["One\tof\tthe\tfirst\tEuropean\twriters\tto\texpound\ton\tthis\tprinciple\tcame\tfrom\tthat most\t unnatural\t of\t environments,\t the\t Renaissance\t court.\t In\t The\t Book\t of\t the Courtier,\t published\t in\t 1528,\t Baldassare\t Castiglione\t describes\t the\t highly elaborate\tand\tcodified\tmanners\tof\tthe\tperfect\tcourt\tcitizen.\tAnd\tyet,\tCastiglione explains,\tthe\tcourtier\tmust\texecute\tthese\tgestures\twith\twhat\the\tcalls\tsprezzfltura, the\tcapacity\tto\tmake\tthe\tdifficult\tseem\teasy.\tHe\turges\tthe\tcourtier\tto\t\\\"practice\tin all\ttilings\ta\tcertain\tnonchalance\twhich\tconceals\tall artistry\t and\t makes\t whatever\t one\t says\t or\t does\t seem\t uncontrived\t and effortless.\u201c\t We\t all\t admire\t the\t achievement\t of\t some\t unusual\t feat,\t but\t if\t it\t is accomplished\t naturally\t and\t gracefully,\t our\t admiration\t increases\t tenfold \u201dwhereas\t...\tto\tlabor\tat\twhat\tone\tis\tdoing\tand\t...\tto\tmake\tbones\tover\tit,\tshows\tan extreme\t lack\t of\t grace\t and\t causes\t everything,\t whatever\t its\t worth,\t to\t be discounted.\\\" Much\t of\t the\t idea\t of\t sprezzatura\t came\t from\t the\t world\t of\t art.\t All\t the\t great Renaissance\t artists\t carefully\t kept\t their\t works\t under\t wraps.\t Only\t the\t finished masterpiece\t could\t be\t shown\t to\t the\t public.\t Michelangelo\t forbade\t even\t popes\t to view\t his\t work\t in\t process.\t A\t Renaissance\t artist\t was\t always\t careful\t to\t keep\t his studios\tshut\tto\tpatrons\tand\tpublic\talike,\tnot\tout\tof\tfear\tof\timitation,\tbut\tbecause to\t see\t the\t making\t of\t the\t works\t would\t mar\t the\t magic\t of\t dieir\t effect,\t and\t their studied\tatmosphere\tof\tease\tand\tnatural\tbeauty. The\t Renaissance\t painter\t Vasari,\t also\t the\t first\t great\t art\t critic,\t ridiculed\t the work\t of\t Paolo\t Uccello,\t who\t was\t obsessed\t with\t the\t laws\t of\t perspective.\t The effort\tUccello\tspent\ton\timproving\tthe\tappearance\tof\tperspective\twas\ttoo\tobvious in\this\tworkit\tmade\this\tpaintings\tugly\tand\tlabored,\toverwhelmed\tby\tthe\teffort\tof their\teffects.\tWe\thave\tthe\tsame\tresponse\twhen\twe\twatch\tperformers\twho\tput\ttoo much\teffort\tinto\tdieir\tact:\tSeeing\tthem\ttrying\tso\thard\tbreaks\tthe\tillusion.\tIt\talso makes\tus\tuncomfortable.\tCalm,\tgraceful\tperformers,\ton\tthe\todier\thand,\tset\tus\tat ease,\t creating\t the\t illusion\t that\t they\t are\t not\t acting\t but\t being\t natural\t and themselves,\teven\twhen\teverything\tthey\tare\tdoing\tinvolves\tlabor\tand\tpractice. The\tidea\tof\tsprezzfltura\tis\trelevant\tto\tall\tforms\tof\tpower,\tfor\tpower\tdepends vitally\ton\tappearances\tand\tthe\tillusions\tyou\tcreate.\tYour\tpublic\tactions\tare\tlike artworks:\tThey\tmust\thave\tvisual\tappeal,\tmust\tcreate\tanticipation,\teven\tentertain. When\tyou\treveal\tthe\tinner\tworkings\tof\tyour\tcreation,\tyou\tbecome\tjust\tone\tmore mortal\t among\t others.\t What\t is\t understandable\t is\t not\t awe-inspiringwe\t tell ourselves\t we\t could\t do\t as\t well\t if\t we\t had\t the\t money\t and\t time.\t Avoid\t the temptation\t of\t showing\t how\t clever\t you\t areit\t is\t far\t more\t clever\t to\t conceal\t the mechanisms\tof\tyour\tcleverness. Talleyrand's\tapplication\tof\tthis\tconcept\tto\this\tdaily\tlife\tgreatly\tenhanced\tthe aura\tof\tpower\tthat\tsurrounded\thim.\tHe\tnever\tliked\tto\twork\ttoo\thard,\tso\the\tmade","others\t do\t the\t work\t for\t himdie\t spying,\t the\t research,\t the\t detailed\t analyses.\t With all\t this\t labor\t at\t his\t disposal,\t he\t himself\t never\t seemed\t to\t strain.\t When\t his\t spies revealed\t that\t a\t certain\t event\t was\t about\t to\t take\t place,\t he\t would\t talk\t in\t social conversation\t as\t if\t he\t sensed\t its\t imminence.\t The\t result\t was\t that\t people\t thought he\twas\tclairvoyant.\tHis\tshort\tpithy\tstatements\tand\twitticisms\talways\tseemed\tto summarize\t a\t situation\t perfectly,\t but\t diey\t were\t based\t on\t much\t research\t and thought.\t To\t those\t in\t government,\t including\t Napoleon\t himself,\t Talleyrand\t gave the\t impression\t of\t immense\t poweran\t effect\t entirely\t dependent\t on\t the\t apparent ease\twith\twhich\the\taccomplished\this\tfeats. There\tis\tanother\treason\tfor\tconcealing\tyour\tshortcuts\tand\ttricks: When\t you\t let\t this\t information\t out,\t you\t give\t people\t ideas\t they\t can\t use against\t you.\t You\t lose\t the\t advantages\t of\t keeping\t silent.\t We\t tend\t to\t want\t the world\t to\t know\t what\t we\t have\t donewe\t want\t our\t vanity\t gratified\t by\t having\t our hard\t work\t and\t cleverness\t applauded,\t and\t we\t may\t even\t want\t sympathy\t for\t the hours\tit\thas\ttaken\tto\treach\tour\tpoint\tof\tartistry.\tLearn\tto\tcontrol\tthis\tpropensity to\tblab,\tfor\tits\teffect\tis\toften\tthe\topposite\tof\twhat\tyou\texpected.\tRemember:\tThe more\t mystery\t surrounds\t your\t actions,\t the\t more\t awesome\t your\t power\t seems. You\t appear\t to\t be\t die\t only\t one\t who\t can\t do\t what\t you\t doand\t the\t appearance\t of having\t an\t exclusive\t gift\t is\t immensely\t powerful.\t Finally,\t because\t you\t achieve your\taccomplishments\twith\tgrace\tand\tease,\tpeople\tbelieve\tthat\tyou\tcould\talways do\tmore\tif\tyou\ttried\tharder.\tThis\telicits\tnot\tonly\tadmiration\tbut\ta\ttouch\tof\tfear. Your\tpowers\tare\tuntappedno\tone\tcan\tfathom\ttheir\tlimits. Image:\t The\t Racehorse.\t From\t up\t close\t we\t would\t see\t the\t strain,\t the\t effort\t to control\tthe\thorse,\tthe\tlabored,\tpainful\tbreathing.\tBut\tfrom\tthe\tdistance\twhere\twe sit\t and\t watch,\t it\t is\t all\t gracefulness,\t flying\t through\t the\t air.\t Keep\t others\t at\t a distance\tand\tthey\twill\tonly\tsee\tthe\tease\twith\twhich\tyou\tmove. Authority:\t For\t whatever\t action\t [nonchalance]\t accompanies,\t no\t matter\t how trivial\tit\tis,\tit\tnot\tonly\treveals\tthe\tskill\tof\tthe\tperson\tdoing\tit\tbut\talso\tvery\toften causes\t it\t to\t be\t considered\t far\t greater\t than\t it\t really\t is.\t This\t is\t because\t it\t makes the\tonlookers\tbelieve\tthat\ta\tman\twho\tperforms\twell\twith\tso\tmuch\tfacility\tmust possess\teven\tgreater\tskill\tthan\the\tdoes.\t(Baldassare\tCastiglione,\t1478-1529) REVERSAL The\tsecrecy\twith\twhich\tyou\tsurround\tyour\tactions\tmust\tseem\tlighthearted\tin spirit.\t A\t zeal\t to\t conceal\t your\t work\t creates\t an\t unpleasant,\t almost\t paranoiac impression:\tyou\tare\ttaking\tthe\tgame\ttoo\tseriously.\tHoudini\twas\tcareful\tto\tmake the\t concealment\t of\t his\t tricks\t seem\t a\t game,\t all\t part\t of\t the\t show.\t Never\t show your\twork\tuntil\tit\tis\tfinished,\tbut\tif\tyou\tput\ttoo\tmuch\teffort\tinto\tkeeping\tit\tunder wraps\tyou\twill\tbe\tlike\tthe\tpainter\tPontormo,\twho\tspent\tthe\tlast\tyears\tof\this\tlife hiding\t his\t frescoes\t from\t the\t public\t eye\t and\t only\t succeeded\t in\t driving\t himself","mad.\tAlways\tkeep\tyour\tsense\tof\thumor\tabout\tyourself. There\tare\talso\ttimes\twhen\trevealing\tdie\tinner\tworkings\tof\tyour\tprojects\tcan prove\tworthwhile.\tIt\tall\tdepends\ton\tyour\taudience's\ttaste,\tand\ton the\t times\t in\t which\t you\t operate.\t P.\t T.\t Barnum\t recognized\t that\t his\t public wanted\tto\tfeel\tinvolved\tin\this\tshows,\tand\tthat\tunderstanding\this\ttricks\tdelighted them,\t pardy,\t perhaps,\t because\t implicitly\t debunking\t people\t who\t kept\t their sources\t of\t power\t hidden\t from\t the\t masses\t appealed\t to\t America's\t democratic spirit.\t The\t public\t also\t appreciated\t the\t showman's\t humor\t and\t honesty.\t Barnum took\t this\t to\t the\t extreme\t of\t publicizing\t his\t own\t humbug-gery\t in\t his\t popular autobiography,\twritten\twhen\this\tcareer\twas\tat\tits\theight. As\tlong\tas\tdie\tpartial\tdisclosure\tof\ttricks\tand\ttechniques\tis\tcarefully\tplanned, rather\t than\t the\t result\t of\t an\t uncontrollable\t need\t to\t blab,\t it\t is\t the\t ultimate\t in cleverness.\t It\t gives\t die\t audience\t the\t illusion\t of\t being\t superior\t and\t involved, even\twhile\tmuch\tof\twhat\tyou\tdo\tremains\tconcealed\tfrom\tthem.","48\tLaws\tof\tPower LAW\t31 CONTROL\tTHE\tOPTIONS: GET\tOTHERS\tTO\tPLAY\tWITH THE\tCARDS\tYOU\tDEAL JUDGMENT The\tbest\tdeceptions\tare\tthe\tones\tthat\tseem\tto\tgive\tthe\tother\tperson\ta\tchoice: Your\tvictims\tfeel\tthey\tare\tin\tcontrol,\tbut\tare\tactually\tyour\tpuppets.\tGive\tpeople options\t that\t come\t out\t in\t your\t favor\t whichever\t one\t they\t choose.\t Force\t them\t to make\tchoices\tbetween\tthe\tlesser\tof\ttwo\tevils,\tboth\tof\twhich\tserve\tyour\tpurpose. Put\tthem\ton\tthe\thorns\tof\ta\tdilemma:\tThey\tare\tgored\twherever\tthey\tturn. OBSERVANCE\tOF\tTHE\tLAW\tI From\t early\t in\t his\t reign,\t Ivan\t IV,\t later\t known\t as\t Ivan\t the\t Terrible,\t had\t to confront\t an\t unpleasant\t reality:\t The\t country\t desperately\t needed\t reform,\t but\t he lacked\t the\t power\t to\t push\t it\t through.\t The\t greatest\t limit\t to\t his\t authority\t came from\t the\t boyars,\t the\t Russian\t princely\t class\t that\t dominated\t the\t country\t and terrorized\tthe\tpeasantry. In\t1553,\tat\tthe\tage\tof\ttwenty-three,\tIvan\tfell\till.\tLying\tin\tbed,\tnearing\tdeath, he\t asked\t the\t boyars\t to\t swear\t allegiance\t to\t his\t son\t as\t the\t new\t czar.\t Some hesitated,\tsome\teven\trefused.\tThen\tand\tthere\tIvan\tsaw\the\thad\tno\tpower\tover\tthe boyars.\tHe\trecovered\tfrom\this\tillness,\tbut\the\tnever\tforgot\tthe\tlesson:\tThe\tboyars were\t out\t to\t destroy\t him.\t And\t indeed\t in\t the\t years\t to\t come,\t many\t of\t the\t most powerful\t of\t them\t defected\t to\t Russia's\t main\t enemies,\t Poland\t and\t Lithuania, where\tthey\tplotted\ttheir\treturn\tand\tthe\toverthrow\tof\tthe\tczar.\tEven\tone\tof\tIvan's closest\t friends,\t Prince\t Andrey\t Kurbski,\t suddenly\t turned\t against\t him,\t defecting to\tLithuania\tin\t1564,\tand\tbecoming\tthe\tstrongest\tof\tIvan's\tenemies. When\t Kurbski\t began\t raising\t troops\t for\t an\t invasion,\t the\t royal\t dynasty seemed\t suddenly\t more\t precarious\t than\t ever.\t With\t emigre\t nobles\t fomenting invasion\t from\t the\t west,\t Tartars\t bearing\t down\t from\t the\t east,\t and\t the\t boyars stirring\t up\t trouble\t within\t the\t country,\t Russia's\t vast\t size\t made\t it\t a\t nightmare\t to defend.\tIn\twhatever\tdirection\tIvan\tstruck,\the\twould\tleave\thimself\tvulnerable\ton the\t other\t side.\t Only\t if\t he\t had\t absolute\t power\t could\t he\t deal\t with\t this\t many- headed\tHydra.\tAnd\the\thad\tno\tsuch\tpower. Ivan\t brooded\t until\t the\t morning\t of\t December\t 3,\t 1564,\t when\t the\t citizens\t of","Moscow\tawoke\tto\ta\tstrange\tsight.\tHundreds\tof\tsleds\tfilled\tthe\tsquare\tbefore\tthe Kremlin,\tloaded\twith\tthe\tczar's\ttreasures\tand\twith\tprovisions\tfor\tthe\tentire\tcourt. They\t watched\t in\t disbelief\t as\t the\t czar\t and\t his\t court\t boarded\t the\t sleds\t and\t left town.\t Without\t explaining\t why,\t he\t established\t himself\t in\t a\t village\t south\t of Moscow.\t For\t an\t entire\t month\t a\t kind\t of\t terror\t gripped\t the\t capital,\t for\t the Muscovites\t feared\t that\t Ivan\t had\t abandoned\t them\t to\t the\t bloodthirsty\t boyars. Shops\tclosed\tup\tand\triotous\tmobs\tgathered\tdaily.\tFinally,\ton\tJanuary\t3\tof\t1565, a\tletter\tarrived\tfrom\tthe\tczar,\texplaining\tthat\the\tcould\tno\tlonger\tbear\tthe\tboyars' betrayals\tand\thad\tdecided\tto\tabdicate\tonce\tand\tfor\tall. Read\t aloud\t in\t public,\t the\t letter\t had\t a\t startling\t effect:\t Merchants\t and commoners\t blamed\t the\t boyars\t for\t Ivan's\t decision,\t and\t took\t to\t the\t streets, terrifying\tthe\tnobility\twith\ttheir\tfury.\tSoon\ta\tgroup\tof\tdelegates\trepresenting\tthe church,\t the\t princes,\t and\t the\t people\t made\t the\t journey\t to\t Ivan's\t village,\t and begged\tthe\tczar,\tin\tthe\tname\tof\tthe\tholy\tland\tof\tRussia,\tto\treturn\tto\tthe\tthrone. Ivan\t listened\t but\t would\t not\t change\t his\t mind.\t After\t days\t of\t hearing\t their\t pleas, however,\the\toffered\this\tsubjects\ta\tchoice:\tEither\tthey\tgrant\thim\tabsolute\tpowers to\tgovern\tas\the\tpleased,\twith\tno\tinterference\tfrom\tthe\tboyars,\tor\tthey\tfind\ta\tnew leader. Faced\twith\ta\tchoice\tbetween\tcivil\twar\tand\tthe\tacceptance\tof\tdespotic\tpower, almost\t every\t sector\t of\t Russian\t society\t \u201copted\u201d\t for\t a\t strong\t czar,\t calling\t for Ivan's\treturn\tto\tMoscow\tand\tthe\trestoration\tof\tlaw\tand\torder.\tIn The\t German\t Chancellor\t Bismarck,\t enraged\t at\t the\t constant\t criticisms\t from Rudolf\tVirchow\t(the\tGerman\tpathologist\tand\tliberal\tpolitician),\thad\this\tseconds call\t upon\t the\t scientist\t to\t challenge\t him\t to\t a\t duel.\t \u201cAs\t the\t challenged\t party,\t I have\tthe\tchoice\tof\tweapons,\t\u201d\tsaid\tVirchow,\t\u201cand\tI\tchoose\tthese.\t\u201d\tHe\theld\taloft two\t large\t and\t apparently\t identical\t sausages.\t \u201cOne\t of\t these,\u201d\t he\t went\t on,\t \u201cis infected\t with\t deadly\t germs;\t the\t other\t is\t perfectly\t sound.\t Let\t His\t Excellency decide\t which\t one\t he\t wishes\t to\t eat,\t and\t I\t will\t eat\t the\t other.\u201d\t A\t Imost immediately\t the\t message\t came\t back\t that\t the\t chancellor\t had\t decided\t to\t cancel the\tduel. the\tlittle,\tbrown\tbook\tof\tanecdotes,\tClifton\tFadiman,\thd.,\t1985 Once\tupon\ta\ttime\tthere\twas\ta\tking\tof\tArmenia,\twho,\tbeing\tof\ta\tcurious\tturn of\tmind\tand\tin\tneed\tof\tsome\tnew\tdiversion,\tsent\this\theralds\tthroughout\tthe\tland to\t make\t the\t following\t proclamation:\t \u201cHear\t this!\t Whatever\t man\t among\t you\t can prove\t himself\t the\t most\t outrageous\t liar\t in\t Armenia\t shall\t receive\t an\t apple\t made of\tpure\tgold\tfrom\tthe\thands\tof\tHis\tMajesty\tthe\tKing!\u201d\tPeople\tbegan\tto\tswarm\tto the\t palace\t from\t every\t town\t and\t hamlet\t in\t the\t country,\t people\t of\t all\t ranks\t and conditions,\tprinces,\tmerchants,\tfarmers,\tpriests,\trich\tand\tpoor,\ttall\tand\tshort,\tfat and\tthin.\tThere\twas\tno\tlack\tof\tliars\tin\tthe\tland,\tand\teach\tone\ttold\this\ttale\tto\tthe","king.\tA\truler,\thowever,\thas\theard\tpractically\tevery\tsort\tof\tlie,\tand\tnone\tof\tthose now\t told\t him\t convinced\t the\t king\t that\t he\t had\t listened\t to\t the\t best\t of\t them.\t The king\t was\t beginning\t to\t grow\t tired\t of\t his\t new\t sport\t and\t was\t thinking\t of\t calling the\t whole\t contest\t off\t without\t declaring\t a\t winner,\t when\t there\t appeared\t before him\t a\t poor,\t ragged\t man,\t carrying\t a\t large\t earthenware\t pitcher\t under\t his\t arm. \u201cWhat\tcan\tI\tdo\tfor\tyou\u201d\tasked\tHis\tMajesty.\t\u201cSire!\u201d\tsaid\tthe\tpoor\tman,\tslightly bewil- February,\t with\t much\t celebration,\t Ivan\t returned\t to\t Moscow.\t The\t Russians could\t no\t longer\t complain\t if\t he\t behaved\t dictatoriallythey\t had\t given\t him\t this power\tthemselves. Interpretation Ivan\t the\t Terrible\t faced\t a\t terrible\t dilemma:\t To\t give\t in\t to\t die\t boyars\t would lead\t to\t certain\t destruction,\t but\t civil\t war\t would\t bring\t a\t different\t kind\t of\t ruin. Even\tif\tIvan\tcame\tout\tof\tsuch\ta\twar\ton\ttop,\tdie\tcountry\twould\tbe\tdevastated\tand its\t divisions\t would\t be\t stronger\t dian\t ever.\t His\t weapon\t of\t choice\t in\t the\t past\t had been\t to\t make\t a\t bold,\t offensive\t move.\t Now,\t however,\t that\t kind\t of\t move\t would turn\t against\t himthe\t more\t boldly\t he\t confronted\t his\t enemies,\t die\t worse\t die reactions\the\twould\tspark. The\t main\t weakness\t of\t a\t show\t of\t force\t is\t that\t it\t stirs\t up\t resentment\t and eventually\t leads\t to\t a\t response\t that\t eats\t at\t your\t audiority\t Ivan,\t immensely creative\tin\tthe\tuse\tof\tpower,\tsaw\tclearly\tthat\tdie\tonly\tpadi\tto\tdie\tkind\tof\tvictory he\t wanted\t was\t a\t false\t wididrawal.\t He\t would\t not\t force\t the\t country\t over\t to\t his position,\t he\t would\t give\t it\t \u201coptions\u201d:\t eidier\t his\t abdication,\t and\t certain\t anarchy, or\this\taccession\tto\tabsolute\tpower.\tTo\tback\tup\this\tmove,\the\tmade\tit\tclear\tdiat\the preferred\t to\t abdicate:\t \u201cCall\t my\t bluff,\u201d\t he\t said,\t \u201cand\t watch\t what\t happens.\u201d\t No one\t called\t his\t bluff.\t By\t withdrawing\t for\t just\t a\t month,\t he\t showed\t the\t country\t a glimpse\tof\tdie\tnightmares\tthat\twould\tfollow\this\tabdicationTartar\tinvasions,\tcivil war,\t ruin.\t (All\t of\t these\t did\t eventually\t come\t to\t pass\t after\t Ivan's\t deadi,\t in\t the infamous\t\u201cTime\tof\tdie\tTroubles.\u201d) Withdrawal\t and\t disappearance\t are\t classic\t ways\t of\t controlling\t the\t options. You\tgive\tpeople\ta\tsense\tof\thow\tthings\twill\tfall\tapart\twithout\tyou,\tand\tyou\toffer diem\ta\t\u201cchoice\u201d:\tI\tstay\taway\tand\tyou\tsuffer\tdie\tconsequences,\tor\tI\treturn\tunder circumstances\tthat\tI\tdictate.\tIn\tthis\tmediod\tof\tcontrolling\tpeople's\toptions,\tthey choose\t the\t option\t that\t gives\t you\t power\t because\t die\t alternative\t is\t just\t too unpleasant.\t You\t force\t their\t hand,\t but\t indirecdy:\t They\t seem\t to\t have\t a\t choice. Whenever\t people\t feel\t tiiey\t have\t a\t choice,\t they\t walk\t into\t your\t trap\t diat\t much more\teasily. OBSERVANCE\tOF\tTHE\tLAW\tII As\ta\tseventeenth-century\tFrench\tcourtesan,\tNinon\tde\tLenclos\tfound\tdiat\ther","life\t had\t certain\t pleasures.\t Her\t lovers\t came\t from\t royalty\t and\t aristocracy,\t and diey\tpaid\ther\twell,\tentertained\ther\twitii\ttiieir\twit\tand\tintellect,\tsatisfied\ther\tradier demanding\t sensual\t needs,\t and\t treated\t her\t almost\t as\t an\t equal.\t Such\t a\t life\t was infinitely\t preferable\t to\t marriage.\t In\t 1643,\t however,\t Ninon's\t motiier\t died suddenly,\t leaving\t her,\t at\t the\t age\t of\t twenty-three,\t totally\t alone\t in\t the\t worldno family,\t no\t dowry,\t notiiing\t to\t fall\t back\t upon.\t A\t kind\t of\t panic\t overtook\t her\t and she\tentered\ta\tconvent,\tturning\ther\tback\ton\ther\tillustrious\tlovers.\tA\tyear\tlater\tshe left\t the\t convent\t and\t moved\t to\t Lyons.\t When\t she\t finally\t reappeared\t in\t Paris,\t in 1648,\tlovers\tand\tsuitors\tflocked\tto\ther\tdoor\tin\tgreater\tnumbers\ttiian\tever\tbefore, for\tshe\twas\tdie\twittiest\tand most\tspirited\tcourtesan\tof\tthe\ttime\tand\ther\tpresence\thad\tbeen\tgreatly\tmissed. Ninon's\tfollowers\tquickly\tdiscovered,\thowever,\tthat\tshe\thad\tchanged\ther\told way\t of\t doing\t things,\t and\t had\t set\t up\t a\t new\t system\t of\t options.\t The\t dukes, seigneurs,\t and\t princes\t who\t wanted\t to\t pay\t for\t her\t services\t could\t continue\t to\t do so,\t but\t they\t were\t no\t longer\t in\t controlshe\t would\t sleep\t with\t them\t when\t she wanted,\taccording\tto\ther\twhim.\tAll\ttheir\tmoney\tbought\tthem\twas\ta\tpossibility. If\tit\twas\ther\tpleasure\tto\tsleep\twith\tthem\tonly\tonce\ta\tmonth,\tso\tbe\tit. Those\t who\t did\t not\t want\t to\t be\t what\t Ninon\t called\t a\t payeur\t could\t join\t the large\t and\t growing\t group\t of\t men\t she\t called\t her\t martyrs\t men\t who\t visited\t her apartment\tprincipally\tfor\ther\tfriendship,\ther\tbiting\twit,\ther\tlute-playing,\tand\tthe company\t of\t the\t most\t vibrant\t minds\t of\t the\t period,\t including\t Moliere,\t La Rochefoucauld,\t and\t Saint-Evremond.\t The\t martyrs,\t too,\t however,\t entertained\t a possibility:\t She\t would\t regularly\t select\t from\t them\t a\t favori,\t a\t man\t who\t would become\t her\t lover\t without\t having\t to\t pay,\t and\t to\t whom\t she\t would\t abandon herself\t completely\t for\t as\t long\t as\t she\t so\t desireda\t week,\t a\t few\t months,\t rarely longer.\t A\t payeur\t could\t not\t become\t a\t favori,\t but\t a\t martyr\t had\t no\t guarantee\t of becoming\tone,\tand\tindeed\tcould\tremain\tdisappointed\tfor\tan\tentire\tlifetime.\tThe poet\t Charleval,\t for\t example,\t never\t enjoyed\t Ninon's\t favors,\t but\t never\t stopped coming\tto\tvisithe\tdid\tnot\twant\tto\tdo\twithout\ther\tcompany. As\t word\t of\t this\t system\t reached\t polite\t French\t society,\t Ninon\t became\t the object\t of\t intense\t hostility.\t Her\t reversal\t of\t the\t position\t of\t the\t courtesan scandalized\t the\t queen\t mother\t and\t her\t court.\t Much\t to\t their\t horror,\t however,\t it did\t not\t discourage\t her\t male\t suitorsindeed\t it\t only\t increased\t their\t numbers\t and intensified\t their\t desire.\t It\t became\t an\t honor\t to\t be\t a\t payeur,\t helping\t Ninon\t to maintain\t her\t lifestyle\t and\t her\t glittering\t salon,\t accompanying\t her\t sometimes\t to die\ttheater,\tand\tsleeping\twith\ther\twhen\tshe\tchose.\tEven\tmore\tdistinguished\twere the\t martyrs,\t enjoying\t her\t company\t without\t paying\t for\t it\t and\t maintaining\t the hope,\t however\t remote,\t of\t some\t day\t becoming\t her\t favori.\t That\t possibility spurred\t on\t many\t a\t young\t nobleman,\t as\t word\t spread\t that\t none\t among\t the","courtesans\t could\t surpass\t Ninon\t in\t the\t art\t of\t love.\t And\t so\t the\t married\t and\t the single,\tthe\told\tand\tthe\tyoung,\tentered\ther\tweb\tand\tchose\tone\tof\tthe\ttwo\toptions presented\tto\tthem,\tboth\tof\twhich\tamply\tsatisfied\ther. dered.\t\\\"Surely\tyou remember\tYou\towe me\ta\tpot\tof\tgold,\tand\tI have\tcome\tto collect\tit.\t\\\" \\\"You\tare\ta\tperfect\tliar, sir!\\\"\texclaimed\tthe king.\t\\\"I\towe\tyou\tno money!\\\" \u201cA\tperfect\tliar,\tam\tI\t\u201d said\tthe\tpoor\tman. \\\"\tThen\tgive\tme\tthe golden\tapple!\\\" The\tking,\trealizing\tthat the\tman\twas\ttrying\tto trick\thim,\tstarted\tto hedge. \\\"No,\tno!\tYou\tare\tnot\ta liar!\\\" \\\"Then\tgive\tme\tthe\tpot of\tgold\tyou\towe\tme, sire,\\\"\tsaid\tthe\tman. The\tking\tsaw\tthe dilemma.\tHe\thanded over\tthe\tgolden\tapple. armenian\tfolk-tales\tand\tfables,\tretold\tby\tCharles\tDowning,\t1993 Interpretation The\tlife\tof\tthe\tcourtesan\tentailed\tthe\tpossibility\tof\ta\tpower\tthat\twas\tdenied\ta married\t woman,\t but\t it\t also\t had\t obvious\t perils.\t The\t man\t who\t paid\t for\t the courtesan's\t services\t in\t essence\t owned\t her,\t determining\t when\t he\t could\t possess her\t and\t when,\t later\t on,\t he\t would\t abandon\t her.\t As\t she\t grew\t older,\t her\t options narrowed,\t as\t fewer\t men\t chose\t her.\t To\t avoid\t a\t life\t of\t poverty\t she\t had\t to\t amass her\t fortune\t while\t she\t was\t young.\t The\t courtesan's\t legendary\t greed,\t then, reflected\t a\t practical\t necessity,\t yet\t also\t lessened\t her\t allure,\t since\t the\t illusion\t of being\tdesired\tis\timportant\tto\tmen,\twho\tare\toften\talien- .\/.\t P.\t Morgan\t Sr.\t once\t told\t a\t jeweler\t of\t his\t acquaintance\t that\t he\t was","interested\t in\t buying\t a\t pearl\t scarf-pin.\t Just\t a\t few\t weeks\t later,\t the\t jeweler happened\tupon\ta\tmagnificent\tpearl.\tHe\thad\tit\tmounted\tin\tan\tappropriate\tsetting and\t sent\t it\t to\t Morgan,\t together\t with\t a\t bill\t for\t $5,000.\t The\t following\t day\t the package\t was\t returned.\t Morgan's\t accompanying\t note\t read:\t \u201c\/\t like\t the\t pin,\t but\t I don't\tlike\tthe\tprice.\tIf\tyou\twill\taccept\tthe\tenclosed\tcheck\tfor\t$4,000,\tplease\tsend back\t the\t box\t with\t the\t seal\t unbroken.\t \u201d\t The\t enraged\t jeweler\t refused\t the\t check and\t dismissed\t the\t messenger\t in\t disgust.\t He\t opened\t up\t the\t box\t to\t reclaim\t the unwanted\tpin,\tonly\tto\tfind\tthat\tit\thad\tbeen\tremoved.\tIn\tits\tplace\twas\ta\tcheck\tfor $5,000. the\tlittle,\tbrown book\tof\tanhcdoths, Clifton\tFadiman,\th,d., ated\t if\t their\t partner\t is\t too\t interested\t in\t their\t money.\t As\t the\t courtesan\t aged, then,\tshe\tfaced\ta\tmost\tdifficult\tfate. Ninon\t de\t Lenclos\t had\t a\t horror\t of\t any\t kind\t of\t dependence.\t She\t early\t on tasted\ta\tkind\tof\tequality\twith\ther\tlovers,\tand\tshe\twould\tnot\tsettle\tinto\ta\tsystem that\tleft\ther\tsuch\tdistasteful\toptions.\tStrangely\tenough,\tthe\tsystem\tshe\tdevised\tin its\t place\t seemed\t to\t satisfy\t her\t suitors\t as\t much\t as\t it\t did\t her.\t The\t payeurs\t may have\t had\t to\t pay,\t but\t the\t fact\t that\t Ninon\t would\t only\t sleep\t with\t them\t when\t she wanted\t to\t gave\t them\t a\t thrill\t unavailable\t with\t every\t other\t courtesan:\t She\t was yielding\t out\t of\t her\t own\t desire.\t The\t martyrs'\t avoidance\t of\t the\t taint\t of\t having\t to pay\t gave\t them\t a\t sense\t of\t superiority;\t as\t members\t of\t Ninon's\t fraternity\t of admirers,\tthey\talso\tmight\tsome\tday\texperience\tthe\tultimate\tpleasure\tof\tbeing\ther favori.\t Finally,\t Ninon\t did\t not\t force\t her\t suitors\t into\t either\t category.\t They\t could \u201cchoose\u201d\t which\t side\t they\t preferreda\t freedom\t that\t left\t them\t a\t vestige\t of masculine\tpride. Such\tis\tthe\tpower\tof\tgiving\tpeople\ta\tchoice,\tor\trather\tthe\tillusion\tof\tone,\tfor they\t are\t playing\t with\t cards\t you\t have\t dealt\t them.\t Where\t the\t alternatives\t set\t up by\t Ivan\t the\t Terrible\t involved\t a\t certain\t riskone\t option\t would\t have\t led\t to\t his losing\t his\t powerNinon\t created\t a\t situation\t in\t which\t every\t option\t redounded\t to her\tfavor.\tFrom\tthe\tpayeurs\tshe\treceived\tthe\tmoney\tshe\tneeded\tto\trun\ther\tsalon. And\t from\t the\t martyrs\t she\t gained\t the\t ultimate\t in\t power:\t She\t could\t surround herself\twith\ta\tbevy\tof\tadmirers,\ta\tharem\tfrom\twhich\tto\tchoose\ther\tlovers. The\tsystem,\tthough,\tdepended\ton\tone\tcritical\tfactor:\tthe\tpossibility,\thowever remote,\t that\t a\t martyr\t could\t become\t a\t favori.\t The\t illusion\t that\t riches,\t glory,\t or sensual\t satisfaction\t may\t someday\t fall\t into\t your\t victim's\t lap\t is\t an\t irresistible carrot\tto\tinclude\tin\tyour\tlist\tof\tchoices.\tThat\thope,\thowever\tslim,\twill\tmake\tmen accept\t die\t most\t ridiculous\t situations,\t because\t it\t leaves\t them\t the\t all-important option\t of\t a\t dream.\t The\t illusion\t of\t choice,\t married\t to\t the\t possibility\t of\t future","good\tfortune,\twill\tlure\tthe\tmost\tstubborn\tsucker\tinto\tyour\tglittering\tweb. KEYS\tTO\tPOWER Words\tlike\t\u201cfreedom,\u201d\t\u201coptions,\u201d\tand\t\u201cchoice\u201d\tevoke\ta\tpower\tof\tpossibility far\t beyond\t the\t reality\t of\t the\t benefits\t they\t entail.\t When\t examined\t closely,\t the choices\t we\t havein\t the\t marketplace,\t in\t elections,\t in\t our\t jobstend\t to\t have noticeable\tlimitations:\tThey\tare\toften\ta\tmatter\tof\ta\tchoice\tsimply\tbetween\tA\tand B,\t with\t the\t rest\t of\t the\t alphabet\t out\t of\t the\t picture.\t Yet\t as\t long\t as\t the\t faintest mirage\t of\t choice\t flickers\t on,\t we\t rarely\t focus\t on\t the\t missing\t options.\t We \u201cchoose\u201d\t to\t believe\t that\t the\t game\t is\t fair,\t and\t that\t we\t have\t our\t freedom.\t We prefer\tnot\tto\tthink\ttoo\tmuch\tabout\tthe\tdepth\tof\tour\tliberty\tto\tchoose. This\tunwillingness\tto\tprobe\tthe\tsmallness\tof\tour\tchoices\tstems\tfrom\tthe\tfact that\ttoo\tmuch\tfreedom\tcreates\ta\tkind\tof\tanxiety.\tThe\tphrase\t\u201cunlimited\toptions\u201d sounds\t infinitely\t promising,\t but\t unlimited\t options\t would\t actually\t paralyze\t us and\tcloud\tour\tability\tto\tchoose.\tOur\tlimited\trange\tof\tchoices\tcomforts\tus. This\t supplies\t the\t clever\t and\t cunning\t with\t enormous\t opportunities\t for deception.\t For\t people\t who\t are\t choosing\t between\t alternatives\t find\t it\t hard\t to believe\t they\t are\t being\t manipulated\t or\t deceived;\t they\t cannot\t see\t that\t you\t are allowing\t them\t a\t small\t amount\t of\t free\t will\t in\t exchange\t for\t a\t much\t more powerful\t imposition\t of\t your\t own\t will.\t Setting\t up\t a\t narrow\t range\t of\t choices, then,\t should\t always\t be\t a\t part\t of\t your\t deceptions.\t There\t is\t a\t saying:\t If\t you\t can get\tthe\tbird\tto\twalk\tinto\tthe\tcage\ton\tits\town,\tit\twill\tsing\tthat\tmuch\tmore\tprettily. The\t following\t are\t among\t the\t most\t common\t forms\t of\t \u201ccontrolling\t the options\u201d: Color\t the\t Choices.\t This\t was\t a\t favored\t technique\t of\t Henry\t Kissinger.\t As President\tRichard\tNixon's\tsecretary\tof\tstate,\tKissinger\tconsidered\thimself\tbetter informed\t than\t his\t boss,\t and\t believed\t that\t in\t most\t situations\t he\t could\t make\t the best\tdecision\ton\this\town.\tBut\tif\the\ttried\tto\tdetermine\tpolicy,\the\twould\toffend\tor perhaps\tenrage\ta\tnotoriously\tinsecure\tman.\tSo\tKissinger\twould\tpropose\tthree\tor four\tchoices\tof\taction\tfor\teach\tsituation,\tand\twould\tpresent\tthem\tin\tsuch\ta\tway that\tthe\tone\the\tpreferred\talways\tseemed\tthe\tbest\tsolution\tcompared\tto\tthe\tothers. Time\t after\t time,\t Nixon\t fell\t for\t the\t bait,\t never\t suspecting\t that\t he\t was\t moving where\t Kissinger\t pushed\t him.\t This\t is\t an\t excellent\t device\t to\t use\t on\t the\t insecure master. Force\t the\t Resister.\t One\t of\t the\t main\t problems\t faced\t by\t Dr.\t Milton\t H.\t Er- ickson,\ta\tpioneer\tof\thypnosis\ttherapy\tin\tthe\t1950s,\twas\tthe\trelapse.\tHis\tpatients might\t seem\t to\t be\t recovering\t rapidly,\t but\t their\t apparent\t susceptibility\t to\t the therapy\t masked\t a\t deep\t resistance:\t They\t would\t soon\t relapse\t into\t old\t habits, blame\t the\t doctor,\t and\t stop\t coming\t to\t see\t him.\t To\t avoid\t this,\t Erick-son\t began ordering\tsome\tpatients\tto\thave\ta\trelapse,\tto\tmake\tthemselves\tfeel\tas\tbad\tas\twhen","they\t first\t came\t into\t go\t back\t to\t square\t one.\t Faced\t with\t this\t option,\t the\t patients would\t usually\t \u201cchoose\u201d\t to\t avoid\t the\t relapse\t which,\t of\t course,\t was\t what Erickson\treally\twanted. This\t is\t a\t good\t technique\t to\t use\t on\t children\t and\t other\t willful\t people\t who enjoy\tdoing\tthe\topposite\tof\twhat\tyou\task\tthem\tto:\tPush\tthem\tto\t\u201cchoose\u201d\twhat you\twant\tthem\tto\tdo\tby\tappearing\tto\tadvocate\tthe\topposite. Alter\tthe\tPlaying\tField.\tIn\tthe\t1860s,\tJohn\tD.\tRockefeller\tset\tout\tto\tcreate\tan oil\tmonopoly.\tIf\the\ttried\tto\tbuy\tup\tthe\tsmaller\toil\tcompanies\tthey\twould\tfigure out\twhat\the\twas\tdoing\tand\tfight\tback.\tInstead,\the\tbegan\tse-credy\tbuying\tup\tthe railway\tcompanies\tthat\ttransported\tthe\toil.\tWhen\the\tthen\tattempted\tto\ttake\tover a\t particular\t company,\t and\t met\t with\t resistance,\t he\t reminded\t diem\t of\t their dependence\t on\t the\t rails.\t Refusing\t them\t shipping,\t or\t simply\t raising\t their\t fees, could\t ruin\t their\t business.\t Rockefeller\t altered\t the\t playing\t field\t so\t that\t die\t only options\tthe\tsmall\toil\tproducers\thad\twere\tdie\tones\the\tgave\tdiem. In\t this\t tactic\t your\t opponents\t know\t their\t hand\t is\t being\t forced,\t but\t it\t doesn't matter.\tThe\ttechnique\tis\teffective\tagainst\tthose\twho\tresist\tat\tall\tcosts. The\t Shrinking\t Options.\t The\t late-nineteenth-century\t art\t dealer\t Am-broise VoUard\tperfected\tthis\ttechnique. Customers\t would\t come\t to\t Vollard's\t shop\t to\t see\t some\t Cezannes.\t He\t would show\t three\t paintings,\t neglect\t to\t mention\t a\t price,\t and\t pretend\t to\t doze\t off.\t The visitors\t would\t have\t to\t leave\t without\t deciding.\t They\t would\t usually\t come\t back the\tnext\tday\tto\tsee\tthe\tpaintings\tagain,\tbut\tthis\ttime\tVollard\twould\tpull\tout\tless interesting\t works,\t pretending\t he\t thought\t they\t were\t the\t same\t ones.\t The\t baffled customers\twould\tlook\tat\tthe\tnew\tofferings,\tleave\tto\tthink\tthem\tover,\tand\treturn yet\t again.\t Once\t again\t the\t same\t thing\t would\t happen:\t Vollard\t would\t show paintings\t of\t lesser\t quality\t still.\t Finally\t the\t buyers\t would\t realize\t they\t had\t better grab\twhat\the\twas\tshowing\tthem,\tbecause\ttomorrow\tthey\twould\thave\tto\tsettle\tfor something\tworse,\tperhaps\tat\teven\thigher\tprices. A\t variation\t on\t this\t technique\t is\t to\t raise\t the\t price\t every\t time\t the\t buyer hesitates\tand\tanother\tday\tgoes\tby.\tThis\tis\tan\texcellent\tnegotiating\tploy\tto\tuse\ton the\tchronically\tindecisive,\twho\twill\tfall\tfor\tthe\tidea\tthat\tthey\tare\tgetting\ta\tbetter deal\ttoday\tthan\tif\tthey\twait\ttill\ttomorrow. The\t Weak\t Man\t on\t the\t Precipice.\t The\t weak\t are\t the\t easiest\t to\t maneuver\t by controlling\t their\t options.\t Cardinal\t de\t Retz,\t die\t great\t seventeenth-century provocateur,\t served\t as\t an\t unofficial\t assistant\t to\t the\t Duke\t of\t Orleans,\t who\t was notoriously\t indecisive.\t It\t was\t a\t constant\t struggle\t to\t convince\t the\t duke\t to\t take actionhe\t would\t hem\t and\t haw,\t weigh\t the\t options,\t and\t wait\t till\t the\t last\t moment, giving\teveryone\taround\thim\tan\tulcer.\tBut\tRetz\tdiscovered\ta\tway\tto\thandle\thim: He\t would\t describe\t all\t sorts\t of\t dangers,\t exaggerating\t them\t as\t much\t as\t possible,","until\tthe\tduke\tsaw\ta\tyawning\tabyss\tin\tevery\tdirection\texcept\tone:\tthe\tone\tRetz was\tpushing\thim\tto\ttake. This\ttactic\tis\tsimilar\tto\t\u201cColor\tthe\tChoices,\u201d\tbut\twidi\tthe\tweak\tyou\thave\tto be\t more\t aggressive.\t Work\t on\t their\t emotionsuse\t fear\t and\t terror\t to\t propel\t them into\taction.\tTry\treason\tand\tthey\twill\talways\tfind\ta\tway\tto\tprocrastinate. Brothers\t in\t Crime.\t This\t is\t a\t classic\t con-artist\t technique:\t You\t attract\t your victims\t to\t some\t criminal\t scheme,\t creating\t a\t bond\t of\t blood\t and\t guilt\t between you.\tThey\tparticipate\tin\tyour\tdeception,\tcommit\ta\tcrime\t(or\tthink\tthey\tdosee\tthe story\t of\t Sam\t Geezil\t in\t Law\t 3),\t and\t are\t easily\t manipulated.\t Serge\t Stavisky,\t the great\t French\t con\t artist\t of\t the\t 1920s,\t so\t entangled\t the\t government\t in\t his\t scams and\t swindles\t that\t die\t state\t did\t not\t dare\t to\t prosecute\t him,\t and\t \u201cchose\u201d\t to\t leave him\t alone.\t It\t is\t often\t wise\t to\t implicate\t in\t your\t deceptions\t the\t very\t person\t who can\tdo\tyou\tthe\tmost\tharm\tif\tyou\tfail.\tTheir\tinvolvement\tcan\tbe\tsubtieeven\ta\thint of\ttheir\tinvolvement\twill\tnarrow\ttheir\toptions\tand\tbuy\ttheir\tsilence. The\t Horns\t of\t a\t Dilemma.\t This\t idea\t was\t demonstrated\t by\t General\t William Sherman's\t infamous\t march\t through\t Georgia\t during\t the\t American\t Civil\t War. Although\tthe\tConfederates\tknew\twhat\tdirection\tSherman\twas heading\tin,\tthey\tnever\tknew\tif\the\twould\tattack\tfrom\tthe\tleft\tor\tthe\tright,\tfor he\tdivided\this\tarmy\tinto\ttwo\twingsand\tif\tthe\trebels\tretreated\tfrom\tone\twing\tthey found\tthemselves\tfacing\tthe\tother.\tThis\tis\ta\tclassic\ttrial\tlawyer's\ttechnique:\tThe lawyer\t leads\t the\t witnesses\t to\t decide\t between\t two\t possible\t explanations\t of\t an event,\tboth\tof\twhich\tpoke\ta\thole\tin\ttheir\tstory.\tThey\thave\tto\tanswer\tthe\tlawyer's questions,\tbut\twhatever\tthey\tsay\tthey\thurt\tthemselves.\tThe\tkey\tto\tthis\tmove\tis\tto strike\t quickly:\t Deny\t the\t victim\t the\t time\t to\t think\t of\t an\t escape.\t As\t they\t wriggle between\tthe\thorns\tof\tthe\tdilemma,\tthey\tdig\ttheir\town\tgrave. Understand:\tIn\tyour\tstruggles\twith\tyour\trivals,\tit\twill\toften\tbe\tnecessary\tfor you\tto\thurt\tmem.\tAnd\tif\tyou\tare\tclearly\tthe\tagent\tof\ttheir\tpunishment,\texpect\ta counterattackexpect\t revenge.\t If,\t however,\t they\t seem\t to\t themselves\t to\t be\t the agents\tof\ttheir\town\tmisfortune,\tthey\twill\tsubmit\tquietly.\tWhen\tIvan\tleft\tMoscow for\t his\t rural\t village,\t the\t citizens\t asking\t him\t to\t return\t agreed\t to\t his\t demand\t for absolute\tpower.\tOver\tthe\tyears\tto\tcome,\tthey\tresented\thim\tless\tfor\tthe\tterror\the unleashed\t on\t the\t country,\t because,\t after\t all,\t they\t had\t granted\t him\t his\t power themselves.\t This\t is\t why\t it\t is\t always\t good\t to\t allow\t your\t victims\t their\t choice\t of poison,\tand\tto\tcloak\tyour\tinvolvement\tin\tproviding\tit\tto\tthem\tas\tfar\tas\tpossible. Image:\t The\t Horns\t ofthe\t Bull.\t The\t bullbacks\t you\t into\t the\t corner\t with\t its hornsnota\tsingle\thorn,\twhich\tyoumight\tbe\table\tto\tescape,\tbut\ta\tpair\tof\thornsthat trap\t you\t within\t theirhold.\t Run\t right\t or\t runlefteither\t way\t youmove\t into\t their piercingends\tand\tare\tgored. Authority:\t For\t the\t wounds\t and\t every\t other\t evil\t that\t men\t inflict\t upon","themselves\t spontaneously,\t and\t of\t their\t own\t choice,\t are\t in\t the\t long\t run\t less painful\tthan\tthose\tinflicted\tby\tothers.\t(Niccolo\tMachiavelli,\t1469-1527) REVERSAL Controlling\t the\t options\t has\t one\t main\t purpose:\t to\t disguise\t yourself\t as\t the agent\t of\t power\t and\t punishment.\t The\t tactic\t works\t best,\t then,\t for\t tiiose\t whose power\tis\tfragile,\tand\twho\tcannot\toperate\ttoo\topenly\twithout\tincurring\tsuspicion, resentment,\t and\t anger.\t Even\t as\t a\t general\t rule,\t however,\t it\t is\t rarely\t wise\t to\t be seen\t as\t exerting\t power\t directly\t and\t forcefully,\t no\t matter\t how\t secure\t or\t strong you\tare.\tIt\tis\tusually\tmore\telegant\tand\tmore\teffective\tto\tgive\tpeople\tthe\tillusion of\tchoice. On\t the\t other\t hand,\t by\t limiting\t other\t people's\t options\t you\t sometimes\t limit your\t own.\t There\t are\t situations\t in\t which\t it\t is\t to\t your\t advantage\t to\t allow\t your rivals\ta\tlarge\tdegree\tof\tfreedom:\tAs\tyou\twatch\tthem\toperate,\tyou\tgive\tyourself rich\t opportunities\t to\t spy,\t gather\t information,\t and\t plan\t your\t deceptions.\t The nineteentii-century\tbanker\tJames\tRothschild\tliked\tthis\tmethod:\tHe\tfelt\tthat\tif\the tried\t to\t control\t his\t opponents'\t movements,\t he\t lost\t the\t chance\t to\t observe\t their strategy\tand\tplan\ta\tmore\teffective\tcourse.\tThe\tmore\tfreedom\the\tallowed\tthem\tin the\tshort\tterm,\tthe\tmore\tforcefully\the\tcould\tact\tagainst\tthem\tin\tthe\tlong\trun.","48\tLaws\tof\tPower LAW\t32 PLAY\tTO\tPEOPLE'S\tFANTASIES JUDGMENT The\ttruth\tis\toften\tavoided\tbecause\tit\tis\tugly\tand\tunpleasant.\tNever\tappeal\tto truth\t and\t reality\t unless\t you\t are\t prepared\t for\t the\t anger\t that\t comes\t from disenchantment.\t Life\t is\t so\t harsh\t and\t distressing\t that\t people\t who\t can manufacture\t romance\t or\t conjure\t up\t fantasy\t are\t like\t oases\t in\t the\t desert: Everyone\tflocks\tto\tthem.\tThere\tis\tgreat\tpower\tin\ttapping\tinto\tthe\tfantasies\tof\tthe masses. I\tIIK\tITNKUAI.\tOF\tTIIK\tI.IONKSS The\t lion\t having\t suddenly\t lost\t his\t queen,\t every\t one\t hastened\t to\t show allegiance\t to\t the\t monarch,\t by\t offering\t consolation.\t These\t compliments,\t alas, served\tbut\tto\tincrease\tthe\twidower's\taffliction.\tDue\tnotice\twas\tgiven\tthroughout the\tkingdom\tthat\tthe\tfuneral\twould\tbe\tperformed\tat\ta\tcertain\ttime\tand\tplace;\tthe lion's\t officers\t were\t ordered\t to\t be\t in\t attendance,\t to\t regulate\t the\t ceremony,\t and place\t the\t company\t according\t to\t their\t respective\t rank.\t One\t may\t well\t judge\t no one\t absented\t himself.\t The\t monarch\t gave\t way\t to\t his\t grief,\t and\t the\t whole\t cave, lions\t having\t no\t other\t temples,\t resounded\t with\t his\t cries.\t After\t his\t example,\t all the\t courtiers\t roared\t in\t their\t different\t tones.\t A\t court\t is\t the\t sort\t of\t place\t where everyone\t is\t either\t sorrowful,\t gay,\t or\t indifferent\t to\t everything,\t just\t as\t the reigning\t prince\t may\t think\t fit;\t or\t if\t any\t one\t is\t not\t actually,\t he\t at\t least\t tries\t to appear\t so;\t each\t endeavors\t to\t mimic\t the\t master.\t It\t is\t truly\t said\t that\t one\t mind animates\t a\t thousand\t bodies,\t clearly\t showing\t that\t human\t beings\t are\t mere machines.\t But\t let\t us\t return\t to\t our\t subject.\t The\t stag\t alone\t shed\t no\t tears.\t How could\the,\tforsooth\tThe\tdeath\tof\tthe\tqueen\tavenged\thim;\tshe\thad OBSERVANCE\tOF\tTHE\tLAW The\tcity-state\tof\tVenice\twas\tprosperous\tfor\tso\tlong\tthat\tits\tcitizens\tfelt\ttheir small\trepublic\thad\tdestiny\ton\tits\tside.\tIn\tthe\tMiddle\tAges\tand\tHigh\tRenaissance, its\t virtual\t monopoly\t on\t trade\t to\t the\t east\t made\t it\t die\t wealthiest\t city\t in\t Europe. Under\ta\tbeneficent\trepublican\tgovernment,\tVenetians\tenjoyed\tliberties\tthat\tfew other\t Italians\t had\t ever\t known.\t Yet\t in\t the\t sixteenth\t century\t dieir\t fortunes suddenly\t changed.\t The\t opening\t of\t the\t New\t World\t transferred\t power\t to\t die Atiantic\t side\t of\t Europeto\t die\t Spanish\t and\t Portuguese,\t and\t later\t the\t Dutch\t and","English.\t Venice\t could\t not\t compete\t economically\t and\t its\t empire\t gradually dwindled.\t The\t final\t blow\t was\t the\t devastating\t loss\t of\t a\t prized\t Mediterranean possession,\tthe\tisland\tof\tCyprus,\tcaptured\tfrom\tVenice\tby\tdie\tTurks\tin\t1570. Now\t noble\t families\t went\t broke\t in\t Venice,\t and\t banks\t began\t to\t fold.\t A\t kind of\t gloom\t and\t depression\t setded\t over\t die\t citizens.\t They\t had\t known\t a\t glittering pasthad\t eidier\t lived\t through\t it\t or\t heard\t stories\t about\t it\t from\t their\t elders.\t The closeness\t of\t the\t glory\t years\t was\t humiliating.\t The\t Venetians\t half\t believed\t diat die\t goddess\t Fortune\t was\t only\t playing\t a\t joke\t on\t them,\t and\t that\t die\t old\t days would\tsoon\treturn.\tFor\tthe\ttime\tbeing,\ttiiough,\twhat\tcould\tthey\tdo In\t1589\trumors\tbegan\tto\tswirl\taround\tVenice\tof\tthe\tarrival\tnot\tfar\taway\tof\ta mysterious\tman\tcalled\t\u201cII\tBragadino,\u201d\ta\tmaster\tof\talchemy,\ta\tman\twho\thad\twon incredible\t wealtii\t through\t his\t ability,\t it\t was\t said,\t to\t multiply\t gold\t through\t die use\tof\ta\tsecret\tsubstance.\tThe\trumor\tspread\tquickly\tbecause\ta\tfew\tyears\tearlier, a\tVenetian\tnobleman\tpassing\tthrough\tPoland\thad\theard\ta\tlearned\tman\tprophesy that\tVenice\twould\trecover\ther\tpast\tglory\tand\tpower\tif\tshe\tcould\tfind\ta\tman\twho understood\t die\t alchemic\t art\t of\t manufacturing\t gold.\t And\t so,\t as\t word\t reached Venice\t of\t die\t gold\t this\t Bragadino\t possessedhe\t clinked\t gold\t coins\t continuously in\this\thands,\tand\tgolden\tobjects\tfilled\this\tpalacesome\tbegan\tto\tdream:\tThrough him,\ttheir\tcity\twould\tprosper\tagain. Members\t of\t Venice's\t most\t important\t noble\t families\t accordingly\t went togetiier\tto\tBrescia,\twhere\tBragadino\tlived.\tThey\ttoured\this\tpalace\tand\twatched in\tawe\tas\the\tdemonstrated\this\tgold-making\tabilities,\ttaking\ta\tpinch\tof\tseemingly worthless\t minerals\t and\t transforming\t it\t into\t several\t ounces\t of\t gold\t dust.\t The Venetian\tsenate\tprepared\tto\tdebate\tthe\tidea\tof\textending\tan\tofficial\tinvitation\tto Bragadino\t to\t stay\t in\t Venice\t at\t the\t city's\t expense,\t when\t word\t suddenly\t reached them\t that\t they\t were\t competing\t with\t the\t Duke\t of\t Mantua\t for\t his\t services.\t They heard\t of\t a\t magnificent\t party\t in\t Bragadino's\t palace\t for\t the\t duke,\t featuring garments\twith\tgolden\tbuttons,\tgold\twatches,\tgold\tplates,\tand\ton\tand\ton.\tWorried they\t might\t lose\t Bragadino\t to\t Mantua,\t die\t senate\t voted\t almost\t unanimously\t to invite\thim\tto\tVenice,\tpromising\t him\tthe\t mountain\tof\t money\the\twould\tneed\tto continue\tliving\tin\this\tluxurious\tstylebut\tonly\tif\the\tcame\tright\taway. Late\tthat\tyear\tdie\tmysterious\tBragadino\tarrived\tin\tVenice.\tWith\this\tpiercing dark\t eyes\t under\t thick\t brows,\t and\t the\t two\t enormous\t black\t mastiffs\t diat accompanied\t him\t everywhere,\t he\t was\t forbidding\t and\t impressive.\t He\t took\t up residence\tin\ta\tsumptuous\tpalace\ton\tthe\tisland\tof\tthe\tGiudecca, with\t the\t republic\t funding\t his\t banquets,\t his\t expensive\t clothes,\t and\t all\t his other\twhims.\tA\tkind\tof\talchemy\tfever\tspread\tthrough\tVenice.\tOn\tstreet\tcorners, hawkers\t would\t sell\t coal,\t distilling\t apparatus,\t bellows,\t how-to\t books\t on\t the subject.\tEveryone\tbegan\tto\tpractice\talchemyeveryone\texcept\tBragadino.","The\talchemist\tseemed\tto\tbe\tin\tno\thurry\tto\tbegin\tmanufacturing\tthe\tgold\tthat would\t save\t Venice\t from\t ruin.\t Strangely\t enough\t this\t only\t increased\t his popularity\t and\t following;\t people\t thronged\t from\t all\t over\t Europe,\t even\t Asia,\t to meet\t this\t remarkable\t man.\t Months\t went\t by,\t with\t gifts\t pouring\t in\t to\t Bragadino from\tall\tsides.\tStill\the\tgave\tno\tsign\tof\tthe\tmiracle\tthat\tthe\tVenetians\tconfidently expected\t him\t to\t produce.\t Eventually\t the\t citizens\t began\t to\t grow\t impatient, wondering\t if\t he\t would\t wait\t forever.\t At\t first\t the\t senators\t warned\t them\t not\t to hurry\t himhe\t was\t a\t capricious\t devil,\t who\t needed\t to\t be\t cajoled.\t Finally,\t though, the\tnobility\tbegan\tto\twonder\ttoo,\tand\tthe\tsenate\tcame\tunder\tpressure\tto\tshow\ta return\ton\tthe\tcity's\tballooning\tinvestment. Bragadino\t had\t only\t scorn\t for\t die\t doubters,\t but\t he\t responded\t to\t them.\t He had,\t he\t said,\t already\t deposited\t in\t the\t city's\t mint\t the\t mysterious\t substance\t with which\t he\t multiplied\t gold.\t He\t could\t use\t this\t substance\t up\t all\t at\t once,\t and produce\tdouble\tthe\tgold,\tbut\tthe\tmore\tslowly\tthe\tprocess\ttook\tplace,\tthe\tmore\tit would\tyield.\tIf\tleft\talone\tfor\tseven\tyears,\tsealed\tin\ta\tcasket,\tthe\tsubstance\twould multiply\t the\t gold\t in\t the\t mint\t thirty\t times\t over.\t Most\t of\t the\t senators\t agreed\t to wait\t to\t reap\t the\t gold\t mine\t Bragadino\t promised.\t Others,\t however,\t were\t angry: seven\t more\t years\t of\t this\t man\t living\t royally\t at\t the\t public\t trough!\t And\t many\t of the\t common\t citizens\t of\t Venice\t echoed\t these\t sentiments.\t Finally\t the\t alchemist's enemies\tdemanded\the\tproduce\ta\tproof\tof\this\tskills:\ta\tsubstantial\tamount\tof\tgold, and\tsoon. Lofty,\tapparently\tdevoted\tto\this\tart,\tBragadino\tresponded\tthat\tVenice,\tin\tits impatience,\t had\t betrayed\t him,\t and\t would\t therefore\t lose\t his\t services.\t He\t left town,\tgoing\tfirst\tto\tnearby\tPadua,\tthen,\tin\t1590,\tto\tMunich,\tat\tthe\tinvitation\tof the\tDuke\tof\tBavaria,\twho,\tlike\tthe\tentire\tcity\tof\tVenice,\thad\tknown\tgreat\twealth but\t had\t fallen\t into\t bankruptcy\t through\t his\t own\t profligacy,\t and\t hoped\t to\t regain his\tfortune\tthrough\tthe\tfamous\talchemist's\tservices.\tAnd\tso\tBragadino\tresumed the\t comfortable\t arrangement\t he\t had\t known\t in\t Venice,\t and\t the\t same\t pattern repeated\titself. Interpretation The\t young\t Cypriot\t Mamugna\t had\t lived\t in\t Venice\t for\t several\t years\t before reincarnating\thimself\tas\tthe\talchemist\tBragadino.\tHe\tsaw\thow\tgloom\thad\tsettled on\t the\t city,\t how\t everyone\t was\t hoping\t for\t a\t redemption\t from\t some\t indefinite source.\tWhile\tother\tcharlatans\tmastered\teveryday\tcons\tbased\ton\tsleight\tof\thand, Mamugna\t mastered\t human\t nature.\t With\t Venice\t as\t his\t target\t from\t the\t start,\t he traveled\t abroad,\t made\t some\t money\t through\t his\t alchemy\t scams,\t and\t then returned\tto\tItaly,\tsetting\tup\tshop\tin\tBrescia.\tThere\the\tcreated\ta\treputation\tthat\the knew\twould\tspread\tto\tVenice.\tFrom\ta\tdistance,\tin\tfact,\this\taura\tof\tpower\twould be\tall\tthe\tmore\timpressive.\tAt\tfirst\tMamugna\tdid\tnot\tuse\tvulgar\tdemonstrations","to\tconvince\tpeo- formerly\t strangled\t his\t wife\t and\t son.\t A\t courtier\t thought\t fit\t to\t inform\t the bereaved\tmonarch,\tand\teven\taffirmed\tthat\the\thad\tseen\tthe\tstag\tlaugh.\tThe\trage of\t a\t king,\t says\t Solomon,\t is\t terrible,\t and\t especially\t that\t of\t a\t lion-king.\t \u201cPitiful forester!\u201d\t he\t exclaimed,\t \u201cdarest\t thou\t laugh\t when\t all\t around\t are\t dissolved\t in tears\t We\t will\t not\t soil\t our\t royal\t claws\t with\t thy\t profane\t blood!\t Do\t thou,\t brave wolf,\tavenge\tour\tqueen,\tby\timmolating\tthis\ttraitor\tto\ther\taugust\tmanes.\u201d Hereupon\tthe\tstag\treplied:\t\u201cSire,\tthe\ttime\tfor\tweeping\tis\tpassed;\tgrief\tis\there superfluous.\tYour\trevered\tspouse\tappeared\tto\tme\tbut\tnow,\treposing\ton\ta\tbed\tof roses;\t I\t instantly\t recognized\t her.\t 'Friend,'\t said\t she\t to\t me,\t 'have\t done\t with\t this funereal\tpomp,\tcease\tthese\tuseless\ttears.\tI\thave\ttasted\ta\tthousand\tdelights\tin\tthe Elysian\t fields,\t conversing\t with\t those\t who\t are\t saints\t like\t myself.\t Let\t the\t king's despair\t remain\t for\t some\t time\t unchecked,\t it\t gratifies\t me.'\u201d\t Scarcely\t had\t he spoken,\t when\t every\t one\t shouted:\t \u201cA\t miracle!\t a\t miracle!\u201d\t The\t stag,\t instead\t of being\tpunished,\treceived\ta\thandsome\tgift.\tDo\thut\tentertain\ta\tking\twith\tdreams, flatter\t him,\t and\t tell\t him\t a\t few\t pleasant\t fantastic\t lies:\t whatever\t his\t indignation against\tyou\tmay\tbe,\the\twill\tswallow\tthe\tbait,\tand\tmake\tyou\this\tdearest\tfriend. FABLBS, Jean\tde\tLa\tFontaine,\t1621-1695 If\tyou\twant\tto\ttell\tlies that\twill\tbe\tbelieved, don't\ttell\tthe\ttruth that\twon't. Emperor\tTokugawa Ieyasu\tof\tJapan, seventeenth\tcentury pie\t of\t his\t alchemic\t skill.\t His\t sumptuous\t palace,\t his\t opulent\t garments,\t the clink\t of\t gold\t in\t his\t hands,\t all\t these\t provided\t a\t superior\t argument\t to\t anything rational.\tAnd\tthese\testablished\tthe\tcycle\tthat\tkept\thim\tgoing:\tHis\tobvious\twealth confirmed\t his\t reputation\t as\t an\t alchemist,\t so\t that\t patrons\t like\t the\t Duke\t of Mantua\tgave\thim\tmoney,\twhich\tallowed\thim\tto\tlive\tin\twealth,\twhich\treinforced his\t reputation\t as\t an\t alchemist,\t and\t so\t on.\t Only\t once\t this\t reputation\t was established,\tand\tdukes\tand\tsenators\twere\tfighting\tover\thim,\tdid\the\tresort\tto\tthe trilling\t necessity\t of\t a\t demonstration.\t By\t then,\t however,\t people\t were\t easy\t to deceive:\t They\t wanted\t to\t believe.\t The\t Venetian\t senators\t who\t watched\t him multiply\tgold\twanted\tto\tbelieve\tso\tbadly\tthat\tthey\tfailed\tto\tnotice\tthe\tglass\tpipe up\t his\t sleeve,\t from\t which\t he\t slipped\t gold\t dust\t into\t his\t pinches\t of\t minerals. Brilliant\t and\t capricious,\t he\t was\t the\t alchemist\t of\t their\t fantasiesand\t once\t he\t had created\tan\taura\tlike\tdiis,\tno\tone\tnoticed\this\tsimple\tdeceptions.","Such\tis\tthe\tpower\tof\tthe\tfantasies\tthat\ttake\troot\tin\tus,\tespecially\tin\ttimes\tof scarcity\t and\t decline.\t People\t rarely\t believe\t diat\t their\t problems\t arise\t from\t their own\t misdeeds\t and\t stupidity.\t Someone\t or\t something\t out\t there\t is\t to\t blamethe other,\t the\t world,\t the\t godsand\t so\t salvation\t comes\t from\t the\t outside\t as\t well.\t Had Bragadino\tarrived\tin\tVenice\tarmed\twith\ta\tdetailed\tanalysis\tof\tthe\treasons\tbehind the\tcity's\teconomic\tdecline,\tand\tof\tthe\thard-nosed\tsteps\tthat\tit\tcould\ttake\tto\tturn things\t around,\t he\t would\t have\t been\t scorned.\t The\t reality\t was\t too\t ugly\t and\t the solution\ttoo\tpainful\tmosdy\tdie\tkind\tof\thard\twork\tthat\tthe\tcitizens'\tancestors\thad mustered\tto\tcreate\tan\tempire.\tFantasy,\ton\tdie\tother\thandin\tthis\tcase\tthe\tromance of\talchemywas\teasy\tto\tunderstand\tand\tinfinitely\tmore\tpalatable. To\t gain\t power,\t you\t must\t be\t a\t source\t of\t pleasure\t for\t those\t around\t youand pleasure\t comes\t from\t playing\t to\t people's\t fantasies.\t Never\t promise\t a\t gradual improvement\tthrough\thard\twork;\trather,\tpromise\tthe\tmoon,\tthe\tgreat\tand\tsudden transformation,\tthe\tpot\tof\tgold. No\tman\tneed\tdespair\tof\tgaining\tconverts\tto\tthe\tmost\textravagant\thypothesis who\thas\tart\tenough\tto\trepresent\tit\tin\tfavorable\tcolors. David\tHume,\t1711-1776 KEYS\tTO\tPOWER Fantasy\t can\t never\t operate\t alone.\t It\t requires\t the\t backdrop\t of\t the\t humdrum and\t the\t mundane.\t It\t is\t the\t oppressiveness\t of\t reality\t that\t allows\t fantasy\t to\t take root\t and\t bloom.\t In\t sixteenth-century\t Venice,\t the\t reality\t was\t one\t of\t decline\t and loss\tof\tprestige.\tThe\tcorresponding\tfantasy\tdescribed\ta\tsudden\trecovery\tof\tpast glories\t through\t the\t miracle\t of\t alchemy.\t While\t the\t reality\t only\t got\t worse,\t die Venetians\t inhabited\t a\t happy\t dream\t world\t in\t which\t dieir\t city\t restored\t its fabulous\twealth\tand\tpower\tovernight,\tturning\tdust\tinto\tgold. The\tperson\twho\tcan\tspin\ta\tfantasy\tout\tof\tan\toppressive\treality\thas\taccess\tto untold\tpower.\tAs\tyou\tsearch\tfor\tthe\tfantasy\tthat\twill\ttake\thold\tof\tthe masses,\tthen,\tkeep\tyour\teye\ton\tthe\tbanal\ttruths\tthat\tweigh\theavily\ton\tus\tall. Never\t be\t distracted\t by\t people's\t glamorous\t portraits\t of\t themselves\t and\t their lives;\t search\t and\t dig\t for\t what\t really\t imprisons\t diem.\t Once\t you\t find\t that,\t you have\tthe\tmagical\tkey\tthat\twill\tput\tgreat\tpower\tin\tyour\thands. Aldiough\t times\t and\t people\t change,\t let\t us\t examine\t a\t few\t of\t die\t oppressive realities\ttiiat\tendure,\tand\tthe\topportunities\tfor\tpower\tthey\tprovide: The\tReality:\tChange\tis\tslow\tand\tgradual.\tIt\trequires\thard\twork,\ta\tbit\tof\tluck, a\tfair\tamount\tof\tself-sacrifice,\tand\ta\tlot\tofpatience. The\t Fantasy:\t A\t sudden\t transformation\t will\t bring\t a\t total\t change\t in\t one's fortunes,\tbypassing\twork,\tluck,\tself-sacrifice,\tand\ttime\tin\tone\tfantastic\tstroke. This\t is\t of\t course\t die\t fantasy\t par\t excellence\t of\t the\t charlatans\t who\t prowl among\t us\t to\t this\t day,\t and\t was\t die\t key\t to\t Bragadino's\t success.\t Promise\t a\t great","and\t total\t changefrom\t poor\t to\t rich,\t sickness\t to\t healdi,\t misery\t to\t ecstasyand\t you will\thave\tfollowers. How\t did\t the\t great\t sixteenth-century\t German\t quack\t Leonhard\t Thumeisser become\t the\t court\t physician\t for\t the\t Elector\t of\t Brandenburg\t witiiout\t ever studying\t medicine\t Instead\t of\t offering\t amputations,\t leeches,\t and\t foul-tasting purgatives\t (the\t medicaments\t of\t the\t time),\t Thumeisser\t offered\t sweet-tasting elixirs\t and\t promised\t instant\t recovery.\t Fashionable\t courtiers\t especially\t wanted his\t solution\t of\t \u201cdrinkable\t gold,\u201d\t which\t cost\t a\t fortune.\t If\t some\t inexplicable illness\t assailed\t you,\t Thumeisser\t would\t consult\t a\t horoscope\t and\t prescribe\t a talisman.\tWho\tcould\tresist\tsuch\ta\tfantasyhealth\tand\twell-being\twithout\tsacrifice and\tpain! The\t Reality:\t The\t social\t realm\t has\t hard-set\t codes\t and\t boundaries.\t We understand\tthese\tlimits\tand\tknow\tthat\twe\thave\tto\tmove\twithin\tthe\tsame\tfamiliar circles,\tday\tin\tand\tday\tout. The\tFantasy:\tWe\tcan\tenter\ta\ttotally\tnew\tworld\twith\tdifferent\tcodes\tand\tthe promise\tof\tadventure. In\tthe\tearly\t1700s,\tall\tLondon\twas\tabuzz\twith\ttalk\tof\ta\tmysterious\tstranger, a\tyoung\tman\tnamed\tGeorge\tPsalmanazar.\tHe\thad\tarrived\tfrom\twhat\twas\tto\tmost Englishmen\ta\tfantastical\tland:\tthe\tisland\tof\tFormosa\t(now\tTaiwan),\toff\tthe\tcoast of\tChina.\tOxford\tUniversity\tengaged\tPsalmanazar\tto\tteach\tdie\tisland's\tlanguage; a\t few\t years\t later\t he\t translated\t the\t Bible\t into\t Formosan,\t then\t wrote\t a\t bookan immediate\tbest-selleron\tFormosa's\thistory\tand\tgeography.\tEnglish\troyalty\twined and\tdined\tdie\tyoung\tman,\tand\teverywhere\the\twent\the\tentertained\this\thosts\twidi wondrous\tstories\tof\this\thomeland,\tand\tits\tbizarre\tcustoms. After\tPsalmanazar\tdied,\thowever,\this\twill\trevealed\tdiat\the\twas\tin\tfact\tmerely a\t Frenchman\t widi\t a\t rich\t imagination.\t Everything\t he\t had\t said\t about\t Formosaits alphabet,\t its\t language,\t its\t literature,\t its\t entire\t culturehe\t had\t invented.\t He\t had built\ton\tdie\tEnglish\tpublic's\tignorance\tof\tdie\tplace\tto\tconcoct\tan\telaborate\tstory that\tfulfilled\ttheir\tdesire\tfor\tthe\texotic\tand strange.\tBritish\tculture's\trigid\tcontrol\tof\tpeople's\tdangerous\tdreams\tgave\thim the\tperfect\topportunity\tto\texploit\ttheir\tfantasy. The\t fantasy\t of\t die\t exotic,\t of\t course,\t can\t also\t skirt\t die\t sexual.\t It\t must\t not come\ttoo\tclose,\tdiough,\tfor\tthe\tphysical\thinders\tdie\tpower\tof\tfantasy;\tit\tcan\tbe seen,\tgrasped,\tand\tthen\ttired\tofthe\tfate\tof\tmost\tcourtesans.\tThe\tbodily\tcharms\tof die\t mistress\t only\t whet\t the\t master's\t appetite\t for\t more\t and\t different\t pleasures,\t a new\t beauty\t to\t adore.\t To\t bring\t power,\t fantasy\t must\t remain\t to\t some\t degree unrealized,\t literally\t unreal.\t The\t dancer\t Mata\t Hari,\t for\t instance,\t who\t rose\t to public\t prominence\t in\t Paris\t before\t World\t War\t I,\t had\t quite\t ordinary\t looks.\t Her power\t came\t from\t the\t fantasy\t she\t created\t of\t being\t strange'and\t exotic,","unknowable\t and\t indecipherable.\t The\t taboo\t she\t worked\t with\t was\t less\t sex\t itself than\tthe\tbreaking\tof\tsocial\tcodes. Anodier\t form\t of\t die\t fantasy\t of\t the\t exotic\t is\t simply\t die\t hope\t for\t relief\t from boredom.\tCon\tartists\tlove\tto\tplay\ton\tdie\toppressiveness\tof\tthe\tworking\tworld,\tits lack\t of\t adventure.\t Their\t cons\t might\t involve,\t say,\t die\t recovery\t of\t lost\t Spanish treasure,\t with\t the\t possible\t participation\t of\t an\t alluring\t Mexican\t senorita\t and\t a connection\t to\t the\t president\t of\t a\t South\t American\t countryanydiing\t offering release\tfrom\tthe\thumdrum. The\tReality:\tSociety\tis\tfragmented\tand\tfull\tof\tconflict. The\tFantasy:\tPeople\tcan\tcome\ttogether\tin\ta\tmystical\tunion\tof\tsouls. In\tthe\t1920s\tthe\tcon\tman\tOscar\tHartzell\tmade\ta\tquick\tfortune\tout\tof\tthe\tage- old\t Sir\t Francis\t Drake\t swindlebasically\t promising\t any\t sucker\t who\t happened\t to be\t surnamed\t \u201cDrake\u201d\t a\t substantial\t share\t of\t the\t long-lost\t \u201cDrake\t treasure,\u201d\t to which\t Hartzell\t had\t access.\t Thousands\t across\t the\t Midwest\t fell\t for\t the\t scam, which\t Hartzell\t cleverly\t turned\t into\t a\t crusade\t against\t the\t government\t and everyone\telse\twho\twas\ttrying\tto\tkeep\tthe\tDrake\tfortune\tout\tof\tthe\trightful\thands of\t its\t heirs.\t There\t developed\t a\t mystical\t union\t of\t the\t oppressed\t Drakes,\t with emotional\t rallies\t and\t meetings.\t Promise\t such\t a\t union\t and\t you\t can\t gain\t much power,\t but\t it\t is\t a\t dangerous\t power\t diat\t can\t easily\t turn\t against\t you.\t This\t is\t a fantasy\tfor\tdemagogues\tto\tplay\ton. The\t Reality:\t Death.\t The\t dead\t cannot\t be\t brought\t back,\t the\t past\t cannot\t be changed.\tThe\tFantasy:\tA\tsudden\treversal\tof\tthis\tintolerable\tfact. This\tcon\thas\tmany\tvariations,\tbut\trequires\tgreat\tskill\tand\tsubdety. The\tbeauty\tand\timportance\tof\tdie\tart\tof\tVermeer\thave\tlong\tbeen\trecognized, but\t his\t paintings\t are\t small\t in\t number,\t and\t are\t extremely\t rare.\t In\t die\t 1930s, though,\t Vermeers\t began\t to\t appear\t on\t the\t art\t market.\t Experts\t were\t called\t on\t to verify\t diem,\t and\t pronounced\t diem\t real.\t Possession\t of\t these\t new\t Vermeers would\t crown\t a\t collector's\t career.\t It\t was\t like\t die\t resurrection\t of\t Lazarus:\t In\t a strange\tway,\tVermeer\thad\tbeen\tbrought\tback\tto\tlife.\tThe\tpast\thad\tbeen\tchanged. Only\tlater\tdid\tit\tcome\tout\tthat\tdie\tnew\tVermeers\twere\tthe\twork\tof\ta\tmiddle- aged\tDutch\tforger\tnamed\tHan\tvan\tMeegeren.\tAnd\the\thad\tchosen Vermeer\t for\t his\t scam\t because\t he\t understood\t fantasy:\t The\t paintings\t would seem\t real\t precisely\t because\t the\t public,\t and\t the\t experts\t as\t well,\t so\t desperately wanted\tto\tbelieve\tthey\twere. Remember:\t The\t key\t to\t fantasy\t is\t distance.\t The\t distant\t has\t allure\t and promise,\tseems\tsimple\tand\tproblem\tfree.\tWhat\tyou\tare\toffering,\tthen,\tshould\tbe ungraspable.\t Never\t let\t it\t become\t oppressively\t familiar;\t it\t is\t the\t mirage\t in\t the distance,\t withdrawing\t as\t die\t sucker\t approaches.\t Never\t be\t too\t direct\t in describing\t the\t fantasykeep\t it\t vague.\t As\t a\t forger\t of\t fantasies,\t let\t your\t victim","come\tclose\tenough\tto\tsee\tand\tbe\ttempted,\tbut\tkeep\thim\tfar\taway\tenough\tthat\the stays\tdreaming\tand\tdesiring. Image:\t The\t Moon.\t Unattainable,\t always\t changing\t shape,\t disappearing\t and reappearing.\tWe\tlook\tat\tit,\timagine,\twonder,\tand\tpinenever\tfamiliar,\tcontinuous provoker\tof\tdreams.\tDo\tnot\toffer\tthe\tobvious.\tPromise\tthe\tmoon. Authority:\tA\tlie\tis\tan\tallurement,\ta\tfabrication,\tthat\tcan\tbe\tembellished\tinto\ta fantasy.\t It\t can\t be\t clothed\t in\t the\t raiments\t of\t a\t mystic\t conception.\t Truth\t is\t cold, sober\t fact,\t not\t so\t comfortable\t to\t absorb.\t A\t lie\t is\t more\t palatable.\t The\t most detested\t person\t in\t the\t world\t is\t the\t one\t who\t always\t tells\t the\t truth,\t who\t never romances.\t .\t .\t .\t I\t found\t it\t far\t more\t interesting\t and\t profitable\t to\t romance\t than\t to tell\tthe\ttruth.\t(Joseph\tWeil,\ta.k.a.\t\u201cThe\tYellow\tKid,\u201d\t1875-1976) REVERSAL If\t there\t is\t power\t in\t tapping\t into\t the\t fantasies\t of\t the\t masses,\t there\t is\t also danger.\t Fantasy\t usually\t contains\t an\t element\t of\t playdie\t public\t half\t realizes\t it\t is being\t duped,\t but\t it\t keeps\t die\t dream\t alive\t anyway,\t relishing\t the\t entertainment and\tthe\ttemporary\tdiversion\tfrom\tthe\teveryday\tmat\tyou\tare\tproviding.\tSo\tkeep\tit lightnever\t come\t too\t close\t to\t the\t place\t where\t you\t are\t actually\t expected\t to produce\tresults.\tThat\tplace\tmay\tprove\textremely\thazardous. After\t Bragadino\t established\t himself\t in\t Munich,\t he\t found\t that\t the\t sober- minded\t Bavarians\t had\t far\t less\t faith\t in\t alchemy\t than\t the\t temperamental Venetians.\t Only\t the\t duke\t really\t believed\t in\t it,\t for\t he\t needed\t it\t desperately\t to rescue\thim\tfrom\tdie\thopeless\tmess\the\twas\tin.\tAs\tBragadino\tplayed\this\tfamiliar waiting\t game,\t accepting\t gifts\t and\t expecting\t patience,\t the\t public\t grew\t angry. Money\t was\t being\t spent\t and\t was\t yielding\t no\t results.\t In\t 1592\t the\t Bavarians demanded\t justice,\t and\t eventually\t Bragadino\t found\t himself\t swinging\t from\t the gallows.\tAs\tbefore,\the\thad\tpromised\tand\thad\tnot\tdelivered,\tbut\tthis\ttime\the\thad misjudged\t the\t forbearance\t of\t his\t hosts,\t and\t his\t inability\t to\t fulfill\t tiieir\t fantasy proved\tfatal. One\t last\t tiling:\t Never\t make\t the\t mistake\t of\t imagining\t that\t fantasy\t is\t always fantastical.\t It\t certainly\t contrasts\t with\t reality,\t but\t reality\t itself\t is\t sometimes\t so theatrical\t and\t stylized\t that\t fantasy\t becomes\t a\t desire\t for\t simple\t things.\t The image\tAbraham\tLincoln\tcreated\tof\thimself,\tfor\texample,\tas\ta\thomespun\tcountry lawyer\twith\ta\tbeard,\tmade\thim\tthe\tcommon\tman's\tpresident. P.\t T.\t Barnum\t created\t a\t successful\t act\t with\t Tom\t Thumb,\t a\t dwarf\t who dressed\tup\tas\tfamous\tleaders\tof\tthe\tpast,\tsuch\tas\tNapoleon,\tand\tlampooned\tthem wickedly.\t The\t show\t delighted\t everyone,\t right\t up\t to\t Queen\t Victoria,\t by appealing\tto\tthe\tfantasy\tof\tthe\ttime:\tEnough\tof\tthe\tvainglorious\trulers\tof\thistory, the\t common\t man\t knows\t best.\t Tom\t Thumb\t reversed\t the\t familiar\t pattern\t of fantasy\t in\t which\t the\t strange\t and\t unknown\t becomes\t the\t ideal.\t But\t the\t act\t still","obeyed\tthe\tLaw,\tfor\tunderlying\tit\twas\tthe\tfantasy\tthat\tthe\tsimple\tman\tis\twithout problems,\tand\tis\thappier\tthan\tthe\tpowerful\tand\tthe\trich. Both\t Lincoln\t and\t Tom\t Thumb\t played\t the\t commoner\t but\t carefully maintained\t their\t distance.\t Should\t you\t play\t with\t such\t a\t fantasy,\t you\t too\t must carefully\tcultivate\tdistance\tand\tnot\tallow\tyour\t\u201ccommon\u201d\tpersona\tto\tbecome\ttoo familiar\tor\tit\twill\tnot\tproject\tas\tfantasy.","48\tLaws\tof\tPower LAW\t33 DISCOVER\tEACH\tMAN'S\tTHUMBSCREW JUDGMENT Everyone\thas\ta\tweakness,\ta\tgap\tin\tthe\tcastle\twall.\tThat\tweakness\tis\tusually an\t insecurity,\t an\t uncontrollable\t emotion\t or\t need;\t it\t can\t also\t be\t a\t small\t secret pleasure.\t Either\t way,\t once\t found,\t it\t is\t a\t thumbscrew\t you\t can\t turn\t to\t your advantage. Till',\tI.ION.\tIIIK\tCHAMOIS.\tAND\tIT\tIK\tFOX A\t lion\t was\t chasing\t a\t chamois\t along\t a\t valley.\t He\t had\t all\t but\t caught\t it,\t and with\tlonging\teyes\twas\tanticipating\ta\tcertain\tand\ta\tsatisfying\trepast.\tIt\tseemed\tas if\tit\twere\tutterly\timpossible\tfor\tthe\tvictim\tto\tescape;\tfor\ta\tdeep\travine\tappeared to\t bar\t the\t way\t for\t both\t the\t hunter\t and\t the\t hunted.\t But\t the\t nimble\t chamois, gathering\t together\t all\t its\t strength,\t shot\t like\t an\t arrow\t from\t a\t bow\t across\t the chasm,\t and\t stood\t still\t on\t the\t rocky\t cliff\t on\t the\t other\t side.\t Our\t lion\t pulled\t up short.\tBut\tat\tthat\tmoment\ta\tfriend\tof\this\thappened\tto\tbe\tnear\tat\thand.\tThat\tfriend was\tthe\tfox.\t\u201cWhat!\u201d\tsaid\the,\t\u201cwith\tyour\tstrength\tand\tagility,\tis\tit\tpossible\tthat you\twill\tyield\tto\ta\tfeeble\tchamois\tYou\thave\tonly\tto\twill,\tand\tyou\twill\tbe\table\tto work\t wonders.\t Though\t the\t abyss\t be\t deep,\t yet,\t if\t you\t are\t only\t in\t earnest,\t I\t am certain\tyou\twill\tclear\tit.\tSurely\tyou\tcan\tconfide\tin\tmy\tdisinterested\tfriendship.\tI would\tnot\texpose\tyour\tlife\tto\tdanger\tif\tI\twere\tnot\tso\twell\taware\tof\tyour\tstrength and\t dexterity.\t \u201d\t The\t lion's\t blood\t waxed\t hot,\t and\t began\t to\t boil\t in\t his\t veins.\t He flung\thimself\twith\tall\this\tmight\tinto\tspace.\tBut\the\tcould\tnot\tclear\tthe\tchasm;\tso down\the\ttumbled\theadlong,\tand\twas\tkilled\tby\tthe\tfall. FINDING\t THE\t THUMBSCREW:\t A\t Strategic\t Plan\t of\t Action\t We\t all\t have resistances.\t We\t live\t with\t a\t perpetual\t armor\t around\t ourselves\t to\t defend\t against change\t and\t the\t intrusive\t actions\t of\t friends\t and\t rivals.\t We\t would\t like\t nothing more\t than\t to\t be\t left\t to\t do\t tilings\t our\t own\t way.\t Constantly\t butting\t up\t against these\tresistances\twill\tcost\tyou\ta\tlot\tof\tenergy.\tOne\tof\tdie\tmost\timportant\tthings to\t realize\t about\t people,\t though,\t is\t that\t diey\t all\t have\t a\t weakness,\t some\t part\t of their\t psychological\t armor\t that\t will\t not\t resist,\t that\t will\t bend\t to\t your\t will\t if\t you find\t it\t and\t push\t on\t it.\t Some\t people\t wear\t their\t weaknesses\t openly,\t otiiers disguise\t diem.\t Those\t who\t disguise\t them\t are\t often\t die\t ones\t most\t effectively undone\tthrough\tthat\tone\tchink\tin\ttheir\tarmor.","In\tplanning\tyour\tassault,\tkeep\tthese\tprinciples\tin\tmind: Pay\t Attention\t to\t Gestures\t and\t Unconscious\t Signals.\t As\t Sigmund\t Freud remarked,\t\u201cNo\tmortal\tcan\tkeep\ta\tsecret.\tIf\this\tlips\tare\tsilent,\the\tchatters\twith\this fingertips;\tbetrayal\toozes\tout\tof\thim\tat\tevery\tpore.\u201d\tThis\tis\ta\tcritical\tconcept\tin the\t search\t for\t a\t person's\t weaknessit\t is\t revealed\t by\t seemingly\t unimportant gestures\tand\tpassing\twords. The\t key\t is\t not\t only\t what\t you\t look\t for\t but\t where\t and\t how\t you\t look. Everyday\tconversation\tsupplies\tthe\trichest\tmine\tof\tweaknesses,\tso\ttrain\tyourself to\tlisten.\tStart\tby\talways\tseeming\tinterestedthe\tappearance\tof\ta\tsympathetic\tear will\t spur\t anyone\t to\t talk.\t A\t clever\t trick,\t often\t used\t by\t the\t nineteenth-century French\tstatesman\tTalleyrand,\tis\tto\tappear\tto\topen\tup\tto\tthe\tother\tperson,\tto\tshare a\tsecret\twith\tdiem.\tIt\tcan\tbe\tcompletely\tmade\tup,\tor\tit\tcan\tbe\treal\tbut\tof\tno\tgreat importance\t to\t youthe\t important\t thing\t is\t that\t it\t should\t seem\t to\t come\t from\t the heart.\t This\t will\t usually\t elicit\t a\t response\t that\t is\t not\t only\t as\t frank\t as\t yours\t but more\tgenuinea\tresponse\tthat\treveals\ta\tweakness. If\tyou\tsuspect\tthat\tsomeone\thas\ta\tparticular\tsoft\tspot,\tprobe\tfor\tit\tindirectly. If,\tfor\tinstance,\tyou\tsense\tdiat\ta\tman\thas\ta\tneed\tto\tbe\tloved,\topenly\tflatter\thim. If\t he\t laps\t up\t your\t compliments,\t no\t matter\t how\t obvious,\t you\t are\t on\t die\t right track.\t Train\t your\t eye\t for\t detailshow\t someone\t tips\t a\t waiter,\t what\t delights\t a person,\t die\t hidden\t messages\t in\t clothes.\t Find\t people's\t idols,\t die\t things\t they worship\t and\t will\t do\t anything\t to\t getperhaps\t you\t can\t be\t die\t supplier\t of\t tiieir fantasies.\tRemember:\tSince\twe\tall\ttry\tto\thide\tour\tweaknesses,\tthere\tis\tlittle\tto\tbe learned\tfrom\tour\tconscious\tbehavior.\tWhat\toozes\tout\tin\tthe\tlittie\tthings\toutside our\tconscious\tcontrol\tis\twhat\tyou\twant\tto\tknow. Find\tthe\tHelpless\tChild.\tMost\tweaknesses\tbegin\tin\tchildhood,\tbefore\tdie\tself builds\tup\tcompensatory\tdefenses.\tPerhaps\tthe\tchild\twas\tpampered\tor\tindulged\tin a\t particular\t area,\t or\t perhaps\t a\t certain\t emotional\t need\t went\t unfulfilled;\t as\t he\t or she\t grows\t older,\t the\t indulgence\t or\t the\t deficiency\t may\t be\t buried\t but\t never disappears.\t Knowing\t about\t a\t childhood\t need\t gives\t you\t a\t powerful\t key\t to\t a person's\tweakness. One\tsign\tof\tthis\tweakness\tis\tthat\twhen\tyou\ttouch\ton\tit\tthe\tperson\twill\toften act\tlike\ta\tchild.\tBe\ton\tthe\tlookout,\tthen,\tfor\tany\tbehavior\ttiiat\tshould have\t been\t outgrown.\t If\t your\t victims\t or\t rivals\t went\t without\t something important,\t such\t as\t parental\t support,\t when\t they\t were\t children,\t supply\t it,\t or\t its facsimile.\t If\t they\t reveal\t a\t secret\t taste,\t a\t hidden\t indulgence,\t indulge\t it.\t In\t either case\tthey\twill\tbe\tunable\tto\tresist\tyou. Look\t for\t Contrasts.\t An\t overt\t trait\t often\t conceals\t its\t opposite.\t People\t who thump\t their\t chests\t are\t often\t big\t cowards;\t a\t prudish\t exterior\t may\t hide\t a lascivious\tsoul;\tthe\tuptight\tare\toften\tscreaming\tfor\tadventure;\tthe\tshy\tare\tdying","for\t attention.\t By\t probing\t beyond\t appearances,\t you\t will\t often\t find\t people's weaknesses\tin\tthe\topposite\tof\tthe\tqualities\tthey\treveal\tto\tyou. Find\tthe\tWeak\tLink.\tSometimes\tin\tyour\tsearch\tfor\tweaknesses\tit\tis\tnot\twhat but\t who\t that\t matters.\t In\t today's\t versions\t of\t the\t court,\t there\t is\t often\t someone behind\t the\t scenes\t who\t has\t a\t great\t deal\t of\t power,\t a\t tremendous\t influence\t over the\t person\t superficially\t on\t top.\t These\t behind-the-scenes\t powerbrokers\t are\t die group's\t weak\t link:\t Win\t their\t favor\t and\t you\t indirectly\t influence\t the\t king. Alternatively,\teven\tin\ta\tgroup\tof\tpeople\tacting\twith\tthe\tappearance\tof\tone\twillas when\t a\t group\t under\t attack\t closes\t ranks\t to\t resist\t an\t outsiderthere\t is\t always\t a weak\tlink\tin\tthe\tchain.\tFind\tdie\tone\tperson\twho\twill\tbend\tunder\tpressure. Fill\t the\t Void.\t The\t two\t main\t emotional\t voids\t to\t fill\t are\t insecurity\t and\t un- happiness.\t The\t insecure\t are\t suckers\t for\t any\t kind\t of\t social\t validation;\t as\t for\t the chronically\t unhappy,\t look\t for\t die\t roots\t of\t their\t unhappiness.\t The\t insecure\t and the\tunhappy\tare\tthe\tpeople\tleast\table\tto\tdisguise\tdieir\tweaknesses.\tThe\tability\tto fill\t dieir\t emotional\t voids\t is\t a\t great\t source\t of\t power,\t and\t an\t indefinitely prolongable\tone. Feed\t on\t Uncontrollable\t Emotions.\t The\t uncontrollable\t emotion\t can\t be\t a paranoid\t feara\t fear\t disproportionate\t to\t the\t situationor\t any\t base\t motive\t such\t as lust,\t greed,\t vanity,\t or\t hatred.\t People\t in\t the\t grip\t of\t these\t emotions\t often\t cannot control\tdiemselves,\tand\tyou\tcan\tdo\tthe\tcontrolling\tfor\tthem. OBSERVANCES\tOF\tTHE\tLAW Observance\tI In\t 1615\t the\t thirty-year-old\t bishop\t of\t Lucon,\t later\t known\t as\t Cardinal Richelieu,\t gave\t a\t speech\t before\t representatives\t of\t die\t three\t estates\t of\t France clergy,\t nobility,\t and\t commoners.\t Richelieu\t had\t been\t chosen\t to\t serve\t as\t the moudipiece\t for\t the\t clergyan\t immense\t responsibility\t for\t a\t man\t still\t young\t and not\tparticularly\twell\tknown.\tOn\tall\tof\tthe\timportant\tissues\tof\tthe\tday,\tthe\tspeech followed\tthe\tChurch\tline.\tBut\tnear\tthe\tend\tof\tit\tRichelieu\tdid\tsomething\tthat\thad nodiing\tto\tdo\twith\tthe\tChurch\tand\teverything\tto\tdo\twith\this\tcareer.\tHe\tturned\tto die\t throne\t of\t the\t fifteen-year-old\t King\t Louis\t XIII,\t and\t to\t die\t Queen\t Modier Marie\tde'\tMedicis,\twho\tsat\tbeside Then\t what\t did\t his\t dear\t friend\t do\t He\t cautiously\t made\t his\t way\t down\t to\t the bottom\tof\tthe\travine,\tand\tthere,\tout\tin\tthe\topen\tspace\tand\tthe\tfree\tair,\tseeing\tthat the\tlion\twanted\tneither\tflattery\tnor\tobedience\tnow,\the\tset\tto\twork\tto\tpay\tthe\tlast sad\trites\tto\this\tdead\tfriend,\tand\tin\ta\tmonth\tpicked\this\tbones\tclean. FABLES, Ivan\tKriloff,\t1768-1844 IRVING\tl.AZAK [Hollywood\tsuper-agent]\tIrving\tPaul\tLazar\twas\tonce\tanxious\tto\tsell\t[studio","mogul]\t Jack\t L.\t Warner\t a\t play.\t \u201cI\t had\t a\t long\t meeting\t with\t him\t today,\u201d\t Lazar explained\t[to\tscreenwriter\tGarson\tKanin],\t\u201cbut\tI\tdidn\t't\tmention\tit,\tI\tdidn't\teven bring\tit\tup.\u201d \u201cWhy\tnot\t\u201d\tI\tasked.\t\u201cBecause\tI'm\tgoing\tto\twait\tuntil\tthe\tweekend\tafter\tnext, when\t I\t go\t to\t Palm\t Springs.\u201d\t \u201cI\t don't\t understand.\u201d\t \u201cYou\t don't\t I\t go\t to\t Palm Springs\tevery\tweekend,\tbut\tWarner\tisn\t't\tgoing\tthis\tweekend.\tHe's\tgot\ta\tpreview or\tsomething.\tSo\the's\tnot\tcoming\tdown\ttill\tthe\tnext\tweekend,\tso\tthat's\twhen\tI'm going\tto\tbring\tit\tup.\u201d\t\\\"Irving,\tI'm\tmore\tand LAW\t33\t273 more\tconfused.\u201c\t\u201dLook,1'\tsaid\tIrving\timpatiently,\t\u201cI\tknow\twhat\tI'm\tdoing.\tI know\t how\t to\t sell\t Warner.\t This\t is\t a\t type\t of\t material\t that\t he's\t uneasy\t with,\t so\t I have\t to\t hit\t him\t with\t it\t hard\t and\t suddenly\t to\t get\t an\t okay.\u201d\t \u201cBut\t why\t Palm Springs\u201d\t \u201cBecause\t in\t Palm\t Springs,\t every\t day\t he\t goes\t to\t the\t baths\t at\t The\t Spa. And\tthat's\twhere\tI'm\tgoing\tto\tbe\twhen\the's\tthere.\tNow\tthere's\ta\tthing\tabout\tJack: He's\t eighty\t and\t he's\t very\t vain,\t and\t he\t doesn't\t like\t people\t to\t see\t him\t naked.\t So when\tI\twalk\tup\tto\thim\tnaked\tat\tThe\tSpa\t\/\tmean\the's\tnakedwell,\tI'm\tnaked\ttoo, but\tI\tdon't\tcare\twho\tsees\tme.\tHe\tdoes.\tAnd\tI\twalk\tup\tto\thim\tnaked,\tand\tI\tstart\tto talk\t to\t him\t about\t this\t thing,\t he\t 'II\t be\t very\t embarrassed.\t And\t he'll\t want\t to\t get away\tfrom\tme,\tand\tthe\teasiest\tway\tis\tto\tsay\t'\tYes,'\tbecause\the\tknows\tif\the\tsays 'No,'\tthen\tI'm\tgoing\tto\tstick\twith\thim,\tand\tstay\tright\ton\tit,\tand\tnot\tgive\tup.\tSo\tto get\t rid\t of\t me,\t he'll\t probably\t say,\t 'Yes.'\u201d\t Two\t weeks\t later,\t I\t read\t of\t the acquisition\t of\t this\t particular\t property\t by\t Warner\t Brothers.\t I\t phoned\t Lazarand asked\thow\tit\thad\tbeen\taccomplished.\t\u201cHow\tdo\tyou\tthink\u201d\the\tasked.\t\u201cIn\tthe\tbuff, that's\thow\t...\tjust\tthe\tway\tI\ttold\tyou\tit\twas\tgoing\tto\twork.\u201d hollywood, Garson\tKanin, Louis,\t as\t the\t regent\t ruling\t France\t until\t her\t son\t reached\t his\t majority. Everyone\t expected\t Richelieu\t to\t say\t the\t usual\t kind\t words\t to\t the\t young\t king. Instead,\thowever,\the\tlooked\tdirectly\tat\tand\tonly\tat\tthe\tqueen\tmother.\tIndeed\this speech\tended\tin\tlong\tand\tfulsome\tpraise\tof\ther,\tpraise\tso\tglowing\tthat\tit\tactually offended\tsome\tin\tthe\tChurch.\tBut\tthe\tsmile\ton\tthe\tqueen's\tface\tas\tshe\tlapped\tup Richelieu's\tcompliments\twas\tunforgettable. A\t year\t later\t the\t queen\t mother\t appointed\t Richelieu\t secretary\t of\t state\t for foreign\taffairs,\tan\tincredible\tcoup\tfor\tthe\tyoung\tbishop.\tHe\thad\tnow\tentered\tthe inner\t circle\t of\t power,\t and\t he\t studied\t the\t workings\t of\t the\t court\t as\t if\t it\t were\t the machinery\t of\t a\t watch.\t An\t Italian,\t Concino\t Concini,\t was\t the\t queen\t mother's favorite,\tor\trather\ther\tlover,\ta\trole\tthat\tmade\thim\tperhaps\tthe\tmost\tpowerful\tman in\t France.\t Concini\t was\t vain\t and\t foppish,\t and\t Richelieu\t played\t him perfectlyattending\t to\t him\t as\t if\t he\t were\t the\t king.\t Within\t months\t Richelieu\t had","become\tone\tof\tConcini's\tfavorites.\tBut\tsomething\thappened\tin\t1617\tthat\tturned everything\t upside\t down:\t the\t young\t king,\t who\t up\t until\t then\t had\t shown\t every sign\t of\t being\t an\t idiot,\t had\t Concini\t murdered\t and\t his\t most\t important\t associates imprisoned.\t In\t so\t doing\t Louis\t took\t command\t of\t the\t country\t with\t one\t blow, sweeping\tthe\tqueen\tmother\taside. Had\tRichelieu\tplayed\tit\twrong\tHe\thad\tbeen\tclose\tto\tboth\tConcini\tand\tMarie de\tMedicis,\twhose\tadvisers\tand\tministers\twere\tnow\tall\tout\tof\tfavor,\tsome\teven arrested.\tThe\tqueen\tmother\therself\twas\tshut\tup\tin\tthe\tLouvre,\ta\tvirtual\tprisoner. Richelieu\twasted\tno\ttime.\tIf\teveryone\twas\tdeserting\tMarie\tde\tMedicis,\the\twould stand\tby\ther.\tHe\tknew\tLouis\tcould\tnot\tget\trid\tof\ther,\tfor\tthe\tking\twas\tstill\tvery young,\tand\thad\tin\tany\tcase\talways\tbeen\tinordinately\tattached\tto\ther.\tAs\tMarie's only\tremaining\tpowerful\tfriend,\tRichelieu\tfilled\tthe\tvaluable\tfunction\tof\tliaison between\t the\t king\t and\t his\t mother.\t In\t return\t he\t received\t her\t protection,\t and\t was able\t to\t survive\t the\t palace\t coup,\t even\t to\t thrive.\t Over\t the\t next\t few\t years\t the queen\tmother\tgrew\tstill\tmore\tdependent\ton\thim,\tand\tin\t1622\tshe\trepaid\thim\tfor his\t loyalty:\t Through\t the\t intercession\t of\t her\t allies\t in\t Rome,\t Richelieu\t was elevated\tto\tthe\tpowerful\trank\tof\tcardinal. By\t 1623\t King\t Louis\t was\t in\t trouble.\t He\t had\t no\t one\t he\t could\t trust\t to\t advise him,\t and\t although\t he\t was\t now\t a\t young\t man\t instead\t of\t a\t boy,\t he\t remained childish\t in\t spirit,\t and\t affairs\t of\t state\t came\t hard\t to\t him.\t Now\t that\t he\t had\t taken the\t throne,\t Marie\t was\t no\t longer\t the\t regent\t and\t theoretically\t had\t no\t power,\t but she\t still\t had\t her\t son's\t ear,\t and\t she\t kept\t telling\t him\t that\t Richelieu\t was\t his\t only possible\tsavior.\tAt\tfirst\tLouis\twould\thave\tnone\tof\tithe\thated\tthe\tcardinal\twith\ta passion,\tonly\ttolerating\thim\tout\tof\tlove\tfor\tMarie.\tIn\tthe\tend,\thowever,\tisolated in\tthe\tcourt\tand\tcrippled\tby\this\town\tindecisiveness,\the\tyielded\tto\this\tmother\tand made\tRichelieu\tfirst\this\tchief\tcouncilor\tand\tlater\tprime\tminister. Now\tRichelieu\tno\tlonger\tneeded\tMarie\tde\tMedicis.\tHe\tstopped\tvisiting\tand courting\t her,\t stopped\t listening\t to\t her\t opinions,\t even\t argued\t with\t her\t and opposed\t her\t wishes.\t Instead\t he\t concentrated\t on\t the\t king,\t making\t himself indispensable\t to\t his\t new\t master.\t All\t the\t previous\t premiers,\t understanding\t the king's\tchildishness,\thad\ttried\tto\tkeep\thim\tout\tof\ttrouble;\tthe shrewd\t Richelieu\t played\t him\t differendy,\t deliberately\t pushing\t him\t into\t one ambitious\t project\t after\t another,\t such\t as\t a\t crusade\t against\t the\t Huguenots\t and finally\tan\textended\twar\twith\tSpain.\tThe\timmensity\tof\tthese\tprojects\tonly\tmade the\t king\t more\t dependent\t on\t his\t powerful\t premier,\t the\t only\t man\t able\t to\t keep order\tin\tthe\trealm.\tAnd\tso,\tfor\tthe\tnext\teighteen\tyears,\tRichelieu,\texploiting\tthe king's\t weaknesses,\t governed\t and\t molded\t France\t according\t to\t his\t own\t vision, unifying\t the\t country\t and\t making\t it\t a\t strong\t European\t power\t for\t centuries\t to come.\tInterpretation","Richelieu\tsaw\teverything\tas\ta\tmilitary\tcampaign,\tand\tno\tstrategic\tmove\twas more\t important\t to\t him\t than\t discovering\t his\t enemy's\t weaknesses\t and\t applying pressure\t to\t them.\t As\t early\t as\t his\t speech\t in\t 1615,\t he\t was\t looking\t for\t the\t weak link\t in\t die\t chain\t of\t power,\t and\t he\t saw\t that\t it\t was\t die\t queen\t mother.\t Not\t that Marie\twas\tobviously\tweakshe\tgoverned\tboth\tFrance\tand\ther\tson;\tbut\tRichelieu saw\t that\t she\t was\t really\t an\t insecure\t woman\t who\t needed\t constant\t masculine attention.\t He\t showered\t her\t with\t affection\t and\t respect,\t even\t toadying\t up\t to\t her favorite,\tConcini.\tHe\tknew\tthe\tday\twould\tcome\twhen\tthe\tking\twould\ttake\tover, but\t he\t also\t recognized\t that\t Louis\t loved\t his\t mother\t dearly\t and\t would\t always remain\t a\t child\t in\t relation\t to\t her.\t The\t way\t to\t control\t Louis,\t then,\t was\t not\t by gaining\t his\t favor,\t which\t could\t change\t overnight,\t but\t by\t gaining\t sway\t over\t his motiier,\tfor\twhom\this\taffection\twould\tnever\tchange. Once\t Richelieu\t had\t the\t position\t he\t desiredprime\t ministerhe\t discarded\t die queen\t mother,\t moving\t on\t to\t die\t next\t weak\t link\t in\t the\t chain:\t the\t king's\t own character.\tThere\twas\ta\tpart\tof\thim\tdiat\twould\talways\tbe\ta\thelpless\tchild\tin\tneed of\t higher\t authority.\t It\t was\t on\t the\t foundation\t of\t the\t king's\t weakness\t that Richelieu\testablished\this\town\tpower\tand\tfame. Remember:\t When\t entering\t the\t court,\t find\t the\t weak\t link.\t The\t person\t in control\t is\t often\t not\t the\t king\t or\t queen;\t it\t is\t someone\t behind\t the\t scenes\t the favorite,\t the\t husband\t or\t wife,\t even\t flie\t court\t fool.\t This\t person\t may\t have\t more weaknesses\t than\t the\t king\t himself,\t because\t his\t power\t depends\t on\t all\t kinds\t of capricious\tfactors\toutside\this\tcontrol. Finally,\t when\t dealing\t with\t helpless\t children\t who\t cannot\t make\t decisions, play\t on\t their\t weakness\t and\t push\t them\t into\t bold\t ventures.\t They\t will\t have\t to depend\ton\tyou\teven\tmore,\tfor\tyou\twill\tbecome\tthe\tadult\tfigure\twhom\tthey\trely on\tto\tget\tthem\tout\tof\tscrapes\tand\tto\tsafety. Observance\tII In\t December\t of\t 1925,\t guests\t at\t the\t swankiest\t hotel\t in\t Palm\t Beach,\t Florida, watched\twith\tinterest\tas\ta\tmysterious\tman\tarrived\tin\ta\tRolls-Royce\tdriven\tby\ta Japanese\t chauffeur.\t Over\t the\t next\t few\t days\t they\t studied\t this\t handsome\t man, who\t walked\t widi\t an\t elegant\t cane,\t received\t telegrams\t at\t all\t hours,\t and\t only engaged\t in\t the\t briefest\t of\t conversations.\t He\t was\t a\t count,\t they\t heard,\t Count Victor\tLustig,\tand\the\tcame\tfrom\tone\tof\tthe\twealthiest\tfamilies\tin\tEuropebut\tthis was\tall\tthey\tcould\tfind\tout. Imagine\ttheir\tamazement,\tdien,\twhen\tLustig\tone\tday\twalked\tup\tto\tone\tof\tthe least\tdistinguished\tguests\tin\tthe\thotel,\ta\tMr.\tHerman\tLoller, As\t time\t went\t on\t I\t came\t to\t look\t for\t the\t little\t weaknesses....\t It's\t the\t little things\tthat\tcount.\tOn\tone\toccasion,\tI\tworked\ton\tthe\tpresident\tof\ta\tlarge\tbank\tin Omaha.\t The\t [phony]\t deal\t involved\t the\t purchase\t of\t the\t street\t railway\t system\t of","Omaha,\t including\t a\t bridge\t across\t the\t Mississippi\t River\t My\t principals\t were supposedly\t German\t and\t I\t had\t to\t negotiate\t with\t Berlin.\t While\t awaiting\t word from\t them\t I\t introduced\t my\t fake\t mining-stock\t proposition.\t Since\t this\t man\t was rich,\t I\t decided\t to\t play\t for\t high\t stakes....\t Meanwhile,\t I\t played\t golf\t with\t the banker,\tvisited\this\thome,\tand\twent\tto\tthe\ttheater\twith\thim\tand\this\twife.\tThough he\tshowed\tsome\tinterest\tin\tmy\tstock\tdeal,\the\tstill\twasn\t't\tconvinced.\tI\thad\tbuilt it\tup\tto\tthe\tpoint\tthat\tan\tinvestment\tof\t$1,250,000\twas\trequired.\tOf\tthis\tI\twas\tto put\tup\t$900,000,\tthe\tbanker\t$350,000.\tBut\tstill\the\thesitated.\tOne\tevening\twhen 1\twas\tat\this\thome\tfor\tdinner\tI\twore\tsome\tperfumeCoty's\t\u201cApril\tViolets.\u201d\tIt\twas not\tthen\tconsidered\teffeminate\tfor\ta\tman\tto\tuse\ta\tdash\tof\tperfume.\tThe\tbanker's wife\t thought\t it\t very\t lovely.\t \u201cWhere\t did\t you\t get\t it\t \u201d\t \u201cIt\t is\t a\t rare\t blend,\u201d\t I\t told her,\t\\\"especially\tmade\tfor\tme\tby\ta French\tperfumer.\tDo\tyou\tlike\tit\u201c\t\u201dI\tlove\tit,\u201c\tshe\treplied.\tThe\tfollowing\tday\tI went\t through\t my\t effects\t and\t found\t two\t empty\t bottles.\t Both\t had\t come\t from France,\t but\t were\t empty.\t I\t went\t to\t a\t downtown\t department\t store\t and\t purchased ten\t ounces\t of\t Coty's\t \u201dApril\t Violets.\u201c\t I\t poured\t this\t into\t the\t two\t French\t bottles, carefully\tsealed\tthem,\twrapped\tthem\tin\ttissue\tpaper.\tThat\tevening\t1\tdropped\tby the\t banker's\t home\t and\t presented\t the\t two\t bottles\t to\t his\t wife.\t \u201dThey\t were especially\tput\tup\tfor\tme\tin\tCologne,\t\u201c\t\/\ttold\ther.\tThe\tnext\tday\tthe\tbanker\tcalled at\tmy\thotel.\tHis\twife\twas\tenraptured\tby\tthe\tperfume.\tShe\tconsidered\tit\tthe\tmost wonderful,\tthe\tmost\texotic\tfragrance\tshe\thad\tever\tused.\tI\tdid\tnot\ttell\tthe\tbanker he\tcould\tget\tall\the\twanted\tright\tin\tOmaha.\t\u201dShe\tsaid,\u201c\tthe\tbanker\tadded,\t\u201dthat\tI was\t fortunate\t to\t be\t associated\t with\t a\t man\t like\t you.\\\"\t From\t then\t on\t his\t attitude was\tchanged,\tfor\the\thad\tcomplete\tfaith\tin\this\twife's\tjudgment.\t...\tHe\tparted\twith $350,000.\tThis,\tincidentally\twas\tmy\tbiggest\t[con]\tscore. \u201cYELLOW\tKID\u201d\tWEIL, 1875-1976 head\t of\t an\t engineering\t company,\t and\t entered\t into\t conversation\t with\t him. Loller\t had\t made\t his\t fortune\t only\t recendy,\t and\t forging\t social\t connections\t was very\t important\t to\t him.\t He\t felt\t honored\t and\t somewhat\t mtimidated\t by\t this sophisticated\t man,\t who\t spoke\t perfect\t English\t with\t a\t hint\t of\t a\t foreign\t accent. Over\tdie\tdays\tto\tcome,\tthe\ttwo\tbecame\tfriends. Loller\tof\tcourse\tdid\tmost\tof\tthe\ttalking,\tand\tone\tnight\the\tconfessed\tthat\this business\twas\tdoing\tpoorly,\twith\tmore\ttroubles\tahead.\tIn\treturn,\tLustig\tconfided in\this\tnew\tfriend\tthat\the\ttoo\thad\tserious\tmoney\tproblemsCommunists\thad\tseized his\t family\t estate\t and\t all\t its\t assets.\t He\t was\t too\t old\t to\t learn\t a\t trade\t and\t go\t to work.\t Luckily\t he\t had\t found\t an\t answer\u201ca\t money-making\t machine.\u201d\t \u201cYou counterfeit\u201d\t Loller\t whispered\t in\t half-shock.\t No,\t Lustig\t replied,\t explaining\t that through\t a\t secret\t chemical\t process,\t his\t machine\t could\t duplicate\t any\t paper","currency\twith\tcomplete\taccuracy.\tPut\tin\ta\tdollar\tbill\tand\tsix\thours\tlater\tyou\thad two,\tboth\tperfect.\tHe\tproceeded\tto\texplain\thow\tthe\tmachine\thad\tbeen\tsmuggled out\tof\tEurope,\thow\tdie\tGermans\thad\tdeveloped\tit\tto\tundermine\tthe\tBritish,\thow it\thad\tsupported\tthe\tcount\tfor\tseveral\tyears,\tand\ton\tand\ton.\tWhen\tLoller\tinsisted on\t a\t demonstration,\t the\t two\t men\t went\t to\t Lustig's\t room,\t where\t the\t count produced\ta\tmagnificent\tmahogany\tbox\tfitted\twitii\tslots,\tcranks,\tand\tdials.\tLoller watched\t as\t Lustig\t inserted\t a\t dollar\t bill\t in\t die\t box.\t Sure\t enough,\t early\t die following\tmorning\tLustig\tpulled\tout\ttwo\tbills,\tstill\twet\tfrom\tdie\tchemicals. Lustig\t gave\t the\t notes\t to\t Loller,\t who\t immediately\t took\t the\t bills\t to\t a\t local bankwhich\t accepted\t them\t as\t genuine.\t Now\t the\t businessman\t feverishly\t begged Lustig\t to\t sell\t him\t a\t machine.\t The\t count\t explained\t diat\t there\t was\t only\t one\t in existence,\tso\tLoller\tmade\thim\ta\thigh\toffer:\t$25,000,\tthen\ta\tconsiderable\tamount (more\tthan\t$400,000\tin\ttoday's\tterms).\tEven\tso,\tLustig\tseemed\treluctant:\tHe\tdid not\tfeel\tright\tabout\tmaking\this\tfriend\tpay\tso\tmuch.\tYet\tfinally\the\tagreed\tto\tthe sale.\t After\t all,\t he\t said,\t \u201cI\t suppose\t it\t matters\t little\t what\t you\t pay\t me.\t You\t are, after\tall,\tgoing\tto\trecover\tthe\tamount\twithin\ta\tfew\tdays\tby\tduplicating\tyour\town bills.\u201d\t Making\t Loller\t swear\t never\t to\t reveal\t the\t machine's\t existence\t to\t odier people,\t Lustig\t accepted\t the\t money.\t Later\t the\t same\t day\t he\t checked\t out\t of\t the hotel.\t A\t year\t later,\t after\t many\t futile\t attempts\t at\t duplicating\t bills,\t Loller\t finally went\t to\t the\t police\t with\t the\t story\t of\t how\t Count\t Lustig\t had\t conned\t him\t with\t a pair\t of\t dollar\t bills,\t some\t chemicals,\t and\t a\t worthless\t mahogany\t box. Interpretation Count\tLustig\thad\tan\teagle\teye\tfor\tother\tpeople's\tweaknesses.\tHe\tsaw\tthem\tin die\tsmallest\tgesture.\tLoller,\tfor\tinstance,\tovertipped\twaiters,\tseemed\tnervous\tin conversation\twith\tthe\tconcierge,\ttalked\tloudly\tabout\this\tbusiness.\tHis\tweakness, Lustig\t knew,\t was\t his\t need\t for\t social\t validation\t and\t for\t die\t respect\t that\t he thought\this\twealth\thad\tearned\thim.\tHe\twas\talso\tchronically\tinsecure.\tLustig\thad come\tto\tthe\thotel\tto\thunt\tfor\tprey.\tIn\tLoller\the\thomed\tin\ton\tthe\tperfect\tsuckera man\thungering\tfor\tsomeone\tto\tfill\this\tpsychic\tvoids. In\t offering\t Loller\t his\t friendship,\t then,\t Lustig\t knew\t he\t was\t offering\t him\t the immediate\trespect\tof\tthe\tother\tguests.\tAs\ta\tcount,\tLustig\twas\talso\toffer- ing\tthe\tnewly\trich\tbusinessman\taccess\tto\tthe\tglittering\tworld\tof\told\twealth. And\t for\t the\t coup\t de\t grace,\t he\t apparendy\t owned\t a\t machine\t mat\t would\t rescue Loller\tfrom\this\tworries.\tIt\twould\teven\tput\thim\ton\ta\tpar\twith\tLustig\thimself,\twho had\talso\tused\tthe\tmachine\tto\tmaintain\this\tstatus.\tNo\twonder\tLoller\ttook\tthe\tbait. Remember:\tWhen\tsearching\tfor\tsuckers,\talways\tlook\tfor\tthe\tdissatisfied,\tme unhappy,\tthe\tinsecure.\tSuch\tpeople\tare\triddled\twith\tweaknesses\tand\thave\tneeds mat\t you\t can\t fill.\t Their\t neediness\t is\t the\t groove\t in\t which\t you\t place\t your thumbnail\tand\tturn\tdiem\tat\twill.","Observance\tIII In\tthe\tyear\t1559,\tthe\tFrench\tking\tHenri\tII\tdied\tin\ta\tjousting\texhibition.\tHis son\t assumed\t the\t throne,\t becoming\t Francis\t II,\t but\t in\t the\t background\t stood Henri's\t wife\t and\t queen,\t Catherine\t de'\t Medicis,\t a\t woman\t who\t had\t long\t ago proven\t her\t skill\t in\t affairs\t of\t state.\t When\t Francis\t died\t the\t next\t year,\t Catherine took\t control\t of\t the\t country\t as\t regent\t to\t her\t next\t son\t in\t line\t of\t succession,\t the future\tCharles\tIX,\ta\tmere\tten\tyears\told\tat\tthe\ttime. The\t main\t threats\t to\t the\t queen's\t power\t were\t Antoine\t de\t Bourbon,\t king\t of Navarre,\t and\t his\t brother,\t Louis,\t die\t powerful\t prince\t of\t Conde,\t bom\t of\t whom could\tclaim\tthe\tright\tto\tserve\tas\tregent\tinstead\tof\tCatherine,\twho,\tafter\tall,\twas Italiana\tforeigner.\tCatherine\tquickly\tappointed\tAntoine\tlieutenant\tgeneral\tof\tthe kingdom,\ta\ttitle\tthat\tseemed\tto\tsatisfy\this\tambition.\tIt\talso\tmeant\tthat\the\thad\tto remain\t in\t court,\t where\t Catherine\t could\t keep\t an\t eye\t on\t him.\t Her\t next\t move proved\tsmarter\tstill:\tAntoine\thad\ta\tnotorious\tweakness\tfor\tyoung\twomen,\tso\tshe assigned\t one\t of\t her\t most\t attractive\t maids\t of\t honor,\t Louise\t de\t Rouet,\t to\t seduce him.\tNow\tAntoine's\tintimate,\tLouise\treported\tall\tof\this\tactions\tto\tCatherine.\tThe move\t worked\t so\t brilliantly\t that\t Catiierine\t assigned\t another\t of\t her\t maids\t to Prince\t Conde,\t and\t thus\t was\t formed\t her\t escadron\t volant\t \u201cflying\t squadron\u201dof young\tgirls\twhom\tshe\tused\tto\tkeep\tthe\tunsuspecting\tmales\tin\tthe\tcourt\tunder\ther control. In\t1572\tCatherine\tmarried\toff\ther\tdaughter,\tMarguerite\tde\tValois,\tto\tHenri, the\tson\tof\tAntoine\tand\tthe\tnew\tking\tof\tNavarre.\tTo\tput\ta\tfamily\tthat\thad\talways struggled\tagainst\ther\tso\tclose\tto\tpower\twas\ta\tdangerous\tmove,\tso\tto\tmake\tsure of\t Henri's\t loyalty\t she\t unleashed\t on\t him\t the\t loveliest\t member\t of\t her\t \u201cflying squadron,\u201d\tCharlotte\tde\tBeaune\tSemblancay,\tbaroness\tof\tSauves.\tCatherine\tdid this\t even\t diough\t Henri\t was\t married\t to\t her\t daughter.\t Within\t weeks,\t Marguerite de\t Valois\t wrote\t in\t her\t memoirs,\t \u201cMme.\t de\t Sauves\t so\t completely\t ensnared\t my husband\tthat\twe\tno\tlonger\tslept\ttogether,\tnor\teven\tconversed.\u201d The\t baroness\t was\t an\t excellent\t spy\t and\t helped\t to\t keep\t Henri\t under Catherine's\t thumb.\t When\t the\t queen's\t youngest\t son,\t the\t Duke\t of\t Alencon,\t grew so\tclose\tto\tHenri\tthat\tshe\tfeared\tthe\ttwo\tmight\tplot\tagainst\ther,\tshe\tassigned\tthe baroness\t to\t him\t as\t well.\t This\t most\t infamous\t member\t of\t the\t flying\t squadron quickly\tseduced\tAlencon,\tand\tsoon\tthe\ttwo\tyoung\tmen\tfought\tover\ther\tand\ttiieir friendship\tquickly\tended,\talong\twith\tany\tdanger\tof\ta\tconspiracy. And\twhile\tI\tam\ton\tthe\tsubject,\tthere\tis\tanother\tfact\tthat\tdeserves\tmention.\tIt is\t this.\t A\t man\t shows\t his\t character\t just\t in\t the\t way\t in\t which\t he\t deals\t with triflesfor\t then\t he\t is\t off\t his\t guard.\t This\t will\t often\t afford\t a\t good\t opportunity\t of observing\t the\t boundless\t egoism\t of\t a\t man's\t nature,\t and\t his\t total\t lack\t of consideration\tfor\tothers;\tand\tif\tthese\tdefects\tshow\tthemselves\tin\tsmall\tthings,\tor","merely\tin\this\tgeneral\tdemeanour,\tyou\twill\tfind\tthat\tthey\talso\tunderlie\this\taction in\t matters\t of\t importance,\t although\t he\t may\t disguise\t the\t fact.\t This\t is\t an opportunity\t which\t should\t not\t be\t missed.\t If\t in\t the\t little\t affairs\t of\t every\t daythe trifles\t of\t life\t ...a\t man\t is\t inconsiderate\t and\t seeks\t only\t what\t is\t advantageous\t or convenient\t to\t himself,\t to\t the\t prejudice\t of\t others'\t rights;\t if\t he\t appropriates\t to himself\tthat\twhich\tbelongs\tto\tall\talike,\tyou\tmay\tbe\tsure\tthere\tis\tno\tjustice\tin\this heart,\tand\tthat\the\twould\tbe\ta\tscoundrel\ton\ta\twholesale\tscale,\tonly\tthat\tlaw\tand compulsion\tbind\this\thands. Arthur Schopenhauer, 1788-1860 When\t the\t two\t armies\t [Julius\t Caesar's\t and\t Pompey's]\t were\t come\t into Pharsalia,\tand\tboth\tencamped\tthere,\tPompey's\tthoughts\tran\tthe\tsame\tway\tas\tthey had\tdone\tbefore,\tagainst\tfighting....\tBut\tthose\twho\twere\tabout\thim\twere\tgreatly confident\t of\t success\t ...\t as\t if\t they\t had\t already\t conquered....\t The\t cavalry especially\t were\t obstinate\t for\t fighting,\t being\t splendidly\t armed\t and\t bravely mounted,\tand\tvaluing\tthemselves\tupon\tthe\tfine\thorses\tthey\tkept,\tand\tupon\ttheir own\t handsome\t persons;\t as\t also\t upon\t the\t advantage\t of\t their\t numbers,\t for\t they were\t five\t thousand\t against\t one\t thousand\t of\t Caesar's.\t Nor\t were\t the\t numbers\t of the\t infantry\t less\t disproportionate,\t there\t being\t forty-five\t thousand\t of\t Pompey's against\t twenty-two\t thousand\t of\t the\t enemy.\t [The\t next\t day!\t whilst\t the\t infantry was\t thus\t sharply\t engaged\t in\t the\t main\t battle,\t on\t the\t flank\t Pompey\t 's\t horse\t rode up\t confidently,\t and\t opened\t [his\t cavalry's]\t ranks\t very\t wide,\t that\t they\t might surround\t the\t right\t wing\t of\t Caesar.\t But\t before\t they\t engaged,\t Caesar's\t cohorts rushed\t out\t and\t attacked\t them,\t and\t did\t not\t dart\t their\t javelins\t at\t a\t distance,\t nor strike\tat\tthe\tthighs\tand\tlegs,\tas\tthey\tusually\tdid\tin\tclose\tbattle,\tbut\taimed\tat\ttheir faces.\tFor\tthus Interpretation Catherine\thad\tseen\tvery\tearly\ton\tthe\tsway\tmat\ta\tmistress\thas\tover\ta\tman\tof power:\tHer\town\thusband,\tHenri\tII,\thad\tkept\tone\tof\tthe\tmost\tinfamous\tmistresses of\tthem\tall,\tDiane\tde\tPoitiers.\tWhat\tCatherine\tlearned\tfrom\tthe\texperience\twas that\ta\tman\tlike\ther\thusband\twanted\tto\tfeel\the\tcould\twin\ta\twoman\tover\twidiout having\tto\trely\ton\this\tstatus,\twhich\the\thad\tinherited\trather\tdian\tearned.\tAnd\tsuch a\t need\t contained\t a\t huge\t blind\t spot:\t As\t long\t as\t die\t woman\t began\t die\t affair\t by acting\t as\t if\t she\t had\t been\t conquered,\t die\t man\t would\t fail\t to\t notice\t that\t as\t time passed\t the\t mistress\t had\t come\t to\t hold\t power\t over\t him,\t as\t Diane\t de\t Poitiers\t did over\t Henri.\t It\t was\t Cadierine's\t strategy\t to\t turn\t this\t weakness\t to\t her\t advantage, using\tit\tas\ta\tway\tto\tconquer\tand\tcontrol\tmen.\tAll\tshe\thad\tto\tdo\twas\tunleash\tthe loveliest\t women\t in\t the\t court,\t her\t \u201cflying\t squadron,\u201d\t on\t men\t whom\t she\t knew","shared\ther\thusband's\tvulnerability. Remember:\t Always\t look\t for\t passions\t and\t obsessions\t that\t cannot\t be controlled.\t The\t stronger\t the\t passion,\t the\t more\t vulnerable\t die\t person.\t This\t may seem\t surprising,\t for\t passionate\t people\t look\t strong.\t In\t fact,\t however,\t they\t are simply\tfilling\tdie\tstage\twith\tdieir\ttheatricality,\tdistracting\tpeople\tfrom\thow\tweak and\thelpless\tthey\treally\tare.\tA\tman's\tneed\tto\tconquer\twomen\tactually\treveals\ta tremendous\t helplessness\t that\t has\t made\t suckers\t out\t of\t them\t for\t thousands\t of years.\tLook\tat\tthe\tpart\tof\ta\tperson\tthat\tis\tmost\tvisibletheir\tgreed,\tdieir\tlust,\ttiieir intense\t fear.\t These\t are\t the\t emotions\t they\t cannot\t conceal,\t and\t over\t which\t diey have\tthe\tleast\tcontrol.\tAnd\twhat\tpeople\tcannot\tcontrol,\tyou\tcan\tcontrol\tfor\tdiem. Observance\tIV Arabella\t Huntington,\t wife\t of\t die\t great\t late-nineteentii-century\t railroad magnate\t Collis\t P.\t Huntington,\t came\t from\t humble\t origins\t and\t always\t struggled for\t social\t recognition\t among\t her\t wealdiy\t peers.\t When\t she\t gave\t a\t party\t in\t her San\t Francisco\t mansion,\t few\t of\t die\t social\t elite\t would\t show\t up;\t most\t of\t diem took\t her\t for\t a\t gold\t digger,\t not\t their\t kind.\t Because\t of\t her\t husband's\t fabulous wealdi,\tart\tdealers\tcourted\ther,\tbut\twidi\tsuch\tcondescension\tthey\tobviously\tsaw her\t as\t an\t upstart.\t Only\t one\t man\t of\t consequence\t treated\t her\t differentiy:\t the dealer\tJoseph\tDuveen. For\t die\t first\t few\t years\t of\t Duveen's\t relationship\t witii\t Arabella,\t he\t made\t no effort\t to\t sell\t expensive\t art\t to\t her.\t Instead\t he\t accompanied\t her\t to\t fine\t stores, chatted\t endlessly\t about\t queens\t and\t princesses\t he\t knew,\t on\t and\t on.\t At\t last,\t she diought,\t a\t man\t who\t treated\t her\t as\t an\t equal,\t even\t a\t superior,\t in\t high\t society. Meanwhile,\tif\tDuveen\tdid\tnot\ttry\tto\tsell\tart\tto\ther,\the\tdid\tsub-tiy\teducate\ther\tin his\taesdietic\tideasnamely,\tthat\tdie\tbest\tart\twas\tthe\tmost\texpensive\tart.\tAnd\tafter Arabella\t had\t soaked\t up\t his\t way\t of\t seeing\t things,\t Duveen\t would\t act\t as\t if\t she always\t had\t exquisite\t taste,\t even\t tiiough\t before\t she\t met\t him\t her\t aesdietics\t had been\tabysmal. When\t Collis\t Huntington\t died,\t in\t 1900,\t Arabella\t came\t into\t a\t fortune.\t She suddenly\t started\t to\t buy\t expensive\t paintings,\t by\t Rembrandt\t and\t Velazquez,\t for exampleand\t only\t from\t Duveen.\t Years\t later\t Duveen\t sold\t her\t Gainsborough's Blue\tBoy\tfor\tthe\thighest\tprice\tever\tpaid\tfor\ta\twork\tof art\t at\t the\t time,\t an\t astounding\t purchase\t for\t a\t family\t that\t previously\t had shown\tlitde\tinterest\tin\tcollecting.\tInterpretation Joseph\tDuveen\tinstantly\tunderstood\tArabella\tHuntington\tand\twhat\tmade\ther tick:\t She\t wanted\t to\t feel\t important,\t at\t home\t in\t society.\t Intensely\t insecure\t about her\t lower-class\t background,\t she\t needed\t confirmation\t of\t her\t new\t social\t status. Duveen\t waited.\t Instead\t of\t rushing\t into\t trying\t to\t persuade\t her\t to\t collect\t art,\t he subtly\twent\tto\twork\ton\ther\tweaknesses.\tHe\tmade\ther\tfeel\tthat\tshe\tdeserved\this","attention\tnot\tbecause\tshe\twas\tthe\twife\tof\tone\tof\tthe\twealthiest\tmen\tin\tthe\tworld but\tbecause\tof\ther\town\tspecial\tcharacterand\tthis\tcompletely\tmelted\ther.\tDuveen never\t condescended\t to\t Arabella;\t rather\t than\t lecturing\t to\t her,\t he\t instilled\t his ideas\t in\t her\t indirectly.\t The\t result\t was\t one\t of\t his\t best\t and\t most\t devoted\t clients, and\talso\tthe\tsale\tof\tThe\tBlue\tBoy. People's\t need\t for\t validation\t and\t recognition,\t tiieir\t need\t to\t feel\t important,\t is the\t best\t kind\t of\t weakness\t to\t exploit.\t First,\t it\t is\t almost\t universal;\t second, exploiting\tit\tis\tso\tvery\teasy.\tAll\tyou\thave\tto\tdo\tis\tfind\tways\tto\tmake\tpeople\tfeel better\tabout\ttheir\ttaste,\ttheir\tsocial\tstanding,\tmeir\tintelligence.\tOnce\tthe\tfish\tare hooked,\tyou\tcan\treel\tthem\tin\tagain\tand\tagain,\tfor\tyearsyou\tare\tfilling\ta\tpositive role,\t giving\t them\t what\t they\t cannot\t get\t on\t their\t own.\t They\t may\t never\t suspect that\t you\t are\t turning\t them\t like\t a\t thumbscrew,\t and\t if\t they\t do\t they\t may\t not\t care, because\tyou\tare\tmaking\tthem\tfeel\tbetter\tabout\tthemselves,\tand\tthat\tis\tworth\tany price. Observance\tV In\t 1862\t King\t William\t of\t Prussia\t named\t Otto\t von\t Bismarck\t premier\t and minister\t for\t foreign\t affairs.\t Bismarck\t was\t known\t for\t his\t boldness,\t his ambitionand\t his\t interest\t in\t strengthening\t die\t military.\t Since\t William\t was surrounded\t by\t liberals\t in\t his\t government\t and\t cabinet,\t politicians\t who\t already wanted\t to\t limit\t his\t powers,\t it\t was\t quite\t dangerous\t for\t him\t to\t put\t Bismarck\t in this\t sensitive\t position.\t His\t wife,\t Queen\t Augusta,\t had\t tried\t to\t dissuade\t him,\t but aKhough\tshe\tusually\tgot\ther\tway\twith\thim,\tthis\ttime\tWilliam\tstuck\tto\this\tguns. Only\t a\t week\t after\t becoming\t prime\t minister,\t Bismarck\t made\t an\t impromptu speech\t to\t a\t few\t dozen\t ministers\t to\t convince\t them\t of\t the\t need\t to\t enlarge\t the army.\tHe\tended\tby\tsaying,\t\u201cThe\tgreat\tquestions\tof\tthe\ttime\twill\tbe\tdecided,\tnot by\t speeches\t and\t resolutions\t of\t majorities,\t but\t by\t iron\t and\t blood.\u201d\t His\t speech was\timmediately\tdisseminated\tthroughout\tGermany.\tThe\tqueen\tscreamed\tat\ther husband\tthat\tBismarck\twas\ta\tbarbaric\tmilitarist\twho\twas\tout\tto\tusurp\tcontrol\tof Prussia,\tand\tthat\tWilliam\thad\tto\tfire\thim.\tThe\tliberals\tin\tthe\tgovernment\tagreed with\ther.\tThe\toutcry\twas\tso\tvehement\tthat\tWilliam\tbegan\tto\tbe\tafraid\the\twould end\tup\ton\ta\tscaffold,\tlike\tLouis\tXVI\tof\tFrance,\tif\the\tkept\tBismarck\ton\tas\tprime minister. Bismarck\tknew\the\thad\tto\tget\tto\tthe\tking\tbefore\tit\twas\ttoo\tlate.\tHe\talso\tknew he\t had\t blundered,\t and\t should\t have\t tempered\t his\t fiery\t words.\t Yet\t as\t he contemplated\t his\t strategy,\t he\t decided\t not\t to\t apologize\t but\t to\t do\t the\t exact opposite.\tBismarck\tknew\tthe\tking\twell. Caesar\t had\t instructed\t them,\t in\t hopes\t that\t young\t gentlemen,\t who\t had\t not known\t much\t of\t battles\t and\t wounds,\t hut\t came\t wearing\t their\t hair\t long,\t in\t the flower\t of\t their\t age\t and\t height\t of\t their\t beauty,\t would\t be\t more\t apprehensive\t of","such\tblows,\tand\tnot\tcare\tfor\thazarding\tboth\ta\tdanger\tat\tpresent\tand\ta\tblemish\tfor the\tfuture. And\tso\tit\tproved,\tfor\tthey\twere\tso\tfar\tfrom\tbearing\tthe\tstroke\tof\tthe\tjavelins, that\t they\t could\t not\t stand\t the\t sight\t of\t them,\t but\t turned\t about,\t and\t covered\t their faces\tto\tsecure\tthem.\tOnce\tin\tdisorder,\tpresently\tthey\tturned\tabout\tto\tfly;\tand\tso most\t shamefully\t ruined\t all.\t For\t those\t who\t had\t beat\t them\t back\t at\t once outflanked\t the\t infantry,\t and\t falling\t on\t their\t rear,\t cut\t them\t to\t pieces.\t Pompey, who\t commanded\t the\t other\t wing\t of\t the\t army,\t when\t he\t saw\t his\t cavalry\t thus broken\tand\tflying,\twas\tno\tlonger\thimself\tnor\tdid\the\tnow\tremember\tthat\the\twas Pompey\t the\t Great,\t but,\t like\t one\t whom\t some\t god\t had\t deprived\t of\t his\t senses, retired\tto\this\ttent\twithout\tspeaking\ta\tword,\tand\tthere\tsat\tto\texpect\tthe\tevent,\ttill the\twhole\tarmy\twas\trouted. THE\tLIFE\tOF\tJULIUS\tCAESAR. Plutarch,\tc.\ta.d.\t46-120 When\t the\t two\t men\t met,\t William,\t predictably,\t had\t been\t worked\t into\t a\t tizzy by\t the\t queen.\t He\t reiterated\t his\t fear\t of\t being\t guillotined.\t But\t Bismarck\t only replied,\t \u201cYes,\t then\t we\t shall\t be\t dead!\t We\t must\t die\t sooner\t or\t later,\t and\t could there\t be\t a\t more\t respectable\t way\t of\t dying\t I\t should\t die\t fighting\t for\t the\t cause\t of my\tking\tand\tmaster.\tYour\tMajesty\twould\tdie\tsealing\twith\tyour\town\tblood\tyour royal\t rights\t granted\t by\t God's\t grace.\t Whether\t upon\t the\t scaffold\t or\t upon\t the battlefield\tmakes\tno\tdifference\tto\tthe\tglorious\tstaking\tof\tbody\tand\tlife\ton\tbehalf of\t rights\t granted\t by\t God's\t grace!\u201d\t On\t he\t went,\t appealing\t to\t William's\t sense\t of honor\t and\t the\t majesty\t of\t his\t position\t as\t head\t of\t the\t army.\t How\t could\t the\t king allow\t people\t to\t push\t him\t around\t Wasn't\t the\t honor\t of\t Germany\t more\t important than\tquibbling\tover\twords\tNot\tonly\tdid\tthe\tprime\tminister\tconvince\tdie\tking\tto stand\t up\t to\t both\t his\t wife\t and\t his\t parliament,\t he\t persuaded\t him\t to\t build\t up\t the armyBismarck's\tgoal\tall\talong.\tInterpretation Bismarck\t knew\t the\t king\t felt\t bullied\t by\t those\t around\t him.\t He\t knew\t that William\t had\t a\t military\t background\t and\t a\t deep\t sense\t of\t honor,\t and\t that\t he\t felt ashamed\tat\this\tcravenness\tbefore\this\twife\tand\this\tgovernment.\tWilliam\tsecredy yearned\t to\t be\t a\t great\t and\t mighty\t king,\t but\t he\t dared\t not\t express\t this\t ambition because\t he\t was\t afraid\t of\t ending\t up\t like\t Louis\t XVI.\t Where\t a\t show\t of\t courage often\t conceals\t a\t man's\t timidity,\t William's\t timidity\t concealed\t his\t need\t to\t show courage\tand\tthump\this\tchest. Bismarck\tsensed\tthe\tlonging\tfor\tglory\tbeneatii\tWilliam's\tpacifist\tfront,\tso\the played\tto\tthe\tking's\tinsecurity\tabout\this\tmanhood,\tfinally\tpushing\thim\tinto\tdiree wars\t and\t the\t creation\t of\t a\t German\t empire.\t Timidity\t is\t a\t potent\t weakness\t to exploit.\t Timid\t souls\t often\t yearn\t to\t be\t their\t oppositeto\t be\t Napoleons.\t Yet\t they lack\t the\t inner\t strength.\t You,\t in\t essence,\t can\t become\t their\t Napoleon,\t pushing","them\tinto\tbold\tactions\tthat\tserve\tyour\tneeds\twhile\talso\tmaking\tthem\tdependent on\t you.\t Remember:\t Look\t to\t the\t opposites\t and\t never\t take\t appearances\t at\t face value. Image:\t The\t Thumbscrew.\t Your\t enemy\t has\t secrets\t that\t he\t guards,\t thinks thoughts\the\twill\tnot\treveal.\tBut\tthey\tcome\tout\tin\tways\the\tcannot\thelp.\tIt\tis\tthere somewhere,\ta\tgroove\tof\tweakness\ton\this\thead,\tat\this\theart,\tover\this\tbelly.\tOnce you\tfind\tthe\tgroove,\tput\tyour\tthumb\tin\tit\tand\tturn\thim\tat\twill. Authority:\tFind\tout\teach\tman's\tthumbscrew.\tTis\tthe\tart\tof\tsetting\ttheir\twills in\t action.\t It\t needs\t more\t skill\t than\t resolution.\t You\t must\t know\t where\t to\t get\t at anyone.\tEvery\tvolition\thas\ta\tspecial\tmotive\twhich\tvaries\taccording\tto\ttaste.\tAll men\t are\t idolaters,\t some\t of\t fame,\t odiers\t of\t self-interest,\t most\t of\t pleasure.\t Skill consists\t in\t knowing\t these\t idols\t in\t order\t to\t bring\t them\t into\t play.\t Knowing\t any man's\t mainspring\t of\t motive\t you\t have\t as\t it\t were\t the\t key\t to\t his\t will.\t (Baltasar Gracian,\t1601-1658) REVERSAL Playing\ton\tpeople's\tweakness\thas\tone\tsignificant\tdanger:\tYou\tmay\tstir\tup an\taction\tyou\tcannot\tcontrol. In\t your\t games\t of\t power\t you\t always\t look\t several\t steps\t ahead\t and\t plan accordingly.\t And\t you\t exploit\t the\t fact\t that\t other\t people\t are\t more\t emotional\t and incapable\tof\tsuch\tforesight.\tBut\twhen\tyou\tplay\ton\ttheir\tvulnerabilities,\tthe\tareas over\t which\t they\t have\t least\t control,\t you\t can\t unleash\t emotions\t that\t will\t upset your\tplans.\tPush\ttimid\tpeople\tinto\tbold\taction\tand\tthey\tmay\tgo\ttoo\tfar;\tanswer their\tneed\tfor\tattention\tor\trecognition\tand\tthey\tmay\tneed\tmore\tthan\tyou\twant\tto give\t them.\t The\t helpless,\t childish\t element\t you\t are\t playing\t on\t can\t turn\t against you. The\t more\t emotional\t the\t weakness,\t die\t greater\t the\t potential\t danger.\t Know the\t limits\t to\t this\t game,\t then,\t and\t never\t get\t carried\t away\t by\t your\t control\t over your\tvictims.\tYou\tare\tafter\tpower,\tnot\tdie\tdirill\tof\tcontrol.","48\tLaws\tof\tPower LAW\t34 BE\tROYAL\tIN\tYOUR\tOWN FASHION:\tACT\tLIKE\tA KING\tTO\tBE\tTREATED LIKE\tONE JUDGMENT The\tway\tyou\tcarry\tyourself\twill\toften\tdetermine\thow\tyou\tare\ttreated:\tIn\tthe long\t run,\t appearing\t vulgar\t or\t common\t will\t make\t people\t disrespect\t you.\t For\t a king\t respects\t himself\t and\t inspires\t the\t same\t sentiment\t in\t others.\t By\t acting regally\tand\tconfident\tof\tyour\tpowers,\tyou\tmake\tyourself\tseem\tdestined\tto\twear a\tcrown. TRANSGRESSION\tOF\tTHE\tLAW In\tJuly\tof\t1830,\ta\trevolution\tbroke\tout\tin\tParis\tthat\tforced\tthe\tking,\tCharles X,\t to\t abdicate.\t A\t commission\t of\t the\t highest\t audiorities\t in\t the\t land\t gathered\t to choose\t a\t successor,\t and\t the\t man\t they\t picked\t was\t Louis-Philippe,\t the\t Duke\t of Orleans. From\tthe\tbeginning\tit\twas\tclear\tthat\tLouis-Philippe\twould\tbe\ta\tdifferent\tkind of\t king,\t and\t not\t just\t because\t he\t came\t from\t a\t different\t branch\t of\t the\t royal family,\t or\t because\t he\t had\t not\t inherited\t the\t crown\t but\t had\t been\t given\t it,\t by\t a commission,\t putting\t his\t legitimacy\t in\t question.\t Rather\t it\t was\t that\t he\t disliked ceremony\t and\t the\t trappings\t of\t royalty;\t he\t had\t more\t friends\t among\t the\t bankers than\tamong\tthe\tnobility;\tand\this\tstyle\twas\tnot\tto\tcreate\ta\tnew\tkind\tof\troyal\trule, as\t Napoleon\t had\t done,\t but\t to\t downplay\t his\t status,\t the\t better\t to\t mix\t widi\t the businessmen\t and\t middle-class\t folk\t who\t had\t called\t him\t to\t lead.\t Thus\t the symbols\tthat\tcame\tto\tbe\tassociated\twith\tLouis-Philippe\twere\tneither\tthe\tscepter nor\tthe\tcrown,\tbut\tthe\tgray\that\tand\tumbrella\twith\twhich\the\twould\tproudly\twalk the\t streets\t of\t Paris,\t as\t if\t he\t were\t a\t bourgeois\t out\t for\t a\t stroll.\t When\t Louis- Philippe\t invited\t James\t Rothschild,\t the\t most\t important\t banker\t in\t France,\t to\t his palace,\the\ttreated\thim\tas\tan\tequal.\tAnd\tunlike\tany\tking\tbefore\thim,\tnot\tonly\tdid he\ttalk\tbusiness\twith\tMonsieur\tRothschild\tbut\tthat\twas\tliterally\tall\the\ttalked,\tfor he\tloved\tmoney\tand\thad\tamassed\ta\thuge\tfortune. As\t the\t reign\t of\t the\t \u201cbourgeois\t king\u201d\t plodded\t on,\t people\t came\t to\t despise him.\tThe\taristocracy\tcould\tnot\tendure\tthe\tsight\tof\tan\tunkingly\tking,\tand\twithin\ta","few\t years\t they\t turned\t on\t him.\t Meanwhile\t the\t growing\t class\t of\t the\t poor, including\tthe\tradicals\twho\thad\tchased\tout\tCharles\tX,\tfound\tno\tsatisfaction\tin\ta ruler\t who\t neither\t acted\t as\t a\t king\t nor\t governed\t as\t a\t man\t of\t the\t people.\t The bankers\tto\twhom\tLouis-Philippe\twas\tdie\tmost\tbeholden\tsoon\trealized\tthat\tit\twas they\t who\t controlled\t the\t country,\t not\t he,\t and\t they\t treated\t him\t with\t growing contempt.\t One\t day,\t at\t the\t start\t of\t a\t train\t trip\t organized\t for\t die\t royal\t family, James\tRothschild\tactually\tberated\thimand\tin\tpublicfor\tbeing\tlate.\tOnce\tdie\tking had\t made\t news\t by\t treating\t the\t banker\t as\t an\t equal;\t now\t the\t banker\t treated\t the king\tas\tan\tinferior. Eventually\tthe\tworkers'\tinsurrections\tthat\thad\tbrought\tdown\tLouis-Philippe's predecessor\t began\t to\t reemerge,\t and\t die\t king\t put\t them\t down\t with\t force.\t But what\twas\the\tdefending\tso\tbrutally\tNot\tthe\tinstitution\tof\tme\tmonarchy,\twhich\the disdained,\t nor\t a\t democratic\t republic,\t which\t his\t rule\t prevented.\t What\t he\t was really\t defending,\t it\t seemed,\t was\t his\t own\t fortune,\t and\t die\t fortunes\t of\t the bankersnot\ta\tway\tto\tinspire\tloyalty\tamong\tdie\tcitizenry. In\t early\t 1848,\t Frenchmen\t of\t all\t classes\t began\t to\t demonstrate\t for\t electoral reforms\t that\t would\t make\t die\t country\t truly\t democratic.\t By\t February\t the demonstrations\t had\t turned\t violent.\t To\t assuage\t the\t populace,\t Louis-Philippe fired\this\tprime\tminister\tand\tappointed\ta\tliberal\tas\ta\treplacement.\tBut\tthis\tcreated the\t opposite\t of\t the\t desired\t effect:\t The\t people\t sensed\t they\t could\t push\t the\t king around.\t The\t demonstrations\t turned\t into\t a\t full-fledged\t revolution,\t with\t gunfire and\tbarricades\tin\tthe\tstreets. Never\tlose\tyour\tself-respect,\tnor\tbe\ttoo\tfamiliar\twith\tyourself\twhen\tyou\tare alone.\t Let\t your\t integrity\t itself\t be\t your\t own\t standard\t of\t rectitude,\t and\t be\t more indebted\t to\t the\t severity\t of\t your\t own\t judgment\t of\t yourself\t than\t to\t all\t external precepts.\t Desist\t from\t unseemly\t conduct,\t rather\t out\t of\t respect\t for\t your\t own virtue\tthan\tfor\tthe\tstrictures\tof\texternal\tauthority.\tCome\tto\thold\tyourself\tin\tawe, and\tyou\twill\thave\tno\tneed\tof\tSeneca's\timaginary\ttutor. Baltasar\tGracian,\t1601-1658 On\t the\t night\t of\t February\t 23,\t a\t crowd\t of\t Parisians\t surrounded\t the\t palace. With\t a\t suddenness\t that\t caught\t everyone\t by\t surprise,\t Louis-Philippe\t abdicated that\t very\t evening\t and\t fled\t to\t England.\t He\t left\t no\t successor,\t nor\t even\t die suggestion\tof\tonehis\twhole\tgovernment\tfolded\tup\tand\tdissolved\tlike\ta\ttraveling circus\tleaving\ttown. Interpretation Louis-Philippe\tconsciously\tdissolved\tthe\taura\tthat\tnaturally\tpertains\tto\tkings and\t leaders.\t Scoffing\t at\t the\t symbolism\t of\t grandeur,\t he\t believed\t a\t new\t world was\t dawning,\t where\t rulers\t should\t act\t and\t be\t like\t ordinary\t citizens.\t He\t was right:\tA\tnew\tworld,\twithout\tkings\tand\tqueens,\twas\tcertainly\ton\tits\tway.\tHe\twas","profoundly\twrong,\thowever,\tin\tpredicting\ta\tchange\tin\tthe\tdynamics\tof\tpower. The\t bourgeois\t king's\t hat\t and\t umbrella\t amused\t the\t French\t at\t first,\t but\t soon grew\t irritating.\t People\t knew\t that\t Louis-Philippe\t was\t not\t really\t like\t them\t at allthat\tthe\that\tand\tumbrella\twere\tessentially\ta\tkind\tof\ttrick\tto\tencourage\tthem\tin the\t fantasy\t that\t the\t country\t had\t suddenly\t grown\t more\t equal.\t Actually,\t though, the\t divisions\t of\t wealth\t had\t never\t been\t greater.\t The\t French\t expected\t their\t ruler to\t be\t a\t bit\t of\t a\t showman,\t to\t have\t some\t presence.\t Even\t a\t radical\t like Robespierre,\twho\thad\tbriefly\tcome\tto\tpower\tduring\tthe\tFrench\tRevolution\tfifty years\t earlier,\t had\t understood\t this,\t and\t certainly\t Napoleon,\t who\t had\t turned\t die revolutionary\trepublic\tinto\tan\timperial\tregime,\thad\tknown\tit\tin\this\tbones.\tIndeed as\t soon\t as\t Louis-Philippe\t fled\t the\t stage,\t the\t French\t revealed\t their\t true\t desire: They\telected\tNapoleon's\tgrand-nephew\tpresident.\tHe\twas\ta\tvirtual\tunknown,\tbut they\t hoped\t he\t would\t re-create\t die\t great\t general's\t powerful\t aura,\t erasing\t die awkward\tmemory\tof\tdie\t\u201cbourgeois\tking.\u201d Powerful\t people\t may\t be\t tempted\t to\t affect\t a\t common-man\t aura,\t trying\t to create\t the\t illusion\t that\t they\t and\t dieir\t subjects\t or\t underlings\t are\t basically\t die same.\tBut\tthe\tpeople\twhom\tdiis\tfalse\tgesture\tis\tintended\tto\timpress\twill\tquickly see\tthrough\tit.\tThey\tunderstand\tthat\tthey\tare\tnot\tbeing\tgiven\tmore\tpowerthat\tit only\t appears\t as\t if\t diey\t shared\t in\t the\t powerful\t person's\t fate.\t The\t only\t kind\t of common\ttouch\tthat\tworks\tis\tdie\tkind\taffected\tby\tFranklin\tRoosevelt,\ta\tstyle\tthat said\t the\t president\t shared\t values\t and\t goals\t with\t the\t common\t people\t even\t while he\t remained\t a\t patrician\t at\t heart.\t He\t never\t pretended\t to\t erase\t his\t distance\t from the\tcrowd. Leaders\t who\t try\t to\t dissolve\t that\t distance\t through\t a\t false\t chumminess gradually\t lose\t the\t ability\t to\t inspire\t loyalty,\t fear,\t or\t love.\t Instead\t they\t elicit contempt.\t Like\t Louis-Philippe,\t they\t are\t too\t uninspiring\t even\t to\t be\t worth\t the guillotinedie\tbest\tdiey\tcan\tdo\tis\tsimply\tvanish\tin\tthe\tnight,\tas\tif\tdiey\twere\tnever there. OBSERVANCE\tOF\tTHE\tLAW When\t Christopher\t Columbus\t was\t trying\t to\t find\t funding\t for\t his\t legendary voyages,\tmany\t around\thim\t believed\t he\tcame\t from\t the\tItalian\t aristocracy.\t This view\t was\t passed\t into\t history\t through\t a\t biography\t written\t after\t the\t explorer's death\tby\this\tson,\twhich\tdescribes\thim\tas\ta\tdescendant\tof\ta\tCount Colombo\t of\t die\t Casde\t of\t Cuccaro\t in\t Montferrat.\t Colombo\t in\t turn\t was\t said to\tbe\tdescended\tfrom\tthe\tlegendary\tRoman\tgeneral\tColonius,\tand\ttwo\tof\this\tfirst cousins\t were\t supposedly\t direct\t descendants\t of\t an\t emperor\t of\t Constantinople. An\t illustrious\t background\t indeed.\t But\t it\t was\t nodiing\t more\t than\t illustrious fantasy,\t for\t Columbus\t was\t actually\t the\t son\t of\t Domenico\t Colombo,\t a\t humble weaver\t who\t had\t opened\t a\t wine\t shop\t when\t Christopher\t was\t a\t young\t man,\t and","who\tthen\tmade\this\tliving\tby\tselling\tcheese. Columbus\t himself\t had\t created\t the\t myth\t of\t his\t noble\t background,\t because from\t early\t on\t he\t felt\t that\t destiny\t had\t singled\t him\t out\t for\t great\t things,\t and\t that he\thad\ta\tkind\tof\troyalty\tin\this\tblood.\tAccordingly\the\tacted\tas\tif\the\twere\tindeed descended\t from\t noble\t stock.\t After\t an\t uneventful\t career\t as\t a\t merchant\t on\t a commercial\t vessel,\t Columbus,\t originally\t from\t Genoa,\t settled\t in\t Lisbon.\t Using die\t fabricated\t story\t of\t his\t noble\t background,\t he\t married\t into\t an\t established Lisbon\tfamily\tthat\thad\texcellent\tconnections\twith\tPortuguese\troyalty. Through\this\tin-laws,\tColumbus\tfinagled\ta\tmeeting\twith\tthe\tking\tof\tPortugal, Joao\tII,\twhom\the\tpetitioned\tto\tfinance\ta\twestward\tvoyage\taimed\tat\tdiscovering a\tshorter\troute\tto\tAsia.\tIn\treturn\tfor\tannouncing\tthat\tany\tdiscoveries\the\tachieved would\tbe\tmade\tin\tthe\tking's\tname,\tColumbus\twanted\ta\tseries\tof\trights:\tthe\ttide Grand\t Admiral\t of\t die\t Oceanic\t Sea;\t die\t office\t of\t viceroy\t over\t any\t lands\t he found;\t and\t 10\t percent\t of\t die\t future\t commerce\t with\t such\t lands.\t All\t of\t these rights\t were\t to\t be\t hereditary\t and\t for\t all\t time.\t Columbus\t made\t these\t demands even\t diough\t he\t had\t previously\t been\t a\t mere\t merchant,\t he\t knew\t almost\t nothing about\tnavigation,\the\tcould\tnot\twork\ta\tquadrant,\tand\the\thad\tnever\tled\ta\tgroup\tof men.\t In\t short\t he\t had\t absolutely\t no\t qualifications\t for\t die\t journey\t he\t proposed. Furthermore,\this\tpetition\tincluded\tno\tdetails\tas\tto\thow\the\twould\taccomplish\this plans,\tjust\tvague\tpromises. When\t Columbus\t finished\t his\t pitch,\t Joao\t II\t smiled:\t He\t politely\t declined\t the offer,\t but\t left\t the\t door\t open\t for\t the\t future.\t Here\t Columbus\t must\t have\t noticed somediing\t he\t would\t never\t forget:\t Even\t as\t the\t king\t turned\t down\t die\t sailor's demands,\t he\t treated\t them\t as\t legitimate.\t He\t neither\t laughed\t at\t Columbus\t nor questioned\this\tbackground\tand\tcredentials.\tIn\tfact\tdie\tking\twas\timpressed\tby\tdie boldness\tof\tColumbus's\trequests,\tand\tclearly\tfelt\tcomfortable\tin\tthe\tcompany\tof a\t man\t who\t acted\t so\t confidently.\t The\t meeting\t must\t have\t convinced\t Columbus tiiat\t his\t instincts\t were\t correct:\t By\t asking\t for\t the\t moon,\t he\t had\t instandy\t raised his\town\tstatus,\tfor\tthe\tking\tassumed\tthat\tunless\ta\tman\twho\tset\tsuch\ta\thigh\tprice on\thimself\twere\tmad,\twhich\tColumbus\tdid\tnot\tappear\tto\tbe,\the\tmust\tsomehow be\tworth\tit. A\t few\t years\t later\t Columbus\t moved\t to\t Spain.\t Using\t his\t Portuguese connections,\t he\t moved\t in\t elevated\t circles\t at\t the\t Spanish\t court,\t receiving subsidies\t from\t illustrious\t financiers\t and\t sharing\t tables\t widi\t dukes\t and\t princes. To\t all\t these\t men\t he\t repeated\t his\t request\t for\t financing\t for\t a\t voyage\t to\t die westand\t also\t for\t the\t rights\t he\t had\t demanded\t from\t Joao\t II.\t Some,\t such\t as\t die powerful\tduke\t of\tMedina,\twanted\tto\thelp,\tbut\tcould\tnot,\tsince\tthey\tlacked\tdie power\t to\t grant\t him\t the\t tides\t and\t rights\t he\t wanted.\t But\t Columbus\t would\t not back\tdown.\tHe\tsoon\trealized\tthat\tonly\tone\tperson","HII'POCLKinKS\tAT\tSICYON In\t the\t next\t generation\t the\t family\t became\t much\t more\t famous\t than\t before through\t the\t distinction\t conferred\t upon\t it\t by\t Cleisthenes\t the\t master\t of\t Sicyon. Cleisthenes\t .\t ..\t had\t a\t daughter,\t Agarista,\t whom\t he\t wished\t to\t marry\t to\t the\t best man\tin\tall\tGreece.\tSo\tduring\tthe\tOlympic\tgames,\tin\twhich\the\thad\thimself\twon the\t chariot\t race,\t he\t had\t a\t public\t announcement\t made,\t to\t the\t effect\t that\t any Greek\t who\t thought\t himself\t good\t enough\t to\t become\t Cleisthenes'\t son-in-law should\tpresent\thimself\tin\tSicyon\twithin\tsixty\tdaysor\tsooner\tif\the\twishedbecause he\tintended,\twithin\tthe\tyear\tfollowing\tthe\tsixtieth\tday,\tto\tbetroth\this\tdaughter\tto her\t future\t husband.\t Cleisthenes\t had\t had\t a\t race-track\t and\t a\t wrestling-ring specially\t made\t for\t his\t purpose,\t and\t presently\t the\t suitors\t began\t to\t arrive\t every man\tof\tGreek\tnationality\twho\thad\tsomething\tto\tbe\tproud\tof\teither\tin\this\tcountry or\t in\t himself....\t Cleisthenes\t began\t by\t asking\t each\t [of\t the\t numerous\t suitorsJ\t in turn\t to\t name\t his\t country\t and\t parentage;\t then\t he\t kept\t them\t in\t his\t house\t for\t a year,\tto\tget\tto\tknow\tthem\twell,\tentering\tinto\tconversation\twith\tthem\tsometimes singly,\tsometimes\tall\ttogether,\tand\ttesting\teach\tof\tthem\tfor\this manly\t qualities\t and\t temper,\t education\t and\t manners.\t .\t ..\t But\t the\t most important\t test\t of\t all\t was\t their\t behaviour\t at\t the\t dinner-table.\t All\t this\t went\t on throughout\t their\t stay\t in\t Sieyon,\t and\t all\t the\t time\t he\t entertained\t them handsomely.\tFor\tone\treason\tor\tanother\tit\twas\tthe\ttwo\tAthenians\twho\timpressed Cleisthenes\tmost\tfavourably,\tand\tof\tthe\ttwo\tTisander's\tson\tHippocleides\tcame\tto be\tpreferred.\t.\t.\tAt\tlast\tthe\tday\tcame\twhich\thad\tbeen\tfixed\tfor\tthe\tbetrothal,\tand Cleisthenes\t had\t to\t declare\t his\t choice.\t lie\t marked\t the\t day\t by\t the\t sacrifice\t of\t a hundred\t oxen,\t and\t then\t gave\t a\t great\t banquet,\t to\t which\t not\t only\t the\t suitors\t but everyone\tof\tnote\tin\tSieyon\twas\tinvited.\tWhen\tdinner\twas\tover,\tthe\tsuitors\tbegan to\t compete\t with\t each\t other\t in\t music\t and\t in\t talking\t in\t company.\t In\t both\t these accomplishments\t it\t was\t Hippocleides\t who\t proved\t by\t far\t the\t doughtiest champion,\t until\t at\t last,\t as\t more\t and\t more\t wine\t was\t drunk,\t he\t asked\t the\t flute- player\t to\t play\t him\t a\t tune\t and\t began\t to\t dance\t to\t it.\t Now\t it\t may\t well\t be\t that\t he danced\t to\t his\t own\t satisfaction;\t Cleisthenes,\t however,\t who\t was\t watching\t the performance,\tbegan\tto\thave\tserious\tdoubts\tabout\tthe\twhole\tbusiness.\tPresently, after\ta\tbrief\tpause,\tHippocleides\tsent\tfor\ta\ttable;\tthe\ttable\twas\tbrought,\tand could\t meet\t his\t demands:\t Queen\t Isabella.\t In\t 1487\t he\t finally\t managed\t a meeting\t with\t the\t queen,\t and\t although\t he\t could\t not\t convince\t her\t to\t finance\t me voyage,\the\tcompletely\tcharmed\ther,\tand\tbecame\ta\tfrequent\tguest\tin\tthe\tpalace. In\t 1492\t the\t Spanish\t finally\t expelled\t the\t Moorish\t invaders\t who\t centuries earlier\thad\tseized\tparts\tof\tthe\tcountry.\tWith\tthe\twartime\tburden\ton\ther\ttreasury lifted,\t Isabella\t felt\t she\t could\t finally\t respond\t to\t the\t demands\t of\t her\t explorer friend,\t and\t she\t decided\t to\t pay\t for\t three\t ships,\t equipment,\t the\t salaries\t of\t the","crews,\t and\t a\t modest\t stipend\t for\t Columbus.\t More\t important,\t she\t had\t a\t contract drawn\t up\t that\t granted\t Columbus\t the\t tides\t and\t rights\t on\t which\t he\t had\t insisted. The\tonly\tone\tshe\tdeniedand\tonly\tin\tthe\tcontract's\tfine\tprintwas\tthe\t10\tpercent\tof all\t revenues\t from\t any\t lands\t discovered:\t an\t absurd\t demand,\t since\t he\t wanted\t no time\t limit\t on\t it.\t (Had\t the\t clause\t been\t left\t in,\t it\t would\t eventually\t have\t made Columbus\t and\t his\t heirs\t the\t wealthiest\t family\t on\t the\t planet.\t Columbus\t never read\tthe\tfine\tprint.) Satisfied\tthat\this\tdemands\thad\tbeen\tmet,\tColumbus\tset\tsail\tmat\tsame\tyear\tin search\t of\t the\t passage\t to\t Asia.\t (Before\t he\t left\t he\t was\t careful\t to\t hire\t the\t best navigator\the\tcould\tfind\tto\thelp\thim\tget\tthere.)\tThe\tmission\tfailed\tto\tfind\tsuch\ta passage,\t yet\t when\t Columbus\t petitioned\t the\t queen\t to\t finance\t an\t even\t more ambitious\t voyage\t the\t following\t year,\t she\t agreed.\t By\t then\t she\t had\t come\t to\t see Columbus\tas\tdestined\tfor\tgreat\tthings. Interpretation As\tan\texplorer\tColumbus\twas\tmediocre\tat\tbest.\tHe\tknew\tless\tabout\tthe\tsea man\t did\t the\t average\t sailor\t on\t his\t ships,\t could\t never\t determine\t the\t latitude\t and longitude\t of\t his\t discoveries,\t mistook\t islands\t for\t vast\t continents,\t and\t treated\t his crew\tbadly.\tBut\tin\tone\tarea\the\twas\ta\tgenius:\tHe\tknew\thow\tto\tsell\thimself.\tHow else\t to\t explain\t how\t the\t son\t of\t a\t cheese\t vendor,\t a\t low-level\t sea\t merchant, managed\tto\tingratiate\thimself\twith\tthe\thighest\troyal\tand\taristocratic\tfamilies Columbus\thad\tan\tamazing\tpower\tto\tcharm\tthe\tnobility,\tand\tit\tall\tcame\tfrom the\t way\t he\t carried\t himself.\t He\t projected\t a\t sense\t of\t confidence\t mat\t was completely\t out\t of\t proportion\t to\t his\t means.\t Nor\t was\t his\t confidence\t the aggressive,\t ugly\t self-promotion\t of\t an\t upstartit\t was\t a\t quiet\t and\t calm\t self- assurance.\t In\t fact\t it\t was\t the\t same\t confidence\t usually\t shown\t by\t the\t nobility themselves.\t The\t powerful\t in\t the\t old-style\t aristocracies\t felt\t no\t need\t to\t prove\t or assert\t tiiemselves;\t being\t noble,\t tiley\t knew\t they\t always\t deserved\t more,\t and asked\t for\t it.\t With\t Columbus,\t then,\t diey\t felt\t an\t instant\t affinity,\t for\t he\t carried himself\tjust\tthe\tway\tthey\tdidelevated\tabove\tdie\tcrowd,\tdestined\tfor\tgreatness. Understand:\t It\t is\t within\t your\t power\t to\t set\t your\t own\t price.\t How\t you\t carry yourself\treflects\twhat\tyou\tthink\tof\tyourself.\tIf\tyou\task\tfor\tlittle,\tshuffle\tyour\tfeet and\t lower\t your\t head,\t people\t will\t assume\t this\t reflects\t your\t character.\t But\t tiiis behavior\tis\t not\tyouit\t is\tonly\thow\t you\thave\tchosen\tto\t present\tyourself\tto\t other people.\t You\t can\t just\t as\t easily\t present\t the\t Columbus\t front:\t buoyancy, confidence,\tand\tthe\tfeeling\tthat\tyou\twere\tborn\tto\twear\ta\tcrown. With\tall\tgreat\tdeceivers\tthere\tis\ta\tnoteworthy\toccurrence\tto\twhich\tthey\towe their power.\t In\t the\t actual\t act\t of\t deception\t they\t are\t overcome\t by\t belief\t in themselves:\tit\tis","this\t which\t then\t speaks\t so\t miraculously\t and\t compellingly\t to\t those\t around them. Friedrich\tNietzsche,\t1844-1900 KEYS\tTO\tPOWER As\t children,\t we\t start\t our\t lives\t with\t great\t exuberance,\t expecting\t and demanding\t everything\t from\t the\t world.\t This\t generally\t carries\t over\t into\t our\t first forays\t into\t society,\t as\t we\t begin\t our\t careers.\t But\t as\t we\t grow\t older\t the\t rebuffs and\t failures\t we\t experience\t set\t up\t boundaries\t that\t only\t get\t firmer\t with\t time. Coming\tto\texpect\tless\tfrom\tthe\tworld,\twe\taccept\tlimitations\tthat\tare\treally\tself- imposed.\t We\t start\t to\t bow\t and\t scrape\t and\t apologize\t for\t even\t the\t simplest\t of requests.\t The\t solution\t to\t such\t a\t shrinking\t of\t horizons\t is\t to\t deliberately\t force ourselves\t in\t the\t opposite\t directionto\t downplay\t the\t failures\t and\t ignore\t the limitations,\t to\t make\t ourselves\t demand\t and\t expect\t as\t much\t as\t the\t child.\t To accomplish\t this,\t we\t must\t use\t a\t particular\t strategy\t upon\t ourselves.\t Call\t it\t the Strategy\tof\tthe\tCrown. The\tStrategy\tof\tthe\tCrown\tis\tbased\ton\ta\tsimple\tchain\tof\tcause\tand\teffect:\tIf we\tbelieve\twe\tare\tdestined\tfor\tgreat\tthings,\tour\tbelief\twill\tradiate\toutward,\tjust as\t a\t crown\t creates\t an\t aura\t around\t a\t king.\t This\t outward\t radiance\t will\t infect\t the people\t around\t us,\t who\t will\t think\t we\t must\t have\t reasons\t to\t feel\t so\t confident. People\t who\t wear\t crowns\t seem\t to\t feel\t no\t inner\t sense\t of\t the\t limits\t to\t what\t they can\t ask\t for\t or\t what\t they\t can\t accomplish.\t This\t too\t radiates\t outward.\t Limits\t and boundaries\t disappear.\t Use\t the\t Strategy\t of\t the\t Crown\t and\t you\t will\t be\t surprised how\t often\t it\t bears\t fruit.\t Take\t as\t an\t example\t those\t happy\t children\t who\t ask\t for whatever\t they\t want,\t and\t get\t it.\t Their\t high\t expectations\t are\t their\t charm.\t Adults enjoy\t granting\t their\t wishesjust\t as\t Isabella\t enjoyed\t granting\t the\t wishes\t of Columbus. Throughout\t history,\t people\t of\t undistinguished\t birththe\t Theodoras\t of Byzantium,\t the\t Columbuses,\t the\t Beethovens,\t the\t Disraelishave\t managed\t to work\tthe\tStrategy\tof\tthe\tCrown,\tbelieving\tso\tfirmly\tin\ttheir\town\tgreatness\tthat\tit becomes\t a\t self-fulfilling\t prophecy.\t The\t trick\t is\t simple:\t Be\t overcome\t by\t your self-belief.\t Even\t while\t you\t know\t you\t are\t practicing\t a\t kind\t of\t deception\t on yourself,\tact\tlike\ta\tking.\tYou\tare\tlikely\tto\tbe\ttreated\tas\tone. The\t crown\t may\t separate\t you\t from\t other\t people,\t but\t it\t is\t up\t to\t you\t to\t make that\t separation\t real:\t You\t have\t to\t act\t differently,\t demonstrating\t your\t distance from\t those\t around\t you.\t One\t way\t to\t emphasize\t your\t difference\t is\t to\t always\t act with\tdignity,\tno\tmatter\tthe\tcircumstance.\tLouis-Philippe\tgave\tno\tsense\tof\tbeing different\tfrom\tother\tpeoplehe\twas\tthe\tbanker\tking.\tAnd\tthe\tmoment\this\tsubjects threatened\t him,\t he\t caved\t in.\t Everyone\t sensed\t this\t and\t pounced.\t Lacking\t regal dignity\t and\t firmness\t of\t purpose,\t Louis-Philippe\t seemed\t an\t impostor,\t and\t the","crown\twas\teasily\ttoppled\tfrom\this\thead. Regal\t bearing\t should\t not\t be\t confused\t with\t arrogance.\t Arrogance\t may\t seem the\tking's\tentitlement,\tbut\tin\tfact\tit\tbetrays\tinsecurity.\tIt\tis\tthe\tvery\topposite\tof\ta royal\tdemeanor. Hippocleides,\t climbing\t on\t to\t it,\t danced\t first\t some\t Laeonian\t dances,\t next some\t Attic\t ones,\t and\t ended\t by\t standing\t on\t his\t head\t and\t beating\t time\t with\t his legs\tin\tthe\tair.\tThe\tLaeonian\tand\tAttic\tdances\twere\tbad\tenough;\tbut\tCleisthenes, though\t he\t already\t loathed\t the\t thought\t of\t having\t a\t son-in-law\t like\t that, nevertheless\t restrained\t himself\t and\t managed\t to\t avoid\t an\t outburst;\t but\t when\t he saw\tHippocleides\tbeating\ttime\twith\this\tlegs,\the\tcould\tbear\tit\tno\tlonger.\t\u201cSon\tof Tisander,\t\u201d\the\tcried,\t\u201cyou\thave\tdanced\taway\tyour\tmarriage.\t\u201d the\thistories,\tHerodotus,\tfifth\tcentury\tb.c. Haile\tSelassie,\truler\tof\tEthiopia\tfor\tforty\tor\tso\tyears\tbeginning\tin\t1930,\twas once\ta\tyoung\tman\tnamed\tLij\tTafari.\tHe\tcame\tfrom\ta\tnoble\tfamily,\tbut\tthere\twas no\t real\t chance\t of\t him\t coming\t to\t power,\t for\t he\t was\t far\t down\t the\t line\t of succession\t from\t die\t king\t then\t on\t the\t throne,\t Menelik\t II.\t Nevertheless,\t from\t an early\t age\t he\t exhibited\t a\t self-confidence\t and\t a\t royal\t bearing\t that\t surprised everyone\taround\thim. At\tthe\tage\tof\tfourteen,\tTafari\twent\tto\tlive\tat\tthe\tcourt,\twhere\the\timmediately impressed\t Menelik\t and\t became\t his\t favorite.\t Tafari's\t grace\t under\t fire,\t his patience,\t and\t his\t calm\t self-assurance\t fascinated\t the\t king.\t The\t other\t young nobles,\tarrogant,\tblustery,\tand\tenvious,\twould\tpush\tthis\tslight,\tbookish\tteenager around.\t But\t he\t never\t got\t angrydiat\t would\t have\t been\t a\t sign\t of\t insecurity,\t to which\t he\t would\t not\t stoop.\t There\t were\t already\t people\t around\t him\t who\t felt\t he would\tsomeday\trise\tto\tthe\ttop,\tfor\the\tacted\tas\tif\the\twere\talready\tthere. Years\t later,\t in\t 1936,\t when\t the\t Italian\t Fascists\t had\t taken\t over\t Ethiopia\t and Tafari,\t now\t called\t Haile\t Selassie,\t was\t in\t exile,\t he\t addressed\t the\t League\t of Nations\t to\t plead\t his\t country's\t case.\t The\t Italians\t in\t the\t audience\t heckled\t him with\t vulgar\t abuse,\t but\t he\t maintained\t his\t dignified\t pose,\t as\t if\t completely unaffected.\t This\t elevated\t him\t while\t making\t his\t opponents\t look\t even\t uglier. Dignity,\tin\tfact,\tis\tinvariably\tthe\tmask\tto\tassume\tunder\tdifficult\tcircumstances: It\t is\t as\t if\t nothing\t can\t affect\t you,\t and\t you\t have\t all\t die\t time\t in\t the\t world\t to respond.\tThis\tis\tan\textremely\tpowerful\tpose. A\t royal\t demeanor\t has\t odier\t uses.\t Con\t artists\t have\t long\t known\t die\t value\t of an\taristocratic\tfront-,\tit\teither\tdisarms\tpeople\tand\tmakes\tthem\tless\tsuspicious,\tor else\t it\t intimidates\t them\t and\t puts\t them\t on\t the\t defensiveand\t as\t Count\t Victor Lustig\tknew,\tonce\tyou\tput\ta\tsucker\ton\tthe\tdefensive\the\tis\tdoomed.\tThe\tcon\tman Yellow\t Kid\t Weil,\t too,\t would\t often\t assume\t die\t trappings\t of\t a\t man\t of\t wealtii, along\t with\t die\t nonchalance\t diat\t goes\t with\t them.\t Alluding\t to\t some\t magical","method\tof\tmaking\tmoney,\the\twould\tstand\taloof,\tlike\ta\tking,\texuding\tconfidence as\tif\the\treally\twere\tfabulously\trich.\tThe\tsuckers\twould\tbeg\tto\tbe\tin\ton\tdie\tcon, to\thave\ta\tchance\tat\tdie\twealth\tdiat\the\tso\tclearly\tdisplayed. Finally,\t to\t reinforce\t die\t inner\t psychological\t tricks\t involved\t in\t projecting\t a royal\tdemeanor,\tdiere\tare\toutward\tstrategies\tto\thelp\tyou\tcreate\tdie\teffect.\tFirst, the\tColumbus\tStrategy:\tAlways\tmake\ta\tbold\tdemand.\tSet\tyour\tprice\thigh\tand\tdo not\t waver.\t Second,\t in\t a\t dignified\t way,\t go\t after\t the\t highest\t person\t in\t the building.\t This\t immediately\t puts\t you\t on\t die\t same\t plane\t as\t the\t chief\t executive you\t are\t attacking.\t It\t is\t die\t David\t and\t Goliath\t Strategy:\t By\t choosing\t a\t great opponent,\tyou\tcreate\tthe\tappearance\tof\tgreatness. Third,\t give\t a\t gift\t of\t some\t sort\t to\t diose\t above\t you.\t This\t is\t the\t strategy\t of those\twho\thave\ta\tpatron:\tBy\tgiving\tyour\tpatron\ta\tgift,\tyou\tare\tessentially\tsaying diat\t die\t two\t of\t you\t are\t equal.\t It\t is\t the\t old\t con\t game\t of\t giving\t so\t diat\t you\t can take.\tWhen\tdie\tRenaissance\twriter\tRetro\tAretino\twanted\tdie\tDuke\tof\tMantua\tas his\tnext\tpatron,\the\tknew\tdiat\tif\the\twas\tslavish\tand\tsycophantic,\tdie\tduke\twould diink\thim\tunworthy;\tso\the\tapproached\tdie\tduke\twith\tgifts,\tin\tthis\tcase\tpaintings by\tthe\twriter's\tgood\tfriend\tTitian. Accepting\tthe\tgifts\tcreated\ta\tkind\tof\tequality\tbetween\tduke\tand\twriter:\tThe duke\t was\t put\t at\t ease\t by\t the\t feeling\t that\t he\t was\t dealing\t with\t a\t man\t of\t his\t own aristocratic\tstamp.\tHe\tfunded\tAretino\tgenerously.\tThe\tgift\tstrategy\tis\tsubde\tand brilliant\tbecause\tyou\tdo\tnot\tbeg:\tYou\task\tfor\thelp\tin\ta\tdignified\tway\tmat\timplies equality\tbetween\ttwo\tpeople,\tone\tof\twhom\tjust\thappens\tto\thave\tmore\tmoney. Remember:\tIt\tis\tup\tto\tyou\tto\tset\tyour\town\tprice.\tAsk\tfor\tless\tand\tthat\tis\tjust what\t you\t will\t get.\t Ask\t for\t more,\t however,\t and\t you\t send\t a\t signal\t diat\t you\t are worth\t a\t king's\t ransom.\t Even\t those\t who\t turn\t you\t down\t respect\t you\t for\t your confidence,\tand\tmat\trespect\twill\teventually\tpay\toff\tin\tways\tyou\tcannot\timagine. Image:\t The\t Crown.\t Place\t it\t upon\t your\t head\t and\t you\t assume\t a\t different posetranquil\tyet\tradiating\tassurance.\tNever\tshow\tdoubt,\tnever\tlose\tyour\tdignity beneath\t the\t crown,\t or\t it\t will\t not\t fit.\t It\t will\t seem\t to\t be\t destined\t for\t one\t more worthy.\tDo\tnot\twait\tfor\ta\tcoronation;\tthe\tgreatest\temperors\tcrown\tthemselves. Authority:\t Everyone\t should\t be\t royal\t after\t his\t own\t fashion.\t Let\t all\t your actions,\teven\tthough\tthey\tare\tnot\tthose\tof\ta\tking,\tbe,\tin\ttheir\town\tsphere,\tworthy of\tone.\tBe\tsublime\tin\tyour\tdeeds,\tlofty\tin\tyour\tthoughts;\tand\tin\tall\tyour\tdoings show\t that\t you\t deserve\t to\t be\t a\t king\t even\t though\t you\t are\t not\t one\t in\t reality. (Baltasar\tGracian,\t1601-1658) REVERSAL The\t idea\t behind\t the\t assumption\t of\t regal\t confidence\t is\t to\t set\t yourself\t apart from\t omer\t people,\t but\t if\t you\t take\t this\t too\t far\t it\t will\t be\t your\t undoing.\t Never make\t die\t mistake\t of\t thinking\t diat\t you\t elevate\t yourself\t by\t humiliating\t people.","Also,\tit\tis\tnever\ta\tgood\tidea\tto\tloom\ttoo\thigh\tabove\tthe\tcrowdyou\tmake\tan\teasy target.\tAnd\tmere\tare\ttimes\twhen\tan\taristocratic\tpose\tis\teminently\tdangerous. Charles\t I,\t king\t of\t England\t during\t the\t 1640s,\t faced\t a\t profound\t public disenchantment\twith\tthe\tinstitution\tof\tmonarchy.\tRevolts\terupted\tthroughout\tthe country,\tled\tby\tOliver\tCromwell.\tHad\tCharles\treacted\tto\tthe\ttimes\twith\tinsight, supporting\treforms\tand\tmaking\ta\tshow\tof\tsacrificing\tsome\tof\this\tpower,\thistory might\t have\t been\t different.\t Instead\t he\t reverted\t to\t an\t even\t more\t regal\t pose, seeming\t outraged\t by\t the\t assault\t on\t his\t power\t and\t on\t the\t divine\t institution\t of monarchy.\tHis\tstiff\tkingliness\toffended\tpeople\tand\tspurred\ton\ttheir\trevolts.\tAnd eventually\t Charles\t lost\t his\t head,\t literally.\t Understand:\t You\t are\t radiating confidence,\tnot\tarrogance\tor\tdisdain. Finally,\tit\tis\ttrue\tthat\tyou\tcan\tsometimes\tfind\tsome\tpower\tthrough\taffecting a\tkind\tof\tearmy\tvulgarity,\twhich\twill\tprove\tamusing\tby\tits\textremeness.\tBut\tto the\textent\tthat\tyou\twin\tthis\tgame\tby\tgoing\tbeyond\tthe\tlimits,\tseparating\tyourself from\t other\t people\t by\t appearing\t even\t more\t vulgar\t than\t diey\t are,\t the\t game\t is dangerous:\t There\t will\t always\t be\t people\t more\t vulgar\t than\t you,\t and\t you\t will easily\tbe\treplaced\tthe\tfollowing\tseason\tby\tsomeone\tyounger\tand\tworse.","48\tLaws\tof\tPower LAW\t35 MASTER\tTHE\tART\tOF\tTIMING JUDGMENT Never\tseem\tto\tbe\tin\ta\thurryhurrying\tbetrays\ta\tlack\tof\tcontrol\tover\tyourself, and\tover\ttime.\tAlways\tseem\tpatient,\tas\tif\tyou\tknow\tthat\teverything\twill\tcome\tto you\teventually.\t Become\ta\tdetective\tof\tthe\t right\tmoment;\tsniff\tout\tthe\tspirit\tof the\ttimes,\tthe\ttrends\tthat\twill\tcarry\tyou\tto\tpower.\tLearn\tto\tstand\tback\twhen\tthe time\tis\tnot\tyet\tripe,\tand\tto\tstrike\tfiercely\twhen\tit\thas\treached\tfruition. SKRTORIl'S'S\tI.KSSON Sertorius's\tstrength\twas\tnow\trapidly\tincreasing,\tfor\tall\tthe\ttribes\tbetween\tthe Ebro\tand\tthe\tPyrenees\tcame\tover\tto\this\tside,\tand\ttroops\tcame\tflocking\tdaily\tto join\t him\t from\t every\t quarter.\t At\t the\t same\t time\t he\t was\t troubled\t by\t the\t lack\t of discipline\tand\tthe\toverconfidenee\tof\tthese\tnewly\tarrived\tbarbarians,\twho\twould shout\t at\t him\t to\t attack\t the\t enemy\t and\t had\t no\t patience\t with\t his\t delaying\t tactics, and\the\ttherefore\ttried\tto\twin\tthem\tover\tby\targument.\tBut\twhen\the\tsaw\tthat\tthey were\t discontented\t and\t persisted\t in\t pressing\t their\t demands\t regardless\t of\t the circumstances,\t he\t let\t them\t have\t their\t way\t and\t allowed\t them\t to\t engage\t the enemy;\t he\t hoped\t that\t they\t would\t suffer\t a\t severe\t defeat\t without\t being completely\t crushed,\t and\t that\t this\t would\t make\t them\t better\t disposed\t to\t obey\t his orders\tin\tfuture.\tThe\tevent\tturned\tout\tas\the\texpected\tand\tSerto-rius\tcame\tto\ttheir rescue,\tprovided\ta\trallying\tpoint\tfor\tthe\tfugitives,\tand\tled\tthem\tsafely\tback\tto\this camp.\t His\t next\t step\t was\t to\t revive\t their\t dejected\t spirits,\t and\t so\t a\t few\t days\t later he\tsummoned\ta\tgeneral\tassembly.\tBefore\tit\the\tproduced\ttwo\thorses,\tone\tof\tthem old\tand\tenfeebled,\tthe\tother\tlarge\tand\tlusty\tand OBSERVANCE\tOF\tTHE\tLAW Starting\t out\t in\t life\t as\t a\t nondescript\t French\t seminary-school\t teacher,\t Joseph Fouche\t wandered\t from\t town\t to\t town\t for\t most\t of\t the\t decade\t of\t the\t 1780s, teaching\t mathematics\t to\t young\t boys.\t Yet\t he\t never\t completely\t committed himself\t to\t the\t church,\t never\t took\t his\t vows\t as\t a\t priesthe\t had\t bigger\t plans. Patiently\twaiting\tfor\this\tchance,\the\tkept\this\toptions\topen.\tAnd\twhen\tthe\tFrench Revolution\t broke\t out,\t in\t 1789,\t Fouche\t waited\t no\t longer:\t He\t got\t rid\t of\t his cassock,\t grew\t his\t hair\t long,\t and\t became\t a\t revolutionary.\t For\t this\t was\t the\t spirit of\t the\t times.\t To\t miss\t the\t boat\t at\t this\t critical\t moment\t could\t have\t spelt\t disaster.","Fouche\tdid\tnot\tmiss\tthe\tboat:\tBefriending\tthe\trevolutionary\tleader\tRobespierre, he\tquickly\trose\tin\tthe\trebel\tranks.\tIn\t1792\tthe\ttown\tof\tNantes\telected\tFouche\tto be\t its\t representative\t to\t the\t National\t Convention\t (created\t that\t year\t to\t frame\t a new\tconstitution\tfor\ta\tFrench\trepublic). When\tFouche\tarrived\tin\tParis\tto\ttake\this\tseat\tat\tthe\tconvention,\ta\tviolent\trift had\t broken\t out\t between\t die\t moderates\t and\t the\t radical\t Jacobins.\t Fouche\t sensed that\tin\tthe\tlong\trun\tneitfier\tside\twould\temerge\tvictorious.\tPower\trarely\tends\tup in\t the\t hands\t of\t those\t who\t start\t a\t revolution,\t or\t even\t of\t tiiose\t who\t further\t it; power\t sticks\t to\t those\t who\t bring\t it\t to\t a\t conclusion.\t That\t was\t the\t side\t Fouche wanted\tto\tbe\ton. His\t sense\t of\t timing\t was\t uncanny.\t He\t started\t as\t a\t moderate,\t for\t moderates were\tin\tthe\tmajority.\tWhen\tthe\ttime\tcame\tto\tdecide\ton\twhether\tor\tnot\tto\texecute Louis\tXVI,\thowever,\the\tsaw\tthat\tthe\tpeople\twere\tclamoring\tfor\tthe\tking's\thead, so\the\tcast\tthe\tdeciding\tvotefor\tthe\tguillotine.\tNow\the\thad\tbecome\ta\tradical.\tYet as\ttensions\tcame\tto\tthe\tboil\tin\tParis,\the\tforesaw\tthe\tdanger\tof\tbeing\ttoo\tclosely associated\t wim\t any\t one\t faction,\t so\t he\t accepted\t a\t position\t in\t die\t provinces, where\t he\t could\t lie\t low\t for\t a\t while.\t A\t few\t months\t later\t he\t was\t assigned\t to\t the post\t of\t proconsul\t in\t Lyons,\t where\t he\t oversaw\t the\t execution\t of\t dozens\t of aristocrats.\t At\t a\t certain\t moment,\t however,\t he\t called\t a\t halt\t to\t the\t killings, sensing\t tiiat\t die\t mood\t of\t the\t country\t was\t turningand\t despite\t the\t blood\t already on\this\thands,\tdie\tcitizens\tof\tLyons\thailed\thim\tas\ta\tsavior\tfrom\twhat\thad\tbecome known\tas\tthe\tTerror. So\t far\t Fouche\t had\t played\t his\t cards\t brilliantly,\t but\t in\t 1794\t his\t old\t friend Robespierre\t recalled\t him\t to\t Paris\t to\t account\t for\t his\t actions\t in\t Lyons. Robespierre\thad\tbeen\tthe\tdriving\tforce\tbehind\tthe\tTerror.\tHe\thad\tsent\theads\ton both\t the\t right\t and\t the\t left\t rolling,\t and\t Fouche,\t whom\t he\t no\t longer\t trusted, seemed\t destined\t to\t provide\t the\t next\t head.\t Over\t the\t next\t few\t weeks,\t a\t tense struggle\t ensued:\t While\t Robespierre\t railed\t openly\t against\t Fouche,\t accusing\t of him\t dangerous\t ambitions\t and\t calling\t for\t his\t arrest,\t the\t crafty\t Fouche\t worked more\tindirectiy,\tquietly\tgaining\tsupport\tamong\tthose\twho\twere\tbeginning\tto\ttire of\t Robespierre's\t dictatorial\t control.\t Fouche\t was\t playing\t for\t time.\t He\t knew\t diat the\t longer\t he\t survived,\t the\t more\t disaffected\t citizens\t he\t could\t rally\t against Robespierre.\t He\t had\t to\t have\t broad\t support\t before\t he\t moved\t against\t the powerful\tleader.\tHe\trallied\tsupport\tamong\tboth\tthe\tmoderates\tand\tthe\tJacobins, playing\t on\t the\t widespread\t fear\t of\t Robespierreeveryone\t was\t afraid\t of\t being\t die next\tto\tgo\tto\tdie\tguillotine.\tIt\tall\tcame\tto\tfruition\ton\tJuly\t27:\tThe\tconvention turned\tagainst\tRobespierre,\tshouting\tdown\this\tusual\tlengthy\tspeech.\tHe\twas quickly\t arrested,\t and\t a\t few\t days\t later\t it\t was\t Robespierre's\t head,\t not\t Fouche's, that\tfell\tinto\tthe\tbasket.","When\tFouche\treturned\tto\tthe\tconvention\tafter\tRobespierre's\tdeath,\the\tplayed his\t most\t unexpected\t move:\t Having\t led\t the\t conspiracy\t against\t Robespierre,\t he was\texpected\tto\tsit\twith\tthe\tmoderates,\tbut\tlo\tand\tbehold,\the\tonce\tagain\tchanged sides,\tjoining\tthe\tradical\tJacobins.\tFor\tperhaps\tthe\tfirst\ttime\tin\this\tlife\the\taligned himself\twith\tthe\tminority.\tClearly\the\tsensed\ta\treaction\tstirring:\tHe\tknew\tmat\tthe moderate\t faction\t that\t had\t executed\t Robespierre,\t and\t was\t now\t about\t to\t take power,\twould\tinitiate\ta\tnew\tround\tof\tthe\tTerror,\tthis\ttime\tagainst\tthe\tradicals.\tIn siding\twidi\tthe\tJacobins,\tthen,\tFouche\twas\tsitting\twith\tthe\tmartyrs\tof\tthe\tdays\tto comethe\tpeople\twho\twould\tbe\tconsidered\tblameless\tin\tthe\ttroubles\tthat\twere\ton their\t way.\t Taking\t sides\t with\t what\t was\t about\t to\t become\t the\t losing\t team\t was\t a risky\tgambit,\tof\tcourse,\tbut\tFouche\tmust\thave\tcalculated\the\tcould\tkeep\this\thead long\t enough\t to\t quietly\t stir\t up\t the\t populace\t against\t the\t moderates\t and\t watch them\tfall\tfrom\tpower.\tAnd\tindeed,\talthough\tthe\tmoderates\tdid\tcall\tfor\this\tarrest in\tDecember\tof\t1795,\tand\twould\thave\tsent\thim\tto\tthe\tguillotine,\ttoo\tmuch\ttime had\tpassed.\tThe\texecutions\thad\tbecome\tunpopular\twith\tthe\tpeople,\tand\tFouche survived\tthe\tswing\tof\tthe\tpendulum\tone\tmore\ttime. A\tnew\tgovernment\ttook\tover,\tthe\tDirectoire.\tIt\twas\tnot,\thowever,\ta\tJacobin government,\t but\t a\t moderate\t onemore\t moderate\t dian\t the\t government\t that\t had reimposed\tthe\tTerror.\tFouche,\tthe\tradical,\thad\tkept\this\thead,\tbut\tnow\the\thad\tto keep\t a\t low\t profile.\t He\t waited\t patiently\t on\t the\t sidelines\t for\t several\t years, allowing\t time\t to\t soften\t any\t bitter\t feelings\t against\t him,\t then\t he\t approached\t the Directoire\tand\tconvinced\tthem\the\thad\ta\tnew\tpassion:\tintelligence-gathering.\tHe became\t a\t paid\t spy\t for\t the\t government,\t excelled\t at\t the\t job,\t and\t in\t 1799\t was rewarded\tby\tbeing\tmade\tminister\tof\tpolice.\tNow\the\twas\tnot\tjust\tempowered\tbut required\t to\t extend\t his\t spying\t to\t every\t corner\t of\t Francea\t responsibility\t that would\t greatly\t reinforce\t his\t natural\t ability\t to\t sniff\t out\t where\t die\t wind\t was blowing.\tOne\tof\tthe\tfirst\tsocial\ttrends\the\tdetected,\tin\tfact,\tcame\tin\tthe\tperson\tof Napoleon,\ta\tbrash\tyoung\tgeneral\twhose\tdestiny\the\tright\taway\tsaw\twas\tentwined with\tthe\tfuture\tof\tFrance.\tWhen\tNapoleon\tunleashed\ta\tcoup\td'etat,\ton\tNovember 9,\t1799,\tFouche\tpretended\tto\tbe\tasleep.\tIndeed\the\tslept\tthe\twhole\tday.\tFor\tthis indirect\t assistanceit\t might\t have\t been\t tiiought\t his\t job,\t after\t all,\t to\t prevent\t a military\tcoupNapoleon\tkept\thim\ton\tas\tminister\tof\tpolice\tin\tthe\tnew\tregime. Over\tthe\tnext\tfew\tyears,\tNapoleon\tcame\tto\trely\ton\tFouche\tmore\tand\tmore. He\t even\t gave\t this\t former\t revolutionary\t a\t tide,\t duke\t of\t Otranto,\t and\t rewarded him\twith\tgreat\twealth.\tBy\t1808,\thowever,\tFouche,\talways\tattuned\tto\tthe\ttimes, sensed\t that\t Napoleon\t was\t on\t the\t downswing.\t His\t futile\t war\t with\t Spain,\t a country\tmat\tposed\tno\tthreat\tto\tFrance,\twas\ta\tsign\tthat\the\twas\tlosing\ta\tsense\tof proportion.\t Never\t one\t to\t be\t caught\t on\t a\t sinking\t ship,\t Fouche\t conspired\t with Talleyrand\tto\tbring\tabout\tNapoleon's\tdownfall.\tAl-","possessing\ta\tflowing\ttail,\twhich\twas\tremarkable\tfor\tthe\tthickness\tand\tbeauty of\tits\thair.\tBy\tthe\tside\tof\tthe\tweak\thorse\tstood\ta\ttall\tstrong\tman,\tand\tby\tthe\tside of\tthe\tpowerful\thorse\ta\tshort\tman\tof\tmean\tphysique.\tAt\ta\tsignal\tthe\tstrong\tman seized\tthe\ttail\tof\this\thorse\tand\ttried\twith\tall\this\tstrength\tto\tpull\tit\ttowards\thim, as\tif\tto\ttear\tit\toff\twhile\tthe\tweak\tman\tbegan\tto\tpull\tthe\thairs\tone\tby\tone\tfrom\tthe tail\t of\t the\t strong\t horse.\t The\t strong\t man,\t after\t tugging\t with\t all\t his\t might\t to\t no purpose\t and\t causing\t the\t spectators\t a\t great\t deal\t of\t amusement\t in\t the\t process, finally\t gave\t up\t the\t attempt,\t while\t the\t weak\t man\t quickly\t and\t with\t very\t little trouble\t stripped\t his\t horse's\t tail\t completely\t bare.\t Then\t Sertorius\t rose\t to\t his\t feet and\t said,\t \\\"Now\t you\t can\t see,\t my\t friends\t and\t allies,\t that\t perseverance\t is\t more effective\t than\t brute\t strength,\t and\t that\t there\t are\t many\t difficulties\t that\t cannot\t be overcome\tif\tyou\ttry\tto\tdo\teverything\tat\tonce,\tbut\twhich\twill\tyield\tif\tyou\tmaster them\tlittle\tby\tlittle.\tThe\ttruth\tis\tthat\ta\tsteady\tcontinuous\teffort\tis\tirresistible,\tfor this\tis\tthe\tway\tin\twhich\tTime\tcaptures\tand\tsubdues\tthe\tgreatest\tpowers\ton\tearth. Now\t Time,\t you\t should\t remember,\t is\t a\t good\t friend\t and\t ally\t to\t those\t who\t use their\tintelligence\tto\tchoose\tthe\tright\tmoment,\tbut\ta\tmost\tdangerous\tenemy to\tthose\twho\trush\tinto\taction\tat\tthe\twrong\tone.\\\" life\tof\tsertorius, Plutarch, c.\ta.d.\t46-120 Mr.\tShih\thad\ttwo\tsons: one\tloved\tlearning;\tthe other\twar.\tThe\tfirst expounded\this\tmoral teachings\tat\tthe admiring\tcourt\tof\tCh\t'i and\twas\tmade\ta\ttutor, while\tthe\tsecond\ttalked strategy\tat\tthe\tbellicose court\tof\tCh\t'u\tand\twas made\ta\tgeneral.\tThe impecunious\tMr.\tMeng, hearing\tof\tthese successes,\tsent\this\town two\tsons\tout\tto\tfollow the\texample\tof\tthe Shih\tboys.\tThe\tfirst expounded\this\tmoral teachings\tat\tthe\tcourt"]
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