POWER

Work on the Hearts and Minds of Others

In the game of power, you are surrounded by people, who have no reason to help you, unless it is in their interest. In addition, if you have nothing to offer their self interest, they are likely to be hostile to you intent, for they will see you as one more competitor, or one more waste of time. Those, who overcome this attitude, are those, who find the key, which unlocks their hearts and minds, seducing them. Most people never learn this side of the game. When they meet someone new, rather than stepping back and probing to see wha t makes this person unique, they talk about themselves, eager to impose their willpower and prejudices. They may not know it but they are creating an enemy, a resister, because thre is nothing more infuriating than to have one's individuality ignored.

Remember: the key to persuasion is softening people, gently. Seduce them with a two pronged approach: work on their emotions and play with their intellect. Be alert to what makes them different from everybody else and what they share with everybody. Aim at the primary emotions - love, hate, jealosy, fear. When you move their emotions, you have reduced their control, making them open to persuasion.

When T.E. Lawrence was fighting in the Middle East, during World War l, he had an epiphany: it seemed to him that conventional warfare had lost its value. The old fashioned soldier was lost in the enormous armies of the time, in which he was ordered about like a lifeless pawn. Lawrence wanted to turn this around. For him, every soldier's mind was a kingdom to be conquered. A committed, psychologically motivated soldier would fight harder and more creatively than a pawn.

Lawrence's perception is true in the world, today, where so many people feel alienated, anonymous and suspicious of authority, all of which makes overt power plays and force more counter-productive and dangerous. Rather than manipulate lifeless pawns, make those on your side convinced and excited by your cause.

The surest way to secure people's mindsis by demonstrating how an action will benefit them. Self-interest is the stongest motive. A great cause may capture minds, but when the first flush of excitement is over, interest will flag, unless there is something to be gained.

The people, who are best at appealing to people's minds, are often artists, intellectuals, and those of a poetic nature, becauseideas are more easily communicated through metaphors and imagery. It is always good practice, then, to have on your team one artist or intellectual, who can appeal concretely to people's minds.

Finally, learn to play the numbers game. The wider your support base, the stronger your power. You must constantly win allies on all levels. A time will come when you will need them.

Any questions??