# texts

TxText:
  Campanellabecame involved inaplot tofightand throw out these in»
  vaders. Hishopewas toestablish anindependent republicbased onhis
  own ideas ofutopia.The leaders oftheItalian Inquisition, working with
  their Spanish counterparts,hadhimimprisoned again.This time theyalso
  tortured him, todiscover thetrue nature ofhisimpious beliefs: He was sub-
  jected totheinfamous lazzeglia,atorture inwhich hewassuspended byhis
  arms inasquatting positionafewinches above aseat studded with spikes.
  The posturewasimpossibletosustain, and intime thevictim would endup
  sittingonthespikes,which would tear hisflesh attheslightest contact.
  During these years, however, Campanella learned something about
  power. Facingtheprospectofexecution forheresy,hechangedhis s|:a.t~
  egy: Hewould not renounce hisbeliefs, yetheknew hehad todisguise
  their outwardappearance.
  To save hislife,Campanella feigned madness. Helethisinquisifors
  imaginethax hisbeliefs stemmed from aninconuollable unsoundness of
  mind. For awhile thetortures continued, toseeifhisinsanitywas faked,
  butin1603 his sentence was commuted tolife inprison.The first four
  years ofthis hespentchained toawall inanunderground dungeon.De»
  spite such conditions, hecontinued towrite--althoughnolonger would he
  besofoolish astoexpresshisideas directly.
  One book ofCa.mpa.uella's,771::Hispanic Monardzy, promoted theidea
  thatSpainhad adivine. mission toexpanditspowers around theworld,
  and offered theSpanish king practical, Machiavelli-typeadvice forachiev-
  ingthis.Despitehis own interest inMachiavelli, thebook ingeneral pre
  sented ideas completelytheoppositetohisown. TheHispanirr Monarchywas
  infact aploy,anattempttoshow hisconversion toorthodoxyinthebold-
  estmanner possible. Itworked: In1626, sixyearsafter itspublication, the
  pope finallyletCampanella outofprison.
  Shortlyafier gaininghisfreedom, Campanella wrote Atheism Con»
  guered,abook attacking 'free-thinkers, Machiavellians, Calvinists, and
  heretics ofallstripes.The book iswritten intheform ofdebates inwhich
  heretics express their beliefs and arecountered byarguments forthesupe
  riority ofCatholicism. Campanella had obviously reformed-his book
  made that clear. Ordidit?
  The argumentsinthemouths oftheheretics had never before been
  expressedwith such verve and freshness.


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  Pretendingtopresent their side
  onlytoknock itdown, Campanella actuallysummarized the case against
  Caxholicism with striking passion.“Then heargued theother side, suppos-
  edlyhisside, ontheother hand, heresorted tostale clichés and convoluted
  rationales. Brief andeloquent, theheretics' arguments seemed bold and
  sincere. Thelengthy arguments forCatholicism seemed tiresome and 1m»
  convincing.
  Catholics who read thebook found itdisturbing andambiguous,but
  theycould notclaim itwas heretical, orthatCampanellashould be re-
  turned toprison.His defense ofCatholicism, after all,used arguments they
  hadused themselves. Yetintheyears tocome, Atizeism Conquered became a
  bible foratheists, Machiavellians and liberfines who used thearguments
  Campanellahadputintheir mouths todefend their dangerous ideas. Com-
  bininganoutward display ofconformity with anexpressionofhistrue he»
  liefsinawaythat hissympathizerswould understand, Campanella showed
  thathehad learned hislesson.
  Interpretation
  Intheface ofawesome persecution, Campanella devised three strate-
  gicmoves that saved hishide, freed him from prison,and allowed him to
  continue toexpresshisbeliefs. First hefeignedma.dness—«the medieval
  equivalent ofdisavowing responsibilityfor one's actions, likeblaming
  one's parents today. Next hewrote abook thatexpressedthe exactoppo-
  siteofhis own beliefs. Finally, and most brilliantly ofall,hedisguisedhis
  ideas while insinuatingthem atthe same time. Itisanoldbutpowerful
  trick: Youpretendtodisagreewith dangerous ideas, but inthe course of
  your disagreement you give those ideas expressionandexposure. You
  seem toconform totheprevailing orthodoxy, butthose who know will un-
  derstand theironyinvolved. You areprotected.
  Itisinevitable insocietythat certain values and customs lose contact
  withtheir original motives and become oppressive.And there willalways
  bethose who rebel against such oppression. harboring ideas farahead of
  their time. AsCampanellawas forced torealize, however, there isnopoint
  inmakingadisplay ofyour dangerous ideas iftheyonly bring you sullen
  ingandpersecution. Martyrdomserves nopurpose~——bettertolive oninan
  oppressive world, even tothrive initMeanwhile find awaytoexpress


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  yourideas subtlyforthose who understand you. Laying your pearls before
  swine willonlybring you trouble.
  For alongtime Ihave notsaid whatIbelieved, nordoIever believe
  what Isay,andifindeed sometimes Idohappentotellthetruth,
  Ihide itamongsomanyliesthat itishard tofind.
  Ni(.'col1]Mazhzauelli, inaletter to["mnc¢=,,vco Gmaciardini, May 17,1521
  KEYS TO POWER
  Wealltellliesand hide our truefeelings,forcomplete freeexpressionisa
  social impossibility.From anearly agewelearn toconceal ourthoughts,
  tellingthepricklyand insecure what weknow theywant tohear, watching
  carefully lest weotfend them. For most ofusthis isnatural—there areideas
  andvalues that mostpeople accept,anditispointlesstoargue.Webelieve
  what wewant to,then, but ontheoutside we wear amask.
  There arepeople, however, who seesuch restraints asanintolerable
  infringementontheir freedom, and who have aneed toprovethesuperi-Ncver combat any
  man '5opml'tm,'_)"nr
  though you readied the
  ageofil/Iethuselaix, you
  would rzevw have dorm
  setting himright upon
  alltheabsurd things
  that hebelieves.
  IIisalso well toavoid
  correcting people3'
  rnismket incom-ersw
  lion, hmvn vetgum)
  your intentirms may he;
  forti'iseasy tooffend
  people, anddiffictilz, if
  notirriposxilvle torruzml
  Ihem.
  Ifyau feel irritated by
  theabsurd remarks of
  mypeople whose
  can vemmon you
  happen [0overhear.
  you should irnagine
  that youare/ixrenittgm
  Ihfldialogue oftwo
  fools inacomedy.
  Probatum est.
  The mum who comes
  into theworld with the
  noiion that heisreally
  going toinslmcz itin
  marten' ofthehighesz
  irrzptlrltzmrr, may Ihtmlt
  his stunsiflw £'S('t2peS
  with awhole skin.
  ARTHUR
  SCHOPENHAICER,
  l788—- 1860
  LAW 38 321
  HM", fil'|'|Zl[\ .\\D
  Tll|vL'l'|i;\ .l.I.|:N
  “Look aromitl _w2z1,"
  said thecirizcn. "This is
  thelargest maria'! in
  theworld."
  "Oh xurely I101,"said
  I/tatraveller.
  “Well. perhapsnot
  thelargesl,"mid the
  cilizzm, "but much
  the'best."
  "You arecertainlv


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  wrong tfzerc,"s(1id the
  traveller. “Ican Isl!
  you‥ .
  They buried the
  xmznger inthedusk.
  MEL:-;x,
  R<)HIiIl'l' Lot. is
  STEV1-LNSKJN. 18504894
  IfMachfav<-,llihz1dlm(l
  aprim'? for(llSc'lplP,
  tlaefirsr lining hewould
  have recomrrzendezf
  him todowould have
  been towrize a[wok
  aguirm MucI1i1weIli.a'm.
  VULFAIRE.
  1694 l778
  3.12 LAW 38ority oftheir values and beliefs. Intheend, though,their argumentscon-
  vince onlyafew and offend agreatdeal more. The reason argumentsdo
  notwork isthat most people hold their ideas and values without thinking
  about them. There isastrong emotional content intheir beliefs: Theyre-
  allydonot want tohave torework their habits ofthinking,and whenyou
  challenge them, whether directly through your arguments orindirectly
  through your behavior, theyarehostile.
  Wise and clever people learn earlyonthattheycandisplayconven-
  tional behavior and mouth conventional ideas without havingtobelieve in
  them. Thepowerthese people gain from blendinginisthat ofbeing left
  alone tohave thethoughts theywant tohave, and toexpressthem tothe
  people theywant toexpress them to,without sulieringisolation oras
  tracism. Once they have established themselves inapositionofpower,
  theycantrytoconvince awider circle ofthe correctness oftheir ideas-
  perhaps working indirectly, using Campanella's strategies ofironyand in-
  sinuation.
  Inthelate fourteenth century,theSpanish begana.massive persecu-
  tion oftheJews, murdering thousands anddrivingothers outofthe coun»
  try.Those who remained inSpainwere forced toconvert. Yet over thenext
  three hundred years,theSpanish noticed aphenomenonthat disturbed
  them: Many ofthe converts lived their outward lives asCatholics, yet
  somehow managedtoretain their Jewish beliefs, practicingthereligionin
  private. Many ofthese so-called Marranos (originallyaderogatory term,
  being theSpanishfor“pig”) attained highlevels ofgovernment office, mar-
  ried into thenobility,and gave every appearanceofChristian piety, only


TxText:
  tobediscovered late inlife aspracticing Jews. (The Spanish Inquisition
  wasspecifically commissioned toferret them out.) Over the years they
  mastered the artofdissimulation, displayingcmcifixes liberally, giving
  generous giftstochurches, even occasionally making anti-Semitic
  rema.rks—~and allthewhile maintainingtheir inner freedom and beliefs.
  Insociety, theMan-anos knew, outwardappearancesarewhat matter.
  This remains truetoday. Thestrategyissimple:AsCampanelladidinwrit-
  ingAtheism Conquered,make ashow ofblending in,even goingsofar asto
  bethe most zealous advocate oftheprevailing orthodoxy.Ifyoustick to
  conventionalappearancesinpublicfewwill believeyouthink differently
  inprivate.
  Donotbesofoolish astoimaginethat inour own time theold ortho—
  doxies aregone. Jonas Salk, forinstance, thoughtscience hadgotten past
  politicsandprotocol.And so,inhissearch for apolio vaccine, hebroke all
  therules--going publicwith adiscoverybefore showingittothescientific
  community, takingcredit forthevaccine without acknowledgingthe scien-
  tists who hadpavedtheway, making himself astar. Thepublic mayhave
  loved him but scientists shunned him. Hisdisrespect forhiscommunity's
  orthodoxies lefthim isolated, and hewastedyears tryingtoheal the
  breach, andstruggling forfunding andcooperation.
  Bertolt Brecht underwent amodern form ofInquisition—tl1e House
  Un—American Activities Committee-and approacheditwith considerable
  canniness. Having worked offand onintheAmerican filmindustry during
  World WarII,in1947 Brecht wassummoned toappearbefore thecommit-
  teetoanswer quesfionsonhissuspected Communist sympathies. Other
  writers called before thecommittee made apoint ofattacking itsmembers,
  andofactingasbelligerentlyaspossibleinorder togain sympathyfor
  themselves. Brecht, ontheother hand, who hadactuallyworked stead»
  lastlyfortheCommunist cause, played theopposite game: Heanswered
  questionswith ambiguous generalitiesthat defied easy interpretation. Call
  ittheCarnpanella strategy.Brecht even were asuit————a rare event forhim—-
  andmade apointofsmokingacigar during theproceedings, knowing that
  akeycommittee member had apassion forcigars. Intheend hecharmed
  thecommittee members, who lethim goscobfree.
  Brecht then moved toEast Germany,where heencountered adiffer-
  entkind ofInquisition.Here theCommunists were inpower, andtheycrit»
  icized hisplaysasdecadent andpessimistic.


TxText:
  Hedid not argue with them,
  butmade small changesintheperformance scriptstoshut themup.Mean«
  while hemanagedtopreserve thepublishedtexts aswritten. His outward
  conformityinboth casesgavehim thefreedom towork unhindered, with
  outhavingtochangehisthinking. Intheend, hemade hisway safely
  through dangerous times indifferent countries throughthe useoflittle
  dances oforthodoxy,andprovedhewas more powerfulthan theforces of
  repression.
  Notonly dopeopleofpower avoid theoffenses ofPausanias andSalk,
  they also learn toplay theclever foxandfeignthe common touch. This has
  been theployofcon artists andpoliticians throughout thecenturies. Lead-
  erslikeJuliusCaesar and Franklin D.Roosevelt have overcome their nab
  ural aristocratic stance tocultivate afamiliaritywith the common man.
  Theyhave expressedthisfamiliarityinlittle gestures,often symbolic,to
  show thepeople thattheir leaders share popular values, despitetheir differ-
  entstatus.
  Thelogical extension ofthispracticeistheinvaluable abilitytobeall
  thingstoallpeople. When you gointo society, leave behindyourown
  ideas and values, and putonthemask that ismost appropriateforthe
  groupinwhich youfindyourself. Bismarck playedthisgame successfully
  foryearsmtherewere people who vaguely understood what hewas upto,
  butnotclearly enoughthat itmattered. Peoplewill swallow thebait be-
  cause itflatters them tobelieve thatyoushare their ideas. They will not
  takeyouasahypocrite ifyouare careful~——for how cantheyaccuseyou of
  hypocrisyifyou donotletthem know exactly whatyoustand for? Norwill
  theyseeyouaslacking invalues. Of courseyouhave values~——the values
  youshare with them, while intheircompany.
  Authority: Donotgive dogswhat isholy; and donotthrow
  your pearls before swine, lestthey tramplethem under
  foot and turn toattackyou. Uesus Christ, Matthew 7:6)
  LAW 38 323
  ."1'.'.'-? LAW 38Image: '
  The BlackThe herd shuns the
  Sheepblack sheep,uncertain
  whether ornotitbelongs
  with them. Soitstraglesbe-
  hind, orwandersawayfrom
  theherd, where itiscornered
  bywolves and promptlyde-
  voured. Staywith the herd—
  there issafetyinnumbers, Keep
  your differences inyour
  thoughtsand not inyourfleece.
  REVE RSAL
  Theonlytime itisworth standingout iswhen youalready stand out-
  whenyouhaveachieved anunshakable positionofpower, and candisplay


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  yourdifference from others asasign ofthedistance betweenyou.Aspres—
  ident oftheUnited States, Lyndon Johnsonwould sometimes hold meet-
  ingswhile hesat onthetoilet. Since no one else either could orwould
  claim such a“privilege,” Johnsonwasshowing people that hedidnothave
  toobserve theprotocols and nicefies ofothers. The Romanemperor
  Caligula playedthe samegame:Hewould wear awoman's negligee,ora
  bathrobe, toreceive importantvisitors. He even went sofar astohave his
  horse elected consul. But itbackfired, forthepeople hated Caligula,and
  hisgestures eventually brought hisoverthrow. The truth isthat even those
  who attain theheightsofpower would bebetter offatleast affecting the
  common touch, foratsome point they may need popular support.
  Finally,there isalwaysaplaceforthegadfly,theperson who success-
  fully defies custom and mocks what hasgrownlifeless inaculture. Oscar
  Wilde, forexample, achieved considerable social poweronthis founda-
  tion: Hemade itclear that hedisdained theusualways ofdoing things,and
  when hegave public readingshisaudiences notonly expected him toin-
  sult them but welcomed itWenotice, however, that his eccentric role
  eventually destroyedhim. Even had hecome toabetter end, remember
  that hepossessedanunusual genius: Without hisgifttoamuse anddelight,
  hisbarbs would simply have offended people.
  LAW
  39
  STIR UPWATERS
  TO CATCH FISH
  jUDGMENT
  Angerand ematizm arestrategically counterproductive.
  You must always staycalm. andobjective.Butzfyoucan
  makeyourenemiesangry while staying calm yomselfi
  yougainadecided advanlagv.Putyourenemies ojf~bal~
  ance: Find theciaink intheir vanity throughwlzichyou
  canrattlz them and youhold thestrings.
  1325
  |'I,\|\l l[\h|I|t,|.Vl| \I:
  (]l<l\|).'".|I1'(t\\\. II'‥\
  The K]/(7!(t Sltttsltttitti
  Itttkttra Suwu-no-kami
  Sltigetmtrw was very
  fond t)fChtt-no-yu
  (the tctt('£'l'('ht()rIy), am!
  used togrind his own
  It'llWl1llL'.\'llll7tg inthe
  court asjudge. And the


TxText:
  reason was this He
  once asked afriend ql
  hiswho WAD' his
  companion inCha-no-
  ytt,4)tearnerchttnt
  named Eiki, totellhim
  fnmkly what was the
  public opirtion about
  him. "Well,"stud Eikt.
  “they saythat you get
  irritated with those who
  don 'Igive their
  irvitlimcie very cllcarly
  and scold them, and to
  peopleweafraidto
  bring lawsuits before
  you rmtliftlwy do,the
  truth does not come
  out."
  “Ah, lam glad you
  have told thethat,"
  replied Shigemtme, “for
  now thatIL'onxidvr it,I
  have fallen into the
  habit ()f.\'[I('[1l(lVlg
  sharply topeople in
  this way, and no(l()ttl2Y
  httmltlefolk and those
  who are notrettrly in
  speech getflttrried and
  arettmtble toputtheir
  cttsc inthebest light.
  Iwill see toitthat rltix
  does not occur inthe
  future.”Soafter this he
  had ateamillplmwl
  before him incourt and
  infrom 0/itthepaper-
  irtiverml shvjiwere
  drawn to,and Shtge-
  mime mtbehind them
  tttttlgmuntl the teaand
  thus kept hismint]
  calm while heheart!
  the t:ttse.\: And hemultl
  326 LAW 39TRANSGRESSION OFTHE LAW
  InJanuaryof1809, anagitatedand anxious Napoleon hurried back to
  Paris from hisSpanishwars. Hisspiesand confidants had confirmed a
  rumor that hisforeign minister Talleyrandhadconspired againsthim with
  Fouché, theminister ofpolice. Immediatelyonarrivinginthecapitalthe
  shockedemperorsummoned hisministers tothepalace. Followingthem
  into themeeting rightafter their arrival, hebegan pacing upand down,
  and started rambling vaguelyabout plotters working against him, specula-
  torsbringing down thestock market, legislators delaying hispolicies—a.nd
  his own ministers undermining him.
  AsNapoleon talked, Talleyrandleaned onthemantelpiece, looking
  completely indifferent. Facing Talleyrand directly, Napoleon announced,
  “For these ministers, treason hasbegun when they permitthemselves to
  doubt.” Attheword “treason” theruler expectedhisminister tobeafraid.


TxText:
  ButTalleyrand only smiled, calm and bored.
  Thesight ofasubordinate apparentlyserene intheface ofchargesthat
  couldgethimhanged pushed Napoleontotheedge. There were ministers,
  hesaid, who wanted him dead, and he took astep closer toTalleyrand—
  who stared back athim unfazed. Finally Napoleon exploded.“You are a
  coward,” hescreamed inTalleyrand's face, “aman ofnofaith. Nothingis
  sacred toyou.You would sellyourown father. Ihave showeredyou with
  riches andyetthere isnothing youwould not dotohurt me.” The other
  ministers looked ateach other indisbelief—theyhad never seen this fear-
  lessgeneral,theconquerorofmost ofEurope,sounhinged.
  “You deserve tobebroken likeglass,” Napoleon continued, stamping.
  “Ihave thepowertodoit,butIhave toomuch contemptforyoutobother.
  Whydidn't Ihaveyouhanged from thegates oftheTuileries? Butthere is
  still time forthat.” Yelling, almost outofbreath, hisface red, hiseyes
  bulging,hewent on,“You, bytheway,arenothingbutshit inasilk stock-
  ing‥ ‥What aboutyourwife? You never told methat San Carlos wasyour
  wife's lover?” “Indeed, sire, itdidnot occur tomethat thisinformation had
  anybearingonYour Majesty's gloryormyown,” saidTalleyrand calmly,
  completely unflustered. After afew more insults, Napoleon walkedaway.
  Talleyrand slowlycrossed the room, movingwith hischaracteristiclimp.
  As anattendant helpedhim with hiscloak, heturned tohisfellow ministers
  (allafraid theywould neverseehimagain), andsaid, “What apity, gentle
  men, that sogreataman should have such bad manners.”
  Despitehisanger, Napoleon Hid not arrest hisforeignminister. He
  merelyrelieved him ofhisduties dbanished him from thecourt, believ-
  ingthat forthis man humiliation would bepunishment enough.Hedid not
  realize that word hadquickly spread ofhistirade—of how theemperorhad
  completelylostcontrol ofhimself, and how Talleyrandhadessentiallyhu-
  miliated himbymaintaininghiscomposureanddignity.Apagehad been
  turned: Forthefirst time peoplehad seen thegreat emperor lose hiscool
  under fire. Afeeling spreadthat he was onthewaydown. AsTalleyrand
  later said, “This isthebeginning oftheend.”
  Interpretation
  This was indeed thebeginning oftheend.


TxText:
  Waterloo was still sixyears
  ahead, butNapoleonwas on aslow descent todefeat, ciystallizingin1812
  with hisdisastrous invasion ofRussia. Talleyrandwas thefirst toseethe
  signsofhisdecline, especially intheirrational warwith Spain. Sometime in
  1808, theminister decided that forthefuturepeaceofEurope, Napoleon
  hadtogo.And soheconspiredwith Fouché.
  Itispossiblethat theconspiracywas never anythingmore than a
  ploy~—adevice topush Napoleonover theedge.Foritishard tobelieve
  thattwoofthemost practicalmen inhistorywould only gohalfway intheir
  plotting. They may have been only stirringthe waters, tryingtogoad
  Napoleoninto amisstep. And indeed, what they gotwas thetarrtmrn that
  laid outhislossofcontrol foralltosee. Infact, Napoleorfssoon—famous
  blowupthat afternoon had aprofoundly negativeeffect onhispublic
  image.
  This istheproblemwith theangry response.Atfirstitmaystrike fear
  andterror, butonlyinsome, and asthedays passand the storm clears,
  other responses erne:ge—embar1:assmentand uneasiness about the
  shouter's capacity forgoingoutofcontrol, and resentment ofwhat has
  been said. Losing your temper, youalwaysmake unfair andexaggerated
  accusations. Afew such tirades andpeoplearecounting thedaysuntilyou
  aregone.
  Intheface ofaconspiracy against him,aconspiracybetween histwo
  mostimportant ministers, Napoleon certainlyhad aright tofeel angry and
  anxious. Butbyrespondingsoangrily,and sopublicly,heonly demon-
  strated hisfrustration. Toshowyour frustration istoshow thatyouhave
  lostyour powertoshape events; itisthehelplessaction ofthechild who re-
  sorts toahystericalfittogethisway.Thepowerfulnever reveal thiskind of
  weakness.
  There were anumber ofthings Napoleoncould have done inthis situ~
  alien. Hecould have thought about thefact that twoeminentlysensible
  men had had reason toturn against him, and could have listened and
  learned from them. Hecould have tried towin them back tohim. Hecould
  even have gottenridofthem, making their imprisonmentordead; anomi-
  nousdisplayofhispower.Notirades, nochildish fits, noembarrassing
  afler-elfects—justaquiet and definitive severingofties.
  Remember: Tantrumsneitherintimidate nor inspire loyalty. They
  only create doubts and uneasiness aboutyour power. Exposing yourweak'
  ness, these stormy eruptionsoften herald a.fall.


TxText:
  OBSERVANCE OFTHE LAW
  Bythelate 1920s, Haile Selassie hadnearly achieved hisgoalofassuming
  total control over Ethiopia,acountryhefeltneeded strong and unified
  leadership.Asregent totheempressZauditu (stepdaughter ofthe late
  queen)and heir tothethrone, Selassie had spent several years weakening
  thepowerofEthiopia's various warlords. Now onlyone real obstacle stoodeasily seewhether Iris
  t'()I1l]lU.$'I1f('wasruffled
  ornotbylookingaxthe
  tea. wizich would not
  fallevenly ground to
  theproper carlsislency
  iflrc go!excited. And
  so/'usllm was (lone
  impartially andptmplfl
  wml away from his
  court .raIi.sfz'ed.
  CHA-N0-YU:
  we w-Auwsr». "rm
  L'l§RlZM()NY
  A.L.SADLER.
  l962
  1]'/m.s'.\'lblv,noanimat-
  l'tyslmu1rt hefeltfor
  rznymw‥,.Tospeak
  angrily tollperson, to
  show your hatred by
  what you my orbythe
  way youlook, Lran
  !lIlIlL'C('S.i'aIy proceed-
  i):g-dangerorrs. fool»
  £312,rtrlicrllous, and
  vulgar.
  Arrgerorhatred xhoul'rr'
  Izever beshow; other»
  wise than inwhat you
  do;andfeelings will be
  allthe more effective in
  action, insofarasyou
  avoid theexhibition of
  them inany other way.
  Itisonly thecold-
  blvorlell arlinmlx whose
  bile ispui.s'mIr)u.r.
  Am'n1;n
  S\“Ilf)l'F,NliAlJFR,
  178244 860
  LAW 39 327
  Tlll" \14):'\|\'l".Y :\Nl)
  lllll'. \XV\Sl'
  Amonkey. whilst
  munchingaripe pear.
  waspcslered bythe
  l7(lf€r_ffl(?€[l imporruml
  liesofu wasp, who,
  noims vnlens. would
  have :1part. After
  threatening themonkey
  with hisanger rfize
  further hesitated to
  submit tohisderrmmi,
  he.\'4'tfl('(l onthefruit.
  but was as3'Or)n
  knocked ofIbythe
  nwnkey.
  The irritable wasp now
  hurl recourse toinvec-
  tiv(:—»and, after using
  the most imuliing
  language. which the
  other calmly listened


TxText:
  to,hesoworker!
  lximselfup irim violmr
  passion that, losing all
  consideration oftlw
  yenally, heflew tothe
  faceofthemonkey.
  and slung him with
  such rage that hewas
  unable doextricate his
  weapon, and was
  compelled totear
  himself away. leaving it
  inthewound-—thus
  4-nfaclirzg onhimself a
  lingering death. accom»
  partied hypm':25 much
  greaterthan rhose he
  had t".-zflicled.
  FAB! [753
  JoN.\TH.«:~: Biscu.
  1783 1847
  32.8 LAW 39inhisway:the empress and herhusband, RasGugsa. Selassie knew the
  royal couplehated him and wanted togetridofhim, sotocutshort their
  plottinghemade Gugsa thegovernor ofthe northern province of
  Begemeder, forcinghim toleave thecapital,where theempress lived.
  For severalyears Gugsa playedtheloyaladministrator. But Selassie
  did not trust him: Heknew thatGugsa and theempresswere plottingre-
  venge.Astime passedand Gugsamade nomove, thechances ofaplot
  only increased. Selassie knew what hehad todo: draw Gugsa out, get
  under hisskin, andpushhim into action before hewasready.
  For severalyears,anorthern tribe, theAzebu Gallas, had been invir»
  tual rebellion against thethrone, robbingandpillaginglocal villages and
  refusingtopaytaxes. Selassie had done nothingtostop them, lettingthem
  grow stronger. Finally, in1929, heordered Ras Gugsa tolead ananny
  againstthese disobedient tfibesmen. Gugsa agreed,butinwardlyhe
  seethed--he had nogmdge againsttheAzebu Gallas, and thedemand that
  hefightthem hurt hispride. Hecould notdisobeytheorder, but ashe
  worked toputtogetheranarmy, hebegan tospreadanugly rumor«-that
  Selassie was incahoois with thepope,andplannedtoconvert thecountry
  toRoman Catholicism and make itacolony ofItaly. Gugsifs army swelled,
  and some ofthetribes from which itssoldiers came secretly agreed tofight
  Selassie. InMarch of1930 anenormous force of35,000 men beganto
  march, not ontheAzebu Gallas butsouih, toward thecapital ofAddis
  Ababa. Made confident byhisgrowing strength, Gugsa.now openly led a
  holywar todeposeSelassie andputthecountryback inthehands oftrue
  Christians.


TxText:
  Hedidnot seethetrap that had been laid forhim. Before Selassie had
  ordered GugsatofighttheAzebu Gallas, hehad secured thesupportofthe
  Ethiopianchurch. And before therevolt gotunderway,hehadbribed sev-
  eral ofGugsa's keyallies not toshowupforbattle. Astherebelarmy
  marched south, airplanesflew overhead droppingleaflets announcingthat
  thehighestchurch officials hadrecognized Selassie asthe tme Christian
  leader ofEthiopia,and thatthey had excommunicated Gugsa forfoment-
  ingacivil war. These leaflets severelyblunted the emotions behind the
  holy crusade. And asbattle loomed and thesupportthatGugsa'sallies had
  promisedhim failed toshowup,soldiers begantoflee ordefect.
  When thebattle came, therebel army quicky collapsed. Refusingto
  surrender, Ras Gugsawas killed inthefighting. The empress, distraught
  over her l1usba.nd's death, died afewdayslater. OnApril 80,Selassie is-
  sued aformal proclamation announcing hisnew title: Emperor ofEthiopia.
  Interpretation
  Haile Selassie alwayssaw several moves ahead. Heknew thatifheletRas
  Gugsadecide thetime andplace oftherevolt, thedanger would bemuch
  greaierthan ifheforced Gngsatoact onSelassie's terms. Sohegoaded him
  into rebellion byoffending hismanly pride, askinghim tofight peoplehe
  had noquarrelwith onbehalf ofaman hehated. Thinking everythingout
  ahead, Selassie made sure thatGugsa's rebellion would come tonothing,
  andthat hecould useittodoawaywith hislasttwo enemies.
  This isthe essence oftheLaw: When the waters arestill, your oppo~
  nents have thetime andspacetoplotactions thatthey will initiate and com
  trol. Sostirthewaters, force thefish tothesurface, getthem toactbefore
  theyareready,steal theinitiative. The best waytodothis istoplayonun-
  controllable emotions—-pride, vanity, love, hate. Once the water isstirred
  up,thelittle fish cannot helpbutrise tothebait. The angrier they become,
  thelesscontrol they have, andfinally theyarecaught inthewhirlpool you
  have made, andtheydrown.
  Asovereign should never launch anarmy outofanger.
  aleader should never start awar outofurrath.
  Sun-zzu, fourth cmlury.li.C.
  KEYS TO POWER


TxText:
  Angry people usuallyenduplooking ridiculous, fortheirresponseseems
  outofproportiontowhat occasioned it.Theyhave takenthingstoo seri-
  ously, exaggerating thehurt orinsult that hasbeen done tothem. Theyare
  sosensitive toslight that itbecomes comical how much they takeperson~
  ally.More comical still istheir belief that their outbursts signify power: The
  truth istheopposite:Fetulance isnotpower,itisasign ofhelplessness.
  People may temporarilybecowed byyour tantrums, but intheendthey
  loserespectforyou.Theyalso realize theycaneasily undermine aperson
  with solittle selflcontrol.
  The answer, however, isnot torepressour angryoremotional re
  sponses.Forrepressiondrains usofenergyandpushesusinto strange be-
  havior. lnstead wehave tochangeourperspective:Wehave torealize that
  nothing inthesocial realm, and inthegame ofpower,ispersonal.
  Everyoneiscaught upinachain ofevents thatlong predatesthepre-
  sent moment. Our anger often stems from problemsinourchildhood,
  from theproblems ofourparents which stem from their own childhood, on
  and on.Ourangeralso has roots inthemanyinteractions with others, the
  accumulated disappointmentsand heartaches that wehave suffered. Anin-
  dividual will oftenappearastheinstigatorofourangerbutitismuch more
  complicated, goesfarbeyondwhat that individual did tous.Ifapersonex-
  plodeswithangeratyou(and itseems outofproportiontowhat youdidto
  them), youmust remind yourself that itisnotexclusively directed atyou-—
  donot be sovain. The cause ismuch larger, goes way bad: intime, in-
  volves dozens ofprior hurts, and isactuallynot worth thebother to
  understand. Instead ofseeing itasapersonal grudge, look attheemotional
  outburst asadisguised power move, anattempttocontrol orpunish you
  cloaked intheform ofhurtfeelings and anger.
  This shift ofperspective willletyouplaythegame ofpower with more
  clarityand energy. Instead ofoverreasting,andbecoming ensnared inpet)»DlT(2!l llllill l'Rll's'l'
  Kirfyo. anofficer ofrhe
  Second' rank, had a
  brwher called theHigh
  Priest Ryogaku,an
  extremely bad-
  lemperedmam. Next to
  hismonastery grew:2
  large nettle-tree which
  octrafloned theruck-
  rmme people gave him,
  theNertletrze High
  Priest. “Thar name is


TxText:
  outrageous,”ruin? the
  high priest, and cut
  down the me. The
  stump stillbeing left.
  people referred tohim
  now astheSlump High
  Priest. More furious
  than ever, Ryogaku had
  thermmp dug upand
  thrown away, butthis
  left(1bigditch. People
  now called him the
  Ditch HighPriest.
  ESSAYS INxnrerzrsss.
  Kr,NK<'>,
  lA!'AN,
  i«'<'n.=R1ne,>:m rir,.~2rmw
  LAW 39 329
  330 LAW 39ple's emotions, youwill turn their loss ofcontrol toyour advantage:You
  keep yourhead whiletheyarelosing theirs.
  Duringanimportantbattle intheWar oftheThree Kingdoms,inthe
  third century A.D., advisers tothecommander Ts'ao Ts'ao discovered docu»
  ments showingthat certain ofhisgenerals hadconspiredwith theenemy,
  andurged him toarrest and execute them. Instead heordered thedocu-
  ments burned and thematter forgotten. Atthiscritical moment inthebat-
  tle, togetupsetordemandjusticewould have reverberated against him:
  Anangry action would have called attention tothegenerals' disloyalty,
  which would have harmed thetroops'morale. justice could wait-he
  would deal with thegenerals intime. Ts'ao Ts'ao kepthishead and made
  theright decision.
  Comparethis toNapoleon's responsetoTalleyrand:Instead oftaking
  theconspiracy personally,theemperorshould have playedthegamelike
  Ts'ao Ts'ao, carefully weighingtheconsequences ofany action hetook.
  The more powerful responseintheend would have been toignoreTal~
  leyr-and,ortobringtheminister gradually back tohisside andpunishhim
  later.
  Anger onlycuts offouroptions,and thepowerfulcannot thrive with
  outoptions.Onceyoutrain yourselfnot totake matters personally,and to
  controlyouremotionalresponses, youwill have placed yourselfinaposi-
  tionoftremendouspower:Nowyoucanplaywith theemotionalresponses
  ofother people.Stirtheinsecure into action byimpugningtheir manhood,
  andbydanglingtheprospectofaneasy victory before their faces. Do as
  Houdini didwhen challenged bytheless successfulescapeartist Kleppini:
  Reveal anapparent weakness (Houdini letKleppini steal thecombination
  for apairofcuffs)tohireyour opponent into action. Thenyoucan beat
  him with ease.


TxText:
  With thearroganttooyoucan appear weaker thanyou are,
  taunting them into arash action.
  Sun Pin, commander ofthearmies ofCh'i andloyal discipleofSun-
  tzu, once ledhistroops againstthearmies ofWei, which outnumbered him
  two toone. “Let uslightahundred thousand fires when ourarmyenters
  Wei,” suggestedSun Pin,“fifty thousand onthenext day,andonly thirty
  thousand onthethird.” On thethird daytheWei general exclaimed, “I
  knew the men ofCh'i were cowards, and after only three daysmore than
  halfofthem have deserted!” So,leavingbehind hisslow-moving heavy in
  fantry,thegeneraldecided toseize the moment and move swiftlyonthe
  Ch'i camp with alightly armed force. Sun Pin's troops retreated, luring
  Wei'sarmyinto anarrowpass,where they ambushed anddestroyed them.
  With theWeigeneraldead and hisforces decimated, Sun Pin now easily
  defeated therestofhisarmy.
  Intheface ofahot—headedenemy, finally,anexcellent responseisno
  response. Follow theTalleyrandtactic: Nothingisasinfuriatingasaman
  who keepshiscool while others arelosing theirs. Ifitwillwork toyourad-
  vantagetounsettle people,affect the aristocratic, boredpose,neither
  mockingnortriumphantbutsimplyindifferent. This willlight their fuse.
  When theyembarrass themselves with atemper tantrum, you will have
  gainedseveral victories, oneofthese being that intheface oftheir childish-
  ness youhave maintainedyour dignityandcomposure.
  Image:The Pond ofFish. The waters
  areclear and calm, and thefish arewell below thesurface.
  Stir the waters andthey emerge.Stir itsome more andthey get
  angry, risingtothesurface, bitingwhatever comes near-
  includingafreshly baited hook.
  Authority: Ifyour opponentisofahottemper. trytoirritate him. Ifhe
  isarrogant, trytoencouragehisegotism,. . .One who isskilled at
  making theenemymove does sobycreatingasituation accordingto
  which theenemywill act; heentices theenemywith something heis
  ccxtajn totake. Hekeepstheenemyonthe move byholdingoutbait
  and then attacks him withpicked troops. (Sun—tzu, fourth century 15.0.)
  REVERSAL
  When playingwith people's emotions youhave tobecareful. Study the


TxText:
  enemybeforehand: Some fish arebest left atthebottom ofthepond.
  The leaders ofthecityofTyre, capital ofancient Phoenicia, feltconfl-
  dent theycould withstand Alexander theGreat, who hadconquered the
  Oiient buthad not attacked their city, which stood well protectedonthe
  water. Theysent ambassadors toAlexander saying that although they
  would recognize him asemperor theywould notallow him orhisforces to
  enter Tyre.This ofcourse enraged him, and heimmediatelymounted a
  siege. Forfour months thecitywithstood him, andfinally hedecided that
  thestrugglewas notworth it,and that hewould come toterms with the
  Tyrians.Butthey, feeling thatthey hadalready baited Alexander and got-
  tenawaywith it,and confident thatthey could withstand him, refused to
  LAW 39 331
  332 ELAW 39negotiate«—-in. facttheykilled hismessengers,
  This pushedAlexander over theedge.Now itdid not matter tohim
  howlongthesiegelasted orhow largeanarmy itneeded; hehad the re-
  sources, and would dowhatever ittook Heremounted hisassault sosiren-
  uouslythat hecaptured Tyrewithin days,burned ittotheground,and sold
  itspeopleintoslavery.
  You can bait thepowerful and getthem tocommit and divide their
  forces asSun Pindid, but testthe waters first. Find thegapintheir strength.
  Ifthere isnogap--if theyareimpossibly strong——youhave nothingtogain
  andeverythingtolosebyprovokingthem. Choose carefullywhomyou
  bait, and never stirupthesharks.
  Finallythere aretimes when awe1l—timed burst ofangercan doyou
  good,butyour angermust bemanufactured andunderyourcontrol. Then
  youcandetermine exactly how and onwhom itwill fall. Never stirupre
  actions that will work against youinthelongrun. And useyourthunder
  bolts rarely,tomake them the more intimidating andmeaningful.Whether
  purposefully stagedornot,ifyouroutbursts come toooften, they will lose
  theirpower.
  LAW
  40
  DESPISE THE
  FREE LUNCH
  JUDGMENT
  What isoffemdforfieeisdangerous-—-—z't usually involves
  either (1:trick orahidden obligation.What has worth is
  worth paying for.Bypaying yourownway you stay
  clear ofgmtitude, guilt,and deceit.


TxText:
  Itisalsooftenwise
  topaylhefnll ;:1rice~—-thereisnucuttingcmnm with ex-
  cellence. Belavish with your moneyandkeep itcir-
  culating, forgenerosityisasign and amagnet for
  [Iowa/.
  333
  |ll'l(l|-'.|)'H «HI RI,
  Many wmk-numlezl
  per.x*mn' incities hope
  indis('r)I»'e1' properly
  nmicr thoxurfare oflhe
  mnh and mmake
  some profit fromIt.In
  theMugltrib there are
  many Serber
  “.rrudnzIs"' wlm art:
  unable tornakz' aliving
  bynatural ways and
  means', They uppmach
  we?!-to-zio peopfe with
  papers that have mm
  margins and rmzfain
  rilhcr non/Amine' writ»
  ingorwhat they claim
  tohe(hrllanxlaticm of
  udocu/new wmten by
  the owner 0/lmricrl
  a'reo.mrtm', giving the'
  clue tothehiding plum
  Inthis way. they tryto
  gettheir suszenurxce by
  [persuuafing thewell»
  m-do] tosemi rhem our
  todigandhumfor
  treasure. ()ccusimm[ly.
  uneofthese tremmru
  hunters displays
  strange informatio.-1 or
  some remarkable trick
  afmagic will: which he
  frmls people into
  believinghis'ollzvr
  1:/zzims'. although,
  infact.hekmmhs
  nothing nfmugic and
  itspIor:¢'dure.\‥ . .
  Thetlzings that haw
  been saitt about /mm-
  sure.' hunting] have no
  scientffit: Imvis, nor are
  theyhosed upon
  [factual] iufnrmamm.
  Irshrmld berealized
  thatalthoughtreasures
  arefound.thishappens
  rarely andbychance,
  notby.\'_v.s'lemau'<;
  seurth. . . .Those who
  are dt?ll.i(lé'i'/l orafflizrled
  by[how thmgs nun!
  (aka refugeinGm?
  LAW 40MONEY AND POWER
  Intherealm ofpower, everything must bejudged byitscost, andevery-
  thing has aprice.What isoffered forfree oratbargainrates often comes
  with a.psychological pn'ce tag—-complicated feelings ofobligation,com-
  promises with quality,theinsecurity those compromises bring,onand on.
  Thepowerful learn earlytoprotecttheir most valuable resources: indepen-
  dence and room tomaneuver. Bypayingthefullprice, they keepthem-


TxText:
  selves free ofdangerous entanglementsand worries.
  Being openand flexible withmoneyalso teaches thevalue ofstrategic
  generosity,avariation ontheoldtrick of“giving when youareabout to
  take.” Bygivingtheappropriate gift, youputtherecipient under obliga-
  tion. Generositysoftens people up——to bedeceived. Bygainingareputa-
  tion forliberality, youwinpeople':admiration while distracting them from
  your power plays. Bystrategically spreading your wealth, youcharm the
  other courtiers, creating pleasureandmakingvaluable allies.
  Look atthe masters ofpower——the Caesars, theQueen Elizabeths, the
  Michelangelos, theMecljcis: Not amiser among them. Even thegreatcon
  artists spend freelytoswindle. Tight purse stringsareunattractive——when
  engagedinseduction, Casanova would givecompletelynotonly ofhimself
  butofhiswallet. Thepowerful understand thatmoneyispsychologically
  charged, and that itisalso avessel ofpolitenessandsociability. Theymake
  thehuman side ofmoneyaweaponintheirarmory.
  Foreveryoneable toplaywithmoney, thousands more arelocked ina
  self-destructive refusal tousemoney creatively and strategically.These
  types represent theopposite poletothepowerful, and youmust learn to
  recognizethem-——either toavoid theirpoisonousnatures ortoturn their in-
  flexibilitytoyour advantage:
  The Greedy Fish. The greedyfish take thehuman side outofmoney.
  Cold andruthless, theyseeonlythelifeless balance sheet; viewing others
  solelyaseitherpawnsorobstructions intheir pursuitofwealth, theytram-
  pleonpeople'ssentiments and alienate valuable allies. No one wanis to
  work with thegreedy fish, and over theyears theyendupisolated, which
  ofienprovestheir undoing.
  Greedyfish arethe con a.rtist's bread and butter: Lured bythebait of
  easy money, theyswallow the ruse hook, line, and sinker. Theyareeasyto
  deceive, forthey spendsomuch time dealingwith numbers (not withpeer
  ple)that theybecome blind topsychology, including their own. Either
  avoid them before theyexploit youorplayontheir greedtoyour gain.
  TheBargainDemon. Powerful people judge everything bywhat itcosts,
  notjustinmoneybutintime, dignity,andpeace ofmind. And this isex»
  actlywhat BargainDemons cannot do.Wasting valuable time diggingfor
  bargains, they worry endlesslyabout what theycould have gottenelse
  where for alittle less.


TxText:
  Ontopofthat, thebargain item theydobuyisoften
  shabby; perhapsitneeds costly repairs,orwillhave tobereplacedtwice as
  fast asahigh-qualityitem. The costs ofthese pursuits-——not alwaysin
  money (thoughthepriceofabargainisoften deceptive) butintime and
  peace ofmind—discoura.ge normal peoplefrom undertaking them, butfor
  theBargainDemon thebargainisanendinitself.
  These types mightseem toharm only themselves, buttheir attitudes
  arecontagious:Unlessyouresist them they will infect you with the inse~
  curefeelingthatyou should have looked harder tofind acheaper price.
  Don't arguewith them ortrytochange them. just mentallyaddupthe
  cost, intime and innerpeace ifnotinhidden financial expense,oftheirra-
  tional pursuit ofabargain.
  The Sadist. Financial sadists playviciouspower games withmoneyasa
  wayofasserting theirpower. They might,forexample,make you wait for
  moneythat isowedyou, promising youthat thecheck isinthemail. Orif
  theyhireyoutowork forthem, they meddle inevery aspect ofthejob,
  hagglingandgiving you ulcers. Sadists seem tothink thatpayingforsome
  thing givesthem therighttotorture and abuse the seller. Theyhave no
  sense ofthecouriier element inmoney. Ifyouareunlucky enoughtoget
  involved with thistype, acceptingafinancial loss maybebetter inthelong
  runthan getting entangledintheir destructive power games.
  The Indiscriminate Giver.Generosityhas adefinite function inpower:
  Itattracts people, softens them up,makes allies outofthem. Butithas tobe
  used strategically,with a.definite end inmind. Indiscriminate Givers, on
  theother hand, aregenerousbecausetheywant tobeloved and admired
  byall.And their generosityissoindiscriminate andneedythat itmaynot
  have thedesired effect: Ifthey givetooneandall.why should therecipient
  feelspecial? Attractive asitmayseem tomake anIndiscriminate Giver
  your mark, inanyinvolvement with thistype youwill often feel burdened
  bytheir insatiable emotional needs.
  TRANSGRESSIONS OFTHE LAW
  TransgressionI
  After Francisco Pizarro conquered Peru, in1532, goldfrom theIncan Em-
  pirebegantopourintoSpain,andSpaniards ofallclasses started dreaming
  oftheinstant riches tobehad intheNew World. The storysoon spread of
  anIndian chief tothe east ofPeru who once eachyearwould rituallycover


TxText:
  himself ingold dust and dive into alake. Soon word ofmouth transformed
  ElDamrio, the“Golden Man,” into anempirecalled ElDorado, wealthier
  than theIncan, where the streets were pavedand thebuildingsinlaid with
  gold.This elaboration ofthestorydid not seem implausible,forsurelya
  chief who could afiord towaste golddust inalake must rule agoldenem-
  pire. Soon Spaniardswere searchingforElDorado allover northern South
  America.from their aizubilityit]
  make aIiviizg and their
  laziness' inthis impact.
  They should not
  occupy IheIn.wIves' with
  abSuI'dl'lir:.s' and untrue
  vtnrirs.
  THE MUDADDIMAH.
  hm KHAi,i>17~N.
  1332-1406
  Tiili Ml2~.F.R
  Amixer, (0make sun:
  ofllis properly,S0111 all
  (ha! hehad and
  converted itinto agreat
  lump ofgvld, which he
  hill inahole inthe
  ground, and went
  cominuully[(1viii: and
  inspect it.This tamed
  thecuriosity ofoneof
  hisworkmen, who,
  suxpecting that there
  was atreasure, when
  hismarreriv back was
  Iurncd, wan! tothe
  spot, and rrole itaway.
  When themixer
  returned andformal Jim
  place empty. hewept
  and tore hishair. But a
  mzighborwho saw him
  inthisextravagant
  grief: and learned the
  cause ofil, raid: “Frrl
  rhymlfno longer, but
  lake orstone and putii
  inthe same place. and
  think that itisyour
  lump ofgolri;/"or.as
  you never meant touse
  it,the onewilldo_\'au
  asmuch good asthe
  other."
  The worth ofmoneyis'
  no!initspnsscrsiorz,
  butinitsuse.
  FABI es.
  /\I§S0l'.
  SIXTH ci:.\n'uRv s.c.
  LAW 40 335
  336There isapopular
  savinginJapan that
  goer “Tada yori takai
  mono wanai." mean-
  ing:"Nothingis'more
  costly than xnmetliing
  given fret"ofcharge."
  TH1: UNSPOKEN wmr.
  Ml('H|HlR0
  lvlA'l'SHM()T().
  1988
  MU'\F.Y
  Yusuf lbnJafar el-
  Altlutli user! tolake


TxText:
  sums ofmoney,some-
  times very large ones,
  from those who canto
  tostudy with him.
  Adistinguished legalist
  visiting him once said:
  “Iamenchanted and
  impressed byyour
  teachings, andIam
  sure that youare
  directing your disciples
  inaproper munner.
  But itisnotinaccor-
  dance with tradition to
  take money forknowl-
  edge. Besides, the
  action isopen torinsin-
  terprelatiun."
  El-Amudi said: “Ihave
  never sold any knowl-
  edge. Then: isno
  money onearth suffi-
  cient topayforit.As
  /ormisinterpretation,
  theabstaining from
  taking money will not
  prevent it,foritwill
  find some other object.
  Rather should you
  know that aman who
  takes money may be
  greedy formoney, or
  hemay not. But aman
  who takes nothing at
  allisunder thegravest
  LAW 40InFebruaryof1541, thelargest expedition yetinthisventure, ledby
  Piza.rr0's brother Gonzalo, leftQuito,inEcuador. Resplendentintheir ar-
  mors and colorful silks, 340Spaniardsheaded east, alongwith 4,000 Indi-
  ans tocarry suppliesand serve asscouts, 4,000 swine, dozens ofllamas,
  and close to1,000 dogs. But theexpeditionwas soon hitbytorrential rain,
  which rotted itsgearandspoiled itsfood. Meanwhile, asGonzalo Pizarro
  questionedtheIndians theymetalongtheway,those who seemed tobe
  withholding information, orwho had not even heard ofthefabulous king-
  dom, hewould torture and feed tothedogs. Word oftheSpaniards'mur-
  derousness spread quickly amongtheIndians, who realized that theonly
  waytoavoid Gonzalds wrath was tomakeupstories about ElDorado
  and send him asfarawayaspossible.AsGonzalo and his men followed
  theleads theIndiansgave them, then, theywere onlyledfarther intodeep
  jungle.
  Theexplorers' spirits sagged.Their uniforms hadlong since shredded;
  their armor rusted andthey threw itaway; their shoes were torn topieces,
  forcing them towalk barefoot; theIndian slaves theyhad setoutwith had
  either died ordeserted them; theyhad eaten notonly the svsnne but the
  hunting dogsand llamas.


TxText:
  Theylived onroots and fruit. Realizingthatthey
  could not continue thisway,Pizarro decided torisk river travel, and a
  bargewas built outofrottingwood. Butthejourneydown thetreacherous
  NapoRiver provednoeasier. Setting upcamponthen'ver's edge, Gonzalo
  sent scouts ahead onthebargetofind Indian settlements with food. He
  waited and waited forthe scouts toreturn, onlytofind outtheyhad de-
  cided todesert theexpeditionand continue down theriver ontheir own.
  The rain continued without end. Gonzalo's men forgot about ElDo-
  rado; theywanted onlytoreturn toQuito. Finally,inAugustof1542, alit-
  tleover ahundred men, from anexpedition originally numberinginthe
  thousands, managedtofind their way back. Totheresidents ofQuito they
  seemed tohave emergedfrom hellitself, wrappedintatters andskins, their
  bodies covered insores, and soemaciated astobeunrecognizable.For
  over ayearand ahalftheyhad marched inanenormous circle, two thou-
  sand miles byfoot. The vast sums ofmoney invested intheexpeditionhad
  yielded nothing-—no sign ofElDorado and nosignofgold.
  interpretation
  Even after Gonzalo Pizano's disaster, theSpaniardslaunched expedition
  after expeditioninSearch ofElDorado. And like Pizarro theconquistadors
  would burn and lootvillages, torture Indians, endure unimaginable hard-
  ships, andgetnocloser togold. The money they spentonsuch expeditions
  cannot becalculated; yetdespitethefutility ofthesearch, thelure ofthe
  fantasy endured.
  Notonlydidthesearch forElDorado cost millions oflives——both In»
  dian andSpanish—it helped bringtheruin oftheSpanish empire. Gold be-
  came Spain's obsession. Thegoldthat didfind itsway back toSpain——and
  alotclid~—was reinvested inmore expeditions,orinthepurchase ofluxu-
  ries, rather than inagricultureoranyother productiveendeavor. Whole
  Spanishtowns were depopulatedastheir menfolk lefttohunt gold.Farms
  fellintomin, and thearmy had norecruits foritsEuropeanwars. Bythe
  endofthe seventeenth century, theentire country had shrunk bymore
  than half ofitspopulation; thecityofMadrid had gone from apopulation
  of400,000 to150,000. With diminishingreturns from itsefforts over so


TxText:
  many years, Spain fellinto adecline from which itnever recovered.
  Power requires selfidiscipline. The prospect ofwealth, particularly
  easy,sudden wealth, playshavoc with theemotions. Thesuddenlyrichbe
  lieve that more isalways possible.The free lunch, themoneythat will fall
  intoyour lap,isjustaround the corner.
  Inthis delusion thegreedy neglect everything power really depends
  on:self-control, thegoodwill ofothers, and soon.Understand: With one
  exception—death--no lasting change infortune comes quickly.Sudden
  wealth rarely lasts, foritisbuilt onnothingsolid. Never letlustformoney
  lure yououtoftheprotectiveandenduringfortress ofreal power. Make
  power your goalandmoney will find itswaytoyou. Leave ElDorado for
  suckers and fools.
  Transgression ll
  Intheearly eighteenth century,no one stood higher inEnglish society
  than theDuke and Duchess ofMarlborough.The duke, havingled sue»
  cessful campaigns againsttheFrench, was considered Europe's premier
  generalandstrategist. And hiswife, theduchess, after much maneuvering,
  hadestablished herself asthefavorite ofQueen Anne, who became ruler
  ofEngland in1702. In1704 theduke's triumphattheBattle ofBlenheim
  made him the toast ofEngland,and tohonor him thequeen awarded him
  alarge plot ofland inthe town ofWoodstock, and thefunds tocreate a
  great palace there. Calling hisplannedhome thePalace ofBlenheim, the
  duke chose ashisarchitect theyoung john Vanbrugh,akind ofRenais-
  sance man who wroteplaysaswell asdesigned buildings.And so con—
  struction began,inthe summer of1705, with much fanfare andgreat
  hopes.
  Vanbrugh had adramatist's sense ofarchitecture. Hispalacewas tobe
  amonument toMar1borough's brilliance and power, and was toinclude
  artificial lakes, enormous bridges,elaborate gardens,and other fantastical
  touches. From day one, however, theduchess could notbepleased: She
  thought Vanbrughwaswasting moneyonyetanother stand oftrees; she
  wanted thepalacefinished assoon aspossible. The duchess tortured Van~


TxText:
  brugh and hisworkmen onevery detail. She was consumed with petty
  matters; although thegovernmentwaspayingforBlenheim, shecounted
  every penny. Eventuallyhergrumbling,about Blenheim and other things
  too,created anirreparable riftbetween herandQueen Anne, who, in1711,
  dismissed herfrom thecourt, ordering her tovacate herapartmentsatthe
  royal palace.When theduchess left(fumingover theloss ofherposition,
  and also ofherroyal salary),sheemptiedtheapartment ofeveryfixture
  down tothebrass doorknobs.
  Over the next tenyears, work onBlenheim wouldstopand start, as
  thefunds became harder toprocurefrom thegovernment.The duchesssuspicion ofrubbing
  thedisciple ofhissoul.
  People who say, 'Itake
  Imtliing,' may befound
  lotake away thevol!»
  tion.oftheir victim."
  Tl-Hi I)I<RMlS Pl[()Bli,
  IDRIES SHAH,
  I970
  'I'llli W/\,'\ \Xll()
  l.U\'l'\l) 5/lll\l§\ l'll7["l'l7.ll
  TIMTV l.Il"lz
  Inancient tiinzrs tlmre
  was anoldwondculter
  who wont tothe moun-
  Iuin (IlII1()SY ewry day
  tocmwood.
  ItwL1.s'.\'1/zirl that thisold
  man was amiser who
  hoarderl hissilver until
  itchanged togold. and
  that llf!carter/I rnorefor
  gold than anything «Ire
  inalltheworld.
  One day(1wilderrw5.\'
  tiger sprangorhim and
  Ilzough herun hemultl
  not escape, and the
  tiger carried him0/fin
  itsmouth.
  T/m wor>rl¢'urtz-,r's mu.
  Sawlziyfatheris' (lunger,
  and ran tosave himif
  pox.s'zl)le. He canrial a
  long kmfe, and ashe
  ('OIll(l runfu.s'Irr than
  thetiger. who had 11
  man 442mrry, hewon
  overtook them.
  Hr";fatherwas not
  nmrh hurt,/ortheIiger
  held him byhisclothes;
  When theold wm)1l<'uI—
  terraw lm you about In
  rmb thetiger he('allr2(1
  out mgreat alarm:
  "Do notspoil the
  /igcriv skin! Do not
  .\'[I0il therigmfr skin!If


TxText:
  you cankillhim with-
  outcutting holes inhis
  LAW 40 337
  skin Wecan gelmany
  pieces ofsilver forit
  Killhim, butdonu! ma!
  hisbody.
  While the mm was
  listening(0Iiirfallizeris'
  imrrucrtiorw thetiger
  .mr1d(mly dmvhed 0/]
  into theforest, carrying
  theold mun where the
  .\“(m could not reach
  him, (mil hewas soon
  killed.
  “Cnwr-'st; mete."
  vmuous i-ABLEX
  FROM V/\Kl()l.S PLACES.
  Dome DiPRl.\vlr\. L0,,
  E963
  TIIIC l~"I(ll€V HI' \«1H.\| is
  '\.\|) I'll'\Itr\UlI
  Itiswrimm inthe
  hl.S'I()fi¢.\' ufthe
  proplzcxs iizal Moses
  was sent toPlturuoh
  with many nziraciex,
  wonders and iionorsz
  Now thedaily ration
  forPlumzm'z 3'rafrle was
  4,000 sheep. 400 rows,
  200annrlr. am? (1
  mrmspondingamount
  0/'rlzic/cm.\'. firk. hover'
  (1g<'.V'.fI'i('([ m(:at.\',
  .'1'W('L"I.)', and other
  I/tings. Allthepeople of
  lf,i,'_Vpl and allhisarmy
  user! toeat athis(able
  every day. For 400
  yerlrs lwhail rt/ainurd
  divinity and newrr
  L'eu.\'ad providing this'
  food.
  When Mtmw praycd.
  .w1]'izxg. “OLorri.
  zlesiroy I'/zararziz,"Goo'
  tltimverezl hisprayer
  tmrlmid. “Imail
  a'€_s'tr¢)y him inwarez.
  andIshall bexmw ail
  hiswealth am! thatof
  hissoldiers' onyou and
  your prllp/c',\'."Szrwrul
  33%' LAW 4 othought Vanbrughwas out toruin her. Shequibbledovereverycarload of
  stone and bushel oflime, counted everyextra yard ofironrailingorfoot of
  wainscot, hurling abuse atthewasteful workmen, contractors, andsurvey-
  ors.Marlborough,oldandweaiy,wanted nothingmore than tosettle into
  thepalaceinhislastyears,but theproject became bogged down in a
  swamp oflitigation, theworkmen suing theduchess forwages,theduchess
  suing thearchitect rightback. Inthemidst ofthisinterminable wrangling,
  theduke died. Hehad never spentanight inhisbeloved Blenheim.
  After Ma.


TxText:
  rlborough's death, itbecame clear that hehad avast estate,
  worth over £2million—-more than enoughtopayforfinishingthepalace.
  But theduchess would notrelent: She held back Vanbrugh's wagesaswell
  astheworkmerfs, andfinallyhad thearchitect dismissed. The man who
  took hisplace finished Blenheim inafewyears, following Vanbruglfsde-
  signs totheletter. Vanbrughdied in1726, locked outofthepalace bythe
  duchess, unable tosetfoot inhisgreatestcreation. Foreshadowing the ro-
  mantic movement, Blenheim had started awhole new trend inarchitec-
  ture, buthadgivenitscreator atwenty—year nightmare.
  Interpretation
  FortheDuchess ofMarlborough, moneywas awaytoplaysadisticpower
  games. She saw theloss ofmoneyasasymbolic loss ofpower. With Van-
  brugh hercontortions went deeperstill: He was agreat artist, and she en~
  vied hispowertocreate, toattain afame outside her reach. She maynot
  have had hisgifts,but shedidhave themoneytotorture and abuse him
  over thepettiestdetails—to ruin hislife.
  This kind ofsadism, however, bears anawful price.Itmade construe»
  tion that should have lasted tenyearstaketwenty.Itpoisoned manyarela-
  tionship,alienated the duchess from the court. deeply pained the duke
  (who wanted onlytolivepeacefullyinBlenheim), created endless lawsuits,
  andtookyears offVanbruglfslife.Finally, too,posterityhad thelastword:
  Vanbrughisrecognizedasageniuswhile the duchess isforever remem«
  bered forher consummate cheapness.
  Thepowerfulmust have grandeur ofspirit»-theycan never revealany
  petfiness. Andmoneyisthe most visible arena inwhich todisplayeither
  grandeurorpettiness.Best spend freely, then, and create areputation for
  generosity, which intheend willpay great dividends. Never letfinancial
  details blindyoutothebigger picture ofhow people perceive you.Their
  resentment will costyouinthelongrun. And ifyouwant tomeddle inthe
  work ofcreative peopleunder your hire, atleastpaythem well. Your
  money willbuytheir submission better than your displays ofpower.
  OBSERVANCES OFTHE LAW
  Observance I
  Pietro Aretino, sonofalowly shoemaker, hadcatapultedhimself into fame
  asawriter ofbitingsatires. But likeevery Renaissance artist, heneeded to


TxText:
  find apatronwho would givehim acomfortable lifestylewhile notinter
  feringwith hiswork. In1528 Aretino decided toattemptanew strategyin
  thepatronage game. Leaving Rome, heestablished himself inVenice,
  where fewhad heard ofhim. Hehad afair amount ofmoneyhehad man-
  agedtosave, butlittle else. Soon after hemoved into his new home, how-
  ever, heflirewopenitsdoors torich andpoor, regalingthem with
  banquetsand amusements. Hebefriended each andevery gondolier, tip-
  pingthem royally.Inthestreets, hespreadhismoney liberally, giving it
  awaytobeggars, orphans,Washerwomen. Amongthecity's commoners,
  word quickly spreadthat Aretino was more thanjustagreat writer, hewas
  aman ofpower—-akind oflord.
  Artists and men ofinfluence soon begantofrequentAreu'no's house.
  Within afew years hemade himself acelebrity;novisiting dignitary would
  think ofleaving Venice without payinghim acall. Hisgenerosityhad cost
  him most ofhissavings,buthadboughthim influence and agoodname—
  acornerstone inthefoundation ofpower.Since inRenaissance Italyas
  elsewhere theabilitytospend freelywas theprivilege oftherich, the arisv
  tocracy thought Aretino had tobe aman ofinfluence, since hespent
  money like one. And since theinfluence ofaman ofinfluence isworth
  buying,Aretino became therecipient ofallsorts ofgifts andmoneys.
  Dukes and duchesses, wealthy merchants, andpopesandprincescom-
  petedtogainhisfavor, and showered him with allkinds ofpresents.
  Aretino's spending habits, ofcourse, were strategic,and thestrategy
  worked like acharm. Butforrealmoneyand comfort heneeded agreat
  patron's bottomless pockets. Having surveyedthepossibilities,heeventu-
  allysethissightsontheextremely wealthy MarquisofMantua, and wrote
  anepic poemthat hededicated tothemarquis.This was acommonprac-
  ticeofwriters lookingforpatronage: Inexchangefor adedication they
  would getasmall stipend, enoughtowrite yetanotherpoem,sothatthey
  spenttheir lives inakind ofconstant servility. Aretino, however, wanted
  power,not ameasly wage.Hemight dedicate apoem tothemarquis,but
  hewould offer ittohim asagift,implying bydoingsothat hewas not a
  hired hack lookingfor astipendbutthat heand themarquiswere equals.
  Aret.


TxText:
  ino's gift-givingdid notstop there: As aclose friend oftwo of
  Venice's greatest artists, thesculptor JacopoSansovino and thepainter
  Titian, heconvinced these men toparticipateinhisgift-giving scheme.
  Aretino had studied themarquisbefore goingtowork onhim, and knew
  histaste inside and out; he was able toadvise Sansovirio and Titian what
  subject matter would pleasethemarquismost. When hethen sent aSanso-
  vino sculptureand aTitian paintingtothemarquisasgiftsfrom allthree of
  them, the man was beside himself withjoy.
  Over the next fewmonths, Aretino sent other gifts——swords, saddles,
  theglassthat was aVenetian specialty, things heknew themarquis prized.
  Soon he,Titian, and Sansovino began toreceive gifts from themarquisin
  return. And thestrategy went further: When the son-in—law ofafriend of
  Aretino's found himself injailinMantua, Aretino was able togetthe mar-
  quistoarrange hisrelease. Aretinds friend, awealthy merchant, was a
  man ofgreatinfluence inVenice; byturningthegoodwillhehad builtupyour: pussrrrl byafter
  [hispromlxe, and
  Pharaoh, (loomed 10
  min, rrnntinmrrl tolive
  inallhisI?1agIl|fi('(!fl(,'f'.
  Mums' u-asimpulienl
  forGod todestroy
  Plmruolz quickly, and
  hecould norendure to
  wailanylonger. Sohe
  V/listed forforty (lays
  and went toMount
  Sinai, and inlzir
  communing with god
  hesaid, "0Lord, Thou
  didrr pVI)mtS£' (hut
  Tlwu wouldst rlesrrov
  Pharaoh, and Still he
  hasformkm none of
  hishlrzsphenzies and
  prr',t('n.vim1x.Sowhen
  Wlll Thou dc.\'lroy
  him?"
  Avoice came from The
  Truth xnyirig, “0
  Moses, you wam Me to
  destroy Pharaoh as
  quickly aspossilzle. but
  athousand times a
  rlwuscmd ofMy
  servants want Mt: never
  (0doso,b€('IIIlSt' they
  partake nflzis hmmty
  andenjoy tranquillity
  umlcr hisrule. ByMy
  power Iswear that as
  longasheprovides
  abunrlam' food and
  comfort forMy crea-


TxText:
  tures, Ishall not
  destroy him"
  Moses said, "Then
  when willThypromixc
  befulfilled?" God mid,
  “My promise will be
  fulfilled wlmn hewith-
  holds lzisprovisirm
  from My creulzares, If
  ever hebegins Iolarsrlrz
  hisbounty.lmow that
  hishour isdrawing
  near."
  Itclmnrezl than oneday
  Plmmoh sazd to
  Ihzmnzn, "Moses has
  gmherell theSzms of
  l.S'fl1l'.l1lb()Ill him and is
  causingusrlixquiel.ll/I'
  know norwhat will be
  LAW 40 339
  theissue trfhls affurr
  with us.Wemust keep
  our stores full [eat at
  any time webewithout
  resources. 50 wemust
  halve ourdaily ration:
  andkeep thesavingin
  reserve."Hededucted
  2,000 sheep, 200 cows',
  and ctI00camels, and
  sintilarly every two or
  three days reduced the
  ration. Moses then
  know that thepromise
  ofThe Truth was near
  tofulfillntenz. forexces-
  sive economy isQsign
  ofdecline and .1bad
  omen. The matters of
  tradition saythat on
  riteday when Pharaoh
  was drowned only two
  ewes had been killed in
  hiskitchen.
  Nothittg isbetter I/um
  generosity… .Ifa man
  isrich and desires,
  withouf aroyal charter;
  toactlike alord; ifize
  wants men tohumble
  tiwrrwllvrrs before him,
  10revere him and call
  him lord andprince,
  then tellhim every day
  tospreadatable with
  vicluals. Allthose who
  have acquiredrenown
  intheworld, have
  gained itmainly
  through hospitality,
  while themiscrly and
  twttriczous aredespised
  inboth worlds,
  THE BOOK or
  GOVER.'-'MEN'? on
  RULES Hm KINGS.
  NtzAM AL—MuLK,
  l:LEVI:N'l'H ('ENIURY
  340 LAW 40with themarquistouse, Aretino had nowboughtthisman's indebtedness,
  too, and heinturn would help Aretino when hecould. The circle ofinflu-
  ence wasgrowingwider. Time andagain, Aretino was able tocash inon
  theimmense political power ofthemarquis,who alsohelped him inhis
  manycourt romances.


TxText:
  Eventually, however, therelationship became strained, asAretino
  came tofeel that themarquisshould have requitedhisgenerosity better.
  But hewould notlower himself tobeggingorwhining:Since theexchange
  ofgifts between thetwo men had made themequals,itwould not seem
  righttobring upmoney.Hesimply withdrew from themarquis'scircle and
  hunted forother wealthy prey, settling first ontheFrench king Francis,
  then theMedicis, theDuke ofUrbino, Emperor Charles V,and more. In
  theend, having many patronsmeant hedid nothave tobow toany of
  them, and hispower seemed comparabletothat ofagreatlord.
  Interpretation
  Aretino understood twofundamental properties ofmoney: First, thatithas
  tocirculate tobring power. Whatmoneyshould buyisnotlifeless objects
  butpowerover people. Bykeeping money inconstant circulation, Aretino
  boughtanever—expanding circle ofinfluence that intheend more than
  compensatedhim forhisexpenses.
  Second, Aretino understood thekeypropertyofthegift.Togiveagift
  istoimplythatyouand therecipientareequalsatthevery least, orthat
  youaretherecipient's superior. Agiftalso involves anindebtedness or
  obligation;when friends, forinstance, offer yousomething forfree, you
  can be surethey expect somethinginreturn, and that togetittheyare
  making youfeel indebted. (The mechanismmayormaynot beentirely
  conscious ontheirpaxt,butthis ishow itworks.)
  Aretino avoided such encumbrances onhisfreedom. Instead ofacting
  like amenial whoexpectsthepowerful topayhiswayinlife, heturned the
  whole dynamic around; instead ofbeingindebted tothepowerful,he
  made thepowerful indebted tohim. This was thepoint ofhisgift-giving,a
  ladder that carried him tothehighestsocial levels. Bytheendofhislifehe
  had become themost famous writer inEurope.
  Understand: Money maydeterminepower relationships,butthose re-
  lationshipsneed notdependontheamount ofmoney you have; theyalso
  dependontheway youuseitPowerful people give freely, buyinginflu-
  ence rather them things. Ifyou accept theinferior position becauseyou
  have nofortuneyet, you may findyourselfinitforever. Playthetrick that
  Aretino playedonIta.ly's aristocracy: Imagine yourselfanequal. Playthe
  lord, givefreely, open your doors, circulate your money, and create thefa-
  cade ofpower throughanalchemythat transforms money into influence.


TxText:
  Observance II
  Soon after Baron JamesRothschild made hisfortune inParis intheearly
  1820s, hefaced hismost intractable problem: How could ajew and 3.Ger
  man, atotal outsider toFrenchsociety,win therespectofthexenophobic
  Frenchupperclasses? Rothschild was aman who understood power--—he
  knew that hisfortune would bringhim status, but that ifheremained so
  ciallyalienated neither hisstatus nor hisfortune would last. Sohelooked at
  thesocietyofthetime and asked what would wintheir hearts.
  Charity?The French couldn't care less. Political influence? Healready
  hadthat, andifanythingitonlymade peoplemore suspicious ofhim. The
  oneweak spot, hedecided, was boredom. Intheperiod oftherestoration
  ofthemonarchy,the Frenchupperclasses were bored. SoRothschild
  begantospend astoundingsums ofmoneyonentertaining them. Hehired
  thebest architects inFrance todesign hisgardensandballroom; hehired
  Marie-Antoine Caréme, the most celebrated French chef, topreparethe
  most lavish partiesParis had ever witnessed; noFrenchman could resist,
  even ifthepartieswere given byaGerman Jew. Rothschild's weekly
  soirées begantoattract biggerandbigger numbers. Over the next few
  years hewon theonly thingthat would secure anoutsider'spower:social
  acceptance.
  Interpretation
  Strategic generosityisalwaysagreat weaponinbuildingasupport base,
  particularlyfortheoutsider. ButtheBaron deRothschild was cleverer still:
  Heknew itwas hismoneythat had created thebarrier between him and
  theFrench, making him look uglyanduntrustworthy.The bestwayto
  overcome this wasliterallytowaste huge sums, agesturetoshow hevalued
  French culture andsocietyovermoney.What Rothschild didresembled
  diefamous potlatchfeasts oftheAmerican Northwest: Byperiodicallyde-
  stroyingitswealth inagiant orgyoffestivals andbonfires, anIndian tribe
  would symbolizeitspowerover other tribes. The base ofitspowerwas not
  moneybut itsabilitytospend, and itsconfidence inasuperioritythat
  would restore toitallthat thepotlatch haddestroyed.
  Intheend, thebaron's soirées reflected hisdesire tomingle notjustin
  France's business world but initssociety. Bywasting moneyonhispet-
  latches, hehopedtodemonstrate that hispowerwent beyond moneyinto
  themore precious realm ofculture. Rothschildmayhave won socialaccep-
  tance byspending money,but thesupportbase hegainedwas one that


TxText:
  moneyalone could notbuy.Tosecure hisfortune hehad to“waste” it.That
  isstrategic generosityinanutshell——the abilitytobeflexible withyour
  wealth, putting ittowork, not tobuyobjects,but towinpeople'shearts.
  Observance III
  The Medicis ofRenaissance Florence had built their immensepoweron
  thefortune theyhad made inbanking. But inFlorence, centuries—old re-
  publicthat itwas, theidea thatmoney bought powerwent against allthe
  city's proud democratic Values. Cosimo de'Medici, thefirstofthefamilyto
  gain great fame, worked around thisbykeepingalowprofile.He never
  flaunted hiswealth. Butbythetime hisgrandsonLorenzo came ofage,in
  the1470s, thefamily'swealth was toolarge,and their influence wenotice-
  able, tobedisguised anylonger.
  Lorenzo solved theprobleminhis ownwaybydevelopingthe strat-
  egyofdistraction that hasserved peopleofwealth ever since: HebecameTH1-LI-l,'\MF-(1()l.()Hl~',l)
  (ILOAK
  During theCampaign
  ofChmbyses inEgypt,
  agreat many Greeks
  visited that country for
  Oil? VCUSUU 07another:
  some, aswas tobe
  expected, for(rude,
  some toserve inthe
  army, others, nodoubt,
  outofmere curiosity, to
  seewhat they could see.
  Amongst thesighlseers
  was Aeacer '5sonSylv-
  son, [lieexiled brother
  ofPolycralm ofSamos.
  While he was inEgypt,
  Sylosun hat! myextra-
  onlinary stroke ofluck:
  he washanging about
  the streets ofMemphis
  rimrscd inuflame-
  rolored Cloak, when
  Darius, who at(hat
  time was amember of
  Camb yxes '3guard and
  notyerofanyparticu-
  larimportancri,
  happenedtocatch
  sight ofhim and, seized
  with asudden longing
  top0.rse.\*s thecloak,
  came uptoSyloson
  and made him anoffer
  forIt.
  His extreme anxiety to
  getitway obvious
  enoughtoSyloson,
  who wasinspiredto
  say:“Iam notsellmg
  thisforany money, but
  ifyou must have it,I
  willgive it10youfor
  free."Darius thereupon
  thanked him warmly
  and took it.Syloron at
  the moment merely
  thought hehad lostit
  byhisfr>olis'h good


TxText:
  nature,' then came the
  death ofCamhyxes and
  therevolt ofthe seven
  against theMagus, and
  Darius ascended the
  throne. Sylavonnow
  LAW 40 347
  hud the mews that the
  man whose n*quN,\'t for
  lll£'fltU7l£"-l.'t1lU/t:'(l cloak
  hehadformerly grati-
  fied inEgypt had
  become king ofl'ar.s't'a.
  Ilehutrietl tr)Sum. mt
  down atthe entrance of
  theroyal palttte, and
  claimed tobeincltttled
  intheuflivial listofther
  kitigk henojatrtorx' The
  smtryonguard
  rqmrtcri hisclaim to
  Darius, who asked in
  surprise who the man
  might be.“For surely,"
  hesaid. “aslhave so
  mntntlytrtmtc totha
  thmne, there rtmrtnt he
  (1rI_V Greek I0whom I
  amimlelmzd for t!
  service. lltmlly anyof
  them have been here
  yet.and Icertainly
  canrtot remember
  owing anytltirtg toa
  Greek. Butbring him
  inalltheXtlltlt', thatI
  may know what ho
  matrix bythtvrlaim."
  Theguard escorted
  Syluson into theroyal
  [)re.s'ence, and when the
  interpreters asked him
  who he was and what
  hehad dorm tojustify
  the statetrtertt that he
  was thekingis'lJé'V1L'ft!C-
  tor,hereminder!
  Darittr nfthe story of
  thecloak, and said that
  he was the man who
  hadgiven ithim.
  “Sir,"exclaimed
  I)ariu.r, “youarethe
  nmst getmroaxoftmw;
  forwhile Iwas still (1
  person ofrm power or
  t.'u'nS€¢]ttenL'e you gate
  me uprt3\'e'!1I—.S'I11ttll
  indeed. butdeserving
  than tn'much gratitude
  fromme aswould the
  most splemlnl ufgtfts
  today.1willgive you in
  return IVIOH' xilwr and
  gold than youcan
  mum, that you may
  342 LAW 40themost illustrious patronofthe artsthathistoryhas ever known. Notonly
  did hespend lavishlyonpaintings,hecreated Italy'sfinest apprentice


TxText:
  schools foryoungartists. Itwas inone ofthese schools that theyoung
  Michelangelo firstcaught theattention ofLorenzo, who invited theartist to
  come andlive inhishouse. Hedidthe same with Leonardo daVinci. Once
  under hiswing, Michelangeloand Leonardo requitedhisgenerosity bybe»
  coming loyalartists inhisstable.
  Whenever Lorenzo faned anenemy,hewould wield theweapon of
  patronage.When Pisa, Florence's traditionalenemy,threatened torebel
  againstitin1472, Lorenzo placateditspeople bypouring moneyinto its
  university,which had once been itspride andjoybuthadlong ago lost its
  luster. The Pisans had nodefense againstthisinsidious maneuver, which si-
  multaneouslyfedtheir love ofculture andblunted their desire forbattle.
  Interpretation
  Lorenzo undoubtedlyloved thearts, buthispatronage ofartists had aprac-
  tical function aswell, ofwhich he waskeenlyaware. InFlorence atthe
  time, bankingwasperhapstheleast admiredwayofmaking money,and
  wascertainlynot arespectedsource ofpower.The arts were attheother
  pole,thepoleofqua.si—religious transcendence. Byspendingonthearts,
  Lorenzo diluted people's opinions oftheuglysource ofhiswealth, disguis-
  inghimself innobility.There isnobetter useofstrategic generositythan
  that ofdistractingattention from anunsavory realityandwrappingoneself
  inthemantle ofartorreligion.
  Observance IV
  Louis XIV had aneagle eyeforthestrategic power ofmoney.When he
  came tothethrone, thepowerful nobilityhadrecently provenathumpin
  themonarchy's side, and seethed with rebelliousness. Soheimpoverished
  these aristocrats bymaking them spendenormous sums onmaintaining
  their positioninthe court. Making them dependentonroyal largesse for
  their livelihood, hehad them inhisclaws.
  Next Louis broughtthenobles totheir knees withstrategic generosity.
  Itwould work like this: Vtlhenever henoticed astubborn courtier whose in-
  fluence heneeded togain,orwhose troublemaking heneeded tosquelch,
  hewould usehisvast wealth tosoften thesoil. First hewould ignorehisvic-
  tim,making the man anxious. Then the man would suddenlyfind that his
  sonhad been givenawell»paid post,orthat funds had been spent liberally
  inhishome region,orthat hehad been givenapaintinghehadlongcov-
  eted. Presents would flow from Louis's hands.


TxText:
  Finally,weeks ormonths
  later, Louis would askforthefavor hehad needed allalong.Aman who
  had once vowed todoanythingtostopthekingwould find hehad lost the
  desire tofight. Astraightforward bribe would have made him rebellious;
  this was far more insidious. Facing hardened earth inwhich nothing could
  take root, Louis loosened thesoilbefore heplantedhisseeds.
  Interpretation
  Louis understood that there isa.deep-rooted emotional element inour atti-
  tude tomoney,anelement goingback tochildhood. When we arechil-
  dren, allkinds ofcomplicated feelingsabout ourparentscenter around
  gifts;we seethegiving ofa asaSign oflove andapproval.And that
  emotional element never goes away. The recipientsofgifts, financial or
  otherwise, aresuddenlyasvulnerable aschildren, especially when the
  comes from someone inauthority. They cannot help opening up;their will
  isloosened, asLouis loosened thesoil.
  Tosucceed best, thegiftshould come outoftheblue. Itshould bere
  markable forthefact that a like ithas never been given before, orfor
  being preceded byacold shoulder from thegiver.The more often yougive
  toparticular people,theblunter thisweaponbecomes. Iftheydon't take
  your giftsforgranted, becomingmonsters ofingratitude, they will resent
  whatappearstobecharity. The sudden, unexpected,onetime giftwill not
  spoil your children; itwillkeepthem under your thumb.
  Observance V
  Theantiquedealer Fushimiya,who lived inthecityofEdo(former name
  forTokyo)intheseventeenth century,once made astopatavillagetea~
  house. After enjoyingacupoftea,hespentseveral minutes scrutinizing the
  cup, which heeventually paid forandtook away with him. Alocal artisan,
  watching this, waited until Fushimiya lefttheshop,then approached theold
  woman who owned theteahouse and asked herwho this man was. Shetold
  himitwasjapan'smost famous connoisseur, antique dealer tothelord of
  Izurno. The artisan ran outoftheshop, caught upwith Fushimiya, and
  beggedhim tosellhim thecup,which must clearlybevaluable ifFushimiya
  judgeditso.Fushimiya laughed heartily: “It'sjustanordinary cupofBizen


TxText:
  ware,” heexplained,“and itisnotvaluable atall.The reason Iwaslooking
  atitwasthat thesteam seemed tohang about itstrangelyandIwondered if
  there wasn't aleak somewhere.” (Devotees oftheTeaCeremonywere in-
  terested inanyodd oraccidental beautyinnature.) Since the artisan still
  seemed soexcited about it,Fushimiya gave him thecupforfree.
  The artisan took thecuparound, tryingtofind anexpertwho would
  appraiseitatahigh price, butsince allofthem recognizeditasanordinary
  teacuphegotnowhere. Soon hewasneglectinghisown business, thinking
  only ofthecup and thefortune itcould bring. Finallyhewent toEdo to
  talk toFushimiyaathisshop. There thedealer, realizing that hehad inad~
  vertently caused this man pain bymaking him believe thecuphad great
  worth, paid him 100ryo(gold pieces) forthecupasakindness. Thecup
  wasindeed mediocre, but hewanted toridtheartisan ofhisobsession,
  while alsoallowing him tofeel that hiseffort had notbeen wasted. The ar-
  tisan thanked him and went onhisway.
  Soon word spread ofFushimiya's purchaseoftheteacup. Everydealer
  injapanclamored forhim tosellit,since acuphehadboughtfor 100ryo
  must beworth much more. Hetried toexplainthecircumstances inwhich
  hehadbought thecup, butthedealers could notbedissuaded. Fushimiya
  finally relented andputthecup upforsale.
  Duringtheauction, twobuyers simultaneouslybid 200ryo forthe
  teacup,and then begantofightover who had bid first. Their fightingnever regret that you
  omit,' did 11favor to
  I)ariu.s' the sonof
  Hy,s\Irt.\'pes.''"My [or/I,"'
  replied Sylosmz, “do
  notgivemygold or
  Silver. hut recover
  Sizmrzs for me. my
  native i.s'((Iml, whit'/1
  now .s'inct' Oraetes
  killed mybrother Poly
  crates /ivinthehamiv
  ofunc 0/our serwmlsx
  Let Stmzos beyour gff!
  tome -1211! In!no man
  intheisland hekitlni
  orenslaven'."
  Darius wnsenled to
  Syloxorzisrequest, and
  dispatchedaform-
  url/lur thecommand
  of()tune.>',one0/r/te
  seven, with orders todo
  ex/eryrhtng thatSy/molt
  had axkzui.
  Tm: HISIORIES.
  l'lr.ll(!!)n'l'(.'S.


TxText:
  rrwm PFNTURY ac.
  Money isnewr spentan
  .\'oImtch mlwmlageus
  when you have been
  cheated outofit;for at
  one stroke you have
  pllrclm rerlprurlerlve.
  Al['l'HL'lt
  $('Il0PENllAl'F.R.
  1788-1860
  LAW 40 343
  A(;Il<"|' OF I'ISII
  Kmzgsyi Hsiu, prmnter
  ofLtt,wasfond offish.
  Therefore, people in
  thewhole murttry
  consrivntiuttsly bougltt
  fivh. which they
  presented totrim.
  However, Kurtg-_vt'
  would notacceptthe
  preterm'. Agaimt such a
  step hisyounger
  brother remon5mztt'a'
  with him and said:
  "You !ilce_/isft, irldectl.
  Why don 'tyou accept
  the]7rK.Y('.ttf affixh?"In
  reply, hesaid: “I!is
  solely bccttuse Ilike
  fivlt thatIwottltl not
  accept t/ze/ixh they
  gaveme.
  Imleetl, i/'1accept the
  fish,Iwill heplatted
  under annizligarion m
  tltern. ()m'c pltzctett'
  under rmohltgatirmIt)
  them, Iwill some time
  have tr)bend thelaw.If
  Ibwzd 1451.'law,Iwill be
  dz'.s'!nis'Sc'tI from the
  premierxixip. A/ter
  being Liislmsl etlfrom
  thepVdI?'ti('I2\hip, I
  rniglxt notbynhlt' to
  supply myselfwithfish.
  Ontiwctmtmry, tfldo
  nott1('II(']?l /hr'fishfrom
  tlmn and am not
  tti,vnis'.s(.'d thepremier-
  sltip, h()Wt't'ct' flmd of
  fish, Icut:always
  supply rrtysclf
  with fish."
  HA.\-I~'[;t- I717.
  CHINLSI; yHn.0s<mi1«:P‥
  rt-mm runrun n.<*.
  344 LAW 40tippedover a.table and theteacupfelltotheground and broke into several
  pieces.The auction wasclearlyover. Fushimiya glued and mended the
  cup,then stored itaway, thinkingtheaffair finished. Years later, however,
  thegreatteamaster Matsudalra Fumai visited thestore, and asked tosee
  thecup, which bythen had become legendazy.Fumai examined it.“As a


TxText:
  piece,”hesaid, “itisnotuptomuch, but aTeaMasterprizessentiment and
  association more than intrinsic value.” Heboughtthecupfor ahighsum.
  Agluedtogelherwork ofless than ordinary craftsmanshiphad become
  oneofthemost famous objectsinjapan.
  Interpretation
  The story shows, first, anessentialaspect ofmoney:That itishumans who
  have created itand humans who instill itwith meaningand value. Second,
  with objectsaswithmoney,what thecourtier most values arethe semi»
  ments and emotions embedded inthem»-these arewhat make them worth
  having. The lesson issimple:The more your gifts and youractsofgeneros-
  ityplaywith sentiment, the more powerful theyare.Theobjectorconcept
  thatplays with acharged emotion orhits achord ofsentiment has more
  powerthan themoney yousquanderonanexpensive yetlifeless present.
  Observance VI
  Akimoto Suzutomo, awealthyadherent ofthe teaceremony,oncegavehis
  page100ryo(gold pieces)and instructed him topurchaseateabowl of-
  fered byaparticulardealer. When thepagesaw thebowl, hedoubted it
  was worth thatmuch, and after much bargaining gottheprice reduced to
  95ryo. Days later, afler Suzutomo had putthebowl touse, thepage
  proudly told him what hehad done.
  “What anignoramus youare!” repliedSuzutomo. “A tea.bowl that
  anyoneasks 100pieces ofgoldfor canonlybe afamily heirloom, and a
  thinglike that isonlysold when thefamilyispressedformoney. And in
  that case they will behopingtofind someone who willgiveeven 150
  piecesforit.Sowhat sort offellow isitwho does notconsider their feel-
  ings? Quite apartfrom that, acurio thatyougive l0Oryoforissomething
  worth having,but one that hasonlycost 95givesamean impression.50
  never letme seethat teabowl again!” And hehad thebowl lockedaway,
  and never took itout.
  Interpretation
  Whenyouinsist onpaying less, you maysaveyourfiveryo,buttheinsult
  youcause and thecheap impression youcreate will costyouinreputation,
  which isthethingthepowerful prizeabove all.Learn topaythefull
  price-—itvn'll saveyoualotintheend.
  Observance Vll
  Sometime near thebeginningoftheseventeenth centuryinjapan,agroup
  ofgenerals whiled away thelime before abigbattle bystaginganincense»
  smelling competition.


TxText:
  Each participantanted upaprizeforthecontesfs
  winners-—bows, arrows, saddles, and other items awarrior would covet.
  ThegreatLord Date Masamune happenedtopassbyand was induced to
  parficipate.For aprize, heoffered thegourd thathungfrom hisbelt. Every~
  onelaughed,for no one wanted towin thischeapitem. Aretainer ofthe
  hostfinally acceptedthegourd.
  When thepartybrokeup,however, and thegeneralswere chatting
  outside thetent, Masamune broughtover hismagnificenthorse andgave it
  totheretainer. “There,” hesaid, “ahorse has come outofthegourd.” The
  stunned generals suddenly regretted their scorn atMasamune's gift.
  Interpretation
  Masamune understood thefollowing: Money givesitspossessor theability
  togivepleasuretoothers. The more youcandothis, the moreyouattract
  admiration. Whenyoumake ahorse come outofagourd, yougive theul-
  timate demonstration ofyour power.
  Image: The River. Toprotect
  yourselfortosave the resource,
  youdam itup.Soon, however,
  the waters become dank and
  pestilent. Only the foulcst
  forms oflife can live insuch
  stagnant waters; nothingtrain
  els onthem, all commerce
  stops. Destroythe dam. When
  water flows and circulates, itgen
  erates abundance, wealth, and
  powerinever larger circles. The
  River must flood periodically
  forgood thingstoflourish.
  Authority:The greatman who isamiser isagreat fool, and aman in
  high placescan have novice soharmful asavarice. Amiserlyman can
  conquerneither lands norlordships,forhedoes not have aplentiful
  supplyoffriends with whom hemay work hiswill. 'Whoever wants to
  have friends must notlove hispossessionsbut must acquire friends by
  means offairgifts; forinthe samewaythat thelodestone subtlydraws
  iron toitself, sothegoldand silver that aman givesattract thehearts
  ofmen. (7712 Romanceoft/Le Rose, Guillaume doLorris, c.1200-1238)Itook money only
  from tlmse who could
  rtflortl itand were will~
  mg /0goinwith mein
  .\'cIumm,«' theyfancied
  would fimcvothers.
  Tlmy wanled money
  foritsown xuke. 1
  warzletl ilfor theluxu-
  ries t.1Itrl[)lEa2.9llr'o'‥sIt
  would a/"ford maThey


TxText:
  were seldom: crmcr,-rned
  with human nature.
  'I'izey knew ]mle~mm'
  carer] lrm'-—ai7oi1I their
  fellowmen.Iftheyhad
  been keener .311ltleIlI.~.' of
  human nature. ifthey
  hadgiven more time 10
  wrnparziorzshipwith
  their /'ell0w.s' and loss to
  thechase oft/it'.
  almigIzI_v dollar, I/my
  would»: 'Ihave hcvn
  mch vary mm'k.s'.
  “YH.i,ow Km" Wm.
  18754970
  LAW 40 345
  LAVV 40REVERSAL
  Thepowerfulnever forgetthat what isoffered forfree isinevitablyatrick.
  Friends who offer favors without askingforpaymentwill later want some
  thingfardearer than themoney youwould have paid them. The bargain
  hashidden problems,both material andpsychological. Learn topay, then,
  and topaywell.
  Ontheother hand, this Law offers great opportunitiesforswindling
  anddeception ifyouapplyitfrom theother side. Dangling thelure of at
  free lunch isthe conartisfs stock intrade.
  No man was better atthis than the most successful con artist ofour
  age,Joseph Weil, a.k.a. “The Yellow Kid.” The Yellow Kid learned early
  that what made hisswindles possiblewas hisfellow humans' greed. “This
  desire togetsomething fornothing,” heonce wrote, “has beenvery costly
  tomany peoplewho have dealt with meand with other can men. , . .
  When peoplelea.rn——a3 Idoubt theywill—that theycan't getsomething
  fornothing, crime will diminish and weshall alllive ingreater harmony.”
  Over theyearsWeil devisedmany waystoseduce peoplewith theprospect
  ofeasy money. Hewould hand out“free” real estate——who could resist
  such anoffer?——and then thesuckers would learn they had topay$25 to
  register thesale. Since theland wasfree, itseemed worth thehigh fee, and
  theYellow Kidwould make thousands ofdollars onthephony registration.
  Inexchangehewould give hissuckers aphonydeed. Other times, he
  would tellsuckers about afixed horse race, orastock thatwould earn 200


TxText:
  percentinafew weeks. Ashespun hisstories hewould watch thesucker's
  eyes openwide atthethoughtofafree lunch.
  The lesson issimple:Baityour deceptions with thepossibility ofeasy
  money. Peopleareessentially lazy,and want wealth tofallintheir lap
  rather than towork forit.For atsmall sum, sellthem advice onhow to
  make millions (P.T.Barnum didthislater inlife), and that small sum will
  become afortune when multiplied bythousands ofsuckers. Lure people in
  with theprospect ofeasy money and you have the room towork still more
  deceptionsonthem, since greedispowerful enoughtoblindyourvictims
  toanything. And astheYellow Kid said, half thefun isteachingamoral
  lesson: Greed does notpay.
  LAW
  41
  AVOID STEPPING INTO
  AGREAT MAN'S SHOES
  jUDGMENT
  What happmsfirst always appearsbetter and more mig-
  ina! than what comes afier.Ifyou succeed agreatman
  orhave (1jiugzous parent, you will have toaccomplish
  doubka their achievements tooutshine them. Do notget
  lostintheir shadow, orstuck inapastnotofyamown
  making: Establish yourown name and identity by
  changingcomse. .S'laytheoverfieafingfatheg diypamgv
  hislegacy, andgain power byshining inyourownway.
  .')'4»'>'Hli-, l',X('lIl.l,l-'ll'!-I
  OFBl-'l.\(,. H! J'
  Many would have
  shone like (hr:very
  phoenix inth('iI' 017(11-
  palions :'foth<'r.\' had
  notprecerimi them.
  Being first isagreat
  advurirsge: l1-'Ill!
  eminence, twice as
  good. Deal thefirsi
  hand andyou will win
  theupper ground… .
  Those whogr)“/irsl
  winfame' byright of
  bir!-P1, and [lime who
  follow arelike scicond
  sans. contouring them-
  selves with nmager
  portions‥ . .
  Solomrm awed wisely
  forparmsrn, yielding
  warlike things tohis
  father. B)2changing
  course hefoimciit
  mxicr tobecome a
  hero. ‥ .
  And uurgreal Philip [I
  gmzerncrl theentire
  world from (hi?throne
  of/iis prudence, aston-
  ishing theagent Ifhis
  imconqurred fa!/ier


TxText:
  was amodal oferrergy.
  Philipwas tlparadigm
  ofprmhznce… .This
  sortofnovelly has
  lzelpsd thewellwtlvisrrd
  win aplace intheroll
  ofzhc great.
  Without leaving their
  own art,theingerzions
  [came the common path
  and take, even in
  profrssions gray wiIl1
  age,new steps inward
  eminence. Horace
  yielded epic poetryto
  Virgil, imd Mama] the
  lyrictoHorace. Terence
  opted forcwnedy.
  Persirix jbrsatire. elicit
  hoping tobefirst inhis
  genre. Bold fancynever
  mccumhzarl mfacile
  irrzimtimz.
  APOCKET Muzuox
  'FOR Hi-:R0[-.5'.
  BALFAS/\R GRAN .
  IRAN>3I.!\'l'l3D BY
  Cmusr<>PHF,R MAURER,
  1996
  LAW 11TRANSGRESSION OFTHE LAW
  When Louis XIV died, in1715, after aglorious fifty—five-year reign,alleyes
  focused onhisgreat-grandsonand chosen successor, thefuture Louis XV.
  Would theboy, onlyfive atthetime, proveasgreataleader asthe Sun
  King?Louis XIV had transforrned acountryontheverge ofcivil war into
  thepreeminent powerinEurope.The lastyears ofhisreignhad been difli~
  cult—-he had been oldand l:ired——but itwashopedthat thechild would de-
  velopinto thekind ofstrong ruler who would reinvigorate theland and
  add tothefirm foundation that Louis XIV had laid.
  Tothisend thechild wasgiven thebest minds ofFrance ashistutors,
  men who would instruct him inLhe adsofstatecraft, inthemethods that
  theSunKinghadperfected. Nothingwasneglectedinhiseducation. But
  when Louis XV came tothethrone, in1726, asudden changecame over
  him: He nolongerhad tostudyorpleaseothers orprove himself. Hestood
  alone atthetopofagreat country, with wealth andpowerathiscommand.
  Hecould do ashewished.
  Inthefirstyearsofhisreign, Louis gavehimself over topleasure, leav-
  ingthegovernmentinthehands ofaousted minister, André-Hercule de
  Fleuiy.This caused little concern, forhewas a.youngman who needed to
  sow hiswild oats, and deFleurywas agood minister. Butitslowly became
  clear that [his was more than apassing phase. Louis had nointerest ingov-
  erning.


TxText:
  His mainworrywas notFrance's finances, orapossiblewar with
  Spain,butboredom. Hecould notstand being bored, andwhen hewas not
  hunting deer, orchasing young girls, hewhiledawayhistime atthegain-
  bling tables, losing hugesums inasingle night.
  The court, asusual, reflected the tastes oftheruler. Gambling and lav-
  ishparties became theobsession. The courtiers had noconcern with thefu-
  ture ofFrance-—they pouredtheir energies intocharmingtheking, angling
  fortitles that would bringthem lifepensions,and forcabinet positionsde-
  manding little work butpaying huge salaries. Parasites flocked tothecourt,
  and thestate's debts swelled.
  In1745 Louis fellinlove with Madame dePompadour,awoman of
  middle~cla,ss originwho hadmanagedtorisethrough hercharms, herintel-
  ligence, and agood marriage.Madame dePompadour became theofiicial
  royal mistress; she also became France's arbiter oftaste and fashion. But
  theMadame hadpolitical ambitions aswell, and sheeventually emerged
  asthecountxy'sunofficial piimeminister——it was she, notLouis, who
  wielded hiring~and-firing powerover France's most importantministers.
  Ashegrew older Louis only needed more diversion. Onthegrounds
  ofVersailles hebuilt abrothel, Pare aux Cerfs, which housed some ofthe
  prettiest young girlsofFrance. Underground passagesand hidden stair-
  cases gave Louis access atallhours. After Madame dePompadour died, in
  1764, she was succeeded asroyal mistress byMadame duBariy, who soon
  came todominate thecourt, and who, like dePompadour before her,
  begantomeddle inaffairs ofstate. Ifaminister didnotpleaseherhewould
  find himself fired. AllofEuropewasaghastwhen duBarry,thedaughterof
  abaker, managedtoarrange thefiring ofEtienne deChoiseul, theforeign
  minister and France's most ablediplomat.Hehad shown her toolittle re-
  spect.Astime went by,swindlers and Charlatans made their nests inVer-
  sailles, and enticed Louis's interest inastrology,theoccult, and fraudulent
  business deals. Theyoungandpampered teenager who had taken over


TxText:
  France yearsbefore hadonly grownworse withage.
  The motto that became attached toLouis's reignwas'.'Apré.r moi, It
  de'lugz"——“Aftermetheflood,” or,Let France rotafter Iamgone.And in
  deed when Louis didgo,in1774, worn outbydebauchery, hiscountryand
  hisown finances were inhorrible disarray. HisgrandsonLouis XVI inher-
  ited arealm indesperateneed ofreform and astrongleader. But Louis
  XVI was even weaker than hisgrandfather,and could onlywatch asthe
  countrydescended into revolution. In1792 therepublicintroduced bythe
  French Revolution declared theendofthemonarchy,andgavethekinga
  new name, “Louis theLast” Afew months later hekneeled ontheguillo-
  tine, hisabout—to—be—severed head stripped ofalltheradiance andpower
  thattheSunKinghad invested inthe crown.
  Interpretation
  From acountrythat had descended into civil war inthelate 1640s, Louis
  XIVforgedthemightiestrealm inEurope.Great generalswould tremble
  inhispresence. Acook once made amistake inprepaiingadish and com-
  mitted suicide rather than face theking'5wrath. Louis XIV hadmanymis—
  tresses, buttheirpowerended inthebedroom. Hefilled hiscourt with the
  most brilliant minds oftheage.The symbol ofhispowerwas Versailles:
  Refusing toacceptthepalace ofhisforefathers, theLouvre, hebuilt his
  ownpalaceinwhat was then themiddle ofnowhere, symbolizingthat this
  was a.new order hehad founded, one without precedentHemade Ver-
  sailles thecenterpieceofhisreign,aplacethat allthepowerful ofEurope
  envied and visited with asense ofawe. Inessence, Louis took agreat
  void—the decaying monarchy ofFrance—-and filled itwith his ownsym~
  hols andradiantpower.
  Louis XV, ontheother hand, symbolizesthefateofallthose who in»
  herit something largeorwho follow inagreat man's footsteps.Itwould
  seem easy for ason orsuccessor tobuild onthegrand foundation lefifor
  them, but intherealm ofpowertheoppositeistrue. The pampered,in-
  dulgedsonalmost always squanderstheinheritance, forhedoes not start
  with thefather's need tofill avoid. AsMachiavelli states, necessityiswhat
  impelsmen totake action, and once thenecessityisgone, onlyrotand
  decayareleft.


TxText:
  Havingnoneed toincrease hisstore ofpower,Louis XV in—
  evitably succumbed toinertia. Under him, Versailles, thesymbol ofthe
  SunK.ing's authority,became apleasure palaceofincomparable banality,
  akind ofLasVegas oftheBourbon monarchy. Itcame torepresentallthat
  theoppressed peasantry ofFrance hated about their king,andduringthe
  Revolution they looted itwith glee.
  Louis XV hadonlyone wayoutofthetrapawaiting the son orsucces-
  sorofaman liketheSunKing:topsychologically beginfrom nothing,tol.ll-'F. OFl'F,R|(.l.F.:~,
  As :4youngman Pen'-
  cles was inclined to
  Shrink from faring the
  people. One reason for
  Ihlr was that hewas
  consirlered tohear n
  distinct resernblance to
  thetyrant Pisiszrmus,
  and when men who
  were well oninyears-
  remarked onthecharm
  ofPericles' voice and
  Ike.wnoolhne.rs and
  fluency ofhisspeech.
  theywere astonished at
  therescmblanre
  between the two. The
  fact that hewas rich
  and that hecame oft:
  dirzingxrisimd family
  andpossessed exceed»
  ingly powerful friends
  made thefearof
  asrrucixm very real to
  him, and atthebegin-
  ning oflulrcareer he
  took nopart inpalilics
  bu!devoted himself to
  soldierm g,inwhich he
  showed great daring
  and enzerprise.
  However, thetime Came
  when Aristides was
  dead, Themislocles in
  exile, Amd Cimon
  frequently absent on
  distant campaigns.
  Then atlast ]'erlcfes'
  decided toattach
  himself :0thepeoples
  partyand totake up
  the cause ofthepoor
  and themany instead
  ofrhat ofllze rich and
  thefew,inspite ofihe
  fact that this wasquite
  contrary tohis own
  temperament,which
  wasthoroughly aristo-
  rratic. He wasafraid,
  appammly, ofbeing
  suspected ofaiming at
  arlictamrslxip;sorlmt
  when hesaw that
  LAW 41 349
  Cimun is.\"vm/mIhie'.\'
  were strongly Wllll llw
  nobles and Ilzat Cimnn
  was thridoloftlw aris-
  mrmtir: party, I'Wlcl(!.\'
  lwgan toingratmlo
  l1lIY1.


TxText:
  S'€l/M'IIll thepcoplé'.
  partly forself-preserva-
  lion andpartly bywuy
  r»]'.\'e><'izrir1g power
  against hisrival.
  He now mterml upon
  ornew mode lrflifr.
  He was mm':/r tobe
  .w,':>t1 walking inany
  .\'m>et exrapi the mu'
  which led tothe
  market-plarr and yhr'
  council chtImbL'I'.
  Tm, LIFE or |'ERl<'l.I-,3.
  PilJ'lAR('Il,
  ('.A.D.4(1—l20
  IIIIC IllI2HI"|'l|"['Ri)
  Pl[l[l'il|'\(). |'\|'\'I'|',|(
  1l—l7:[7—l'»2ll
  How lJ::ne]ii:ial poverty
  may wmezinzes beto
  those with tulcm, and
  how iimayserve asa
  powerful guru!tomuku
  them perferl orexcel-
  lml inwhale ver uu'u'
  pamm //my mighl
  (flit):/S6, can be .\'€(,'Il
  wry Clrurly inthe
  actions ofPierrn
  Pemgino. Wishing by
  means u,/his abilityto
  attain some I'(3S])(!t'lfll)ll'
  rank. (1/[(.'!' leaving
  1liS'(1SIl'(1NS cu/alnilies
  behind inPerugia «ml
  Cuming luFlurmce, he
  remained Ahere many
  mnmhs inpoverty,
  sleeping inu('h(€.\'l»
  simte hehad noother
  bed; hetumerl nigh!
  into (luv. and with the
  greawrl zeal cominuv
  allyapplied himself to
  350 LAW 41denigrate thepast and hisinheritance, and tomove inatotallynew direct»
  tion, creatinghis own world. Assuming youhave thechoice, itwould be
  better toavoid the situation altogether,toplace yourself where there isa
  vacuum ofpower, where youcan bethe one tobring order outofchaos
  without havingtocompetewith another star inthesky. Power dependson
  appearing larger than other people,andwhenyouarelostintheshadow of
  thefather, theking, thegreat predecessor, youcannot possibly projectsuch
  apresence.
  But when thzybegantomake sovereignty hewditary, thechildren quickly
  degeneratedfromtheirfathers; and, sofarfrom tryingtoequal theirfathefs
  virtues, they considered that aprincehadnothingelse todothan toexcel


TxText:
  alltherestinidleness, indulgence, andeveryother variety ofplmmre.
  Nicwlfr llv1(l('/ll(l'U!.'ll2, 1469 I527
  OBSERVANCF. OFTHE LAW
  Alexander theGreat had adominant passionasayoungman—~an intense
  dislike forhisfather, King PhilipofMacedonia. Hehated Philip's cunning,
  cautious styleofruling,hisbombastic speeches,hisdrinking andwhoring,
  and hislove ofwrestlingand ofother wastes oftime. Alexander knew he
  had tomake himself thevery oppositeofhisdomineeringfather: Hewould
  force himself tobebold andreckless, hewould control histongueand bea
  man offewwords, and hewould notlose precious time inpursuitofplea-
  sures thatbroughtnoglory.Alexander also resented thefact thatPhilip
  hadconqueredmost ofGreece: “Myfather willgoonconqueringtillthere
  isnothing extraonhnaryleftfor me todo,” he once complained.Vllhile
  other sons ofpowerfulmen were content toinherit wealth and live alifeof
  leisure, Alexander wanted onlytooutdo hisfather, toobliterate Philip's
  name from history bysurpassinghisaccomplishments.
  Alexander itched toshow others how superior hewas tohisfather. A
  Thessalian h0rse»dealer once broughtaprizehorse named Bucephalusto
  sell toPhilip. None oftheking's grooms could getnear thehorse—it was
  fartoosavage——a.nd Philipberated themerchant forbringinghim such a
  useless beast. Watchingthewhole affair, Alexander scowled and com-
  mented, “What ahorse theyarelosing forwant ofskill andspirittoman'
  agehim!” When hehad said this several times, Philiphadfinallyhad
  enough,andchallengedhim totake onthehorse. Hecalled themerchant
  back, secretly hopinghis sonwould have anastyfa.lland learn abitter les-
  son. ButAlexander was the one toteach thelesson: Notonlydidhemount
  Bucephalus,hemanagedtoride him atfullgallop, tamingthehorse that
  would latercarryhim allthewaytoIndia. The courtiers applauded wildly,
  butPhilip seethed inside, seeing not asonbut arival tohispower.
  Alexander's defiance ofhisfather grew bolder. One daythe two men
  had aheated argument before theentire court, andPhilip drew hissword
  asiftostrike his son; havingdrunk too much wine, however, theking
  stumbled. Alexander pointedathisfather andjeered,“Men ofMacedonia,


TxText:
  seethere the man who ispreparingtopass from EuropetoAsia. Hecannot
  passfrom one table toanother without falling.”
  When Alexander was eighteen,adisgruntled courtier murdered
  Philip.Asword oftheregicide spread through Greece, city after cityrose
  upinrebellion against their Macedonian rulers. Philip'sadvisers counseled
  Alexander, now theking,toproceed cautiously,todo asPhiliphad done
  andconquer through cunning.ButAlexander would dothings hisway:He
  marched tothefurthest reaches ofthekingdom, suppressed therebellious
  towns, and reunited theempire with brutal efficiency.
  As ayoungrebelgrows older, hisstruggle against thefather often
  wanes, and hegraduallycomes toresemble theveryman hehad wanted to
  defy.ButAlexandefs loathing ofhisfather did notendwith Phi.lip's death.
  Once hehad consolidated Greece, hesethiseyesonPersia, theprize that
  hadeluded hisfather, who had dreamed ofconqueringAsia. Ifhedefeated
  thePersians, Alexander would finally surpass Philipingloryand fame.
  Alexander crossed into Asia with anarmy of35,000 toface 3.Persian
  force numberingover amillion. Before engaging thePersians inbattle he
  passed throughthe town ofGordium. Here, inthetown's main temple,
  there stood anancient chariot tied with cords made oftherind ofthe cor-
  neltree. Legendhad itthatanyman who could undo these cords——the
  Gordian knot—~would rule theworld. Manyhad tried tountie the enor
  mous and intricate knot, but none had succeeded. Alexander, seeing he
  could notpossiblyuntie theknot with hisbare hands, took outhissword
  andwith one slash cutitinhalf. This symbolic gesture showed theworld
  thathewould notdo asothers, butwould blaze hisown path.
  Against astounding odds, Alexander conquered thePersians. Most ex-
  pectedhim tostop there--it was agreat triumph, enough tosecure his
  fame foreternity.But Alexander had the same relationshiptohis own
  deeds ashehad tohisfather: Hisconquest ofPersia represented thepast,
  andhewanted never torest onpasttriumphs,ortoallow thepast toout-
  shine thepresent.


TxText:
  Hemoved ontoIndia, extendinghisempire beyond all
  known limits. Onlyhisdisgruntled and weary soldiers prevented him from
  goingfarther.
  Interpretation
  Alexander representsanextremelyuncommon typeinhistory:the sonof
  afamous and successful man whomanagestosurpassthefather inglory
  andpower.The reason thistypeisuncommon issimple:The father most
  oftenmanagestoamass hisfortune, hiskingdom, because hebeginswith
  little ornothing. Adesperate urge irnpels him tosucceed»-he hasnothing
  tolosebycunningandimpetuousness, and has nofamous father ofhis
  own tocompete against.This kind ofman has reason tobelieve in
  himself-—-to believe that hisway ofdoing thingsisthebest, because, after
  all,itworked forhim.
  When aman likethis has ason, hebecomes domineering andoppres
  sive, imposinghislessons onthe son, who isstarting offlifeincircums
  stances totally different from those inwhich the father himself began.theszzttly (>Hzz.s','zrnfe.s'~
  slim. /l_fn'r painzlrxg hart'
  ])t?['()I)'l€ SL'l't')IId mfiure
  tohim. Pietro ls'mil)'
  plcmitrewas alway.s'to
  beworking inhiscraft
  andc(m,_s'IunIl_v tobl"
  painting. Ana' he'r:4m.nv
  healways' had the
  drmzl nfpuvt'r1y before
  hiseym, hedidthings
  tomake money wlziclr
  heprobably would not
  have bolhered 10do
  had henot been fora/4/
  tosupport himself.
  Perhaps wealth would
  have closed tohim and
  hisIulem thepath to
  arcellencc ]'u.\'t as
  poverty luzclopener! it
  uptohim. butneed
  .5p£lt'((:'l.l I/rirn onsince he
  rlesireu' 10risefrom
  such :1rrziscmblc and
  lowly posit.imt— if/1m'
  pcrlzaps tothesummit
  and .s'uprr'nu* iwiglsx of
  ex(cllcnu', than atleast
  to L!point where he
  could have (,'f1()u,I,'l2to
  live on.For this train»,
  helook normlirre of
  Cold. hunger, dist '(N11-
  fnrt, im'mzvmir'r:rz>, rail
  orrhamv iflw could


TxText:
  only live ourzlny in
  rzaxr-. and repose; and he
  would (1lways.s'(1y—-um]
  asifitwere apmwrb—
  thatafter bad weather.
  good weather must
  follow, and that(luring
  thegood weculrer
  houses muxl bebuiltfor
  shelter intimes ofnccd.
  Ll'/!—,S orTHE 4R't'!S'l.\'.
  Glt)R(]lO Vas. RE.
  l5!l—l574
  LAW 41 351
  I'll]. l'R()l£|,l-I\I [W
  |'.\| l,\1URl'l|V
  Thexlightesz (I(.'I]£laiIt-
  twice with c .S'I1(>w'.\'
  one that itisaplay
  rubstttutc for thoartuf
  war and indeed ithas
  been afmmriterecto-
  ation ofxome ofthe
  grerztest ntilitnry [mt]-
  ers,from Wt'Iliam the
  Cfnnqmrror to
  Napoleon.
  Inthe crmte.\'1 hem-teen
  theopposing txrmius'
  the samv prinripltzv of
  bat]: strategy and Mexico'
  are</is/7la_'\=s'r1asin.
  actual war, thesutitc
  foresiglzt and powers of
  miculutimz are necc»:s~
  sary. the same capacity
  /orrlivi/iirtg the_1)lart.s'
  oftheapprme-nt, and
  therigor with which
  rferixiriris arrfollowetl
  bytheir Ct)/1.$'t.'ql4L'l1C(.'S
  is,if'(trt_vthin;:. Wm
  more ruthless: More
  (him that, isitplain that
  theunconsciotts motive
  actuating thep[(lyk'r.)' is
  not the mere loveof
  pugtzaciry t'Iramcteris'tic
  ofallC0f7lpx'.'f$l1W'
  games, butIhrgrirrtmer
  tmeofl'uthcr—murder.
  Itismic that theorigi-
  nalgoal ofcapturing
  theking Imr been given
  up,butfrmn the(min!
  ofvmw ofmotive thaw,'
  is,except inrespect of
  cmdity, not0[J])f('Ci((ll'l'
  change inthepV€St't11
  goalofstertlizing him
  inimmobility,‥ .
  “Checkmate"
  I7(€[i'I!.\'
  Iircm/ty "thoking is
  (lead.”
  . . .Om krzrwlvdge of
  the uru'rm.<cim1.s' moti-
  vation oft:/1r>.


TxText:
  v.v-7:1/tytrtgg
  tells' usthat what it
  rupt'e,\'m1Iv(l could only
  have been thewish to
  uw'rx:mm thefalher in
  anzlcceptctblt' wuy‥ . .
  [Iisnodrmht signifi-
  352 LAW 41Instead ofallowing the son togoinanew direction, thefather willtryto
  puthim inhis own shoes, perhaps secretly wishingtheboywillfail, as
  Philiphalf wanted toseeAlexander thrown from Bucephalus. Fathers envy
  their sons' youthandvigor,after all,andtheir desire istocontrol and dom-
  inate. The sons ofsuch men tend tobecome cowed andcautious, terrified
  oflosingwhat their fathers have gained.
  The sonwill neverstepoutofhisfather's shadow unless headopts the
  ruthless strategy ofAlexander: disparage thepast,createyourown king-
  dom, putthefather intheshadows instead ofletting him dothe same to
  you. Ifyoucannot materiallystart from groundzero—--it would befoolish
  torenounce aninheritance-—youcan atleast begin from groundzeropsy-
  chologically, bythrowing offtheweight ofthepastandchartinganew di—
  rection. Alexander instinctively recognized thatprivileges ofbirth are
  impedimentstopower.Bemerciless with thepast, then——not onlywith
  your father and hisfather butwith yourown earlier achievements. Only
  theweak rest ontheir laurels and dote onpasttriumphs;inthegame of
  powerthere isnever time torest
  KEYS TOPOWER
  Inmany ancient kingdoms,forexample Bengal and Sumatra, after the
  kinghad ruled forseveralyears hissubjectswould execute him. This was
  done partlyasaritual ofrenewal, butalso toprevent him from growingtoo
  powerful—for theking would generally trytoestablish apermanent order,
  attheexpense ofother families and ofhis own sons. Instead ofprotecting
  thetribe andleadingitintimes ofwar, hewould attempttodominate it.
  And sohewould bebeaten todeath, orexecuted inanelaborate ritual.
  Now that he was nolonger around forhis h0l101'S togotohishead, he
  could beworshippedasagod.Meanwhile thefield had been cleared for a
  new andyouthfulorder toestablish itself.
  The ambivalent, hostile attitude towards thekingorfather figure also


TxText:
  finds expressioninlegends ofheroes who donotknow their father. Moses,
  thearchetypalman ofpower,was found abandoned among thebulrushes
  and never knew hisparents;without a.father tocompetewith him orlimit
  him, hecould attain theheights ofpower.Hercules had noearthlyfather——
  hewas the sonofthegod Zeus. Later inhislifeAlexander theGreat spread
  thestorythat thegodJupiterAmmon had sired him, notPhilip ofMace-
  don. Legends and rituals like these eliminate thehuman father because he
  symbolizesthedestructivepower ofthepast.
  The past prevents theyoung hero from creating his own world--he
  must do ashisfather did, even after that father isdead orpowerless. The
  hero must how andscrapebefore hispredecessor andyieldtotradition
  andprecedent.What had success inthepastmust becarried over tothe
  present,even though circumstances have greatly changed.Thepastalso
  weighs thehero down with aninheritance that heisterrified oflosing,
  makinghim timid and cautious.
  Power dependsontheabilitytofill avoid, tooccupyafield that has
  been cleared ofthedead weight ofthepast. Only after thefather figure has
  beenproperlydoneawaywith willyouhave thenecessary spacetocreate
  andestablish anew order. There areseveral strategies youcanadopttoac-
  complishthis—-——varia!ions ontheexecution oftheking thatdisguise the vio~
  lence oftheimpulse bychannelingitinsocially acceptable forms.
  Perhapsthesimplest waytoescapetheshadow ofthepastissimplyto
  belittle it,playingonthetimeless antagonism between thegenerations,stir—
  ringuptheyoung againsttheold. Forthisyou need aconvenient older fig-
  utetopillory. Mao Tse—tung, confrontingaculture thatfiercelyresisted
  change, playedonthesuppressedresentment againsttheoverbearing pres-
  ence ofthevenerable Confucius inChinese culture. johnF.Kennedy
  knew thedangers ofgetting lost inthepast; heradically distinguished his
  presidencyfrom that ofhispredecessor, DwightD.Eisenhower, and also
  from thepreceding decade, the 19505, which Eisenhower personified.
  Kennedy, forinstance, would notplaythedull andfatherly game ofgolf——
  asymbolofretirement andprivilege,andEisenhowefs passion. Instead he
  playedfootball ontheWhite House lawn. Inevery aspecthisadministra-
  tionrepresented vigor andyouth,asopposedtothestodgy Eisenhower.
  Kennedyhad discovered anoldtruth: Theyoungareeasilysetagainst the


TxText:
  old,since they yearntomake their own placeintheworld and resent the
  shadow oftheir fathers.
  The distance youestablish fromyour predecessor often demands
  some symbolism,awayofadvertising itself publicly.Louis XIV, for exam-
  ple,created such symbolism when herejectedthetraditional palace ofthe
  French kings and built his own palace ofVersailles. King PhilipIIofSpain
  didthe same when hecreated hiscenter ofpower,thepalaceofElEsco-
  rial,inwhat was then themiddle ofnowhere. But Louis carried thegame
  further: Hewould not be akinglike hisfather orearlier ancestors, he
  would not wear acrown orcarryascepterorsiton athrone, hewould es-
  tablish anew kind ofimposing authoritywith symbols and rituals ofits
  own. Louis made hisancestors' rituals intolaughable relics ofthepast.Fol-
  lowhisexample:Never letyourself be seen asfollowing your predeces-
  sor's path. Ifyou doyouwill neversurpasshim. You must physically
  demonstrate your difference, byestablishingastyleandsymbolismthat
  setsyouapart.
  The Romanemperor Augustus,successor toJulius Caesar, understood
  thisthoroughly. Caesar had been agreat general,atheatrical figurewhose
  spectacles kepttheRomans entertained, aninternational emissary seduced
  bythecharms ofCleopat:ra~a largerlhanalife figure.SoAugustus, despite
  hisown theatrical tendencies, competed with Caesar notbytryingtooutdo
  himbutbydifferentiating himself from him: Hebased hispoweron are-
  turn toRoman simplicity,anausterity ofboth styleand substance. Against
  thememory ofCaesars sweeping presence Augustus posedaquietand
  manly dignity.
  Theproblemwith theoverbearing predecessoristhat hefillsthevistas
  before you with symbolsofthepast.You have noroom tocreate yourown
  name. Todeal with thissituation you need tohunt outthevacuums»-wthosecant 351:2![nineteenth-
  cerimry dress rlzarru
  pron Paul] i'l'Iurphy'r
  soaring odyssey into
  thehigher realms of
  chess begun just (1)7807
  after theunexpectedly
  sudden dearh 0fhis
  falhcr, whirl: had been
  agreat rlzock Iohim,
  and wemay .sumu's'e
  that hisbrilliant effort
  nfsublimationwa r.like
  Shakespeare itHamlet
  and Freudfr The Inter-


TxText:
  pretation ofDreams. a
  rmrglion tothiscritical
  event…
  Something should now
  besaid about therecep-
  zmnMnrphylr
  szrccesmr met with, for
  theywere ofsucl:I:
  kind astorizise lire
  qniesliorr whether his
  subsequent collapse
  mayno! ltrrve lzemz
  influenced through his
  perhaps beiongingto
  thetype that Freud has
  described under the
  IUIIHI? ofDie am
  Erfolgc schoiiem
  (“Those wrecked by
  .ruczte.rs")‥ . .Coached
  inmore psychological
  language.wasMorphy
  affrighted athis own
  prcsmnpruousnms
  when thelight of
  publicitywas thrown
  on[l!l.S' great rurce.rs?/
  Freud haspointed out
  (ha!thepeople who
  break under thestrain
  oftoogreat.mcre.vs do
  sobecause they can
  endure itonly inimagi-
  mzzion. no!inreality. To
  castrate thefather in:2
  dream is:1very differ»
  em'mrrtierfrorn doing
  itinreality. The real
  situation provokes: the
  (AnC0n.'~'lTi0!LS guilt inits
  fullforce. and the
  /zemzlzy may bnmenial
  collapse.
  Tllf, PRURl_F'Vl OF PAH!
  MURPHY,
  ER.NES'l' Jorcrs.
  I951
  LAW 41 35.?
  354 LAW 41areas inculture that have been left vacant and inwhichyoucan become
  thefirst andprincipal figuretoshine.
  When Pericles ofAthens was about tolaunch acareer asastatesman,
  helooked forthe onethingthat wasmissing inAthenian politics.Most of
  thegreat politicians ofhistime had allied themselves with thearistocracy;
  indeed Pericles himself had aristocratic tendencies. Yethedecided tothrow
  inhishatwith thecity'sdemocratic elements. The choice hadnothingto
  dowith hispersonal beliefs, butitlaunched him on abrilliant career. Out
  ofnecessityhebecame aman ofthepeople.Instead ofcompefinginan
  arena filled with greatleaders both pastand present,hewould make a
  name forhimself where noshadows could obscure hispresence.
  When thepainter DiegodeVelazquez beganhiscareer, heknew he
  could notcompeteinrefinement andtechnique with thegreat Renaissance
  painterswho had come before him. Instead hechose towork inastylethat


TxText:
  bythestandards ofthetime seemed coarse andrough,inawaythat had
  never been seen before. And inthisstyleheexcelled. There were mem-
  bers oftheSpanishcourt who wanted todemonstrate their own break with
  thepast;the newness ofVelé.zquez's stylethrilled them. Most peopleare
  afraid tobreak soboldlywith tradition, butthey secretlyadmire those who
  canbreak uptheoldforms andreinvigorate theculture. This iswhy there
  issomuchpowertobegained from enteringvacuums and voids.
  There isakind ofstubborn stupiditythat recurs throughout history,
  and isastrong impedimenttopower:The superstitiousbelief thatifthe
  person before yousucceeded bydoing A,B,andC,youcan re-create their
  success bydoingthe same thing. This cookie-cutter approachwill seduce
  theuncreative, foritiseasy,andappealstotheirtimidityandtheir laziness.
  But circumstances never repeatthemselves exactly.
  When General DouglasMacArthur assumed command ofAmerican
  forces inthePhilippines during World War II, anassistant handed him a
  book containing the various precedents established bythe commanders
  before him, themethods that had been successful forthem. MacArthur
  asked theassistant howmany copiesthere were ofthisbook. Six, the assis-
  tant answered. “Well,” thegeneral replied, “you getallthose sixcopiesto-
  getherand burn them—-everyone ofthem. I'll not be'bound by
  precedents. Anytime aproblemcomesup,I'llmake the decision at
  once—immediately.” Adoptthis ruthlessstrategytoward thepast:Bum all
  thebooks, and train yourselftoreact tocircumstances asthey happen.
  Youmaybelieve thatyouhaveseparated yourselffrom thepredeces
  sor orfather figure, but asyou grow older youmust beeternally vigilant
  lestyou become thefatheryouhad rebelled against.As ayoung man, Mao
  Tse-tungdisliked hisfather and inthestruggle againsthim found his own
  identityand anew setofvalues. But asheaged,hisfather'sways creptback
  in.Mao's father had valued manual work over intellect; Mao had scoffed at
  this asayoung man, but ashegrewolder heunconsciouslyreturned tohis
  father's views and echoed such outdated ideas byforcingawholegenera.»


TxText:
  tion ofChinese intellectuals into manual labor, anightmarishmistake that
  cost hisregime dearly.Remember: You areyourown father. Do notlet
  yourself spend years creating yourself onlytoletyour guarddown and
  allow theghostofthepast—father, habit, history—tosneak back in.
  Finally,asnoted inthestoryofLouis XV, plenitudeandprosperity
  tend tomake uslazy and inactive: When ourpowerissecure wehave no
  need toact.This isaserious danger, especiallyforthose who achieve suc-
  cessandpoweratanearly age.TheplaywrightTennessee Williams, forin-
  stance, found himself skyrocketedfrom obscuritytofame bythe success of
  TheGlass Menagerie.“The sortoflifewhich Ihad had previoustothispopuv
  larsuccess,” helater wrote, “was one thatrequired endurance, alifeof
  clawingandscratching,butitwas agoodlifebecause itwas the sort oflife
  forwhich thehuman organismiscreated. Iwas not aware ofhow much
  vitalenergyhad gone into thisstruggle until thestrugglewas removed.
  This wassecurityatlast. Isatdown and looked about meand wassuddenly
  verydepressed.”Williams had anervous breakdown, whichmayinfact
  have beennecessaryforhim: Pushed tothepsychological edge, hecould
  startwritingwith theoldvitality again,and heproducedAStreetcar Named
  Desire. Fyodor Dostoyevsky, similarly,whenever hewrote asuccessful
  novel, would feel that thefinancial securityhehadgainedmade the actof
  creation unnecessary.Hewould take hisentire savingstothe casino and
  would notleave until hehadgambled awayhislastpenny.Once reduced
  topovertyhecould write again.
  Itisnotnecessarytogotosuch extremes, butyoumust bepreparedto
  return tosquareonepsychologicallyrather than growingfatandlazywith
  prosperity.Pablo Picasso could deal with success, butonly byconstantly
  changingthestyle ofhispainting,often breaking completelywith what
  had made him successful before. How often ourearly triumphsturn us
  into akind ofcaricature ofourselves. Powerful people recognize these
  traps;likeAlexander theGreat, they struggle constantlytore—create them-
  selves. The father must. notbeallowed toreturn; hemust beslain atevery
  stepoftheway.
  Image:The Father. He casts a
  giantshadow over hischildren,
  keepingthem inthrall long
  after heisgone bytyingthem
  tothe past, squashingtheir
  youthful spirit,and forcing


TxText:
  them down the same tired path
  hefollowed himself. His tricks
  aremany. Ateverycross-
  roadsyoumust slaythefather
  and stepout ofhis shadow.
  LAW 41 355
  3.56 LAW 4!Authority: Beware ofsteppinginto a
  greatmaifs shoes—-youwill have to
  accomplish twice asmuch tosurpass
  him. Those who follow aretaken for
  imitators. Nomatter how much they
  sweat, theywill never shed that bur—
  den. Itisanuncommon skill tofind a
  new pathforexcellence,amodern
  route tocelebrity.There aremany
  roads tosingularity, not allofthem
  well traveled. The newest ones can be
  arduous, buttheyareoften shortcuts to
  greatness. (Baltasar Gracian, 1601-1658)
  REVE RSAL
  The shadow ofagreat predecessorcould beused toadvantage ifitischo-
  sen asatrick, atactic that can bediscarded once ithasbrought you power
  Napoleon IIIused the name and legend ofhisillustrious grand-uncle
  Napoleon Bonapartetohelphim become firstpresidentand thenemperor
  ofFrance. Once onthethrone, however, hedidnotstay tied tothepast', he
  quicklyshowed how different hisreignwould be,and was careful tokeep
  thepublic from expecting him toattain theheightsthatBonapartehad at-
  tained.
  Thepastoften has elements worth appropriating, qualitiesthat would
  befoolish torejectoutofaneed todistinguish yourself.Even Alexander
  theGreat recognized and was influenced byhisfather's skill inorganizing
  anarmy. Makingadisplay ofdoing things differentlyfrom your predeces-
  sor canmake youseem childish and infact outofcontrol, unlessyourac-
  tions have alogic oftheir own.
  Joseph II,sonoftheAustrianempressMaria Theresa, made ashow of
  doing the exact oppositeofhismother—dressing like anordinary citizen,
  staying ininns instead ofpalaces, appearingasthe“people's emperor”
  Maria Theresa, ontheother hand, had been regaland aristocratic. The
  problemwas that shehad also been beloved, anempresswho ruled wisely
  after years oflearningthehard way. Ifyou have thekind ofintelligence
  and instinct thatwillpoint youintheright direction, playingtherebel will
  notbedangerous. Butifyouaremediocre, as_]0sepl'1 IIwas incomparison
  tohismother, youarebetter oi?learning fromyour predecessor's knowl-


TxText:
  edgeandexperience,which arebased onsomethingreal.
  Finally,itisoften wise tokeepaneyeontheyoung, your future rivals
  inpower. justasyoutrytoridyourself ofyour father, they will soon play
  the same trick onyou, clenigrating everything you have accornplished._]ust
  asyourisebyrebelling against thepast, keepaneyeonthose rising from
  below, and never givethem thechance todothe same toyou.
  The great Baroqueartist and architect Pietro Bemini was amaster at
  sniffing outyounger potential rivals andkeepingthem inhisshadow. One
  dayayoungstonemason named Francesco Boiromini showed Bernini his
  architectural sketches.Recognizinghis talent immediately,Bernini in-
  stantly hired Borromini ashisassistant, which delighted theyoungman but
  wasactually onlyatactic tokeephim close athand, sothat hecould play
  psychological gamesonhim and create inhim akind ofinferioritycom~
  plex.And indeed, despiteBorromini's brilliance, Bernini has thegreater
  fame. Hisstrategywith Boirornini hemade alifelong practice: Fearing that
  thegreat sculptorAlessandro Algardi,forexample, would eclipsehim in
  fame, hearrangeditsothatAlgardicould onlyfind work ashisassistant.
  Andanyassistant who rebelled againstBernini and tried tostrike out on
  hisown would find his career ruined.
  LAW «ll
  V357
  LAW
  42
  STRIKE THE SHEPHERD
  AND THE SHEEP
  WILL SCATTER
  JUDGMENT
  Tmuble canoftenbetraced toasingle stnmgindivid-
  u.al———z]te stirm; themmgcmt undenfing thejaoistmer of
  gvmfwill. 17youallow suchpeopleroom toogberaie, others
  will succumb totheir influence.D0notwzzitfarr themm»
  blestheycause tomultiply,donottrytonegotiate with
  them--theyaretmdeemable. Nmtralize theirinfluence
  byisolatingorbanishing them. Strike atthe source ofthe
  trouble and tluashes]: will scatter
  358
  OBSERVANCE OFTHE LAW I
  Near theend ofthesixth century B.C., thecity-state ofAthens overthrew
  theseries ofpetty tyrants who had dominated itspoliticsfordecades. Ites-
  tablished instead ademocracythat was tolast over acentury,adernoc»
  racythat became the source ofitspowerand itsproudestachievement.
  But asthedemocracy evolved, sodid aproblemtheAthenians had never


TxText:
  faced: How todeal with those who did not concern themselves with the
  cohesion ofasmall city surrounded byenemies, who did notwork forits
  greater glory,butthought ofonly themselves andtheir own ambitions and
  petty intrigues?The Athenians understood that these people, ifleftalone,
  would sow dissension, divide thecityinto factions, and stirupanxieties,
  allofwhich could lead totheruin oftheir democracy.
  Violentpunishmentnolonger suited the new, civilized order that
  Athens had created. Instead thecitizens found another, more satisfying,
  and less brutalwaytodeal with thechronicallyselfish: Every year they
  would gatherinthemarketplaceand write on apiece ofearthenware, an
  astralcon, the name ofanindividual theywanted toseebanished from the
  cityfor tenyears. Ifaparticularname appearedonsixthousand ballots,
  that personwould instantlybeexiled. Ifno one received sixthousand
  votes, thepersonwith the most artmka recordinghis name would suffer
  theten-year“ostracism.” This ritualexpulsionbecame akind offestival—-
  what ajoytobeable tobanish those irritating, anxie ~inducingindividu-
  alswho wanted torise above thegroup they should have served.
  In490 8.0, Aristides, one ofthegreat generals ofAthenian history,
  helpeddefeat thePersians atthebattle ofMarathon. Meanwhile, offthe
  battlefield, hisfairness asajudge had earned him thenickname “The
  just.” But astheyearswent bytheAthenians came todislike him. He
  made such aShow ofhisrighteousness, andthis,they believed, disguised
  hisfeelings ofsuperiorityand scorn forthe common folk. Hisomnipres-
  ence inAthenian politicsbecame obnoxious; the citizens grew tired of
  hearing him called “The just.” Theyfeared that this wasjust thetypeof
  man——judgmental, haughty—whowould eventuallystirupfierce divi-
  sions among them, In482 B.C., despiteAristides' invaluable expertisein
  'thecontinuingwar with thePersians, they collected the ostraka and had
  him banished.
  After Aristides' ostracism, thegreat generalThemistocles emergedas
  thecity's premier leader. But hismany honors and victories went tohis
  head, and hetoobecame arrogant andoverbearing, constantly reminding


TxText:
  theAthenians ofhistriumphsinbattle, thetempleshehadbuilt, thedan-
  gershehad fended oil.Heseemed tobesaying that without him thecity
  would come toruin. And so,in472 B.C., Thernistocles' name was filled in
  onthe ostra/ca and thecitywasridofhispoisonous presence.
  The greatest political figureinfifth-centuryAthens wasundoubtedly
  Pericles. Although several times threatened with ostranism, heavoided
  that fatebymaintaining close tieswith thepeople. Perhapshehad learned
  alesson asachild from hisfavorite tutor, theincomparable Damon, whoTHIV, f.()\Ql'IC\T Hi'l'l".Iil
  Tlwstruggle new
  bccunm fiercur than
  over anmml theroyai
  liner /ofA1ahuulpa,
  king nj'/he Inca»
  empire].I1reeled more
  and mom, am! at
  length, sewrexl ofthe
  nobles who supported
  ithaving been slain. it
  mix' ovrcrmmcd. and
  theIndian prince
  would have (1)7213 with
  violence tothegroumi.
  had norhisfall been
  broken bytheefforts of
  Pizarro and some other
  oflhe cuvultrtm“, who
  mughrlzim intheir
  arm; Theimperial
  horia wasinsmnfly
  srmrchezl from his
  temples byasoldier,
  and theunhappy
  mnrzarcli. strongly
  secured, was removed
  toaneighboring bm'ld~
  ingwhere hewas care-
  fully guarded.
  Allattcmpratr:'5is—
  twice now ceased, The
  fareoftlic Inca
  [/lrainmilmi sorm
  .\'[)N,'l!Ilover town and
  mumry. The Lharm
  thatmighthave held
  thrPeruvinnr together
  way d:'.r.r(1h-«art. Every
  man Ilirmghz onlyof
  his own xufety. Even
  the[mean] soldier)'
  encamped anthead/'av
  Cemfields took the
  nlrrrm, wad, learning the
  fatal Iitlingr,were seen
  /lying inrwrv rlirec1i()n
  before their _pur.m(er.v,
  who inmehm!of
  triumph showed no
  much Gfi-"1l'l'4"]'. At
  length night, more pi/iv
  /'ulthan man, threw her
  frizwdly mtmrle over
  thefugitives, and (hr
  LAW 42 359
  cumered troops of
  Pizarro rallied once'
  more atthemum!


TxText:
  of
  thetrumpe! in
  theblrizitly square of
  Cajrmxorca… .
  /Alalzuzzlpa,' was reverv
  enrerl usmore than a
  human. He was not
  merely thehead ofthe
  mite, butthe[mint to
  which ailitsErt5fiIl1£§0!LV
  canvergedastoa
  common cr.'n1z*r—zIz(e
  /((€]'.S'l(Jfl€ of!/ze politi-
  calfabric whiclz must
  flail! [0pieces' byitsown
  weightwhen rho! was
  withdrawn. Soitfared
  onthe[execution] of
  Amhuulpa. flis death
  notonly leftthethrone
  vacam. without any
  certain soon-xsor, bu:
  the mzmner ofir
  announcer! Iothe
  Peruvian meople that
  Ithand stronger than
  thatoftheir Incas hurl
  now seized the .w:ep:'£'n",
  and that thedynasty
  o/"the Children o/'the
  Sun hadpassed
  away forever.
  me COh'(')Uk;S'I' or PERU.
  WILLIAM ll.PR1-_'S('0'I'T,
  l847
  360 LAW 42excelled above allother Athenians inhisintelligence, hismusical skills,
  and hisrhetorical abilities, Itwas Damon who had trained Pericles inthe
  artsofruling.Buthe,too, suffered ostracism, forhissuperiorairs and his
  insultingmanner toward the commoners stirreduptoomuch resentment.
  Toward theend ofthecenturythere lived aman named Hyperbolus.
  Most writers ofthetime describe him asthecity'smost worthless citizen:
  Hedidnot care whatanyone thoughtofhim, and slandered whomever he
  disliked. Heamused some, butirritated manymore. In417 B.C.,Hyperbo-
  lus saw anopportunitytostirupauger againstthe twoleading politicians
  ofthetime, Alcibiades and Nicias. Hehopedthat oneofthetwowould be
  ostracized and that hewould rise inthat man's place.Hiscampaign
  seemed likelytosucceed: The Athenians disliked Alcibiades' flamboyant
  and carefree lifestyle,and were wary ofNicias' wealth and aloofness.
  They seemed certain toostracize one orthe other. But Alcibiades and
  Nicias, although theywere otherwise enemies, pooledtheir resources and
  managed toturn the ostracism onHyperbolusinstead. His obnoxious-


TxText:
  ness, they argued,could onlybeterminated bybanishment.
  Earlier sufferers ofostracism had been formidable, powerfulmen.
  Hyperbolus, however,was alowbuffoon, and with hisbanishment the
  Athenians feltthat ostracism had been degraded. And sotheyended the
  practicethat fornearlyahundredyearshad been oneofthekeystokeep-
  ingthepeace within Athens.
  Interpretation
  The ancient Athenians had social instincts unknown toclay—the passage
  ofcenturies hasblunted them. Citizens inthe true sense oftheword, the
  Athenians sensed thedangers posed byasocial behavior, and saw how
  such behavior often disguisesitself inother forms: theholier-tharythou at-
  titude thatsilentlyseeks toimposeitsstandards onothers; overweening
  ambition attheexpense ofthe common good; theflauntingofsuperiority;
  quiet scheming;terminal obnoxiousness. Some ofthese behaviors would
  eatawayatthecity's cohesion bycreating factions andsowing dissension,
  others would ruin thedemocratic spirit bymaking the common citizen
  feel inferior and envious. The Athenians did nottrytoreeducate people
  who acted inthese ways,ortoabsorb them somehow into thegroup,orto
  imposeaviolent punishmentthat would onlycreate other problems. The
  solution wasquickand effective: Getridofthem.
  Withinany group, trouble can most often betraced toasingle source,
  theunhappy, chronicallydissatisfied one who willalwaysstirupdissen-
  sion and infect thegroupwith his orherillease. Beforeyouknow what hit
  youthedissatisfaction spreads.Actbefore itbecomes impossibletodisen-
  tangleone strand ofmiseryfrom another, ortoseehow thewhole thing
  started. First, recognize troublemakers bytheir overbearing presence,or
  bytheir complainingnature. Onceyou spotthem donottrytoreform
  them orappeasethem-—that willonlymake thingsworse. Donot attack
  them, whether directlyorindirectly,fortheyarepoisonousinnature and
  willwork undergroundtodestroy you. Do astheAthenians did: Banish
  them before itistoo late. Separate them from thegroupbefore theybe-
  come theeyeofawhirlpool.Do notgivethem time tostirupanxieties
  and sew discontent; donotgive them room tomove. Let onepersonsuf-
  fersothat therest canlive inpeace.
  When thetree'/"alts, themonkeys scatter.
  Chinese saying
  OBSERVANCE OFTHE LAW II


TxText:
  In1296 thecardinals oftheCatholic Church met inRome toselect anew
  pope. They chose Cardinal Gaetani, forhe wasincomparably shrewd;
  such aman would make theVatican agreat power. Takingthe name Boni~
  faceVIII, Gaetani soon proved hedeserved thecardinals' high opinion of
  him: Heplottedhis moves carefullyinadvance, andstoppedatnothingto
  gethisway.Once inpower,Boniface quicklycrushed hisrivals and uni-
  fied thePapalStates. The European powers began tofear him, and sent
  delegatestonegotiate with him. The German KingAlbrecht ofAustria
  even yieldedsome territorytoBoniface. All wasproceeding accordingto
  thepope's plan.
  One piece did notfallintoplace, however, and that wasTuscany,the
  richest partofItaly. IfBoniface couldconquer Florence, Tuscany'smost
  powerful city,theregion would behis.ButFlorence was aproud republic,
  andwould behard todefeat. Thepopehad toplayhiscards skillfully.
  Florence wasdivided bytworival factions, theBlacks and theWhites.
  The Whites were themerchant families that hadrecentlyandquickly
  risen topowerandwealth; theBlacks were theolder money. Because of
  theirpopularitywith thepeople,theWhites retained control ofthecity,to
  theBlacks' increasingresentment. The feud between thetwo grew steadily
  more bitter.
  Here Boniface saw hischance: Hewould plottohelptheBlacks take
  over thecity,and Florence would beinhispocket.And ashestudied the
  situation hebegan tofocus on one man, Dante Alighieri, thecelebrated
  writer, poet,and ardent supporter oftheWhites. Dante hadalwaysbeen
  interested inpolitics.Hebelieved passionately intherepublic, and often
  chastised hisfellow citizens for their lack ofspine.Healsohappenedtobe
  thecity'smost eloquent public speaker.In1300, theyearBoniface began
  plotting totake over Tuscany,Dante's fellow citizens had voted him into
  Florence's highestelectedposition, makinghim one ofthecity'ssixpri-
  ors.During hissix-month term inthepost,hehad stood firmly against the
  Blacks andagainstallofthepope's attemptstosow disorder.
  By1301, however, Boniface had anewplan:Hecalled inCharles de


TxText:
  Valois, powerful brother oftheking ofFrance, tohelp bring order toTus»
  cany.AsCharles marched throughnorthern Italy,and Florence seethed
  withanxietyand fear, Dante quickly emergedasthe man who could rallyTHE \V(lL\'l:'.'s' \\4'l)
  Ull'. .<lIF.l£l'
  Once upon(1lime, the
  wolves sent anembassy
  10thesheep. (lesiring
  that there might be
  peace between them for
  thelime tocome.
  “Why."said they.
  “should webefor ever
  waging thisdeudlv
  strife? Those wicked
  dogs arethe cause of
  all;they areirtcersixnrly
  barking atus,and
  provokingus.Send
  themaway,and there
  will benolonger any
  obstacle toouretemul
  friendship and peace."
  Thesilly sheep listerml,
  thedogs were
  dlSmiSSt'd, and the
  flock, thus deprived of
  their best prmectors,
  became aneasy prey to
  their treacherous
  enemy.
  FABLES.
  A5501'.
  SIXTH CENTURY ac.
  LAW 42 361
  Tlli. l.l|"l' 1)!
  l'lll€\.llST()( Ll-ZS
  I'l'h.vnzz'.czm:le:\- Iv]fellow
  r.itizcns reached the
  point atwhich their
  jealousy nzade them
  listen roany slander at
  his¢'xp¢ws('.and so
  /he]wasforced to
  remiml theunsemffly of
  histzvhievet-rtents mm'!
  I/zey could bear this no
  longer.Hr: once mid to
  those who were
  cornplnirting ofhim:
  “Whyareyoutired of
  receiving benefitsso
  often fromthe same
  mm?"Besides this he
  gave offense tothe
  peoplewhen hebuilt
  thetemple 0fArtemir.
  fornotonly didhe
  style lht'goddms
  Artemis Aristmboule, or
  Artemis wisest incoun-
  .s'eI~—wz't]t thehint thm
  itwas hewho had
  givmzthebest counsel
  totheAthcntulzs and
  theGreekx—1mrhe
  chose ameforitnmr
  his own house at
  Melite. . ‥S0atlast the
  Arhemkzrts bamlwlwrl
  him. Titty made useof
  the 0.$'fr£irIi.S'I1I to
  Izurnble hisgreat repu-


TxText:
  tation am! his(tut/1or~
  fly,asIndeed was their
  habit with any wlwre
  power they regardedas
  opprtvssive. orwho had
  risen toaneminencr
  which they mttsidert-d
  outofkeepingwith the
  equality Ufa
  zlemncravy.
  run urr or
  rt~mMts'I'oct,t:s.
  P!l.'l'2\R('H.
  C‥-Ll). 46—l2O
  362 LAW 42thepeople, arguing vehemently against appeasementandworking desper-
  atelytoarm thecitizens and toorganize resistance against thepopeand
  hispuppetFrenchprince. Byhook orbycrook, Boniface had toneutralize
  Dante. And so, even asonthe one hand hethreatened Florence with
  Charles deValois, ontheother heheld outtheolive branch, thepossibil-
  ityofnegotiations, hopingDante would take thebait. And indeed theFlov
  rentines decided tosend adelegationtoRome and trytonegotiatea
  peace.Tohead themission, predictably, theychose Dante.
  Some warned thepoetthat thewily popewassetting upatrap tolure
  himaway,butDante went toRomeanyway, arrivingastheFrencharmy
  stood before thegates ofFlorence. Hefelt sure that hiseloquenceand ma»
  sonwould win thepopeover and save thecity.Yetwhen thepopemet the
  poetand theFlorentine delegates,heinstantly intimidated them, ashedid
  somany.“Fall onyourknees before me!” hebellowed attheir first meet-
  ing. “Submit tome! Itellyouthat inalltruth Ihave nothinginmyheart
  but topromote your peace.” Succumbingtohispowerful presence,the
  Florentines listened asthepope promisedtolook after their interests. He
  then advised them toreturn home, leavingone oftheir members behind
  tocontinue thetalks. Boniface signaledthat the man tostaywas tobe
  Dante. Hespoke with theutmost politeness, butinessence itwas anorder.
  And soDante remained inRome. And while heand thepopecontin-
  ued their dialogue, Florence fellapart. With no one torallytheWhites,
  and with Charles deValois usingthepope's moneytobribe and sow dis-
  sension, theWhites disintegrated,some arguingfornegotiations, others
  switching sides. Facinganenemynow divided and unsure ofitself, the
  Blacks easily destroyed them within weeks, exactingviolentrevengeon
  them.


TxText:
  And once theBlacks stood firmlyinpower,thepope finallydis-
  missed Dante from Rome.
  The Blacks ordered Dante toreturn home toface accusations and
  stand trial. When thepoet refused, the Blacks condemned him tobe
  burned todeath ifheever setfoot inFlorence again. And soDante began
  amiserable lifeofexile, wandering through Italy, disgracedinthecitythat
  heloved, never toreturn toFlorence, even after hisdeath.
  Interpretation
  Boniface knew thatifheonly had a.pretexttolure Dante away, Florence
  would crumble. Heplayedtheoldest card inthebook—threatenix1gwith
  one hand while holding outtheolive branch with the other»~—-and Dante
  fellforit.Once thepoetwas inRome, thepope kept him there for aslong
  asittook. ForBoniface understood one oftheprincipal preceptsinthe
  gameofpower: One resoluteperson,one clisobedient spirit,can tum a
  flock ofsheep into aden oflions. Sobeisolated thetroublemaker. With-
  out thebackbone ofthecitytokeepthem together, thesheep quickly
  scattered.
  Learn thelesson: Donot waste your time lashingoutinalldirections
  atwhat seems tobeamany-headed enemy.Find the one head that mat-
  ters——t.heperson with willpower, orsmarts, or, most important ofall,
  charisma. Whatever itcosts you, lure thisperson away,for once heisab-
  sent hispowers will lose their effect. Hisisolation can bephysical (banish-
  ment orabsence from thecourt), political (narrowing hisbase ofsupport),
  orpsychological (alienating him from thegroup through slander and in-
  sinuatiun). Cancer beginswith asingle cell; excise itbefore itspreadsbe-
  yondcure.
  KEYS TO POWER
  Inthepast,anentire nation would beruled byakingand hishandful of
  ministers. Onlytheelite hadany powertoplaywith. Over thecenturies,
  powerhasgraduallybecome more and more diffused and democratized.
  This has created, however, acommon misperceptionthatgroupsno
  longerhave centers ofpower——-that power isspread out and scattered
  among many people. Actually, however, powerhaschangedinitsnum-
  bers but notinitsessence. There may befewer mighty tyrants command


TxText:
  ingthepower oflifeand death over millions, butthere remain thousands
  ofpetty tyrants rulingsmaller realms, andenforcingtheir willthrough in-
  directpower games, charisma, and soon.Inevery group, poweriscon-
  centrated inthehands ofone ortwopeople, forthis isone area inwhich
  human nature will never change: People will congregate around asingle
  strong personality likeplanets orbitingasun.
  Tolabor under theillusion that thiskind ofpower center nolonger
  exists istomake endless mistakes, wasteenergyand time, and never hit
  thetarget.Powerful peoplenever waste time. Outwardly they may play
  along with thegame-—pretendingthatpowerisshared among manymbut
  inwardly they keeptheir eyesontheinevitable fewinthegroupwho hold
  thecards. These arethe ones theywork on,When troubles arise, they
  look fortheunderlying cause, thesingle strongcharacter who started the
  stirring and whose isolation orbanishment will settle the waters again.
  Inhisfami1y~therapy practice,Dr.Milton H.Erickson found thatif
  thefamily dynamicwas unsettled anddysfunctionalthere wasinevitably
  onepersonwho wasthestirrer, thetroublemaker. Inhissessions hewould
  symbolicallyisolate this rotten apple byseatinghim orherapartfrom the
  others, ifonly byafew feet. Slowlytheother family members would see
  thephysically separate personasthe source oftheir difficulty. Onceyou
  recognizewho thestirrer is,pointing itouttoother peoplewillaccomplish
  agreatdeal. Understandingwho controls thegroup dynamicisacritical
  realization. Remember: Stirrers thrive byhidinginthegroup, disguising
  their actionsamongthe reactions ofothers. Render their actions visible
  andtheylose theirpowertoupset.
  Akeyelement ingames ofstrategyisisolating theenemy's power. In
  chessyoutrytocomer theking. IntheChinese game ofgoyoutrytoiso~
  latetheenemy'sforces insmall pockets, renderingthem immobile and in-
  effectual. Itisoften better toisolateyourenemies than todestroy
  LAW 42 363
  3642LAW 49them——youseem less brutal. The result, though, isthe same, forinthe
  game ofpower,isolation spellsdeath.
  The most effective form ofisolation issomehow toseparate yourvic-
  tims from theirpowerbase. When MaoTse—tung wanted toeliminate an
  enemy intheruling elite, hedid not confront theperson directly; be


TxText:
  silently andstealthily worked toisolate theman, divide hisallies and turn
  themawayfrom him, shrink hissupport.Soon the man would vanish on
  his own.
  Presence andappearancehave great importinthegame ofpower.To
  seduce, particularlyinthebeginning stages, youneed tobeconstantly
  present,orcreate thefeeling thatyou are;ifyouareoften outofsight, the
  charm will wear oil”.QueenEllzabeth's prime minister, Robert Cecil,
  had two main rivals: thequeen's favorite, theEarl ofEssex, and herfor-
  mer favorite, SirWalter Raleigh. Hecontrived tosend them both on a
  mission against Spain;with them away from the court hemanagedto
  wraphistentacles around thequeen,secure hispositionashertopad~
  viser and weaken heraffection forRaleigh and theearl. The lesson here
  istwofold: First, yourabsence from the courtspells danger foryou, and
  you should never leave the scene inatime ofturmoil, foryourabsence
  canboth symbolize and induce aloss ofpower; second, and ontheother
  hand, luring your enemiesawayfrom the court atcritical moments isa
  great ploy.
  Isolation hasother strategicuses. When tryingtoseduce people,itis
  often wise toisolate them from their usual social context. Once isolated
  theyarevulnerable toyou,andyour presence becomes magnified. Simi-
  larly,con artists often look forwaystoisolate their marks from their nor
  mal social milieux, steeringthem into new environments inwhich they
  are nolongercomfortable. Here theyfeelweak, and succumb todecep~
  tion more easily. Isolation, then, canproveapowerful way ofbringing
  peopleunderyour spelltoseduce orswindle them.
  You will often findpowerful peoplewho have alienated themselves
  from thegroup. Perhapstheirpowerhasgonetotheir heads, andthey
  consider themselves superior; perhaps theyhave lost theknack ofcom-
  municating withordinaryfolk. Remember: This makes them vulnerable.
  Powerful though they be,peoplelike this canbeturned touse.
  The monk Rasputin gainedhispowerover Czar Nicholas and Czar-
  inaAlexandra ofRussia throughtheir tremendous isolation from thepeo-
  ple.


TxText:
  Alexandra inparticularwas aforeigner,and especiallyalienated
  from everyday Russians; Rasputinused hispeasant origins toinsinuate
  himself into hergood graces,forshedesperately wanted tocommunicate
  with hersubjects.Once inthecourt's inner circle, Rasputinmade himself
  indispensable and attained great power. Heading straightforthe center,
  heaimed forthe onefigureinRussia who commandedpower (the czarina
  dominated herhusband), and found hehad noneed toisolate herforthe
  work wasalreadydone. TheRasputin strategycanbring you great power:
  Alwayssearch outpeople who hold high positions yetwho find them-
  selves isolated ontheboard' Theyarelikeapples fallingintoyour lap,
  easily seduced, and able tocatapult youintopower yourself.
  Finally,the reasonyoustrike attheshepherdisbecause such an ac-
  tion will djshearten thesheep beyond anyrational measure. When Het-
  nando Cortes and Francisco Pizarro ledtheir tiny forces against theAztec
  and Incan empires, theydid notmake themistake offightingonseveral
  fronts, nor were theyintimidated bythenumbers arrayed against them;
  they captured thekings, Moctezuma andAtahualpa. Vast empiresfell
  into their hands. With theleadergone thecenter ofgravity isgone; there
  isnothingtorevolve around andeverythingfalls apart.Aim atthelead-
  ers,bringthem down, andlook fortheendless opportunitiesintheconfu-
  sion thatwill ensue.
  Image: AFlock ofFatted
  Sheep.Do not waste precious
  time tryingtosteal asheeportwo; do
  not risk life and limb bysetting upon
  thedogsthatguard theflock. Aim atthe
  shepherd. Lure himawayand the dogs
  will follow. Strike him down and theflock will
  scatter—youcanpick them off one byone.
  Authority: Ifyoudraw abow, draw the
  strongest. Ifyouuse anarrow, use thelong~
  est. Toshoot arider, first shoot hishorse.
  To Catch agang ofbandits, first capture
  itsleader. justas acountryhas its
  border, sothekilling ofmen has itslimits. If
  thecnemy's attack can bestopped [witha
  blow tothehead], whyhaveanymore dead
  and wounded than necessary? (Chinese
  poet TuFu,Tang dynasty, eighth century)
  LAW 42 365
  366 LAW 42REVERSAL


TxText:
  “Anyharmyoudotoaman should bedone insuch awaythatyou need
  notfear hisrevenge,” writes Machiavelli. Ifyouacttoisolateyour enemy,
  make sure helacks the means torepaythefavor. IfyouapplythisLaw, in
  other words, applyitfrom aposition ofsuperiority,sothatyouhave noth-
  ingtofear from hisresentment.
  Andrew Johnson,Abraham Lincoln's successor asU.S. president,
  sawUlyssesS.Grant asatroublesome member ofhisgovernment. Sohe
  isolated Grant, asapreludetoforcinghim out. This only enragedthe
  great general, however, who responded byformingasupportbase inthe
  Republican partyandgoingontobecome the next president. Itwould
  have been farwiser tokeepaman like Grant inthefold, where hecould
  dolessharm, than tomake himrevengeful.And soyou may often find it
  better tokeep peopleonyour side, whereyoucan watch them, than to
  riskcreatinganangry enemy. Keepingthem close, youcansecretlywhit-
  tleawayattheir support base, sothat when thetime comes tocutthem
  loose theywill fallfastand hard without knowingwhat hitthem.
  43
  VVC)Rl(()D$TT[EZ]IEAURTS
  4APJ[)DAIT€I)S C)F CTTIIEI[S
  jUDGMENT
  Coercion cmates areunion that will eventuallywork
  against you.You must seduce others intowantingto
  move inyourIlirectimt. Aperson youhave seduced be-
  comes your loyal pawn. And thewaytoseduce others isto
  operateontheir individual psychologiesand weaknesses.
  Soflen uptheresistantbyworkingontheir emotions,
  playingonwhat they hold dear and what theyfear. Ig~
  mne theheads and minds ofothers and theywillgrowto
  hateyou.
  367
  LYRI S'x'IllSI:
  Thinking ofthc means
  bywhich hecould
  nwsl effmrlively
  pemmadvthePersians
  torevolr, /Cyrus's/
  delihcemtionx ledhim to
  adopt thefollowing
  plan, which hefound
  best suited tohis
  purpose. He wrote ona
  rollofparchmem' that
  Axrya-gee had
  appointedhim ('0
  coimnand (hePersian
  army;(her: he
  summoned an :zx.sern-
  Myofllze Persiarrs'.
  opened (heroll mtheir
  presence and read mu
  what hehad written.
  "And now, headded,
  Ihave anorder for
  you: every man isto
  appearonparade will:
  abillimok. . .X'


TxText:
  The order wasobeyed.
  Allthe men assembled
  with their bilihooks,
  andCyrusmaxi
  comtnarzd was [hall
  before Ikedaywas out
  they should rlear a
  Certain piece ofmag]:
  lam)'fullofthem»
  bushes, about eighleen
  ortwenty furlongs
  Square. This too was
  done, whereupon Cymx
  zssued thefurther order
  thatthey should
  present themselves
  againonthefollowing
  day,after having taken
  abath. Meanwhile,
  Cyrus collected and
  slaughtered allhis
  father's goals', sheep,
  and oxen inpreparation
  foreliteztairtiugthe
  whole I'erxiunarmyat
  abanquet, together
  with thebest wine and
  bread hecould procnm.
  The next day (heguests
  assemhled, and were
  368 LAW 43TRANSGRESSION OFTHE LAW
  Near theendofthereign ofLouis XV, allofFrance seemed desperatefor
  change. When theking's grandson and chosen successor, thefuture Louis
  XVI, married thefifteen-year-old daughteroftheempress ofAustria, the
  French caughtaglimpseofthefuture that seemed hopeful.Theyoung
  bride, Ma.rie~Antoinette, was beautiful and full oflife. She instantly
  changedthemood ofthe court, which was rank with Louis XV's dc»
  baucheries; even the common people,who hadyettoseeher, talked excit-
  edly ofMarie-Antoinette. The French hadgrown disgustedwith the series
  ofmistresses who had dominated Louis XV, andthey looked forward to
  sewing their newqueen.In1773, when Marie-Antoinette publiclyrode
  through the streets ofParis forthefirst time, applaudingcrowds swarmed
  around hercarriage. “How fortunate,” she wrote hermother, “tobeina
  positioninwhich one cangainwidespread affection atsolittle cost.”
  In1774 Louis XV died and Louis XVI took thethrone. As soon as
  Maxie-Antninette becamequeenshe abandoned herself tothepleasures
  sheloved themost—-ordering andwearing themost expensive gowns and
  jewelry intherealm; sportingthe most elaborate hair inhistory,her
  sculptedcoiffures risingasmuch asthree feet above herhead; andthrowing
  aconstant succession ofmasked balls and fétes. Allofthese whims shepaid


TxText:
  foroncredit, never concerningherself with thecost orwhopaidthebills.
  Marie~Antoinette's greatest pleasurewas thecreation anddesigningof
  aprivateGarden ofEden atthePetit Trianon, achéteau onthegroundsof
  Versailles with itsown woods. ThegardensatthePetit Trianon were tobe
  as“natural” aspossible, includingmoss applied byhand tothe trees and
  rocks. Toheightenthepastoral effect, thequeen employed peasantmilk-
  maids tomilk thefinestlookingcows intherealm; launderers and cheese
  makers inspecial peasantoutfits shehelped design; shepherdstotend
  sheepwith silkribbons around their necks. \'Vhen sheinspectedthebams,
  shewould watch hermilkmaids squeezing milk intoporcelainvases made
  attheroyalceramic works. Topassthetime, Ma.rie«Antoinette would
  gather flowers inthewoods around thePetit Trianon, orwatch her“good
  peasants” doingtheir “chores.” The place became aseparate world, its
  community limited toherchosen favofites.
  With each newwhim, the cost ofmaintainingthePetit Trianon soared.
  Meanwhile. France itself wasdeteriorating: There was famine and wide
  spread discontent. Even sociallyinsulated courtiers seethed with resent-
  ment-—thequeentreated them like children. Only herfavorites mattered,
  and these were becoming fewer and fewer. But Marie~Antoinette did not
  concern herself with this. Not once throughout herreigndid she read a
  minister's report.Not once didshe tour theprovinces andrallythepeople
  toherside. Not once didshemingle amongtheParisians, orreceive adc]
  egation from them. She did none ofthese thingsbecause asqueenshefelt
  thepeopleowed hertheir affection, and she was notrequiredtolove them
  inreturn.
  In1784 thequeenbecame embroiled inascandal. Aspart ofanelabo-
  rate swindle, the most expensivediamond necklace inEuropehad been
  purchasedunder her name, and duringthe swindlers' trial her lavish
  lifestylebecame public: People heard about themoneyshespentonjewels
  and dresses and masked dances. They gaveher thenickname “Madame
  Deficit,” and from then onshebecame thefocus ofthepeople's growing
  resentment. When sheappeared inher box attheoperathe audience
  greeted herwith hisses.


TxText:
  Even the court turned against her. Forwhile she
  had been running upherhuge ezcpenditures,thecountrywas headed for
  rum.
  Fiveyears later, in1789, anunprecedentedevent took place:thebe
  ginning oftheFrench Revolution. Thequeendid notworry—-letthepeo-
  plehave their little rebellion, she seemed tothink; itwould soon quiet
  down and shewould beable toresume herlifeofpleasure.Thatyearthe
  peoplemarched onVersailles, forcingtheroyal familytoquitthepalace
  and take residence inParis. This was atriumphfortherebels, butitoffered
  thequeenanopportunitytoheal thewounds shehadopenedand establish
  contact with thepeople.Thequeen, however, had notlearned herlesson:
  Not once would sheleave thepalace during herstayinParis. Hersubjects
  could rotinhell forallshecared.
  In1792 theroyal couplewas moved from thepalacetoaprison,asthe
  revolution officiallydeclared theendofthemonarchy. Thefollowing year
  Louis XVI wastried, found guilty,andguillotined.AsMarie~Autoinette
  awaited the same fate,hardlyasoul came toher defense-—not oneofher
  former friends inthecourt, not one ofEurope'sother monarchs (who, as
  members oftheir own countries' royal families, had allthe reason inthe
  world toshow that revolution did notpay),not even her own familyin
  Austria, includingherbrother, who now sat onthethrone. She had be
  come theworld's pariah. InOctober of1793, shefinally knelt attheguillo-
  tine, unrepentantanddefiant tothebitter end.
  Interpretation
  From early on,Marie—Antoinette acquiredthemost dangerous ofattitudes:
  As a.young princessinAustria she wasendlesslyflattered andcajoled.As
  thefuturequeen oftheFrench court she wasthecenter ofeveryone'satten-
  tion. She never learned tocharm orpleaseother people,tobecome at-
  tuned totheir individual psychologies.She never had towork together
  way,tousecalculafion orcunningorthe artsofpersuasion.And likeevery-
  onewho isindulged from anearly age,sheevolved into amonster ofin-
  sensitivity.
  Marie-Antoinette became thefocus ofanentire country'sdissatisfac-
  tion because itissoinfuriating tomeet with apersonwho makes noeffort
  toseduceyouorattempttopersuade you,even ifonlyforthepurpose of
  deception. And donotimaginethat sherepresentsabygone era, orthat


TxText:
  she iseven rare. Hertypeistodaymore common than ever. Such typeslive
  intheir own bubble—theyseem tofeeltheyareborn kingsandqueens,
  and that attention isowed them. Theydonotconsideranyoneelse': na-
  ture, butbulldoze over peoplewith theselfirighteous arrogance ofaMarie-
  Antoinette. Pamperedandmdulgedaschildren, asadults theystillbelievetold tositdown onthe
  gmis and enjoy
  themselves. Afler the
  meal Cyrus asked Ihem
  which theypn'ferred—
  yest:2rday'.s work or
  today'; amusement;
  andthey replied that it
  was indeed. afarcry
  from theprevious day's
  misery totheir present
  pleasures, 'l'hi.s' wax the
  anywc-r which Cyrus
  wtmlecl; heseized upon
  itatonce and
  proceededtolaybare
  what hehad inmind.
  “Men ofPersia," he
  said, “listen tome:nhey
  myorders, and you will
  beable toenjoyathou~
  smtd pleasuresasgood
  asthis withum ever
  turning your hands [0
  menial labor.' but,if
  you disobey, yester-
  day's task will hethe
  pattern ofinnumerable
  others you will be
  fU7't'('!l toperform. Take
  myadvice and win
  yuurfreedom, lam the
  man destined tounder-
  take your liberation,
  and atismybelief that
  youare amarch for the
  Medes inwar orin
  ltvcrythirzgelm. Itis1/11'
  truth Itellyou.Do not
  delay. butfling offthe
  yoke ofxhryagcs at
  once."
  The I'ersi¢m.9 hadlong
  resented Iheil' subjec-
  (ion totheMales. A:
  lastthey hurl[amida
  (earlier, and welcomed
  with enthusiasm the
  pmspecr ofliberty‥ . .
  Onthe[JYIESEIII ocrasinn
  thePersians under
  Cyruxr().\'(! against the
  Males andfrom then
  onwards were rnaslers
  ofA:ia.
  me; HlS'i'ORlES,
  llERUl)0'I'U.'i.
  FIFTH CENTIZRY B.c‥
  LAW 4: 369
  'H||: (1|';.\H.l. Mi':
  ill'l'|'.lKhll:\Sll)\
  The north wind and the
  sun were di.$'[)lll£Ng
  wiricie was thextrmrger.
  am!agreedto
  acknowlt,*dg(' asthe
  victor wlzic 1:warof
  them mold .


TxText:
  vn'i;)a
  traveler ofhis clothing.
  The wind trim!/irsl.
  But itsviolent gum
  only made the mar:
  hold hisrlntlms t/glztly
  around him. and when
  itblew harder will thr
  cum made him so
  m2r;ornj'mmbIe that he
  pmonanextra wrap.
  Evcwtllrz/Iy thrwind
  go:rircd afiz and
  ]'lt1fllIL'([ him over /0the
  sun. The sunshorwfirrl
  wilh amoderate
  warmth, wlzicrfz made
  the man lake of)“hi.v
  mpcuut. Tim: itblazed
  /iercely. till,unable
  10slam! theheat.
  heMrippvd and went
  offtobathe ina
  nearbyriver:
  Persuasion ismore
  cjfccti ve[hurl force.
  i«'.wu~.s.
  At~.s<>t'.
  sum-1 mm 1'R'[ M'.
  370 LAW 43thateverythingmust come tothem; convinced oftheir own charm, they
  make noeffort tocharm, seduce, orgently persuade.
  Intherealm ofpower, such attitudes aredisastrous. Atalltimesyou
  must attend tothose aroundyou, gaugingtheir particular psychology,tai—
  loxing yourwords towhatyouknow will entice and seduce them. This re
  quires energyand art.The higher your station, thegreaterthe need to
  remain attuned tothehearts and minds ofthose belowyou, creatingabase
  ofsupporttomaintainyouatthepinnacle.Without that base, your power
  will teeter, and attheslightest changeoffortune those below willgladlyas-
  sistinyour fallfrom grace.
  OBSERVANCE OFTHE LAW
  inA.D.225, Chuko Liang, master strategistand chief minister totheruler
  ofShu inancient China, confronted adangerous situation. Thekingdomof
  Wei had mounted anall~out attack onShu from thenorth. More dangerous
  still, Wei had formed analliance with thebarbarous states tothesouth of
  Shu, ledbyKing Menghuo.Chuko Lianghad todeal with this second
  menace from thesouth before hecould hopetofend offWei inthenorth.
  AsChuko Liang preparedtomarch south against thebarbarians, a
  wise man inhiscampoffered him advice. Itwould beimpossible,this man
  said, topacifytheregion byforce.


TxText:
  Lizmg would probablybeat Menghuo,
  but assoon asheheaded north again todeal with Wei, Menghuowould
  reinvade. “Itisbetter towinhearts," said thewise man, “than cities; better
  tobattle with hearts than withweapons. Ihope youwill succeed inwinning
  thehearts ofthese people.” “You readmythoughts,” respondedChuko
  Liang.
  AsLiang expected, Menghuolaunched a.powerful atm ButLiang
  laid atrapandmanagedtocapturealarge part ofMenghuds army,includ-
  ingthekinghimself. Instead ofpunishingorexecutinghisprisoners,how-
  ever, heseparatedthesoldiers from their king,hadtheir shackles removed,
  regaled them with food and wine, and then addressed them. “You areall
  upright men,” hesaid. “Ibelieveyouallhaveparents, wives, and children
  waiting foryouathome. Theyaredoubtless sheddingbitter tears atyour
  fate. Iamgoingtorelease you,sothatyoucan return home toyour loved
  ones and comfort them.” The men thanked Liang with tears intheireyes;
  then hesent forMenghuo. “If 1release you,”askedLiang,“what willyou
  do?” “Iwillpull myarmy together again,”answered theking, “and lead it
  against youtoadecisive battle. Butifyou captureme asecond time, Iwill
  bow toyour superiority.”Notonly didLiangorder Menghuo released, he
  gave him agiftofahorse and saddle. Whenangrylieutenants wondered
  why hedidthis,Liangtoldthem, “Icancapturethat man aseasilyasIcan
  takesomething outofmypocket. Iamtryingtowin hisheart. When Ido,
  peace will come ofitself here inthesouth.”
  AsMenghuohad said hewould, heattacked again. Buthis own offi-
  cers, whom Lianghad treated sowell, rebelled against him, captured him,
  and turned him over toLiang,who asked him again the same questionas
  before. Menghuo repliedthat hehad notbeen beaten fairly,butmerelybe-
  trayed byhisown officers; hewould fight again, butifcapturedathird time
  hewould bow toLiang's superiority.
  Over thefollowingmonths Liangoutwitted Menghuo again andagain,
  capturinghim athird, afourth, and afifth time. Oneach occasionMeng—
  huo's troops grew more dissatisfied. Liang had treated them withrespect;
  theyhad losttheir heart forfighting.


TxText:
  Buteverytime Chuko Liang asked
  Menghuotoyield,thegreat king would comeupwith another excuse: You
  tricked me,Ilostthroughbadluck, onand on.Ifyou capturemeagain,
  hewould promise,Iswear Iwill notbetray you.And soLiang would let
  himgo.
  When hecaptured Menghuo forthesixth time, heasked theking the
  same question again. “Ifyou captureme aseventh time,” theking replied,
  “Ishall give you myloyaltyand never rebel again.” “Very well,” said
  Liang.“But ifIcapture youagain, Iwill notrelease you.”
  Now Menghuo and hissoldiers fled toafarcorner oftheir kingdom,
  theregion ofWuge. Defeated somany times, Menghuo hadonlyonehope
  left:Hewould askthehelp ofKing Wutugu ofWuge,who had animmense
  and ferociousarmy. Wutugu's warriors wore anarmor oftightlywoven
  vines soaked inoil, then dried to animpenetrablehardness. With
  Menghuoathisside, Wutugumarched thismighty army against Liang, and
  thistime thegreat strategist seemed frightened, leading his men inahur-
  ried relreat. But he wasmerely leading Wutugu into atrap:Hecornered
  theking'smen inanarrow valley,then litfires setallaround them. When
  thefires reached thesoldiers Wutugu's whole army burst into flame-the
  oiiintheir armor, ofcourse, being highlyflammable. Allofthem perished.
  Lianghadmanagedtoseparate Mengliuo and hisentourage from the
  carnageinthevalley,and theking found himself acaptive fortheseventh
  time. After thisslaughter Liangcould notbear toface hisprisoner again.
  Hesent amessengertothecaptured king: “He hascommissioned metore-
  leaseyou.Mobilize anotherarmy against him, ifyou can, andtryonce
  more todefeat him.” Sobbing, theking felltotheground,crawled toLiang
  onhishands andknees, andprostratedhimself athisfeet. “Oh great minis-
  ter,” cried Menghuo, “yoursisthemajesty ofHeaven. We men ofthesouth
  will never againolier resistance toyourrule.” “Doyounowyield?”asked
  Liang. “I,my sons, andmygrandsonsaredeeplymoved byYour Hon0r's
  boundless, lifegiving mercy.How could wenotyield?”
  Lianghonored Menghuo with agreat banquet,reestablished him on


TxText:
  thethrone, restored hisconqueredlands tohisrule, then returned north
  with hisarmy, leavingnooccupying force. Liangnever came back—he had
  noneed to:Menghuohad become hismost devoted and unshakable ally.
  Interpretation
  Chuko Liang had twooptions: Trytodefeat thebarbarians inthesouth
  with onecrushing blow, orpatiently andslowly win them tohisside over
  time. Most peoplemore powerful than their enemy grab thefirstoption
  and never consider thesecond, butthetruly powerful think farahead: TheThe men who have
  changed the l.tI1iv(,'rS!'
  have newer gotten there
  byworking onIecrdery,
  butrather bymoving
  the nza.s'.ve.s“. Working on
  lcartrrs isthemethod of
  intrigue andonly lozurlx
  tos:t4.':)r111(1r_\1 rmlaltx.
  Workingonthe rrm<r5c'5.
  however, isthesrroke
  ofgenius mm charxges
  thefamnfthc world.
  NAY()LE().'*- l3i)NAPAR 31- .
  1769 i821
  l.lI«'|7, ill' Al.lCV \\l)I'.Ii
  'l'll|~. (.l(l'.:\'l
  This long andpzlirzfizi
  [111mu" IofI)arz'ns—-—for
  inrlevm days he
  nuzrched 33htmdrczl
  fi4rIurzgx—~l1ura.v.w(l his
  xm'zJ'£cr.\' sorim! most of
  them were ready' togive
  itup,L-hicfly for mm!
  ofwater. While they
  were inthis rimrexzsz it
  lmppened that .\'f)!'I1£'
  Macedoniimr who had
  fetched Willi?! inskins
  upon their mules from
  :1river they had/(mm!
  out came about noon
  tothephnce where
  Alexander wax. and
  seeing him almost
  irlmkod with Ihirxt.
  pmwnily filledzrhelmet
  (rm!ofleredithim. . . .
  Then helook the
  hzimer mm hishands.
  andlooking round
  about when hesaw all
  those who were near
  him .\'l!('l€]¢fIzg their
  heads outandlooking
  earnestly after the
  drink. hereturned it
  again wixh (hanks
  LAW 43 371
  without tax-ting (I
  drop ofit.
  "For.”.s'ui([ he,“ifl
  (1[(]Il(?.


TxText:
  S'HUu/J drink. the
  rest will beoutof
  heurr."The .\'oldier.s' no
  .mum:r wok notice of
  histemperance and
  mugmmimny upon this
  m:ca.uun, buttheyone
  and «ii('I'i§%d out tohim
  tolead them fnrmml
  lioiciix. and began
  wlzippingontheir
  horses. For whzlvr mm»
  hm! such :2king they
  said they Ala/led both
  wezirinesx and (I1ir.s'l.
  and lcmkcil upon rherrr
  .s'clw.\' tobelittle less
  than Immortal.
  'rm. Lll*l- or
  .'\I,l‥\A'~:l1l«.R'|'lll~Z ouuxl'.
  P1m:z\m'H.
  CA.n. 46-120
  372
  'LAW 43firstoption maybequick andeasy,but over time itbrews uglyemotions in
  thehearts ofthevanquished. Their resentment turns tohatred; such ani-
  mosity keeps youonedge~—you spend your energy protectingwhatyou
  have gained, growing paranoid and defensive. The second option, though
  more difficult, notonly brings you peace ofmind, itconverts apotential
  enemyinfo apillarofsupport.
  Inallyour encounters, cake astepback—-take thetime tocalculate and
  attune yourselftoyour targets' emotional makeupandpsychologicalweak-
  nesses. Force willonly strengthentheir resistance. 'With most peoplethe
  heart isthekey:Theyarelikechildren, ruled bytheir emotions. Tosoften
  themup,alternate harshness withmercy. Playontheir basic fears, and also
  their loves——freeclom, family,etc. Onceyoubreak them down, you will
  have alifelongfriend andfiercely loyal ally.
  Governments saw menonly inmass; but our men, being irregulars,were not
  formations,butindividuals. . ‥Ourkingdoms layineach manis mind.
  Scvcn Pillars ofWisdom, T'.1;.Lawrence, 1888-1935
  KEYS TO POWER
  Inthegame ofpower, youaresurrounded bypeoplewho have absolutely
  noreason tohelp youunless itisintheir interest todo so.Andifyouhave
  nothingtooffer their selfiinterest, youarelikelytomake them hostile, for
  they will seeinyoujustone more competitor,one more waster oftheir
  time.


TxText:
  Those that overcome thisprevailingcoldness arethe ones who find
  thekeythat unlocks thestra.nger's head andmind, seducing him into their
  corner, ifnecessary sofiening him upfor apunch.But mostpeoplenever
  learn this side ofthegame. Vlrhen theymeet someone new, rather than
  steppingback andprobing toseewhat makes thisperson unique, theytalk
  about themselves, eagertoimposetheir own willpowerandprejudices.
  They argue, boast, and make ashow oftheirpower. They maynotknow it
  buttheyaresecretly creatinganenemy,aresistor, because there isno
  more infuriating feeling than having your individuality ignored, yourown
  psychology unacknowledged. Itmakesyoufeel lifeless and resentful.
  Remember: Thekeytopersuasionissoftening people upand break-
  ingthem down, gently.Seduce them with atwo—pronged approach:Work
  ontheir emotions andplayontheir intellectual weaknesses. Bealert to
  both whatseparatesthem from everyone else(their individual psychology)
  and what theyshare witheveryoneelse(their basic emotional responses).
  Aim attheprimary emotions——love, hate, jealousy.Onceyoumove their
  emotionsyouhave reduced their control, makingthem more vulnerable to
  persuasion.
  When Chuko Liang wanted todissuade animportant generalofarival
  kingdom from entering into analliance with Ts'ao Ts'ao, Liang'sdreaded
  enemy,hedid not detail "rm; Ts'ao's cruelty,orattack him onmoral
  grounds. Instead Liang suggested that Ts'ao Ts'ao wasreallyafter thegen»
  eral's beautifulyoungwife. This hitthegeneralinthegut, and won him
  over. MaoTse—tung similarly always appealedtopopular emotions, and
  spokeinthesimplestterms. Educated and well—rea.d himself, inhis
  speechesheused visceral metaphors, voicing thepublic's deepestamdelies
  andencouraging them tovent their frustrations inpublic meetings.Rather
  than arguingthepractical aspects of a.particular program, hewould de~
  scribe how itwould affect them onthemost primitive,down—to—earth level.
  Donotbelieve that thisapproachworks onlywith theilliterate and un-
  sch0oled—it works onone and all.


TxText:
  Allofusaremortal and face the same
  dreadful fate, and allofusshare thedesire forattachment andbelonging.
  Stirupthese emotions andyoucaptivateourhearts.
  The best waytodothis iswith adramatic jolt, ofthekind that Chuko
  Liangcreated when befedand released prisonerswho expected onlythe
  worst from him. Shaking them tothecore, hesoftened their hearts. Playon
  contrasts like this: Push peopletodespair,then givethem relief. Iftheyex~
  pectpainandyougivethem pleasure, youwintheir hearts. Creating plea-
  sure ofanykind, infact, willusually bring you success, aswillallaying fears
  andprovidingorpromising security.
  Symbolic gesturesareoften enough towinsympathyandgoodwill. A
  gesture ofself—sacri.fice, forexample--ashow that yousuffer asthose
  around youdo—will make people identify with you,even ifyour suffering
  issymbolicorminor and theirs isreal. When youenter agroup,make a
  gestureofgoodwill;soften thegroup upfortheharsher actions thatwillfol-
  low later.
  When T.E.Lawrence wasfightingtheTurks inthedeserts oftheMid-
  dleEast duringWorld War I,hehad anepiphany:Itseemed tohim that
  Conventional warfare had lost itsvalue. The old-fashioned soldier was lost
  inthe enormous amiies ofthetime, inwhich hewas ordered about like a
  lifelesspawn.Lawrence wanted toturn this around. Forhim, everysol-
  dier's mind was akingdom hehad toconquer. Acommitted, psychologi-
  cally motivated soldier would fight harder and morecreativelythan a.
  puppet.
  Lawrence's perceptionisstill more true intheworldtoday,where so
  many ofusfeelalienated, anonymous,andsuspiciousofauthority,allof
  which makes overtpower playsand force even more counterproductive
  anddangerous.Instead ofmanipulatinglifelesspawns,make those onyour
  side convinced and excited bythe causeyouhave enlisted them in;this
  will notonlymakeyour work easier butitwill alsogive youmore leeway
  todeceive them later on.And toaccomplishthisyouneed todeal with
  their individual psychologies.Never clumsilyassume that the tactic that
  worked on oneperson willnecessarilywork onanother. Tofind thekey
  thatwill motivate them, firstgetthem toopen up.


TxText:
  The more they talk, the
  more theyreveal about their likes and dislikes--the handles and levers to
  move them with.
  The quickest waytosecure people'sminds isbydemonstrating,as
  simplyaspossible,how anaction will benefit them. Self—interest isthe
  LAW 43'3'73
  37'4 LAW 43strongestmotive ofall:Agreatcausemay capture minds, but once thefirs:
  flush ofexcitement isover, interest willflag--unless there issomethingto
  begained. Self-interest isthesolider foundation. The causes thatwork best
  use anoble veneer tocover ablatant appealtoself-interest; the cause se-
  duces buttheself-interest secures thedeal.
  The peoplewho arebest atappealingtopeople's minds areoften
  artists, intellectuals, and those ofamore poeticnature. This isbecause
  ideas aremost easily communicated through metaphorsandimagery. Itis
  always good policy, then, tohave inyour pocketatleast one artist orintel~
  lectual who canappeal concretelytopeople's minds. Kings have always
  keptastable ofwriters intheir ham: Frederick theGreat had hisVoltaire
  (until they quaneledandseparated), Napoleonwon over Goethe. Con-
  versely, Napoleon III's alienation ofwriters such asVictor Hugo, whom he
  exiled from France, contributed tohisgrowing unpopularityand eventual
  downfall. Itisdangerous, then, toalienate those who havepowers ofex»
  pression,and useful topacifyandexploitthem.
  Finally,learn toplaythenumbers game' The wideryour supportbase
  thestronger your power. Understanding that one alienated, disaffected
  soul cansparkablaze ofdiscontent, Louis XIV made sure toendear him-
  self tothelowest members ofhisstaff. You too must constantlywin over
  more allies onalllevels-we time willinevitablycome whenyouwill need
  them.
  lmage:
  TheKeyhole.
  People build
  walls tokeep you
  out; never force
  your wayin—-you
  will find onlymore
  walls within walls.
  There are doors in
  these walls, doors to
  theheart andmind, and
  theyhave tiny keys
  holes Peerthrough the
  keyhole,find thekey
  thatopensthedoor,
  andyouhave access


TxText:
  totheir will with
  nougly signs
  offorced
  entry.
  Authority:The difiiculties inthewayofpersuasionheinmykn0w—
  ingtheheart ofthepersuadedinorder therebytofitmywording
  into it. . . .For this reason, whoever attempts persuasionbefore
  thethrone, must carefullyobserve thesovereigrfs feelings oflove
  and hate, his secret wishes and fears, before he canconquer
  hisheart. (Hawfeivtzu, Chinese philosopher,third century BC.)
  REVERSAL
  There isnopossible reversal tothis Law.
  LAW 43 375
  37544
  DISARM AND INFURIATE
  WITH THE MIRROR EFFECT
  jUDGMENT
  The mirror reflects reality,butitisalxo theperfect toalfor
  deception:Whenyouminmyour enemies, doing exactly
  asthey do,theycannot figureoutyour strategy. TheMir-
  1m*Efi"ectmocks and humiliates them, makingthem over-
  react.Byholding upamirmr tothelrpsyches, youseduce
  them with theillusion thatyoushare their values; by
  holding upamirror totheir actions, youteach them a
  lesson. Fm: can resist thepower ofsheMirmr Eflecil
  MIRROR EFFECTS: Preliminary Typology
  Mirrors have thepowertodisturb us.Gazingatourreflection inthemir~
  rot, we most often seewhat wewant tosee—the image ofourselves with
  which we aremost comfortable. Wetend not tolook tooclosely, ignoring
  thewrinkles and blemishes. Butifwedolook hard atthereflectedimage,
  wesometimes feelthat we areseeingourselves asothers see us, asaperson
  amongother people,anobjectrather than asubject. That feeling makes us
  shudder—we seeourselves, but from theoutside, minus thethoughts,
  spirit,and soul thatfillour consciousness. We are athing.
  Inusing Mirror Efiects wesymbolicallyre—create thisdisturbing power
  bymirroring the actions ofother people, mimicking their movements to
  unsettle and infuriate them. Made tofeelmocked, cloned, objectlike,an
  imagewithout asoul, they getangry. Ordothe same thing slightly differ'
  entlyandthey mightfeeldisarmed—youhave perfectlyreflected their
  wishes and desires. This isthenarcissism:power ofmirrors. Ineither case,
  theMirror Efiect unsettles your targets, whether angeringorentrancing
  them, and inthat instantyouhave thepowertomanipulateorseduce
  them. The Effect contains great powerbecause itoperatesonthe most


TxText:
  primitiveemotions.
  There arefour main Mirror Effects intherealm ofpower:
  The NeutralizingEflect. Inancient Greek mythology,theGorgon
  Medusa hadserpentsforhair,protruding tongue, massive teeth, and aface
  souglythatanyonewhogazedather was turned into stone, outoffright.
  But thehero Perseus managedtoslayMedusa bypolishinghisbronze
  shield into amirror, then using thereflection inthemirror toguidehim as
  hecrept upand cutoffher head without looking atherdirectly. Ifthe
  shield inthis instance was amirror, themirror also was akind ofshield:
  Medusa could not seePerseus, she sawonlyher own reflected actions, and
  behind this screen thehero stoleupanddestroyedher.
  This isthe essence oftheNeutralizingEifect: Dowhat your enemies
  do,following their actions asbestyou can, andthey cannot seewhatyou
  areupto—theyareblinded byyourmirror. Their strategyfordealing with
  youdependsonyour reacting tothem inaway characteristic ofyou;new
  tralize itbyplayingagame ofmimicry with them. The tactic has amock—
  ing,even infuriatingeffect. Most ofusremember thechildhood experience
  ofsomeone teasingusbyrepeatingour words exactly-—afterawhile, usu-
  allynotlong,wewanted topunchthem intheface. Workingmore subtly
  asanadult, youcanstillunsettleyour opponentsthis way; shielding your
  own strategy with themirror, youlayinvisibletraps,orpush your oppo-
  nents into thetraptheyplannedforyou.
  This powerful technique hasbeen used inmilitary strategy since the
  days ofSun-tzu; inour own time itoftenappearsinpolitical campaigning.
  Itisalso useful fordisguisingthose situations inwhich youhave noparticu-
  larstrategy yourself.This istheWa.rn'or's Mirror.
  Areverse version oftheNeutralizingEffect isthe Shadow: YouT!HEMl;'R(1lHl\ X'AI)
  llIS .\I)
  Acermin merclmm
  once had agreat desire
  tomake along journey.
  Now inregard /hat he
  was not very weal/hy.
  “I! Ls'rsquisi1e,"sai:1' he
  toFzimselfi “that before
  mydeparture 1should
  leave xonzre partafmy
  chute inthecity,10the
  and thatifImeet with
  illluck inmyIruverls,
  Imay have wherewithal
  tokeep meinmy
  return."Tothispurpose
  hedelivered agreat
  number 0/"bars ofiron,
  which were aprincipal


TxText:
  partofhis wealth, in
  trust tooneofhis
  friends, desiring him to
  keep them duringIns:
  absence; and then,
  mking hisleave, away
  hewent. Some time
  after, havinghad butlll
  luck inhistravels, he
  remnled lzom«,' and the
  firs: thing hedid was to
  gotohisfriend, and
  demand hisiron: but
  hisfriend, who owed
  several sums vfmonev,
  having sold theiron to
  payhis own debts,
  made him (ink answer.'
  “Tmly, friend,"said he,
  "'1put your iron into (1
  mom that was('last
  locked, imagining it
  would have been there
  (ISS€[.'LiH:' 03'WE)'(7WI1
  gold; but anaccident
  hasitappened wlnirh
  noone could ha we
  suspected, forthem was
  aratinthe room wlzich
  arei1allup.”
  The merclzam.
  pretending zgnorarwe,
  replied, "I!isaterrible
  misfmnme I0me
  indem';buI1 know of
  LAW 44 377
  oldIlla! rats love in»:
  extmm srly; Ihave
  sufferer] laythem many
  tirnm hr-fnrvmthe mmv
  rmmrzer, and!hc'r0j'ore
  cam rlwhatter hem my
  prrnwznl affliction."
  'fills' answer extremely
  pl£?u.$'(:(l Ilzrfnenri,who
  wasglad tohear the
  mwclmm sowell
  irzciizwd tobrlicvc rim!
  11mthad eaten hisiron;
  and Inremuw all
  suspicions. desired him
  todz'/ui will: him the
  next day. The mrrciumt
  prcrmised hewould, but
  inthemvanlime hemet
  inthemiddle ufrho City
  oneoflH'.\' friemfs chil-
  :1rm;rhe rhilzi he
  carried home. and
  iortkml upin 11mrmz.
  The next clay hewent to
  hisfrimrl. who secnmzl
  tobeingreat af]Iir:1im1‥
  which heasked him the
  <:ml.\'t' ofasifhe fwd
  been perfr¢¢rtl_v igrmnmr
  ofwhm /Mdlmppeneri.
  “O, mydmrfrimd,"
  mrswzrml theother, ''I
  beg you toexcuse me.if
  you donot set' me so
  cheerfulasotherwise
  Iwould be;Ihave lost
  oneofmyzzlzildrrm;
  Ihave hurl him cried by
  .


TxText:
  murz(I oftmmprez, but
  Iknow muwhat is
  l7('('1'IIll£' ufhim."
  "0f"mplir,'dIl1zr
  rmrclmnl. “Iamgricvczl
  mlwar thir;_/hr
  yesterday in(lav
  evmxlrzg,asIpm'n3(l
  from henure, Isaw an
  owl in1/10 airwith a
  child inhisclaws; [Jul
  \&'lll('flt(H' itwereyour.»
  1("armor It-Ii."
  "Why, you most foolish
  and tIl)b'llI'£l crwrure."
  ntplivrl (hrfricml, "are
  you notaxlianzed toml!
  such aneg:'¢»gi0a.s' lie?
  Anom'. thul weighs in
  .777'?
  ALAW 44shadowyour opponents' everymove without their seeing you.Use the
  Shadow togatherinformation that will neutralize their strategylater on,
  when youwill beable tothwart their everymove. The Shadow iseffective
  because tofollow themovements ofothers istogain valuable insightsinto
  their habits and routines. The Shadow isthepreeminentdevice fordetec-
  tives andspies.
  The Narcissus Eflect. Gazingatanimageinthe waters ofapond,the
  Greek youthNarcissus fellinlove with it.And when hefound outthat the
  imagewas his own reflection, and that hetherefore could not consummate
  hislove, hedespairedand drowned himself. Allofushave asimilar prob-
  lem: We areprofoundlyinlove with ourselves, but since thislove excludes
  alove objectoutside ourselves, itremains continuouslyunsatisfied and un-
  fulfilled. The Narcissus Effect playsonthis universal narcissism: You look
  deep into thesouls ofother people;fathom their inmost desires, their val-
  ues, their tastes, their spirit;andyou reflect itback tothem, making your-
  selfinto akind ofmirror image. Your abilitytoreflect theirpsyche gives
  yougreat powerover them; they mayeven feel atinge oflove.
  This issimplytheabilitytomimic anotherpersonnotphysically,but
  psychologically,and itisimmensely powerfulbecause itplays uponthe
  unsatisfied se1f—love ofachild. Normally, people bombard uswith their ex-
  periences,their tastes. They hardlyever make theeffort to seethings
  throughoureyes.This isannoying, butitalso creates great opportunity:If


TxText:
  youcan show youunderstand anotherperson byreflectingtheir inmost
  feelings, they will beentranced and disarmed, allthe more sobecause it
  happenssorarely. No one can resist thisfeeling ofbeing harmoniouslyre-
  flected intheoutside world, even though youmightwell bemanufacturing
  itfor their benefit, andfordeceptive purposes ofyourown.
  The Narcissus Effect works wonders inboth social lifeandbusiness; it
  givesusboth theSeducer's and theCoum'er's Mirror.
  The Moral Effect. Thepower ofverbal argument isextremely limited,
  and often accomplishestheopposite ofwhat isintended. AsGracién re-
  marks, “The truth isgenerally seen, rarelyheard.” The Moral Effect isa
  perfect way todemonstrate yourideas through action. Quite simply, you
  teach others alesson bygivingthem ataste oftheir own medicine.
  IntheMoral Effect, youmirror what other peoplehave done toyou,
  and do soinawaythat makes them realize youaredoing tothem exactly
  what they did toyou.You make them feelthat their behavior hasbeen un-
  pleasant,asopposedtohearing youcomplainand whine about it,which
  only gets their defensesup.And astheyfeeltheresult oftheir actions mir~
  rored back atthem, theyrealize intheprofoundestsense how theyhurt or
  punishothers with their unsocial behavior. Youobjectifythequalifies you
  want them tofeelashamed ofand create amirror inwhich theycangazeat
  their follies and learn alesson about themselves. This techniqueisoften
  used byeducators, psychologists,andanyonewho has todeal with un-
  pleasantand unconscious behavior. This istheTeacher's Mirror. Vifhether
  ornotthere isactually anything wrong with thewaypeoplehave treated
  you, however, itcanoften betoyour advantage toreflect itback tothem in
  awaythat makes them feelguiltyabout it.
  TheHallucinatory Effect. Mirrors aretremendously deceptive, forthey
  create asense thatyouarelookingatthereal world. Actually, though, you
  areonly staringatapiece ofglass, which,aseveryone knows, cannot show
  theworld exactlyasitis:Everythinginamirror isreversed. When Alice
  goesthroughthelooking glass inLewis Ca.rroll's book, she enters aworld


TxText:
  that isback~to—front, and more thanjustvisually.
  TheHallucinatoryEffect comes from creatingaperfect copy ofanob-
  ject,aplace,aperson.Thiscopyacts asakind ofdummy—-people take it
  fortherealthing,because ithasthephysical appearance oftherealthing.
  This isthepreeminent technique ofcon artists, who strategicallymimic the
  real world todeceive you. Italso hasapplicationsinanyarena that re
  quires camouflage.This istheDeceiver's Mirror.
  OBSERVANCES OFMIRROR EFFECTS
  Observance I
  InFebruary of1815, theemperor Napoleon escapedfrom theisland of
  Elba, where hehad been imprisoned bytheallied forces ofEurope, and re-
  turned toParis inamatch that stirred theFrench nation, rallying troops
  and citizens ofallclasses tohisside andchasinghissuccessor, KingLouis
  XVIII, offthethrone' ByMarch, however, havingreestablished himselfin
  power,hehad toface thefactthat France's situation hadgravely changed.
  Thecountrywas devastated, hehad noalliesamongtheother European
  nations, and hismost loyal andimportantministers had deserted him or
  leftthecountry. Onlyone man remained from theoldregin-ie—joseph
  Fouché, hisformer minister ofpolice.
  Napoleonhad relied onFouché todohisdirtywork throughouthis
  previous reign,but hehad never been able tofigurehisminister out. He
  keptacorps ofagents tospyonallofhisministers, sothat hewould always
  have anedgeonthem, but no one hadgotten anythingonFouché. Ifsus~
  pectedofsome miscleed, theminister would notgetangryortake the accu-
  sation personally—hewould submit, nod, smile, and change colors
  chameleonlike, adaptingtotherequirementsofthe moment. Atfirst this
  had seemed somewhat pleasant andcharming, but after awhile itfrus-
  trated Napoleon,who feltoutdone bythisslipperyman. Atone time oran
  other hehad fired allofhismost important ministers, including Talleyrand,
  buthenever touched Fouché. And so,in1815, back inpowerand inneed
  ofhelp,hefelthehad nochoice buttoreappointFouché ashisminister of
  police.
  Several weeks into his new reign, Napoleorfs spiestold himthey be-IVNIAI I101 GPJOVE [H50 97
  rhree pow:/ls,can he
  curryabuy (hm weighs
  above fifty?"
  "Why." replied thy
  men;/zant, “doyou


TxText:
  make such awonder m
  Ihw? Asifinarnuntry
  |4«"'H'V(' Dill? 7/1! ('(1/1 ('III II
  hundrml tum" weigh]
  ofirim, itwere such a
  wonder foranuwl to
  carry:2child that
  weiglix notovcrjijly'
  pounds inall!" The
  frieml, upon this.foam!
  that themnrcimrxt was
  nosuch footashetook
  him tobe,beggedhis
  pardon fortheclient
  wlzirh hedtzrigrzedto
  have put upon him.
  I'€Sl(]I'e'd him thevalue
  ofhisIran, and ivhad
  his'
  11again.
  I'All(,l-ES,
  l'l|.l'.-\Y,
  1.~u>m,
  mmrm ('t~'.N'mRY
  Whm yzm have form:
  togrips and are striv—
  mgtogether with the
  enemy. and you realize
  Ihal youmnnot
  advance, you “.rm1kin"
  and become one with
  theerzemy. You can win
  byapplyingasuitable
  mtlznique while you
  aremutually entangled.
  . ‥You can winu/ken
  decisively with the
  advantage ofknowing
  how to"soak"into the
  enemy, whereas'. were
  youtodraw apart, you
  would [me 11::cimnce
  towin.
  Asoon or-'1-we RINGS,
  MIYAMOTO M1:sAsm,
  JAPAN,
  SF,'/FNTF,F.NTH ('FNTURY
  LAW 44 379
  TIIIC (“UV /\'\I)
  '|HlI filfllik
  Um' day Mr. Fox
  (l£'('iti(',[I tofmkout
  And invite old Mrs.
  Stork (ml.
  The rliimcr W1.l.\'I1'!
  elaborate-
  Beiiig Imbituullv mean,
  Hetliilrflt goinfor
  I'lUlliL' l'lll.\'l-NCT
  Infact itcrm.s'iS(:'d of/1
  vlmllow plate
  Ofrhin gruiri.
  Within iiminute
  Ourjokrr haillapped
  hisplate clean:
  Meanwhile hisJ,-ims/.
  /ishmg away with
  Iwrbeak,
  Got not 11morxel init
  Topayhimimrrkfnr
  thiscruel Prai,'Iirai
  [aka theMark invitud
  The/'ox todinner the
  fiillowing wiI(4A'.
  “lxhoulzl be
  delighted,"
  Hrreplied;
  “When itt'rmu'.s' In
  frimiit Inever immi
  upon pride'."
  Punctztallyonmy
  day heran
  Tohis ho.s'(ct\'s'.»' hiiiise


TxText:
  and atonce began
  I'rai.\'ing everything."
  "What time.' What chic!
  Ami [ht/f4mcl—iImi('
  just to (1mm!"
  Then satdown with a
  hmrly appetite
  (I7o,mv wealways'
  readyto(car)
  And mvored thedeli-
  ('i()ll.Y smelt ofmeat.
  Itwas' f1liIlL'€¢ih1L'Iltt,lII(i
  St'I'Vt'ti—iU serve
  him right./—
  Inai(!rlg-Il€'.(f'<'.t'[i,
  Imrrow-nmtitlxzrd um.
  Thu smrk. (,'lL\'ily
  xmoping,
  Ifnjoyerl hflffi/i
  With herlong bill:
  Hl.V snout, though.
  380 LAW 44lieved Fouché was insecret contact with ministers offoreign countries, in-
  cludingMetvernich ofAustria. Afraid that hismost valuable minister was
  betrayinghim tohisenemies, Napoleonhad tofind outthetruth before it
  was too late, Hecould not confront Fouché directly—in personthe man
  was asslipperyasaneel.Heneeded hard proof.
  This seemed tocome inApril,when theemperor's private police cap
  tured aViennesegentlemanwho had come toParis topassinfonnation on
  toFouché. Orderingthe man broughtbefore him, Napoleonthreatened to
  shoot him then and there unless heconfessed; the man broke down and
  admitted hehadgivenFouché aletter from Metternich, written ininvisible
  ink,arrangingfor asecret meeting ofspecial agentsinBasel. Napoleonars-
  cordinglyordered oneofhisown agentstoinfiltrate thismeeting. IfFouché
  was indeed planningtobetray him, hewould finallybecaught red-handed
  and would hang.
  Napoleonwaited impatientlyfortheagent's return, but tohisbewil-
  derment theagentshowedupdayslater reportingthat hehad heard noth-
  ingthat would implicateFouché inaconspiracy.Infactitseemed that the
  other agents present suspectedFouché ofdouble-crossing them, asifhe
  were working forNapoleonallalong. Napoleondid notbelieve thisfor an
  instant—Fouché had somehow outwitted himagain.
  Thefollowing morningFouché visited Napoleon,andremarked, “By
  theway, sire, Inever toldyouthat Ihad aletter from Metternich afew
  days ago; mymind was sofullofthingsofgreater moment. Besides, his


TxText:
  emissaryomitted togivemethepowderneeded tomake thewriting legi-
  ble. . . .Here atlengthistheletter.” Sure that Fouché wastoyingwith him,
  Napoleon exploded, “You are atraitor, Fouché! Iought tohaveyou
  hanged.”Hecontinued toharangue Fouché, butcould notfirehim without
  proof.Fouché only expressedamazement attheemperor's words, but in-
  wardlyhesmiled, forallalong hehad been playingamirroring game.
  Interpretation
  Fouché had known foryearsthatNapoleon keptontopofthose around
  himbyspyingonthemdayandnight. The minister had survived thisgame
  byhavinghis ownspies spyonNapoleon's spies,thusneutralizing anyac-
  tionNapoleon mighttake againsthim. Inthe case ofthemeetinginBasel,
  heeven turned thetables: Knowingabout Napoleorfsdouble agent,heset
  itupsothat itwouldappearasifFouché were aloyaldoubleagenttoo.
  Fouchégained powerand flourished inaperiod ofgreattumult by
  mirroringthose around him. DuningtheFrench Revolution hewas aradi-
  caljacobin;after theTerror hebecame amoderate republican;and under
  Napoleonhebecame acommitted imperialistwhom Napoleonennobled
  and made theduke ofOtranto. IfNapoleontookuptheweapon ofdigging
  updirt onpeople,Fouché made sure hehad thedirt onNapoleon,aswell
  asoneveryoneelse. This also allowed him topredicttheemperor's plans
  anddesires, sothat hecould echo hisboss's sentiments before hehad even
  uttered them. Shieldinghisactions with amirror strategy,Fouché could
  alsoplotoffensive moves without being caughtinthe act.
  This isthepowerofmirroringthose aroundyou. First, yougivepeople
  thefeelingthatyoushare their thoughtsandgoals. Second, ifthey suspect
  youhave ulterior motives, themirror shieldsyoufrom them, preventing
  them from figuringoutyour strategy. Eventuallythiswill infuriate and un-
  settle them. Byplayingthedouble, yousteal their thunder, suckawaytheir
  initiative, make them feelhelpless.You alsogaintheabilitytochoose when
  andhow tounsettle them—anot.her avenue topower.And themirror saves
  youmentalenergy: simply echoing the moves ofothers gives you the
  space youneed todevelopastrategy ofyourown.
  Observance II
  Earlyoninhiscareer, theambitious statesman andgeneral Alcibiades of
  Athens (450—404 8.0) fashioned aformidableweaponthat became the
  source ofhispower. Inevery encounter with others, hewould sense their
  moods and tastes, then carefullytailor hiswords and actions tomirror their
  inmost desires.


TxText:
  Hewould seduce them with theidea that their values were
  superiortoeveryone else's, and that hisgoalwas tomodel himself onthem
  orhelpthem realize their dreams. Few could resist hischarm.
  The first man tofallunder hisspellwas thephilosopher Socrates. Al-
  cibiades represented theopposite oftheSocratic ideal ofsimplicityandup-
  rightness:Helived lavishlyand wascompletely unprincipled. Whenever
  hemet Socrates, however, hemirrored theolder man's sobriety, eating
  simply, accompanyingSocrates onlong walks, andtalking only ofphiloso-
  phyand virtue. Socrates was notcompletelyfooled——he was not unaware
  ofAlcibiades' other life. Butthatonlymade him vulnerable toalogic that
  flattered him: Onlyinmypresence,hefelt, does this man submit toa.virtu-
  ousinfluence; onlyIhave suchpowerover him. This feelingintoxicated
  Socrates, who became Alcibiades' fervent admirer andsupporter,oneday
  even riskinghis own lifetorescue theyoungman inbattle.
  The Athenians considered Alcibiades their greatest orator, forhehad
  anuncanny abilitytotune intohisaudience's aspirations,and mirror their
  desires. Hemade hisgreatest speechesinsupportoftheinvasion ofSicily,
  which hethought would bring greatwealth toAthens and limitless glory to
  himself. The speeches gave expressiontoyoungAthenians' thirst tocom
  querlands forthemselves, rather thanliving offthevictories oftheir a.nces~
  tors. But healso tailored hiswords toreflect older men's nostalgia forthe
  glory yearswhen Athens ledtheGreeks against Persia, and then went onto
  create anempire. AllAthens now dreamed ofconquering Sicily; Alcibi-
  ades' planwasapproved,and hewas made theexpedition's commander.
  While Alcibiades wasleading theinvasion ofSicily, however, certain
  Athenians fabricated charges againsthim ofprofaningsacred statues. He
  knew hisenemies would have him executed ifhereturned home, soatthe
  lastminute hedeserted theAthenian fleet and defected toAthens's bitter
  enemy, Sparta.TheSpartanswelcomed thisgreatman totheir side, but
  theyknew hisreputation and werewary ofhim. Alcibiades loved luxury;
  theSpartanswere awarrior peoplewho worshipped austerity,andthey
  were afraid hewouldcorrupt their youth.


TxText:
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  38.? LAW 44cibiacles who arrived inSpartawas not atallwhat theyexpected:He wore
  hishair untfimmed (asthey did), took cold baths, ate coarse bread and
  black broth, and wore simpleclothes. TotheSpartans thissignifiedthat he
  had come toseetheirwayoflife assuperiortotheAthenian; greaterthan
  they were, hehad chosen tobe aSpartan rather than being born one, and
  should thus behonored above allothers. Theyfellunder hisspelland
  gavehim great powers. Unfortunately Alcibiades rarelyknew how to
  rein inhischa.rm—he managedtoseduce theking ofSpaxtafswife and
  make herpregnant.When this became publicheonce more had toflee
  forhislife.
  This time Alcibiades defected toPersia, where hesuddenlywent from
  Spartan simplicitytoembracing thelavish Persian lifestyle down tothelast
  detail. Itwasofcourse immensely flatteringtothePersians tosee aGreek
  ofAlcibiades' stature prefertheir culture over hisown, andtheyshowered
  him with honors, land, andpower. Once seduced bythemirror, theyfailed
  tonotice that behind thisshield Alcibiades wasplayingadoublegame,se-
  cretly helping theAthenians intheir warwith Spartaand thus reingrafiab
  inghimself with thecitytowhich hedesperatelywanted toremm, and
  which welcomed him back withopenarms in408 B.C.
  Interpretation
  Earlyinhispolitical career, Alcibiades made adiscoverythatchangedhis
  whole approach topower:Hehad acolorful and forceful personality,but
  when heargued hisideas stronglywith otherpeoplehewould win over a
  fewwhile atthe same time alienating manymore. The secret togainingas»
  cendancyover large numbers, he came tobelieve, was not toimposehis
  colors but toabsorb thecolors ofthose around him, like achameleon.
  Once peoplefellforthetrick, thedecepfionshewent ontopracticewould


TxText:
  beinvisible tothem.
  Understand: Everyoneiswrapped upintheir own narcissistic shell.
  Whenyoutrytoimpose yourownegoonthem, awallgoes up,resistance
  isincreased. Bymirroring them, however, you seduce them into akind of
  narcissistic rapture: Theyaregazingatadouble oftheir own soul. This
  double isactuallymanufactured initsentirety byyou. Once you have used
  themirror toseduce them, you have great powerover them.
  Itisworth noting, however, thedangers inthepromiscuoususeofthe
  mirror. InAlcibiades'presence people feltlarger,asiftheiregoshad been
  doubled. But once heleft,theyfeltemptyanddiminished, and when they
  saw himmirroring completelydifferent peopleastotallyashehad mir-
  rored them, theyfeltnotjustdiminished butbetrayed.Alcibiades' overuse
  oftheMirror Effect made whole peoples feelused, sothat heconstantly
  had tofleefrom oneplacetoanother. indeed Alcibiades soangered the
  Spartansthattheyfinallyhad him murdered. HehadgoneLoofar.The Se-
  ducer's Mirror must beused with caution anddiscrimination.
  Observance III
  In1652 therecentlywidowed Baroness Mancini moved herfamilyfrom
  Rome toParis, where shecould count ontheinfluence andprotectionof
  her brother Cardinal Mazatin, the French primeminister. Of the
  baroness's fivedaughters,four dazzled thecourt with theirbeautyandhigh
  spirits.These infamously charmingnieces ofCardinal Mazarin became
  known astheMazarinettes, and soon found themselves invited toallthe
  most importantcourt functions.
  One daughter, Marie Mancini, didnotshare thisgood fortune, forshe
  lacked thebeautyandgrace ofher sisters——who, along with hermother
  and even Cardinal Mazarin, eventuallycame todislike her, fortheyfelt
  shespoiledthefamily image. Theytried topersuadeher toenter a.con-
  vent, where shewould beless ofanembarrassment, but she refused. In-
  stead she appliedherself toher studies, learning Latin and Greek,
  perfectingherFrench, andpracticing hermusical skills. Onthe rare occa-
  sions when thefamilywould letherattend court affairs, shetrained herself
  tobeanartful listener, sizing people upfortheir weaknesses and hidden
  desires. And when shefinallymet thefuture KingLouis XIV, in1657
  (Louis was seventeenyears old, Marie eighteen), shedecided that tospite


TxText:
  herfamilyanduncle, shewould find awaytomake thisyoungman fallin
  love with her.
  This was aseemingly impossibletask forsuch aplainloolcing girl, but
  Marie studied thefuture king closely.She noticed that her sisters' frivolity
  didnotplease him, and shesensed that heloathed theschemingandpetty
  politicldngthat went onallaround him. She sawthat hehad aromantic na-
  ture-——he read adventure novels, insisted onmarchingatthehead ofhis
  armies, and hadhigh ideals and apassionforglory.The court did notfeed
  these fantasies ofhis;itwas abanal, superficial world that bored him.
  ThekeytoLouis's heart, Marie saw, would betoconstruct amirror re-
  flecting hisfantasies and hisyouthful yeamingsforgloryand romance. To
  begin with sheimmersed herself intheromantic novels, poems,andplays
  that sheknew theyoung ldng read voraciously.When Louis began toen-
  gageherinconversation, tohisdelightshewould talk ofthethingsthat
  stirred hissoul——not thisfashion orthat piece ofgossip,butrather courtly
  love, thedeeds ofgreat knights, thenobility ofpastkingsand heroes. She
  ledhisthirst forglory bycreatinganimage ofanaugust, superior king
  whom hecould aspire tobecome. She stirred hisimagination.
  Asthefuture SunKing spentmore and more time inMatie'spresence,
  iteventuallybecame clear that hehad fallen inlove with theleast likely
  youngwoman ofthe court. Tothehorror ofher sisters and mother, he
  showered Marie Mancini with attention. Hebroughtheralongonhismili-
  taiycampaigns,and made ashow ofstationingherwhere shecould watch
  ashemarched into battle. He even promised Marie that hewould marry
  herand make herqueen.
  Mazarin, however, would never allow thekingtomanyhisniece, a
  woman who could bringFrance nodiplomaticorroyalalliances. Louis had
  tomarryaprincess ofSpainorAustria. In1658 Louis succumbed tothe
  pressure andagreed tobreak offthefirst romantic involvement ofhislife.
  Hedid sowith much regret,and attheend ofhislifeheacknowledgedthat
  henever lovedanyoneasmuch asMarie Mancini.Wittgcnsteiri had an
  ertrmmlim/(iv giftfor
  tiivinirrg [heIlmuglnts
  oftheperson with
  whom hewascngagra'
  indi.rcu.v.siLm While the


TxText:
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  LAW 44 383
  384 LAW 41¢Interpretation
  Marie Mancini playedtheseducer's gametoperfection. First, shetook a
  step back, tostudyherprey.Seduction often fails togetpastthefirststep
  because itistooaggressive;thefirst move must alwaysbe aretreat. By
  studyingtheking from adistance Marie saw what distinguishedhim from
  others»-—his high ideals, romantic nature, and snobbish disdain forpetty
  politics.Marie's nextstepwas tomake amirror forthese hidden yearnings
  onLouis's part, letting himglimpsewhat hehimself could be——-a godlike
  king!
  This mirror had several functions: SatisfyingLouis'segobygivinghim
  adouble tolook at,italso focused onhim soexclusivelyastogive him the
  feelingthat Marie existed forhim alone. Surrounded byapack ofschem~
  ingcourtiers whoonlyhadtheir own self—interest atheart, hecould notfail
  tobetouched bythis devotional focus. FinallyMarie-'s mirror setupan
  ideal forhim toliveupto:thenoble knight ofthemedieval court. To asoul
  both romantic and ambitious, nothingcould bemore intoxicating than to
  have someone holdupanidealized reflection ofhim. Ineffect itwas Marie
  Mancini who created theimage oftheSun King——indeedLouis later ad»
  mitted the enormous partshehad playedinfashioning hisradiant self»
  image.
  This isthepower oftheSeducefs Mirror: Bydoubling the tastes and
  ideals ofthetarget, itshowsyourattention tohis orherpsychology,anat-
  tention more charmingthananyaggressive pursuit.Find outwhat setsthe


TxText:
  otherperson apart,then holdupthemirror thatwill reflect itandbring it
  outofthem. Feed their fantasies ofpowerand greatness byreflectingtheir
  ideals, andthey will succumb.
  Observance IV
  In1538, with thedeath ofhismother, Helena, theeight-year-oldfuture
  czar Ivan IV(orIvan theTerrible) ofRussia became anorphan.For the
  next fiveyearshewatched astheprincely class, theboyars,terrorized the
  country.Now and then, tomock theyoung Ivan, they would make him
  wear acrown and scepterandplace him onthethrone. VVhen thelittle
  boy'sfeetdangledover theedge ofthechair, theywould laughandlifthim
  offit,handing him from man toman intheair,making him feel hishelp
  lessness comparedtothem.
  When Ivan wasthirteen, heboldlymurdered theboyar leader and as-
  cended tothethrone. Forthenext few decades hestruggled tosubdue the
  boyars' power,buttheycontinued todefyhim.By1575 hisefforts totrans-
  form Russia and defeat itsenemies had exhausted him. Meanwhile, his
  subjectswere complaining bitterlyabout hisendless wars, hissecret police,
  theunvanquishedandoppressive boyars.His own ministers begantoques-
  tion his moves. Finallyhehad hadenough.In1564 hehadtemporarily
  abandoned thethrone, forcing hissubjectstocallhim back topower.Now
  hetook thestrategyastepfurther, and abdicated.
  Totake hisplaceIvan elevated ageneral ofhis,Simeon Bekbulatovich,
  tothethrone. Butalthough Simeon hadrecentlyconverted toChristianity,
  hewasbybirth aTartar, and hisenthronement was aninsult toIvan's sub-
  jects, since Russians looked down ontheTartars asinferiors and infidels.
  YetIvan ordered that allRussians, including theboyars, pledge obedience
  totheir new ruler. And while Simeon moved into theKremlin, Ivan lived
  inahumble house onMoscow's outskirts, from which hewould sometimes
  \n'sit thepalace,bow before thethrone, sitamong theother boyars, and
  humbly petitionSimeon forfavors.
  Over time itbecame clear that Simeon was akind ofkingsdouble. He
  dressed likeIvan, and acted likeIvan, buthehad norealpower,since no
  onewould really obey him. Theboyarsatthecourt who were oldenough


TxText:
  toremember tauntingIvan when he was aboy, byplacinghim onthe
  throne, saw the connection: Theyhad made Ivan feel like aweakpre-
  tender, sonow hemirrored them byplacingaweak pretenderofhis own
  onthethrone.
  For twolong yearsIvan held themirror ofSimeonuptotheRussian
  people.The mirror said: Your whiningand disobedience have made me a
  czar with noreal power,soIwill reflect back toyouaczar with noreal
  power. You have treated medisrespectfully,soIwill dothe same toyou,
  making Russia thelaughingstockoftheworld. In1577, inthe name ofthe
  Russian people,thechastisedboyarsonce again beggedIvan toreturn to
  thethrone, which hedid. Helived asczar until hisdeath, in1584, and the
  conspiracies, complaining,and second—guessing disappeared alongwith
  Simeon.
  Interpretation
  In1564,afterthreateningtoabdicate, Ivan had been grantedabsolutepow-
  ers.But thesepowershadslowlybeen chipped awayaseverysector ofso-
  ciety—the boyars,thechurch, thegovernment—viedfor more control.
  Foreignwars had exhausted thecountry,internal bickeringhadincreased,
  andIvan's attemptstorespondhad been met with scorn. Russia had turned
  into akind ofboisterous classroom inwhich thepupils laughed openlyat
  theteacher. Ifheraised hisvoice orcomplained,heonlymet more resis-
  tance. Hehad toteach them alesson, give them ataste oftheir own medi-
  cine. Simeon Bekbulatovich was themirror heused todo so.
  After twoyearsinwhich thethrone had been anobjectofridicule and
  disgust,theRussian people learned their lesson. Theywanted their czar
  back, concedingtohim allthedignity andrespectthat thepositionshould
  alwayshave commanded. For the rest ofhisreign, Russia and Ivan got
  along fine.
  Understand: Peoplearelocked intheir own experiences.Whenyou
  whine about some insensitivityontheir part, they mayseem tounderstand,
  butinwardly theyareuntouched and even more resistant. The goal of
  powerisalwaystolower people'sresistance toyou.For thisyouneed
  tricks, and onetrick istoteach them alesson.
  Instead ofharanguing people verbally, then, create akind ofmirror of
  their behavior, Indoingsoyouleave them two choices: Theycanignore
  LAW 44


TxText:
  386 LAW 44you,ortheycan start tothink about themselves. And even ifthey ignore
  you, youwill have plantedaseed intheir unconscious thatwilleventually
  take root. Whenyoumirror their behavior, incidentally,donotbeafraid to
  add atouch ofcaricature and exaggeration,asIvan didbyenthroninga
  TaItar—it isthelittle spiceinthesoupthatwillopentheir eyesand make
  them seetheridiculousness intheir own actions.
  Observance V
  Dr.Milton H.Erickson, apioneerinstrategic psychotherapy,would often
  educate hispatients powerfullybutindirectly bycreatingakind ofmirror
  effect. Constructingananalogytomake patientsseethetruth ontheir own,
  hewould bypasstheir resistance tochange.When Dr.Erickson treated
  married couples complainingofsexual problems,forinstance, heoften
  found thatpsychotherapy'stradition ofdirect confrontation andproblem-
  airing only heightenedthespouses' resistance andsharpenedtheir differ-
  ences. Instead, hewould draw ahusband and wife out onother topics,
  often banal ones, tryingtofind ananalogyforthesexual conflict.
  In one couple'sfirst session, thepairwere discussingtheir eating
  habits, especiallyatdinner. The wife preferredtheleisurely approach——a
  drink before themeal, some appetizers,and then asmall main course, allat
  aslow, civilized pace. This frustrated thehusband-—he wanted togetdin-
  ner over quicklyand todigrightinto themain course, thebiggerthebetter.
  Astheconversation continued, thecouple begantocatch glimpsesofan
  analogytotheirproblemsinbed. The moment theymade thisconnection,
  however, Dr.Erickson would changethesubject, carefully avoidingadis-
  cussion oftherealproblem.
  Thecouple thought Erickson wasjustgettingtoknow them and would
  deal with theproblem directlythenext time hesaw them. But attheend of
  this first session, Dr.Erickson directed them toarrangeadinner afew
  nights awaythat would combine each person'sdesire: The wife wouldget
  theslow meal, including time spent bonding,and thehusband wouldget
  thebigdishes hewanted toeat.Without realizing theywere actingunder
  thedoctor's gentle guidance,thecouplewould walk into amirror oftheir
  problem,and inthemirror theywould solve their problems themselves,
  endingtheevening justasthedoctor hadh0ped—by mirroringthe im-
  proveddinner dynamicsinbed.


TxText:
  Indealing with more severe problems,such astheschizophrenids
  mirror fantasyworld ofhisorher own construction, Dr.Erickson would al-
  ways trytoenter themirror andwork within it,He once treated ahospital
  inmate who believed he was Jesus Christ-—drapingsheets around his
  body, talkinginvague parables,andbombardingstaff andpatientswith
  endless Christian proselytizing.Notherapyordrugsseemed towork, until
  onedayDr.Erickson wentuptotheyoungman and said, “Iunderstand
  youhave hadexperienceasacarpenter.” Being Christ, thepatienthad to
  saythat hehad had such experience,and Erickson immediately puthim to
  work building bookcases and other useful items, allowinghim towear his
  Jesus garb.Over thenext weeks, asthepatient worked onthese projects,
  hismind became lessoccupiedwith Jesusfantasies and more focused on
  hislabor. Asthecarpentry work took precedence,apsychicshift took ef-
  fect: Thereligious fantasies remained, butfaded comfortably into theback-
  ground, allowingthe man tofimction insociety.
  Interpretation
  Communication dependsonmetaphors andsymbols, which arethebasis
  oflanguage itself. Ametaphorisakind ofmirror totheconcrete andreal,
  which itoftenexpressesmore clearlyanddeeplythan aliteral description
  does. Whenyouaredealing with theintractable willpower ofother people,
  direct communication often only heightens their resistance.
  This happensmost clearlywhenyoucomplainabout people'sbehav-
  ior,particularlyinsensitive areas such astheir lovemaking.You will effect
  a.farmore lasting change if,like Dr.Erickson, you construct ananalogy,a
  symbolicmirror ofthesituation, andguide theother through it.AsChrist
  himself understood, talkinginparablesisoften thebest waytoteach ales-
  son, foritallows peopletorealize thetruth ontheir own.
  When dealing with peoplewho arelost inthereflections offantasy
  worlds (includingahost ofpeople who donotlive inmental hospitals),
  nevertrytopush them intoreality byshattering their mirrors. Instead,
  enter their world and operateinside it,under their rules, gently guiding
  them outofthehallofmirrors theyhave entered.
  Observance VI
  The great sixteenth~century Japanesetea master Takeno Sho~o once
  passed byahouse andnoticed a.youngman wateringflowers near hisfront
  gate.


TxText:
  Two things caughtSho—o's attention——first, thegraceful] waythe man
  performedhistask; and, second, thestunninglybeautiful rose ofSharon
  blossoms that bloomed inthegarden.Hestoppedand introduced himself
  totheman, whose name was Sen noRikyu.Sho—o wanted tostay, buthe
  had aprior engagement and had tohnnyoff.Before heleft,however,
  Rikyuinvited him totake teawith him thefollowing morning. Sho-o hap-
  pilyaccepted.
  When Sho—oopenedthegarden gatethenext day, hewashorrified to
  seethat not asingle flower remained. More than anything else, hehad
  come toseethe rose ofSharon blossoms that hehad nothad thetime toap
  preciatethedaybefore; now, disappointed,hestarted toleave, but atthe
  gatehestopped himself, and decided toenter Sen noRikyu'stearoom. Im-
  mediately inside, hestoppedinhistracks andgazedinastonishment: Be-
  fore him avase hung from theceiling, and inthe vase stood asinglerose of
  Sharon blossom, themost beautiful inthegarden. Somehow Sen noRikyu
  had read hisguesfs thoughts, and, with this oneeloquent gesture,had
  demonstrated that thisdayguestand host would beinperfect harmony.
  Sen noRikyuwent ontobecome the most famous tea.master ofall,
  and histrademark was thisuncanny abilitytoharmonize himself with his
  guests' thoughts and tothink one stepahead, enchantingthem byadapting
  totheir taste.
  One dayRjkyuwas invited toteabyYamashina Hechigwan,anad-
  LAW 44'38-1
  z
  358 LAW 44miter ofthe teaceremony but also aman with avivid sense ofhumor.
  When Rikyuarrived atHechigwan's home, hefound thegarden gate shut,
  soheopenedittolook forthehost. Ontheother side ofthegate hesaw
  that someone had firstdugaditch, thencarefullycovered itover with can-
  vasand earth. RealizingthatHechigwanhadplannedapractical joke,he
  obliginglywalked rightinto theditch, muddyinghisclothes intheprocess.
  Apparently horrified, Hechigwancame running out, and hurried
  Rikyutoabath that for some inexplicablereason stood already prepared.
  Afier bathing, Rikyu joined Hechigwan inthe teaceremony,which both
  enjoyed immensely, sharingalaugh about the accident.


TxText:
  Later Sen no
  Rikyu explainedtoafriend that hehad heard about Hechigwan's practical
  joke beforehand, “But since itshould alwaysbeone's aim toconform to
  thewishes ofone's host, Ifellinto theholeknowinglyand thus assured the
  success ofthemeeting.Tea isbynomeans mere obsequiousness, butthere
  isnoteawhere thehost andguestarenotinharmonywith one another.”
  Hechigwan's vision ofthedignified Sen noRikyuatthebottom ofaditch
  hadpleasedhim endlessly, butRikyuhadgainedapleasure ofhis own
  incomplyingwith hishost's wish and watchinghim amuse himself in
  thisway.
  Interpretation
  Sen noRikyuwas nomagicianorseer~—-he watched those around him
  acutely, plumbingthesubtlegesturesthat revealed ahidden desire, then
  producingthat desire's image. AlthoughSho—o never spokeofbeingen-
  chanted bythe rose ofSharon blossoms, Rikyu read itinhiseyes. Ifmir-
  roringaperson'sdesires meant fallinginto aditch, sobeit.Rikyu's power
  resided inhisskillful useoftheCourtier's Mirror, whichgavehim theap-
  pearanceofanunusual abilitytoseeinto other people.
  Learn tomanipulatetheCourtier's Mirror, foritwillbring you great
  power. Study people's eyes,follow theirgestures—-«surerbarometers ofpain
  andpleasure thananyspokenword. Notice andremember thedetails-«the
  clothing, thechoice offriends, thedaily habits, thetossed-out remarks-—
  that reveal hidden andrarely indulged desires. Soak itallin,find outwhat
  liesunder thesurface, then make yourself themirror oftheir unspoken
  selves. That isthekeytothispower:The otherpersonhas not asked for
  your consideration, has notmentioned hispleasureinthe rose ofSharon,
  and whenyoureflect itback tohim hispleasureisheightened because itis
  unasked for.Remember: The wordless communication, theindirect com~
  pliment, contains themostpower.No one can resist theenchantment ofthe
  Courtier's Mirror.
  Observance Vll
  Yellow KidWeil, con artist extraordinaire, used theDeceiver's Mirror in
  hismost brilliant cons. Most audacious ofallwas hisrecreation ofabank
  inMuncie, Indiana. When Weil read onedaythat theMerchants Bank in
  Muncie hadmoved, hesaw anopportunity hecould notpass up.
  Well rented outtheoriginalMerchants building, which stillcontained


TxText:
  bank furnitnure, complete with teller windows. Hebought money bags,
  stenciled abank's invented name onthem, filled them with steel washers,
  andarrayed them impressivelybehind theteller windows, along with bun-
  dles ofboodlevwreal billshiding newspapercuttosize. Forhisbanl<'s staff
  and customers Weil hired gamblers, bookies, girls from local bawdy
  houses, and other assorted confederates. He even had alocal thug poseasa
  bank dick.
  Claiming tobethebroker for acertificate investment thebank was of-
  fering,Weil would fishthewaters andhook theproper wealthy sucker. He
  would bringthis man tothebank and asktoseethepresident.An“officer”
  ofthebank would tellthem thattheyhad towait, which only heightened
  therealism ofthe con-——one alwayshas towait toseethebank president.
  And astheywaited thebank would bustle with banklike activity,ascall
  girlsand bookies indisguisefloated inand out,making depositsand with»
  drawals andtippingtheir hats tothephonybank dick. Lulled bythisper~
  feetcopy ofreality,thesucker would deposit $50,000 into thefake bank
  without aworryintheworld.
  Over theyearsWeil didthe same thingwith atdeserted yacht club, an
  abandoned brokerage office,arelocated real estate office, and acom»
  pletelyrealistic gamblingclub.
  Interpretation
  Themirroring ofreality offers immense deceptive powers. Theright uni»
  form, theperfect accent, theproper props——the deceptioncannot bedeci~
  pheredbecause itisenmeshed inasimulation ofreality. Peoplehave an
  intense desire and need tobelieve, and their first instinct istotrust a.well»
  constructed facade, tomistake itforreality.After all, wecannot goaround
  doubting thereality ofeverythingweseewthat would betooexhausting.
  Wehabitually accept appearances,and this isacredulity youcan use.
  Inthisparticular game itisthefirst moment that counts the most. If
  yoursuckers' suspicionsarenotraised bytheir firstglanceatthemirror's
  reflection, they willstaysuppressed.Once theyenteryourhallofmirrors,
  they willbeunable todistinguishthereal from thefake, anditwill become
  easier and easier todeceive them. Remember: Studytheworld's surfaces


TxText:
  andlearn tomirror them inyour habits, your manner, yourclothes. Like a
  carnivorous plant,tounsuspectinginsectsyouwill look like alltheother
  plantsinthefield.
  Authority:The task of :1military operationistoaccordde<:ep~
  tively with theintentions oftheenemy. . .gettowhat they want
  first, subtly anticipate them. Maintain disciplineand adaptto
  theenemy‥ . .Thus, atfirstyouarelike amaiden, sotheenemy
  openshisdoor; thenyouare like arabbit ontheloose, so
  theenemycannot keep youout. (Stm—tzu, fourth century B.C.)
  LAW 44
  ,.')'89
  390 LAW 44Image: The
  Shield ofPerseus. Itispol-
  ished into areflecting mirror.
  Medusa cannot seeyou, onlyher
  own hideousness reflected back ather.
  Behind such amirror youcan de~
  ceive, mock, and infuriate. With
  oneblowyousever Medusa's
  unsuspecting head.
  AWARNING: BEWARE OFMIRRORED SITUATIONS
  Mirrors contain great powerbut alsodangerous reefs, including the mix»
  rored situation--a situation that seems toreflect orcloselyresemble apre
  vious one,mostlyinstyleand surfaceappearance. You canoften back into
  such asituation without fully understanding it,while those around youun-
  derstand itquite well, andcompare itandyoutowhatever happenedbe-
  fore. Most oftenyou suffer bythecomparison, seeming either weaker than
  theprevious occupant ofyour positionorelse tainted byanyunpleasant
  associations thatpersonhaslefibehind.
  In1864 thecomposer Richard Wagner moved toMunich atthebehest
  ofLudwig 11,known variouslyasthe Swan KingortheMad King of
  Bavaria. Ludwig wasWagner's biggestfanand most generous patron.The
  strength ofhissupport turned Wagner's head»-<mce established inMunich
  under theking's protection, hewould beable tosayand dowhatever he
  wanted.
  Wagner moved into alavish house, which theking eventually bought
  forhim. This house wasbut astone's throw from theformer home ofLola
  Montez, thenotorious courtesan who hadplunged Ludwig II'sgrandfather
  into acrisis that had forced him toabclicate. Warned that hecould bein-
  fected bythisassociation, Wagner onlyscoffed-——-“I am noLola Montez,"
  hesaid.


TxText:
  Soon enough, however, thecitizens ofMunich began toresent the
  favors andmoneyshowered onWagner,and dubbed him “the second
  Lola,” or“Lolotte.” Heunconsciously begantotread inLo1a's footsteps-
  spending money extravagantly, meddling inmatters beyond music, even
  dabblinginpoliticsandadvisingthekingoncabinet appointments.Mean-
  while Ludwigsaffection forWagner seemed intense andundignifiedfor a
  l-:ing——just likehisgrandfather'slove forLola Montez.
  Eventually Ludwig's ministers wrote him aletter: “Your Majestynow
  stands atafateful partingoftheways: you have tochoose between thelove
  andrespect ofyourfaithfulpeopleand the'friendship' ofRichard Wag-
  ner.” InDecember of1865, Ludwig politelyasked hisfriend toleave and
  never return. Wagner hadinadvertently placedhimself inLola Montez's
  reflection. Once there, everythinghedidreminded thestolicl Bavariams of
  that dread woman, and there wasnothinghecould doabout it.
  Avoid such association-effects like theplague.Inamirrored situation
  youhave little ornocontrol over thereflections and recollections that will
  beconnected toyou,andanysituation beyond yourcontrol isdangerous.
  Even ifthepersonorevent haspositive associations, youwill suffer from
  notbeing able toliveuptothem, since thepastgenerally appears greater
  than thepresent.Ifyouever notice people associating youwith some past
  event orperson,doeverything youcan toseparate yourselffrom that
  memoryand toshatter thereflection.
  LAW 44 39I
  45
  PR£HkC]iTT[EIVEEHD
  F()R,CIiAIJCH3,BIJT
  PJE\/EI[I[EFT3I[hd
  TT)C)h4LH3fIflEF()DH3E
  JUDGMENT
  Everyoneunderstands the needforchange intheair
  stract, but ontheday-to-daylevel peopleare creatures of
  habit. Toomuch innovation istraumatic, andwill head
  torevolt. Ifyouan: new toaposition ofpower,oranout-
  side?" tryingtobuild apower base, make ashow ofre-
  spectingthe oldway ofdoing things. Ifchange it
  necessary,make itfeellike agentle improvementonthe
  past.
  TRANSGRESSION OFTHE LAW
  Sometime intheearly 1520s, King HenryVIII ofEngland decided todi-
  vorce hiswife, Catherine ofAragon, because shehad failed tobeat him a


TxText:
  son, and because hehad fallen inlove with theyoungandcomely Anne
  Boleyn. The pope, Clement VII, opposedthedivorce, and threatened the
  kingwith excommunication. Theking'smost powerful minister, Cardinal
  Wolsey,also saw noneed fordivorce—-—-and hishalfhearted supportofthe
  kingcost him hispositionand soon hislife.
  One man inHem-y's cabinet, Thomas Cromwell, notonly supported
  him inhisdesire for adivorce buthad anidea forrealizingit:acomplete
  break with thepast.Heconvinced thekingthatbyseveringtieswith Rome
  andmaking himself thehead ofanewly formed English church, hecould
  divorce Catherine andmarryAnne. ByI531Henrysawthis astheonlyso-
  lution. Toreward Cromwell forhissimplebutbrilliant idea, heelevated
  this sonofablacksmith tothepost ofroyal councillor.
  By1534 Cromwell had been named theking's secretary, and asthe
  powerbehind thethrone hehad become themost powerfulman inEng-
  land. Butforhim thebreak with Rome wentbeyondthesatisfaction ofthe
  l<ing'scarnal desires: Heenvisioned anew Protestant order inEngland,
  with thepoweroftheCatholic Church smashed and itsvast wea.lth inthe
  hands ofthekingand thegovernment. Inthat sameyear heinitiated a
  complete surveyofthechurches and monasteries ofEngland. And asit
  turned out, the treasures andmoneysthat thechurches had accumulated
  over the centuries were far more than hehadimagined;hisspiesand
  agentscame back with astonishing figures.
  Tojustifyhisschemes, Cromwell circulated stories about thecorrup-
  tion intheEnglish monasteries, their abuse ofpower,their exploitation of
  thepeople they supposedlyserved. Havingwon Parliamenfs support for
  breaking upthemonasteries, hebegantoseize their holdingsand toput
  them outofexistence onebyone. Atthe same time, hebegantoimpose
  Protestantism, introducingreforms inreligiousritual andpunishing those
  who stuck toCatholicism, and who now were called heretics. Virtually
  overnight, Englandwas converted toanew official religion.
  Aterror fell onthecountry. Some people had suffered under the
  Catholic Church, which before thereforms hadbeen immensely powerful,
  butmost Britons had strongties toCatholicism and toitscomforting ritu-
  als.


TxText:
  Theywatched inhorror aschurches were demolished, imagesofthe
  Madonna and saints were broken inpieces, stainedglasswindows were
  smashed, and the churches' treasures were confiscated. With monasteries
  that had succored thepoor suddenly gone,thepoornow flooded the
  streets. Thegrowing ranks ofthebeggarclass were further swelled byfor
  mermonks. Ontopofallthis, Cromwell levied hightaxes topayforhis ec«
  clesiastical reforms.
  In1535 powerful revolts intheNorth ofEnglandthreatened totopple
  Henryfrom histhrone. Bythefollowing yearhehadsuppressed therebel-
  lions, buthehad alsobeguntoseethe costs ofCromwell's reforms. The
  king himself had never wanted togothis far-—-he hadonly wanted adi-\'€'t|HRF. (IHRH-l'l'M«\S
  (EAR/Iii l'll0,'vl
  Celebrating [hemmof
  theyearIL!'anancient
  custom. The Roman:
  celebmled theSumma-
  Iia.thefestival of
  Saturn, godofzhe
  Ixarvesr, between
  December I7and 23. 11
  was themax! clzeerful
  festival oflheyear. All
  work and comrm'rt;e
  str,-ppcd, and thestreets
  were filled with crowds
  and ummival armor-
  phcre. Slaves were
  Iemfzonzrily freed, and
  thehouses were deco-
  rated with laurel
  branches. People
  visited one another,
  1)ringirzg giftsofwax
  rtnmllas' and little clav
  figurines.
  Long Iwfore thebirth
  ofClirirt, theJews r,e=,ls--
  bruletl anrig/It-Ila]:
  Festillul ofLiglm [at
  the same .s'ea.mn/, am? it
  isbelieved that the
  (icrmzmic p1€0;')(4r.s' held
  agram fexzivezlnotonly
  at/nizlsumnzer butalso
  atthewinter roisrivse,
  when they cc!ebmred
  therebirth ofthe mm
  am! hrmoretl thegreat
  frrrzility gods Wotan
  and Frey/a. Dnmzr
  (Thor) am! Freyr. Even
  a'/icr theErnperor
  Cmzstalltine 1.4.0.
  50(>—«337) declared
  Chrimarzitytobe
  Rome's nffirial impe-
  rialreligion. (he evoca-
  tion zlflig/'II imrl
  fertilityas'animpomzm
  <'0mpon¢'m ofpre-
  Chris/far: midwimter
  Ct"l€brl1iir)n.£' could not
  beemirely suppressed.


TxText:
  In1110year 274 the
  Roman Emperor /lure'
  liar: [A.D. 2I4~275) hml
  establixlictl anr)/finial
  LAW 45 393
  cullofthesun-god
  Mithms. declaringhis
  birthday. December 25,
  llnalionul holiday. The
  cultofMxthras, the
  Aryan god0/'light, had
  spread fromPt,'f'Sl(1
  through Asia Minor to
  Grenv, Rome, and as
  farastheGermanic
  lands and Britain.
  Numerous ruins ofhis
  shrines stilltestify to
  thehigh regard in
  which [hisgodwas
  held, especially bythe
  Roman legions,asa
  hringcr offcrtility,
  peace, and victory.
  Soitwas a('lever rzmve
  when. in1110yearA.[).
  354. theChristian
  church under Pope
  l,ibcrius (352-366) co-
  Uplezl thehirlhday of
  Mithras and declared
  December 25tobe
  thebmhriay
  oflesus Christ.
  NE!!!-; zuucnmz
  7:: mm.
  ANNE,-S1 /\N\'li
  RIs<'1-mi-1.
  DF.<'E£MBl:R 25. 1983
  394 LAW 45vorce. Itwas now Cromwell's turn towatch uneasilyastheking began
  slowlytoundo hisreforms, reinstating Catholic sacraments and other ritu-
  alsthat Cromwell had outlawed.
  Sensinghisfall fromgrace,in1540 Cromwell decided toregain
  Henry'sfavor with one throw ofthedice: Hewould End thekinganew
  wife. Henry's third wife, Jane Seymour,had died afewyears before, and
  hehad been piningfor anewyoung queen.Itwas Cromwell who found
  him one: Anne ofCleves, aGerman princess and, most importantto
  Cromwell, aProtestant. OnCrornwell's commission, thepainterHolbein
  producedaflattering portraitofAnne; when Henrysaw it,hefellinlove,
  andagreedtomarryher. Cromwell seemed back infavor.
  Unfortunately, however, Holbein'spaintingwashighly idealized, and
  when thekingfinallymet theprincessshedid notpleasehim intheleast.
  Hisanger againstCromwell—f1rst fortheill~conceived reforms, now for
  saddlinghim with anunattractive and Protestant wife-—could nolongerbe
  contained. InJuneofthatyear,Cromwell wasarrested, chargedasaProtes-
  tant extremist and aheretic, and sent totheTower. Sixweeks later, before a
  largeand enthusiastic crowd, thepublicexecutioner cutoffhishead.
  Interpretation
  Thomas Cromwell had asimpleidea: Hewould breakupthepowerand


TxText:
  wealth oftheChurch andlaythefoundation forProtestantism inEngland.
  And hewould dothis in a.mercilesslyshort time. Heknew hisspeedyre-
  forms would cause painand resentment, but hethoughtthese feelings
  would fade inafewyears.More important, byidentifyinghimself with
  change,hewould become theleader ofthe new order, makingtheking de
  pendentonhim. But there was aprobleminhisstrategy:Like abilliard
  ballhittoohard against thecushion, hisreforms had reactions and caroms
  hedid notenvision and could notcontrol.
  The man who initiates strongreforms often becomes thescapegoatfor
  anykind ofdissatisfaction. And eventuallythereaction tohisreformsmay
  consume him, forchangeisupsettingtothehuman animal, even when itis
  forthegood.Because theworld isandalwayshas been fullofinsecurity
  andthreat, welatch ontofamiliar faces and create habits and rituals to
  make theworld more comfortable. Changecan bepleasantand even
  sometimes desirable intheabstract, but toomuch ofitcreates ananxiety
  thatwill stirandboil beneath thesurface and then eventually erupt.
  Never underestimate thehidden conservatism ofthose aroundyou.It
  ispowerfuland entrenched. Never lettheseductive charm ofanidea cloud
  yourreason: justasyoucannot make peopleseetheworldyour way, you
  cannot wrench them into thefuture with painful changes. They will rebel.
  Ifreform isnecessary, anticipatethe reaction against itand findwaysto
  disguisethechangeand sweeten thepoison.
  OBSERVANCE. OFTHE LAW
  As ayoungCommunist inthe19203, Mao Tsetung understood better than
  any ofhiscolleaguestheincredible odds againstaCommunist victoryin
  China. With their small numbers, limited funds, lack ofmilitary experi-
  ence, and small arsenal ofweapons,theParty had nohope ofsuccess un-
  less itwon over China's immense peasant population. But who inthe
  world was more conservative, more rooted intradition, than theChinese
  peasantry?The oldest civilization ontheplanethad ahistorythat would
  never loosen itspower,nomatter how violent therevolution. The ideas of
  Confucius remained asalive inthe 19203 astheyhad been inthesixth cen-
  tury B.C., when thephilosopherwas alive, Despitetheoppressions ofthe


TxText:
  current system, would thepeasantryever give upthedeep~rooted values of
  thepast forthegreatunknown ofCommunism?
  The solution, asMao sawit,involved asimple deception:Cloak the
  revolution intheclothing ofthepast, making itcomfortingandlegitimate
  inpeople's eyes. One ofMao's favorite books was thevery popularme
  dieval Chinese novel 77:: Water Margin, which recounts theexploits ofa
  Chinese Robin Hood and hisrobber band asthey struggle againstacor-
  rupt andevil monarch. InChina inMao's time, family tiesdominated over
  any other kind, fortheConfucian hierarchyoffather and oldest son re-
  mained firmlyinplace;but The Witter Margin preachedasuperior value-
  thefraternal tiesoftheband ofrobbers, thenobility ofthe cause that unites
  people beyondblood. The novel had great emotional resonance forChi~
  nese people,who love toroot fortheunderdog.Time and again, then,
  Mao would present hisrevolutionary armyasanextension oftherobber
  band inTheI'V1terMargz'n, likening hisstruggletothetimeless conflict be-
  tween theoppressed peasantryand anevilemperor.Hemade thepast
  seem toenvelopandlegitimizetheCommunist cause; thepeasantrycould
  feelcomfortable with and even supportagroupwith such roots inthepast.
  Even once thePartycame topower,Mao continued toassociate itwith
  thepast.Hepresented himself tothe masses not asaChinese Lenin but as
  a.modem Chuko Liang,the real»life third-century strategistwho figures
  prominentlyinthepopularhistorical novel The Romance oftheWtree King~
  dams. Liangwas more than agreat general—hewas apoet,aphilosopher,
  and afigure ofstem moral rectitude. SoMao represented himself asapoet-
  wanior like Liang,aman who mixedstrategywith philosophyand
  preachedanew ethics. Hemade himselfappearlike ahero from thegreat
  Chinese tradition ofwarrior statesmen.
  Soon, everythinginMao's speechesandwritings had areference toan
  earlier periodinChinese history.Herecalled, forexample,thegreatEm-
  peror Ch'in, who had unified thecountryinthethird centuryB.C. Ch'in
  hadburned theworks ofConfucius, consolidated andcompleted thebuild-


TxText:
  ingoftheGreat Wall, andgiven his name toChina, Like Ch'in, Mao also
  hadbrought thecountry together, and hadsought bold reforms againstan
  oppressive past. Ch'in hadtraditionally been seen asaviolent dictator
  whose reignwas short; thebrilliance ofMao's strategywas toturn this
  around, simultaneously reinterpreting Ch'in, justifyinghisrule intheeyes
  ofpresent-day Chinese, andusing him tojustifytheviolence ofthe new
  order that Mao himself wascreating.
  After thefailed Cultural Revolution ofthelate 1960s, apower struggle
  LAW 45 395
  396'LAW 45emergedintheCommunist Partyinwhich Mao's main foe was LinPiao,
  once aclose friend ofhis.Tomake clear tothe masses thedifference be-
  tween hisphilosophyandLin's, Mao once again exploitedthepast:He
  cast hisopponentasrepresenting Confucius, a.philosopherLin infact
  would constantly quote. And Confucius signified theconservatism ofthe
  past. Mao associated himself, ontheother hand, with theancient philo-
  sophicalmovement known asLegalism, exemplified bythewritings of
  Han—fei~tzu. TheLegalists disdained Confucian ethics; theybelieved inthe
  need forviolence tocreate anew order. They worshiped power.Togive
  himself weightinthestruggle, Mao unleashed anationwide propaganda
  campaign against Confucius, usingthe issues ofConfucianism versus Le-
  galism towhiptheyounginto akind offrenzied revolt againsttheolder
  generation. This grand context envelopeda.rather banalpower struggle,
  and Mao once againwon over the masses andtriumphedover hisenemies.
  Interpretation
  Nopeoplehad amore profoundattachment tothepastthan theChinese.
  Intheface ofthis enormous obstacle toreform, Mada strategywassimple:
  Instead ofstruggling againstthepastheturned ittohisadvantage,associ~
  atinghisradical Communists with theromantic figures ofChinese history.
  Weavingthestory oftheWar oftheThree Kingdoms into thestruggle be-
  tween theUnited States, theSoviet Union, andChina, becast himself as
  Chuko Liang.Astheemperors had, hewelcomed thecultlike adoration of
  the masses, understandingthat the Chinese could notfunction without
  some kind offather figuretoadmire. And after hemade aterrible blunder
  with theGreat Leap Forward, tryingtoforce modernization onthecountry


TxText:
  andfailing miserably,henever repeatedhismistake: From then on,radical
  changehad tobecloaked inthecomfortable clothes ofthepast.
  The lesson issimple:The pastispowerful.What hashappenedbefore
  seems greater;habit andhistory give anyactweight. Use this toyourad-
  vantage. When youdestroythefa.milia.ryoucreate avoid orvacuum; peo
  plefear thechaos thatwillflood intofillit.You must avoid stirring upsuch
  fears atallcost. Borrow theweightandlegitimacyfrom thepast,however
  remote, tocreate acomfortingand familiarpresence.This willgive your
  actions romantic associations, add toyour presence,and cloak the nature
  ofthechanges youareattempting.
  Itmust beconsidered that there isnothingmore difficulttocarry out,
  no?' more doubtful ofsmcers,run more dangerous tohandle,
  than toinitiate anew order ofthings.
  Niccolo ;'\/iachiavelli, I~f69«I 527
  KEYS TOPOWER
  Human psychologycontainsmany dualities, oneofthem beingthat even
  while peopleunderstand theneed forchange, knowing how important itis
  forinstitutions and individuals tobeoccasionally renewed, theyarealso ir-
  ritated andupset bychangesthat affect them personally. They know that
  changeisnecessary,and thatnovelty providesrelief from boredom, but
  deep inside they clingtothepast. Changeintheabstract, orsuperficial
  change, they desire, but achange that upsetscore habits and routines is
  deeply disturbingtothem.
  Norevolution hasgone without apowerfullater reaction against it,for
  inthelongrun thevoid itcreatesprovestoounsettlingtothehuman ani-
  mal, whounconsciouslyassociates such voids with death and chaos. The
  opportunityforchangeand renewal seduces peopletotheside ofthe revo~
  lution, but once their enthusiasm fades, which itwill, theyareleftwith a
  certain emptiness. Yearning forthepast, theycreate anopeningforitto
  creepback in.
  ForMachiavelli, theprophetwho preachesandbrings changecan
  onlysurvive bytaking uparms: When the masses inevitably yearn forthe
  past,hemust bereadytouseforce. Butthearmed prophet.cannot lastlong
  unless hequicklycreates anew setofvalues and rituals toreplacetheold
  ones, and tosoothe theanxieties ofthose who dread change. Itisfareasier,
  and lessbloody,toplayakind ofcongame. Preach changeasmuch asyou


TxText:
  like, and even enactyour reforms, butgive them thecomforting appear-
  ance ofolder events and traditions.
  Reigningfrom A.D. 8toAD. 23,theChineseemperor Wang Mung
  emerged from aperiod ofgreathistorical turbulence inwhich thepeople
  yearnedfororder, anorder representedforthem byConfucius. Some two
  hundredyears earlier, however, EmperorCh'in had ordered thewritings
  ofConfucius burned. Afewyears later, word hadspreadthat certain texts
  hadmiraculously survived, hidden under thescholar's house. These texts
  maynothave been genuine, butthey gave Wanghisopportunity: Hefirst
  confiscated them, then had hisscribes insertpassagesinto them that
  seemed tosupportthechanges hehad been imposingonthecountry.
  When hereleased thetexts, itseemed that Confucius sanctioned Wang's
  reforms, and thepeople feltcomforted andaccepted them more easily.
  Understand: The fact that thepastisdead and buried gives youthe
  freedom toreinterpretit.Tosupport your cause, tinker with thefacts. The
  pastisatext inwhichyoucansafelyinsert yourown lines.
  Asimple gesturelikeusinganoldtitle, orkeepingthe same number
  for agroup,will tieyoutothepast andsupport youwith theauthority of
  history.AsMachiavelli himself observed, the Romans used this device
  when theytransformed their monarchy into arepublic. They may have in
  stalled two consuls inplace oftheking, but since theking had been served
  bytwelve lictors, theyretained the same number toserve under the con-
  suls. The kinghadpersonally performedanannual sacrifice, in 9.great
  spectaclethat stirred thepublic; therepublic retained thispractice, only
  transferringittoaspecial“chief oftheceremony,whom theycalled the
  Kingofthesacrifice.” These and similargestures satisfied thepeopleand
  keptthem from clamoring forthemonarchy'sreturn.
  Another strategytodisguise change istomake aloud andpublicdis~
  play ofsupportforthevalues ofthepast.Seem tobeazealot fortradition
  LAW 45 397
  398 LAW 45and fewwill notice how unconventionalyoureallyare. Renaissance Flo-
  rence had acenturies—old republic,and was suspicious ofanyonewho
  floated itstraditions. Cosimo de'Medici made aShow ofenthusiastic sup
  portfortherepublic,while inrealityheworked tobring thecityunder the
  control ofhiswealthy family.


TxText:
  Inform, theMedicis retained theappearance
  ofarepublic;insubstance, they rendered itpowerless. They quietlyen~
  acted aradical change, while appearing tosafeguardtradition.
  Science claims asearch fortruth that would seem toprotectitfrom
  conservatism and theirrationalityofhabit: Itisaculture ofinnovation. Yet
  when Charles Darwinpublishedhisideas ofevolution, hefaced fiercerope
  positionfrom hisfellow scientists than from religiousauthorities. Histheo-
  rieschallengedtoomany fixed ideas. JonasSalk ran into the same wall
  with hisradical innovations inimmunology,asdidMax Planck with his
  revolutionizingofphysics.Planck later wrote ofthescientific oppositionhe
  faced, “Anew scientific truth does nottriumph byconvincing itsopponents
  andmakingthem seethelight. butrather because itsopponents eventually
  die,and anew generation grows upthat isfamiliar with it.”
  The answer tothis innate conservatism istoplaythecourtier'sgame.
  Galileo did this atthebeginning ofhisscientific career; helaxer became
  more confrontational, andpaidforitSopaylipservice totradition. Idem»
  tifytheelements inyour revolution that can bemade toseem tobuild on
  thepast. Saytheright things,make ashow ofconformity,and meanwhile
  letyour theories dotheir radical work. Playwithappearancesandrespect
  pastprotocol.This istrue inevery arenae-science beingnoexception.
  Finally, powerful people payattention tothezeitgeist Iftheir reform is
  toofarahead ofitstime, fewwill understand it,and itwill stirupanxiety
  and behopelessly misinterpreted.The changes youmake must seem less
  innovative than theyare.England dideventuallybecome aProtestant na~
  tion, asCromwell wished, butittook over acentury ofgradual evolution.
  Watch thezeitgeist. Ifyouwork inatumultuous time, there ispowerto
  begained bypreachingareturn tothepast,tocomfort, tradition, and rit-
  ual.Duringaperiod ofstagnation,ontheother hand, playthecard ofre-
  form and revo1ution—but beware ofwhatyoustirup.Those who finish a
  revolution arerarelythose who start it.Youwill notsucceed atthisdanger-
  ousgame unlessyouarewilling toforestall theinevitable reaction against it
  by playingwithappearancesandbuildingonthepast.
  Authority: Hewho desires orattemptstoreform thegovernment ofa
  stale, and wishes tohave itaccepted,must atleast retain thesemblance of


TxText:
  theoldforms; sothat itmayseem tothepeoplethat there has been no
  change intheinstitutions, even thoughinfacttheyareentirelydifferent
  from theold ones. Forthegreat majorityofmankind aresatisfied withap-
  pearances,asthough theywere realities. (Niccolo Machiavelli, 1469-1527)
  Image:The Cat.
  Creature ofhabit, itloves the
  warmth ofthe familiar. Upsetits
  routines, disruptitsspace,and itwill
  grow unmanageableand psychotic.
  Placate itbysupportingitsrituals. If
  changeisnecessary,deceive thecatby
  keepingthesmell ofthepast alive;
  place objects familiar toitin
  strategic locations.
  REVERSAL
  The pastisacorpsetobeused asyouseefit.Ifwhat happened inthe re-
  cent pastwaspainfuland harsh. itisse1f—destructive toassociate yourself
  with it.When Napoleoncame topower,theFrench Revolution was fresh
  ineveryone'sminds. Ifthecourt that heestablished had borne anyresem-
  blance tothelavish court ofLouis XVI andMarie-Antoinette, hiscourtiers
  would have spentalltheir time worrying about their own necks. Instead,
  Napoleonestablished acourt remarkable foritssobrietyand lack ofosten-
  tation. Itwas thecourt ofaman who valued work andmilitaryvirtues. This
  new form seemed appropriate andreassuring.
  Inother words, pay attention tothe times. But understand: Ifyou
  make abold changefrom thepast, youmust avoid atallcosts theappear-
  ance ofavoid orvacuum, oryouwill create terror. Even anuglyrecent his-
  torywill seem preferabletoanempty space.Fillthat space immediately
  with newrituals and forms. Soothing andgrowing familiar, these will secure
  your position amongthe masses.
  Finally,thearts, fashion, andtechnologywould seem tobe areas in
  which powerwould come from creatingaradical rupturewith thepast and
  appearing cutting edge. Indeed, such astrategycanbring great power,but
  ithasmany dangers. Itisinevitable thatyourinnovations will beoutdone
  bysomeone else. You have little control—-someoneyoungerand fresher
  moves inasudden new direction, making yourbold innovation ofyester~
  dayseem tiresome and tame today.You areforever playing catch-up; your
  poweristenuous and short-lived. You want apowerbuilt onsomething
  more solid.


TxText:
  Using thepast, tinkering with tradition, playing with conven-
  tion tosubvert itwillgive yourcreations somethingmore than amomen-
  taryappeal.Periods ofdizzying change disguisethefactthat ayearningfor
  thepast willinevitably creepback in.Intheend, using thepastforyour
  ownpurposeswillbring youmore powerthan tryingtocutitout com-
  p1etely—-a.futile and self-destructive endeavor.
  LAW 45 1399
  46
  NEVER APPEAR
  TOO PERFECT
  JUDGMENT
  Appearingbetter than others isalways dangerous,but
  must dangerous 0,'allistoapgleartohave nofaultsor
  weaknesses.Em/ycreates silent enemies. Itissmart toac-
  casionally display defects,and admit tohmmless vices,
  inwder todeflect envy andappearmore human andap-
  proachable. Only gods and thedead can seem perfect
  withimpunity.
  400l
  TRANSGRESSION OFTHE LAW
  JoeOrton met Kenneth Halliwell attheRoyal Academy ofDramatic Arts,
  London, in1953, where both had enrolled asactingstudents. Theysoon
  became lovers and moved intogether. Halliwell, twenty—fiveatthetime,
  was sevenyearsolder than Orton, and seemed the more confident ofthe
  two; butneither had much talent asactors, and after graduating, havingset~
  tied down togetherinadank London apartment, they decided togive up
  actingand collaborate aswriters instead. Halliwell's inheritance was
  enoughtokeepthem from havingtofind work for afewyears,and inthe
  beginning, hewas also thedrivingforce behind thestories and novels they
  wrote; hewould dictate toOrton, who would typethemanuscripts,occa~
  sionally interjecting his own lines and ideas. Their first efforts attracted
  some interest from literary agents, butitsputtered.Thepromise theyhad
  shown wasleadingnowhere.
  Eventuallytheinheritancemoneyranout, and thepair had tolook for
  work. Their collaborations were lessenthusiastic and lessfrequent.The fu~
  ture looked bleak.
  In1957 Orton begantowrite onhisown, butitwasn't until fiveyears
  later, when thelovers were jailed forsixmonths fordefacing dozens ofli-
  brary books, that hebegantofind hisvoice (perhapsnotbychance: This
  was thefirst time heand Halliwell had been separatedinnine years).He


TxText:
  came outofprison determined toexpresshiscontempt forEnglish society
  intheform oftheatrical farces. HeandHalliwell moved back intogether,
  but now theroles were reversed: Orton didthewriting while Halliwellput
  incomments and ideas.
  In1964joeOrton completedhisfirstfull-length play, EntertainingMr.
  Sloane. Theplaymade ittoLondon's West End, where itreceived brilliant
  reviews: Agreatnew writer hademerged from nowhere. Now success fol-
  lowed siccess, atadizzying pace. In1966 Orton had ahitwith hisplay
  Loot, and hispopularitysoared. Soon commissions came infrom allsides,
  includingfrom theBeatles, who paid Orton handsomely towrite them a
  filmscript
  Everythingwaspointing upwards, everything exceptOrton's relation»
  ship with Kenneth Halliwell. The pairstilllived together,but asOrton
  grew successful, Halliwell begantodeteriorate. Watchinghislover become
  thecenter ofattention, hesuffered thehumiliation ofbecomingakind of
  personalassistant totheplaywright,hisrole inwhat had once been acol-
  laboration growing smaller and smaller. Inthe l950s hehadsupported
  Orton with hisinheritance; now Orton supportedhim. At apartyor
  among friends, peoplewould naturally gravitatetowards Orton-—he was
  charming, and hismood was almost always buoyant Unlike thehandsome
  Orton, Halliwell was bald andawkward; hisdefensiveness made people
  want toavoid him.
  With Orton's success thecouple's problems only worsened. Halliwell's
  moods made their lifetogether impossible. Orton claimed towant toleave
  him, and had numerous affairs, butwould alwaysendupreturningtohis'xiii-:m1miu. t)r“ml—;
  (§RHliil\' MAN /\\I) THIC
  l'I,VVI(JliS M/\l\
  Agreedyman and an
  enviuur [mm met a
  king.Theking said to
  them. “One (Ifyou nmy
  askmmetlxing ofme
  and IwillgiveIt:1)
  him, proviriewlIgive
  twice asmuch tothe
  other." The envious
  person did not want to
  askfirstfor he Wm:
  envious ofhiscampam
  ionwho would receive
  Iwzrrt asmuch, and Ike
  greedyman did not
  want 10askfirst since


TxText:
  hewanted everytlzing
  that was tobehad.
  Finally thegreedyone
  Llresred theenvious one
  lobethe_lirs'I tomake
  therequest. 30theenvi-
  ouspersonasked the
  kingtopluck out one
  oflris eyes.
  JEWISH PARABLIS.
  rm“. SEVFN l)EADl'r' 53525,
  SOLOMON SCKIIMMEL,
  1992
  Anadmtrer whofeels
  that heczmrzot be
  lltlppy bysurrendering
  hitrzselfelects to
  btrconzc envious ofthat
  wlzicli heuciznirm. So
  hespellks tinuilier
  languagewilze (long
  which hereally admire:
  iscalled astupid.
  insipizl and qm>r:r.rr:ri
  ofilzing. Admimrion is
  happy .s'elf-Surrender;
  envy isunhappy malf-
  ass:-rrian.
  Sdizeu K1euiu~;uAAiw.
  l813-1 855
  LAW 45'401
  Ittakes great talent and
  skill toconceal omes
  lalmt and skill.
  LAR()('l'|l.]“()l.'(TAULD.
  16 13-l680
  |'.\\\ 'I'l)|(\lL\ IS
  .\('.I‥t\l N05
  The g0ll£l1'S.\' Mint'rva
  made,' her way tothe
  house o/Eiivy,(1house
  filthy with dark and
  noisomc slime. Itis
  Itidrlzm away inthe
  depths ofthevalleys.
  whrrr: the sun new/rr
  pertetratex, where no
  wind blows' tltrottglz;tl
  gloomy dwellirtt:.
  permeated bynumltihg
  chill, evt>r_Iirele.r.s:ever
  sltmtulad inthick (lurk-
  ntavr. When Minerva
  rcaclzrd thisspot she
  Stopped infrom oflhc
  lmusc . . .and .\'trm:k
  thedoors with thetip
  nfhrr Spear',and atthe
  blow they //ew open
  and rcvralwl Envy
  within, Imsy at or/m-al
  of.rrtakr".s fl('.\'ll, tlzo
  fowl onwhich she
  nourished her wickcA
  ness. Atthesight,
  Minerva turned hcr
  eyes away. But the
  other rnxe ltteavily from
  theground, leaving the
  lialf-eaten mrpsm, am]
  (ante outwith dragging
  .rtep.s: When she saw the
  gotltlcsx inallthel7l'll-
  liance ofhm'beauty,m
  lzer_/Iasltiltg armor, rite
  groarwd… .
  Envy irface wassickly


TxText:
  pale,her whole hotly
  lean and waster], and
  402gLAW 46oldfriend and lover. Hetried tohelp Halliwell launch acareer asanartist,
  even arrangingfor agallerytoshow hiswork, buttheshow was aflop, and
  thisonly heightenedHalliwell's sense ofinferiority.InMayof1967, the
  pair went on abrief holiday togetherinTangier,Morocco. Duringthetrip,
  Orton wrote inhisdiary,“We satmilking ofhowhappywefelt. And how it
  couldn't, surely, last. We'd have topayforit.Orwe'd bestruck down from
  afarbydisaster because wewere, perhaps,toohappy.Tobeyoung, good-
  looking, healthy, famous, comparativelyrich andhappyissurely going
  against nature.”
  Halliwell outwardly seemed ashappyasOrton. Inwardly, though, he
  wasseething. And two months later, intheearly morning ofAugust 10,
  1967, justdaysafterhelpingOrton putthefinishingtouches tothewicked
  fa»ceWhat theButler Saw(undoubtedlyhismasterpiece),Kenneth Halliwell
  bludgeoned joe Orton todeath with repeatedblows ofahammer tothe
  head. Hethen tooktwenty—0ne sleeping pillsand died himself, leaving be-
  hind anote thatread, “Ifyouread Orton's diaryallwill beexplained.”
  Interpretation
  Kenneth Halliwell had tried tocast hisdeterioration asmental illness, but
  what joe Orton's diaries revealed tohim was thetruth: Itwasenvy, pure
  andsimple,thatlayattheheart ofhissickness. The diaries, which Halli-
  well read onthesly,recounted thecouple's daysasequalsand their strug-
  gleforrecognition. After Orton found success, the diaries beganto
  describe Halliwell's brooding, hisrude comments atparties,hisgrowing
  sense ofinferiority.AllofthisOrton narrated with adistance that bordered
  oncontempt.
  The diaries made clear Halliwe1l's bitterness over Orton's success.
  Eventuallytheonly thingthat would have satisfied him would have been
  forOrton tohave afailure ofhisown, anunsuccessful play perhaps,sothat
  theycould have commiserated intheir failure, astheyhad done years be
  fore. When theopposite happened—as Orton grew onlymore successful
  andpopular—Halliwell did theonly thing that would make them equals


TxText:
  again: Hemade them equalsindeath. With Orton's murder, hebecame al-
  most asfamous ashisfriend——posthumously.
  JoeOrton onlypartlyunderstood hisl0ver's deterioration. Hisattempt
  tohelp Halliwell launch acareer inartregistered forwhat itwas: charity
  andguiltOrton basicallyhad twopossiblesolutions totheproblem.He
  could have downplayedhis own success, displayingsome faults, deflecting
  I-Ialliwell's envy; or, once herealized the nature oftheproblem,hecould
  have fled asifHalliwell were aviper,asinfact hewas—a viperofenvy.
  Onceenvyeatsawayatsomeone, everything you doonlymakes itgrow,
  anddaybydayitfesters inside him. Eventuallyhewill attack.
  Onlyaminoritycan succeed atthegameoflife, and thatminorityin-
  evitablyarouses theenvy ofthose around them. Once success happens
  your way, however, thepeopletofear the most arethose inyourown ctr»
  cle,thefriends andacquaintances youhave leftbehind. Feelings ofinferi-
  ority gnawatthem; thethought ofyoursuccess only heightens their feel—
  ings ofstagnation. Envy, which thephilosopher Kierkegaardcalls “on-
  happy admiration,” takes hold. You may not seeitbutyou will feel it
  someday—unless, that is,you learn strategies ofdeflection, little sacrifices
  tothegods ofsuccess. Either dampen yourbrilliance occasionally, pur~
  posefully revealingadefect, weakness, oranxiety,orattributing yoursuc~
  cess toluck; orsimply findyourselfnew friends. Never underestimate the
  power ofenvy.
  OBSERVANCE OFTHE LAW
  The merchant class and the craft guildstowhich medieval Florence owed
  itsprosperityhad created arepublic thatprotected them from oppression
  bythenobility.Since highoffice could onlybeheld for afewmonths, no
  one could gain lasting dominance, andalthoughthis meant that thepoliti
  calfactions struggled constantlyforcontrol, thesystem kept outtyrants
  andpettydictators. The Medici family lived forseveral centuries under this
  system without makingmuch of amark. Theyhad modest originsas
  apothecaries,and were typical middle-class citizens. Notuntil thelate four-
  teenth century,when Giovanni de'Medici made amodest fortune inbank
  ing,didthey emergeasaforce tobereckoned with.
  UponGiova.


TxText:
  nni's death, his sonCosimo took over thefamily business,
  andquicklydemonstrated histalent forit.The business prospered under
  hiscontrol and theMedicis emergedasone ofthepreeminent banking
  families ofEurope.Butthey had arival inFlorence: Despitethecity'sre—
  puhlican system,onefamily,theAlbizzis, hadmanagedover theyearsto
  monopolize control ofthegovernment, forgingalliances that allowed them
  toconstantlyfillimportantoffices with their own men. Cosimo did not
  light this, and infact gave theAlbizzis histacitsupport.Atthe same time,
  while theAlbizzis were beginningtoflaunt their power, Cosimo made a
  pointofstayinginthebackground.
  Eventually, however, theMedici wealth could not beignored, and in
  1433, feeling threatened bythefamily,theAlbizzis used their government
  muscle tohave Cosimo arrested oncharges ofconspiringtooverthrow the
  republic.Some intheAlhizzi faction wanted Cosimo executed, others
  feared thiswould sparkacivil war. Intheendtheyexiled him from Flo-
  rence. Cosimo did notfightthesentence; heleftquietly. Sometimes, he
  knew, itiswiser tobide one's time andkeepalowprofile.
  Over the nextyear,theAlhizzis begantostirupfears thattheywere
  setting upadictatorship. Meanwhile, Cosimo, using hiswealth toadvan-
  tage,continued toexert influence onFlorentine affairs, even from exile. A
  civil war broke outinthecity,and inSeptemberof1434 theAlbizzis were
  toppledfrompowerand sent into exile. Cosimo immediately returned to
  Florence, hispositionrestored. Buthesaw that henow faced adelicate sit»
  uation: Ifheseemed ambitious, astheAlbizzis had, hewould stirupoppo-
  sition andenvythat would ultimatelythreaten hisbusiness. Ifhestayedonshes¢/Ilium') horribly;
  her 7("l'.1/I went IlL<c'ol-
  vied andtlemyell. her
  poi.mmm.rlzreuir of21
  g/'vanish hue, and her
  tongue drippedvenom.
  Only thesight of
  suffering could bringa
  smile toher 1025'. Sh!)
  never knew thecomfort
  afslz-e,but waskept
  conslamly awake by
  care andanxiety.
  looked with rlisrzxayon
  men's good forlsme.
  um! grew thin atthe
  siglzl. Gnawirig at
  others, andlining
  grmwezl, she washerself
  her own torment.


TxText:
  Mmrrvu, inspire 0_/'her
  lr)(II/ring, yetaddressezl
  herbriefly: “Instillyrmr
  pr.-i,s'r1rz into oneof
  Cecra/2'sdaughrerxfi
  her name is/lglaums.
  'l'hi.r iswhat Irequire
  ofyou."Without
  armllier word she
  puxltrtd agaiz/Lt: the
  ground with her spear.
  Is]?theearrh, and
  soared upwards.
  From the comer' ofhcr
  eyetheozher watched
  thegoddess ourof
  Sight. muttering and
  angry that Minerva 'X
  plan should be .\'llC('€.8'S-
  ful.Then shetook her
  .s'mff allencirclerl with
  thorny briam'. wrapped
  herselfin dark clouds,
  and setforth. Wherever
  she went shetmmplezl
  down llieflower]r_IieI1ls,
  withered upthegrant,
  xrtrrerl theIreetzips, mm'
  with hmbmzth rainied
  thepe¢)plr.'.i', their cities'
  and their homes. mm'!
  a!lengthshe came to
  Athens', thehome ofWll
  and wealth, peaceful
  and proxpemus.She
  could scarcely refrain
  from weeping when she
  Saw nocause fortears.
  LAW 45 403
  Than mm-ing the
  chamber ofCecmpIx
  daughtvr. sizecarrier]
  mu Mimxrva '3'cmlers.
  Size touched thegirl':
  br¢'u.\'l WII/I aImmt'
  dipped inHill”! 4:,filled
  l1z»'rh¢'aI( will: spiky
  rlmrm. (milbreallzirig
  initblack cum' cw"!
  poiwit 1li.s'per.se(! it
  through her very bones.
  instilling the venom
  deep inher heart. Tim!
  the reason forher
  a':sIres.s' mightnot be
  fortotrek, she .\('I
  before Aglazzrm' cyresr:
  vi\'i()rl ofhcr mtcr. of
  lh41l'.\'l.s r'.3'forIumt1e
  marriage /with thegod
  Merczcry/, andofthe
  god inallhishour!»
  .SL)I!tL'II£'.\'.S',' um] size
  c.tug,i;erule(1 theglory
  ofHall.
  5]:Aglxzumxwas
  sormrnzmt bysuch
  t!14mgIzt.r, and thejar!»
  our anger site
  mnurcaled aminto her
  heart. Day andnight
  .vI1r:xighctl, lmceaxingly


TxText:
  wretched. and inher
  utter nulrerjv wasteii
  away initslow tlflrllllt'.
  aswhen iceismrzlturl
  by!Iu'_/1'tfuI.u,m.
  T]1:,'jire that was
  iciirrlled within her at
  thethought ofiwr
  xi.m'r'.r luck andgood
  fanume was like the
  burning ofweedi-
  which donotbllfsf into
  flames, but are rwne the
  lesscrmxunml by
  xmoldermgfirz-,.
  METAMORP|l(JSl'S.
  Ovio,43 n.c:—c. .«‥n, 18
  404 LAW 45thesidelines, ontheother hand, hewould leave anopeningforanother
  faction toriseupastheAlbizzis had, and topunishtheMedicis fortheir
  success.
  Cosimo solved theproblemintwo ways:Hesecretlyused hiswealth
  tobuyinfluence among keycitizens, and heplacedhis own allies, allclev-
  erlyenlisted from themiddle classes todisguisetheir allegiance tohim, in
  topgovernment positions.Those who complainedofhisgrowing political
  clout were taxed intosubmission, ortheir propertieswere boughtoutfrom
  under them byCosimo's banker allies. The republicsurvived inname
  only.Cosimo held thestrings.
  While heworked behind the scenes togain control, however, publicly
  Cosimo presentedanother picture. When hewalked through the streets of
  Florence, hedressed modestly,was attended byno more than one ser-
  vant, and bowed deferentiallytomagistratesand elder citizens. Herode a
  mule instead ofahorse. He never spokeout onmatters ofpublic import,
  even though hecontrolled Florence's foreign affairs for over thirty years.
  Hegave moneytocharities andmaintained histies toFlorence's merchant
  class. Hefinanced allldnds ofpublic buildingsthat fedtheFlorentines'
  prideintheircity.When hebuilt apalace forhimself and hisfamilyin
  nearby Fiesole, heturned down the ornate designsthat Brunelleschi
  had drawn upforhim and instead chose amodest structure designed by
  Michelozzo, aman ofhumble Florentine origins.Thepalacewas asymbol
  ofCosimo's strategy—all simplicityontheoutside, allelegance and opu~
  lence within.
  Cosimo finallydied in1464, after rulingforyears.The citizens
  ofFlorence wanted tobuild him agreat tomb, and tocelebrate hismemory


TxText:
  with elaborate funeral ceremonies, but onhisdeathbed hehad asked tobe
  buried without “any pompordemonstration.” Some sixty years later,
  Machiavelli hailed Cosimo asthewisest ofallprinces, “for heknew how
  extraordinary thingsthat are seen andappear every hour make men much
  more envied than those that aredone indeed and arecovered over with
  decency.”
  Interpretation
  Aclose friend ofCosimo's, thebookseller VespasianodaBisticci, once
  wrote ofhim, “And whenever hewished toachieve something,hesaw toit,
  inorder toescape envyasmuch aspossible,that theinitiative appearedto
  come from others, and notfrom h.1'.m.” One ofCosirno's favoriteexpres-
  sions was,“Envyisaweed that should notbewatered.” Understandingthe
  power envy hasinademocratic environment, Cosimo avoided theappear-
  ance ofgreatness.This does not mean that greatness should besuffocated,
  orthatonly themediocre should survive; onlythat agame ofappearances
  must beplayed. The insidiousenvyofthe masses canactuallybedeflected
  quite easily: Appearasoneofthem instyleand values. Make alliances with
  those belowyou,and elevate them topositions ofpowertosecure their
  supportintimes ofneed. Never flauntyour wealth, andcarefullyconceal
  thedegreetowhich ithasboughtinfluence. Make adisplay ofdeferringto
  others, asiftheywere more powerfulthanyou.Cosimo de'Mediciper-
  fected thisgame;hewas aconsummate con artist ofappearances.No one
  could gauge theextent ofhispower———hismodest exterior hidthetruth.
  Never besofoolish astobelieve thatyouarestirring upadmiration by
  flaunting thequalitiesthat raiseyouabove others. Bymakingothers aware
  oftheir inferior position, youareonly stirring up“unhappy admiration,” or
  envy,which willgnaw awayatthem until theyundermineyouinways you
  cannot foresee. The fool dares thegodsofenvy byflauntinghisvictories.
  The master ofpowerunderstands that theappearanceofsuperiorityover
  others isinconsequentialnext tothereality ofit.
  Ofzzli thedisorders ofthesoul, envyistheonlyone nooneconfessesto.
  1'lul(lVt7lt. 1'.AJ). 46-120
  KEYS TO POWER
  The human animal has ahard time dealingwith feelings ofinferiority.In
  the'face ofsuperior skill, talent, orpower,we areoften disturbed andillat


TxText:
  ease; this isbecause most ofushave aninflated sense ofourselves, and
  when wemeet peoplewhosurpassustheymake itclear tousthat we arein
  factmediocre, oratleast not asbrilliant aswehadthought. This discur~
  bance inourself-image cannot lastlongwithout stirring upuglyemotions.
  Atfirst wefeel envy: Ifonlywehad thequalityorskill ofthesuperior per
  son, wewould behappy.Butenvy bringsusneither comfort notanycloser
  toequality.Nor can weadmit tofeeling it,foritisfrowned upon socially“
  toshow envy istoadmit tofeeling inferior. Toclose friends, wemaycon-
  fess our secret unrealized desires, but wewill never confess tofeeling envy.
  Soitgoes underground.Wedisguise itinmany ways,likefinding grounds
  tocriticize thepersonwho makes usfeel it:Hemaybesmarter than Iam,
  wesay,buthehas nomorals orconscience. Orhemayhave more power,
  butthat's because hecheats. Ifwedonotslander him, perhapswepraise
  him excessiveIy——-another ofenvy's disguises.
  There areseveral strategies fordealing with theinsidious, destructive
  emotion ofenvy. First, acceptthefact that there will bepeoplewho will
  surpass you insome way, and also thefact thatyou may envythem. But
  make thatfeelingaway ofpushing yourselftoequalorsurpassthem some-
  day.letenvyturn inward and itpoisonsthesoul; expelitoutward and it
  can move youtogreater heights.
  Second, understand that asyougain power,those below youwill feel
  envious ofyou.They maynotshow itbutitisinevitable. Donotnaivelyac-
  cept thefacade they show you———readbetween thelines oftheir criticisms,
  their little sarcastic remarks, thesigns ofbackstabbing,theexcessive praise
  that ispreparing youfor afall,theresentful look intheeye.Half theprob-
  lem withenvycomes when wedonotrecognizeituntil itistoolate.
  Finally, expectthat when people envy youthey willwork against youThe envious ltirles us
  mmfullyasrlw.wr'rvr,
  lustful slnncr and
  beuonws theendless
  inventor ofmiksmid
  rrraragemr tohide and
  nm.vkl1imszaIf.' Thus he
  isable toprczeml10
  ignore thesuperiority
  ofollwrs whiclz sum up
  hisheart, asifhc did
  not seethem, norllfldl
  (hem, nor were aware
  ofzhcm, I10?/lull ever


TxText:
  heard nfllmm. Ilaita
  master xintularar. On
  theulller hand he(rim;
  with allhispower to
  cronmyc and thin
  prevent anyform of
  sirperiorziy from
  u;/nearing inany,vii1m-
  n'm1.And ifthey (In.he
  costs onzln,-m obscu-
  rity.Ilypc-rcrilicisni.
  surcaxrn andcalumuy
  like (hrmad thatspits
  poison from itshole.
  On theolher lumd he
  will raise erullrtrsly
  imwgnifiziunt men.
  mediocre pmplra am!
  even meinkrior in/he
  smrze lypeufarc-(r'vitie.s.
  Arm 1UR
  S('H()PFNl[AL'FR.
  l7884 800
  For notmany nmz, [he
  prover!) mys,can love a
  frieml whoforltmt'
  prr7,rpws wirlu>utfe:el-
  ingenvy; and ahour the
  mvious brain. cold
  poison dings and
  (l0llbleSl1l[ll1L' pain life
  bnngxhim. His own
  woumlingi' hemust
  nurse, andfeels
  anrltlwrir glurlnrss
  like :1curse.
  AHsr.'im.IIs.
  c.525456 urn
  LAW 46 405
  l().sIu|'I>| \'\[) ||l.\' ('.()\I'
  Now Israel loved
  Joseph nmre than all
  hischildren. brrattse he
  was the $07!ofhisold
  age; and hemade him it
  com' ofnumy colors. . . .
  Ana' hisbro!/1er.v
  envied him. ‥ .And
  when they saw himafar
  offthey mnxpirm'
  against him toslay
  him. And now they said
  toone atzotlwr.
  “Behold. this drtemmrr
  comclh. Come now
  therefore, and letits
  slay him. and rat! him
  iItt17 xotme pit.and Hit'
  shall say.mmr: cw!
  boast /talh dnrottrml
  him,' and we'shall see
  who! WI” become ofhts
  dreunts:"
  OLD 'H-_S['AMF.\'I,
  (§hNI:SlS 37:3—20
  TIN. 'I'Rt\I.'I”.lH
  HI' |'lI|C 'lI)\lH
  [When Pope ./ulius first
  sawMtdteltirtgelo it
  ilesig/1 'Iorhistomb] it
  [7fe(l.\'(€(l him somuch
  that ht' (H()!l(,'(' sent him


TxText:
  (0Carrara I0quarry
  thenemr.rary marhlfls.
  t'n.rtrm:tt'ng Alamamm
  Salviati, 0fFlr7rsIt('£',to
  pay him athnuwnrt
  duCt11S' for this pttrpou-.
  Mich:-,[angrelu staywlin
  these mountains more
  than eight months with
  two worlmten am! his
  horse, and wtlhout any
  other provi.\'i()rt except
  food‥ . .Enough
  marbles quarried and
  chasm. hetook them to
  thesea-coast, andleft
  406 LAW 46insidiously. They willputobstacles inyour paththatyou will notforesee,
  orthatyoucannot trace totheir source. Itishard todefend yourself against
  thiskind ofattack. And bythetimeyourealize that envyisattheroot ofa
  person's feelingsaboutyou,itisoften toolate: Your excuses, yourfalse hu-
  mility, yourdefensive actions, onlyexacerbate theproblem.Since itisfar
  easier toavoid creating envyinthefirstplacethan togetridofitonce itis
  there, youshould strategizetoforestall itbefore itgrows. Itisoftenyour
  own actions that stirupenvy, yourown unawareness. Bybecomingcon-
  scious ofthose actions andqualitiesthat createenvy, youcan take theteeth
  outofitbefore itnibbles youtodeath.
  Kierkegaard believed that there aretypesofpeoplewho createenvy,
  and are asguiltywhen itarises asthose who feel it.The most obvious type
  weallknow: The moment something good happenstothem, whether by
  luck ordesign, theycrow about it.Infactthey getpleasureoutofmaking
  peoplefeelinferior. This typeisobvious andbeyond hope. There areoth
  ers,however, who stirupenvyinmore subtle and unconsciousways,and
  arepartlytoblame fortheir troubles. Envyisoften aproblem,for exam-
  ple,forpeoplewith great natural talent.
  SirWalter Raleighwas one ofthe most brilliant men atthe court of
  QueenElizabeth ofEngland. Hehad skills asascientist, wrote poetry still
  recognizedasamong the most beautiful writing ofthetime,was aproven
  leader ofmen, anenterprising entrepreneur,agreatseacaptain,and on
  topofallthis was ahandsome, dashingcourtier who charmed hiswayinto
  becomingone ofthequeen'sfavorites. Wherever hewent however, pea
  pleblocked hispath. Eventually hesuffered aterrific fallfrom grace, lead-
  ingeven toprisonandfinallytheexecutioner's axe.


TxText:
  Raleigh could notunderstand thestubborn opposition hefaced from
  theother courtiers. Hedidnot seethat hehad notonly made noattemptto
  disguise thedegreeofhisskills andqualifies,hehadimposedthem onone
  andall,makingashow ofhisversatility, thinkingitimpressed peopleand
  won him friends. Infact itmade him silent enemies, peoplewho feltinfe-
  rior tohim and didalltheycould toruin him themoment hetripped upor
  made theslightestmistake. Intheend, the reason he was executed was
  ueason, butenvy will useanycover itfinds tomask itsdestructiveness.
  The envy elicited bySirWalter Raleighisthe worst kind: Itwas in-
  spired byhisnatural talent and grace, which hefelt was best displayedin
  itsfullflower. Moneyothers canattain; poweraswell. Butsuperiorintelli-
  gence, good looks, cha.rm—these arequalitiesnoone canacquire.The nat-
  urally perfecthave towork the most todisguisetheir brilliance, displaying
  adefect ortwo todeflectenvybefore ittakes root. Itisacommon and
  naive mistake tothinkyouarecharming peoplewithyournatural talents
  when infacttheyarecomingtohateyou.
  Agreat dangerintherealm ofpoweristhesudden improvement infor
  tune——an unexpected promotion,avictoryorsuccess that seems tocome
  outofnowhere. This issure tostirupenvy among your former peers.
  When ArchbishopdeRetz waspromotedtotherank ofcardinal, in
  1651, heknew fullwell thatmany ofhisformer colleagues envied him.
  Understanding thefoolishness ofalienating those below him, deRetz did
  everything hecould todownplayhismerit andemphasizetherole ofluck
  inhis success. Toputpeopleatease, heacted humblyanddeferentially,asif
  nothing hadchanged. (Inreality, ofcourse, henow had much morepower
  than before.) Hewrote that these wise policies “producedagood effect, by
  lessening theenvy which was conceived against me, which isthegreatest of
  allsecrets.” Follow deRetz's example. Subtly emphasizehow lucky you
  have been, tomakeyour happinessseem more attainable toother people,
  and theneed forenvyless acute. Butbecareful nottoaffect afalse modesty
  thatpeoplecaneasilyseethrough.This willonlymake them more envious.
  The acthastobegood; your humility, andyour opennesstothose youhave
  leftbehind, have toseem genuine. Any hint ofinsincerity willonlymake
  yournew status more oppressive.Remember: Despite yourelevatedposi»


TxText:
  tion, itwill doyounogood toalienate yourformerpeers.Power requiresa
  wide and solid support base, which envycansilently destroy.
  Politicalpower ofany kind createsenvy,and one ofthebestwaysto
  deflect itbefore ittakes root istoseem unambitious. When Ivan theTerri-
  bledied, Boris Godunov knew hewas theonlyone onthe scene who could
  lead Russia. Butifhesoughttheposition eagerly,hewould stirupenvy
  andsuspicion amongtheboyars,soherefused the crown, not once but
  several times. Hemade peopleinsist that hetake thethrone. GeorgeWash-
  ingtonused the same strategytogreat effect, firstinrefusingtokeepthepo-
  sition ofCommander inChief oftheAmericanarmy,second inresisting
  thepresidency. Inboth cases hemade himself more popularthan ever.
  Peoplecannotenvythepowerthattheythemselves have givenaperson
  who does not seem todesire it.
  According totheElizabethan statesman and writer SirFrancis Bacon,
  thewisest policy ofthepowerfulistocreate akind ofpityforthemselves,
  asiftheir responsibilitieswere aburden and asacrifice. How can oneenvy
  aman who hastaken on aheavyload forthepublicinterest? Disguise your
  poweras a.kind ofself—sacrifice rather than asource ofhappinessandyou
  make itseem lessenviable. Emphasize yourtroubles andyouturn apoten-
  tialdanger (envy)into asource ofmoral support (pity).Asimilar ployisto
  hint thatyour good fortune will benefit those aroundyou. Todothisyou
  may need toopen your purse strings, likeCimon, awealthy generalinan-
  cient Athens whogave lavishlyinallkinds ofwaystoprevent people from
  resentingtheinfluence hehadbought inAthenian politics.Hepaidahigh
  pricetocleflect theirenvy, butintheenditsaved him from ostracism and
  banishment from thecity.
  Thepainter J.M.W.Turner devised anotherway ofgivingtodeflect
  theenvy ofhisfellow artists, which herecognizedashisgreatest obstacle to
  his success. Noticing that hisincomparablecolor skills made them afraid to
  hang theirpaintingsnext tohisinexhibitions, herealized that their fear
  would turn toenvy,and would eventuallymake itharder forhim tofind
  galleriestoshow in.Onoccasion, then, Turner isknown tohave temporar-
  ilydampenedthecolors inhispaintingswith soot toearn him thegoodwill
  ofhiscolleagues.oneafhismen tohave
  them ernbarkrd. He
  himselfretzwzod In
  Rome.
  ‥ .


TxText:
  TheLguruitity of
  marbles wasiirnnrnse,
  sorluu, spread over the
  piazza. they were the
  admiration ofull and a
  joytothepope. who
  heaped 1'mmeu.s'ura!:Ie
  flzvarr upon MiL'helzm-
  gala; and when he
  began towork upon
  them again and again
  wem toseehim athis
  house, and talked to
  hm: abzzm' thetomb
  and other (hing:as
  with his own brother.
  And inorder that he
  mighr more easily go(0
  him, thepope ordered
  I11!!! 11drawbririge
  should bethrown
  arrnszr from theCorri-
  clore tothe rooms of
  Michelangelo. bywhich
  hemight visit him in
  private.
  There many and
  frequent fax.-ar.rwere
  the cause (asoftenis
  the care atcourt) of
  much envy, and, after
  theenvy, ofe!z4l.'14r'.\:\'
  per,\'r'('mion,sizx(.'¢'
  Brumame, thearchitect.
  who was loved bythe
  pope,made him Change
  hismind aslothe
  monument byIelling
  him. asis'said bythe
  vulgar,Ihrrt itis
  unlucky tobuild (mes
  tomb inonciv lifetime,
  and other rules, Fear us
  well aser:vyslirnulaled
  Bramanm f<:r1ize;u.:lg»
  men! Ilf/Wit?/1t'[llI1[;'£'I0
  hurl exposccl many of
  his errors. . ‥Now
  imcuxzxc hehad no
  doubt char Michelan-
  gelo knew rlmrr: errors
  ofhir, healways sought
  toremove himfrom
  R0011', or.atleaxl. to
  deprive him0/'the
  LAW 46 407
  favor ofzhe pope. and
  ofthe gloryanduseful-
  Hess /Imt hemight have
  (I('ql¢in'a' Ivyhisinclus-
  try.Hesucceeded' inthe
  matter 0fthetomb.
  There isnodouh: that
  ifMiclwlangelo had
  been allowed tofinish
  it,acconl/'rig to/xirfirst
  design, havingsolarge
  afield inwhich toshow
  hiswarm, noother
  artisr, however Cele»
  brated (belvrald with-
  outenvy) could have
  wrartetl /rom hm: the
  Mg]: place hewould
  have held


TxText:
  VITA mM1LtH1:I.A,N(;m.o,
  /\s(',ANI() ('ON mvl,
  1553
  But over anybody seri-
  ausly con_fe.\'.s'Ioenvy?
  Something there isinit
  universally fell Iohe
  more shameful than
  even felonimu' crime.
  And rwlonly does'
  evcryl>or1_y disuwn it,
  but theIn-(tar sort are
  inc/inecl toirzcrredulity
  when itisinearnest
  impuaerl toanintelli-
  gent man. But .sim'e
  (odgmremisinthehour!
  notthebrain. nodegree
  afimellec! supplies a
  guamnlee against it.
  BILLY sumo,
  HERMAN' MFLVII 1.1;',
  18194891
  408 LAW $6Todeflectenvy, Graciein recommends that thepowerful displaya
  weakness,atminor social indiscretion, aharmless vice. Give those who
  envy yousomethingtofeed on,distractingthem fromyourmoreimpor-
  tant sins. Remember: Itistherealitythat matters. Youmay have toplay
  gameswithappearances,but intheendyouwill have what counts: true
  power. Insome Arab countries, aman will avoid arousing envy bydoing
  asCosimo deMedici didbyshowing hiswealth onlyontheinside ofhis
  house. Applythiswisdom toyourown character.
  Beware ofsome ofenvy's disguises. Excessive praiseisanalmost sure
  signthat theperson praising youenviesyou; theyareeither setting you up
  for a.fall—-it will beimpossibleforyou toliveuptotheir prajse——or they
  aresharpening their blades behind yourback. Atthe same time, those who
  arehypercrificalofyou,orwho slanderyoupublicly, probably envy you
  aswell. Recognize their behavior asdisguised envyandyoukeepoutof
  thetrap ofmutual mud-slinging,oroftakingtheir criticisms toheart. Win
  your revenge byignoring their measly presence.
  Donottrytohelpordofavors forthose whoenvy you; they willthink
  youarecondescendingtothem. joe Orton's attempttohelp Halliwell find
  agalleryforhiswork only intensified hislover's feelings ofinferiorityand
  envy. Onceenvyreveals itself forwhat itis,theonlysolution isoften to
  fleethepresenceoftheenviers, leavingthem tostew inahelloftheir own
  creation.
  Finally,beaware that some emrimnments are more conducive toenvy
  than others. The effects ofenvyare more serious among colleaguesand
  peers,where there isaveneer ofequality. Envyisalso destructive indemo~


TxText:
  cratic environments where overt displays ofpowerarelooked downupon.
  Beextrasensitive insuch environments. The filmmaker Ingmar Bergman
  was hounded bySwedish taxauthorities because hestood outinacounty
  where standingoutfrom thecrowd isfrowned on.Itisalmost impossible
  toavoid envyinsuch cases, and there islittle youcandobutaccept itgm»
  ciously and take none ofitpersonally.AsThoreau once said, “Envyisthe
  taxwhich alldistinction must pay.”
  Image: AGarden ofWeeds. Youmaynot
  feed them butthey spreadasyouwater
  thegarden.Youmaynot seehow, but
  they take over, tall andugly, pre-
  venting anything beautiful from
  flourishing. Before itistoolate,
  do not water indiscrimis
  nately. Destroytheweeds
  ofenvy bygivingthem
  nothingtofeed on.
  Authority: Upon occasion, reveal aharmless defect inyourcharac-
  ter.Fortheenvious accuse the most perfectofsinning byhavingno
  sins. Theybecome anArgus,alleyesforfindingfault with excel-
  lence—it istheir onlyconsolation. Donotletenvyburst with itsown
  venom—affect some lapseinvalor orintellect, so astodisarm it
  beforehand. You thus waveyourredcapebefore theHorns ofEnvy,
  inorder tosave your immortality. (Baltasar Gracién, 1601-1658)
  REVERSAL
  The reason forbeingcareful with the envious isthattheyare soindirect,
  andwill find innumerablewaystoundermineyou.Buttreading carefully
  around them will often onlymake theirenvyworse. Theysense thatyou
  arebeing cautious, and itregistersasyetanother sign ofyour superiority.
  That iswhy youmust actbeforeenvytakes root.
  Onceenvyisthere, however, whether through yourfault ornot, itis
  sometimes best toaffect theopposite approach: Displaytheutmost disdain
  forthose whoenvy you.Instead ofhiding your perfection,make itobvi-
  ous. Makeeverynewtriumphanopportunitytomake theenvious squirm.
  Your goodfortune andpowerbecome their livinghell. Ifyouattain aposi-
  tion ofunimpeachable power,theirenvy will have noeffect onyou,and
  youwill have thebestrevengeofall:Theyaretrappedinenvywhileyou
  arefree inyour power.
  This ishow Michelangelo triumphedover the venomous architect
  Bramante, who turned Pope Julius against Michela.ngelo's designforhis
  tomb. Bramante envied Michelangelo's godlike skills, and tothis one tri-
  umph—theaborted tomb project—he thoughttoaddanother, bypushing


TxText:
  thepopetocommission Michelangelotopaintthemurals intheSistine
  Chapel.The projectwould takeyears, during which Michelangelo would
  accomplishno more ofhisbrilliant sculptures. Furthermore, Bramante
  considered Michelangelo notnearlyasskilled inpaintingasinsculpture.
  Thechapelwould spoilhisimageastheperfectartist.
  Michelangelosaw thetrapand wanted toturn down thecommission,
  but hecould not refuse thepope,soheaccepteditwithout complaint.
  Then, however, heused Bra.rnante'senvytospurhim togreater heights,
  making theSistine Chapelhismost perfectwork ofall.Everytime Bra-
  mante heard ofitorsaw it,hefelt more oppressed byhis own envy—the
  sweetest and most lasting revenge youcan exact ontheenvious.Know how totriumph
  over envy and malice.
  Hrre(.'(]Vll£fVI'L[)L
  although prudent,
  counls, indeed, for
  little; mugnanimity is
  better. Agood word
  cormerningone who
  speaks evilofyou
  cannot bepraised too
  highly: there isno
  revrtrigemore heroic
  than thatbrought
  about bythose merits
  and ultaimnents which
  frustrate and torment
  thectzviousz Every
  stroke ofgood fortune
  is(Ifurther twist oflhe
  rape round theneck of
  rhoill-disposedand the
  heaven o/'the envied is
  hellfortheenvious. To
  convert your good
  fortune [mo ;mi.w/n /or
  your meniires isheld to
  hethe nzrm sewrc
  punislzrrwrlt you vim
  iriflictonthem. The
  (envious man dim not
  only once but asmany
  times aszhepersoli he
  envies liver tohear the
  mice ofpraisec the
  etwnity oflhe [utters
  jizme isthe measure of
  (hefarrnerk punish-
  ment: my one isimmor-
  talinhisglory. lite
  latter inhismisery. The
  Irumper offume which
  sounds immortulityfor
  the om) heralds dmth
  for theother. who is
  semencetl tobechoked
  todeath onhis own
  mv n
  B.-\l,TASAl( (iRA<'|A.~4.
  l6()l—l658
  LAW 46 409
  410LAW
  47
  DO NOT GO PAST THE
  MARK YOU AIMED FOR;
  INVICTORY,
  LEARN WHEN TO STOP
  JUDGMENT
  The moment ofvictmyisoftenthe moment ofgreatest
  peril.Intheheatofvictmy, armganceand ovenronfil


TxText:
  dense canpush youpastthegaalyouhadaimedfar, and
  bygoing wafar, youmake more enemies thanyoudefeat.
  Donotallow success togotoyourhead. There isnosub»
  stitutefor strategyandcareful planning.Set agoal, and
  whenyoureach it,stop.
  TRANSGRESSION OFTHE LAW
  In559 B.C., ayoungman named Cyrus gatheredanimmense army from
  thescattered tribes ofPersia and marched against hisgrandfather Astyages,
  king oftheMedes. Hedefeated Astyages with ease, had himself crowned
  king ofMedea andPersia, andbegan toforge thePersian Empire. Victory
  followed victoryinquick succession. Cyrusdefeated Croesus, ruler of
  Lydia,then conquered theIonian islands and other smaller kingdoms;he
  marched onBabylonand crushed it.Now he was known asCyrusthe
  Great, King oftheWorld.
  Aftercapturingtheriches ofBabylon, Cyrussethissightsontheeast,
  onthehalf-barbaric tribes oftheMassagetai,a.vast realm ontheCaspian
  Sea. Afierce warrior race ledbyQueen Tomyris,theMassagetailacked the
  riches ofBabylon,butCyrusdecided toattack themanyway, believing
  himself superhumanandincapableofdefeat. The Massagetaiwould fall
  easilytohisvast armies, makinghisempireimmense.
  In529 B.C., then, Cyrusmarched tothewide river Araxes, gatewayto
  thekingdom oftheMassagetai.Ashesetupcamponthe western bank, he
  received amessagefromQueen Tomyris: “King oftheMedes,” shetold
  him, “Iadviseyoutoabandon thisenterprise,foryoucannot know ifinthe
  end itwill doyou anygood. Ruleyourown people, andtrytobear the
  sight ofmeruling mine. Butofcourseyou will refusemyadvice, asthelast
  thing youwish foristolive inpeace.” Tomyris,confident ofherarmy's
  strengthand notwishing todelaytheinevitable battle, offered towithdraw
  thetroopsonher sideoftheriver, allowing Cyrustocross itswaters safely
  andfight herarmyonthe eastern side, ifthat was hisdesire.
  Cyrus agreed, butinstead ofengagingtheenemy directlyhedecided
  toplayatrick. The Massagetai knew few luxuries. Once Cyrushad crossed
  theriver and made hiscamponthe eastern side, hesetthetable for an
  elaborate banquet, fullofmeat, delicacies, andstrongwine. Then heleft
  hisweakesttroopsinthecampand withdrew the rest ofthearmytothe
  river. Alarge Massagetaidetachment soon attacked thecampandkilled all
  ofthe Persian soldiers inafierce battle. Then, overwhelmed bythe fabu—


TxText:
  lous feast that had been leftbehind, theyateand drank totheir hearts' con-
  tent Later, inevitably, theyfellasleep.The Persianarmyreturned tothe
  campthatnight, killing many ofthesleepingsoldiers andcapturingthe
  rest. Among theprisonerswas their general,ayouthnamed Spargapises,
  sonofQieen Tomyris.
  When thequeenlearned what hadhappened,she sent amessageto
  Cyrus, chiding him forusing tricks todefeat herarmy.“Now listen tome,”
  shewrote, “and Iwill advise youforyourown good: Give mebackmyson
  and leave mycountrywithyour forces intact, and becontent withyourtri-
  umphover athird part oftheMassagetai. Ifyou refuse, Iswear bythe sun
  our master togive youmore blood than youcandrink, forallyour glut-
  tony.”Cyrusscoffed ather: Hewould notrelease her son. Hewould crush
  these barbarians.
  Thequeen's son, seeing hewould notbereleased, could notstand theVllll'. \\l\(Il Ultllll 3
  (AH KICRIZI,
  '/W0 rrockerelx f()l([,'ll[
  on arlunghwp. One
  cuckcrcl war the
  stronger: he
  vunquirlzcd theother
  and draw himfrom
  thedungheap.
  Allthehem gathered
  around thecockerel,
  and began tolaud him.
  The cuzrkrtrel wanletl
  hisstrength andglory
  tobeknown inthe maxi
  wml. Heflew(m(upof
  thebum, flapper! his
  wings. and crowed ina
  land mine: “Look at
  me,allofyou. Iam (1
  Vi('I(N'l()l1.\' cockcrcl.
  Nuuther wcktzrel in
  theworld has such
  ryrenglh.usI."
  The cockcrel had not
  finished,when anangle
  killed him, seized him
  inhisclaws, and
  carried him tohis mart.
  XABI Ls,
  Lt-,0 Tm srov,
  1828 —l9lt)
  LAW 47 411
  l'II|' >l.t_)lI'\(Ii4)!'
  l\[l)\'i—|:\\\||\\|'|U\J
  InallyourL.'F0.\'.V-
  r.mmimir1rm.s' . . .,mm':
  impmmm n/all. letme
  rr»/war IhemjtmcliunIn
  heever on/heulerl for
  agood /7]Il(,'['Inxnlp.
  Nor/ting am hemore
  tmpnrlzim than toclose
  your e.rmmImn'(m will;
  .1mum,/wh. Somany


TxText:
  Iuw_\'z'r.s' murder] in
  ('arc/ting uwitrzers in 11
  Serious crmrrzldictiori;
  lmt, rm!saris/ierl with
  this: goonasking qmI.\'—
  (ions. and layer off
  their e.t41rr1inaIiun until
  theeffect upon (hefury
  oftlzrirfornmr arivmie
  (age islostu/Iugctlwr.
  TH]: /nu' or('Ross-
  I.-.'(»\MIN/\l'l()'~£.
  FRANCIS L,WI-1 LMAN.
  l')l3
  PHI', (HIfllilth \t2l|l\tl
  t1l5\|']l(r\|
  Wermdofmany
  In.»mm'e'.\' ofthiskimi,
  /'urthegeneral who by
  hisvalor Imx
  (,'()I1([ll6I'erIutlalvzfor
  /ziyrnuslw', and won
  great glow forhimself
  byhisvictory over the
  enemy, and hasloaded
  hissoldiers with rich
  Imnty, m't[uirF.\'m?1'¢'\'—
  sarily with his own
  wldicrs, aswell uswith
  [/1038 nflhe L'Il('IIl)' and
  with thevulajnrrs ufllw
  prirxng rohig/1un77u—
  mlirm. that his'very
  wrtury may lmcurm»
  distmveful, and ul'lllIXAf
  forapprc/misimz Inhis
  [7I'lIl(,'t'. For asthe
  41.? LAW 47humiliation, and sohekilled himself. The news ofher son's death over»
  whelmed Tomyris.Shegathered alltheforces that shecould muster inher
  kingdom,andwhippingthem into avengeful frenzy, engaged Qrms's
  troopsinaviolent andbloodybattle. Finally,theMassagetai prevailed.In
  their anger theydecimated thePersian army, killing Cyrus himself.
  After thebattle, Tomyrisand her soldiers searched thebattlefield for
  Cyrus's corpse. When shefound itshe cutolfhishead and shoved itinto a
  wineskin fullofhuman blood, crying out,“Though Ihave conquered you
  andlive, yetyouhave ruined mebytreacherously taking myson. See
  now--I fulfillmythreat: You haveyour fillofblood.” After Cyrus's death,
  thePersian Empire quicklyunraveled. One actofarrogance undid allof
  Cyrus's goodwork.
  Interpretation
  There isnothingmore intoxicatingthan victory,andnothingmore dan-
  gerous.
  Cyrushadbuilt hisgreat empireontheruins ofapreviousone. Ahun-


TxText:
  dredyears earlier, thepowerful Assyrian Empirehad been totallyde«
  stroyed,itsonce splendid capital ofNineveh but ruins inthe sand. The
  Assyrianshad suffered this fate because theyhadpushedtoofar,destroy-
  ingonecity-state after another until theylostsight ofthepurposes oftheir
  victories, and also ofthe costs. Theyoverextended themselves and made
  manyenemies who were finallyable toband togetheranddestroythem.
  Cyrus ignored thelesson ofAssyria.Hepaidnoheed tothewarnings
  oforacles and advisers. Hedid notworryabout offendingaqueen.His
  manyvictories hadgonetohishead, cloudinghis reason. Instead ofcon-
  solidatinghisalreadyvastempire,hepushedforward. Instead ofrecogniz-
  ingeach situation asdifferent, hethought each new war would bring the
  same result asthe one before aslongasheused themethods heknew:
  ruthless force andcunning.
  Understand: Intherealm ofpower, youmust beguided byreason. To
  let amomentarythrill oranemotional victoryinfluence orguide your
  moves willprovefatal. When youattain success, step back. Becautious.
  Whenyougain victory,understand thepart played bytheparticularcir-
  cumstances ofasituation, and never simply repeatthe same actions again
  and again. Historyislittered with themins ofvictorious empiresand the
  corpsesofleaders who could notlearn tostopand consolidate theirgains.
  OBSERVANCE OFTHE LAW
  Nosingle personinhistoryhasoccupiedamore delicate andprecarious
  positionthan thekings mistress. She had noreal orlegitimate powerbase
  tofallback onintimes oftrouble', she was surrounded bypacks ofenvious
  courtiers eagerly anticipatingher fallfromgrace;andfinally,since the
  source ofherpowerwasusuallyherphysical beauty,formost royalmis-
  tresses that fall wasinevitable andunpleasant.
  KingLouis XV ofFrance began tokeepofficial mistresses intheearly
  days ofhisreign,each woman's good fortune rarely lastingmore than a
  fewyears.Butthen came Madame dePompadour, who, when she was a
  middle-class child ofnine named jeanne Poisson, had been toldbyafor-
  tune~teller that shewould somedaybetheking's favorite. This seemed an
  absurd dream, since theroyalmistress almost alwayscame from the aris~
  tocracy. Jeannenevertheless believed herself destined toseduce theking,
  anddoingsobecame her obsession.


TxText:
  Sheapplied herselfto thetalents the
  king'sfavorite had tohave-—-music, dancing, acting,horsebackriding——-
  and sheexcelled ineveryoneofthem. As ayoung woman, shemarried a
  man ofthelower nobility,whichgave her anentree tothebest salons in
  Paris. Word quickly spread ofherbeauty, talent, charm, andintelligence.
  Jeanne Poisson became close friends with Voltaire, Montesquieu, and
  other greatminds ofthetime, butshe never lostsightofthegoalshehad
  setherself asagirl:tocapturetheheart oftheking.Her husband had a
  chateau inaforest where theking would often gohunting,and shebegan
  tospendalotoftime there. Studyinghis movements like ahawk, she
  would make sure hewould “happen”tocome uponherwhile she was out
  walkinginher most alluring dress, orridinginhersplendidcoach. The
  king begantotake note ofher,makinghergifts ofthegame hecaughtin
  thehunt.
  In1744 Louis's current mistress, theDuchesse deChateauroux, died.
  Jeannewent ontheoffensive. Sheplacedherself everywherehewould be:
  atmasked balls atVersailles, attheopera,wherever their paths would
  cross, and wherever shecould display hermanytalents: dancing, singing,
  riding, coquetry.Thekingfinallysuccumbed tohercharms, and inacere-
  monyatVersailles inSeptember of1745, thistwenty—four—year~old daugh-
  terofarniddleaclass banking agentwasofficially inauguratedastheking's
  mistress. She wasgivenher own room inthepalace,aroom theking could
  enter atanytime via ahidden stairwayand back door. And because some
  ofthecourtiers wereangrythat hehad chosen awoman ofloworigins, he
  made her amarquise.From now onshewould beknown asMadame de
  Pompadour.
  Thekingwas aman whom theslightest feeling ofboredom wouldop-
  pressoutofproportion.Madame dePompadourknew thatkeeping him
  under herspellmeant keepinghim amused. Tothat end sheputon con-
  stant theatrical productionsatVersailles, inwhich she starred. Sheorgaw
  nizecl elaborate hunting parties, masked balls, and whatever else itwould
  take tokeep him diverted outside thebedroom. She became apatmness of
  thearts, and thearbiter oftaste and fashion forallofFrance. Her enemies
  atthecourt only grewinnumber with each new success, butMadame de


TxText:
  Pompadourthwarted them inatotally novelwayfor al-:ing's mistress: with
  extreme politeness.Snobs who resented herforherlowbirth she won over
  with charm andgrace. Most unusual ofall,shebefriended thequeen,and
  insisted that Louis XVpaymore attention tohiswife, and treat her more
  kindly.Even theroyal family hegmdgingly gave her their support.Tonature afmen isamhi»
  lions uswe'/I m'.\'u.\'pi—
  (tour, and putsno
  limits 10one 3'gum!
  [(>rnme, llisnotinqmsu
  siblre rival the5u.i'pir'1'an
  thatmay sutldrmly be
  amuslwl inthemiml of
  iheprince [yrthe
  victory' oflhc gzermml
  rrmv have been aggrw
  V/marl by.\'()me haughty
  <=.rpre.«'5i<:/Ix Hrimnlmx
  acts anhis1>art;.m 1/mt
  theprince will trmu—
  rally bemods tothink
  ofxccurimg l1inx.wlf
  against theumbmmr nf
  Izrirgeneral.
  And todo(his, /ha
  means mm xzrggesl
  themselves tohim are
  either tohave Jim
  gemvml killed. orto
  (feprivc himofrim:
  reputmzvu which he
  hasll(.'I[ulI'é'(l with the
  princeisarmy and the
  people. byusing ewr_)'
  mmns Iopmve that the
  general'S wcmrywas
  not due tohisskill and
  courage, but tochance
  and (hecowardice of
  themcmy.ormthe
  sagaczry ofthr: nrhcr
  cu,'7t.1in.V who were wi//1
  him in(Ila! action.
  Nl('('(lLO lVl.«\CI-HAVF.) Ll.
  l4E:9—lS27
  LAW 47 413
  Amun who was
  fulnmlsorat7't'¢'
  climber wasguiding
  rmmwrze inclimbing a
  tall mu'. Hemvlerml the
  mom toour(ht!mp
  brrmdiex, and. during
  this time, when I/re rmm
  seemed tobyingreat
  dimgct; theexpert mid
  nothing. Only when the
  mm: wascontirig tlown
  and had reached the
  lurighl ofthe euvm (fill
  theexpert ml! out,“lie
  mrefld! Watch your
  stepmuting down!" I
  asked him.“


TxText:
  VVI1y dérl
  you mytiml? Atthat
  heiglil het"(]'ulclf'li!1Z[)
  the ram'affine wayifiw
  rkrise."
  "Tlmtir (liepoint,"suit!
  theéviparl. “Aslongas
  the man was upat.2
  dizzy height and the
  lwrarzcher were threw'-
  ening tobreak, he
  izimself was soafraid I
  sazrl notlxirzg. Misktkcs
  arezzlwiiys made whwz
  people getsothe cm'
  p[a(7$!.$'."
  This man heltmgrd to
  th(lower! class, bu!his
  words were inpvrfiztl
  ¢l(.'L'(Ir(l with the
  [ireccgm ofllzc sages. In
  luutball low,they say
  thatuflvr you have
  irirkcd outofazlijficizll
  plum and you think tin'
  Hex! onewill byca.v:'z~r
  you are sure tomi.x'.\' the
  hall.
  HSSAV5 INl|)Ll-
  FOI ?k'l'El:N'|'H KEN I'llKY
  414 LAW -17crown herglory,theking made her aduchess. Herswaywas felt even in
  politics: Indeed shebecame theuntitled minister offoreignaffairs.
  In1751, when Madame dePompadourwas attheheight ofherpower,
  sheexperienced her worst crisis. Physically weakened bytheresponsibili—
  tiesofherposition, shefound itincreasingly difficult tomeet theking'sde~
  mands inbed. This wasusuallythepointatwhich themistress would meet
  herend, strugglingtomaintain herpositionasherbeauty faded. But
  Madame dePompadourhad astrategy: Sheencouragedthekingtosetup
  akind ofbrothel, Pare auxCerfs, onthegrounds ofVersailles. There the
  middle-aged king could have liaisons with themost beautiful young girls in
  therealm.
  Madame dePompadourknew that hercharm and herpoliticalacu—
  men had made herindispensable totheking. What did shehave tofear
  from asixteen-year-old who had none ofherpower andpresence? Vv'hat
  diditmatter ifshelost herpositioninthebedroom, aslongasshe re-
  mained the most powerfulwoman inFrance? Tosecure thatpositionshe
  became stillcloser friends with thequeen,with whom shestarted attending
  church. Althoughher enemies atthecourt conspired tohave hertoppled
  from herofficial positionasl<ing's mistress, theking kepther on,forhe


TxText:
  needed hercalmingelfect. Itwasonlywhen herpartinthe disastrous
  Seven Years' War drew much criticism onher that sheslowly withdrew
  from publicaffairs.
  Madame dePompadour'shealth hadalwaysbeen delicate, and she
  died attheageofforty~three, in1764. Herreignasmistress had lasted an
  unprecedented twenty years.“She wasregretted byall,” wrote theDue de
  Croy, “for she waskindly andhelpfultoeveryonewho approachedher.”
  Interpretation
  Aware ofthetemporarinessofherpower,thekingsmistress would often
  gointo akind offrenzyafter capturing theking:She would trytoaccumu-
  late asmuch moneyaspossibletoprotectherafler herinevitable fall.And
  toextend herreignaslongaspossible, shewould beruthless with her ene-
  mies inthe court. Her situation, inother words, seemed todemand from
  her agreed and vindictiveness thatwould often beherundoing.Madame
  dePompadour succeeded where allothers had failed because she never
  pressedhergood fortune. Instead ofbullyingthecourtiers from herpower»
  fulpositionastheking's mistress, shetried towin their support.She never
  revealed theslightest hint ofgreedorarrogance.When she could no
  longer performherphysicalduties asmistress, she did not fret atthe
  thought ofsomeone replacingherinbed. Shesimply appliedsome strat-
  egy--she encouraged thekingtotakeyoung lovers, knowingthat the
  youngerandprettier they were, the lessofathreat they posed,since they
  could notcompare toher incharrn andsophistication and would soon
  bore themonarch.
  Success plays strange tricks onthemind. Itmakes you feel invulnera~
  ble,while alsomaking youmore hostile and emotional when peoplechal-
  lenge your power. Itmakesyouless able toadapttocircumstance. You
  come tobelieve yourcharacter ismore responsibleforyoursuccess than
  your sirategizing andplanning.Like Madame dePompadour, youneed to
  realize that yourmoment oftriumphisalso amoment when youhave to
  relyoncunningandstrategyallthemore, consolidating your power base,
  recognizing theroleofluck and circumstance inyour success, and remain-
  ingvigilant against changesinyour goodfortune. Itisthemoment ofvic-
  tory when youneed toplaythecouttier's game andpaymore attention
  than ever tothelaws ofpower.
  Thegreatest dangeroccurs atthemoment afvictory.
  Napoleon [i(/nnpawz,I769»!82


TxText:
  I
  KEYS TOPOWER
  Power has itsownrhythmsand patterns.Those who succeed atthegame
  arethe ones who control thepatternsandvarythem atwill, keeping peo-
  pleoffbalance while theysetthetempo.The essence ofstrategyiscontrol-
  ling what comes next, and theelation ofvictorycanupset your abilityto
  control what comes next intwoways. First, youoweyoursuccess toapat»
  tern thatyouareapttotrytorepeat.You willtrytokeep movinginthe
  same direction without stoppingtoseewhether this isstillthedirection that
  isbest foryou. Second, success tends togotoyourhead and makeyou
  emotional. Feeling invulnerable, youmake aggressivemoves that ulti-
  matelyundo thevictory youhavegained.
  The lesson issimple:Thepowerful vary their rhythmsand patterns,
  change course, adapttocircumstance, and learn toimprovise.Rather than
  letting their dancingfeetimpelthem forward, they stepback and look
  where theyaregoing. Itisasiftheir bloodstream bore akind ofantidote to
  theintoxication ofvictory, lettingthem control their emotions and come to
  akind ofmental halt when theyhave attained success. They steadythem-
  selves, give themselves thespacetoreflect onwhat hashappened,examine
  therole ofcircumstance and luck intheir success. Asthey sayinriding
  school, you have tobeable tocontrol yourselfbeforeyoucancontrol the
  horse.
  Luck and circumstance always playa.role inpower. This isinevitable,
  andactually makes thegamemore interesting.Butdespitewhat you may
  think, goodluck ismore dangerous than had luck. Bad luck teaches valu~
  able lessons about patience, timing, and theneed tobepreparedforthe
  worst; good luck deludes youinto theopposite lesson, making you think
  yourbrillliance will cany youthrough. Your fortune willinevitably turn,
  andwhen itdoesyouwill becompletely unprepared.
  AccordingtoMachiavelli, this iswhat undid Cesare Borgia.Hehad
  many triumphs,wasactuallyaclever strategist,but had thebad luck to
  have goodluck: Hehad a.popefor afather. Then, when hehad bad luck
  forreal—his fathefs death—-he wasunpreparedforit,and themanyene~
  LAW 47 -I15
  416 LAW 47mies hehad made devoured him. Thegood luck that elevatesyouorseals


TxText:
  yoursuccess bringsthe moment foryoutoopen your eyes: The wheel of
  fortune willhurtleyoudown aseasilyasup.Ifyou prepare forthefall, itis
  lesslikelytoruinyouwhen ithappens.
  Peoplewho have arunofsuccess can catch akind offever, and even
  when they themselves trytostay calm, thepeoplebelow them oftenpres—
  sure them togopast their mark and intodangerous waters. You have to
  have astrategyfordealing with thesepeople. Simply preachingmoderar
  tion willmake you look weak andsmall-minded; seemingtofail tofollow
  upon avictory can lessenyour power.
  When theAthenian general and statesman Pericles led aseries of
  naval campaignsaround theBlack Sea in436 u.(:., hiseasy triumphsen-
  flamed the Athenians' desire for more. Theydreamed ofconquering
  Egypt, overrunning Persia, sailingforSicily. On the one hand Pericles
  reined inthese dangerous emotions bywarning oftheperils ofhubris. On
  theother hand hefedthem byfightingsmall battles that heknew hecould
  win,creatingtheappearancethat hewaspreservingthemomentum ofsuc»
  cess. The skill with which Pericles playedthisgameisrevealed bywhat
  happenedwhen hedied: The demagogues Cook over, pushedAthens into
  invading Sicily,andinone rash move destroyedanempire.
  Therhythm ofpower often requiresanalternation offorce and cun-
  ning. Too much force creates acounterreaction; toomuch cunning,no
  matter how cunning itis,becomes predictable. Workingonbehalf ofhis
  master, theshogun Oda Nobunaga, thegreat sixteenth-century japanese
  general (and future emperor) Hideyoshionce engineeredastunningvic-
  toryover thearmy oftheformidable General Yoshimoto. The shogun
  wanted togofurther, totake onand crush yetanother powerful enemy, but
  Hideyoshi reminded him oftheoldJapanese saying: “Whenyouhave
  won avictory, tightenthestrings ofyour helmet.” ForHideyoshi this was
  the moment fortheshogun toswitch from force tocunning and indirec-
  tion, setting hisenemies againstone another througha.series ofdeceptive
  alliances. Inthiswayhewould avoid stirring upneedless opposition by
  appearing overly aggressive. When youarevictorious, then, lielow, and
  lull theenemyinto inaction. These changes ofrhythmareimmensely
  powerful.


TxText:
  People who gopastthemark areoften motivated byadesire toplease
  amaster byprovingtheir dedication. But anexcess ofeffortexposes youto
  theriskofmaking the master suspicious ofyou. Onseveral occasions, gen-
  erals under Philip ofMacedon were disgraced and demoted immediately
  after leadingtheirtroopstoagreat victory;one more such victory, Philip
  thought, and the man might become arival instead ofanunderling.When
  youserve amaster, itisoften wise tomeasure yourvictories carefully, let-
  tinghim getthegloryand never making himuneasy. Itisalso wise toes-
  tablish apattern ofstrict obedience toearn histrust. Inthefourth century
  B.C., a.captainunder thenotoriouslysevere Chinese generalWu Ch'i
  charged ahead before abattle had begun and came back with several
  enemyheads. Hethought hehad shown hisfiery enthusiasm, butWuCh'i
  wasunimpressed.“Atalented officer,” thegeneral said with asighasheor-
  dered the man beheaded, “but adisobedient one.”
  Another moment when 3.small success canspoilthe chances for a
  largeronemaycome ifamaster orsuperior grants youafavor: Itisadan-
  gerousmistake toaskfor more. You will seem insecur%perhaps youfeel
  youdidnotdeserve thisfavor, and have tograbasmuch asyoucanwhen
  you have thechance, whichmaynot come again. Theproper responseis
  toacceptthefavor graciously and withdraw. Any subsequentfavorsyou
  should earn without having toaskforthem.
  Finally, the moment when you stophasgreatdramatic import.What
  comes last sticks inthemind asakind ofexclamation point. There isno
  better time tostopandwalkawaythan after avictory. Keep goingandyou
  risklessening theeffect, even ending updefeated. Aslawyers sayofcross-
  examination, “Always stop with avictory.”
  Image: Icarus Falling
  from theSky.Hisfather
  Daedalus fashionswings
  ofwax that allow the
  two men toflyoutof
  thelabyrinthand
  escapetheMinotaur.
  Elated bythe tri-
  umphant escape
  and thefeeling of
  flight,Icarus soars
  higherand high-
  er.until the sun
  melts thewings
  and hehurtles
  to his death.
  Authority: Princes andrepublics should content themselves with victory,


TxText:
  forwhen theyaim atmore, they generally lose. The useofinsultinglan-
  guagetoward anenemyarises from theinsolence ofvictory,orfrom the
  false hopeofvictory,which latter misleads men asoften intheir actions
  asintheir words; forwhen this false hopetakes possessionofthemind,
  itmakes mengobeyondthemark, and causes them tosacrifice a.cer-
  taingoodfor anuncertain better. [Niccolo Machiavelli, 14694527)
  LAW 47'
  417
  4'78 LAW 47REVE RSAL
  AsMachiavellisays, either destroyaman orleave him alone entirely.In-
  flicting halfpunishmentormild injury willonlycreate anenemywhose
  bitterness will grow with time, and who will takerevenge.Whenyoubeat
  anenemy, then, makeyour victory complete.Crush him into nonexis
  tence. Inthemoment ofvictory, you donotrestrain yourself from crushing
  the enemy youhave defeated, but rather from needlessly advancing
  againstothers. Bemerciless withyour enemy,butdonot create new ene-
  mies byoverreaching.
  There are some who become more cautious than ever after avictory,
  which theysee asjustgivingthem more possessionstowony about and
  protect.Your caution after victoryshould never makeyouhesitate, orlose
  momentum, butrather act asasafeguard againstrash action. Ontheother
  hand, momentum asaphenomenonisgreatlyoverrated. You createyour
  own successes, andiftheyfollow oneupon theother, itisyourown doing.
  Belief inmomentum willonlymakeyouemotional, lesspronetoactstrate»
  gically,and more apttorepeat the same methods. Leave momentum for
  those who have nothingbetter torely upon.
  48
  ASSUME FORMLESSNESS
  JUDGMENT
  Bytakingashape, byhavingavisible plan, you open
  yoursesy"toattack. Instead oftakingaform. foryour
  enemytograsp, keepyourself adaptableand onthe move.
  Acceptthefastthatnothingiscertain and nolaw is
  fixed.The bestwaytoprotect yourselfistobeasfluid
  andformlessaswater; never bet onstabilityMlasting
  order. Everything changvs.
  419
  Inmania] am, itis
  impormm that .struIi,'g_\'
  heAwful/zrmuzhle, that
  form be('()(1L'('(.4[('([. «ml
  (hm IflU|'('I?1<'MI.\' by
  (nze.xpu'[z'd,sothat
  pre[1uri'dr1v\'v u;,'1Iim'I
  Ilmn hemzpnsri/715*.
  W/ml ('VIII/)/('V Llgum]
  generalInwm wit/mm
  fro'/1'5 ulwuyr having


TxText:
  um"allmmuhIi- wisdom
  and amm/us n/Jwanrli
  rim! Imvm nomu'l:\'
  Only I]zr'f2:rr21l('.\',s'
  cannot bea/]l*clm!,
  Sages' hide innn/k((h-
  oi/mhilily. sotheir /01'!-
  irx;;s cmmuy be
  0hservL'()',' I/my uywmrr
  infm'nzIl'.\'.xm'\'.s. so(heir
  limnv mnnm he<'m.m'rl,
  'l'Hl- nook (3|"l'|H*
  llL./\l'V'AN .\1.\s1Hzs.
  Cunm.
  \'F((J,'V'l) (TN I'l'R'-' |%.('
  '|\IH_ I)')(. \\'ll llHI!
  I|€t)l'l'l-'ll |:\I¢.\
  "W/mt crime have I
  umzmz'I1c>,d (hm I
  .3'/Hill/II beI/ms muIi—
  lured bymy own
  mu.s'Ivr? "pc;m'vely
  L'.XL'[£IiIYl('l[ ./(Iwlcr. u
  vomxg n2u.\'Iij],' "llL»ri"s
  apretly irurulitiuu/"ora
  dogQ/III)' prrlmnonxl
  How am Ixlzow my
  fmrn nmung my
  /'rz'<-,rid,\'.7 0/1!king of
  beans', orrd!/yer their
  lyrimt, who would dare'
  Io(rent you rhu.\'I"' llis'
  mmplu/nls'were not
  unfoumletl, forthat
  very niorniim, his
  nra.m'r, dr's])i1'(' /he
  /rizrrrrillg .\hri1'ki 0_/'(Mr
  yazmg friend, had
  420 LAW 48TRANSGRESSION OFTHE LAW
  Bytheeighth century B.C., thecity-statesofGreece hadgrownsolargeand
  prosperousthattheyhad run outofland tosupport their expanding popu-
  lations. Sothey turned tothe sea,establishing colonies inAsia Minor,
  Sicily,theItalian peninsula,even Africa. The city-state ofSparta, however,
  was landlocked and surrounded bymountains. Lackingaccess tothe
  Mediterranean, theSpartansnever became aseafaring people; instead
  theyturned onthe cities around them, and, inaseries ofbrutal, violent
  conflicts lastingmore than ahundredyears, managedtoconqueranim-
  mense area that would provide enough land fortheir citizens. This solution


TxText:
  totheir problem, however, broughtanew, more formidable one: How
  could theymaintain andpolicetheir conqueredterritories? The subordi-
  nate peoples theyruled now outmimbered them ten toone.Surelythis
  horde would take ahorriblerevengeonthem.
  Sparta'ssolution was tocreate asociety dedicated tothe artofwar.
  Spartanswould betougher, stronger,and fiercer than their neighbors. This
  was theonly waythey could ensure their stabilityand survival.
  When aSpartan boy reached theageofseven, he was taken from his
  mother andplacedinamilitary club where hewas trained tofightand un-
  derwent thestrictest discipline.Theboys sleptonbeds ofreeds; theywere
  allotted onlyone outer garment towear for anentireyear. They studied
  none ofthearts; indeed, theSpartansbanned music, andpermitted only
  slaves topracticethecrafts that were necessarytosustain them. Theonly
  skills theSpartans taught were those ofwarfare. Children seen asweaklings
  were left todieinacavern inthemountains. Nosystem ofmoneyortrad-
  ingwas allowed inSparta; acquired wealth, they believed, would sow self-
  ishness anddissension, weakeningtheir warrior discipline.Theonly waya
  Spartan could earn alivingwasthrough agriculture, mostlyonstate—owned
  lands, which slaves, called helots, would work forhim.
  TheSpartans' single-mindedness allowed them toforgethe mostpow-
  erful infantryintheworld. Theymarched inperfectorder andfoughtwith
  incomparable bravery.Their tighbknit phalamxes could vanquishanarmy
  tentimes their size, asthey provedindefeating thePersians atThermopy-
  lae. ASpartancolumn onthemarch would strike terror intheenemy;it
  seemed tohave noweaknesses. Yetalthough theSpartans provedthem~
  selves mighty warriors, theyhad nointerest increatinganempire. They
  only wanted tokeepwhat they hadalready conqueredand todefend it
  against invaders. Decades wouldpasswithout asingle changeinthesystem
  that had succeeded sowell inpreserving Spa.rta'sstatusquo.
  Atthe same time that theSpartanswere evolving their warlike culture,
  anothercity—statewasrisingtoequal prominence:Athens, Unlike Sparta,
  Athens had taken tothe sea, not somuch tocreate colonies asforpurposes
  oftrade. The Athenians became great merchants; theircurrency,the fa-


TxText:
  mous “owl coins,” spread throughout theMediterranean. Unlike therigid
  Spartans,theAthenians respondedtoevery problem with consummate
  creativity, adaptingtotheoccasion andcreatingnew social forms and new
  arts atanincrediblepace.Their societywas inconstant flux. And astheir
  power grew, theycame toposeathreat tothedefense-minded Spartans.
  In4-31 B.C., the war that had been brewing between Athens andSparta
  for solong finally erupted.Itlastedtwenty—seven years, but aftermany
  twists offortune, theSpartanwar machine finally emergedvictorious. The
  Spartansnow commanded anempire.and this time theycould notstayin
  their shell. Ifthey gave upwhat theyhadgained,thebeaten Athenians
  would regroupand riseagainst them, and the longwar would have been
  fought fornaught.
  After thewar, Athenian money pouredintoSparta.TheSpartanshad
  been trained inwarfare, notpoliticsoreconomics; because theywere so
  unaccustomed toit,wealth and itsaccompanying ways oflifeseduced and
  overwhelmed them. Spartan governorswere sent torule what had been
  Athenian lands; farfrom home, theysuccumbed totheworst forms ofcor-
  ruption. Spartahad defeated Athens, butthefluid Athenianwayoflife was
  slowly breaking down itsdisciplineandlooseningitsrigidorder. And
  Athens, meanwhile, wasadaptingtolosingitsempire, managingtothrive
  asacultural and economic center.
  Confused byachangeinitsstatusquo, Sparta grewweaker and
  weaker. Some thirty yearsafter defeating Athens, itlost animportantbattle
  with thecity-state ofThebes. Almost overnight,this once mightynation
  collapsed,never torecover.
  Interpretation
  Intheevolution ofspecies, protectivearmor hasalmost always spelleddis-
  aster. Although there are afewexceptions,theshell most often becomes a
  dead endfortheanimal encased init;itslows the creature down, making it
  hard forittoforageforfood andmaking itatargetforfast~moving preda-
  tors. Animals that take tothe sea orsky,and that move swiftlyandunpre
  djctably,areinfinitelymore powerfuland secure.
  Infacingaserious problem~——controlling superior numbers—Sparta
  reacted like ananimal thatdevelopsashell toprotectitself from theenvi-
  ronment. Butlike aturtle, theSpartanssacrificed mobility forsafety. They
  managedtopreserve stabilityforthree hundredyears, but atwhat cost?


TxText:
  Theyhad noculture beyond warfare, noarts torelieve thetension, acon
  stant anxiety about the statusquo. While their neighborstook tothe sea,
  learningtoadapttoaworld ofconstant motion, theSpartansentombed
  themselves intheir own system. Victorywould mean new lands togovern,
  which theydidnotwant; defeat would mean theend oftheir militaryma
  chine, which they didnotwant, either. Onlystasis allowed them tosurvive.
  Butnothingintheworld canremain stable forever, and theshell orsystem
  youevolve foryour protection willsomeday prove your undoing.
  Inthe case ofSparta,itwas notthearmies ofAthens that defeated it,
  buttheAthenianmoney. Money flows everywhere ithastheopportunity
  togo;itcannot becontrolled, ormade tofitaprescribed pattern. Itisin-
  herentlychaotic. And inthelong run, moneymade Athens theconqueror,bt1rb(u'ou.s'ly cu!ov/“f'hi,V
  fang pmrlmz ears'.
  Jowier ('X])8CIL'(I null!'
  mglets than togivv up
  theghost.
  Asheadvmicml in
  years, hepcrceivezl that
  hegairwzl more than he
  had lostbyhismama»
  rinrgfnr, Ewing natu-
  rally inclined E(>fl'g,'IJI
  with oilmrs, hewould
  often have rcmrnvd
  /Itlmi', with this part
  dz'.s'figurcd in (J/mmlrrd
  plm'1'.\'. Aqum'r'clmrn:=
  dogalways has has ear.-c
  lacermed.
  The (ex: weleave
  others tolayhold of
  thebetter. When one
  has hm onepointtr)
  dwfmzd, itxlzoulcl be
  prom-,m1 forfearnf
  accident. Ta/<<'for
  example' _Mas!£'! Jowlcr,
  who. being arrrwd with
  (1.\'])i/[ed collar, and
  having about asmuch
  cur usabird. (1Wolf
  would hepuzzlwi 1:;
  know where to
  tackle him.
  FABLES
  JF,Al\' DELAF0\I'l'AINI;.
  I621 I695
  LAW ta 4.?!
  Om' sedzwlivr? and ulttl
  mutely ulwu_V.\' frlllli
  path has been the
  dewelopmem of]W()f('f.'<
  Iivc armor. Anorgan-
  i.\'r2r canprotect itself by
  crmcenlmem, by.y'wif1-
  Hersmflighl, bye/[E10


TxText:
  rive coamwrartuck, by
  uniting formlark and
  defense with other indi-
  vizfltaix ufilsspecies
  and also byencasing
  itself within bony plates
  and spines‥ ‥Almost
  always theexperiment
  ofarmorfuiled. Crew
  rurev adopting ittended
  tobecome unwieldy,
  Theyhad 10move rela-
  live!)1slowly. Hence
  theywere forced tolive
  mairtly onvcgemble
  food; and thus in
  genera! theywere atif
  dzimrivanrageas
  compared withfoes
  :'i1=ir:gonmore rapidly
  “profitable"animal
  food:The repeated faii«
  urer)/'pro(ecIi1«'e armor
  show: that, even at (1
  somewhaz lowevolw
  Iionury level. mind
  iriumphed over more
  mamrr. ItLrthis .\'(V!of
  Irhtmph wlzrriz has
  him: .ruprr°meI_V Ilxrrrr
  plified inMan.
  S('lF,NTll l(' '1HEORY
  1\l\'l) RIIHUIUN.
  E.W.B,»'\RNl-.3.
  1933
  422lLAW 43byinfiltrating theSpartan systemandcorrodingitsprotectivearmor. Inthe
  battle between thetwosystems,Athens was fluid and creative enoughto
  take new forms, while Sparta could grow onlymore rigid until itcracked.
  This isthewaytheworld works, whether foranimals, cultures, orindi-
  viduals. Intheface oftheworld's harshness anddanger, organisms ofany
  kind develop protection-—acoat ofarmor, arigid system,acomfortingrit-
  ual.Fortheshort term itmay work, butforthelongterm itspells disaster.
  People weighed down byasystem andinflexiblewaysofdoing thingscan
  not move fast, cannot sense oradapttochange. They lumber around more
  and more slowly until they gotheway ofthebrontosaurus. Learn tomove
  fastandadaptor youwill beeaten.
  The best waytoavoid this fate istoassume formlessness. Nopredator
  alive canattack what itcannot see.
  OBSERVANCE OFTHE LAW
  When World V\7ar IIended and theJapanese, who had invaded China
  in1937, hadfinallybeen thrown out, theChinese Nationalists, lead by
  Chiang Kai-shek, decided the time had come toannihilate theChinese
  Communists, their hated rivals, once and forall.Theyhad almost suc-


TxText:
  ceeded in1935, forcing theCommunists into theLong March, thegrueling
  retreat that hadgreatlydiminished their numbers. Although theCommu«
  nists had recovered somewhat during the waragainst japan,itwould not
  bedifficult todefeat them now. Theycontrolled only isolated areas inthe
  countryside,had unsophisticated weaponry,lackedanymilitary experi-
  ence ortraining beyondmountain fighting,and controlled noimportant
  partsofChina, exceptareas ofManchutia, which theyhadmanagedtotake
  after theJapaneseretreat. Chiang decided tocommit hisbest forces in
  Manclmria. Hewould take over itsmajorcities andfrom those bases would
  spread through thisnorthern industrial region, sweepingtheCommunists
  away.Once Manchuria had fallen theCommunists would collapse.
  In1945 and '46theplan worked perfectly:The Nationalists easily
  took themajor Manchurian cities. Puzzlingly, though,intheface ofthis
  critical campaign, theCommunist strategy made no sense. When theNa-
  tionalists began their push, theCommunists dispersed toManchuria's most
  out-of—the-waycorners. Their small units harassed theNationalist armies,
  ambushing them here, retreating unexpectedly there, but these dispersed
  units never linkedup,makingthem hard toattack. They would seize a
  town onlytogive itupafew weeks later. Forming neither rearguardsI101'
  vanguards, theymoved likemercury,never staying inoneplace,elusive
  and formless.
  The Nationalists ascribed this totwothings: cowardice inthe face
  ofsuperior forces andinexperienceinstrategy. Mao Tse~tung, theCom»
  munjst leader, was more apoetandphilosopherthan ageneral, whereas
  Chiang had studied warfare intheWest and was afollower oftheGerman
  militarywriter Carl VonClausewitz, amongothers.
  Yet apattern dideventually emergeinMao's attacks. After theNation-
  alists had taken thecities, leavingtheCommunists tooccupy what was gen-
  erallyconsidered Ma.nchun'a's uselessspace,theCommunists started using
  thatlarge spacetosurround thecities. IfChiangsent anarmy from onecity
  toreinforce another, theCommunists would encircle therescuing army.
  Chia.ng'sforces were slowlybroken into smaller and smaller units, isolated


TxText:
  from oneanother, their lines ofsupply and communication cut.The Na-
  tionalists still hadsuperior firepower, butifthey could not move, what
  goodwas it?
  Akind ofterror overcame theNationalist soldiers. Commanders com-
  fortablyremote from thefront lines might laughaxMan, butthesoldiers
  hadfought theCommunists inthemountains, and had come tofear their
  elusiveness. Now these soldiers satintheir cities and watched astheir fast-
  moving enemies, asfluid aswater, pouredinonthem from allsides. There
  seemed tobemillions ofthem. The Communists also encircled thesol-
  diers'spirits, bombarding them withpropagandatolower their morale and
  pressurethem todesert.
  The Nationalists began tosurrender intheir minds. Their encircled
  and isolated cities started collapsingeven before being directly attacked;
  one after another fellinquicksuccession. InNovember of1948, theNa-
  tionalists surrendered Manchuria totheCommunist»-a humiliafingblow
  tothetechnically superior Nationalistarmy,and one thatproveddecisive
  inthe war.Bythefollowing yeartheCommunists controlled allofChina.
  Interpretation
  The two boardgamesthat bestapproximatethestrategies ofwar arechess
  and theAsiangame ofgo.Inchess theboard issmall. Incomparisontogo,
  theattack comes relatively quickly, forcingadecisive battle. Itrarely pays
  towithdraw, ortosacrificeyour pieces,which must beconcentrated atkey
  areas. Goismuch lessformal. Itisplayedon alarge grid, with 361 inter-
  sections——nearlysixtimes asmany positionsasinchess. Black and white
  stones (one color foreach side) areplacedontheboard's intersections, one
  atatime, wherever youlike. Once allyourstories (52foreach side) are on
  theboard, theobjectistoisolate the stones ofyour opponent byencircling
  them.
  Agame ofgo——calledwet'-chi inChina-can lastuptothree hundred
  moves. The strategyismore subtle andfluid than chess, developing slowly;
  the more complexthepattern yourstories initiallycreate ontheboard, the
  harder itisforyour opponenttounderstandyour strategy. Fighting tocon-
  trol aparticulararea isnotworth thetrouble: You have tothink inlarger
  terms, tobepreparedtosacrifice anarea inorder eventuallytodominate
  theboard. What youareafter isnot anentrenched position butmobility.
  With mobility youcanisolate theopponentinsmall areas and then encir-
  clethem.


TxText:
  The aim isnot tokillofftheopponent's pieces directly,asin
  chess, but toinduce akind ofparalysisandcollapse.Chess islinear, posi-
  tionoriented, andaggressive; goisnonlinear and fluid. Aggressionisindi-Tllli ll.\Rl-I AI\D
  I'll!» 'l'R|nlZ
  The Sage nail/wr seeks
  tofollow theways of
  thermrienls nor estab-
  lirhes anyfixed stan-
  dardforalltimes' but
  exantines thethingsaf
  hisageand then
  [3r€pun¢.\'torich]
  with (Item.
  There was InSunga
  man, who tilled afield
  inwliiclz tlzerc stoorl
  Ilzetrunk ofatree.
  Once ahare, while
  rwmmg fast. rushed
  uguénrithetmrzk,
  broke itsneck, and
  died. Tlzeyeupon the
  man am hisplough
  usiclc and watched (hm
  tree, hoping that he
  would gelanmlrer ham
  Yethenever caught
  rmorher hare and was
  ltimself ridic':¢letI byIke
  people ofSung. Now
  supposing sornebody
  wanmd togovern the
  people ofthepresent
  age will: thepolicies
  ofrlze early kings. he
  would bedoing exactly
  lire smne thingasthat
  man who warclzed the
  tree'.
  HAN-l'l1l-'l'Zt‥
  CIIJNESF Pllll.0SOl'lIFR,
  mun) <,r,:~ Irun' mr,
  LAW i8 423
  Ciolrudru! Rommel
  mrpassed Parson asa
  ('rmlive imeliect. . . .
  Roman'! sfmmwd miii-
  mrryformalism. 11::
  made #10fixed plans
  beyond those intended
  fortheinilial clash;
  rlmrw/'Ier, hetailored
  histactics tomeet
  specific sizmztions as
  theyarose. He was a
  lightning-fa.s':dea'.n'on-
  maker. 111;)/sir'a!Iy
  mninluirtirtg llpace that
  matched hisactive
  mentality. Inaforbid-
  dingseaofmml, he
  operated inafree erzwl
  ronmem. Once
  Rommel ruptured the
  British lines inAfrica.
  hehad (hewhole
  nortllem partafthe
  continent opened
  tohim.
  Cmnpamrively free
  from thelzumszringing
  aurlwrizy ofBenin,
  disregardingnrdels
  even from [filter
  himselfonoccusion.
  Rommel irnplmnmrml
  onexucce.rsful operw
  (hmuftrtr «mother until
  hehad most ofNorth
  Aj'r1c(: zmdcr his
  control and (Tuiro


TxText:
  (rambling athis'feet.
  THE' M41 orWINMNG
  WARi
  lAMr=.s NIRAZEK.
  I968
  424 LAW 45rect until theend ofthegame,when thewinner can surround the0ppo—
  nent's stones atanaccelerated pace.
  Chinese military strategistshave been influenced bygoforcenturies.
  Itsproverbshave been appliedtowar time. andagain; Mao Tsemzngwas
  anaddict ofwei-chi, and itspreceptswere ingrainedinhisstrategies. Akey
  wet'-chi concept,forexample,istousethesizeoftheboard toyouradvan»
  tage, spreadingoutinevery direction sothatyour opponent cannot fathom
  yourmovements inasimplelinearway.
  “Every Chinese,” Mao once wrote, “should consciously throw himself
  into this warofajigsaw pattern” against theNationalists. Place yourmen in
  ajigsaw patterningo,andyour opponentloses himself tryingtofigureout
  whatyouareupto.Either hewastes time pursuing you or,likeChiang Kai'
  shek, he assumesyouareincompetent and fails toprotecthimself. And if
  heconcentrates onsingle areas, asWesternstrategy advises, hebecomes a
  sitting duck forencirclement. Intheweiwhi way ofwar, you encircle the
  enemy's brain, usingmind games, propaganda,and irritation tactics to
  confuse and dishearten. This was thestrategy oftheCommunis(s—anap-
  parentfoxmlessness that disoriented andterrified theirenemy.
  Where chess islinear anddirect, theancient game ofgoiscloser tothe
  kind ofstrategythatwillproverelevant inaworld where battles arefought
  indirectly,invast, looselyconnected areas. Itsstrategiesareabstract and
  multidimensional, inhabitingaplane beyondtime andspace: the sl:ratc~
  gist'smind. Inthisfluid form ofwarfare, youvalue movement over posi-
  tion. Your speed andmobilitymake itimpossibletopredict your moves;
  unable tounderstandyou, your enemycanform nostrategytodefeat you.
  Instead offixingonparticular spots,thisindirect form ofwarfare spreads
  out,justasyoucan usethelargeand disconnected nature ofthereal world
  toyour advantage. Belike avapor. Donotgive your opponents anything
  solid toattack; watch asthey exhaust themselves pursuing you, trying to
  copewithyourelusiveness. Onlyformlessness allowsyoutotruly surprise
  your enemies—bythetime they figure outwhere youareandwhatyouare
  upto,itistoolate.
  Whenyouwant tofight us, wedon't letyouandyoucan'tfindus.But when


TxText:
  wewant tofight you,wemake sure thatyoucan 'zgetaway and wehityou
  squarely‥ .andwipe youout. . . .Theenemy advances, weretreat; theem.-my
  camps,weharms; theenemy tires, weattadc; theenemy retreats, wepursue.
  Mao Tkevtung. 18934976
  KEYS TOPOWER
  The human animal isdistinguished byitsconstant creation offorms.
  Rarely expressingitsemotions directly, itgivesthem form throughlan-
  guage,orthrough socially acceptablerituals. We cannot communicate our
  emotions without aform.
  The forms that wecreate, however, change constandymin fashion, in
  style,inallthose human phenomena representingthemood ofthe mo-
  ment. We areconstantly alteringtheforms wehave inherited fromprevi-
  ousgenerations, and these changesaresigns oflifeandvitality. Indeed. the
  thingsthat don't change,theforms thatrigidify,come tolook touslike
  death, and wedestroythem. Theyoung show this most clearly:Uncom-
  fortable with theforms thatsociety imposes upon them, havingnosetiden-
  tity,they play with their own characters, tryingon avariety ofmasks and
  poses toexpress themselves. This isthevitalitythat drives the motor of
  form, creatingconstant changesinstyle.
  The powerfulareoften people who intheir youth have shown im~
  mense creativityinexpressing somethingnewthroughanew form. Society
  grantsthempower because ithungers forand rewards this sortofnewness.
  Theproblemcomes later, when they often growconservative andposses-
  sive. Theynolongerdream ofcreatingnew forms; their identifies are set,
  their habits congeal,and their rigidity makes themeasy targets. Everyone
  knows their next move. Instead ofdemanding respect they elicit boredom:
  Getoffthestage!wesay,letsomeone else, someoneyounger, entertain us.
  When locked inthepast,thepowerful look comica.l——theyareoverripe
  fruit, waitingtofallfrom thetree.
  Power canonlythrive ifitisflexible initsforms. Tobeformless isnot
  tobeamorphous; everythinghas aform—~—it isimpossible toavoid. The
  formlessness ofpowerismore like that ofwater, ormercury, takingthe
  form ofwhatever isaround it.Changing constantly, itisnever predictable.
  Thepowerfulareconstantly creating form, and theirpowercomes from
  therapiditywith which theycanchange. Their formlessness isintheeyeof


TxText:
  theenemywho cannot seewhat theyareuptoand sohasnothingsolid to
  attack. This isthepremier poseofpower: Lmgraspable,aselusive and swift
  asthegodMercury,who could takeany form hepleasedand used this
  abilitytowreak havoc onMount Olympus.
  Human creations evolve toward abstraction, toward beingmore rnen~
  taland less material. This evolution isclear inart,which, inthiscentury,
  made thegreat discoveryofabstraction andconceptualism; itcan also be
  seen inpolitics, which over time have become lessovertly violent, more
  complicated, indirect and cerebral. Warfare andstrategytoohave followed
  thispattern. Strategy beganinthemanipulationofarmies onland, posi—
  tioningthem inordered forrnations; onland, strategyisrelativelytwo di-
  mensional, and controlled bytopography.But allthegreat powershave
  eventuallytaken tothe sea, forcommerce and colonization. And toprotect
  their trading lanes theyhave had tolearn how tofight atsea.Maritime war-
  fare requirestremendous creativityand abstract thinking, since thelines
  areconstantly shifting.Naval captains distinguishthemselves bytheir abil»
  itytoadapttotheliteral fluidity oftheterrain and toconfuse theenemy
  with anabstract, hard—to—ant:icipate form. Theyareoperatinginathird di-
  mension: themind.
  Back onland, guerrillawarfare toodemonstrates thisevolution toward
  abstraction. T.E.Lawrence wasperhapsthefirst modern strategisttode-(Ill\l"x'\< Tlxll \Il\l(!l(
  Totarrycan (he
  insliamual inhih2li(m
  ciemamled bythe
  modern world and In
  hr?able Incope' with the
  mergy rllmx which
  results from this mhihis
  tion, theegohas In
  1mrt'r.'rg041change. The
  ego. i.e‥that partof
  theperson lhal is
  exposed todangur.
  bccanzex rigid, aswe
  say, wlwn il lr continu-
  ully.\'uhje('Ied tolhc
  smite orsimilar
  c'on_f?z'cr.r between mar,-xi
  and aj]'ur-inducing
  outer world. I:acquirer
  inthis prr,7L't's.\'a
  chronic, amommirally
  funcrlmrirlgmmle of
  reu1'Iir7IL, i.e‥ its“vim!-
  (Ic'1er."II isasiftlre


TxText:
  a/"fectivcpersonality
  armored‥j.'(Liifthe
  hard 5/zell itdevelops
  were inlmdecl todeflect
  and weaken theblows
  oftheouter world as
  well astherlurmrririg
  ofme inner needs. This
  armoriug maker the
  person less smszrnre In
  unpleasure.hmaim
  reyrrim' Izil'libirlimzl
  and ::ygre5sivz' motility
  and thus ri'(lll('E'S his
  (1/z/uwityv for (1r,'IIimze-
  men! and pleasure. We
  saytheegohas become
  l'c.c,\'flexible and more
  rigid.11/111 Ihu? [ht(rbiI~
  flytoregulate me
  enemy economy
  deprenrlxrmthe wrmnt
  ofthearmnring.
  VVIIHELM REWH.
  l897-A1957
  LAW 48 425
  velopthetheory behind thiskind ofwarfare, and toputitintopractice. His
  ideas influenced Mao, who found inhiswritingsanuncannyWestern
  equivalenttowei-chi. Lawrence wasworkingwith Arabs fightingfortheir
  territory against theTurks. His idea was tomake theArabs blend into the
  vastdesert, never providingatarget,never collecting togetherinoneplace.
  AstheTurks scrambled tofightthisvaporous army, they spreadthem-
  selves thin, wasfing energyinmoving from placetoplace. They had the su-
  perior firepower but the Arabs keptthe inifiative byplayingcat and
  mouse, givingtheTurks nothing tohold onto,destroyingtheir morale.
  “Most wars were wars ofcontact. …Ours should beawar ofdetachment,”
  Lawrence wrote. “We were tocontain theenemy bythesilent threat ofa
  vast unknown desert, notdisclosingourselves tillweattacked.”
  This istheultimate form ofstrategy.The warofengagementhas he-
  come fartoodangerous andcostly;indirection and elusiveness yieldfar
  better results atamuch lower cost. The main cost, infact, ismental-—the
  thinking ittakes toalign yourforces inscattered patiems,and tounder-
  mine theminds andpsychology ofyour opponents.And nothing will infu-
  riate and disoxient them more than formlessness. Inaworld where wars of
  detachment aretheorder oftheday,formlessness iscrucial.
  The firstpsychological requirementofformlessness istotrain yourself
  totakenothing personally.Never showanydefensiveness. Whenyouact
  defensive, youshow your emotions, revealingaclear form. Youroppo-


TxText:
  nents will realize they have hit anerve, anAchilles' heel. And theywillhit
  itagain andagain.Sotrain yourself totakenothing personally. Never let
  anyone getyourbackup.Belike aslipperyball that cannot beheld: Let no
  one know what getstoyou,orwhereyourweaknesses lie.Make yourface
  aformless mask andyouwill infuriate and disorientyour scheming col-
  leaguesandopponents.
  One man who used thistechniquewas Baron JamesRothschild. A
  German JewinParis, inaculture decidedly unfriendlytoforeigners,Roth-
  schild never tookanyattack onhimpersonallyorshowed hehad been
  hurt inany way.Hefurthermore adaptedhimself tothepolitical climate,
  whatever itwa.s«——-the stifflyformal Restoration monarchy ofLouis XVIII,
  thebourgeois reign ofLouis-Philippe,thedemocratic revolution of1848,
  theupstart Louis-Napoleoncrownedemperorin1852. Rothschild ac-
  cepted them one andall,and blended in.Hecould afford toappear hypo-
  critical oropportunisticbecause he was valued forhismoney,not his
  politics;hismoneywas thecurrency ofpower.While headaptedand
  thrived, outwardlynever showingaform, alltheother great families that
  hadbegunthecentury immensely wealthywere mined intheperiod's
  complicatedshifts and turns offortune. Attaching themselves tothepast,
  they revealed their embrace ofaform.
  Throughout history, theformless style ofrulinghasbeen most adeptly
  practiced bythequeenwho reigns alone. Aqueenisinaradicallydiflerent
  positionfrom a.king;because she isawoman, hersubjectsand courtiers
  arelikelytodoubt herabilitytorule, herstrength ofcharacter. Ifshefavors
  one side insome ideological struggle,she issaid tobeactingoutofemo-
  tional attachment. Yetifshe represses heremotions andplays theauthori-
  tarian, inthe male fashion, she arouses worse criticism still. Either by
  nature orbyexperience, then, queenstend toadoptaflexible styleofgov-
  erningthat intheend oftenprovesmore powerfulthan the more direct,
  male form.
  Two female leaders exemplifyingtheforxnless styleofrule areQueen
  Elizabeth ofEngland andEmpressCatherine theGreat ofRussia. Inthevi-
  olent wars between Catholics and Protestants, Elizabeth steered amiddle
  course. She avoided alliances that would commit her tooneside, and that
  over time would harm thecountry.Shemanagedtokeep hercountryat


TxText:
  peaceuntil itwasstrong enoughforwar. Herreignwas oneofthemost glo-
  rious inhistorybecause ofherincredible capacitytoadaptand herflexible
  ideology.
  Catherine theGreat tooevolved animprovisatory styleofgoverning.
  Afler shedeposed herhusband, EmperorPeter H,takingsole control of
  Russia in1762, no onethoughtshewould survive. But shehad noprecon»
  ceived ideas, nophilosophyortheorytodictate herpolicies. Althougha
  foreigner (shecame from Germany),sheunderstood Russia's moods, and
  how itwaschangingover theyears.“One mustgoverninsuch awaythat
  one's peoplethinktheythemselves want todowhat one commands them
  todo,” shesaid, and todothis shehad tobealwaysastep ahead oftheir
  desires and toadapttotheir resistance. Bynever forcingtheissue, she re«
  formed Russia inastrikingly short periodoftime.
  This feminine, fomiless styleofruling mayhave emergedasawayof
  prosperingunder difficult circumstances, butithasproved immenselyse-
  ductive tothose who have served under it.Being fluid, itisrelatively easy
  foritssubjectstoobey,fortheyfeel lesscoerced, less bent totheir mler's
  ideology. Italsoopens upoptionswhere anadherence toadoctrine closes
  them off.Without committing toone side, itallows theruler toplayone
  enemy offanother. Rigid rulersmayseem strong, butwith time their in-
  flexibilitywears onthenerves, and their subjectsfindwaystopushthem
  from thestage. Fle>u'ble, formless rulers will bemuch criticized, butthey
  willendure, andpeoplewilleventuallycome toidentifywith them, since
  theyare astheir subjects are--changing with thewind, opentocircum-
  stance.
  Despite upsetsanddelays,thepermeable styleofpower generallytri~
  umphs intheend, justasAthens eventuallywon victoryover Sparta
  throughitsmoneyand itsculture. Whenyoufindyourselfinconflict with
  someone strongerand more rigid,allow them amomentary victory. Seem
  tobow totheir superiority. Then, bybeing formless andadaptable, slowly
  insinuate yourselfinto their soul. This way youwill catch them offguard,
  forrigid peoplearealways readytoward of'!direct blows but arehelpless
  againstthesubtle andinsinuating. Tosucceed atsuch astrategy youmust
  playthecha.meleon—conform onthesurface, while breaking downyour
  enemy from theinside.
  LAW 48 E427
  428 LAW 48Forcenturies theJapanesewouldaccept foreigners graciously, andap—
  peared susceptibletoforeign cultures and influences. joao Rodriguez,a


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  Portuguese priest who arrived injapanin1577 and lived there formany
  years, wrote, “Iamflabbergasted bytheJapanese willingnesstomyand ac-
  cept everything Portuguese.” He sawjapaneseinthe streets wearingPor—
  tuguese clothing,withrosarybeads attheir necks and crosses attheir hips.
  This mightseem like aweak, mutable culture, but]apa.n's adaptability
  actually protected thecountry from havinganalien culture imposed by
  militaryinvasion. Itseduced thePortugueseand other Westerners into be-
  lieving thejapanesewere yielding toasuperior culture when actuallythe
  foreign culture'swayswere merelyafashion tobedonned and doffed.
  Under thesurface, Japanese culture thrived. Had theJapanesebeen rigid
  about foreigninfluences and tried tofight them off,they mighthave suf-
  fered theinjuriesthat the West inflicted onChina. That isthepowerof
  i'ormlessness—~—it givestheaggressor nothingtoreact against, nothingtohit.
  Inevolution, largenessisoften thefirststeptoward extinction. What is
  immense and bloated has nomobility,but must constantly feed itself. The
  unintelligentareoften seduced intobelievingthat size connotes power,the
  bigger thebetter.
  In4-83 13.0.,King Xerxes ofPersia invaded Greece, believinghecould
  conquer thecountryinoneeasy campaign.After all,hehad thelargest
  armyever assembled for one invasion-—the historian Herodotus estimated
  itatover more than five million. The Persians plannedtobuild abridge
  across thel-Iellesponttooverrun Greece from theland, while their equally
  immensenavywould pin the Greek shipsinharbor, preventingtheir
  forces from escapingtosea.Theplanseemed sure, yetasXerxes prepared
  theinvasion, hisadviser Artabanus warned hismaster ofgrave misgivings:
  “The twomightiest powersintheworld areagainst you,”hesaid. Xerxes
  laughed-—what powerscould match hisgigantic army? “Iwilltellyouwhat
  they are,” answered Artabanus. “The land andthesea." There were nosafe
  harbors large enoughtoreceive Xerxes' fleet. And the more land thePer-
  sians conquered,and thelonger their supply lines stretched, the more ru-
  inous the cost offeedingthisimmense armywould prove.
  Thinking hisadviser acoward, Xerxes proceededwith theinvasion.


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  Yet asArtabanus predicted, bad weather atseadecimated thePersian fleet,
  which was toolargetotake shelter inanyharbor. Onland, meanwhile, the
  Persianarmy destroyed everything initspath,which onlymade itimpossi—
  hie tofeed, since thedestruction included cropsand stores offood. itwas
  also aneasyandslowqnoving target. The Greeks practicedallkinds ofde
  ceptivemaneuvers todisorient thePersians. Xerxes' eventual defeat atthe
  hands oftheGreek allies was animmense disaster. Thestoryisemblematic
  ofallthose who sacrifice mobility forsize: The flexible and fleet offoot will
  almost always win, fortheyhave more strategic options. The more gigantic
  theenemy,theeasier itistoinduce collapse.
  The need forformlessness becomes greatertheolder weget,aswe
  growmore likelytobecome setinour ways and assume toorigidaform.
  We become predictable, alwaysthe First sign ofdecrepitude. Andpre~
  dictabilitymakes usappearcomical. Although ridicule and disdain might
  seem mild forms ofattack, theyareactually potent weapons, andwill even~
  tually erode afoundation ofpower. Anenemy who does notrespect you
  willgrow bold, and boldness makes even thesmallest animal dangerous.
  Thelate-eighteenth-ceninirycourt ofFrance, asexemplified byMarie-
  Antoinette, had become sohopelesslytied toarigid formalitythat the
  average Frenchman thoughtitasillyrelic. This depreciation of 21centuries-
  oldinstitution was thefirstsign ofaterminal disease, foritrepresenteda
  symbolic looseningofthepeople'slies tomonarchy.Asthesituation wors-
  ened, Marie-Antoinette andKing Louis XVIgrew onlymore rigid intheir
  adherence tothepast—and quickened their pathtotheguillotine. King
  Charles IofEngland reacted similarlytothetide ofdemocratic change
  brewing inEnglandinthe 1630s: Hedisbanded Parliament, and hiscourt
  rituals grew increasinglyformal and distant. Hewanted toreturn toan
  older style ofruling, with adherence toallkinds ofpetty protocol. His
  rigidity only heightenedthe desire forchange. Soon, ofcourse, he was
  swept upinadevastating civil war, andeventuallyhelost hishead tothe
  executioner's axe.
  Asyougetolder, youmust relyeven less onthepastBevigilantlest
  theform your character hastaken makesyouseem arelic. Itisnot amatter


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  ofmimicking the fashions ofyoutl1—thatisequally worthy oflaughter.
  Ratheryourmind must constantly adapttoeach circumstance, even thein-
  evitable changethat the time has come tomove over and letthose of
  younger age preparefortheirascendancy. Rigidity willonlymakeyou
  lookuncannilylike acadaver.
  Never forget, though,that fonnlessuess isastrategic pose. Itgives you
  room tocreate tactical surprises;asyourenemies struggletoguess your
  next move, they reveal their ownstrategy, puttingthem atadecided disad—
  vantage. Itkeeps theinitiative onyour side, putting yourenemies inthe
  positionofnever acting, constantly reacting. Itfoils their spying andintelli-
  gence. Remember: Formlessness isatool. Never confuse itwith ago~with-
  the~llow style,orwith areligious resignationtothetwists offortune. You
  useformlessness, notbecause itcreates inner harmonyandpeace,but be-
  cause itwill increase your power.
  Finally, learningtoadapttoeach new circumstance means seeing
  events through yourowneyes, and often ignoringtheadvice thatpeople
  constantly peddle your way. Itmeans thatultimately youmust throw out
  thelaws that others preach,and thebooks they write totellyouwhat todo,
  and thesage advice oftheelder. “The laws thatgoverncircumstances are
  abolished bynew circumstances,” Napoleon wrote, which means that itis
  uptoyou togauge each new situation. Relytoo much onotherpeople's
  ideas and you end uptakingaform notofyourown making.Too much re«
  spectforother people'swisdom will makeyoudepreciate yourown. Be
  brutal with thepast, especially your own, and have norespectforthe
  philosophiesthat arefoisted onyoufrom outside.
  LAW 4 8 429
  430 LAW 43Image:Mercury.Thewinged messenger,
  godofcommerce, patronsaint ofthieves,
  gamblers,and allthose who deceive through
  swiftness. ThedayMercurywas born heinvented
  thelyre; bythateveninghehad stolen thecattle of
  Apollo.Hewould scour theworld, assuming
  whatever form hedesired. Like theliquid metal
  named after him, heembodies theelusive,
  theungraspable——the power offormlessness.
  Authority:Therefore theconsummation offorminganarmyistoarrive
  atformlessness. Victoryinwar isnotrepetitious,butadaptsitsform
  endlessly‥ . .Amilitaryforce has noconstant formation, water has no


TxText:
  constant shape:Theabilitytogain victory bychangingandadaptingac
  cordingtotheopponentiscalled genius. (Sun-tzu, fourth century B.c.)
  REVERSAL
  Using spacetodisperseand create anabstract patternshould not mean for-
  saking theconcentration ofyour powerwhen itisvaluable toyou.Form~
  lessness makesyourenemies hunt allover foryou, scattering their own
  forces, mental aswell asphysical.When youfinally engage them, though,
  hitthem with apowerful,concentrated blow. That ishow Mao succeeded
  against theNationalists: Hebroke their forces into small, isolated units,
  which hethen could easilyoverwhelm with astrong attack. The lawofcon—
  centration prevailed.
  Whenyouplay with formlessness, keepontopoftheprocess,and
  keep your longeterm strategyinmind. When youassume aform andgoon
  theattack, useconcentration, speed, andpower.AsMan said, “When we
  fight you,wemake sureyoucan't getaway.”
  SELECTED BIBLIOGRAPHY
  Aesop.Fables ofAesop.Translated byS.A.Hanford. New York: Penguin
  Books, 1954.
  Bloodworth, Dennis andChing Ping. The Chinese Machiavelli. New York:
  Farrar, Straus andGiroux, 1976.
  Bowyer, J.Baxton. Cheating: Deception inWar andMagic,Games andSports,
  SexandReligion,Business and Con Games, Politics andEspionage, Artand
  Science. New York: St.Martirfs Press, 1982.
  Castiglione,Baldesar. TheBook afthe Courtiar. Translated byGeorgeBull.
  New York: Penguin Books, 1976.
  Clausewitz, Carl von. OnWar. Edited and translated byMichael Howard
  and Peter Paret. Princeton: Princeton University Press, 1976.
  Elias, Norbert. 7713Court Society. Translated byEdmund jephcott.Oxford:
  Basil Blackwell Publishers, 1983.
  deFrancesco, Grete. The Power oftheCharlatan. Translated byMiriam
  Beard. New Haven: YaleUniversity Press, 1939.
  Haley, Jay.The Power Ihttics ofJesus Christ and OtherEssays.New York:
  W. W. Norton. 1989.
  Han—fei-tzu. TheComplete WbrlcsqfHan-fei'~tz'u.Translated byW.K.Liao.
  2volumes. London: Arthur Probsthain, 1959.
  Herodotus. TheHistories. Translated byAubreydeSélincourt. New York:
  Penguin Books, 1937.
  Isaacson, Walter.Kissinger:ABiography.New York: Simon &Schuster, 1992.
  LaFontaine, jeande. Selected Fables.


TxText:
  Translated byJames Michie. New
  York: Penguin Books, 1982.
  Lenclos, Ninon de.Life,Letters andEpicurean Philosophy afNz'nondcLmclos,
  27w Celebrated Beauty qftheTit]:Centwy. Chicago: Lion Publishing C0,,
  1903.'
  Ludwig,Emil. Bi.rmarck.' TheStory ofafighter.Translated byEden and
  Cedar Paul. Boston: Little, Brown, 1928.
  Machiavelli, Niccolo. The Prince and The Discourses. Translated byLuigi
  Ricci andChristian E.Detmold. New York: Modern Library,1940.
  Mao Tse-tung.Selected Militaiy Writing: zfMao 1.'ce—zung. Beijing: Foreign
  Languages Press, 1963.
  Millan, Betty. Monstrous Regiment: Wbmen Rulers inMen? Wbrlds. Windsor
  Forest, Berks, U.K.: Kensal Press,1983.
  BIBLIOGRAPHY 431
  432 BIBLIOGRAPHYMontaigne,Michel de. TheComplete Esrays.Translated byM.A.Screech.
  New York: Penguin Books, 1987.
  Mrazek, Col.James.fI71eArt ofWinningWars. New York: Walker and Com-
  pany,1968.
  Nash, jayRobert. Hustlers and Con Men. New York: M.Evans and Co.,
  1976.V
  Nietzsche, Friedrich. TheBirth ofTragedyand TheGenealogy ofMoral.r.Trans-
  lated byFrancis Golffing.Garden City: DoubledayAnchor Books,
  1956.
  Orieux, jean. Talleymrzd:TheArtofSurvival. Translated byPatricia Wolf.
  New York: Knopf,1974.
  Plutarch. Makers ofRome. Translated byIanScott-Kilvert. New York: Pen-
  guin Books, 1965.
  ———-. TheRise andFallofAt/tens. Translated byIanScott-Kilvert New York:
  Penguin Books, 1960.
  Rebhom, WayneA.Foxes and Lz'on.r: Machiavelli?ConfidenceMen. Ithaca:
  Cornell University Press, 1988.,
  deRetz, Cardinal. Memoirs ofjean Frangois Paul aleGonzli, Cardinal deRetz,
  2vols.London:M.Dent &Sons, 1917.
  Sadler, A.L.Ciro-no-ya:TheJapanese IlaCeremony. Rutland, Vermont:
  Charles E.Tuttle Company,1962.
  Scharfstein, Ben—Ami. Amoml Politics. Albany:State University ofNew York
  Press, 1995.
  Scheibe, Karl E.Mirrors, Mar/cs, Lies and Secretx. New York: PraegerPublish~
  ers, 1979.
  Schopenhauer,Arthur. The Wisdom ofLifeand Counsel: andMaxim. Trans»
  lated byT.BaileySaunders. Amherst, New York: Prometheus Books,
  1995.


TxText:
  Senger, Harro von. TheBook ofStratagems: Ilzcticrflrr Triumph and Survival.
  Edited and translated byMyronB.Gubitz. New York: Penguin Books,
  1991.
  Siu, R.G.H.fireCrafl ofPower.New York: john Wiley&Sons, 1979.
  Sun-tzu. TheArtofWar. Translated byThomas Cleaxy.Boston: Shambhala,
  1988.
  Thucydides.Y7reHistory ofthePeloponnesian War. Translated byRex Warner.
  New York: Penguin Books, l972.
  Wei], “Yellow Kid.” The Con Game and "Yellow Kid” Weil: 77reAutobx'ogmphy
  oftheFamous ConArtist astold toWTBrannon. New York: Dover Publi-
  cations, 1974.
  Zagorin,Perez. Way: ofLying: Dissirnulation, Persecution andConformityin
  Early Modern Europe. Cambridge:Harvard University Press, 1990.
  INDEX
  Italicpage referencesindicate Alexander III“theGreat,”
  sidebars. King, 47,182-83,
  331-32, 355, 355,
  Abraham, 73-74 377-72
  absence, 364 father and, 350-552
  usingtoincrease respect Alexander VI,Pope, 150,
  andhonor, 115-22 151, 176-77, 202, 308
  abstraction, 425-26 Alexandra, Czarina, 364
  Académie Frangtaise, Alfonso I,King,187
  306 Algardi, Alessandro, 357
  accomplishments: Ali,Muhammad, 129
  aseffortless, 245-53 Always saylessthan nec-
  andfollowingafamous essary (Law 4),
  predecessor,347-57 31-36
  achievements ofothers, Amasis, 72-73
  using, 60 American Institute of
  acting, 196, 198, 199 Electrical Engineers,
  act'1on(s): 58
  enteringwith boldness, American Museum, 45-46
  227-35 Amschel, Mayer,1713
  security and, 355 Ancient Chinese Parables (Yu
  waiting and, 296 Hsiu Sen, ed.), 777
  winning flirongh argu— anger, xix, xx,332
  ment vs.,69-75, 378 repression of,329
  Adam '5Cum (Yeats), 250 andstirring upwaters to
  adaptability,419 catch fish, 325-32
  admiration, 405 tantrums, 327, 329, 331
  Aeschylus,405 animal magnetism,
  Aesop, .95,740, 233, 237, 223-24
  335, 367, 370 “Animals Stricken with the
  African folktale, 70 Plague, The“ (La
  Aglauros, 403-4
  Aguirre, Lope de,I33-40
  Aike1'1,]ohn,772- 73
  Alben, Prince, 55
  Albizzi family, 403-4
  Albrecht, King,361
  alchemy, 264-65, 270 appea.tance(s), xx,xxx”,44,
  Alcibiades, 148,360, 143, 147,204, 251,
  381-82 364
  Alencon, Duke of,146, cafs-paw and, 209
  277 jokes about, 181, 185
  Alexander I,Czar, 63 ofperfection, 400-409Fontaine), 38-40
  Anjou,Duke of,146-47
  Anne, Queen,337
  Anne ofC1eves, 394
  Antony, Marc, 207,
  370- 1 7spectacles and, 309
  Arabs, 426
  Aretino, Pietro, 46,48,
  175,232, 288-89,
  307
  patronage strategy of,
  338-40
  argument:
  emotions and, 322
  winning through actions
  vs.,69-75, 378
  Aristides. 359
  aristocratic pose,282-90
  Aristotle, 182-83


TxText:
  Arlen, Michael, .32
  Armenian Foil:-tales and F12-
  bks, Retold byCharles
  Dawning,257
  armor, protective, 421,
  422, 42.5
  Arnold, Philip, 157-59,
  l60—-61
  arrogance,287
  arrogantandpmud man,
  dealing with, 138
  arrow, image of,176
  Arsinoe, 207
  Artabanus, 428
  artdealers, M2-43
  Duveen, seeDuveen,
  Joseph
  Picasso and, 127-28,
  149
  Vollard, 'Z60
  anists, Renaissance, 251
  ArtofCro:.v~Exam1'natian,
  The(Wellman),472
  ArtnfWar,T714(Sun-tzu),
  105, 111
  ArtqfW211', I718(Zhemg
  Yu), 67
  ArtofI4/Tuning Wars, 7712
  (Mrazek), 424
  INDEX 433
  434 IINDEXaskingfortoolittle, 234
  “Ass andtheGardener,
  The” (Indian fable),
  302
  associations;
  inmirrored situations,
  390-91
  with unhappyand un-
  lucky people,
  76-81
  Assume formlessness (Law
  43), 419-30
  Assyrians, 118, 412
  Astyages, King,411
  Atahualpa, King, 359, 350.
  365
  Atheism Conquered (Cam-
  panella), 320-21,
  322
  Athens, 97-98, 148,
  164-65, 16?,203,
  318, 354, 359-61,
  407, 416, 420-22
  banishment in,359,
  360, 361
  Sicilyinvaded by,172,
  241-42, 305, 381,
  416
  war between Spam:
  and, 421-22, 427
  attacks, 419
  deflecting of,306
  fast, 68
  taking personally,426
  attention:
  courting of,44-55, 191,
  194, 229
  paidtoanenemy,300
  unconventional ideas
  and, 317
  audacity (boldness),
  227-35, 288, 429
  development of,
  233-34
  hesitation compared
  with, 228429
  Augusta, Queen,279-80
  Augustus, Emperor,353
  Aurelian, Emperor,
  .39.3~.94
  Austria, 159~60, 239-41
  Ausuhel, Nathan, 753-54,
  207, 223-24
  authority,fearand, 228
  autonomy, 152, 153, 154
  Avery, Ephraim K,45Avoid steppinginto a
  greatma.u's shoes
  (Law -:1),347-57
  Azebn Gallax, 328
  Aztecs, 203, 365
  Bacon, Francis, 407
  bad news, bearing of,180
  bait, 62-68
  resisting,296—97
  Balaun, Guillaume de,
  -ll6—17
  Balboa, Vasco Nfifiez de,
  59,237-39
  Balcha, Dejazmach,26-27
  Balzac, Honoré de, xx
  banishmeng 358, 361, 363
  inAthens, 359, 360, 361
  Bardas, 9,13
  bargain demons, 334-35
  Bmjac,Pierre de, 116
  Barlow, Samuel L.,157
  Barnes, E.W., 422
  Barnum, P.T.,30,42,
  45-47, 253, 270, 346
  Barry,Madame du,
  348~39
  Basilius, Emperor, 9-10
  Batchelor, Charles, 57
  Bathsheba, andDavid, 272
  Bavaria, Duke of,265, 270
  BayofFigs, 305
  bean geste,198
  Beauvallon, jean-Baptiste
  Rosemond de, 77
  behavinglikeothers,
  while thinkingas
  youlike, 317-24
  Behind IkeSeems ofRqyal
  Palaces inKorea (Ha
  Tae-Hung),230-32
  Bekbulatovich, Simeon,
  384-85
  Belgium,240
  belief, peop1e'sneed for,
  215-26
  Belloc, Hilaire, 307
  Bengal,352
  Benjamin, Walter, 240
  Berenice, 206
  Bergman, Ingmar,408
  Bernini, Pietro, 357
  Beroyalinyourown fash-
  ion: actlike aking to
  betreated like one
  [Law 34), 282—-90Bertrand, Louis, 33
  Best Fable: 0fLa I'lmtaz'ne,
  17:2, seeLaFontaine,
  jean de,fables of
  Bible, 122


TxText:
  Genesis, 406
  Kings,23-24
  Matthew, 169
  Second Book of
  Samuel, 272
  BillyBudd (Melville), 408
  Bin:h,_]ona.than.328
  Bismarck. Otto Von,
  19-20, 60,6-1,85,
  239-41, 242-43,
  279-80, 323
  Austriannegotiator and,
  159-60
  goal of,240-41, 242-43
  rise topower of,83~84,
  85
  role~playing ofiI98
  speeches of,19-20, 21,
  279
  Virclzow and, 255
  Bisticci, Vespasiano da,
  404
  Blacks, the, and the
  Whites, 153, 361-62
  black sheep, image of,
  324
  blame:
  scapegoat and, 201-5,
  214
  taking, 214
  blending in,29, 317
  Blenheim, 337—38
  Blome, Count, 160
  Bloodwortll, Dennis,
  294-95
  BlueBuy,The(Gaimbov
  ough), 27849
  Bogart, Humphrey,87
  boldness, 22”/'~35, 288,
  429
  development of,
  233-34
  hesitation comparecl
  with, 228-429
  Boleyn, Anne, 303, 304,
  393
  Bonaparte, Louis. 242
  Boniface V111 (Cardinal
  Gaetani), 361-62
  Bani:ofFizreRings, A
  [Musaahi), 78,.379
  BookofGovemmmtorRules
  firKings, Ihe(al-
  Mulk), 338-40
  Book oftheCaurtier, He
  (Castiglione), 250-51
  Baolc oftheHzmimm Masters,
  The, 420
  Borgia, Cesare, 5,68,151,
  152, 176-77, 202,
  303, 415-16
  deOreo and, 202-3,
  204
  negotiations of,298
  atSinigaglia,708- 70
  Borgias, I71:(Cloulas),
  708- 70
  Borri, Francesco
  Giuseppe, 90,
  219-20
  Borromini, Francesco, 357
  Bourbon, Antoine de,277
  Bourbon, Henri de,277
  “Boyand theNettle, The”
  (Aesop),233
  boydrs, 230-31, 255-56,
  384, 385, 407
  Bragadino, [1,264-66,
  267, 270
  Bramante, Donato, 402
  409
  Brecht, Bertolt, 165-67,
  168, 197-98, 322-23
  Bmmmell, George
  “Beau,” 185
  Brunelleschi, Filippo,
  66-67, 404
  Bmms, 80, 193
  buried treasure, 334-35
  Burton, Richard, 198
  Butler, Benjamin,157
  Byron, George Gordon,
  Lord, 185
  Caesar, Julius, 80,323,
  353
  Cleopatra and, 193,
  198,206-7, 353
  death of,193
  axPharsalia, 278-79
  public image of,192-93
  Rubicon crossing of,
  192, 198
  Caligula,324
  Callisthenes, 182-83
  “Camel and theFloating
  Sticks, The” (LaFontaine), 776
  Camillus, 93
  Campanella, Tommaso,
  319-21, 322, 323
  Capone, Al,90, 91
  Caravan ofDreamr (Shah),
  119,238-39, 305
  Caréme, Marie-Antoine,
  341
  Carmagnola, Count of,83,
  84
  Carpi, Ugo da,46
  Carranza, Venusiiano, 301,
  302
  Carroll, Lewis, 379
  Casanova, Giovanni, 42,
  175, 7.92,233, 334
  Cassius, 80,193
  Custiglione, Baldassare, 9,
  43,47
  onnonchalance,
  250-51, 252
  Castlereagh, Viscount, 64
  Castracani, Castruccio,
  96-97, 153
  Castro, Fidel, 305
  car,image of,398
  Catherine de'Médicis,
  Queen, 214, 277-78
  Catherine ofAragon,
  303-4, 393
  Catherine theGreat, Em-
  press,427
  Catholicism, 319-21, 328,
  361, 393-94
  cafs-paw, 206-14
  image of,213
  mistakes inusing, 214
  two uses of,209
  “Cat 'I11atWa.1ked By
  Himself, The”
  (Kipling).34
  Cavaignac,Louis Eugéne,
  242
  Cecil, Robert, 364
  center ofpower, striking
  at,358-66
  change, 425
  fantasy oftransforrna-
  tron vs.,267
  reform and, 3§2~§9
  Cha~no-yu Uapanesetea
  ceremony], 5,209,
  210, 211-6, 306, 373,
  325, 343, 344,
  388Cha-no-yu:I71:japanesaTéa
  Ctrmwny (Sadler),
  246-47, 373, 326-27


TxText:
  Chan, 186
  Chapman, Walker, 138-40
  character, 191, 195
  charlazanism, 216-19
  Charles 1,King, 290, 429
  Charles V,Emperor, 47,
  121, 152, 175, 340
  Charles IX,King, 214, 277
  Charles X,King,283
  Charleval, 257
  Chixteauroux, Duchesse
  de,413
  “Chelm justice” (Yiddish
  folktale), 207
  Cheng, 141-42
  Ch'en Po-ca, 204
  chess, 126, 352-53, 423,
  424
  World Championship
  of,124-26
  Chester-field, Philip
  Dormer Stanhope,
  Lord, xviii, 144
  Chesterton, G.K.,301
  Chiang Kai—shek, 112,
  208-9, 422-23, 424
  Ch'ien Shu, King,11
  Chih, Earl, 94
  childhood weaknesses,
  272-73
  Chin, [53
  Clfin, Emperor,395
  China, 10,11,14,91,92,
  111,186
  ChiangKai-shek in,
  112,208-9, 422-23,
  424
  Chin/Hsing struggle in,
  153
  Ch'in Shih Huang Tiin,
  131-32
  Chuko Liang in,38-39,
  211-12, 370-71,
  372-73, 395, 396
  Ch'ung-erh in,141-42
  Communists vs.Nation-
  alists in,112,208-9,
  422-23, 424, 430
  Emperor Sung in,10-12
  EmpressW11in,110-1 1,
  113
  HanDynasty in,10,
  183, 201
  INDEX 435
  436 INDEXChina (cont)
  Hsiang Yu/Liu Pang
  struggle in,108-10
  _]apa.n'sinvasion ofl14,
  112,208-9, 422
  King Goujian in,168
  Kissinger and, 61,149
  MaoTse-tung in,see
  Mao Tse-tung
  Mongolinvasion of,99
  Nixon's visit to,61
  Ts'ao Ts'ao in,201-2,
  203, 330, 372-73
  27Historic: in,183
  Wang Mang in,397
  War oftheThree King-
  doms in,38
  Weikingdom in,41
  Wu/ Middle Kingdom
  warin,172
  Chinese Looking Glass, The
  (Bloodworth), 2.94-.95
  Chinese parables, 777,
  337-38
  Chinese sayings, 152, 160,
  361
  Ch'in Shih Huang Ti,Em-
  peror,131-32
  choice, controlling options
  in,254-62
  Choiseul, Etienne de,
  348-49
  Chopin, Frédéric, 194
  Chosmes II,King,104-5
  Chou Yung,296
  Christianity,393
  Christina, Queen, 220
  Chnstznas, 3.93-.94
  Chuko Liang, 38-39,
  211-12, 370-71,
  372-73
  Mao Tsetung and, 395,
  396
  Ch'un_g-erh,141-42
  Churchill, Winston, 106
  painting of,188-89
  Church ofEngland,304
  Ch'u-Ts'a.i, Yelu, 99
  Cicero, 134
  Clrnon, 407
  “Citizen and theTraveller,
  The” (Stevenson),
  322
  Civil War, 127
  Sherman's march in,
  260-61Claudius 1,Emperor,160
  Clausewitz, Carl V011, 112,
  174, 237, 422
  clean hands, 200-214
  Cleaiy, Thomas, 25, 738
  Cleisthenes, 285-87
  Clement VII, Pope, 303,
  304, 393
  Cleopatra, 193, 198,
  206-8, 209, 353
  Antony and, 207,
  370- 7 7
  Cloulas, Ivan, 708- 70
  Cohn, Harry,86-87
  Colbert, 'jean-Baptiste, 2,
  5
  Coligny, Gaspard de,214
  Cologne (Turner), 188
  color, 314
  Columbia Pictures, 86,87
  Columbus, Christopher,
  234, 237, 284-86
  Columbus Strategy,288
  common touch, 317, 323
  commitmeng toothers,
  145-55
  Communists, 176, 323
  Chinese, 112,208-9,


TxText:
  422-23, 424; seealso
  MaoTse-tung
  House Un-American
  Activities Committee
  and, 86-87, 165-67,
  197-98, 322-23
  compelling spectacles,cre-
  ation of,309-16
  con ardsts, 52, 90, 91,260,
  268, 323, 334
  aristocratic front used
  by,288
  Arnold andSlack,
  157-59, 160-61
  boldness in,228
  Bragadino, 264-66,
  267, 270
  Crowningsfleld, 92
  free lunch and, 346
  Furey's ring of,140-41
  Hartzell, 268
  isolation used by,364
  Lusijg,seeLuslig,Victor
  Stavisky,260
  Weil,seeWeil, Joseph
  “Yellow Kid”
  concealment:
  ofmistakes, byuseofscapegoat, 201-5,
  214
  oftricks andtechniques,
  245, 247, 251-52
  Concealyourintentions
  (Law 3),16-30
  Concentrateyourforces
  (Law 23), 171-77
  Concini, Concino, 274,
  275
  Condé, Louis, Prince of,
  277
  Condivi, Ascanio, 406-8
  mndottieri (mercenarysol-
  diers), 83,708- 70
  conflict, fantasyofunion
  vs.,268
  conformity,outward dis-
  play of,317-24, 398
  Confucius, 131,353, 395,
  396, 397
  CongressofVienna, 63,
  94,104, 184-85
  Conquest LyVPeru,172:
  (Prescott), 35.9-60
  conservatism, 394, 398,
  425
  Constantine, Emperor,
  314, 393
  contempt, 305, 307, 308
  contrasts, between overt
  traits and weak-
  nesses, 273
  Control theoptions: get
  others toplaywith
  thecardsyoudeal
  (Law 31), 254-62
  controversy,48
  cord thatbinds, image of,
  100
  Corella, Michelotbo,
  709- 70
  Corfu (Corcyra),97-98
  Corinth, 97-98
  Coriolanus, Gnaeus Mar-
  cius, 32-33
  Cortés, Hernando, 365
  Co\1nter~ReformaIion, 319
  court, courtiers, courting,
  xvii-xoiii, 146-49,
  178-90, 211, 398
  cat's-paw and, 212
  nonchalance in,250-51
  symbols and, 315
  Court Artist, The(Warnke),
  46-47
  Court attention atallcost
  (Law 6),44-55
  Courtiefs Mirror, 378, 388
  CM]? qfhwer,T31:(Sin),
  207-8, 247-48, 2.95
  Create compelling specta-
  cles(Law 37),
  309-16
  creativity,425
  credit, forwork done by
  others, 56-61
  criticism, ofthose above
  you,181
  Croesus, 411
  Cromwell, Oliver, 290
  Cromwell, Thomas,
  393-94, 398
  cross and thesun, image
  of,316
  cross-examination, 4572
  “Crow and theSheep,
  The” (Aesop),740
  “Crow—Hen, theCobra,
  and theJackal,The”
  (Panchatantra tale),
  207-8
  Crown, image of,289
  Ctowningsfield,_]ohn,92
  Croy,Duc de,414
  Crushyour enemy totally
  (Law 15), 107-14
  Cuba, 305
  cultlike following,creation
  of,215-26
  culture(s):
  different, 267-68, 3l9
  vacuums in,353-54
  cyclone, image of,128
  cynicism,181
  Cyprus, 264, 318
  CyrustheGreat, 368-69,
  411-12
  Daizen, Kuriyama,209- ll
  Damon, 359-60
  dance oftheveils, image
  of,54
  danger,inisolation,
  130-36
  Dante Aligliieti,361-62
  Darien, 23?, 238
  Darnley, Lord, 14?
  Darwin, Charles, 398
  David, andBaihsheba, 272
  David andGoliath Strat-
  egy,288Dévila, Pedro Arias [Fe
  clraxias), 233, 239
  deadlines, setting foroth-
  ers,297-98
  death:
  absence and, 120
  fantasy ofreversal of,
  268-69


TxText:
  Deceivefls Mirror, 379,
  388-89
  deception, xx~xx:', 23,
  27-28, 36
  controllingtheoptions
  and, 254-62
  courtiemhip and, 190
  cultlike following and,
  216
  distraction and, 91,92
  gifts and, 92
  imagery and, 311
  intelligence and, 161
  isolation in,364
  kindness and, 93
  mirror effect in,376-91
  reputation for,30,42
  smoke screens in,23,
  27,28,29,30,36,
  129
  verbal arginnent and,74-
  decoyed objectsofdesire,
  17,21,28
  defects, shared, 81
  defensiveness, 426
  defleury, Andre-Hercule,
  348
  deGanlle, Charles, 315
  Deioces, 118-19, 120
  Denmark, 239, 240
  deOrco, Remirro, 202-3,
  204
  dependence:
  mutual, 88
  ofothers, 82-88
  Dermi.rProbe, The(Sh ),
  336-37
  desire, 305
  Despisethefree lunch
  (Law 40),333-46
  diamond mine, 157-59
  Diana (roman goddess),
  312, 313, 314, 315
  Diane dePoitiers, 9,278,
  31l-13, 315
  Diderot, Denis, 195, 196
  dignity, 288, 331
  Dinocrates, 47diPrime, Diane, 337-38
  Disarm and infuriate with
  themirror effect
  (Law 44), 376-91
  Discourses (Machiavelli),
  472- 73
  Discover each man's
  thumbscrew (Law
  33), 271-81
  Disdain things youcannot
  have: ignoringthem
  isthebestrevenge
  (Law 36), 300-308
  dishonesty:
  reputation for,30,42
  and selective honesty,
  89
  dispersion offorces,
  176-77
  displaying your talents,
  andoutshiningmas»
  ter, 1-7
  Disraeli, Benjamin,74
  distance, infantasy,269
  distraction, indeception,
  91,92
  “Ditch High Priest"
  (Kenl(6), 32.9
  Dodsley, Robert, 85,296
  “Dog with theCropped
  Bars, The” (La
  Fontaine), 420-Z7
  Donotbuild fortresses to
  protect youiself-—is<r
  laxion isdangerous
  [Law 18), 130-36
  Donotcommit toanyone
  (Law 20), 145-55
  Donotgopastthemark
  youaimed for:in
  victory,learn when
  tostop (Law 47),
  410- 18
  Doria, Andrea, 708
  Dostoyevsky, Fyodor,355
  Downing, Charles, 256-57
  Drake swindle, 268
  drama, 197, 199
  Drew, Daniel, 66
  duBarry, Madame,
  34-8-49
  Duchamp, Marcel, 35,53
  Dudevam, Aurore Dupin
  (George Sand),
  194-95, 195, 306
  Dudley, Robert, 146
  INDEX 437
  438-INDEXDujarier, Alexandre, 77
  Dutch Lowlands, 146
  Duveemjoseph, 102-3,
  120, 298
  Diirer painting and,
  161—-62
  Ford and, 142-43
  Huntington and, 278-79
  Mellon and, 28, 102
  National Gallery ofArt
  and, 28
  “Eagleand theSow, The”
  (Tolstoy),752
  economic scarcity,120-21
  Edison, Thomas, 42-43,
  48,57,58
  Edison Medal, 58
  effort:
  excess of,inpleasing
  master, 416-17
  saving of,209, 211
  ellortlessness, appearance
  of,245-53
  Egypt,206-7
  Eiffel Tower, 94-,229-30
  Eisenhower, Dwight D.,
  315, 353
  Elba, 63454, 184, 294, 379
  ElDorado, 237, 238,
  335-37
  Elizabeth 1,Queen, 34,
  146-47, 148, 149,
  213, 364, 406, 427
  “Elm~Tree and theVine,
  The” (Dodsleyl:35
  emotions, xz'x—xx
  appealing to,367-75
  arguments and, 322
  control of,152, 153,
  155, 182, 196,243,
  330
  defensiveness and, 426
  forms and, 424
  hiding of,321
  infectiousnes of,76
  money and, 342-43,
  344
  planning and, 243


TxText:
  playing on,93
  repression of,329
  spectacle and, 316
  andstirring upwaters to
  catch fish, 325-32
  asthumbscrews, 271,
  273, 281time and, 295, 296, 297
  uncontrollable, 273
  Enciso, Francisco Feman-
  dezde,237
  end, the,planning allthe
  way to,236-4-4
  endtime, 296, 298-99
  enemies:
  attention paid to,300
  crushing completely,
  107- 14
  cultlike following and,
  216
  former friends, 109
  fortresses asprotection
  from, 130-36
  isolating of,358,
  363-64, 366
  mirror effect and,
  376-91
  overreaction tomoves
  of,167
  reconciliation with, 109,
  11l
  reputations of,37,40,
  42
  revenge of,111, 114,
  261, 366
  self—destruction of, 114-
  sizeof,428
  stirring upanger in,
  325-32
  syrnpathizing with, 109
  using,8-15
  winning over, 371-72
  energy, saving of,209, 211
  England, 146, 147,239,
  240
  Washington and, 154
  Ennemoser,_]., 227, 222
  Enter action with boldness
  (Law 28), 227—35
  entrances and exits, 198
  envy, 188, 4-00,4023,
  404, 405-6, 407-9
  Epicurus,319
  equality,xviii
  Erickson, Milton 11.,
  212-13, 259, 315,
  363
  mirroringused by,
  386-87
  Erie Railroad, 91-92
  Escorial, El,353
  EssaysinIdlmess (Kenk'6),
  302-3, 329, 414Essex, Earl of,34,146, 364
  Este, Francesco d',186
  Este, Isabella d',150-52
  Ethiopia, 25,288, 327-28
  Ethiopian proverb, 167
  exotica, 267—-68, 319
  Fabius, 53
  Fables(Aesop), 96, 140,
  233, 237, 335, 367,
  370
  Fables (Birch), 328
  Fablex (Dodsley), 6'5,296
  Fables (LaFontaine),seeLa
  Fontaine, jean de, fa~
  bles of
  Fable: (Stevenson), 322
  Fables (roiswy). 33,152,
  304, 477
  fables and folktales:
  “The Animals Stricken
  with thePlague,”
  38-40
  “The Assand the Gar»
  dener,” 302
  “The Boyand theNet-
  tle,” 233
  “The CatThat Walked
  ByHimself,” 84
  “Chelmjustice,”207
  “The Chestnut and the
  FigTree,” 764
  “The Citizen and the
  Traveller,” 322
  “The Crow and the
  Sheep,”740
  “The Crow—Hen, the
  Cobra, and the
  Jackal," 207-3
  “The Dogwith the
  Cropped Ears,”
  420—2 7
  “The Eagleand the
  Sow,” 752
  “The Elm Tree and the
  Vine,” 85
  “AFool and aWise
  Man,” 209- 70
  “The Fox and the
  Grapes,” 307
  “The Fox and the
  Stork,” 380-87
  “The Funeral oftheLi~
  oness,” 264-65
  “The Gentle ArtofPer-
  suasion,” 370
  “The Goose and the
  Horse,” 172-73
  “The Greedy Man and
  theEnvious Man,”
  407
  “The Indian Bird,”
  270- 7 7
  “The King,theSufi, and
  theSurgeon,”
  233-39
  “The Kites, theCrows,
  and theFox," 750-57
  “The Liar,” 256-57
  “The Lion, the
  Chamois, and the
  Fox,” 272-73
  “The Man and His
  Shadow,” 3015


TxText:
  “The Man “Who Loved
  Money Better Than
  Life,” 337-38
  “The Merchant and His
  Friend,” 377- 79
  “The Miser,” 335
  “The Monkeyand the
  Cat,” 206- 7
  “The Monkeyand the
  Peas," 304
  “The Monkeyand the
  Wasp,”328
  “The Owl Who Was
  God,” 277-79
  “The Nut and theCam-
  panile,”77
  “The Peasant and the
  Apple Tree,” .96
  “The Power ofaLie,”
  223-24
  “The Price ofEnvy,"
  753-54
  “The Snake, the
  Farmer, and the
  Heron,” 70
  “The Tortoise, theEle-
  phant,and theHip
  popotamus,”57-58
  “The Trout and the
  Gudgeon," 2.96
  “The Two Adventur-
  ers,” 228-29
  “The TwoDogs,”
  779-80
  “The Two Frogs,” 237
  “The Two Horses,” 5'3
  “The Vainglm-ious
  Cockerel,” 477“The Virtues ofthe
  Cock,” 717
  “The Waspand the
  Prince,” 45
  “When theWaters Were
  Changed,”379-20
  “The Wolves and the
  Sheep,”367
  Fables fromEoccaaio and
  Chauczr (Aikin),
  172- 73
  Fabl&¢(Kri1off), 773-50,
  272-73. 306
  facial expression,28
  Fadiman, Cliflon, 32,765,
  255, 258, 307
  Faem 5
  Faliscans, 93
  fallofthefavorite, 205
  false sincerity, 17,21-22, 30
  familiarity,123
  fantasies, playing to,
  263-70
  FanTseng,108-9
  fates, intertwining of,86
  father, image of,355
  father figures:
  hostility“ toward, 352
  steppinginto shoes of,
  347-57
  favors, 346
  asking for, 181, 187, 417
  granting of,210, 211
  fear, 296
  boldness and, 228
  other people's,vs.their
  love, 87
  Ferdinand, King,303
  Ferrara, 150, 151
  fights, beingdrawn into,
  150-54
  Fischer, Bobby, 124-26
  “Fla.me—Colored Cloak,
  The” (Herodotus),
  347-43
  flattery,180
  Flaubert, Gustave, 195
  Flemish Iowlarids, 146
  flexibility, 244, 2597, 4'25,
  427
  flock offamed sheep,
  image of,365
  Florence, I50, 152, 341,
  342, 361, 398, 403-4
  Blacks and Whites in,
  361-62fluidity,419-30
  following, creation of,
  215-26
  “Fool and aWise Man, A"
  (LaFontaine),
  209- 70
  forced time, 296, 297-98
  forces;
  concentrating of,171-77
  dispersion of,176-77
  Ford, Gerald, 149
  Ford, Henry,142--43
  foreign cultures, imitation
  of,319
  Foreman, George,129
  forgiveness, 2l4
  Forman, Simon, 146
  formlessness, 419-30
  Formosa, 267-68
  forms, 424-25
  forlress, image of,136
  fortresses, 130-36
  fortunate people,associav
  tionwith, 76,81
  Fouché,_]oseph, 13,
  292-95, 326, 327
  Napo1eon's spying on,
  379-80
  Fouquet, Nicolas, 2,3,5
  “Fox and theGrapes,
  The” [LaFontaine),
  307
  “Fox and theStork, The”
  (LaFontaine],
  3:90-87
  France, 146, 147, 150, 151,
  239, 240, 241
  Fronde in,133, 315
  1848 elections in,242
  JulyRevolution in,154


TxText:
  Revolution in,292, 349,
  369, 380, 399
  Rothschild and, 174,
  262, 283, 340-41
  Washington and, 154
  Francesco, Greta de,.90,
  220-22, 225
  Francis I,King, 311, 340
  Francis II,King,277
  Franklin, Benjamin,220
  Frazer, James George,
  203
  Frederick 11“the Great,”
  King,374
  Frederick William IV,
  King, 19-20, 84,85
  INDEX 439
  440 INDEXfreedom, 82,167,258, 262
  ofexpression, 321
  freelunch, 333-46
  Freud, Sigmund, 272, 298,
  353, 3:93
  Frick, Henry,103
  fn'end[s):
  fonner, now enemies,
  109
  posing as,while work-
  ingasspy,101-6
  scapegoating of,205
  trusdng of,8-15 \
  friendliness, with master,
  I81
  friendship, dependence
  vs,87
  Fronde, the, 133, 315
  “Funeral oftheLioness,
  The” (LaFontaine),
  264-65
  Fm-ey,]oe,140-41
  Fushimiya,343-44-
  future, 241, 295, 296
  gadfly,324
  Gaetani, Cardinal (Boni-
  faceVIII), 361~62
  Gainsborough, Thomas,
  278-79
  Galileo, 3-4, 175,319, 398
  gaps,228
  Garbo, Greta, 121
  garden ofweeds, image of,
  408
  Geezil, Sam, 23-25, 27
  generosity, 333, 334, 344
  indisarming victim,
  89-94
  indiscriminate, 335
  ofothers, appealing to,
  98
  strategic, 341, 342
  Genghis Khan, 99
  “Gentle ArtofPersuasion,
  The“ (Aesop). 370
  Germany, 239, 240, 241
  attacks onLandon, 106
  Treaty ofVersailles and,
  114
  gestures,asindication of
  weaknesses, 272
  Get others todothework
  foryou,butalways
  take thecredit (Law
  7),56-61Gliiberti, Lorenzo, 67
  gifts, 92,334, 340, 343,
  344
  topatrons, 288~89
  Gilbert, Marie (Lola Mon—
  tez), 55,77-79, 235,
  390-4)]
  Giovane,Pa1ma, 46
  Giovio, Paolo, 109
  giving before youtake. 91,
  92,288, 334
  Glass Menagerie,The
  (Williams), 355
  goiwei»-931:), 363, 423-24,
  426
  goal:
  concentration on, 175
  disguising of,212
  stopping after reaching,
  410-13
  “God and Abraharn” (Hz:
  Subtle Ruse: TheBook
  afxlrabic Wzlrdom and
  Guile), 73-74
  gods, Greek, 241, 243
  godsonMount Olympus,
  image of,243
  Godunov, Boris, 407
  Goethe, Johann Wolfgang
  Von, xix, 773,222,
  374
  Golden Bough,The(Frazer),
  203
  Golder: Dream, 17w: Seekers
  afEtDarado (Chap-
  man), 738-40
  Goldwyn, Samuel, 32
  Gonzaga, Gianfrancesco,
  150, 151
  goodwill gestures.373
  “Goose and theHorse,
  The” (fable),172— 73
  Gordian knot, 351
  Gordon-Gordon, john,
  Lord Uohn Crown-
  ingsfield),92
  Co~Saiin, Empemr,306-7
  Gossaert, jan,47
  Goujian, King, 168
  Gould, jay, 28429, 91-92
  governing, flexibility in,
  427
  Gracién, Baltasar, xxii, 19,
  72,314, 378
  onabsence andpres~
  ence, 121onbeing first, 348
  onbeing kinglike, 289
  onbeing seen, 49
  oncommitting tooth~
  ers, 757, 155
  onconcealing abilities,
  249
  onconoealing mistakes,
  205
  oncontempt,308
  ondisagreementwith
  themany,378
  ondoing things yourself
  vs.using thirdpar-
  ties, 213
  onenvy, 403, 409, 40.9
  onfearoffailure, 230
  onfindingthethumb-
  screw, 281


TxText:
  onintensity and exten-
  sity,176
  onletting things be,305
  onmisfortunes ofoth-
  ers, 81
  onmystery,54
  onothers' dependence,
  88
  onoutxhining the mas
  ter, 7
  onrole~playing,198
  onself—tespect,283
  onsteppinginto agreat
  man's shoes, 356
  onusing enemies, 15
  onusingothers' knowl
  edge,60
  onusing stupidity,161
  Graham, James, 22042
  grandeur,338
  Grant, Ulysses S.,366
  gratitude ofothers, a.ppea.l—
  ingto,95-100
  great men, steppinginto
  shoes of,347»-57
  Greece, 241, 318, 319, 350,
  351, 381, 420, 428
  greed, 334, 337, 346
  “Greedy Man and theErr
  vious Man, The”
  (Jewish parable),
  407
  Greek sea-god Proteus,
  image of,198
  Greeley, Horace, 157
  Gross, George,24-25
  Gngsa, Rae, 328~29
  Guicciaxdini, Francesco,
  321
  guilt, extexiorizing of,
  2034
  Guise family,214
  half a.heart, going halfway
  with, 228
  Halliwell, Kenneth, 401-2,
  408
  hallucinatory effect, 379
  Hamlet(Shakespeare), 54,
  353
  HanDynasty, 10,183, 201
  Han~fei~tzu, 36,58,94,
  128, 131, 344, 375,
  396, 423
  Han Kao-tsu (LiuPang),
  108-10
  Hannibal, 53-54
  Hanno theelephant,232
  happy people, association
  with, 76,80
  “Hare and theTree, The”
  (Han«fei-tzu), 423
  Haxpending, Asbury.
  157-58, 159
  Haxfzell, Oscar, 268
  HaTae—hung,230-32
  hawk, image of,299
  He-aid, George Trafford, 78
  hearts and minds ofoth-
  ers,working on,
  367-75
  Hechigwan, Sakamotoya,
  373
  Hechigwan, Yamashina,
  387~—88
  Heihachiro, Togo,65
  Helen ufTmy, 92493
  help, asking for, 95~ 100
  Henri II,King, .9,277, 278,
  31142
  Henry VIII, King, 303-4,
  393~94
  Hercules, 352
  Herodotus, 72-73, 238,
  285-87, 341-43,
  368-69, 428
  hesitation, boldness com-
  pared with, 228-29
  Heth, joice,46
  Hibbert, Christopher,382
  Hideyoshi, Emperor, 5,
  210, 246, 296, 313,
  416Hiero, King,13
  “HippocleidesatSicyon”
  (Herodotus), 285-87
  Hispanic Monarchy, flu
  (Campanella),320
  Histories, 1v'7zs(HetodoI11s),
  72-73, 285-37,
  341-43, 358-69
  Hitler, Adolf, 165, 166
  Holbein, Hans, 3394
  Holland, 99
  Hollywood (Kanin), 273w 74
  Hollywood,House Un-
  American Activities
  Committee and,
  86-87, 165-67,
  197-98, 322-23
  honesty, xviii, 20-21, 22,
  183
  selective, indisarming
  victim, 89-94
  honeyed bear trap, image
  of,67
  honor, usingabsence to
  increase, H5-22
  Hoover, Herbert, 197
  Hoover, _].Edgar,87
  hopelesslyinsecure man,
  dealing with, 138
  horns ofthebull, image
  of,261
  Houdini, Harry, 197,
  247-50, 252, 298,
  330
  HouseofMedia',Tlw: IL:Rise
  andFall(Hibbert),
  382
  House Un-American Ac»
  livities Committee,
  86-87, 165-67,
  197-98, 322-23
  Howe, Louis, 204
  “How toBroadcastNews"
  (Ike Subtle Ruse: The
  Back afArabic Wisdom
  andGuile), 208-9
  Hsiang Yu, 108-I0
  Hsien, Duke, 94


TxText:
  Hsing,l53
  Hoax), 153
  Hugo, Victor, 374
  Hnguenots, 214, 275
  Huh Saeng, 230-32
  Huizinga, Johan,377-72
  Hull, Fax, 78
  Hume, David, 266Humphrey, Hubert, 149
  Hundred Days, the, 197
  Hungary,297
  hunter, image of,144
  Huntington, Arabella,
  278-79
  Huntington, Collis P.,278
  hurrying, 291, 296,
  297-98
  Hyperbolus,360
  Icams falling from thesky,
  image of,417
  ideas, unconventional,
  317—24
  identify, new, 191-99
  Ieyasu, Tokugawa,Em-
  peror, 99,246, 266,
  296
  ignoring things you cannot
  have, 300-308
  illusions, 251
  images, 309, 313, 314-16,
  374
  increating cult, 217-18
  symbols and, 314-15
  impatience,296
  Inalchik, 139
  Incas, 59,238, 239, 335.
  359-60, 365
  incense~smel|.ing competi»
  (ion, 344-45
  income, disguisingsource
  of,218
  independence, 82,85, 88,
  145, 154, 155, 175
  reputation for, 148
  lnd1'ana(Sand), 194
  “Indian Bird, The" (Shah),
  210~ 71
  Indian fables:
  “The Ass and theCar»
  dener,' 302
  “The Kites, theCrows,
  andtheFox,” 150-51
  “The Merchant and His
  Friend,” 37.7~»7.9
  “The Waspand the
  Prince,” 45
  Infection: avoid the un-
  happyandunlucky
  (Law 10),76-81
  inferiority, feclixigs of,
  405
  infomiationz
  false. giving of,106
  INDEX 441
  442: INDEXinformation (cant)
  gathering of,101, 106,
  143
  isolalion and, 130
  infuriatingenemies with
  themjrmr effect,
  376-91
  innocence, xix
  Innocent, Pope,.382
  innocent goat, image ofl
  205
  innovation, 392, 398, 399
  Inquisition, 219, 220,
  319-20, 322
  insecurity, 55,138, 141, 143
  arrogance and, 287
  asthumbscrew, 271
  instincts, 143
  insulting others, 142, 143,
  159, 189
  intelligence:
  downplaydng of,156-62
  showing of,161
  intentions, concealment
  of,16-30
  cat's—paw and, 209, 212
  intimacy, with master, 181
  Isazvason, Walter, 33
  Isabella, Queen, 286, 303
  Isabey, Jean—Baptiste,
  184-85
  Iskandar, Kai Ka'us ihn, 7.9
  isolation, 136, 364-65
  danger of,130—36
  ofenemies, 358,
  363-64, 366
  Israelis, 73
  Italy, 150, 151, 152, 320
  condnttim' in,83, 700- 70
  Inquisition in,219, 220,
  319-20
  Romagna,202-3
  Ivan IV“theTerrible,”
  Czar, 230, 231, 233,
  235, 384-86, 407
  withdrawal of,255-56,
  258, 261
  Jackson, Stonewall, 127
  Jacobins, 292, 293, 380
  Jami, Mulla, 119
  Janin, Louis, 158
  Janus,xx
  Japan:
  China invaded by, 14,
  112,208-9, 422foreigncultures and,
  168, 428
  Holland and, 99
  incense-smellingcom-
  petition in,344-45
  Portugal and, 99
  Russia and, 65-66
  japanm ArtofWizr, 17w
  (Cleaiy),25
  Japaneseteaceremony
  (Cha—no-yu), 5,209,
  210, 246, 306, 373,
  326, 343, 344, 388
  Javiac, Guillelrna de,
  116-17
  jawsofingratitude, image
  of,15
  Jehu, King, 23-24
  Jesus Christ, 169, 220,
  323, 387, 3.93, 3.94
  Jewish parable,407
  Jews, 322, 393
  Joio II,King,285
  Johnson, Andrew, 366
  Johnson, Lyndon B.,324
  Johnson, Samuel, 133
  Jake, 77ze(Kundera), 168
  jokes,aboutappearances
  ortastes, 181, 185,
  186, 189
  Jones, Ernest, 352-53
  Joseph,and coat ofmany
  colors, 406


TxText:
  Joseph 11,King,356~57
  Julius 11,Pope, 86,151,
  175,406, 407, 409
  _/ulius Cac5a1(Sha.ke-
  speare), 79,299
  July Revolution, 154
  Jupiter,moons ofl3-4
  justice, appeals to,96-97
  Just SoStories (Kiplin ),
  04
  _
  Kanin, Garson, 273-74
  Kao Tsung,110
  Kautilya, xix,103, 703,
  110, 211
  Kean, Charles John,55
  Keep others insuspended
  terror: cultivate an
  airofunpredictabil-
  ity(Law 17),123-29
  Keep yourhands clean
  (Law 26), 200-214
  Kenko, 302-3, 329, 474Kennedy, John F.,305,
  353
  Ketel, Comelis, 46
  keyhole, image of,374
  Khaldiin, ibn, 334-35
  Khan, Genghis,139-40
  Khrushchev, Nikita, 73
  Kierkegaard, Soren, 30,
  407, 403, 406
  kindness, selective, 91,93
  kinds ofpeople,137-44
  king, 363, 426
  acting like, 282-90
  hostility toward, 352
  “King,theSufi, and the
  Surgeon, The”
  (Shah), 238-39
  Kipling, Rudyard,84
  Kisiinger (Isaacson), 33
  Kissinger, Henry:
  boldness of,234
  China and, 61,149
  Humphrey and, 149
  indispensability of,87
  inIsraeli negotiations,
  73
  kidnapping attempt
  and, 13
  Lord's report and,
  32-33
  Nixon and, 61,87,
  148-49, 259, 306
  optionscontrolled by,
  259
  Pentagon Papers and,
  306
  reputation of,41—42
  smoke screen and, 28
  Soviet Union and, 149
  “Kites, theCrows, and the
  Fox, The” (Indian
  fable), 750-57
  Kleppini, 24-8-50, 330
  knowledge:
  from thepast, using,
  59-60
  specialized, having ap-
  pearance of,86
  Know whoyou're dealing
  with—do notoffend
  thewrong person
  (Law 19), 137—44
  Koller, General, 64
  Kriloff, Ivan, 779-80,
  272-73, 306
  Kundera, Milan, 168
  Kurbski, Andrey,255
  LaBruy'ere,jean de,100,
  126, 182
  Lacan, Jacques, 298
  LaFontaine,jea.n de,fa-
  bles of:
  “The Animals Stricken
  with thePlague,“
  38-40
  “The Camel and the
  Floating Sticks," 776
  “The Dogwith the
  Cropped Ears,”
  420-27
  “AFool and aWise
  Man,” 209~ 10
  “The Fox and the
  Grapes,”301
  “The Fox and the
  Stork,”.390—87
  “The Funeral oftheU-
  oness,” 264-55
  “The Monkeyand the
  Cat,” 206-7
  “The Two Adventur-
  ers,” 228-29
  language, changingtofit
  different people,180
  LaRochefoucauld,
  Frangois de,18,257,
  402
  anabsence, 117
  spying tipfrom, 104
  Lauzun, Due de,48
  Law 1:Never outshine the
  master, 1-7
  Law 2:Never puttoo
  much trust infriends,
  learn how touse en-
  emies, 8-15
  Law 3:Conceal yourin~
  tentions, 16-30
  Law 4:Always sayless
  thannecessary,
  31-36
  Law 5:Somuch depends
  onreputafion-guard
  itwith your life,
  37«-43


TxText:
  Law 6:Court attention at
  allcost, 44-55
  Law 7:Gelothers todo
  thework foryou, but
  alwaystake the
  credit, 56-61Law 8:Make otherpeople
  come toyou-use
  baitifnecessary,
  62-68
  Law 9:Winthrough your
  actions, never
  through argument,
  69-75
  Law 10:Infection: avoid
  theunhappyand un-
  lucky,7G~—81
  Law 11:Learn tokeep
  people dependenton
  you,82-33
  Law 12:Use selective hon-
  estyandgenerosity
  todisarm yourvic-
  tim, 89-94
  Law 13:When askingfor
  help, appealtopeo-
  ple's self-interest,
  never tofheir mercy
  orgratitude, 95-100
  Law 14:Pose asafriend,
  work asaspy,101-6
  Law 15:Crush your
  enemy Dolally,
  107-14
  law 16:Use absence toin
  crease respect and
  honor, 115-22
  Law 17:Keepothers in
  suspended terror:
  cultivate anairofun-
  predictability,
  123-29
  Law 18:Donotbuild
  fortresses toprotect
  yourself-—isolation is
  dangerous,130-—36
  Law 19:Know whoyou're
  dealing wiih—do not
  offend thewrong
  person,137-v44
  Law 20:Do notcommit to
  anyone,145-55
  Law 21:Playasucker to
  catch asucker——seern
  dumber than your
  mark 156-52
  Law 22:Use thesurrender
  tactic: transform
  weakness into
  power, 163-70
  Law 23:Concentrate your
  forces, 171-77Law '24:Playtheperfect
  courfier, 178-90
  Law 25:Re-createyour-—
  self, 191-99
  Law 26:Keep yourhands
  clean, 200-214
  Law 27:Playonpeople's
  need tobelieve to
  create incultlike fol-
  lowing, 215-26
  Law 28:Enter action with
  boldness, 227-35
  Law 29:Plan alltheway
  totheend, 23644
  Law 30:Make yourac-
  complishmentsseem
  effortless, 245-53
  Law 31:Control theop-
  tions: getothers to
  playwith thecards
  youdeal, 254-62
  Law 32:Playtopeople's
  fantasies, 263-70
  Law 33:Discover each
  man's thumbscrew,
  271-81
  Law 34:Beroyalinyour
  own fashion: actlike
  akingtobetreated
  like one, 282-90
  Law 35:Master theartof
  timing, 291-99
  Law 36:Disdain things
  youcannot have: ig-
  noringthem isthe
  bestrevenge,
  300-1308
  Law 37:Create com-
  pelling spectacles,
  309-16
  Law 38:Think asyoulike
  butbehave like oth-
  ers,317-24
  Law 39:Stirupwaters to
  catch fish, 325—32
  Law 40:Despisethefree
  lunch, 333-46
  Law 41:Avoid stepping
  into agreatrnan's
  shoes, 347-57
  Law 42:Strike theshep-
  herd and thesheep
  willscatter, 358—ii6
  Law 43:Work onthe


TxText:
  hearts and minds of
  others, 367-75
  INDEX 443
  444 INDEXLaw 44:Disarm and infu-
  riate with themirror
  eflect, 376-91
  Law 45:Preach theneed
  forchange, but never
  reform toomuch at
  once, 392-99
  Law 46:Neverappeartoo
  perfect, 400-409
  Law 47:Donotgopast
  themarkyouaimed
  for:invictory,learn
  when tostop,410-18
  Law 48:Assume formless—
  ness, 419-30
  Lawrence, T.E.,372, 373,
  425-26
  Lawrence, Thomas, 188
  Lawson, John,86-87
  Lazar, Irving,273-74
  Learn tokeep people de
  pendentonyou
  (Law 11),82-88
  leaving things alone, 300
  Lenclos, Anne de(Ninon
  deLenclos), 17-18,
  29,119,233-34,
  255-58
  system of,257-58
  LeoX,Pope, 46',232
  Leonardo daVinci, 33,
  151, 177, 342
  “The Chestnut and the
  FigTree,” 764
  “The Nut and theCam-
  panile,”77
  “Liar, The” (Armenian
  folktale), 256-57
  Liberius, Pope,394
  Lieh Tzu, 294-95
  lies, 321
  asbodyguard,106
  boldness and, 228
  verbal argument and,
  74
  Lif, Lztterr, andEpicurean
  Philosophy afNinonde
  Lenclos (Lenclos) ,
  233-34
  LifeofAlexande1theGreat,
  Tht(Plutarch),
  377- 72
  Lzfet_;fAntany (Plutarch),
  370- 77
  Lifeoflulius Caesar, The
  (Plutarch), 278-7.9LiféofPm'cle.s, 77w
  (Plutarch), 349-50
  LiféofScrtoriu: (Plutarch),
  292-94
  Lifeqf7hemirtocles,Yhe
  (Plumrch), 362
  limelight, image of,49
  Lincoln, Abraham, 12,13,
  366
  character of,196-97,
  270
  Lind, jenny,42
  LinPiao, 396
  “Lion, theChamois, and
  theFox, The”
  (Kiiloff), 272-73
  lion and thehate, image
  Of,234
  lions circle thehesitant
  prey,228
  Lippi,FraFilippo, 187, 314
  Liszt, Franz, 55, 194
  Lithuania, 255
  Little, Brown Book ofAnec-
  dates, T7w(Fadi.man,
  ed.), 32,765,255,
  258, 307
  Liu,King,11
  LiuPang (Han Kan-tsu),
  108- 10
  Lives afthe Artists (Vasari),
  350-57
  Loller, Herman, 275-77
  London, Nazi attacks on,
  106
  Long March, 112,208,
  422
  long time, 295, 296-97
  Lorca, Ramiro de, 709
  Lord, Winston, 32-33
  Lorris, Guillaume de,345
  Louis, Joe,68
  Louis XI,King, 85-86
  Louis XII, King, 150-51
  Louis XIII, King, 160, 176,
  273-75
  LauisX(V (Bertrand), 33
  Louis XIV, King, .9,180,
  184, 242, 305, 348,
  349, 353, 374
  ascenter ofactivity,
  132-33, 134
  Due deLauzun and, 48
  Fouquet and, 2-3, 5
  generosity of,342-43
  Mancini and, 383-84asSunKing, 313, 314,
  315, 348, 349, 384
  tacitumity of,33-34, 33
  Louis XV, King, 348-50,
  355, 368, 413-14
  Louis XVI, King, 190,
  224, 279, 280, 292,
  294, 349, 368, 869,
  399, 429
  Louis XVIII, King, 294,
  379, 426
  Louis«Philippe, King,
  283-84, 287, 426
  love, xx
  other people's,vs.their
  fear, 87
  Luce, Henry,188-89
  Lucca, 153
  luck, 415-16
  Ludwig, King, 55,77-78,
  390—J1


TxText:
  Ludwig Witzgm:tein.'A
  Memoir (Malcolm),
  383
  Lustig, Victor, 91,234,
  288
  airofmystery surround-
  ing,52
  Capone and, 90-91
  Eiffel Tower scheme of,
  94,229-30
  Loller and, 275-77
  money-copyingma-
  chine of,74-75,
  276-77
  MacArthur, Douglas,354
  Macbeth (Shakespeare),55
  McClellan, George, 127,
  157
  Machiavelli, Niccolo, xvii',
  xx,xxiii, 77,87, 70.9,
  136, 179,202, 298,
  320, 350, 366, 415,
  418
  onannihilatingthe
  enemy,113
  onchoice, 261
  onCosimo de'Medici,
  404
  ondeception,220
  ondependence,85
  onfortresses, 133, 136
  ongoing beyondthe
  mark, 417
  onhiding thetruth, 321
  onimpetuousnessvs.
  caution, 234
  onnecessity,349
  ontheoverreaching
  general.412- 13
  onreform, 396, 397,
  399
  onspectacle,316
  Voltaire on,322
  magicians. 298
  magnet, image of,225
  magnetism, animal,
  223-24
  Mahabharata, 77-72
  Make other peoplecome
  toyou-use baitif
  necessary (Law 8),
  62-68
  Make your accomplish-
  ments seem effortless
  (Law 30), 245-53
  Malcolm, Norman, 383
  Mamugni (llBragadino),
  264-66, 267, 270
  “Man and HisShadow,
  The” (Kriloff), 306
  Manchuria, 422-23
  Mancini, Baroness,
  382-83
  Mancini, Marie, 383-84
  Manfredi, Astorre, Prince,
  5
  manipulation,66
  Mansart,_]ules,184
  Mantua, 150, 151, 152
  Mantua, Duke of,264,
  266, 288-89, 339-40
  “Man Who Loved Money
  Better Than Life,
  The” (Chinese fable),
  3.37-38
  Mao Tse-tung, 14,53,113,
  176, 197,353, 424,
  430
  father of,354-55
  isolation ofenemies by,
  3164
  LinPiao and, 396
  Nationalism and, 112,
  208-9, 422-23, 424,
  430
  past and, 394-96
  publicemotions and,
  373
  scapegoars and, 204
  we!-chi and, 424, 426Marconi, Guglielmo,57
  Maxie, Filippo,126-27
  Maria. Theresa, Empress,
  356-57
  Maiie—Anlninetlc, 224,
  368-69, 399, 429
  Maria de'Médicis, 273-74
  maritime warfare, 425
  Marlborough,Duchess of,
  337-38
  Marlborough, Duke of,'ll,
  337-38
  Marranos, 322
  martial arts, 420
  martyrdom, 170,204, 321
  Mary Queen ofScots, 147
  Masamune, Date, 246-47,
  345
  Masayoshi, Hotta, 168
  Marque aftlzcRedDeath,
  The(Poe), 131-33
  masqueradingasaswine
  tokillthetiger,160
  Massacre ofSt.
  Bartholomew's Eve.
  214
  Massagetai,411-12
  masser(s):
  friendliness with, 181
  makinga ofyour
  talent to,187
  outshining of,1-7
  provingdedication to,
  with excess ofeffort,
  416- 17
  two, satisfying of,185
  Master theartoftiming
  (Law 35),291-99
  Mata Han', 50-51, 52,55,
  268
  Matsumoto, Michihiro,
  336
  Maurer, Christopher,348
  Mayer, Louis B.,32
  Maria, Jules, 2,383
  Medea, 118-19
  Medici, Cosimo Ide',3,4,
  134-35
  Medici, Cosimo IIde', 4
  Medici, Cosimo tie'(the
  Elder), 341, 398,
  403-4, 405, 408
  Medici, Giovanni de', 403
  Medici, Lorenzo de',
  341-42
  PopeInnocent and, 382Medici family, 3-4, 175,
  340, 341, 398, 403-4
  Médicis, Catherine de',
  214, 277-78
  Médicis, Marie de',273-74
  Medusa, 377
  Meegeren,Han van,
  268-69
  meetings, territory and, 66
  Mehmed theConqueror,
  297
  Mellon, Andrew, 28, 102
  Melos, 164-65, 167


TxText:
  Melville, Herrnan, 408
  Memoirs (Casanova), 7.92
  Menelik II,King, 288
  Menghuo, King, 370-71
  Mminas, Las(Velazquez),
  196
  mercenarysoldiers (condo!-
  mm'), 83,103- 10
  “Merchant and His
  Friend, The” (Indian
  fable), 377-79
  Mercury,425
  image of,430
  mercy ofothers, appealing
  #0,95-100
  mermaid, 46
  Mesmer, Franz, 223-25
  Mztamorplwm (Ovid),
  402-4
  metaphors,387
  Mettemich, Klemens Von,
  64,380
  Mexico, 301-2
  Michael III,Emperor,
  9-10, 13
  Michelangelo, 71-72, 86,
  '87, 175,251, 342,
  406-3, 409
  Michelozzo, 404
  Milan, 150, 151, 152, 219
  mimicry, 377, 378, 379
  minds and hearts ofoth
  ers,working on,
  367-7'5
  mine fullofdiamonds and
  rubies, image of,43
  Minerva, 402-4
  mirrored situations, dan-
  gerof,390-91
  mirror eifect, 376-91
  Mirrorfiir Princes, A(lskan-
  dar), 7.9
  “Miser, The” (Aesop), 335
  INDEX '4145
  446, INDEXmisfortune, 76,81
  rnistakes:
  audacity and, 227
  concealing of,byuseof
  scapegoat, 201-5,
  214
  fixing of,300, .306
  indifference to,307
  takingblame for, 214
  M1'thras, 394
  MiTzu-hsia, 41
  Moctezuma, King, 365
  Moliére, 2,18,257
  money, 333-46
  circulation of.34-0
  emotions and, 342-43,
  344
  Mongols, 99
  “Monkeyand theCat,
  The” (LaFontaine),
  206-7
  “Monkeyand thePeas,
  The”(Tolstoy),304
  “Monkey and theWasp,
  The” (Bitch), 328
  monopolies, 88,259
  Montaigne, 78,243
  Montez, Lola, 55,7749,
  235. 390-91
  moon, image of,2699
  Moon Doctor ofBerlin
  (Dr.Weisleder),
  310-11, 313
  moral effect, ofmirror,
  378-79
  Morgan, J.Pierpont, 57,
  88, 175, 25:9
  Morphy, Paul, 352-53
  Moses, 112, 352
  Pharaoh and, 338-40
  Mountain Doctor, the
  (Michael Schi.ip~
  pach) ,221-23
  Mrazek, James,424
  Mr.Suspicion, dealing
  with, 138
  Mucianus, Publius Crassus
  Dives, 70
  Muhammad, Shah of
  Khwamzm, 139-40
  Mullc, Nizam al-,.338-40
  Muqatldimalz,17::
  (Khaldiin), 334-35
  Musashi, Miyamoto, 78,
  37.9
  Mussel, Alfred de,194Mussolini, Benito, 87
  mystery, 50,52~53, 54,
  55,212, 252
  nziiveté, xv:'ii—xix
  Napoleon I,Emperor,
  xviii, l3,22, 58, 770,
  I12, 174-75, H97,
  251, 283, 234,
  293434, 295, 356,
  377,374, 399, 415,
  429
  boar hunt and, 189-90
  boldness of,233
  charazt/er of,81
  Fouché spiedonby,
  379-80
  imprisonmentand es-
  cape from Elba,
  63-64, 65, 66, 184,
  294, 379
  andpower ofabsence.
  I20
  Taileymndand Fouché's
  conspiracy against,
  13,293~94, 326-27,
  330
  atWaterloo, 63,294,
  327
  Napoleon III,Ernperor,
  174,240, 356, 374
  Narcissus efiect, 378
  Narvéez, Ramon Maria,
  111
  National Gallery ofArt
  (Washington, D.C.),
  28, 102
  nature, 222-23, 247, 250
  Nazis, 106, 315
  negotiation, 112
  boldness in,233~34
  territory and, 66
  Neoptolemus,93
  New Zfirchar Zeitung
  (Rischke), 3.9.7—.94
  neutralizing effect, ofmirv
  ror, 377~78
  Neverappeartooperfect
  (Law 46),400409
  Never outshine themaster
  (Law 1),1-7
  Never puttoomuch trust
  infriends, learn how
  touseenemies (Law
  2),8-15


TxText:
  Newton, Isaac, fi0New Ybrk Times, 306
  Nay, Marshal, 63
  Nicholas I,Czar, 35
  Nicholas II,Czar, 364
  Nicias, 360
  Nietzsche, Friedrich, xviii,
  xxi,40
  onbelief inoneself, 237
  onfoundingareligion,
  220
  system of,257-58
  Nixon, Richard:
  China visit(it61
  Kissinger and, 61,87,
  148-49, 259, 306
  Pentagon Papers and,
  306
  noble gesture,28
  Nobunaga, Oda, 416
  nonchalance, 180
  Noifleet, J.Frank, 140-41
  notice, I80
  notoriety.45
  “Nut and theCampanile,
  The” (Leonardo), 77
  oak tree, image of,169
  Obolensky, Ivan, 231
  Odysseus, xx,93,241
  Oedipus,203
  offendingthewrong per-
  son, 137-44
  oldpeoplevs.young, 353,
  357
  Old Testament, 23-24
  OnWizr(Clausewitz), 174-
  opossum, image of,161
  opponents:
  typology of,138-39
  secalro enemies
  options, controlling of,
  254~«62
  forms of,259-61
  Oracle atDelphi, image
  ofi36
  orchestration ofevens, I97
  originality,317
  Orleans, Duke of,260
  Orton,_]oe, 401-2, 408
  ostentaiion, avoiding,
  179-80
  astmlca, 359
  other people:
  appealingtoself—interest
  of,95400, 372,
  373-74
  becoming focal point of
  their need tobelieve,
  2l5—26
  behaving like, while
  thinkingasyoulike,
  317-24
  comrnitrnent to,145-55
  discoveringthumb-
  screws of,2”/'l—8l
  insulting, 142, 143, 159,
  189
  keepingthem depen-
  dent onyou, 82-88
  keeping them insus-
  pended terror,
  123-29
  makingthem come to
  you,62438
  playingtotheir fan-
  tasies, 263-70
  types of,13744
  unhappyandunlucky,
  avoidance of,76—8l
  using work of,56451
  workingonhearts and
  minds of,367-75
  overacling, 198
  overstepping your bounds,
  186
  Ovid, 379, 402~4
  “Owl Who Was God,
  The” (Thurber),
  277» 79
  Pacific Ocean, discovery
  of,238, 239
  Panama, 237
  Panchatantra, talefrom,
  207-8
  parables,seefables and
  folktales
  fixc auxCerfs, 34-S, 414
  parents, steppinginto
  shoes of,34767
  Paris, liberation of,315
  past:
  reinterpretation of,397
  supportforvalues of,
  397-98
  using knowledge from,
  59»-(50
  patience, xxx',29], 295,
  298
  patrons, 86,175, 2.51, 342
  Aretino and, 33840
  gifts to,28?»-89patterns, 28,126, 128, 129,
  415, 416
  Pausanias, 3l8~—19, 323
  pawns, 367, 373
  payingfullprice, 333, 334,
  344, 346
  paying yourown way,
  333, 346
  pearlsbefore swine, laying
  of,321, 3'23
  “Peasant and theApple
  Tree, The” (Aesop),
  96
  Pedrari-as (Pedro Arias
  Dévila), 238, 239
  Peloponnesian War, 97,
  164, 241
  Peluponnexian War, 27w
  (Thueydides),98
  Pentagon Papers,306
  people,seeother people
  perfection, appearance of,
  400-409
  Pergamus, 70
  Pericles, 349-50, 354,
  359-60, 416
  Perseus, 377, 390
  Pershing, john _].,301, 302
  Persia, 148, 318-19, 351,
  359, 381, 382,
  411-12, 420, 428
  personality,195
  perspective:
  anger and, 329450
  isolation and, 136
  persuasion, 73
  workingonthehearix


TxText:
  and minds ofothers,
  3627-75
  Peru, 335, 359-60
  Perugino, Pietro, 350-5?
  Peter 11,Emperor,427
  Pelit Trianon, 368
  Petrucci, Pandolfo, 77
  pettiness,338
  Philip, King ofMacedu
  nia,350-52, 416
  Philip I],King ofSpain,
  353
  Philippines,354
  philosophefs stone, 219,
  220
  Phoenicia, 331
  Picasso, Pablo, 4-841%,
  127-28, 149, 355
  pickpockets,66Pisa, 342
  Pistoia, 153
  Pizano, Francisco, 59.
  238, 335-36,
  359-60, 365
  Pizarro, Gonzalo, 336
  placaulng others, 188
  plain, unassuming. and
  often unintelligent
  man, dealing with,
  13&3§
  Plan allthewaytotheend
  (Law 29), 236-44»
  Planck, Max, 398
  planning, 212, 419
  totheend, 236-44
  flexibility in,244
  andlearningwhen to
  stop,410-18
  Playasucker tocatch a
  sucker—seem
  dumber thanyour
  mark (Law 21),
  155-62
  Playonpeople's need to
  believe tocreate a
  cultlike following
  (Law 27),215-26
  Playtheperfectcourtier
  (Law 24), 178-90
  Playtopeople's fantasies
  (Law 32), 263-70
  pleasure, beingasource
  of,182
  Pluiarch, 73,60,278- 7.9,
  292-94, 310-17,
  349-50, 362, 377- 72,
  405
  Hmizt Mimirfir Hmws, 21
  (Gmcizin), 348
  Poe, Edgar Allan, l3l~33,
  38?'
  Poggio,Stefano di,96-97
  Poggio farnily, 96,9?
  Poland, 255
  polio vaccine, 322
  politeness,180
  politics,abstraction in,
  425
  Pompadour, Madame de
  Qearme Poisson),
  348, 413-14, 415
  Pompey, 192, 278-79
  pond offish, image of,331
  Pontormo,_]ax:opo da,135,
  252
  INDEX few
  -248 INDEXPortugal,99
  Pose asafriend, work asa
  spy(Law 14), 101-6
  potlatch feasts, 341
  “Power ofaLie,The”
  Uewish folktale),
  223-24
  Powerofthe C/zarlatan, 77:3
  (Francesco), .90,
  220-22
  praise, 405, 408
  Preach theneed for
  change, but never re-
  form toomuch at
  once (Law 45),
  392-99
  predecessors, stepping
  into shoes of,347-57
  predictability, 123, 125,
  129, 429
  Prescott, William I-1.,
  359-60
  presence, 117,119-20, 121,
  364
  boldness and, 228-29
  spectacles and, 309
  prey, hesitant, 228
  price, setting your own,
  289
  “Price ofEnvy, The” (jew-
  ishfolktale), 753-54
  Prince, 77w(Machiavelli),
  xxiii, 136, 202
  Problem ofPaulMorphy, The
  (Jones),352-53
  problems, petty,300
  “Prodigy Ox, The”
  (Kenko), 302-3
  proportion, lossof,I35
  protection, 177,421, 422
  fortresses for, 130-36
  Protestantism, 393~94,
  398
  Protestant Reformation,
  319
  Proteus, image of,198
  proud andarrogant man,
  dealing with, 138
  Prussia, 160, 239-41
  Psalmanazar, George,
  267-68
  Ptolemy XII, 206
  Ptolemy XIII, 206, 207
  Ptolemy XIV, 207
  Punitive Expedition,
  301-3“Purloined Letter, The”
  (Poe), 387
  purpose, single-minded
  ness of,175, 177
  Pynchon, Thomas, 120
  queen, 426-27
  racehorse, image of,252
  Raleigh, Walter, 34,146,
  213, 379,364, 406
  Ralston, William, 157, 158,
  159
  Raphael,232
  Rasputin,364
  reality(ies), 263
  oppressive,fantasies
  From, 266-69
  Rechberg,Otto Von, 77


TxText:
  Re-create yourself (Law
  25), 191-99
  redherrings, 17,21,28,30
  reform, 392-99
  Reformation, 319
  Reich, Wilhelm, 425
  religion, 215, 216, 342
  borrowing forms of,218
  reputation,37-43
  fordeception and dis-
  honesty, 30,42
  forindependence,148
  andkeeping your hands
  clean, 200-214
  andscapegoatfortak-
  ingblame, 201-5,
  214
  respect, usingabsence to
  increase, 115-22
  Retz, Cardinal de,34,165,
  232, 242, 260, 406-7
  theFroncle and, 315
  revenge, ofenemies, 111,
  114,261, 366
  revolution, 397, 398
  rhythms, 415, 416
  Richelieu, Cardinal, 18,
  175~76, 241, 273-75
  plot against,204
  rigidity, 429
  Rikyu,Sen no,5-0, 209,
  210, 245, 247,
  387-88
  Rischke, Anne~Susanne,
  3.93-94
  rivals, relenemies
  river, image of,345robber barons, 42, 66, 142
  Robert-Houdin, _]ean-Eu-
  gene,298
  Robespierre,Maximilienr
  Francois-Marie
  Isidore de,284,
  292-93, 295
  Rockefeller, john D.,88,
  259, 298
  Rockefeller, Nelson, 148
  Rodriguez, joio,428
  roles, 191, 195
  Romagna,202-3
  romance, 263
  Romance aftlze Rose, The
  (Lorris), 345
  Roman empire,172
  Rome, 150, 152, 192, 393,
  397
  Faliscans and, 93
  I-Iannibal's march on,
  53-54
  theater in,192-93
  Rommel, Erwin, 41,424
  Ronsard, Pierre de,312
  Roosevelt, Franklin D.,28,
  197,305, 323
  dogof,305-6
  Howe and, 204-
  image of,204, 284
  Rosenberg, Paul, 127—28
  Rothschild, James, 28,
  173, 174, 262, 283,
  340-41, 426
  Rothschild, Nathan, 157,
  159
  Rothschild family,173~74
  Rouet, Louise de,277
  routine, 126
  royalty, acting like,
  282-90
  Rubens, Peter Paul, 59
  Rubicon, 192, 198
  rudeness, 780
  ruling,formless style of,
  427
  Russia, 230, 255-56, 327,
  427
  inwarwithjapan,
  65-66
  Ryleyev, Kondraty,35
  Ryogaku, High Priest, 32.9
  Saadi, 247-48
  sacrifice, ritual, 203-4
  sadists, financial, 335, 338
  Sadler, A.L.,246-47, 323,
  326-27
  Saint-Evremond. Seigneur
  de,257
  Sa.int»Simon, Louis de
  Rouvroy,Due de,
  34,132-33, 184
  Salinger, J.D.,120
  Salk,jonas, 322, 323, 398
  Samarkand, 139-40
  Sand, George (Aurore
  Dupin Dudevant),
  194-95, 196, 306
  Sanemon, Kawachiya,210
  SanLorenzo, 135
  Sansovino,jacopo,
  Santa Maria delFiore,
  66-67, 71
  sarcasm, 35-36
  Saturnalia, 3.93
  Sauves, Charlotte de
  Beaune Semblancay
  de.277
  sayinglessthannecessary,
  31-36
  scandal, 45,48,49
  scapegoats. 201-5, 214
  mistakes inusing,214
  scarcity, 120-21
  Schimmel, Solomon, 407
  Schleswig-Holstein,239
  Schopenhauer, Arthur:
  onbeing cheated, 343
  oncombattingand cor-
  recting others, 327
  onenvy,405
  ongettingothers tore-
  veal themselves, 104
  miintellect, 157-58, 174
  onaman's handling of
  Lrifles, 277
  onpolitenessand rude-
  ness, 780
  onself-interest, .97
  onshowing angerto-
  ward others, 327
  onshowing disdain for
  others, 304
  Schiippach, Michael (the
  Mountain Doctor),
  221-23
  science, 398
  Scientific TheoryandReli-
  gion(Barnes), 422
  Scotland, 147
  seamless blend, 29Second Panic War, 53
  secretintelligence,87
  Seducefs Mirror, 378,
  382, 384
  seduction, 18,233, 364-65
  workingonthehearts


