreadyprepared.Afterbathing,RikyujoinedHechigwanintheteaceremony, whichbothenjoyedimmensely,sharingalaughabouttheaccident.LaterSennoRikyuexplainedtoa friendthathehadheardaboutHechigwan’spracticaljokebeforehand,“Butsinceitshouldalwaysbe one’saimtoconformtothewishesofone’shost,Ifellintotheholeknowinglyandthusassuredthe successofthemeeting Teaisbynomeansmereobsequiousness,butthereisnoteawherethehostand guestarenotinharmonywithoneanother.”Hechigwan’svisionofthedignifiedSennoRikyuatthe bottomofaditchhadpleasedhimendlessly,butRikyuhadgainedapleasureofhisownincomplying withhishost’swishandwatchinghimamusehimselfinthisway.

Interpretation

SennoRikyuwasnomagicianorseer hewatchedthosearoundhimacutely,plumbingthesubtle gesturesthatrevealedahiddendesire,thenproducingthatdesire’simage.AlthoughSho-oneverspokeof beingenchantedbytheroseofSharonblossoms,Rikyureaditinhiseyes.Ifmirroringaperson’sdesires meantfallingintoaditch,sobeit.Rikyu’spowerresidedinhisskillfuluseoftheCourtier’sMirror, whichgavehimtheappearanceofanunusualabilitytoseeintootherpeople.

LearntomanipulatetheCourtier’sMirror,foritwillbringyougreatpower.Studypeople’seyes, followtheirgestures surerbarometersofpainandpleasurethananyspokenword.Noticeand rememberthedetails theclothing,thechoiceoffriends,thedailyhabits,thetossed-outremarks that revealhiddenandrarelyindulgeddesires.Soakitallin,findoutwhatliesunderthesurface,thenmake yourselfthemirroroftheirunspokenselves Thatisthekeytothispower:Theotherpersonhasnotasked foryourconsideration,hasnotmentionedhispleasureintheroseofSharon,andwhenyoureflectitback tohimhispleasureisheightenedbecauseitisunaskedfor.Remember:Thewordlesscommunication,the indirectcompliment,containsthemostpower.NoonecanresisttheenchantmentoftheCourtier’sMirror.

ObservanceVII

YellowKidWeil,conartistextraordinaire,usedtheDeceiver’sMirrorinhismostbrilliantcons.Most audaciousofallwashisre-creationofabankinMuncie,Indiana.WhenWeilreadonedaythatthe MerchantsBankinMunciehadmoved,hesawanopportunityhecouldnotpassup.

WeilrentedouttheoriginalMerchantsbuilding,whichstillcontainedbankfurniture,completewith tellerwindows.Heboughtmoneybags,stenciledabank’sinventednameonthem,filledthemwithsteel washers,andarrayedthemimpressivelybehindthetellerwindows,alongwithbundlesofboodle real billshidingnewspapercuttosize.Forhisbank’sstaffandcustomersWeilhiredgamblers,bookies,girls fromlocalbawdyhouses,andotherassortedconfederates.Heevenhadalocalthugposeasabankdick.

Claimingtobethebrokerforacertificateinvestmentthebankwasoffering,Weilwouldfishthewaters andhooktheproperwealthysucker.Hewouldbringthismantothebankandasktoseethepresident.An “officer”ofthebankwouldtellthemthattheyhadtowait,whichonlyheightenedtherealismofthecon onealwayshastowaittoseethebankpresident.Andastheywaitedthebankwouldbustlewithbanklike activity,ascallgirlsandbookiesindisguisefloatedinandout,makingdepositsandwithdrawalsand tippingtheirhatstothephonybankdick.Lulledbythisperfectcopyofreality,thesuckerwoulddeposit $50,000intothefakebankwithoutaworryintheworld.

OvertheyearsWeildidthesamethingwithadesertedyachtclub,anabandonedbrokerageoffice,a relocatedrealestateoffice,andacompletelyrealisticgamblingclub

Interpretation

Themirroringofrealityoffersimmensedeceptivepowers.Therightuniform,theperfectaccent,the properprops thedeceptioncannotbedecipheredbecauseitisenmeshedinasimulationofreality Peoplehaveanintensedesireandneedtobelieve,andtheirfirstinstinctistotrustawell-constructed facade,tomistakeitforreality.Afterall,wecannotgoarounddoubtingtherealityofeverythingwesee thatwouldbetooexhausting.Wehabituallyacceptappearances,andthisisacredulityyoucanuse. Inthisparticulargameitisthefirstmomentthatcountsthemost.Ifyoursuckers’suspicionsarenot raisedbytheirfirstglanceatthemirror’sreflection,theywillstaysuppressed.Oncetheyenteryourhall ofmirrors,theywillbeunabletodistinguishtherealfromthefake,anditwillbecomeeasierandeasier todeceivethem.Remember:Studytheworld’ssurfacesandlearntomirrortheminyourhabits,your manner,yourclothes.Likeacarnivorousplant,tounsuspectinginsectsyouwilllooklikealltheother plantsinthefield.

Authority:Thetaskofamilitaryoperationistoaccorddeceptivelywiththeintentionsoftheenemy...get towhattheywantfirst,subtlyanticipatethem.Maintaindisciplineandadapttotheenemy....Thus,atfirst youarelikeamaiden,sotheenemyopenshisdoor;thenyouarelikearabbitontheloose,sotheenemy cannotkeepyouout.(Sun-tzu,fourthcenturyB.C.)

Image:The

ShieldofPerseus.Itispol ishedintoareflectingmirror. Medusacannotseeyou,onlyher ownhideousnessreflectedbackather

Behindsuchamirroryoucande ceive,mock,andinfuriate.With oneblowyouseverMedusa’s unsuspectinghead.

Mirrorscontaingreatpowerbutalsodangerousreefs,includingthemirroredsituation asituationthat seemstoreflectorcloselyresembleapreviousone,mostlyinstyleandsurfaceappearance.Youcan oftenbackintosuchasituationwithoutfullyunderstandingit,whilethosearoundyouunderstanditquite well,andcompareitandyoutowhateverhappenedbefore.Mostoftenyousufferbythecomparison, seemingeitherweakerthanthepreviousoccupantofyourpositionorelsetaintedbyanyunpleasant associationsthatpersonhasleftbehind.

In1864thecomposerRichardWagnermovedtoMunichatthebehestofLudwigII,knownvariouslyas theSwanKingortheMadKingofBavaria.LudwigwasWagner’sbiggestfanandmostgenerouspatron. ThestrengthofhissupportturnedWagner’shead onceestablishedinMunichundertheking’s protection,hewouldbeabletosayanddowhateverhewanted.

Wagnermovedintoalavishhouse,whichthekingeventuallyboughtforhim Thishousewasbuta stone’sthrowfromtheformerhomeofLolaMontez,thenotoriouscourtesanwhohadplungedLudwigII’s grandfatherintoacrisisthathadforcedhimtoabdicate.Warnedthathecouldbeinfectedbythis association,Wagneronlyscoffed “IamnoLolaMontez,”hesaid.Soonenough,however,thecitizensof MunichbegantoresentthefavorsandmoneyshoweredonWagner,anddubbedhim“thesecondLola,”or “Lolotte.”HeunconsciouslybegantotreadinLola’sfootsteps spendingmoneyextravagantly,meddling inmattersbeyondmusic,evendabblinginpoliticsandadvisingthekingoncabinetappointments. MeanwhileLudwig’saffectionforWagnerseemedintenseandundignifiedforaking justlikehis grandfather’sloveforLolaMontez.

EventuallyLudwig’sministerswrotehimaletter:“YourMajestynowstandsatafatefulpartingofthe ways:youhavetochoosebetweentheloveandrespectofyourfaithfulpeopleandthe‘friendship’of RichardWagner”InDecemberof1865,Ludwigpolitelyaskedhisfriendtoleaveandneverreturn WagnerhadinadvertentlyplacedhimselfinLolaMontez’sreflection.Oncethere,everythinghedid remindedthestolidBavariansofthatdreadwoman,andtherewasnothinghecoulddoaboutit.

Avoidsuchassociation-effectsliketheplague.Inamirroredsituationyouhavelittleornocontrolover thereflectionsandrecollectionsthatwillbeconnectedtoyou,andanysituationbeyondyourcontrolis dangerous.Evenifthepersonoreventhaspositiveassociations,youwillsufferfromnotbeingableto liveuptothem,sincethepastgenerallyappearsgreaterthanthepresent.Ifyouevernoticepeople associatingyouwithsomepasteventorperson,doeverythingyoucantoseparateyourselffromthat memoryandtoshatterthereflection.

AWARNING:BEWAREOFMIRROREDSITUATIONS

PREACHTHENEEDFORCHANGE,BUTNEVERREFORMTOOMUCHATONCE JUDGMENT

Everyoneunderstandstheneedforchangeintheabstract,butontheday-to-daylevelpeopleare creaturesofhabit.Toomuchinnovationistraumatic,andwillleadtorevolt.Ifyouarenewtoa positionofpower,oranoutsidertryingtobuildapowerbase,makeashowofrespectingtheoldway ofdoingthings.Ifchangeisnecessary,makeitfeellikeagentleimprovementonthepast.

TRANSGRESSIONOFTHELAW

Sometimeintheearly1520s,KingHenryVIIIofEnglanddecidedtodivorcehiswife,Catherineof Aragon,becauseshehadfailedtobearhimason,andbecausehehadfalleninlovewiththeyoungand comelyAnneBoleyn.Thepope,ClementVII,opposedthedivorce,andthreatenedthekingwith excommunication Theking’smostpowerfulminister,CardinalWolsey,alsosawnoneedfordivorce andhishalfheartedsupportofthekingcosthimhispositionandsoonhislife.

OnemaninHenry’scabinet,ThomasCromwell,notonlysupportedhiminhisdesireforadivorcebut hadanideaforrealizingit:acompletebreakwiththepast.Heconvincedthekingthatbyseveringties withRomeandmakinghimselftheheadofanewlyformedEnglishchurch,hecoulddivorceCatherine andmarryAnne.By1531Henrysawthisastheonlysolution.TorewardCromwellforhissimplebut brilliantidea,heelevatedthissonofablacksmithtothepostofroyalcouncillor.

By1534Cromwellhadbeennamedtheking’ssecretary,andasthepowerbehindthethronehehad becomethemostpowerfulmaninEngland.ButforhimthebreakwithRomewentbeyondthesatisfaction oftheking’scarnaldesires:HeenvisionedanewProtestantorderinEngland,withthepowerofthe CatholicChurchsmashedanditsvastwealthinthehandsofthekingandthegovernment.Inthatsameyear heinitiatedacompletesurveyofthechurchesandmonasteriesofEngland Andasitturnedout,the treasuresandmoneysthatthechurcheshadaccumulatedoverthecenturieswerefarmorethanhehad imagined;hisspiesandagentscamebackwithastonishingfigures.

Tojustifyhisschemes,CromwellcirculatedstoriesaboutthecorruptionintheEnglishmonasteries, theirabuseofpower,theirexploitationofthepeopletheysupposedlyserved.HavingwonParliament’s supportforbreakingupthemonasteries,hebegantoseizetheirholdingsandtoputthemoutofexistence onebyone.Atthesametime,hebegantoimposeProtestantism,introducingreformsinreligiousritual andpunishingthosewhostucktoCatholicism,andwhonowwerecalledheretics.Virtuallyovernight, Englandwasconvertedtoanewofficialreligion.

Aterrorfellonthecountry.SomepeoplehadsufferedundertheCatholicChurch,whichbeforethe reformshadbeenimmenselypowerful,butmostBritonshadstrongtiestoCatholicismandtoits comfortingrituals Theywatchedinhorroraschurchesweredemolished,imagesoftheMadonnaand

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saintswerebrokeninpieces,stained-glasswindowsweresmashed,andthechurches’treasureswere confiscated.Withmonasteriesthathadsuccoredthepoorsuddenlygone,thepoornowfloodedthestreets. Thegrowingranksofthebeggarclasswerefurtherswelledbyformermonks.Ontopofallthis, Cromwellleviedhightaxestopayforhisecclesiasticalreforms.

Celebratingtheturnoftheyearisanancientcustom.TheRomanscelebratedtheSaturnalia,the festivalofSaturn,godoftheharvest,betweenDecember17and23.Itwasthemostcheerfulfestivalof theyear.Allworkandcommercestopped,andthestreetswerefilledwithcrowdsandacarnival atmosphere Slavesweretemporarilyfreed,andthehousesweredecoratedwithlaurelbranches Peoplevisitedoneanother,bringinggiftsofwaxcandlesandlittleclayfigurines.

LongbeforethebirthofChrist,theJewscelebratedaneight-dayFestivalofLights[atthesame season],anditisbelievedthattheGermanicpeoplesheldagreatfestivalnotonlyatmidsummerbut alsoatthewintersolstice,whentheycelebratedtherebirthofthesunandhonoredthegreatfertility godsWotanandFreyja,Donar(Thor)andFreyr.EvenaftertheEmperorConstantine(A.D.306-337) declaredChristianitytobeRome’sofficialimperialreligion,theevocationoflightandfertilityasan importantcomponentofpre-Christianmidwintercelebrationscouldnorbeentirelysuppressed.Inthe year274theRomanEmperorAurelian(A.D.214-275)hadestablishedanofficialcultofthesun-god Mithras,declaringhisbirthday,December25,anationalholiday.ThecultofMithras,theAryangod oflight,hadspreadfromPersiathroughAsiaMinortoGreece,Rome,andasfarastheGermanic landsandBritain Numerousruinsofhisshrinesstilltestifytothehighregardinwhichthisgodwas held,especiallybytheRomanlegions,asabringeroffertility,peace,andvictory.Soitwasaclever movewhen,intheyearA.D.354,theChristianchurchunderPopeLiberius(352-366)co-optedthe birthdayofMithrasanddeclaredDecember25tobethebirthdayofJesusChrist.

NEUEZÜRCHERZEITUNG,ANNE-SUSANNERISCHKE,DECEMBER25,1983

In1535powerfulrevoltsintheNorthofEnglandthreatenedtotoppleHenryfromhisthrone.Bythe followingyearhehadsuppressedtherebellions,buthehadalsobeguntoseethecostsofCromwell’s reforms Thekinghimselfhadneverwantedtogothisfar hehadonlywantedadivorce Itwasnow Cromwell’sturntowatchuneasilyasthekingbeganslowlytoundohisreforms,reinstatingCatholic sacramentsandotherritualsthatCromwellhadoutlawed.

Sensinghisfallfromgrace,in1540CromwelldecidedtoregainHenry’sfavorwithonethrowofthe dice:Hewouldfindthekinganewwife.Henry’sthirdwife,JaneSeymour,haddiedafewyearsbefore, andhehadbeenpiningforanewyoungqueen.ItwasCromwellwhofoundhimone:AnneofCleves,a Germanprincessand,mostimportanttoCromwell,aProtestant.OnCromwell’scommission,thepainter HolbeinproducedaflatteringportraitofAnne;whenHenrysawit,hefellinlove,andagreedtomarry her.Cromwellseemedbackinfavor.

Unfortunately,however,Holbein’spaintingwashighlyidealized,andwhenthekingfinallymetthe princessshedidnotpleasehimintheleast.HisangeragainstCromwell firstfortheill-conceived reforms,nowforsaddlinghimwithanunattractiveandProtestantwife couldnolongerbecontained In Juneofthatyear,Cromwellwasarrested,chargedasaProtestantextremistandaheretic,andsenttothe Tower.Sixweekslater,beforealargeandenthusiasticcrowd,thepublicexecutionercutoffhishead.

Interpretation

ThomasCromwellhadasimpleidea:HewouldbreakupthepowerandwealthoftheChurchandlaythe foundationforProtestantisminEngland.Andhewoulddothisinamercilesslyshorttime.Heknewhis

speedyreformswouldcausepainandresentment,buthethoughtthesefeelingswouldfadeinafewyears Moreimportant,byidentifyinghimselfwithchange,hewouldbecometheleaderoftheneworder,making thekingdependentonhim.Buttherewasaprobleminhisstrategy:Likeabilliardballhittoohard againstthecushion,hisreformshadreactionsandcaromshedidnotenvisionandcouldnotcontrol.

Themanwhoinitiatesstrongreformsoftenbecomesthescapegoatforanykindofdissatisfaction.And eventuallythereactiontohisreformsmayconsumehim,forchangeisupsettingtothehumananimal,even whenitisforthegood.Becausetheworldisandalwayshasbeenfullofinsecurityandthreat,welatch ontofamiliarfacesandcreatehabitsandritualstomaketheworldmorecomfortable.Changecanbe pleasantandevensometimesdesirableintheabstract,buttoomuchofitcreatesananxietythatwillstir andboilbeneaththesurfaceandtheneventuallyerupt.

Neverunderestimatethehiddenconservatismofthosearoundyou.Itispowerfulandentrenched.Never lettheseductivecharmofanideacloudyourreason:Justasyoucannotmakepeopleseetheworldyour way,youcannotwrenchthemintothefuturewithpainfulchanges.Theywillrebel.Ifreformisnecessary, anticipatethereactionagainstitandfindwaystodisguisethechangeandsweetenthepoison.

OBSERVANCEOFTHELAW

AsayoungCommunistinthe1920s,MaoTse-tungunderstoodbetterthananyofhiscolleaguesthe incredibleoddsagainstaCommunistvictoryinChina.Withtheirsmallnumbers,limitedfunds,lackof militaryexperience,andsmallarsenalofweapons,thePartyhadnohopeofsuccessunlessitwonover China’simmensepeasantpopulation.Butwhointheworldwasmoreconservative,morerootedin tradition,thantheChinesepeasantry?Theoldestcivilizationontheplanethadahistorythatwouldnever loosenitspower,nomatterhowviolenttherevolution TheideasofConfuciusremainedasaliveinthe 1920sastheyhadbeeninthesixthcenturyB.C.,whenthephilosopherwasalive.Despitetheoppressions ofthecurrentsystem,wouldthepeasantryevergiveupthedeep-rootedvaluesofthepastforthegreat unknownofCommunism?

Thesolution,asMaosawit,involvedasimpledeception:Cloaktherevolutionintheclothingofthe past,makingitcomfortingandlegitimateinpeople’seyes.OneofMao’sfavoritebookswasthevery popularmedievalChinesenovelTheWaterMargin,whichrecountstheexploitsofaChineseRobin Hoodandhisrobberbandastheystruggleagainstacorruptandevilmonarch.InChinainMao’stime, familytiesdominatedoveranyotherkind,fortheConfucianhierarchyoffatherandoldestsonremained firmlyinplace;butTheWaterMarginpreachedasuperiorvalue thefraternaltiesofthebandof robbers,thenobilityofthecausethatunitespeoplebeyondblood.Thenovelhadgreatemotional resonanceforChinesepeople,wholovetorootfortheunderdog Timeandagain,then,Maowould presenthisrevolutionaryarmyasanextensionoftherobberbandinTheWaterMargin,likeninghis struggletothetimelessconflictbetweentheoppressedpeasantryandanevilemperor.Hemadethepast seemtoenvelopandlegitimizetheCommunistcause;thepeasantrycouldfeelcomfortablewithandeven supportagroupwithsuchrootsinthepast.

EvenoncethePartycametopower,Maocontinuedtoassociateitwiththepast.Hepresentedhimself tothemassesnotasaChineseLeninbutasamodernChukoLiang,thereal-lifethird-centurystrategist whofiguresprominentlyinthepopularhistoricalnovelTheRomanceoftheThreeKingdoms.Liangwas morethanagreatgeneral hewasapoet,aphilosopher,andafigureofsternmoralrectitude.SoMao representedhimselfasapoet-warriorlikeLiang,amanwhomixedstrategywithphilosophyand

preachedanewethics.HemadehimselfappearlikeaherofromthegreatChinesetraditionofwarrior statesmen.

Soon,everythinginMao’sspeechesandwritingshadareferencetoanearlierperiodinChinese history.Herecalled,forexample,thegreatEmperorCh‘in,whohadunifiedthecountryinthethird centuryB.C.Ch’inhadburnedtheworksofConfucius,consolidatedandcompletedthebuildingofthe GreatWall,andgivenhisnametoChina LikeCh‘in,Maoalsohadbroughtthecountrytogether,andhad soughtboldreformsagainstanoppressivepast.Ch’inhadtraditionallybeenseenasaviolentdictator whosereignwasshort;thebrillianceofMao’sstrategywastoturnthisaround,simultaneously reinterpretingCh’in,justifyinghisruleintheeyesofpresent-dayChinese,andusinghimtojustifythe violenceoftheneworderthatMaohimselfwascreating.

AfterthefailedCulturalRevolutionofthelate1960s,apowerstruggleemergedintheCommunist PartyinwhichMao’smainfoewasLinPiao,onceaclosefriendofhis.Tomakecleartothemassesthe differencebetweenhisphilosophyandLin’s,Maoonceagainexploitedthepast:Hecasthisopponentas representingConfucius,aphilosopherLininfactwouldconstantlyquote.AndConfuciussignifiedthe conservatismofthepast.Maoassociatedhimself,ontheotherhand,withtheancientphilosophical movementknownasLegalism,exemplifiedbythewritingsofHan-fei-tzu.TheLegalistsdisdained Confucianethics;theybelievedintheneedforviolencetocreateaneworder Theyworshipedpower Togivehimselfweightinthestruggle,Maounleashedanationwidepropagandacampaignagainst Confucius,usingtheissuesofConfucianismversusLegalismtowhiptheyoungintoakindoffrenzied revoltagainsttheoldergeneration.Thisgrandcontextenvelopedaratherbanalpowerstruggle,andMao onceagainwonoverthemassesandtriumphedoverhisenemies.

Interpretation

NopeoplehadamoreprofoundattachmenttothepastthantheChinese.Inthefaceofthisenormous obstacletoreform,Mao’sstrategywassimple:Insteadofstrugglingagainstthepast,heturnedittohis advantage,associatinghisradicalCommunistswiththeromanticfiguresofChinesehistory.Weavingthe storyoftheWaroftheThreeKingdomsintothestrugglebetweentheUnitedStates,theSovietUnion,and China,hecasthimselfasChukoLiang.Astheemperorshad,hewelcomedthecultlikeadorationofthe masses,understandingthattheChinesecouldnotfunctionwithoutsomekindoffatherfiguretoadmire. AndafterhemadeaterribleblunderwiththeGreatLeapForward,tryingtoforcemodernizationonthe countryandfailingmiserably,heneverrepeatedhismistake:Fromthenon,radicalchangehadtobe cloakedinthecomfortableclothesofthepast

Thelessonissimple:Thepastispowerful.Whathashappenedbeforeseemsgreater;habitandhistory giveanyactweight.Usethistoyouradvantage.Whenyoudestroythefamiliaryoucreateavoidor vacuum;peoplefearthechaosthatwillfloodintofillit.Youmustavoidstirringupsuchfearsatallcost. Borrowtheweightandlegitimacyfromthepast,howeverremote,tocreateacomfortingandfamiliar presence.Thiswillgiveyouractionsromanticassociations,addtoyourpresence,andcloakthenatureof thechangesyouareattempting.

Itmustbeconsideredthatthereisnothingmoredifficulttocarryout, normoredoubtfulofsuccess,normoredangeroustohandle, thantoinitiateaneworderofthings. NiccolòMachiavelli,1469-1527

Humanpsychologycontainsmanydualities,oneofthembeingthatevenwhilepeopleunderstandtheneed forchange,knowinghowimportantitisforinstitutionsandindividualstobeoccasionallyrenewed,they arealsoirritatedandupsetbychangesthataffectthempersonally.Theyknowthatchangeisnecessary, andthatnoveltyprovidesrelieffromboredom,butdeepinsidetheyclingtothepast.Changeinthe abstract,orsuperficialchange,theydesire,butachangethatupsetscorehabitsandroutinesisdeeply disturbingtothem.

Norevolutionhasgonewithoutapowerfullaterreactionagainstit,forinthelongrunthevoidit createsprovestoounsettlingtothehumananimal,whounconsciouslyassociatessuchvoidswithdeath andchaos.Theopportunityforchangeandrenewalseducespeopletothesideoftherevolution,butonce theirenthusiasmfades,whichitwill,theyareleftwithacertainemptiness.Yearningforthepast,they createanopeningforittocreepbackin

ForMachiavelli,theprophetwhopreachesandbringschangecanonlysurvivebytakinguparms: Whenthemassesinevitablyyearnforthepast,hemustbereadytouseforce.Butthearmedprophet cannotlastlongunlesshequicklycreatesanewsetofvaluesandritualstoreplacetheoldones,andto soothetheanxietiesofthosewhodreadchange.Itisfareasier,andlessbloody,toplayakindofcon game.Preachchangeasmuchasyoulike,andevenenactyourreforms,butgivethemthecomforting appearanceofoldereventsandtraditions.

ReigningfromA.D.8toA.D.23,theChineseemperorWangMangemergedfromaperiodofgreat historicalturbulenceinwhichthepeopleyearnedfororder,anorderrepresentedforthembyConfucius. Sometwohundredyearsearlier,however,EmperorCh’inhadorderedthewritingsofConfuciusburned. Afewyearslater,wordhadspreadthatcertaintextshadmiraculouslysurvived,hiddenunderthe scholar’shouse Thesetextsmaynothavebeengenuine,buttheygaveWanghisopportunity:Hefirst confiscatedthem,thenhadhisscribesinsertpassagesintothemthatseemedtosupportthechangeshehad beenimposingonthecountry.Whenhereleasedthetexts,itseemedthatConfuciussanctionedWang’s reforms,andthepeoplefeltcomfortedandacceptedthemmoreeasily.

Understand:Thefactthatthepastisdeadandburiedgivesyouthefreedomtoreinterpretit.Tosupport yourcause,tinkerwiththefacts.Thepastisatextinwhichyoucansafelyinsertyourownlines.

Asimplegesturelikeusinganoldtitle,orkeepingthesamenumberforagroup,willtieyoutothepast andsupportyouwiththeauthorityofhistory.AsMachiavellihimselfobserved,theRomansusedthis devicewhentheytransformedtheirmonarchyintoarepublic.Theymayhaveinstalledtwoconsulsin placeoftheking,butsincethekinghadbeenservedbytwelvelictors,theyretainedthesamenumberto serveundertheconsuls.Thekinghadpersonallyperformedanannualsacrifice,inagreatspectaclethat stirredthepublic;therepublicretainedthispractice,onlytransferringittoaspecial“chiefofthe ceremony,whomtheycalledtheKingofthesacrifice.”Theseandsimilargesturessatisfiedthepeople andkeptthemfromclamoringforthemonarchy’sreturn.

Anotherstrategytodisguisechangeistomakealoudandpublicdisplayofsupportforthevaluesofthe past.Seemtobeazealotfortraditionandfewwillnoticehowunconventionalyoureallyare. RenaissanceFlorencehadacenturies-oldrepublic,andwassuspiciousofanyonewhofloutedits traditions.Cosimode’Medicimadeashowofenthusiasticsupportfortherepublic,whileinrealityhe workedtobringthecityunderthecontrolofhiswealthyfamily.Inform,theMedicisretainedthe appearanceofarepublic;insubstance,theyrendereditpowerless.Theyquietlyenactedaradicalchange, whileappearingtosafeguardtradition.

KEYSTOPOWER

Scienceclaimsasearchfortruththatwouldseemtoprotectitfromconservatismandtheirrationality ofhabit:Itisacultureofinnovation.YetwhenCharlesDarwinpublishedhisideasofevolution,hefaced fierceroppositionfromhisfellowscientiststhanfromreligiousauthorities.Histheorieschallengedtoo manyfixedideas.JonasSalkranintothesamewallwithhisradicalinnovationsinimmunology,asdid MaxPlanckwithhisrevolutionizingofphysics.Plancklaterwroteofthescientificoppositionhefaced, “Anewscientifictruthdoesnottriumphbyconvincingitsopponentsandmakingthemseethelight,but ratherbecauseitsopponentseventuallydie,andanewgenerationgrowsupthatisfamiliarwithit.”

Theanswertothisinnateconservatismistoplaythecourtier’sgame.Galileodidthisatthebeginning ofhisscientificcareer;helaterbecamemoreconfrontational,andpaidforit.Sopaylipserviceto tradition.Identifytheelementsinyourrevolutionthatcanbemadetoseemtobuildonthepast.Saythe rightthings,makeashowofconformity,andmeanwhileletyourtheoriesdotheirradicalwork.Playwith appearancesandrespectpastprotocol.Thisistrueineveryarena sciencebeingnoexception.

Finally,powerfulpeoplepayattentiontothezeitgeist.Iftheirreformistoofaraheadofitstime,few willunderstandit,anditwillstirupanxietyandbehopelesslymisinterpreted.Thechangesyoumake mustseemlessinnovativethantheyare.EnglanddideventuallybecomeaProtestantnation,asCromwell wished,butittookoveracenturyofgradualevolution.

Watchthezeitgeist Ifyouworkinatumultuoustime,thereispowertobegainedbypreachingareturn tothepast,tocomfort,tradition,andritual.Duringaperiodofstagnation,ontheotherhand,playthecard ofreformandrevolution butbewareofwhatyoustirup.Thosewhofinisharevolutionarerarelythose whostartit.Youwillnotsucceedatthisdangerousgameunlessyouarewillingtoforestalltheinevitable reactionagainstitbyplayingwithappearancesandbuildingonthepast.

Authority:Hewhodesiresorattemptstoreformthegovernmentofastate,andwishestohaveitaccepted, mustatleastretainthesemblanceoftheoldforms;sothatitmayseemtothepeoplethattherehasbeenno changeintheinstitutions,eventhoughinfacttheyareentirelydifferentfromtheoldones.Forthegreat majorityofmankindaresatisfiedwithappearances,asthoughtheywererealities.(NiccolòMachiavelli, 1469-1527)

Image:TheCat. Creatureofhabit,itlovesthe warmthofthefamiliar.Upsetits routines,disruptitsspace,anditwill growunmanageableandpsychotic. Placateitbysupportingitsrituals.If changeisnecessary,deceivethecatby keepingthesmellofthepastalive; placeobjectsfamiliartoitin strategiclocations.

REVERSAL

Thepastisacorpsetobeusedasyouseefit.Ifwhathappenedintherecentpastwaspainfulandharsh,it isself-destructivetoassociateyourselfwithit.WhenNapoleoncametopower,theFrenchRevolution wasfreshineveryone’sminds.Ifthecourtthatheestablishedhadborneanyresemblancetothelavish courtofLouisXVIandMarie-Antoinette,hiscourtierswouldhavespentalltheirtimeworryingabout theirownnecks.Instead,Napoleonestablishedacourtremarkableforitssobrietyandlackofostentation. Itwasthecourtofamanwhovaluedworkandmilitaryvirtues Thisnewformseemedappropriateand reassuring.

Inotherwords,payattentiontothetimes.Butunderstand:Ifyoumakeaboldchangefromthepast,you mustavoidatallcoststheappearanceofavoidorvacuum,oryouwillcreateterror.Evenanuglyrecent historywillseempreferabletoanemptyspace.Fillthatspaceimmediatelywithnewritualsandforms. Soothingandgrowingfamiliar,thesewillsecureyourpositionamongthemasses.

Finally,thearts,fashion,andtechnologywouldseemtobeareasinwhichpowerwouldcomefrom creatingaradicalrupturewiththepastandappearingcuttingedge.Indeed,suchastrategycanbringgreat power,butithasmanydangers.Itisinevitablethatyourinnovationswillbeoutdonebysomeoneelse. Youhavelittlecontrol someoneyoungerandfreshermovesinasuddennewdirection,makingyour boldinnovationofyesterdayseemtiresomeandtametoday.Youareforeverplayingcatch-up;your poweristenuousandshort-lived Youwantapowerbuiltonsomethingmoresolid Usingthepast, tinkeringwithtradition,playingwithconventiontosubvertitwillgiveyourcreationssomethingmore thanamomentaryappeal.Periodsofdizzyingchangedisguisethefactthatayearningforthepastwill inevitablycreepbackin.Intheend,usingthepastforyourownpurposeswillbringyoumorepowerthan tryingtocutitoutcompletely afutileandself-destructiveendeavor.

NEVERAPPEARTOOPERFECT

JUDGMENT

Appearingbetterthanothersisalwaysdangerous,butmostdangerousofallistoappeartohaveno faultsorweaknesses.Envycreatessilentenemies.Itissmarttooccasionallydisplaydefects,and admittoharmlessvices,inordertodeflectenvyandappearmorehumanandapproachable.Onlygods andthedeadcanseemperfectwithimpunity.

TRANSGRESSIONOFTHELAW

JoeOrtonmetKennethHalliwellattheRoyalAcademyofDramaticArts,London,in1953,whereboth hadenrolledasactingstudents.Theysoonbecameloversandmovedintogether.Halliwell,twenty-five atthetime,wassevenyearsolderthanOrton,andseemedthemoreconfidentofthetwo;butneitherhad muchtalentasactors,andaftergraduating,havingsettleddowntogetherinadankLondonapartment,they decidedtogiveupactingandcollaborateaswritersinstead.Halliwell’sinheritancewasenoughtokeep themfromhavingtofindworkforafewyears,andinthebeginning,hewasalsothedrivingforcebehind thestoriesandnovelstheywrote;hewoulddictatetoOrton,whowouldtypethemanuscripts, occasionallyinterjectinghisownlinesandideas.Theirfirsteffortsattractedsomeinterestfromliterary agents,butitsputtered.Thepromisetheyhadshownwasleadingnowhere.

Eventuallytheinheritancemoneyranout,andthepairhadtolookforwork.Theircollaborationswere lessenthusiasticandlessfrequent.Thefuturelookedbleak.

In1957Ortonbegantowriteonhisown,butitwasn’tuntilfiveyearslater,whentheloverswere jailedforsixmonthsfordefacingdozensoflibrarybooks,thathebegantofindhisvoice(perhapsnotby chance:ThiswasthefirsttimeheandHalliwellhadbeenseparatedinnineyears).Hecameoutofprison determinedtoexpresshiscontemptforEnglishsocietyintheformoftheatricalfarces HeandHalliwell movedbackintogether,butnowtheroleswerereversed:OrtondidthewritingwhileHalliwellputin commentsandideas.

In1964JoeOrtoncompletedhisfirstfull-lengthplay,EntertainingMr.Sloane.Theplaymadeitto London’sWestEnd,whereitreceivedbrilliantreviews:Agreatnewwriterhademergedfromnowhere. Nowsuccessfollowedsuccess,atadizzyingpace.In1966OrtonhadahitwithhisplayLoot,andhis popularitysoared.Sooncommissionscameinfromallsides,includingfromtheBeatles,whopaidOrton handsomelytowritethemafilmscript.

Everythingwaspointingupwards,everythingexceptOrton’srelationshipwithKennethHalliwell.The pairstilllivedtogether,butasOrtongrewsuccessful,Halliwellbegantodeteriorate.Watchinghislover becomethecenterofattention,hesufferedthehumiliationofbecomingakindofpersonalassistanttothe playwright,hisroleinwhathadoncebeenacollaborationgrowingsmallerandsmaller

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Inthe1950she

hadsupportedOrtonwithhisinheritance;nowOrtonsupportedhim Atapartyoramongfriends,people wouldnaturallygravitatetowardsOrton hewascharming,andhismoodwasalmostalwaysbuoyant. UnlikethehandsomeOrton,Halliwellwasbaldandawkward;hisdefensivenessmadepeoplewantto avoidhim.

Agreedymanandanenviousmanmetaking.Thekingsaidtothem,“Oneofyoumayasksomething ofmeandIwillgiveittohim,providedIgivetwiceasmuchtotheother.”Theenviouspersondidnot wanttoaskfirstforhewasenviousofhiscompanionwhowouldreceivetwiceasmuch,andthegreedy mandidnotwanttoaskfirstsincehewantedeverythingthatwastobehad Finallythegreedyone pressedtheenviousonetobethefirsttomaketherequest.Sotheenviouspersonaskedthekingto pluckoutoneofhiseyes.

JEWISHPARABLE,THESEVENDEADLYSINS,SOLOMONSCHIMMEL,1992

Anadmirerwhofeelsthathecannotbehappybysurrenderinghimselfelectstobecomeenviousofthat whichheadmires.Sohespeaksanotherlanguage thethingwhichhereallyadmiresiscalleda stupid,insipidandqueersortofthing.Admirationishappyself-surrender;envyisunhappyselfassertion

SφRENKIERKEGAARD,1813-1855

WithOrton’ssuccessthecouple’sproblemsonlyworsened.Halliwell’smoodsmadetheirlifetogether impossible.Ortonclaimedtowanttoleavehim,andhadnumerousaffairs,butwouldalwaysendup returningtohisoldfriendandlover.HetriedtohelpHalliwelllaunchacareerasanartist,even arrangingforagallerytoshowhiswork,buttheshowwasaflop,andthisonlyheightenedHalliwell’s senseofinferiority.InMayof1967,thepairwentonabriefholidaytogetherinTangier,Morocco. Duringthetrip,Ortonwroteinhisdiary,“Wesattalkingofhowhappywefelt Andhowitcouldn’t, surely,last.We’dhavetopayforit.Orwe’dbestruckdownfromafarbydisasterbecausewewere, perhaps,toohappy.Tobeyoung,good-looking,healthy,famous,comparativelyrichandhappyissurely goingagainstnature.”

HalliwelloutwardlyseemedashappyasOrton.Inwardly,though,hewasseething.Andtwomonths later,intheearlymorningofAugust10,1967,justdaysafterhelpingOrtonputthefinishingtouchestothe wickedfarceWhattheButlerSaw(undoubtedlyhismasterpiece),KennethHalliwellbludgeonedJoe Ortontodeathwithrepeatedblowsofahammertothehead.Hethentooktwenty-onesleepingpillsand diedhimself,leavingbehindanotethatread,“IfyoureadOrton’sdiaryallwillbeexplained.”

Interpretation

KennethHalliwellhadtriedtocasthisdeteriorationasmentalillness,butwhatJoeOrton’sdiaries revealedtohimwasthetruth:Itwasenvy,pureandsimple,thatlayattheheartofhissickness.The diaries,whichHalliwellreadonthesly,recountedthecouple’sdaysasequalsandtheirstrugglefor recognition.AfterOrtonfoundsuccess,thediariesbegantodescribeHalliwell’sbrooding,hisrude commentsatparties,hisgrowingsenseofinferiority AllofthisOrtonnarratedwithadistancethat borderedoncontempt.

ThediariesmadeclearHalliwell’sbitternessoverOrton’ssuccess.Eventuallytheonlythingthat wouldhavesatisfiedhimwouldhavebeenforOrtontohaveafailureofhisown,anunsuccessfulplay perhaps,sothattheycouldhavecommiseratedintheirfailure,astheyhaddoneyearsbefore.Whenthe oppositehappened asOrtongrewonlymoresuccessfulandpopular Halliwelldidtheonlythingthat

wouldmakethemequalsagain:Hemadethemequalsindeath WithOrton’smurder,hebecamealmostas famousashisfriend posthumously.

JoeOrtononlypartlyunderstoodhislover’sdeterioration.HisattempttohelpHalliwelllauncha careerinartregisteredforwhatitwas:charityandguilt.Ortonbasicallyhadtwopossiblesolutionsto theproblem.Hecouldhavedownplayedhisownsuccess,displayingsomefaults,deflectingHalliwell’s envy;or,onceherealizedthenatureoftheproblem,hecouldhavefledasifHalliwellwereaviper,asin facthewas aviperofenvy.Onceenvyeatsawayatsomeone,everythingyoudoonlymakesitgrow, anddaybydayitfestersinsidehim.Eventuallyhewillattack.

Ittakesgreattalentandskilltoconcealone’stalentandskill LAROCHEFOUCAULD,1613-1680

ENVYTORMENTSAGLAUROS

ThegoddessMinervamadeherwaytothehouseofEnvy,ahousefilthywithdarkandnoisomeslime. Itishiddenawayinthedepthsofthevalleys,wherethesunneverpenetrates,wherenowindblows through;agloomydwelling,permeatedbynumbingchill,everfireless,evershroudedinthick darkness.WhenMinervareachedthisspotshestoppedinfrontofthehouse...andstruckthedoors withthetipofherspear,andattheblowtheyflewopenandrevealedEnvywithin,busyatamealof snake’sflesh,thefoodonwhichshenourishedherwickedness.Atthesight,Minervaturnedhereyes away Buttheotherroseheavilyfromtheground,leavingthehalf-eatencorpses,andcameoutwith draggingsteps.Whenshesawthegoddessinallthebrillianceofherbeauty,inherflashingarmor, shegroaned....Envy’sfacewassicklypale,herwholebodyleanandwasted,andshesquinted horribly;herteethwerediscoloretlanddecayed,herpoisonousbreastofagreenishhue,andher tonguedrippedvenom.Onlythesightofsufferingcouldbringasmiletoherlips.Sheneverknewthe comfortofsleep,butwaskeptconstantlyawakebycareandanxiety,lookedwithdismayonmen’s goodfortune,andgrewthinatthesight Gnawingatothers,andbeinggnawed,shewasherselfher owntorment.Minerva,inspiteofherloathing,yetaddressedherbriefly:“Instillyourpoisonintoone ofCecrop’sdaughters hernameisAglauros.ThisiswhatIrequireofyou.”Withoutanotherword shepushedagainstthegroundwithherspear,lefttheearth,andsoaredupwards. Fromthecornerofhereyetheotherwatchedthegoddessoutofsight,mutteringandangrythat Minerva’splanshouldbesuccessful Thenshetookherstaff,allencircledwiththornybriars, wrappedherselfindarkclouds,andsetforth.Wherevershewentshetrampleddowntheflowery fields,witheredupthegrass,searedthetreetops,andwithherbreathtaintedthepeoples,theircities andtheirhomes,untilatlengthshecametoAthens,thehomeofwitandwealth,peacefuland prosperous.Shecouldscarcelyrefrainfromweepingwhenshesawnocausefortears.Thenentering thechamberofCecrop’sdaughter,shecarriedoutMinerva’sorders.Shetouchedthegirl’sbreast withahanddippedinmalice,filledherheartwithspikythorns,andbreathinginablackandevil poisondisperseditthroughherverybones,instillingthevenomdeepinherheart.Thatthereasonfor herdistressmightnotbefartoseek,shesetbeforeAglauros’eyesavisionofhersister,ofthat sister’sfortunatemarriage[withthegodMercury],andofthegodinallhishandsomeness;andshe exaggeratedthegloryofitall.SoAglauroswastormentedbysuchthoughts,andthejealousangershe concealedateintoherheart Dayandnightshesighed,unceasinglywretched,andinheruttermisery wastedawayinaslowdecline,aswheniceismeltedbythefitfulsun.Thefirethatwaskindledwithin heratthethoughtofhersister’sluckandgoodfortunewasliketheburningofweedswhichdonot

burstintoflames,butarenonethelessconsumedbysmolderingfire

METAMORPHOSES,OVID,43B.C.-C.A.D.18

Onlyaminoritycansucceedatthegameoflife,andthatminorityinevitablyarousestheenvyofthose aroundthem.Oncesuccesshappensyourway,however,thepeopletofearthemostarethoseinyourown circle,thefriendsandacquaintancesyouhaveleftbehind.Feelingsofinferioritygnawatthem;thethought ofyoursuccessonlyheightenstheirfeelingsofstagnation.Envy,whichthephilosopherKierkegaardcalls “unhappyadmiration,”takeshold.Youmaynotseeitbutyouwillfeelitsomeday unless,thatis,you learnstrategiesofdeflection,littlesacrificestothegodsofsuccess Eitherdampenyourbrilliance occasionally,purposefullyrevealingadefect,weakness,oranxiety,orattributingyoursuccesstoluck;or simplyfindyourselfnewfriends.Neverunderestimatethepowerofenvy.

OBSERVANCEOFTHELAW

ThemerchantclassandthecraftguildstowhichmedievalFlorenceoweditsprosperityhadcreateda republicthatprotectedthemfromoppressionbythenobility.Sincehighofficecouldonlybeheldfora fewmonths,noonecouldgainlastingdominance,andalthoughthismeantthatthepoliticalfactions struggledconstantlyforcontrol,thesystemkeptouttyrantsandpettydictators.TheMedicifamilylived forseveralcenturiesunderthissystemwithoutmakingmuchofamark.Theyhadmodestoriginsas apothecaries,andweretypicalmiddle-classcitizens Notuntilthelatefourteenthcentury,whenGiovanni de’Medicimadeamodestfortuneinbanking,didtheyemergeasaforcetobereckonedwith.

UponGiovanni’sdeath,hissonCosimotookoverthefamilybusiness,andquicklydemonstratedhis talentforit.ThebusinessprosperedunderhiscontrolandtheMedicisemergedasoneofthepreeminent bankingfamiliesofEurope.ButtheyhadarivalinFlorence:Despitethecity’srepublicansystem,one family,theAlbizzis,hadmanagedovertheyearstomonopolizecontrolofthegovernment,forging alliancesthatallowedthemtoconstantlyfillimportantofficeswiththeirownmen.Cosimodidnotfight this,andinfactgavetheAlbizzishistacitsupport.Atthesametime,whiletheAlbizziswerebeginningto flaunttheirpower,Cosimomadeapointofstayinginthebackground.

Eventually,however,theMediciwealthcouldnotbeignored,andin1433,feelingthreatenedbythe family,theAlbizzisusedtheirgovernmentmuscletohaveCosimoarrestedonchargesofconspiringto overthrowtherepublic SomeintheAlbizzifactionwantedCosimoexecuted,othersfearedthiswould sparkacivilwar.IntheendtheyexiledhimfromFlorence.Cosimodidnotfightthesentence;heleft quietly.Sometimes,heknew,itiswisertobideone’stimeandkeepalowprofile.

Overthenextyear,theAlbizzisbegantostirupfearsthattheyweresettingupadictatorship. Meanwhile,Cosimo,usinghiswealthtoadvantage,continuedtoexertinfluenceonFlorentineaffairs, evenfromexile.Acivilwarbrokeoutinthecity,andinSeptemberof1434theAlbizzisweretoppled frompowerandsentintoexile.CosimoimmediatelyreturnedtoFlorence,hispositionrestored.Buthe sawthathenowfacedadelicatesituation:Ifheseemedambitious,astheAlbizzishad,hewouldstirup oppositionandenvythatwouldultimatelythreatenhisbusiness.Ifhestayedonthesidelines,ontheother hand,hewouldleaveanopeningforanotherfactiontoriseupastheAlbizzishad,andtopunishthe Medicisfortheirsuccess.

Cosimosolvedtheproblemintwoways:Hesecretlyusedhiswealthtobuyinfluenceamongkey citizens,andheplacedhisownallies,allcleverlyenlistedfromthemiddleclassestodisguisetheir

allegiancetohim,intopgovernmentpositions Thosewhocomplainedofhisgrowingpoliticalclout weretaxedintosubmission,ortheirpropertieswereboughtoutfromunderthembyCosimo’sbanker allies.Therepublicsurvivedinnameonly.Cosimoheldthestrings.

Whileheworkedbehindthescenestogaincontrol,however,publiclyCosimopresentedanother picture.WhenhewalkedthroughthestreetsofFlorence,hedressedmodestly,wasattendedbynomore thanoneservant,andboweddeferentiallytomagistratesandeldercitizens.Herodeamuleinsteadofa horse.Heneverspokeoutonmattersofpublicimport,eventhoughhecontrolledFlorence’sforeign affairsforoverthirtyyears.HegavemoneytocharitiesandmaintainedhistiestoFlorence’smerchant class.HefinancedallkindsofpublicbuildingsthatfedtheFlorentines’prideintheircity.Whenhebuilt apalaceforhimselfandhisfamilyinnearbyFiesole,heturneddowntheornatedesignsthatBrunelleschi haddrawnupforhimandinsteadchoseamodeststructuredesignedbyMichelozzo,amanofhumble Florentineorigins ThepalacewasasymbolofCosimo’sstrategy allsimplicityontheoutside,all eleganceandopulencewithin.

Cosimofinallydiedin1464,afterrulingforthirtyyears.ThecitizensofFlorencewantedtobuildhim agreattomb,andtocelebratehismemorywithelaboratefuneralceremonies,butonhisdeathbedhehad askedtobeburiedwithout“anypompordemonstration.”Somesixtyyearslater,Machiavellihailed Cosimoasthewisestofallprinces,“forheknewhowextraordinarythingsthatareseenandappearevery hourmakemenmuchmoreenviedthanthosethataredoneindeedandarecoveredoverwithdecency.”

Interpretation

AclosefriendofCosimo’s,thebooksellerVespasianodaBisticci,oncewroteofhim,“Andwheneverhe wishedtoachievesomething,hesawtoit,inordertoescapeenvyasmuchaspossible,thattheinitiative appearedtocomefromothers,andnotfromhim.”OneofCosimo’sfavoriteexpressionswas,“Envyisa weedthatshouldnotbewatered.”Understandingthepowerenvyhasinademocraticenvironment, Cosimoavoidedtheappearanceofgreatness.Thisdoesnotmeanthatgreatnessshouldbesuffocated,or thatonlythemediocreshouldsurvive;onlythatagameofappearancesmustbeplayed.Theinsidious envyofthemassescanactuallybedeflectedquiteeasily:Appearasoneoftheminstyleandvalues Makeallianceswiththosebelowyou,andelevatethemtopositionsofpowertosecuretheirsupportin timesofneed.Neverflauntyourwealth,andcarefullyconcealthedegreetowhichithasboughtinfluence. Makeadisplayofdeferringtoothers,asiftheyweremorepowerfulthanyou.Cosimode’Medici perfectedthisgame;hewasaconsummateconartistofappearances.Noonecouldgaugetheextentofhis power hismodestexteriorhidthetruth.

Neverbesofoolishastobelievethatyouarestirringupadmirationbyflauntingthequalitiesthatraise youaboveothers.Bymakingothersawareoftheirinferiorposition,youareonlystirringup“unhappy admiration,”orenvy,whichwillgnawawayatthemuntiltheyundermineyouinwaysyoucannotforesee. Thefooldaresthegodsofenvybyflauntinghisvictories.Themasterofpowerunderstandsthatthe appearanceofsuperiorityoverothersisinconsequentialnexttotherealityofit.

Ofallthedisordersofthesoul,envyistheonlyonenooneconfessesto. Plutarch,c.A.D46-120

Theenvioushidesascarefullyasthesecret,lustfulsinnerandbecomestheendlessinventoroftricks andstratagemstohideandmaskhimselfThusheisabletopretendtoignorethesuperiorityofothers whicheatsuphisheart,asifhedidnotseethem,norhearthem,norwereawareofthem,norhadever heardofthem.Heisamastersimulator.Ontheotherhandhetrieswithallhispowertoconniveand

thuspreventanyformofsuperiorityfromappearinginanysituation Andiftheydo,hecastsonthem obscurity,hypercriticism,sarcasmandcalumnylikethetoadthatspitspoisonfromitshole.Onthe otherhandhewillraiseendlesslyinsignificantmen,mediocrepeople,andeventheinferiorinthe sametypeofactivities.

ARTHURSCHOPENHAUER,1788-1860

Fornotmanymen,theproverbsays,canloveafriendwhofortuneprosperswithoutfeelingenvy;and abouttheenviousbrain,coldpoisonclingsanddoublesallthepainlifebringshim.Hisown woundingshemustnurse,andfeelsanother’sgladnesslikeacurse

AESCHYLUS,c.525-456B.C.

KEYSTOPOWER

Thehumananimalhasahardtimedealingwithfeelingsofinferiority.Inthefaceofsuperiorskill,talent, orpower,weareoftendisturbedandillatease;thisisbecausemostofushaveaninflatedsenseof ourselves,andwhenwemeetpeoplewhosurpassustheymakeitcleartousthatweareinfactmediocre, oratleastnotasbrilliantaswehadthought.Thisdisturbanceinourself-imagecannotlastlongwithout stirringupuglyemotions.Atfirstwefeelenvy:Ifonlywehadthequalityorskillofthesuperiorperson, wewouldbehappy Butenvybringsusneithercomfortnoranyclosertoequality Norcanweadmitto feelingit,foritisfrowneduponsocially toshowenvyistoadmittofeelinginferior.Toclosefriends, wemayconfessoursecretunrealizeddesires,butwewillneverconfesstofeelingenvy.Soitgoes underground.Wedisguiseitinmanyways,likefindinggroundstocriticizethepersonwhomakesusfeel it:HemaybesmarterthanIam,wesay,buthehasnomoralsorconscience.Orhemayhavemorepower, butthat’sbecausehecheats.Ifwedonotslanderhim,perhapswepraisehimexcessively anotherof envy’sdisguises.

Thereareseveralstrategiesfordealingwiththeinsidious,destructiveemotionofenvy.First,accept thefactthattherewillbepeoplewhowillsurpassyouinsomeway,andalsothefactthatyoumayenvy them.Butmakethatfeelingawayofpushingyourselftoequalorsurpassthemsomeday.Letenvyturn inwardanditpoisonsthesoul;expelitoutwardanditcanmoveyoutogreaterheights.

Second,understandthatasyougainpower,thosebelowyouwillfeelenviousofyou Theymaynot showitbutitisinevitable.Donotnaivelyacceptthefacadetheyshowyou readbetweenthelinesof theircriticisms,theirlittlesarcasticremarks,thesignsofbackstabbing,theexcessivepraisethatis preparingyouforafall,theresentfullookintheeye.Halftheproblemwithenvycomeswhenwedonot recognizeituntilitistoolate.

Finally,expectthatwhenpeopleenvyyoutheywillworkagainstyouinsidiously.Theywillput obstaclesinyourpaththatyouwillnotforesee,orthatyoucannottracetotheirsource.Itishardto defendyourselfagainstthiskindofattack.Andbythetimeyourealizethatenvyisattherootofa person’sfeelingsaboutyou,itisoftentoolate:Yourexcuses,yourfalsehumility,yourdefensiveactions, onlyexacerbatetheproblem.Sinceitisfareasiertoavoidcreatingenvyinthefirstplacethantogetrid ofitonceitisthere,youshouldstrategizetoforestallitbeforeitgrows.Itisoftenyourownactionsthat stirupenvy,yourownunawareness Bybecomingconsciousofthoseactionsandqualitiesthatcreate envy,youcantaketheteethoutofitbeforeitnibblesyoutodeath.

Kierkegaardbelievedthattherearetypesofpeoplewhocreateenvy,andareasguiltywhenitarisesas thosewhofeelit.Themostobvioustypeweallknow:Themomentsomethinggoodhappenstothem, whetherbyluckordesign,theycrowaboutit.Infacttheygetpleasureoutofmakingpeoplefeelinferior. Thistypeisobviousandbeyondhope.Thereareothers,however,whostirupenvyinmoresubtleand unconsciousways,andarepartlytoblamefortheirtroubles.Envyisoftenaproblem,forexample,for peoplewithgreatnaturaltalent

SirWalterRaleighwasoneofthemostbrilliantmenatthecourtofQueenElizabethofEngland.He hadskillsasascientist,wrotepoetrystillrecognizedasamongthemostbeautifulwritingofthetime,was aprovenleaderofmen,anenterprisingentrepreneur,agreatseacaptain,andontopofallthiswasa handsome,dashingcourtierwhocharmedhiswayintobecomingoneofthequeen’sfavorites.Wherever hewent,however,peopleblockedhispath.Eventuallyhesufferedaterrificfallfromgrace,leadingeven toprisonandfinallytheexecutioner’saxe.

Raleighcouldnotunderstandthestubbornoppositionhefacedfromtheothercourtiers.Hedidnotsee thathehadnotonlymadenoattempttodisguisethedegreeofhisskillsandqualities,hehadimposed themononeandall,makingashowofhisversatility,thinkingitimpressedpeopleandwonhimfriends. Infactitmadehimsilentenemies,peoplewhofeltinferiortohimanddidalltheycouldtoruinhimthe momenthetrippedupormadetheslightestmistake Intheend,thereasonhewasexecutedwastreason, butenvywilluseanycoveritfindstomaskitsdestructiveness.

TheenvyelicitedbySirWalterRaleighistheworstkind:Itwasinspiredbyhisnaturaltalentand grace,whichhefeltwasbestdisplayedinitsfullflower.Moneyotherscanattain;poweraswell.But superiorintelligence,goodlooks,charm thesearequalitiesnoonecanacquire.Thenaturallyperfect havetoworkthemosttodisguisetheirbrilliance,displayingadefectortwotodeflectenvybeforeit takesroot.Itisacommonandnaivemistaketothinkyouarecharmingpeoplewithyournaturaltalents wheninfacttheyarecomingtohateyou.

JOSEPHANDHISCOAT

NowIsraellovedJosephmorethanallhischildren,becausehewasthesonofhisoldage;andhe madehimacoatofmanycolors....Andhisbrothersenviedhim....Andwhentheysawhimafaroff,they conspiredagainsthimtoslayhim Andnowtheysaidtooneanother,“Behold,thisdreamercometh Comenowtherefore,andletusslayhim,andcasthimintosomepit,andweshallsay,someevilbeast hathdevouredhim;andweshallseewhatwillbecomeofhisdreams”

[WhenPopeJuliusfirstsawMichelangelo’sdesignforhistomb] itpleasedhimsomuchthatheat oncesenthimtoCarraratoquarrythenecessarymarbles,instructingAlamannoSalviati,ofFlorence, topayhimathousandducatsforthispurpose.Michelangelostayedinthesemountainsmorethan eightmonthswithtwoworkmenandhishorse,andwithoutanyotherprovisionexceptfood....Enough marblesquarriedandchosen,hetookthemtothesea-coast,andleftoneofhismentohavethem embarked HehimselfreturnedtoRome

...Thequantityofmarbleswasimmense,sothat,spreadoverthepiazza,theyweretheadmirationof allandajoytothepope,whoheapedimmeasurablefavorsuponMichelangelo:andwhenhebeganto workuponthemagainandagainwenttoseehimathishouse,andtalkedtohimaboutthetomband

OLDTESTAMENT,GENESIS37:3 20 THETRAGEDYOFTHETOMB

otherthingsaswithhisownbrother Andinorderthathemightmoreeasilygotohim,thepope orderedthatadrawbridgeshouldbethrownacrossfromtheCorridoretotheroomsofMichelangelo, bywhichhemightvisithiminprivate.

Thesemanyandfrequentfavorswerethecause(asoftenisthecaseatcourt)ofmuchenvy,and,after theenvy,ofendlesspersecution,sinceBramante,thearchitect,whowaslovedbythepope,madehim changehismindastothemonumentbytellinghim,asissaidbythevulgar,thatitisunluckytobuild one ’stombinone’slifetime,andothertales FearaswellasenvystimulatedBramante,forthe judgmentofMichelangelohadexposedmanyofhiserrors....Nowbecausehehadnodoubtthat Michelangeloknewtheseerrorsofhis,healwayssoughttoremovehimfromRome,or,atleast,to deprivehimofthefavorofthepope,andofthegloryandusefulnessthathemighthaveacquiredby hisindustry.Hesucceededinthematterofthetomb.ThereisnodoubtthatifMichelangelohadbeen allowedtofinishit,accordingtohisfirstdesign,havingsolargeafieldinwhichtoshowhisworth, nootherartist,howevercelebrated(beitsaidwithoutenvy)couldhavewrestedfromhimthehigh placehewouldhaveheld.

VITADIMICHELANGELO,ASCANIOCONDIVI,1553

Agreatdangerintherealmofpoweristhesuddenimprovementinfortune anunexpectedpromotion, avictoryorsuccessthatseemstocomeoutofnowhere.Thisissuretostirupenvyamongyourformer peers

WhenArchbishopdeRetzwaspromotedtotherankofcardinal,in1651,heknewfullwellthatmany ofhisformercolleaguesenviedhim.Understandingthefoolishnessofalienatingthosebelowhim,deRetz dideverythinghecouldtodownplayhismeritandemphasizetheroleofluckinhissuccess.Toput peopleatease,heactedhumblyanddeferentially,asifnothinghadchanged.(Inreality,ofcourse,henow hadmuchmorepowerthanbefore.)Hewrotethatthesewisepolicies“producedagoodeffect,by lesseningtheenvywhichwasconceivedagainstme,whichisthegreatestofallsecrets.”Followde Retz’sexample.Subtlyemphasizehowluckyyouhavebeen,tomakeyourhappinessseemmore attainabletootherpeople,andtheneedforenvylessacute.Butbecarefulnottoaffectafalsemodesty thatpeoplecaneasilyseethrough.Thiswillonlymakethemmoreenvious.Theacthastobegood;your humility,andyouropennesstothoseyouhaveleftbehind,havetoseemgenuine.Anyhintofinsincerity willonlymakeyournewstatusmoreoppressive Remember:Despiteyourelevatedposition,itwilldo younogoodtoalienateyourformerpeers.Powerrequiresawideandsolidsupportbase,whichenvycan silentlydestroy.

Politicalpowerofanykindcreatesenvy,andoneofthebestwaystodeflectitbeforeittakesrootisto seemunambitious.WhenIvantheTerribledied,BorisGodunovknewhewastheonlyoneonthescene whocouldleadRussia.Butifhesoughtthepositioneagerly,hewouldstirupenvyandsuspicionamong theboyars,soherefusedthecrown,notoncebutseveraltimes.Hemadepeopleinsistthathetakethe throne.GeorgeWashingtonusedthesamestrategytogreateffect,firstinrefusingtokeepthepositionof CommanderinChiefoftheAmericanarmy,secondinresistingthepresidency.Inbothcaseshemade himselfmorepopularthanever.Peoplecannotenvythepowerthattheythemselveshavegivenaperson whodoesnotseemtodesireit.

AccordingtotheElizabethanstatesmanandwriterSirFrancisBacon,thewisestpolicyofthepowerful istocreateakindofpityforthemselves,asiftheirresponsibilitieswereaburdenandasacrifice.How canoneenvyamanwhohastakenonaheavyloadforthepublicinterest?Disguiseyourpowerasakind ofself-sacrificeratherthanasourceofhappinessandyoumakeitseemlessenviable.Emphasizeyour troublesandyouturnapotentialdanger(envy)intoasourceofmoralsupport(pity).Asimilarployisto

hintthatyourgoodfortunewillbenefitthosearoundyou.Todothisyoumayneedtoopenyourpurse strings,likeCimon,awealthygeneralinancientAthenswhogavelavishlyinallkindsofwaystoprevent peoplefromresentingtheinfluencehehadboughtinAthenianpolitics.Hepaidahighpricetodeflect theirenvy,butintheenditsavedhimfromostracismandbanishmentfromthecity.

ThepainterJ.M.W.Turnerdevisedanotherwayofgivingtodeflecttheenvyofhisfellowartists, whichherecognizedashisgreatestobstacletohissuccess.Noticingthathisincomparablecolorskills madethemafraidtohangtheirpaintingsnexttohisinexhibitions,herealizedthattheirfearwouldturnto envy,andwouldeventuallymakeitharderforhimtofindgalleriestoshowin.Onoccasion,then,Turner isknowntohavetemporarilydampenedthecolorsinhispaintingswithsoottoearnhimthegoodwillof hiscolleagues.

Todeflectenvy,Gracianrecommendsthatthepowerfuldisplayaweakness,aminorsocial indiscretion,aharmlessvice.Givethosewhoenvyyousomethingtofeedon,distractingthemfromyour moreimportantsins.Remember:Itistherealitythatmatters.Youmayhavetoplaygameswith appearances,butintheendyouwillhavewhatcounts:truepower.InsomeArabcountries,amanwill avoidarousingenvybydoingasCosimodeMedicididbyshowinghiswealthonlyontheinsideofhis house.Applythiswisdomtoyourowncharacter.

Bewareofsomeofenvy’sdisguises.Excessivepraiseisanalmostsuresignthatthepersonpraising youenviesyou;theyareeithersettingyouupforafall itwillbeimpossibleforyoutoliveuptotheir praise ortheyaresharpeningtheirbladesbehindyourback.Atthesametime,thosewhoare hypercriticalofyou,orwhoslanderyoupublicly,probablyenvyyouaswell.Recognizetheirbehavioras disguisedenvyandyoukeepoutofthetrapofmutualmud-slinging,oroftakingtheircriticismstoheart. Winyourrevengebyignoringtheirmeaslypresence

Donottrytohelpordofavorsforthosewhoenvyyou;theywillthinkyouarecondescendingtothem. JoeOrton’sattempttohelpHalliwellfindagalleryforhisworkonlyintensifiedhislover’sfeelingsof inferiorityandenvy.Onceenvyrevealsitselfforwhatitis,theonlysolutionisoftentofleethepresence oftheenviers,leavingthemtostewinahelloftheirowncreation.

Finally,beawarethatsomeenvironmentsaremoreconducivetoenvythanothers.Theeffectsofenvy aremoreseriousamongcolleaguesandpeers,wherethereisaveneerofequality.Envyisalso destructiveindemocraticenvironmentswhereovertdisplaysofpowerarelookeddownupon.Be extrasensitiveinsuchenvironments.ThefilmmakerIngmarBergmanwashoundedbySwedishtax authoritiesbecausehestoodoutinacountrywherestandingoutfromthecrowdisfrownedon.Itis almostimpossibletoavoidenvyinsuchcases,andthereislittleyoucandobutacceptitgraciouslyand takenoneofitpersonally AsThoreauoncesaid,“Envyisthetaxwhichalldistinctionmustpay” Dideveranybodyseriouslyconfesstoenvy?Somethingthereisinituniversallyfelttobemore shamefulthanevenfeloniouscrime Andnotonlydoeseverybodydisownit,butthebettersortare inclinedtoincredulitywhenitisinearnestimputedtoanintelligentman.Butsincelodgmentisinthe heartnotthebrain,nodegreeofintellectsuppliesaguaranteeagainstit.

BILLYBUDD,HERMANMELVILLE,1819-1891

Image:AGardenofWeeds.Youmaynot feedthembuttheyspreadasyouwater thegarden.Youmaynotseehow,but theytakeover,tallandugly,pre ventinganythingbeautifulfrom flourishing.Beforeitistoolate,

donotwaterindiscrimi nately.Destroytheweeds ofenvybygivingthem nothingtofeedon.

Authority:Uponoccasion,revealaharmlessdefectinyourcharacter.Fortheenviousaccusethemost perfectofsinningbyhavingnosins.TheybecomeanArgus,alleyesforfindingfaultwithexcellence it istheironlyconsolation.Donotletenvyburstwithitsownvenom affectsomelapseinvaloror intellect,soastodisarmitbeforehand.YouthuswaveyourredcapebeforetheHornsofEnvy,inorder tosaveyourimmortality.(BaltasarGracian,1601-1658)

Knowhowtotriumphoverenvyandmalice.Herecontempt,althoughprudent,counts,indeed,for little;magnanimityisbetter.Agoodwordconcerningonewhospeaksevilofyoucannotbepraised toohighly:thereisnorevengemoreheroicthanthatbroughtaboutbythosemeritsandattainments whichfrustrateandtormenttheenvious.Everystrokeofgoodfortuneisafurthertwistoftherope roundtheneckoftheill-disposedandtheheavenoftheenviedishellfortheenvious Toconvertyour goodfortuneintopoisonforyourenemiesisheldtobethemostseverepunishmentyoucaninflicton them.Theenviousmandiesnotonlyoncebutasmanytimesasthepersonheenvieslivestohearthe voiceofpraise;theeternityofthelatter’sfameisthemeasureoftheformer’spunishment:theoneis immortalinhisglory,thelatterinhismisery.Thetrumpetoffamewhichsoundsimmortalityforthe oneheraldsdeathfortheother,whoissentencedtobechokedtodeathonhisownenvy BALTASARGRACIÁN,1601-1658

REVERSAL

Thereasonforbeingcarefulwiththeenviousisthattheyaresoindirect,andwillfindinnumerableways toundermineyou.Buttreadingcarefullyaroundthemwilloftenonlymaketheirenvyworse.Theysense thatyouarebeingcautious,anditregistersasyetanothersignofyoursuperiority.Thatiswhyyoumust actbeforeenvytakesroot.

Onceenvyisthere,however,whetherthroughyourfaultornot,itissometimesbesttoaffectthe oppositeapproach:Displaytheutmostdisdainforthosewhoenvyyou Insteadofhidingyourperfection, makeitobvious.Makeeverynewtriumphanopportunitytomaketheenvioussquirm.Yourgoodfortune andpowerbecometheirlivinghell.Ifyouattainapositionofunimpeachablepower,theirenvywillhave noeffectonyou,andyouwillhavethebestrevengeofall:Theyaretrappedinenvywhileyouarefreein yourpower.

ThisishowMichelangelotriumphedoverthevenomousarchitectBramante,whoturnedPopeJulius againstMichelangelo’sdesignforhistomb.BramanteenviedMichelangelo’sgodlikeskills,andtothis onetriumph theabortedtombproject hethoughttoaddanother,bypushingthepopetocommission MichelangelotopaintthemuralsintheSistineChapel.Theprojectwouldtakeyears,duringwhich Michelangelowouldaccomplishnomoreofhisbrilliantsculptures.Furthermore,Bramanteconsidered Michelangelonotnearlyasskilledinpaintingasinsculpture.Thechapelwouldspoilhisimageasthe perfectartist

Michelangelosawthetrapandwantedtoturndownthecommission,buthecouldnotrefusethepope,

soheaccepteditwithoutcomplaint Then,however,heusedBramante’senvytospurhimtogreater heights,makingtheSistineChapelhismostperfectworkofall.EverytimeBramanteheardofitorsawit, hefeltmoreoppressedbyhisownenvy thesweetestandmostlastingrevengeyoucanexactonthe envious.

STOP JUDGMENT

Themomentofvictoryisoftenthemomentofgreatestperil.Intheheatofvictory,arroganceand overconfidencecanpushyoupastthegoalyouhadaimedfor,andbygoingtoofar,youmakemore enemiesthanyoudefeat Donotallowsuccesstogotoyourhead Thereisnosubstituteforstrategy andcarefulplanning.Setagoal,andwhenyoureachit,stop.

TRANSGRESSIONOFTHELAW

In559B.C.,ayoungmannamedCyrusgatheredanimmensearmyfromthescatteredtribesofPersiaand marchedagainsthisgrandfatherAstyages,kingoftheMedes.HedefeatedAstyageswithease,had himselfcrownedkingofMedeaandPersia,andbegantoforgethePersianEmpire.Victoryfollowed victoryinquicksuccession.CyrusdefeatedCroesus,rulerofLydia,thenconqueredtheIonianislandsand othersmallerkingdoms;hemarchedonBabylonandcrushedit.NowhewasknownasCyrustheGreat, KingoftheWorld.

AftercapturingtherichesofBabylon,Cyrussethissightsontheeast,onthehalf-barbarictribesofthe Massagetai,avastrealmontheCaspianSea.AfiercewarriorraceledbyQueenTomyris,the MassagetailackedtherichesofBabylon,butCyrusdecidedtoattackthemanyway,believinghimself superhumanandincapableofdefeat.TheMassagetaiwouldfalleasilytohisvastarmies,makinghis empireimmense.

In529B.C.,then,CyrusmarchedtothewideriverAraxes,gatewaytothekingdomoftheMassagetai. Ashesetupcamponthewesternbank,hereceivedamessagefromQueenTomyris:“Kingofthe Medes,”shetoldhim,“Iadviseyoutoabandonthisenterprise,foryoucannotknowifintheenditwill doyouanygood.Ruleyourownpeople,andtrytobearthesightofmerulingmine.Butofcourseyou willrefusemyadvice,asthelastthingyouwishforistoliveinpeace.”Tomyris,confidentofherarmy’s strengthandnotwishingtodelaytheinevitablebattle,offeredtowithdrawthetroopsonhersideofthe river,allowingCyrustocrossitswaterssafelyandfightherarmyontheeasternside,ifthatwashis desire.

Cyrusagreed,butinsteadofengagingtheenemydirectlyhedecidedtoplayatrick.TheMassagetai knewfewluxuries.OnceCyrushadcrossedtheriverandmadehiscampontheeasternside,hesetthe tableforanelaboratebanquet,fullofmeat,delicacies,andstrongwine.Thenhelefthisweakesttroopsin thecampandwithdrewtherestofthearmytotheriver.AlargeMassagetaidetachmentsoonattackedthe campandkilledallofthePersiansoldiersinafiercebattle.Then,overwhelmedbythefabulousfeastthat hadbeenleftbehind,theyateanddranktotheirhearts’content.Later,inevitably,theyfellasleep.The

LAW47

DONOTGOPASTTHEMARKYOUAIMEDFOR;INVICTORY,LEARNWHENTO

Persianarmyreturnedtothecampthatnight,killingmanyofthesleepingsoldiersandcapturingtherest Amongtheprisonerswastheirgeneral,ayouthnamedSpargapises,sonofQueenTomyris.

Whenthequeenlearnedwhathadhappened,shesentamessagetoCyrus,chidinghimforusingtricks todefeatherarmy.“Nowlistentome,”shewrote,“andIwilladviseyouforyourowngood:Giveme backmysonandleavemycountrywithyourforcesintact,andbecontentwithyourtriumphoverathird partoftheMassagetai.Ifyourefuse,Iswearbythesunourmastertogiveyoumorebloodthanyoucan drink,forallyourgluttony.”Cyrusscoffedather:Hewouldnotreleaseherson.Hewouldcrushthese barbarians.

HELLCO

Twocockerelsfoughtonadungheap.Onecockerelwasthestronger:hevanquishedtheotherand drovehimfromthedungheap.Allthehensgatheredaroundthecockerel,andbegantolaudhim.The cockerelwantedhisstrengthandglorytobeknowninthenextyard Heflewontopofthebarn, flappedhiswings,andcrowedinaloadvoice:“Lookatme,allofyou.Iamavictoriouscockerel.No othercockerelintheworldhassuchstrengthasI.”Thecockerelhadnotfinished,whenaneagle killedhim,seizedhiminhisclaws,andcarriedhimtohisnest.

FABLES.LEOTOLSIOY.1828-1910

Thequeen’sson,seeinghewouldnotbereleased,couldnotstandthehumiliation,andsohekilled himself Thenewsofherson’sdeathoverwhelmedTomyris Shegatheredalltheforcesthatshecould musterinherkingdom,andwhippingthemintoavengefulfrenzy,engagedCyrus’stroopsinaviolentand bloodybattle.Finally,theMassagetaiprevailed.IntheirangertheydecimatedthePersianarmy,killing Cyrushimself.

Afterthebattle,TomyrisandhersoldierssearchedthebattlefieldforCyrus’scorpse.Whenshefound itshecutoffhisheadandshoveditintoawineskinfullofhumanblood,cryingout,“ThoughIhave conqueredyouandlive,yetyouhaveruinedmebytreacherouslytakingmyson.Seenow Ifulfillmy threat:Youhaveyourfillofblood.”AfterCyrus’sdeath,thePersianEmpirequicklyunraveled.Oneact ofarroganceundidallofCyrus’sgoodwork.

Interpretation

Thereisnothingmoreintoxicatingthanvictory,andnothingmoredangerous.

Cyrushadbuilthisgreatempireontheruinsofapreviousone.Ahundredyearsearlier,thepowerful AssyrianEmpirehadbeentotallydestroyed,itsoncesplendidcapitalofNinevehbutruinsinthesand. TheAssyrianshadsufferedthisfatebecausetheyhadpushedtoofar,destroyingonecity-stateafter anotheruntiltheylostsightofthepurposesoftheirvictories,andalsoofthecosts Theyoverextended themselvesandmademanyenemieswhowerefinallyabletobandtogetheranddestroythem.

CyrusignoredthelessonofAssyria.Hepaidnoheedtothewarningsoforaclesandadvisers.Hedid notworryaboutoffendingaqueen.Hismanyvictorieshadgonetohishead,cloudinghisreason.Instead ofconsolidatinghisalreadyvastempire,hepushedforward.Insteadofrecognizingeachsituationas different,hethoughteachnewwarwouldbringthesameresultastheonebeforeaslongasheusedthe methodsheknew:ruthlessforceandcunning.

Understand:Intherealmofpower,youmustbeguidedbyreason.Toletamomentarythrilloran emotionalvictoryinfluenceorguideyourmoveswillprovefatal.Whenyouattainsuccess,stepback.Be

cautious Whenyougainvictory,understandthepartplayedbytheparticularcircumstancesofasituation, andneversimplyrepeatthesameactionsagainandagain.Historyislitteredwiththeruinsofvictorious empiresandthecorpsesofleaderswhocouldnotlearntostopandconsolidatetheirgains.

THESEQUENCEOFCROSS-EXAMINATION

Inallyourcross-examinations...,mostimportantofall,letmerepeattheinjunctiontobeeveronthe alertforagoodplacetostop.Nothingcanbemoreimportantthantocloseyourexaminationwitha triumph Somanylawyerssucceedincatchingawitnessinaseriouscontradiction;but,notsatisfied withthis,goonaskingquestions,andtaperofftheirexaminationuntiltheeffectuponthejuryoftheir formeradvantageislostaltogether.

THEARTOFCROSS-EXAMINATION,FRANCISL.WELLMAN,1913

THEOVERREACHINGGENERAL

Wereadofmanyinstancesofthiskind;forthegeneralwhobyhisvalorhasconqueredastateforhis master,andwongreatgloryforhimselfbyhisvictoryovertheenemy,andhasloadedhissoldierswith richbooty,acquiresnecessarilywithhisownsoldiers,aswellaswiththoseoftheenemyandwiththe subjectsoftheprince,sohighareputation,thathisveryvictorymaybecomedistasteful,andacause forapprehensiontohisprince.Forasthenatureofmenisambitiousaswellassuspicious,andputs nolimitstoone’sgoodfortune,itisnotimpossiblethatthesuspicionthatmaysuddenlybearousedin themindoftheprincebythevictoryofthegeneralmayhavebeenaggravatedbysomehaughty expressionsorinsolentactsonhispart;sothattheprincewillnaturallybemadetothinkofsecuring himselfagainsttheambitionofhisgeneral.

Andtodothis,themeansthatsuggestthemselvestohimareeithertohavethegeneralkilled,orto deprivehimofthatreputationwhichhehasacquiredwiththeprince’sarmyandthepeople,byusing everymeanstoprovethatthegeneral’svictorywasnotduetohisskillandcourage,buttochanceand thecowardiceoftheenemy,ortothesagacityoftheothercaptainswhowerewithhiminthataction.

NICCOLÒMACHIAVELLI,1469-1527

OBSERVANCEOFTHELAW

Nosinglepersoninhistoryhasoccupiedamoredelicateandprecariouspositionthantheking’smistress. Shehadnorealorlegitimatepowerbasetofallbackonintimesoftrouble;shewassurroundedbypacks ofenviouscourtierseagerlyanticipatingherfallfromgrace;andfinally,sincethesourceofherpower wasusuallyherphysicalbeauty,formostroyalmistressesthatfallwasinevitableandunpleasant.

KingLouisXVofFrancebegantokeepofficialmistressesintheearlydaysofhisreign,eachwoman’s goodfortunerarelylastingmorethanafewyears.ButthencameMadamedePompadour,who,whenshe wasamiddle-classchildofninenamedJeannePoisson,hadbeentoldbyafortune-tellerthatshewould somedaybetheking’sfavorite.Thisseemedanabsurddream,sincetheroyalmistressalmostalways camefromthearistocracy.Jeanneneverthelessbelievedherselfdestinedtoseducetheking,anddoingso becameherobsession.Sheappliedherselftothetalentstheking’sfavoritehadtohave music,dancing, acting,horsebackriding andsheexcelledineveryoneofthem.Asayoungwoman,shemarriedaman

ofthelowernobility,whichgaveheranentréetothebestsalonsinParis Wordquicklyspreadofher beauty,talent,charm,andintelligence.

JeannePoissonbecameclosefriendswithVoltaire,Montesquieu,andothergreatmindsofthetime,but sheneverlostsightofthegoalshehadsetherselfasagirl:tocapturetheheartoftheking.Herhusband hadachateauinaforestwherethekingwouldoftengohunting,andshebegantospendalotoftimethere. Studyinghismovementslikeahawk,shewouldmakesurehewould“happen”tocomeuponherwhile shewasoutwalkinginhermostalluringdress,orridinginhersplendidcoach.Thekingbegantotake noteofher,makinghergiftsofthegamehecaughtinthehunt.

In1744Louis’scurrentmistress,theDuchessedeChateauroux,died.Jeannewentontheoffensive.She placedherselfeverywherehewouldbe:atmaskedballsatVersailles,attheopera,wherevertheirpaths wouldcross,andwherevershecoulddisplayhermanytalents:dancing,singing,riding,coquetry.The kingfinallysuccumbedtohercharms,andinaceremonyatVersaillesinSeptemberof1745,thistwentyfour-year-olddaughterofamiddle-classbankingagentwasofficiallyinauguratedastheking’smistress. Shewasgivenherownroominthepalace,aroomthekingcouldenteratanytimeviaahiddenstairway andbackdoor.Andbecausesomeofthecourtierswereangrythathehadchosenawomanofloworigins, hemadeheramarquise.FromnowonshewouldbeknownasMadamedePompadour.

Thekingwasamanwhomtheslightestfeelingofboredomwouldoppressoutofproportion.Madame dePompadourknewthatkeepinghimunderherspellmeantkeepinghimamused.Tothatendsheputon constanttheatricalproductionsatVersailles,inwhichshestarred.Sheorganizedelaboratehunting parties,maskedballs,andwhateverelseitwouldtaketokeephimdivertedoutsidethebedroom.She becameapatronessofthearts,andthearbiteroftasteandfashionforallofFrance.Herenemiesatthe courtonlygrewinnumberwitheachnewsuccess,butMadamedePompadourthwartedtheminatotally novelwayforaking’smistress:withextremepoliteness Snobswhoresentedherforherlowbirthshe wonoverwithcharmandgrace.Mostunusualofall,shebefriendedthequeen,andinsistedthatLouisXV paymoreattentiontohiswife,andtreathermorekindly.Eventheroyalfamilybegrudginglygaveher theirsupport.Tocrownherglory,thekingmadeheraduchess.Herswaywasfelteveninpolitics: Indeedshebecametheuntitledministerofforeignaffairs.

In1751,whenMadamedePompadourwasattheheightofherpower,sheexperiencedherworst crisis.Physicallyweakenedbytheresponsibilitiesofherposition,shefounditincreasinglydifficultto meettheking’sdemandsinbed.Thiswasusuallythepointatwhichthemistresswouldmeetherend, strugglingtomaintainherpositionasherbeautyfaded.ButMadamedePompadourhadastrategy:She encouragedthekingtosetupakindofbrothel,PareauxCerfs,onthegroundsofVersailles.Therethe middle-agedkingcouldhaveliaisonswiththemostbeautifulyounggirlsintherealm.

MadamedePompadourknewthathercharmandherpoliticalacumenhadmadeherindispensableto theking.Whatdidshehavetofearfromasixteen-year-oldwhohadnoneofherpowerandpresence? Whatdiditmatterifshelostherpositioninthebedroom,aslongassheremainedthemostpowerful womaninFrance?Tosecurethatpositionshebecamestillcloserfriendswiththequeen,withwhomshe startedattendingchurch.Althoughherenemiesatthecourtconspiredtohavehertoppledfromherofficial positionasking’smistress,thekingkeptheron,forheneededhercalmingeffect.Itwasonlywhenher partinthedisastrousSevenYears’Wardrewmuchcriticismonherthatsheslowlywithdrewfrom publicaffairs.

MadamedePompadour’shealthhadalwaysbeendelicate,andshediedattheageofforty-three,in 1764.Herreignasmistresshadlastedanunprecedentedtwentyyears.“Shewasregrettedbyall,”wrote theDucdeCroy,“forshewaskindlyandhelpfultoeveryonewhoapproachedher.”

Interpretation

Awareofthetemporarinessofherpower,theking’smistresswouldoftengointoakindoffrenzyafter capturingtheking:Shewouldtrytoaccumulateasmuchmoneyaspossibletoprotectherafterher inevitablefall.Andtoextendherreignaslongaspossible,shewouldberuthlesswithherenemiesinthe court.Hersituation,inotherwords,seemedtodemandfromheragreedandvindictivenessthatwould oftenbeherundoing.MadamedePompadoursucceededwhereallothershadfailedbecauseshenever pressedhergoodfortune.Insteadofbullyingthecourtiersfromherpowerfulpositionastheking’s mistress,shetriedtowintheirsupport.Sheneverrevealedtheslightesthintofgreedorarrogance.When shecouldnolongerperformherphysicaldutiesasmistress,shedidnotfretatthethoughtofsomeone replacingherinbed.Shesimplyappliedsomestrategy sheencouragedthekingtotakeyounglovers, knowingthattheyoungerandprettiertheywere,thelessofathreattheyposed,sincetheycouldnot comparetoherincharmandsophisticationandwouldsoonborethemonarch

Amanwhowasfamousasatreeclimberwasguidingsomeoneinclimbingatalltree.Heorderedthe mantocutthetopbranches,and,duringthistime,whenthemanseemedtobeingreatdanger,the expertsaidnothing.Onlywhenthemanwascomingdownandhadreachedtheheightoftheeavesdid theexpertcallout,“Becareful!Watchyourstepcomingdown!”Iaskedhim,“Whydidyousaythat? Atthatheighthecouldjumptherestofthewayifhechose.”“That’sthepoint,”saidtheexpert.“As longasthemanwasupatadizzyheightandthebrancheswerethreaeningtobreak,hehimselfwasso afraidIsaidnothing Mistakesarealwaysmadewhenpeoplegettotheeasyplaces”Thisman belongedtothelowestclass,buthiswordswereinperfectaccordwiththepreceptsofthesages.In footballtoo,theysaythatafteryouhavekickedoutofadifficultplaceandyouthinkthenextonewill beeasieryouaresuretomisstheball.

ESSAYSINIDLENESS,KENKO,JAPAN,FOURTEENTHCENTURY

Successplaysstrangetricksonthemind.Itmakesyoufeelinvulnerable,whilealsomakingyoumore hostileandemotionalwhenpeoplechallengeyourpower Itmakesyoulessabletoadapttocircumstance Youcometobelieveyourcharacterismoreresponsibleforyoursuccessthanyourstrategizingand planning.LikeMadamedePompadour,youneedtorealizethatyourmomentoftriumphisalsoamoment whenyouhavetorelyoncunningandstrategyallthemore,consolidatingyourpowerbase,recognizing theroleofluckandcircumstanceinyoursuccess,andremainingvigilantagainstchangesinyourgood fortune.Itisthemomentofvictorywhenyouneedtoplaythecourtier’sgameandpaymoreattentionthan evertothelawsofpower.

Thegreatestdangeroccursatthemomentofvictory NapoleonBonaparte,1769-1821

KEYSTOPOWER

Powerhasitsownrhythmsandpatterns.Thosewhosucceedatthegamearetheoneswhocontrolthe patternsandvarythematwill,keepingpeopleoffbalancewhiletheysetthetempo.Theessenceof strategyiscontrollingwhatcomesnext,andtheelationofvictorycanupsetyourabilitytocontrolwhat

comesnextintwoways First,youoweyoursuccesstoapatternthatyouareapttotrytorepeat Youwill trytokeepmovinginthesamedirectionwithoutstoppingtoseewhetherthisisstillthedirectionthatis bestforyou.Second,successtendstogotoyourheadandmakeyouemotional.Feelinginvulnerable,you makeaggressivemovesthatultimatelyundothevictoryyouhavegained.

Thelessonissimple:Thepowerfulvarytheirrhythmsandpatterns,changecourse,adaptto circumstance,andlearntoimprovise.Ratherthanlettingtheirdancingfeetimpelthemforward,theystep backandlookwheretheyaregoing.Itisasiftheirbloodstreamboreakindofantidotetotheintoxication ofvictory,lettingthemcontroltheiremotionsandcometoakindofmentalhaltwhentheyhaveattained success.Theysteadythemselves,givethemselvesthespacetoreflectonwhathashappened,examinethe roleofcircumstanceandluckintheirsuccess.Astheysayinridingschool,youhavetobeabletocontrol yourselfbeforeyoucancontrolthehorse.

Luckandcircumstancealwaysplayaroleinpower Thisisinevitable,andactuallymakesthegame moreinteresting.Butdespitewhatyoumaythink,goodluckismoredangerousthanbadluck.Badluck teachesvaluablelessonsaboutpatience,timing,andtheneedtobepreparedfortheworst;goodluck deludesyouintotheoppositelesson,makingyouthinkyourbrillliancewillcarryyouthrough.Your fortunewillinevitablyturn,andwhenitdoesyouwillbecompletelyunprepared.

AccordingtoMachiavelli,thisiswhatundidCesareBorgia.Hehadmanytriumphs,wasactuallya cleverstrategist,buthadthebadlucktohavegoodluck:Hehadapopeforafather.Then,whenhehad badluckforreal hisfather’sdeath hewasunpreparedforit,andthemanyenemieshehadmade devouredhim.Thegoodluckthatelevatesyouorsealsyoursuccessbringsthemomentforyoutoopen youreyes:Thewheeloffortunewillhurtleyoudownaseasilyasup.Ifyouprepareforthefall,itisless likelytoruinyouwhenithappens.

Peoplewhohavearunofsuccesscancatchakindoffever,andevenwhentheythemselvestrytostay calm,thepeoplebelowthemoftenpressurethemtogopasttheirmarkandintodangerouswaters.You havetohaveastrategyfordealingwiththesepeople.Simplypreachingmoderationwillmakeyoulook weakandsmall-minded;seemingtofailtofollowuponavictorycanlessenyourpower.

WhentheAtheniangeneralandstatesmanPericlesledaseriesofnavalcampaignsaroundtheBlack Seain436B.C.,hiseasytriumphsen-flamedtheAthenians’desireformore.Theydreamedofconquering Egypt,overrunningPersia,sailingforSicily.OntheonehandPericlesreinedinthesedangerousemotions bywarningoftheperilsofhubris.Ontheotherhandhefedthembyfightingsmallbattlesthatheknewhe couldwin,creatingtheappearancethathewaspreservingthemomentumofsuccess.Theskillwithwhich Periclesplayedthisgameisrevealedbywhathappenedwhenhedied:Thedemagoguestookover, pushedAthensintoinvadingSicily,andinonerashmovedestroyedanempire.

Therhythmofpoweroftenrequiresanalternationofforceandcunning Toomuchforcecreatesa counterreaction;toomuchcunning,nomatterhowcunningitis,becomespredictable.Workingonbehalf ofhismaster,theshogunOdaNobunaga,thegreatsixteenth-centuryJapanesegeneral(andfuture emperor)HideyoshionceengineeredastunningvictoryoverthearmyoftheformidableGeneral Yoshimoto.Theshogunwantedtogofurther,totakeonandcrushyetanotherpowerfulenemy,but HideyoshiremindedhimoftheoldJapanesesaying:“Whenyouhavewonavictory,tightenthestringsof yourhelmet.”ForHideyoshithiswasthemomentfortheshoguntoswitchfromforcetocunningand indirection,settinghisenemiesagainstoneanotherthroughaseriesofdeceptivealliances.Inthiswayhe wouldavoidstirringupneedlessoppositionbyappearingoverlyaggressive.Whenyouarevictorious, then,lielow,andlulltheenemyintoinaction.Thesechangesofrhythmareimmenselypowerful. Peoplewhogopastthemarkareoftenmotivatedbyadesiretopleaseamasterbyprovingtheir dedication Butanexcessofeffortexposesyoutotheriskofmakingthemastersuspiciousofyou On

severaloccasions,generalsunderPhilipofMacedonweredisgracedanddemotedimmediatelyafter leadingtheirtroopstoagreatvictory;onemoresuchvictory,Philipthought,andthemanmightbecomea rivalinsteadofanunderling.Whenyouserveamaster,itisoftenwisetomeasureyourvictories carefully,lettinghimgetthegloryandnevermakinghimuneasy.Itisalsowisetoestablishapatternof strictobediencetoearnhistrust.InthefourthcenturyB.C.,acaptainunderthenotoriouslysevereChinese generalWuCh‘ichargedaheadbeforeabattlehadbegunandcamebackwithseveralenemyheads.He thoughthehadshownhisfieryenthusiasm,butWuCh’iwasunimpressed.“Atalentedofficer,”the generalsaidwithasighasheorderedthemanbeheaded,“butadisobedientone.”

Anothermomentwhenasmallsuccesscanspoilthechancesforalargeronemaycomeifamasteror superiorgrantsyouafavor:Itisadangerousmistaketoaskformore.Youwillseeminsecure perhaps youfeelyoudidnotdeservethisfavor,andhavetograbasmuchasyoucanwhenyouhavethechance, whichmaynotcomeagain Theproperresponseistoacceptthefavorgraciouslyandwithdraw Any subsequentfavorsyoushouldearnwithouthavingtoaskforthem.

Finally,themomentwhenyoustophasgreatdramaticimport.Whatcomeslaststicksinthemindasa kindofexclamationpoint.Thereisnobettertimetostopandwalkawaythanafteravictory.Keepgoing andyourisklesseningtheeffect,evenendingupdefeated.Aslawyerssayofcross-examination,“Always stopwithavictory.”

Image:IcarusFalling fromtheSky Hisfather Daedalusfashionswings ofwaxthatallowthe twomentoflyoutof thelabyrinthand escapetheMinotaur. Elatedbythetri umphantescape andthefeelingof flight,Icarussoars higherandhigh er,untilthesun meltsthewings andhehurtles tohisdeath.

Authority:Princesandrepublicsshouldcontentthemselveswithvictory,forwhentheyaimatmore,they generallylose.Theuseofinsultinglanguagetowardanenemyarisesfromtheinsolenceofvictory,or fromthefalsehopeofvictory,whichlattermisleadsmenasoftenintheiractionsasintheirwords;for whenthisfalsehopetakespossessionofthemind,itmakesmengobeyondthemark,andcausesthemto sacrificeacertaingoodforanuncertainbetter.(NiccolòMachiavelli,1469-1527)

REVERSAL

AsMachiavellisays,eitherdestroyamanorleavehimaloneentirely.Inflictinghalfpunishmentormild

injurywillonlycreateanenemywhosebitternesswillgrowwithtime,andwhowilltakerevenge When youbeatanenemy,then,makeyourvictorycomplete.Crushhimintononexistence.Inthemomentof victory,youdonotrestrainyourselffromcrushingtheenemyyouhavedefeated,butratherfrom needlesslyadvancingagainstothers.Bemercilesswithyourenemy,butdonotcreatenewenemiesby overreaching.

Therearesomewhobecomemorecautiousthaneverafteravictory,whichtheyseeasjustgivingthem morepossessionstoworryaboutandprotect.Yourcautionaftervictoryshouldnevermakeyouhesitate, orlosemomentum,butratheractasasafeguardagainstrashaction.Ontheotherhand,momentumasa phenomenonisgreatlyoverrated.Youcreateyourownsuccesses,andiftheyfollowoneupontheother,it isyourowndoing.Beliefinmomentumwillonlymakeyouemotional,lesspronetoactstrategically,and moreapttorepeatthesamemethods.Leavemomentumforthosewhohavenothingbettertorelyupon.

ASSUMEFORMLESSNESS

JUDGMENT

Bytakingashape,byhavingavisibleplan,youopenyourselftoattack.Insteadoftakingaformfor yourenemytograsp,keepyourselfadaptableandonthemove.Acceptthefactthatnothingiscertain andnolawisfixed.Thebestwaytoprotectyourselfistobeasfluidandformlessaswater;neverbet onstabilityorlastingorder.Everythingchanges.

Inmartialarts,itisimportantthatstrategybeunfathomable,thatformbeconcealed,andthat movementsbeunexpected,sothatpreparednessagainstthembeimpossible.Whatenablesagood generaltowinwithoutfailisalwayshavingunfathomablewisdomandamodusoperandithatleaves notracks.Onlytheformlesscannotbeaffected.Sageshideinunfathomability,sotheirfeelingscannot beobserved;theyoperateinformlessness,sotheirlinescannotbecrossed.

THEBOOKOFTHEHUAINANMASTERS,CHINA,SECONDCENTURYB.C.

TRANSGRESSIONOFTHELAW

BytheeighthcenturyB.C.,thecity-statesofGreecehadgrownsolargeandprosperousthattheyhadrun outoflandtosupporttheirexpandingpopulations.Sotheyturnedtothesea,establishingcoloniesinAsia Minor,Sicily,theItalianpeninsula,evenAfrica.Thecity-stateofSparta,however,waslandlockedand surroundedbymountains LackingaccesstotheMediterranean,theSpartansneverbecameaseafaring people;insteadtheyturnedonthecitiesaroundthem,and,inaseriesofbrutal,violentconflictslasting morethanahundredyears,managedtoconqueranimmenseareathatwouldprovideenoughlandfortheir citizens.Thissolutiontotheirproblem,however,broughtanew,moreformidableone:Howcouldthey maintainandpolicetheirconqueredterritories?Thesubordinatepeoplestheyrulednowoutnumbered themtentoone.Surelythishordewouldtakeahorriblerevengeonthem.

Sparta’ssolutionwastocreateasocietydedicatedtotheartofwar.Spartanswouldbetougher, stronger,andfiercerthantheirneighbors.Thiswastheonlywaytheycouldensuretheirstabilityand survival.

WhenaSpartanboyreachedtheageofseven,hewastakenfromhismotherandplacedinamilitary clubwherehewastrainedtofightandunderwentthestrictestdiscipline.Theboyssleptonbedsofreeds; theywereallottedonlyoneoutergarmenttowearforanentireyear Theystudiednoneofthearts;indeed, theSpartansbannedmusic,andpermittedonlyslavestopracticethecraftsthatwerenecessarytosustain them.TheonlyskillstheSpartanstaughtwerethoseofwarfare.Childrenseenasweaklingswereleftto dieinacaverninthemountains.NosystemofmoneyortradingwasallowedinSparta;acquiredwealth, theybelieved,wouldsowselfishnessanddissension,weakeningtheirwarriordiscipline.Theonlywaya

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Spartancouldearnalivingwasthroughagriculture,mostlyonstate-ownedlands,whichslaves,called helots,wouldworkforhim.

TheSpartans’single-mindednessallowedthemtoforgethemostpowerfulinfantryintheworld.They marchedinperfectorderandfoughtwithincomparablebravery.Theirtight-knitphalanxescouldvanquish anarmytentimestheirsize,astheyprovedindefeatingthePersiansatThermopylae.ASpartancolumn onthemarchwouldstriketerrorintheenemy;itseemedtohavenoweaknesses.YetalthoughtheSpartans provedthemselvesmightywarriors,theyhadnointerestincreatinganempire.Theyonlywantedtokeep whattheyhadalreadyconqueredandtodefenditagainstinvaders.Decadeswouldpasswithoutasingle changeinthesystemthathadsucceededsowellinpreservingSparta’sstatusquo.

THEDOCWITHTHECROPPEDEARS

“WhatcrimehaveIcommittedthatIshouldbethusmutilatedbymyownmaster?”pensively exclaimedJowler,ayoungmastiff “Here’saprettyconditionforadogofmypretentions!HowcanI showmyfaceamongmyfriends?Oh!kingofbeasts,orrathertheirtyrant,whowoulddaretotreat youthus?”Hiscomplaintswerenotunfounded,forthatverymorninghismaster,despitethepiercing shrieksofouryoungfriend,hadbarbarouslycutoffhislongpendentears.Jowlerexpectednothing lessthantogiveuptheghost.Asheadvancedinyears,heperceivedthathegainedmorethanhehad lostbyhismutilation;for,beingnaturallyinclinedtofightwithothers,hewouldoftenhavereturned homewiththispartdisfiguredinahundredplaces Aquarrelsomedogalwayshashisearslacerated Thelessweleaveotherstolayholdofthebetter.Whenonehasbutonepointtodefend,itshouldbe protectedforfearofaccident.TakeforexampleMasterJowler,who,beingarmedwithaspiked collar,andhavingaboutasmuchearasabird,awolfwouldbepuzzledtoknowwheretotacklehim.

FABLES.JEANDELAFOMTAINE,1621-1695

AtthesametimethattheSpartanswereevolvingtheirwarlikeculture,anothercity-statewasrisingto equalprominence:Athens.UnlikeSparta,Athenshadtakentothesea,notsomuchtocreatecoloniesas forpurposesoftrade.TheAtheniansbecamegreatmerchants;theircurrency,thefamous“owlcoins,” spreadthroughouttheMediterranean.UnliketherigidSpartans,theAtheniansrespondedtoevery problemwithconsummatecreativity,adaptingtotheoccasionandcreatingnewsocialformsandnewarts atanincrediblepace.Theirsocietywasinconstantflux.Andastheirpowergrew,theycametoposea threattothedefense-mindedSpartans

In431B.C.,thewarthathadbeenbrewingbetweenAthensandSpartaforsolongfinallyerupted.It lastedtwenty-sevenyears,butaftermanytwistsoffortune,theSpartanwarmachinefinallyemerged victorious.TheSpartansnowcommandedanempire,andthistimetheycouldnotstayintheirshell.If theygaveupwhattheyhadgained,thebeatenAthenianswouldregroupandriseagainstthem,andthelong warwouldhavebeenfoughtfornaught.

Afterthewar,AthenianmoneypouredintoSparta.TheSpartanshadbeentrainedinwarfare,not politicsoreconomics;becausetheyweresounaccustomedtoit,wealthanditsaccompanyingwaysoflife seducedandoverwhelmedthem.SpartangovernorsweresenttorulewhathadbeenAthenianlands;far fromhome,theysuccumbedtotheworstformsofcorruption.SpartahaddefeatedAthens,butthefluid Athenianwayoflifewasslowlybreakingdownitsdisciplineandlooseningitsrigidorder.AndAthens, meanwhile,wasadaptingtolosingitsempire,managingtothriveasaculturalandeconomiccenter

Confusedbyachangeinitsstatusquo,Spartagrewweakerandweaker.Somethirtyyearsafter defeatingAthens,itlostanimportantbattlewiththecity-stateofThebes.Almostovernight,thisonce

Interpretation

Intheevolutionofspecies,protectivearmorhasalmostalwaysspelleddisaster.Althoughthereareafew exceptions,theshellmostoftenbecomesadeadendfortheanimalencasedinit;itslowsthecreature down,makingithardforittoforageforfoodandmakingitatargetforfast-movingpredators.Animals thattaketotheseaorsky,andthatmoveswiftlyandunpredictably,areinfinitelymorepowerfuland secure.

Infacingaseriousproblem controllingsuperiornumbers Spartareactedlikeananimalthat developsashelltoprotectitselffromtheenvironment.Butlikeaturtle,theSpartanssacrificedmobility forsafety.Theymanagedtopreservestabilityforthreehundredyears,butatwhatcost?Theyhadno culturebeyondwarfare,noartstorelievethetension,aconstantanxietyaboutthestatusquo.Whiletheir neighborstooktothesea,learningtoadapttoaworldofconstantmotion,theSpartansentombed themselvesintheirownsystem.Victorywouldmeannewlandstogovern,whichtheydidnotwant;defeat wouldmeantheendoftheirmilitarymachine,whichtheydidnotwant,either.Onlystasisallowedthem tosurvive Butnothingintheworldcanremainstableforever,andtheshellorsystemyouevolveforyour protectionwillsomedayproveyourundoing.

InthecaseofSparta,itwasnotthearmiesofAthensthatdefeatedit,buttheAthenianmoney.Money flowseverywhereithastheopportunitytogo;itcannotbecontrolled,ormadetofitaprescribedpattern. Itisinherentlychaotic.Andinthelongrun,moneymadeAthenstheconqueror,byinfiltratingtheSpartan systemandcorrodingitsprotectivearmor.Inthebattlebetweenthetwosystems,Athenswasfluidand creativeenoughtotakenewforms,whileSpartacouldgrowonlymorerigiduntilitcracked.

Thisisthewaytheworldworks,whetherforanimals,cultures,orindividuals.Inthefaceofthe world’sharshnessanddanger,organismsofanykinddevelopprotection acoatofarmor,arigidsystem, acomfortingritual.Fortheshorttermitmaywork,butforthelongtermitspellsdisaster.Peopleweighed downbyasystemandinflexiblewaysofdoingthingscannotmovefast,cannotsenseoradapttochange. Theylumberaroundmoreandmoreslowlyuntiltheygothewayofthebrontosaurus Learntomovefast andadaptoryouwillbeeaten.

Thebestwaytoavoidthisfateistoassumeformlessness.Nopredatoralivecanattackwhatitcannot see.

OBSERVANCEOFTHELAW

WhenWorldWarIIendedandtheJapanese,whohadinvadedChinain1937,hadfinallybeenthrown out,theChineseNationalists,leadbyChiangKai-shek,decidedthetimehadcometoannihilatethe ChineseCommunists,theirhatedrivals,onceandforall.Theyhadalmostsucceededin1935,forcingthe CommunistsintotheLongMarch,thegruelingretreatthathadgreatlydiminishedtheirnumbers.Although theCommunistshadrecoveredsomewhatduringthewaragainstJapan,itwouldnotbedifficulttodefeat themnow.Theycontrolledonlyisolatedareasinthecountryside,hadunsophisticatedweaponry,lacked anymilitaryexperienceortrainingbeyondmountainfighting,andcontrollednoimportantpartsofChina, exceptareasofManchuria,whichtheyhadmanagedtotakeaftertheJapaneseretreat.Chiangdecidedto

mightynationcollapsed,nevertorecover

commithisbestforcesinManchuria Hewouldtakeoveritsmajorcitiesandfromthosebaseswould spreadthroughthisnorthernindustrialregion,sweepingtheCommunistsaway.OnceManchuriahad fallentheCommunistswouldcollapse.

In1945and’46theplanworkedperfectly:TheNationalistseasilytookthemajorManchuriancities. Puzzlingly,though,inthefaceofthiscriticalcampaign,theCommuniststrategymadenosense.Whenthe Nationalistsbegantheirpush,theCommunistsdispersedtoManchuria’smostout-of-the-waycomers. TheirsmallunitsharassedtheNationalistarmies,ambushingthemhere,retreatingunexpectedlythere,but thesedispersedunitsneverlinkedup,makingthemhardtoattack.Theywouldseizeatownonlytogiveit upafewweekslater.Formingneitherrearguardsnorvanguards,theymovedlikemercury,neverstaying inoneplace,elusiveandformless.

Oneseductiveandultimatelyalwaysfatalpathhasbeenthedevelopmentofprotectivearmor.An organismcanprotectitselfbyconcealment,byswiftnessinflight,byeffectivecounterattack,by unitingforattackanddefensewithotherindividualsofitsspeciesandalsobyencasingitselfwithin bonyplatesandspines Almostalwaystheexperimentofarmorfailed Creaturesadopiingittended tobecomeunwieldy.Theyhadtomoverelativelyslowly.Hencetheywereforcedtolivemainlyon vegetablefood;andthusingeneraltheywereatadisadvantageascomparedwithfoeslivingonmore rapidly“profitable”animalfood:Therepeatedfailureofprotectivearmorshowsthat,evenata somewhatlowevolutionarylevel,mindtriumphedovermerematter.Itisthissortoftriumphwhich hasbeensupremelyexemplifiedinMan

SCIENIIFICTHEORYANDRELIGION,E.W.BARNES,1933

TheNationalistsascribedthistotwothings:cowardiceinthefaceofsuperiorforcesandinexperience instrategy.MaoTse-tung,theCommunistleader,wasmoreapoetandphilosopherthanageneral, whereasChianghadstudiedwarfareintheWestandwasafolloweroftheGermanmilitarywriterCarl vonClausewitz,amongothers.

YetapatterndideventuallyemergeinMao’sattacks.AftertheNationalistshadtakenthecities, leavingtheCommuniststooccupywhatwasgenerallyconsideredManchuria’suselessspace,the Communistsstartedusingthatlargespacetosurroundthecities.IfChiangsentanarmyfromonecityto reinforceanother,theCommunistswouldencircletherescuingarmy.Chiang’sforceswereslowlybroken intosmallerandsmallerunits,isolatedfromoneanother,theirlinesofsupplyandcommunicationcut.The Nationalistsstillhadsuperiorfirepower,butiftheycouldnotmove,whatgoodwasit?

AkindofterrorovercametheNationalistsoldiers.Commanderscomfortablyremotefromthefront linesmightlaughatMao,butthesoldiershadfoughttheCommunistsinthemountains,andhadcometo feartheirelusiveness.Nowthesesoldierssatintheircitiesandwatchedastheirfast-movingenemies,as fluidaswater,pouredinonthemfromallsides.Thereseemedtobemillionsofthem.TheCommunists alsoencircledthesoldiers’spirits,bombardingthemwithpropagandatolowertheirmoraleandpressure themtodesert.

TheNationalistsbegantosurrenderintheirminds Theirencircledandisolatedcitiesstarted collapsingevenbeforebeingdirectlyattacked;oneafteranotherfellinquicksuccession.InNovemberof 1948,theNationalistssurrenderedManchuriatotheCommunists ahumiliatingblowtothetechnically superiorNationalistarmy,andonethatproveddecisiveinthewar.BythefollowingyeartheCommunists controlledallofChina.

Interpretation

ThetwoboardgamesthatbestapproximatethestrategiesofwararechessandtheAsiangameofgo.In chesstheboardissmall.Incomparisontogo,theattackcomesrelativelyquickly,forcingadecisive battle.Itrarelypaystowithdraw,ortosacrificeyourpieces,whichmustbeconcentratedatkeyareas.Go ismuchlessformal.Itisplayedonalargegrid,with361intersections nearlysixtimesasmany positionsasinchess.Blackandwhitestones(onecolorforeachside)areplacedontheboard’s intersections,oneatatime,whereveryoulike Onceallyourstones(52foreachside)areontheboard, theobjectistoisolatethestonesofyouropponentbyencirclingthem.

Thesageneitherseekstofollowthewaysoftheancientsnorestahlishesanyfixedstandardforall timesbutexaminesthethingsofhisageandthenpreparestodealwiththem.TherewasinSunga man,whotilledafieldinwhichtherestoodthetrunkofatree.Onceahare,whilerunningfast,rushed againstthetrunk,brokeitsneck,anddied.Thereuponthemancasthisploughasideandwatchedthat tree,hopingthathewouldgetanotherhare.Yethenevercaughtanotherhareandwashimself ridiculedbythepeopleofSung Nowsupposingsomebodywantedtogovernthepeopleofthepresent agewiththepoliciesoftheearlykings,hewouldbedoingexactlythesamethingasthatmanwho watchedthetree.

HAN-FEI-TZU,CHINESEPHILOSOPHFR,THIRDCENTURYB.C.

Agameofgo calledwei-chiinChina canlastuptothreehundredmoves.Thestrategyismore subtleandfluidthanchess,developingslowly;themorecomplexthepatternyourstonesinitiallycreate ontheboard,theharderitisforyouropponenttounderstandyourstrategy Fightingtocontrolaparticular areaisnotworththetrouble:Youhavetothinkinlargerterms,tobepreparedtosacrificeanareain ordereventuallytodominatetheboard.Whatyouareafterisnotanentrenchedpositionbutmobility. Withmobilityyoucanisolatetheopponentinsmallareasandthenencirclethem.Theaimisnottokilloff theopponent’spiecesdirectly,asinchess,buttoinduceakindofparalysisandcollapse.Chessislinear, positionoriented,andaggressive;goisnonlinearandfluid.Aggressionisindirectuntiltheendofthe game,whenthewinnercansurroundtheopponent’sstonesatanacceleratedpace.

Chinesemilitarystrategistshavebeeninfluencedbygoforcenturies.Itsproverbshavebeenappliedto wartimeandagain;MaoTse-tungwasanaddictofwei-chi,anditspreceptswereingrainedinhis strategies.Akeywei-chiconcept,forexample,istousethesizeoftheboardtoyouradvantage,spreading outineverydirectionsothatyouropponentcannotfathomyourmovementsinasimplelinearway.

“EveryChinese,”Maooncewrote,“shouldconsciouslythrowhimselfintothiswarofajigsaw pattern”againsttheNationalists.Placeyourmeninajigsawpatterningo,andyouropponentloses himselftryingtofigureoutwhatyouareupto.Eitherhewastestimepursuingyouor,likeChiangKaishek,heassumesyouareincompetentandfailstoprotecthimself.Andifheconcentratesonsingleareas, asWesternstrategyadvises,hebecomesasittingduckforencirclement.Inthewei-chiwayofwar,you encircletheenemy’sbrain,usingmindgames,propaganda,andirritationtacticstoconfuseand dishearten.ThiswasthestrategyoftheCommunists anapparentformlessnessthatdisorientedand terrifiedtheirenemy.

Wherechessislinearanddirect,theancientgameofgoisclosertothekindofstrategythatwillprove relevantinaworldwherebattlesarefoughtindirectly,invast,looselyconnectedareas.Itsstrategiesare abstractandmultidimensional,inhabitingaplanebeyondtimeandspace:thestrategist’smind.Inthis fluidformofwarfare,youvaluemovementoverposition Yourspeedandmobilitymakeitimpossibleto predictyourmoves;unabletounderstandyou,yourenemycanformnostrategytodefeatyou.Insteadof fixingonparticularspots,thisindirectformofwarfarespreadsout,justasyoucanusethelargeand

disconnectednatureoftherealworldtoyouradvantage Belikeavapor Donotgiveyouropponents anythingsolidtoattack;watchastheyexhaustthemselvespursuingyou,tryingtocopewithyour elusiveness.Onlyformlessnessallowsyoutotrulysurpriseyourenemies bythetimetheyfigureout whereyouareandwhatyouareupto,itistoolate.

Whenyouwanttofightus,wedon’tletyouandyoucan’tfindus.Butwhen wewanttofightyou,wemakesurethatyoucan’tgetawayandwehityou squarely...andwipeyouout....Theenemyadvances,weretreat;theenemy camps,weharass;theenemytires,weattack;theenemyretreats,wepursue MaoTse-tung,1893-1976

GeneralRommelsurpassedPattonasacreativeintellect Rommelshunnedmilitaryformalism He madenofixedplansbeyondthoseintendedfortheinitialclash;thereafter,hetailoredhistacticsto meetspecificsituationsastheyarose.Hewasalightning-fastdecision-maker,physicallymaintaining apacethatmatchedhisactivementality.Inaforbiddingseaofsand,heoperatedinafree environment.OnceRommelrupturedtheBritishlinesinAfrica,hehadthewholenorthernpartofthe continentopenedtohim ComparativelyfreefromthehamstringingauthorityofBerlin,disregarding ordersevenfromHitlerhimselfonoccasion,Rommelimplementedonesuccessfuloperationafter anotheruntilhehadmostofNorthAfricaunderhiscontrolandCairotremblingathisfeet.

THEARTOFWINNINGWARS,JAMESMRAZEK,1968

KEYSTOPOWER

Thehumananimalisdistinguishedbyitsconstantcreationofforms.Rarelyexpressingitsemotions directly,itgivesthemformthroughlanguage,orthroughsociallyacceptablerituals.Wecannot communicateouremotionswithoutaform.

Theformsthatwecreate,however,changeconstantly infashion,instyle,inallthosehuman phenomenarepresentingthemoodofthemoment Weareconstantlyalteringtheformswehaveinherited frompreviousgenerations,andthesechangesaresignsoflifeandvitality.Indeed,thethingsthatdon’t change,theformsthatrigidify,cometolooktouslikedeath,andwedestroythem.Theyoungshowthis mostclearly:Uncomfortablewiththeformsthatsocietyimposesuponthem,havingnosetidentity,they playwiththeirowncharacters,tryingonavarietyofmasksandposestoexpressthemselves.Thisisthe vitalitythatdrivesthemotorofform,creatingconstantchangesinstyle.

Thepowerfulareoftenpeoplewhointheiryouthhaveshownimmensecreativityinexpressing somethingnewthroughanewform.Societygrantsthempowerbecauseithungersforandrewardsthis sortofnewness.Theproblemcomeslater,whentheyoftengrowconservativeandpossessive.Theyno longerdreamofcreatingnewforms;theiridentitiesareset,theirhabitscongeal,andtheirrigiditymakes themeasytargets.Everyoneknowstheirnextmove.Insteadofdemandingrespecttheyelicitboredom: Getoffthestage!wesay,letsomeoneelse,someoneyounger,entertainus Whenlockedinthepast,the powerfullookcomical theyareoverripefruit,waitingtofallfromthetree.

Powercanonlythriveifitisflexibleinitsforms.Tobeformlessisnottobeamorphous;everything hasaform itisimpossibletoavoid.Theformlessnessofpowerismorelikethatofwater,ormercury, takingtheformofwhateverisaroundit.Changingconstantly,itisneverpredictable.Thepowerfulare constantlycreatingform,andtheirpowercomesfromtherapiditywithwhichtheycanchange.Their

formlessnessisintheeyeoftheenemywhocannotseewhattheyareuptoandsohasnothingsolidto attack.Thisisthepremierposeofpower:ungraspable,aselusiveandswiftasthegodMercury,who couldtakeanyformhepleasedandusedthisabilitytowreakhavoconMountOlympus.

Humancreationsevolvetowardabstraction,towardbeingmorementalandlessmaterial.This evolutionisclearinart,which,inthiscentury,madethegreatdiscoveryofabstractionand conceptualism;itcanalsobeseeninpolitics,whichovertimehavebecomelessovertlyviolent,more complicated,indirectandcerebral.Warfareandstrategytoohavefollowedthispattern.Strategybeganin themanipulationofarmiesonland,positioningtheminorderedformations;onland,strategyisrelatively twodimensional,andcontrolledbytopography.Butallthegreatpowershaveeventuallytakentothesea, forcommerceandcolonization.Andtoprotecttheirtradinglanestheyhavehadtolearnhowtofightat sea.Maritimewarfarerequirestremendouscreativityandabstractthinking,sincethelinesareconstantly shifting Navalcaptainsdistinguishthemselvesbytheirabilitytoadapttotheliteralfluidityoftheterrain andtoconfusetheenemywithanabstract,hard-to-anticipateform.Theyareoperatinginathird dimension:themind.

CHARACTERARMOR

Tocarryouttheinstinctualinhibitiondemandedbythemodernworldandtobeabletocopewiththe energystasiswhichresultsfromthisinhibition,theegohastoundergoachange.Theego,i.e.,that partofthepersonthatisexposedtodanger,becomesrigid,aswesay,whenitiscontinuallysubjected tothesameorsimilarconflictsbetweenneedandafear-inducingouterworld.Itacquiresinthis processachronic,automaticallyfunctioningmodeofreaction,i.e.,its“character.”Itisasifthe affectivepersonalityarmoreditself,asifthehardshellitdevelopswereintendedtodeflectand weakentheblowsoftheouterworldaswellastheclamoringoftheinnerneeds.Thisarmoringmakes thepersonlesssensitivetounpleasure,butalsorestrictshislibidinalandaggressivemotilityandthus reduceshiscapacityforachievementandpleasure.Wesaytheegohasbecomelessflexibleandmore rigid,andthattheabilirytoregulatetheenergyeconomydependsontheextentofthearmoring. WILHELMREICH,1897-1957

Backonland,guerrillawarfaretoodemonstratesthisevolutiontowardabstraction.T.E.Lawrence wasperhapsthefirstmodernstrategisttodevelopthetheorybehindthiskindofwarfare,andtoputitinto practice.HisideasinfluencedMao,whofoundinhiswritingsanuncannyWesternequivalenttowei-chi. LawrencewasworkingwithArabsfightingfortheirterritoryagainsttheTurks Hisideawastomakethe Arabsblendintothevastdesert,neverprovidingatarget,nevercollectingtogetherinoneplace.Asthe Turksscrambledtofightthisvaporousarmy,theyspreadthemselvesthin,wastingenergyinmovingfrom placetoplace.TheyhadthesuperiorfirepowerbuttheArabskepttheinitiativebyplayingcatandmouse, givingtheTurksnothingtoholdonto,destroyingtheirmorale.“Mostwarswerewarsofcontact....Ours shouldbeawarofdetachment,”Lawrencewrote.“Weweretocontaintheenemybythesilentthreatofa vastunknowndesert,notdisclosingourselvestillweattacked.”

Thisistheultimateformofstrategy.Thewarofengagementhasbecomefartoodangerousandcostly; indirectionandelusivenessyieldfarbetterresultsatamuchlowercost.Themaincost,infact,ismental thethinkingittakestoalignyourforcesinscatteredpatterns,andtounderminethemindsand psychologyofyouropponents.Andnothingwillinfuriateanddisorientthemmorethanformlessness.Ina worldwherewarsofdetachmentaretheorderoftheday,formlessnessiscrucial

Thefirstpsychologicalrequirementofformlessnessistotrainyourselftotakenothingpersonally. Nevershowanydefensiveness.Whenyouactdefensive,youshowyouremotions,revealingaclearform.

Youropponentswillrealizetheyhavehitanerve,anAchilles’heel Andtheywillhititagainandagain Sotrainyourselftotakenothingpersonally.Neverletanyonegetyourbackup.Belikeaslipperyballthat cannotbeheld:Letnooneknowwhatgetstoyou,orwhereyourweaknesseslie.Makeyourfacea formlessmaskandyouwillinfuriateanddisorientyourschemingcolleaguesandopponents.

OnemanwhousedthistechniquewasBaronJamesRothschild.AGermanJewinParis,inaculture decidedlyunfriendlytoforeigners,Rothschildnevertookanyattackonhimpersonallyorshowedhehad beenhurtinanyway.Hefurthermoreadaptedhimselftothepoliticalclimate,whateveritwas thestiffly formalRestorationmonarchyofLouisXVIII,thebourgeoisreignofLouis-Philippe,thedemocratic revolutionof1848,theupstartLouis-Napoleoncrownedemperorin1852.Rothschildacceptedthemone andall,andblendedin.Hecouldaffordtoappearhypocriticaloropportunisticbecausehewasvalued forhismoney,nothispolitics;hismoneywasthecurrencyofpower.Whileheadaptedandthrived, outwardlynevershowingaform,alltheothergreatfamiliesthathadbegunthecenturyimmenselywealthy wereruinedintheperiod’scomplicatedshiftsandturnsoffortune.Attachingthemselvestothepast,they revealedtheirembraceofaform.

Throughouthistory,theformlessstyleofrulinghasbeenmostadeptlypracticedbythequeenwho reignsalone.Aqueenisinaradicallydifferentpositionfromaking;becausesheisawoman,her subjectsandcourtiersarelikelytodoubtherabilitytorule,herstrengthofcharacter.Ifshefavorsone sideinsomeideologicalstruggle,sheissaidtobeactingoutofemotionalattachment.Yetifshe repressesheremotionsandplaystheauthoritarian,inthemalefashion,shearousesworsecriticismstill. Eitherbynatureorbyexperience,then,queenstendtoadoptaflexiblestyleofgoverningthatintheend oftenprovesmorepowerfulthanthemoredirect,maleform.

TwofemaleleadersexemplifyingtheformlessstyleofruleareQueenElizabethofEnglandand EmpressCatherinetheGreatofRussia IntheviolentwarsbetweenCatholicsandProtestants,Elizabeth steeredamiddlecourse.Sheavoidedalliancesthatwouldcommithertooneside,andthatovertime wouldharmthecountry.Shemanagedtokeephercountryatpeaceuntilitwasstrongenoughforwar.Her reignwasoneofthemostgloriousinhistorybecauseofherincrediblecapacitytoadaptandherflexible ideology.

CatherinetheGreattooevolvedanimprovisatorystyleofgoverning.Aftershedeposedherhusband, EmperorPeterII,takingsolecontrolofRussiain1762,noonethoughtshewouldsurvive.Butshehadno preconceivedideas,nophilosophyortheorytodictateherpolicies.Althoughaforeigner(shecamefrom Germany),sheunderstoodRussia’smoods,andhowitwaschangingovertheyears.“Onemustgovernin suchawaythatone’speoplethinktheythemselveswanttodowhatonecommandsthemtodo,”shesaid, andtodothisshehadtobealwaysastepaheadoftheirdesiresandtoadapttotheirresistance.Bynever forcingtheissue,shereformedRussiainastrikinglyshortperiodoftime

Thisfeminine,formlessstyleofrulingmayhaveemergedasawayofprosperingunderdifficult circumstances,butithasprovedimmenselyseductivetothosewhohaveservedunderit.Beingfluid,itis relativelyeasyforitssubjectstoobey,fortheyfeellesscoerced,lessbenttotheirruler’sideology.It alsoopensupoptionswhereanadherencetoadoctrineclosesthemoff.Withoutcommittingtooneside, itallowstherulertoplayoneenemyoffanother.Rigidrulersmayseemstrong,butwithtimetheir inflexibilitywearsonthenerves,andtheirsubjectsfindwaystopushthemfromthestage.Flexible, formlessrulerswillbemuchcriticized,buttheywillendure,andpeoplewilleventuallycometoidentify withthem,sincetheyareastheirsubjectsare changingwiththewind,opentocircumstance.

Despiteupsetsanddelays,thepermeablestyleofpowergenerallytriumphsintheend,justasAthens eventuallywonvictoryoverSpartathroughitsmoneyanditsculture.Whenyoufindyourselfinconflict withsomeonestrongerandmorerigid,allowthemamomentaryvictory Seemtobowtotheirsuperiority

Then,bybeingformlessandadaptable,slowlyinsinuateyourselfintotheirsoul Thiswayyouwillcatch themoffguard,forrigidpeoplearealwaysreadytowardoffdirectblowsbutarehelplessagainstthe subtleandinsinuating.Tosucceedatsuchastrategyyoumustplaythechameleon conformonthe surface,whilebreakingdownyourenemyfromtheinside.

ForcenturiestheJapanesewouldacceptforeignersgraciously,andappearedsusceptibletoforeign culturesandinfluences.JoaoRodriguez,aPortuguesepriestwhoarrivedinJapanin1577andlivedthere formanyyears,wrote,“IamflabbergastedbytheJapanesewillingnesstotryandaccepteverything Portuguese.”HesawJapaneseinthestreetswearingPortugueseclothing,withrosarybeadsattheirnecks andcrossesattheirhips.Thismightseemlikeaweak,mutableculture,butJapan’sadaptabilityactually protectedthecountryfromhavinganaliencultureimposedbymilitaryinvasion.ItseducedthePortuguese andotherWesternersintobelievingtheJapanesewereyieldingtoasuperiorculturewhenactuallythe foreignculture’swaysweremerelyafashiontobedonnedanddoffed Underthesurface,Japanese culturethrived.HadtheJapanesebeenrigidaboutforeigninfluencesandtriedtofightthemoff,theymight havesufferedtheinjuriesthattheWestinflictedonChina.Thatisthepowerofformlessness itgivesthe aggressornothingtoreactagainst,nothingtohit.

Inevolution,largenessisoftenthefirststeptowardextinction.Whatisimmenseandbloatedhasno mobility,butmustconstantlyfeeditself.Theunintelligentareoftenseducedintobelievingthatsize connotespower,thebiggerthebetter.

In483B.C.,KingXerxesofPersiainvadedGreece,believinghecouldconquerthecountryinoneeasy campaign.Afterall,hehadthelargestarmyeverassembledforoneinvasion thehistorianHerodotus estimateditatovermorethanfivemillion.ThePersiansplannedtobuildabridgeacrosstheHellespont tooverrunGreecefromtheland,whiletheirequallyimmensenavywouldpintheGreekshipsinharbor, preventingtheirforcesfromescapingtosea Theplanseemedsure,yetasXerxespreparedtheinvasion, hisadviserArtabanuswarnedhismasterofgravemisgivings:“Thetwomightiestpowersintheworld areagainstyou,”hesaid.Xerxeslaughed whatpowerscouldmatchhisgiganticarmy?“Iwilltellyou whattheyare,”answeredArtabanus.“Thelandandthesea.”Therewerenosafeharborslargeenoughto receiveXerxes’fleet.AndthemorelandthePersiansconquered,andthelongertheirsupplylines stretched,themoreruinousthecostoffeedingthisimmensearmywouldprove.

Thinkinghisadviseracoward,Xerxesproceededwiththeinvasion.YetasArtabanuspredicted,bad weatheratseadecimatedthePersianfleet,whichwastoolargetotakeshelterinanyharbor.Onland, meanwhile,thePersianarmydestroyedeverythinginitspath,whichonlymadeitimpossibletofeed, sincethedestructionincludedcropsandstoresoffood.Itwasalsoaneasyandslow-movingtarget.The GreekspracticedallkindsofdeceptivemaneuverstodisorientthePersians.Xerxes’eventualdefeatat thehandsoftheGreekallieswasanimmensedisaster Thestoryisemblematicofallthosewhosacrifice mobilityforsize:Theflexibleandfleetoffootwillalmostalwayswin,fortheyhavemorestrategic options.Themoregigantictheenemy,theeasieritistoinducecollapse.

Theneedforformlessnessbecomesgreatertheolderweget,aswegrowmorelikelytobecomesetin ourwaysandassumetoorigidaform.Webecomepredictable,alwaysthefirstsignofdecrepitude.And predictabilitymakesusappearcomical.Althoughridiculeanddisdainmightseemmildformsofattack, theyareactuallypotentweapons,andwilleventuallyerodeafoundationofpower.Anenemywhodoes notrespectyouwillgrowbold,andboldnessmakeseventhesmallestanimaldangerous.

Thelate-eighteenth-centurycourtofFrance,asexemplifiedbyMarie-Antoinette,hadbecomeso hopelesslytiedtoarigidformalitythattheaverageFrenchmanthoughtitasillyrelic.Thisdepreciationof acenturies-oldinstitutionwasthefirstsignofaterminaldisease,foritrepresentedasymbolicloosening ofthepeople’stiestomonarchy Asthesituationworsened,Marie-AntoinetteandKingLouisXVIgrew

onlymorerigidintheiradherencetothepast andquickenedtheirpathtotheguillotine KingCharlesI ofEnglandreactedsimilarlytothetideofdemocraticchangebrewinginEnglandinthe1630s:He disbandedParliament,andhiscourtritualsgrewincreasinglyformalanddistant.Hewantedtoreturnto anolderstyleofruling,withadherencetoallkindsofpettyprotocol.Hisrigidityonlyheightenedthe desireforchange.Soon,ofcourse,hewassweptupinadevastatingcivilwar,andeventuallyhelosthis headtotheexecutioner’saxe.

Asyougetolder,youmustrelyevenlessonthepast.Bevigilantlesttheformyourcharacterhastaken makesyouseemarelic.Itisnotamatterofmimickingthefashionsofyouth thatisequallyworthyof laughter.Ratheryourmindmustconstantlyadapttoeachcircumstance,eventheinevitablechangethatthe timehascometomoveoverandletthoseofyoungeragepreparefortheirascendancy.Rigiditywillonly makeyoulookuncannilylikeacadaver.

Neverforget,though,thatformlessnessisastrategicpose Itgivesyouroomtocreatetactical surprises;asyourenemiesstruggletoguessyournextmove,theyrevealtheirownstrategy,puttingthemat adecideddisadvantage.Itkeepstheinitiativeonyourside,puttingyourenemiesinthepositionofnever acting,constantlyreacting.Itfoilstheirspyingandintelligence.Remember:Formlessnessisatool.Never confuseitwithago-with-the-flowstyle,orwithareligiousresignationtothetwistsoffortune.Youuse formlessness,notbecauseitcreatesinnerharmonyandpeace,butbecauseitwillincreaseyourpower. Finally,learningtoadapttoeachnewcircumstancemeansseeingeventsthroughyourowneyes,and oftenignoringtheadvicethatpeopleconstantlypeddleyourway.Itmeansthatultimatelyyoumustthrow outthelawsthatotherspreach,andthebookstheywritetotellyouwhattodo,andthesageadviceofthe elder.“Thelawsthatgoverncircumstancesareabolishedbynewcircumstances,”Napoleonwrote,which meansthatitisuptoyoutogaugeeachnewsituation.Relytoomuchonotherpeople’sideasandyouend uptakingaformnotofyourownmaking Toomuchrespectforotherpeople’swisdomwillmakeyou depreciateyourown.Bebrutalwiththepast,especiallyyourown,andhavenorespectforthe philosophiesthatarefoistedonyoufromoutside.

Image:Mercury.Thewingedmessenger, godofcommerce,patronsaintofthieves, gamblers,andallthosewhodeceivethrough swiftness.ThedayMercurywasbornheinvented thelyre;bythateveninghehadstolenthecattleof Apollo.Hewouldscourtheworld,assuming whateverformhedesired.Liketheliquidmetal namedafterhim,heembodiestheelusive, theungraspable thepowerofformlessness.

Authority:Thereforetheconsummationofforminganarmyistoarriveatformlessness.Victoryinwaris notrepetitious,butadaptsitsformendlessly....Amilitaryforcehasnoconstantformation,waterhasno constantshape:Theabilitytogainvictorybychangingandadaptingaccordingtotheopponentiscalled

REVERSAL

Usingspacetodisperseandcreateanabstractpatternshouldnotmeanforsakingtheconcentrationofyour powerwhenitisvaluabletoyou.Formlessnessmakesyourenemieshuntalloverforyou,scatteringtheir ownforces,mentalaswellasphysical.Whenyoufinallyengagethem,though,hitthemwithapowerful, concentratedblow.ThatishowMaosucceededagainsttheNationalists:Hebroketheirforcesintosmall, isolatedunits,whichhethencouldeasilyoverwhelmwithastrongattack.Thelawofconcentration prevailed.

Whenyouplaywithformlessness,keepontopoftheprocess,andkeepyourlong-termstrategyinmind Whenyouassumeaformandgoontheattack,useconcentration,speed,andpower.AsMaosaid,“When wefightyou,wemakesureyoucan’tgetaway.”

genius.(Sun-tzu,fourthcenturyB.C.)

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Bowyer,J.Barton.Cheating:DeceptioninWarandMagic,GamesandSports,SexandReligion, BusinessandConGames,PoliticsandEspionage,ArtandScience.NewYork:St.Martin’sPress, 1982.

Castiglione,Baldesar.TheBookoftheCourtier TranslatedbyGeorgeBull.NewYork:PenguinBooks, 1976.

Clausewitz,Carlvon.OnWar.EditedandtranslatedbyMichaelHowardandPeterParet.Princeton: PrincetonUniversityPress,1976. Elias,Norbert.TheCourtSociety.TranslatedbyEdmundJephcott.Oxford:BasilBlackwellPublishers, 1983 deFrancesco,Grete.ThePoweroftheCharlatan.TranslatedbyMiriamBeard.NewHaven:Yale UniversityPress,1939. Haley,Jay.ThePowerTacticsofjesusChristandOtherEssays.NewYork:WW.Norton,1989. Han-fei-tzu.TheCompleteWorksofHan-fei-tzu.TranslatedbyW.K.Liao.2volumes.London:Arthur Probsthain,1959. Herodotus.TheHistories TranslatedbyAubreydeSélincourt.NewYork:PenguinBooks,1987. Isaacson,Walter.Kissinger:ABiography.NewYork:Simon&Schuster,1992.

LaFontaine,Jeande.SelectedFables.TranslatedbyJamesMichie.NewYork:PenguinBooks,1982. Lenclos,Ninonde.Life,LettersandEpicureanPhilosophyofNinondeLenclos,TheCelebratedBeauty ofthe17thCentury.Chicago:LionPublishingCo.,1903.

Ludwig,Emil Bismarck:TheStoryofaFighter TranslatedbyEdenandCedarPaul Boston:Little, Brown,1928.

Machiavelli,Niccolò.ThePrinceandTheDiscourses.TranslatedbyLuigiRicciandChristianE. Detmold.NewYork:ModemLibrary,1940.

MaoTse-tung.SelectedMilitaryWritingsofMaoTse-tung.Beijing:ForeignLanguagesPress,1963. Millan,Betty.MonstrousRegiment:WomenRulersinMen’sWorlds.WindsorForest,Berks,U.K.: KensalPress,1983. Montaigne,Michelde.TheCompleteEssays.TranslatedbyM.A.Screech.NewYork:PenguinBooks, 1987.

Mrazek,Col.James.TheArtofWinningWars.NewYork:WalkerandCompany,1968. Nash,JayRobert.HustlersandConMen.NewYork:M.EvansandCo.,1976. Nietzsche,Friedrich TheBirthofTragedyandTheGenealogyofMorals TranslatedbyFrancis Golffing.GardenCity:DoubledayAnchorBooks,1956. Orieux,Jean.Talleyrand:TheArtofSurvival.TranslatedbyPatriciaWolf.NewYork:Knopf,1974. Plutarch.MakersofRome.TranslatedbyIanScott-Kilvert.NewYork:PenguinBooks,1965.

.TheRiseandFallofAthens.TranslatedbyIanScott-Kilvert.NewYork:PenguinBooks,1960. Rebhorn,WayneA.FoxesandLions:Machiavelli’sConfidenceMen.Ithaca:CornellUniversityPress, 1988.

deRetz,Cardinal.MemoirsofJeanFrançoisPauldeGondi,CardinaldeRetz.2vols.London:J.M.

Dent&Sons,1917

Sadler,A.L.Cha-no-yu:TheJapaneseTeaCeremony.Rutland,Vermont:CharlesE.TuttleCompany, 1962.

Scharfstein,Ben-Ami.AmoralPolitics.Albany:StateUniversityofNewYorkPress,1995. Scheibe,KarlE.Mirrors,Masks,LiesandSecrets.NewYork:PraegerPublishers,1979. Schopenhauer,Arthur.TheWisdomofLifeandCounselsandMaxims.TranslatedbyT.BaileySaunders. Amherst,NewYork:PrometheusBooks,1995.

Senger,Harrovon.TheBookofStratagems:TacticsforTriumphandSurvival.Editedandtranslatedby MyronB.Gubitz.NewYork:PenguinBooks,1991.

Siu,R.G.H.TheCraftofPower.NewYork:JohnWiley&Sons,1979. Sun-tzu.TheArtofWar.TranslatedbyThomasCleary.Boston:Shambhala,1988.

Thucydides TheHistoryofthePeloponnesianWar TranslatedbyRexWarner NewYork:Penguin Books,1972.

Weil,“YellowKid.”TheConGameand“YellowKid”Weil:TheAutobiographyoftheFamousCon ArtistastoldtoW.TBrannon.NewYork:DoverPublications,1974.

Zagorin,Perez.WaysofLying:Dissimulation,PersecutionandConformityinEarlyModernEurope. Cambridge:HarvardUniversityPress,1990.

Italicpagereferencesindicatesidebars

Abraham absence usingtoincreaserespectandhonor abstraction AcadémieFrançaise accomplishments: aseffortless andfollowingafamouspredecessor achievementsofothers,using acting action(s): enteringwithboldness securityand waitingand winningthroughargumentvs. Adam’sCurse(Yeats) adaptability admiration Aeschylus Aesop Africanfolktale Aglauros Aguirre,Lopede Aiken,John Albert,Prince Albizzifamily Albrecht,King alchemy Alcibiades Alençon,Dukeof AlexanderI,Czar AlexanderIII“theGreat,”King fatherand AlexanderVI,Pope Alexandra,Czarina AlfonsoI,King Algardi,Alessandro Ali,Muhammad

INDEX

AmericanInstituteofElectricalEngineers AmericanMuseum Amschel,Mayer

AncientChineseParable,s(YuHsiuSen,ed) anger repressionof andstirringupwaterstocatchfish tantrums animalmagnetism “AnimalsStrickenwiththePlague,The”(LaFontaine) Anjou,Dukeof Anne,Queen AnneofCleves Antony,Marc appearance(s) cat’s-pawand jokesabout ofperfection spectaclesand Arabs Aretino,Pietro patronagestrategyof argument: emotionsand winningthroughactionsvs. Aristides aristocraticpose Aristotle Arlen,Michael

ArmenianFolk-talesandFables,RetoldbyCharlesDowning armor,protective Arnold,Philip arrogance

arrogantandproudman,dealingwith arrow,imageof Arsinoe Artabanus artdealers Duveen,seeDuveen,Joseph Picassoand Vollard artists,Renaissance ArtofCross-Examination,The(Wellman)

Alwayssaylessthannecessary(Law4) Amasis

ArtofWar,The(Sun-tzu)

ArtofWar,The(ZhangYu)

ArtofWinningWars,The(Mrazek) askingfortoolittle

“AssandtheGardener,The”(Indianfable) associations: inmirroredsituations withunhappyandunluckypeople Assumeformlessness(Law48) Assyrians

Astyages,King Atahualpa,King

AtheismConquered(Campanella) Athens banishmentin Sicilyinvadedby warbetweenSpartaand attacks deflectingof fast takingpersonally attention: courtingof paidtoanenemy unconventionalideasand audacity(boldness) developmentof hesitationcomparedwith Augusta,Queen Augustus,Emperor Aurelian,Emperor Austria

Ausubel,Nathan authority,fearand autonomy Avery,EphraimK. Avoidsteppingintoagreatman’sshoes(Law41) AzebuGallas

Aztecs Bacon,Francis badnews,bearingof bait

resisting

Balaun,Guillaumede

Balboa,VascoNunezde Balcha,Dejazmach Balzac,Honoréde banishment inAthens Bardas bargaindemons Barjac,Pierrede Barlow,SamuelL. Barnes,E.W Barnum,P.T. Barry,Madamedu Basilius,Emperor Batchelor,Charles Bathsheba,andDavid Bavaria,Dukeof BayofPigs beaugeste Beauvallon,Jean-BaptisteRosemondde behavinglikeothers, whilethinkingas youlike

BehindtheScenesofRoyalPalacesinKorea(HaTae-Hung)

Bekbulatovich,Simeon Belgium belief,people’sneedfor Belloc,Hilaire Bengal Benjamin,Walter Berenice Bergman,Ingmar Bernini,Pietro

Beroyalinyourownfashion:actlikeakingtobetreatedlikeone(Law34) Bertrand,Louis BestFablesofLaFontaine,The,seeLaFontaine,Jeande,fablesof Bible Genesis Kings Matthew SecondBookofSamuel BillyBudd(Melville) Birch,Jonathan Bismarck,Ottovon

Austriannegotiatorand goalof risetopowerof role-playingof speechesof Virchowand Bisticci,Vespasianoda Blacks,the,andtheWhites blacksheep,imageof blame: scapegoatand taking blendingin Blenheim Blome,Count

Bloodworth,Dennis BlueBoy,The(Gainsborough) Bogart,Humphrey boldness developmentof hesitationcomparedwith Boleyn,Anne Bonaparte,Louis BonifaceVIII(CardinalGaetani)

BookofFiveRings,A(Musashi)

BookofGovernmentorRulesforKings,The(al-Mulk) BookoftheCourtier,The(Castiglione) BookoftheHuainanMasters,The Borgia,Cesare deOrcoand negotiationsof atSinigaglia

Borgias,The(Cloulas) Borri,FrancescoGiuseppe Borromini,Francesco Bourbon,Antoinede Bourbon,Henride “BoyandtheNettle,The”(Aesop) boyars Bragadino Bramante,Donato Brecht,Bertolt Brummell,George“Beau,” Brunelleschi,Filippo Brutus

buriedtreasure

Burton,Richard

Butler,Benjamin

Byron,GeorgeGordon,Lord Caesar,Julius Cleopatraand deathof atPharsalia publicimageof Rubiconcrossingof Caligula Callisthenes

“CamelandtheFloatingSticks,The”(LaFontaine) Camillus

Campanella,Tommaso Capone,Al CaravanofDreams(Shah) Careme,Marie-Antoine Carmagnola,Countof Carpi,Ugoda Carranza,Venustiano Carroll,Lewis

Casanova,Giovanni Cassius

Castiglione,Baldassare onnonchalance

Castlereagh,Viscount Castracani,Castruccio Castro,Fidel cat,imageof Catherinede’Médicis,Queen CatherineofAragon

CatherinetheGreat,Empress Catholicism cat’s-paw imageof mistakesinusing twousesof “CatThatWalkedByHimself,The”(Kipling) Cavaignac,LouisEugene Cecil,Robert centerofpower,strikingat

change

fantasyoftransformationvs. reformand

Cha-no-yu(Japaneseteaceremony)

Cha-no-yu:ThejapaneseTeaCeremony(Sadler) Chao

Chapman,Walker character charlatanism CharlesI,King CharlesV,Emperor CharlesIX,King CharlesX,King Charleval

Chateauroux,Duchessede “ChelmJustice”(Yiddishfolktale) Cheng Ch’enPo-ta chess

WorldChampionshipof Chesterfield,PhilipDormerStanhope,Lord Chesterton,G.K. ChiangKai-shek Ch’ienShu,King Chih,Earl

childhoodweaknesses Chin Ch’in,Emperor China

ChiangKai-shekin Chin/Hsingstrugglein Ch’inShihHuangTiin ChukoLiangin Ch’ung-erhin Communistsvs.Nationalistsin EmperorSungin EmpressWuin HanDynastyin China(cont) HsiangYu/LiuPangstrugglein Japan’sinvasionof KingGoujianin Kissingerand

MaoTse-tungin,seeMaoTse-tung Mongolinvasionof

Nixon’svisitto

Ts‘aoTs’aoin

21Historiesin WangMangin WaroftheThreeKingdomsin Weikingdomin Wu/MiddleKingdomwarin ChineseLookingGlass,The(Bloodworth) Chineseparables Chinesesayings

Ch’inShihHuangTi,Emperor choice,controllingoptionsin Choiseul,Étiennede Chopin,Frédéric ChosroesII,King ChouYung Christianity Christina,Queen Christmas ChukoLiang

MaoTse-tungand Ch’ung-erh Churchill,Winston paintingof ChurchofEngland Ch‘u-Ts’ai,Yelu Cicero Cimon “CitizenandtheTraveller,The”(Stevenson) CivilWar Sherman’smarchin ClaudiusI,Emperor Clausewitz,Carlvon cleanhands

Cleary,Thomas Cleisthenes ClementVII,Pope Cleopatra Antonyand Cloulas,Ivan Cohn,Harry Colbert,Jean-Baptiste Coligny,Gaspardde

Cologne(Turner) color

Columbus,Christopher

ColumbusStrategy commontouch commitment,toothers

Communists Chinese;seealsoMaoTse-tung HouseUn-AmericanActivitiesCommitteeand compellingspectacles,creationof conartists aristocraticfrontusedby ArnoldandSlack boldnessin Bragadino Crowningsfield freelunchand Furey’sringof Hartzell isolationusedby Lustig,seeLustig,Victor Stavisky

Weil,seeWeil,Joseph“YellowKid” concealment: ofmistakes,byuseofscapegoat oftricksandtechniques

Concealyourintentions(Law3) Concentrateyourforces(Law23) Concini,Concino

Conde,Louis,Princeof Condivi,Ascanio condottieri(mercenarysoldiers) conflict,fantasyofunionvs. conformity,outwarddisplayof Confucius CongressofVienna

ConquestofPeru,The(Prescott) conservatism

Constantine,Emperor contempt contrasts,betweenoverttraitsandweaknesses

Controltheoptions:getotherstoplaywiththecardsyoudeal(Law31) controversy cordthatbinds,imageof Corella,Michelotto Corfu(Corcyra)

ColumbiaPictures

Coriolanus,GnaeusMarcius

Cortés,Hernando

Counter-Reformation court,courtiers,courting cat’s-pawand nonchalancein symbolsand CourtArtist,The(Warnke) Courtattentionatallcost(Law6) Courtier’sMirror CraftofPower,The(Siu)

Createcompellingspectacles(Law37) creativity

credit,forworkdonebyothers criticism,ofthoseaboveyou Croesus

Cromwell,Oliver Cromwell,Thomas crossandthesun,imageof cross-examination

“CrowandtheSheep,The”(Aesop)

“Crow-Hen,theCobra,andtheJackal,The”(Panchatantratale) crown,imageof Crowningsfield,John Croy,Duede Crushyourenemytotally(Law15) Cuba cultlikefollowing,creationof culture(s): different vacuumsin cyclone,imageof cynicism

Cyprus CyrustheGreat Daizen,Kuriyama

Damon danceoftheveils,imageof danger,inisolation

DanteAlighieri Darien

Corinth

Darnley,Lord

Darwin,Charles

David,andBathsheba DavidandGoliathStrategy

Dávita,PedroArias(Pedrarias) deadlines,settingforothers death: absenceand fantasyofreversalof Deceiver’sMirror deception controllingtheoptionsand courtiershipand cultlikefollowingand distractionand giftsand imageryand intelligenceand isolationin kindnessand mirroreffectin reputationfor smokescreensin verbalargumentand decoyedobjectsofdesire defects,shared defensiveness deFleury,Andre-HercuIe deGaulle,Charles Deioces Denmark deOrco,Remirro dependence: mutual ofothers

DermisProbe,The(Shah) desire

Despisethefreelunch(Law40) diamondmine Diana(romangoddess) DianedePoitiers

Diderot,Denis dignity Dinocrates diPrima,Diane

Disarmandinfuriatewiththemirroreffect(Law44)

Discourses(Machiavelli)

Discovereachman’sthumbscrew(Law33)

Disdainthingsyoucannothave:ignoringthemisthebestrevenge(Law36) dishonesty: reputationfor andselectivehonesty dispersionofforces displayingyourtalents,andoutshiningmaster Disraeli,Benjamin distance,infantasy distraction,indeception “DitchHighPriest”(Kenko) Dodsley,Robert “DogwiththeCroppedEars,The”(LaFontaine)

Donotbuildfortressestoprotectyourself-isolationisdangerous(Law18) Donotcommittoanyone(Law20) Donotgopastthemarkyouaimedfor:invictory,learnwhentostop(Law47)

Doria,Andrea Dostoyevsky,Fyodor Downing,Charles Drakeswindle drama Drew,Daniel duBarry,Madame Duchamp,Marcel Dudevant,AuroreDupin(GeorgeSand) Dudley,Robert Dujarier,Alexandre DutchLowlands Duveen,Joseph Diirerpaintingand Fordand Huntingtonand Mellonand NationalGalleryofArtand

“EagleandtheSow,The”(Tolstoy) economicscarcity Edison,Thomas EdisonMedal effort: excessof,inpleasingmaster

savingof effortlessness,appearanceof Egypt

EiffelTower Eisenhower,DwightD. Elba ElDorado ElizabethI,Queen

“Elm-TreeandtheVine,The”(Dodsley) emotions appealingto argumentsand controlof defensivenessand formsand hidingof infectiousnessof moneyand planningand playingon repressionof spectacleand andstirringupwaterstocatchfish asthumbscrews timeand uncontrollable Enciso,FranciscoFernándezde end,the,planningallthewayto endtime enemies: attentionpaidto crushingcompletely cultlikefollowingand formerfriends fortressesasprotectionfrom isolatingof mirroreffectand overreactiontomovesof reconciliationwith reputationsof revengeof self-destructionof sizeof stirringupangerin sympathizingwith

using winningover energy,savingof England

Washingtonand Ennemoser,J

Enteractionwithboldness(Law28) entrancesandexits envy Epicurus equality Erickson,MiltonH. mirroringusedby ErieRailroad Escorial,El

EssaysinIdleness(Kenko) Essex,Earlof Este,Francescod’ Este,Isabellad’ Ethiopia Ethiopianproverb exotica Fabius

Fables(Aesop) Fables(Birch) Fables(Dodsley)

Fables(LaFontaine),seeLaFontaine,Jeande,fablesof Fables(Stevenson) Fables(Tolstoy)

fablesandfolktales:

“TheAnimalsStrickenwiththePlague,”

“TheAssandtheGardener,”

“TheBoyandtheNettle,”

“TheCatThatWalkedByHimself,” “ChelmJustice,”

“TheChestnutandtheFigTree,”

“TheCitizenandtheTraveller,”

“TheCrowandtheSheep,”

“TheCrow-Hen,theCobra,andtheJackal,”

“TheDogwiththeCroppedEars,”

“TheEagleandtheSow,”

“TheElmTreeandtheVine,”

“AFoolandaWiseMan,”

“TheFoxandtheGrapes,”

“TheFoxandtheStork,”

“TheFuneraloftheLioness,”

“TheGentleArtofPersuasion,”

“TheGooseandtheHorse,” “TheGreedyManandtheEnviousMan,” “TheIndianBird,”

“TheKing,theSufi,andtheSurgeon,” “TheKites,theCrows,andtheFox,” “TheLiar,”

“TheLion,theChamois,andtheFox,”

“TheManandHisShadow,”

“TheManWhoLovedMoneyBetterThanLife,” “TheMerchantandHisFriend,” “TheMiser,”

“TheMonkeyandtheCat,”

“TheMonkeyandthePeas,”

“TheMonkeyandtheWasp,” “TheOwlWhoWasGod,”

“TheNutandtheCampanile,”

“ThePeasantandtheAppleTree,”

“ThePowerofaLie,”

“ThePriceofEnvy,”

“TheSnake,theFarmer,andtheHeron,”

“TheTortoise,theElephant,andtheHippopotamus,” “TheTroutandtheGudgeon,”

“TheTwoAdventurers,” “TheTwoDogs,” “TheTwoFrogs,”

“TheTwoHorses,”

“TheVaingloriousCockerel,”

“TheVirtuesoftheCock,”

“TheWaspandthePrince,” “WhentheWatersWereChanged,”

“TheWolvesandtheSheep,”

FablesfromBoccaccioandChaucer(Aikin) Fables(Kriloff) facialexpression Fadiman,Clifton Faenza Faliscans fallofthefavorite falsesincerity familiarity

fantasies,playingto FanTseng fates,intertwiningof father,imageof fatherfigures: hostilitytoward steppingintoshoesof favors askingfor grantingof fear boldnessand otherpeople’s,vs.theirlove Ferdinand,King Ferrara fights,beingdrawninto Fischer,Bobby “Flame-ColoredCloak,The”(Herodotus) flattery Flaubert,Gustave FlemishLowlands flexibility flockoffattedsheep,imageof Florence BlacksandWhitesin fluidity following,creationof “FoolandaWiseMan,A”(LaFontaine) forcedtime forces: concentratingof dispersionof Ford,Gerald Ford,Henry foreigncultures,imitationof Foreman,George forgiveness Forman,Simon formlessness Formosa forms fortress,imageof fortresses fortunatepeople,associationwith Fouche,Joseph

Napoleon’sspyingon

Fouquet,Nicolas

“FoxandtheGrapes,The”(LaFontaine) “FoxandtheStork,The”(LaFontaine) France Frondein 1848electionsin JulyRevolutionin Revolutionin Rothschildand Washingtonand Francesco,Gretede FrancisI,King FrancisII,King Franklin,Benjamin Frazer,JamesGeorge FrederickII“theGreat,”King FrederickWilliamIV,King freedomofexpression freelunch Freud,Sigmund Frick,Henry friend(s): former,nowenemies posingas,whileworkingasspy scapegoatingof trustingof friendliness,withmaster friendship,dependencevs. Fronde,the “FuneraloftheLioness,The”(LaFontaine) Furey.Joe Fushimiya future gadfly

Gaetani,Cardinal(BonifaceVIII) Gainsborough,Thomas Galileo gaps Garbo,Greta gardenofweeds,imageof Geezil,Sam

generosity indisarmingvictim indiscriminate ofothers,appealingto strategic

GenghisKhan

“GentleArtofPersuasion,The”(Aesop) Germany attacksonLondon TreatyofVersaillesand gestures,asindicationofweaknesses

Getotherstodotheworkforyou,butalwaystakethecredit(Law7) Ghiberti,Lorenzo gifts

topatrons

Gilbert,Marie(LolaMontez) Giovane,Palma Giovio,Paolo givingbeforeyoutake

GlassMenagerie,The(Williams) go(wei-chi) goal: concentrationon disguisingof stoppingafterreaching

“GodandAbraham”(TheSubtleRuse:TheBookofArabicWisdomandGuile) gods,Greek godsonMountOlympus,imageof Godunov,Boris Goethe,JohannWolfgangvon GoldenBough,The(Frazer)

GoldenDream,The:SeekersofElDorado(Chapman) Goldwyn,Samuel Gonzaga,Gianfrancesco goodwillgestures

“GooseandtheHorse,The”(fable) Gordianknot

Gordon-Gordon,John,Lord(JohnCrowningsfield)

Go-Saiin,Emperor Gossaert,Jan Goujian,King Gould,Jay governing,flexibilityin Gracian,Baltasar onabsenceandpresence

onbeingfirst onbeingkinglike onbeingseen oncommittingtoothers onconcealingabilities onconcealingmistakes oncontempt ondisagreementwiththemany ondoingthingsyourselfvs.usingthirdparties onenvy onfearoffailure onfindingthethumbscrew onintensityandextensity onlettingthingsbe onmisfortunesofothers onmystery onothers’dependence onoutshiningthemaster onrole-playing onself-respect onsteppingintoagreatman’sshoes onusingenemies onusingothers’knowledge onusingstupidity Graham,James grandeur

Grant,UlyssesS. gratitudeofothers,appealingto greatmen,steppingintoshoesof Greece greed “GreedyManandtheEnviousMan,The”(Jewishparable)

Greeksea-godProteus,imageof Greeley,Horace Gross,George Gugsa,Ras Guicciardini,Francesco guilt,exteriorizingof Guisefamily

halfaheart,goinghalfwaywith Halliwell,Kenneth hallucinatoryeffect

Hamlet(Shakespeare)

HanDynasty Han-fei-tzu HanKao-tsu(LiuPang) Hannibal

Hannotheelephant happypeople,associationwith “HareandtheTree,The”(Han-fei-tzu) Harpending,Asbury Hartzell,Oscar HaTae-hung hawk,imageof Heald,GeorgeTrafford heartsandmindsofothers,workingon Hechigwan,Sakamotoya Hechigwan,Yamashina Heihachiro,Togo HelenofTroy help,askingfor HenriII,King HenryVIII,King Hercules Herodotus hesitation,boldnesscomparedwith Heth,Joice

Hibbert,Christopher Hideyoshi,Emperor Hiero,King “HippocleidesatSicyon”(Herodotus) HispanicMonarchy,The(Campanella) Histories,The(Herodotus) Hitler,Adolf Holbein,Hans Holland Hollywood(Kanin) Hollywood,HouseUn-AmericanActivitiesCommitteeand honesty

selective,indisarmingvictim honeyedbeartrap,imageof honor,usingabsencetoincrease Hoover,Herbert Hoover,J.Edgar hopelesslyinsecureman,dealingwith hornsofthebull,imageof Houdini,Harry

HouseofMedici,The:ItsRiseandFall(Hibbert) HouseUn-AmericanActivitiesCommittee

Howe,Louis

“HowtoBroadcastNews”(YheSubtleRuse:TheBookofArabicWisdomandGuile) HsiangYu

Hsien,Duke Hsing Huan Hugo,Victor Huguenots HuhSaeng Huizinga,Johan Hull,Pat Hume,David Humphrey,Hubert HundredDays,the Hungary hunter,imageof Huntington,Arabella Huntington,CollisP. hurrying Hyperbolus

Icarusfallingfromthesky,imageof ideas,unconventional identity,new Ieyasu,Tokugawa,Emperor ignoringthingsyoucannothave illusions images increatingcult symbolsand impatience Inalchik Incas incense-smellingcompetition income,disguisingsourceof independence reputationfor Indiana(Sand) “IndianBird,The”(Shah)

Indianfables: “TheAssandtheGardener,”

“TheKites,theCrows,andtheFox,”

“TheMerchantandHisFriend,” “TheWaspandthePrince,” Infection:avoidtheunhappyandunlucky(Law10) inferiority,feelingsof information: false,givingof information(cont.) gatheringof isolationand infuriatingenemieswiththemirroreffect innocence

Innocent,Pope innocentgoat,imageof innovation

Inquisition insecurity arroganceand asthumbscrew instincts insultingothers intelligence: downplayingof showingof intentions,concealmentof cat’s-pawand intimacy,withmaster Isaacson,Walter

Isabella,Queen Isabey,Jean-Baptiste Iskandar,KaiKa’usibn isolation dangerof ofenemies Israelis Italy condottieriin Inquisitionin Romagna IvanIV“theTerrible,”Czar withdrawalof Jackson,Stonewall

Jacobins

Jami,Mulla

Janin,Louis Janus Japan: Chinainvadedby foreignculturesand Hollandand incense-smellingcompetitionin Portugaland Russiaand JapaneseArtofWar,The(Cleary) Japaneseteaceremony (Cha-no-yu), Javiac,Guillelmade jawsofingratitude,imageof Jehu,King JesusChrist Jewishparable Jews JoaoII,King Johnson,Andrew Johnson,LyndonB. Johnson,Samuel Joke,The(Kundera) jokes,aboutappearancesortastes Jones,Ernest Joseph,andcoatofmanycolors JosephII,King JuliusII,Pope JuliusCaesar(Shakespeare) JulyRevolution

Jupiter,moonsof justice,appealsto JustSoStories(Kipling)

Kanin,Garson KaoTsung Kautilya Kean,CharlesJohn Keepothersinsuspendedterror:cultivateanairofunpredictability(Law17) Keepyourhandsclean(Law26) Kenko

Kennedy,JohnF. Ketel,Cornelis keyhole,imageof Khaldún,ibn Khan,Genghis Khrushchev,Nikita Kierkegaard,Søren kindness,selective kindsofpeople king actinglike hostilitytoward “King,theSufi,andtheSurgeon,The”(Shah) Kipling,Rudyard Kissinger(Isaacson) Kissinger,Henry: boldnessof Chinaand Humphreyand indispensabilityof inIsraelinegotiations kidnappingattemptand Lord’sreportand Nixonand optionscontrolledby PentagonPapersand reputationof smokescreenand SovietUnionand “Kites,theCrows,andtheFox,The”(Indianfable) Kleppini

knowledge: fromthepast,using specialized,havingappearanceof Knowwhoyou’redealingwith-donotoffendthewrongperson(Law19) Koller,General Kriloff,Ivan Kundera,Milan Kurbski,Andrey LaBruyere,Jeande Lacan,Jacques

LaFontaine,Jeande,fablesof:

“TheAnimalsStrickenwiththePlague,”

“TheCamelandtheFloatingSticks,”

“TheDogwiththeCroppedEars,”

“AFoolandaWiseMan,”

“TheFoxandtheGrapes,”

“TheFoxandtheStork,”

“TheFuneraloftheLioness,” “TheMonkeyandtheCat,” “TheTwoAdventurers,” language,changingtofitdifferentpeople

LaRochefoucauld,Francoisde onabsence

spyingtipfrom Lauzun,Duede

Law1:Neveroutshinethemaster

Law2:Neverputtoomuchtrustinfriends,learnhowtouseenemies

Law3:Concealyourintentions

Law4:Alwayssaylessthannecessary

Law5:Somuchdependsonreputation-guarditwithyourlife

Law6:Courtattentionatallcost

Law7:Getotherstodotheworkforyou,butalwaystakethecredit

Law8:Makeotherpeoplecometoyou-usebaitifnecessary

Law9:Winthroughyouractions,neverthroughargument

Law10:Infection:avoidtheunhappyandunlucky

Law11:Learntokeeppeopledependentonyou

Law12:Useselectivehonestyandgenerositytodisarmyourvictim Law13:Whenaskingforhelp,appealtopeople’sself-interest,nevertotheirmercyorgratitude

Law14:Poseasafriend,workasaspy

Law15:Crushyourenemytotally

Law16:Useabsencetoincreaserespectandhonor

Law17:Keepothersinsuspendedterror:cultivateanairofunpredictability

Law18:Donotbuildfortressestoprotectyourself-isolationisdangerous

Law19:Knowwhoyou’redealingwith-donotoffendthewrongperson

Law20:Donotcommittoanyone

Law21:Playasuckertocatchasucker-seemdumberthanyourmark

Law22:Usethesurrendertactic:transformweaknessintopower

Law23:Concentrateyourforces

Law24:Playtheperfectcourtier

Law25:Re-createyourself

Law26:Keepyourhandsclean

Law27:Playonpeople’sneedtobelievetocreateacultlikefollowing

Law28:Enteractionwithboldness

Law29:Planallthewaytotheend

Law30:Makeyouraccomplishmentsseemeffortless

Law31:Controltheoptions:getotherstoplaywiththecardsyoudeal

Law32:Playtopeople’sfantasies

Law33:Discovereachman’sthumbscrew

Law34:Beroyalinyourownfashion:actlikeakingtobetreatedlikeone

Law35:Mastertheartoftiming

Law36:Disdainthingsyoucannothave:ignoringthemisthebestrevenge

Law37:Createcompellingspectacles

Law38:Thinkasyoulikebutbehavelikeothers Law39:Stirupwaterstocatchfish

Law40:Despisethefreelunch

Law41:Avoidsteppingintoagreatman’sshoes

Law42:Striketheshepherdandthesheepwillscatter Law43:Workontheheartsandmindsofothers

Law44:Disarmandinfuriatewiththemirroreffect

Law45:Preachtheneedforchange,butneverreformtoomuchatonce Law46:Neverappeartooperfect

Law47:Donotgopastthemarkyouaimedfor:invictory,learnwhentostop Law48:Assumeformlessness

Lawrence,T.E.

Lawrence,Thomas Lawson,John Lazar,Irving

Learntokeeppeopledependentonyou(Law11) leavingthingsalone Lenclos,Annede(NinondeLenclos) systemof LeoX,Pope LeonardodaVinci

“TheChestnutandtheFigTree,” “TheNutandtheCampanile,” “Liar,The”(Armenianfolktale) Liberius,Pope

LiehTzu lies asbodyguard boldnessand verbalargumentand

Life,Letters,andEpicurednPhilosophyofNinondeLenclos(Lenclos)

LifeofAlexandertheGreat,The(Plutarch)

LifeofAntony(Plutarch)

LifeofjuliusCaesar,The(Plutarch)

LifeofPericles,The(Plutarch)

LifeofSertorius(Plutarch)

LifeofThemistocles,The(Plutarch) limelight,imageof Lincoln,Abraham

characterof

Lind,Jenny

LinPiao

“Lion,theChamois,andtheFox,The”(Kriloff) lionandthehare,imageof lionscirclethehesitantprey Lippi,FraFilippo Liszt,Franz

Lithuania

Little,BrownBookofAnecdotes,The(Fadiman,ed.) Liu,King

LiuPang(HanKao-tsu)

LivesoftheArtists(Vasari) Loller,Herman London,Naziattackson LongMarch longtime Lorca,Ramirode Lord,Winston Lorris,Guillaumede Louis,Joe

LouisXI,King LouisXII,King LouisXIII,King LouisXIV(Bertrand)

LouisXIV,King ascenterofactivity DucdeLauzunand Fouquetand generosityof Manciniand asSunKing taciturnityof LouisXV,King LouisXVI,King LouisXVIII,King Louis-Philippe,King love otherpeople’s,vs theirfear Luce,Henry Lucca luck Ludwig,King

LudwigWittgenstein:AMemoir(Malcolm) Lustig,Victor

Caponeand

EiffelTowerschemeof Lollerand money-copyingmachineof MacArthur,Douglas

Macbeth(Shakespeare) McClellan,George Machiavelli,Niccolò onannihilatingtheenemy onchoice onCosimode’Medici ondeception ondependence onfortresses ongoingbeyondthemark onhidingthetruth onimpetuousnessvs.caution onnecessity ontheoverreachinggeneral onreform onspectacle Voltaireon magicians

magnet,imageof magnetism,animal Mahabharata

Makeotherpeoplecometoyou-usebaitifnecessary(Law8) Makeyouraccomplishmentsseemeffortless(Law30)

Malcolm,Norman Mamugna(IlBragadino)

“ManandHisShadow,The”(Kriloff)

Manchuria

Mancini,Baroness Mancini,Marie

Manfredi,Astorre,Prince manipulation

Mansart,Jules Mantua Mantua,Dukeof “ManWhoLovedMoneyBetterThanLife,The”(Chinesefable)

airofmysterysurrounding

MaoTse-tung

fatherof isolationofenemiesby LinPiaoand Nationalistsand pastand publicemotionsand scapegoatsand wei-chiand Marconi,Guglielmo Maria,Filippo MariaTheresa,Empress Marie-Antoinette Mariede’Médicis maritimewarfare Marlborough,Duchessof Marlborough,Dukeof Marranos martialarts martyrdom MaryQueenofScots Masamune,Date Masayoshi,Hotta MasqueoftheRedDeath,The(Poe) masqueradingasaswinetokillthetiger MassacreofSt.Bartholomew’sEve Massagetai master(s): friendlinesswith makingagiftofyourtalentto outshiningof provingdedicationto,withexcessofeffort two,satisfyingof Mastertheartoftiming(Law35) MataHari Matsumoto,Michihiro Maurer,Christopher Mayer,LouisB. Mazarin,Jules Medea Medici,CosimoIde’ Medici,CosimoIIde’, Medici,Cosimode’(theElder) Medici,Giovannide’ Medici,Lorenzode’ PopeInnocentand

Médicis,Catherinede’

Médicis,Mariede’ Medusa

Meegeren,Hanvan meetings,territoryand MehmedtheConqueror Mellon,Andrew Melos

Melville,Herman Memoirs(Casanova) MenelikII,King Menghuo,King Meninas,Las(Velázquez) mercenarysoldiers(condottierí) “MerchantandHisFriend,The”(Indianfable) Mercury imageof mercyofothers,appealingto mermaid Mesmer,Franz

Metamorphoses(Ovid) metaphors Metternich,Klemensvon Mexico

MichaelIII,Emperor Michelangelo-N Michelozzo Milan mimicry mindsandheartsofothers,workingon minefullofdiamondsandrubies,imageof Minerva mirroredsituations,dangerof mirroreffect

MirrorforPrinces,A(Iskandar) “Miser,The”(Aesop) misfortune mistakes: audacityand concealingof,byuseofscapegoat fixingof indifferenceto takingblamefor Mithras

Medicifamily

Moctezuma,King

Moliere money circulationof emotionsand Mongols

“MonkeyandtheCat,The”(LaFontaine) “MonkeyandthePeas,The”(Tolstoy) “MonkeyandtheWasp,The”(Birch) monopolies

Montaigne Montez,Lola moon,imageof MoonDoctorofBerlin(Dr.Weisleder) moraleffect,ofmirror Morgan,J Pierpont Morphy,Paul MosesPharaohand MountainDoctor,the(MichaelSchüppach) Mrazek,James

Mr.Suspicion,dealingwith Mucianus,PubliusCrassusDives Muhammad,ShahofKhwarezm Mulk,NizamalMuqaddimah,The(Khaldún) Musashi,Miyamoto Musset,Alfredde Mussolini,Benito mystery naivete

NapoleonI,Emperor boarhuntand boldnessof characterof Fouchéspiedonby imprisonmentandescapefromElba andpowerofabsence TalleyrandandFouché’sconspiracyagainst atWaterloo

NapoleonIII,Emperor Narcissuseffect

MiTzu-hsia

NationalGalleryofArt(Washington.C.) nature Nazis negotiation boldnessin territoryand Neoptolemus

NeueZürcherZeitung(Rischke) neutralizingeffect,ofmirror Neverappeartooperfect(Law46) Neveroutshinethemaster(Law1) Neverputtoomuchtrustinfriends,learnhowtouseenemies(Law2) Newton,Isaac NewYorkTimes

Ney,Marshal NicholasI,Czar NicholasII,Czar Nicias Nietzsche,Friedrich onbeliefinoneself onfoundingareligion systemof

Nixon,Richard: Chinavisitof Kissingerand PentagonPapersand noblegesture

Nobunaga,Oda nonchalance Norfleet,J.Frank notice notoriety “NutandtheCampanile,The”(Leonardo)

oaktree,imageof Obolensky,Ivan Odysseus Oedipus offendingthewrongperson oldpeoplevs.young OldTestament OnWar(Clausewitz)

Narvaez,RamónMaria

opossum,imageof opponents: typologyof seealsoenemies options,controllingof formsof OracleatDelphi,imageof orchestrationofevents originality Orleans,Dukeof Orton,Joe ostentation,avoiding ostraka otherpeople: appealingtoself-interestof becomingfocalpointoftheirneedtobelieve behavinglike,whilethinkingasyoulike commitmentto discoveringthumbscrewsof insulting keepingthemdependentonyou keepingtheminsuspendedterror makingthemcometoyou playingtotheirfantasies typesof unhappyandunlucky,avoidanceof usingworkof workingonheartsandmindsof overacting oversteppingyourbounds Ovid “OwlWhoWasGod,The”(Thurber) PacificOcean,discoveryof Panama

Panchatantra,talefrom parables,seefablesandfolktales PareauxCerfs parents,steppingintoshoesof Paris,liberationof past: reinterpretationof supportforvaluesof

usingknowledgefrom patience patrons

Aretinoand giftsto patterns

Pausanias pawns payingfullprice payingyourownway pearlsbeforeswine,layingof “PeasantandtheAppleTree,The”(Aesop) Pedrarias(PedroAriasDávila) PeloponnesianWar PeloponnesianWar,The(Thucydides) PentagonPapers people,seeotherpeople perfection,appearanceof Pergamus Pericles Perseus Pershing,JohnJ. Persia personality perspective: angerand isolationand persuasion workingontheheartsandmindsofothers Peru

Perugino,Pietro PeterII,Emperor PetitTrianon Petrucci,Pandolfo pettiness

Philip,KingofMacedonia PhilipII,KingofSpain Philippines philosopher’sstone Phoenicia Picasso,Pablo pickpockets Pisa Pistoia Pizarro,Francisco

Pizarro,Gonzalo placatingothers

plain,unassuming,andoftenunintelligentman,dealingwith Planallthewaytotheend(Law29) Planck,Max planning totheend flexibilityin andlearningwhentostop

Playasuckertocatchasucker-seemdumberthanyourmark(Law21) Playonpeople’sneedtobelievetocreateacultlikefollowing(Law27) Playtheperfectcourtier(Law24) Playtopeople’sfantasies(Law32) pleasure,beingasourceof Plutarch

PocketMirrorforHeroes,A(Gracián) Poe,EdgarAllan Poggio,Stefanodi Poggiofamily Poland poliovaccine politeness politics,abstractionin Pompadour,Madamede(JeannePoisson) Pompey pondoffish,imageof Pontormo,Jacopoda Portugal

Poseasafriend,workasaspy(Law14) potlatchfeasts

“PowerofaLie,The”(Jewishfolktale)

PoweroftheCharlatan,The(Francesco) praise

Preachtheneedforchange,butneverreformtoomuchatonce(Law45) predecessors,steppingintoshoesof predictability

Prescott,WilliamH. presence boldnessand spectaclesand prey,hesitant price,settingyourown “PriceofEnvy,The”(Jewishfolktale) Prince,The(Machiavelli)

ProblemofPaulMorphy,The(Jones)

problems,petty

“ProdigyOx,The”(Kenko) proportion,lossof protection fortressesfor Protestantism ProtestantReformation Proteus,imageof proudandarrogantman,dealingwith Prussia Psalmanazar,George PtolemyXII PtolemyXIII PtolemyXIV PunitiveExpedition

“PurloinedLetter,The”(Poe) purpose,single-mindednessof Pynchon,Thomas

queen racehorse,imageof Raleigh,Walter Ralston,William Raphael Rasputin reality(ies) oppressive,fantasiesfrom Rechberg,Ottovon Re-createyourself(Law25) redherrings reform

Reformation Reich,Wilhelm religion borrowingformsof reputation fordeceptionanddishonesty forindependence andkeepingyourhandsclean andscapegoatfortakingblame respect,usingabsencetoincrease

Retz,Cardinalde theFrondeand

revenge,ofenemies revolution rhythms

Richelieu,Cardinal plotagainst rigidity Rikyu,Senno Rischke,Anne-Susanne rivals,seeenemies river,imageof robberbarons

Robert-Houdin,Jean-Eugène Robespierre,Maximilien-François-Marie-Isidorede Rockefeller,JohnD. Rockefeller,Nelson Rodriguez,Joao roles Romagna romance

RomanceoftheRose,The(Lorris) Romanempire Rome

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Ryleyev,Kondraty Ryogaku,HighPriest

Saadi sacrifice,ritual sadists,financial Sadler,A.L. Saint-Évremond,Seigneurde Saint-Simon,LouisdeRouvroy,Ducde Salinger,J.D. Salk,Jonas Samarkand

Sand,George(AuroreDupinDudevant) Sanemon,Kawachiya SanLorenzo Sansovino,Jacopo SantaMariadelFiore sarcasm

Saturnalia Sauves,CharlottedeBeauneSemblançayde sayinglessthannecessary scandal

scapegoats mistakesinusing scarcity

Schimmel,Solomon Schleswig-Holstein Schopenhauer,Arthur: onbeingcheated oncombattingandcorrectingothers onenvy ongettingotherstorevealthemselves onintellect onaman’shandlingoftrifles onpolitenessandrudeness onself-interest onshowingangertowardothers onshowingdisdainforothers

Schiippach,Michael(theMountainDoctor) science

ScientificTheoryandReligion(Barnes) Scotland

inwarwithJapan

secretintelligence Seducer’sMirror seduction

workingontheheartsandmindsofothers seesaw,imageof Selassie,Haile SelectedFables(LaFontaine),seeLaFontaine,Jeande,fablesof self-consciousness self-control hurryingand self-creation self-discipline self-interestofothers,appealingto self-observation self-sacrifice sensationandscandal senses andcreatingcult serpentwithalongmemory,dealingwith Sertorius

SevenPillarsofWisdom(Lawrence) Sevigné,Marquisde sexuality Seymour,Jane Sforza,Lodovico Shadow Shah,Idries Shakespeare,William Shaw,GeorgeBernard sheep’sskin,imageof shepherd,strikingof Sherman,WilliamT. shieldofPerseus,imageof Shigemune,Itakura Sho-o,Takeno ShuChan Shuisky,Andrei Shuiskyfamily ShuKingdom Sicily Sicyon Siena,patronsaintof sight

seamlessblend

SecondPunicWar

silence

SimaYi

simplicity,increatingcult sincerity false selective single-mindedness Sinigaglia

SistineChapel Siu,R.G.H. skills Slack,John smokescreens “Snake,theFarmer,andtheHeron,The”(Africanfolktale) sneakacrosstheoceaninbroaddaylight socialcircles,fantasyofadventurevs. socialmovements socialskills

SocietiesofHarmony

Socrates Soderini,Piero Sodoma Soemon,Hoshino solitude solstice

Somuchdependsonreputation-guarditwithyourlife(Law5) sophistication sourceofpower,strikingat sour-grapesapproach SovietUnion Spain Balboaand Jewspersecutedin andsearchforElDorado Sparta warbetweenAthensand Spassky,Boris spectacles,creationof Spencer,W B Spenser,Edmund spiritofthetimes goingagainst payingattentionto sprezzatura spying

byothers,onyou onothers

squabbles,beingdrawninto Stalin,Joseph starsinthesky,imageof Stavisky,Serge Stendhal

steppingintoagreatman’sshoes Stetten,Baronvon Stevenson,RobertLouis Stirupwaterstocatchfish(Law39) stopping,aftervictory strategy,military StrategyoftheCrown StreetcarNamedDesire,A(Williams)

Striketheshepherdandthesheepwillscatter(Law42) style,changingtofitdifferentpeople SubtleRuse,The:TheBookofArabicWisdomandGuile.

“GodandAbraham,” “HowtoBroadcastNews,” “TheSultanandtheVizier,” success suckers: playingdumberthan typologyof seealsoconartists Sufiproverb “SultanandtheVizier,The”(TheSubtleRuse:TheBookofArabicWisdomandGuile) Sumatra sun,imageof Sung,Emperor SungYi SunPin Sun-tzu surrender suspense suspiciousman,dealingwith Suzutomo,Akimoto symbols imagesand Syracuse Tacitus

Tadakatsu,Sakai

T’aiTsung,Emperor talent makingagiftof andoutshiningmaster

TalesoftheDervishes(Shah) TalleyrandPérigord,Charles-Mauricede boarhuntand inconspiracyagainstNapoleon conversationalskillsof dishonestreputationof “effortless”accomplishmentsof Foucheand information-gatheringof Isabeyand JulyRevolutionand andNapoleon’sescapefromElba positivequalitiesof socialconnectionsof Tannyu,Kano tantrums taste,jokesabout teabowl teaceremony(Cha-no-yu) Teacher’sMirror teacup TempleofHealth tempo territory,formeetings Tesla,Nikola Testi,Fulvio theater,theatricality increatingcult timingand Themistocles

Theoctistus Theodora,Empress thicketofshrubs,imageof Thiers,Louis-Adolphe Thinkasyoulikebutbehavelikeothers(Law38) thirdeyeofthespy,imageof “Thirty-SixStrategies,The”(TheJapaneseArtofWar) Thoreau,HenryDavid Thucydides Thumb,Tom

thumbscrew,imageof thumbscrews

ThunderintheSky(Cleary,trans.) Thurber,James ThurberCarnival,The(Thurber)

Thurneisser,Leonhard Tiffany,Charles time end forced long timidity timing masteringtheartof tinywound,imageof Titian Tolstoy,Leo Tomyris,Queen

“Tortoise,theElephant,andtheHippopotamus,The”(Zaireanfable) tradition

TreasuryofJewishFolklore,A(Ausubel,ed.) TreatyofVersailles tricksandtechniques: concealmentof partialdisclosureof TrojanHorse,imageof “TroutandtheGudgeon,The”(Dodsley) truth,appealto Ts‘aoTs’ao Tsunehiro,Dainagon TuFu tulipomania

Turkey Turner,Aaron Turner,J.M.W. turningtheothercheek Tuscany 21Histories

“TwoAdventurers,The”(LaFontaine)

“TwoDogs,The”(Kriloff)

“TwoFrogs,The”(Aesop)

“TwoHorses,The”(Tolstoy) typesofpeople

Tyre

Uccello,Paolo unassuming,plain,andoftenunintelligentman,dealingwith unconventionalideas,flauntingof unhappyandunluckypeople,avoidingof uniqueness

unpredictability

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WaningoftheMiddleAges,The(Huizinga) warfare,strategyin Warhol,Andy Warner,JackL. Warnke,Martin WaroftheSpanishSuccession WaroftheThreeKingdoms Warrior’sMirror Washington,George “WaspandthePrince,The”(Indianfable) Watergate Waterloo,Battleof WaterMargin,The weaklinks weakness ofothers,discovering recoveryfrom transformingintopower workinghardand Wei wei-chi(go)

Weil,Joseph“YellowKid,” bankre-createdby Geeziland newsletterof Weisleder,Dr.(theMoonDoctorofBerlin)

Wellington,Dukeof Wellman,FrancisL. WesternUnion

Westinghouse,George

Whenaskingforhelp,appealtopeople’sself-interest,nevertotheirmercyorgratitude(Law13) “WhentheWatersWereChanged”(Shah) Whites,the,andtheBlacks Wilde,Oscar WilliamI,KingofPrussia Williams,Tennessee Wilson,Woodrow

Winthroughyouractions,neverthroughargument(Law9) withdrawal

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Londonbombingsin MacArthurin Parisliberationin

Wren,Christopher wrestlingmaster writers

Wu,Duke Wu,Empress(WuChao)

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Yeats,WilliamButler “YellowKid”Weil Yiddishfolktale Yorinobu Yoshimoto,General youngpeople YuHsiuSen Zaireanfable Zauditu,Empress zeitgeist Zelle,Margaretha(MataHari) Zeus ZhangYu

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