Castruccio listened patiently. He seemed not the slightest bit angry or resentful. Instead, he told Stefano to rest assured that justice would prevail, and he asked him to bring his entire family to the palace to talk over their grievances and come to an agreement. As they took leave of one another, Castruccio said he thanked God for the chance he had been given to show his clemency and kindness. That evening the entire Poggio family came to the palace. Castruccio immediately had them imprisoned and a few days later all were executed, including Stefano.
When news of the rebellion reached Castruccio, he hurried back to Lucca. By the time he arrived, however, the fighting had ceased, through Stefano's agency, and he was surprised by the city's calm and peace. Stefano di Poggi had imagined that Castruccio would be grateful to him for his part in quelling the rebellion, so he paid the prince a visit. He explained how he had brought peace, then begged for Castruccio's mercy. He said that the rebels in his family's past generosity to Castruccio. For all these reasons, he said, the great prince should pardon the Poggios and listen to their complaints. This, he said, was the only just thing to do, since the family had willingly laid down their arms and had always supported him.
A peaceful man, Stefano had not taken part in the conspiracy. He had told his family it would end in a useless bloodbath. Now he insisted he should intercede on the family's behalf and persuade Castruccio to listen to their complaints and satisfy their demands. Stefano was the oldest and wisest member of the clan, and his family agreed to put their trust in his diplomacy rather than in their weapons.
Mounting an insurrection, the plotters attacked and murdered the governor whom Castruccio had left behind to rule the city. Riots broke out, and the Castruccio supporters and the Poggio supporters were poised to do battle. At the height of the tension, however, Stefano di Poggio, the oldest member of the family, intervened, and made both sides lay down their arms.
When Asking For Help, Appeal To People's Self-Interest, Never To Their Mercy Or Gratitude
Transgression Of The Law
In the early fourteenth century, a young man named Castruccio Castracani rose from the rank of common soldier to become lord of the great city of Lucca, Italy. One of the most powerful families in the city, the Poggios, had been instrumental in his climb (which succeeded through treachery and bloodshed), but after he came to power, they came to feel he had forgotten them. His ambition outweighed any gratitude he felt. In 1325, while Castruccio was away fighting Lucca's main rival, Florence, the Poggios conspired with other noble families in the city to rid themselves of this troublesome and ambitious prince.
Nothing in the realm of power is set in stone. Overt deceptiveness will sometimes cover your tracks, even making you admired for the honesty of your dishonesty.
As the French diplomat Talleyrand grew older, his reputation as a master liar and deceiver spread. At the Congress of Vienna (1814-1815), he would spin fabulous stories and make impossible remarks to people who knew he had to be lying. His dishonesty had no purpose except to cloak the moments when he really was deceiving them. One day, for example, among friends, Talleyrand said with apparent sincerity, "In business one ought to show one's hand." No one who heard him could believe their ears: A man who never once in his life had shown his cards was telling other people to show theirs. Tactics like this made it impossible to distinguish Talleyrand's real deceptions from his fake ones. By embracing his reputation for dishonesty, he preserved his ability to deceive.
Leaning over to the industrialist, Lustig explained, in a low whisper, how low his salary was, how difficult his finances were, on and on. After a few minutes of this, the industrialist realized that Lustig was asking for a bribe. For the first time he relaxed. Now he knew he could trust Lustig: Since all government officials were dishonest, Lustig had to be real. The man forked over the money. By acting dishonest, Lustig seemed the real McCoy. In this case selective honesty would have had the opposite effect.
Count Lustig, pulling the biggest con of his career, was about to sell the Eiffel Tower to an unsuspecting industrialist who believed the government was auctioning it off for scrap metal. The industrialist was prepared to hand over a huge sum of money to Lustig, who had successfully impersonated a government official. At the last minute, however, the mark was suspicious. Something about Lustig bothered him. At the meeting in which he was to hand over the money, Lustig sensed his sudden distrust.
Reversal
When you have a history of deceit behind you, no amount of honesty, generosity, or kindness will fool people. In fact it will only call attention to itself. Once people have come to see you as deceitful, to act honest all of a sudden is simply suspicious. In these cases it is better to play the rogue.
Authority: When Duke Hsien of Chin was about to raid Yu, he presented to them a jade and a team of horses. When Earl Chih was about to raid Ch'ou-yu, he presented to them grand chariots. Hence the saying: "When you are about to take, you should give." (Han-fei-tzu, Chinese philosopher, third century B.C.)
Remember: By playing on people's emotions, calculated acts of kindness can turn a Capone into a gullible child. As with any emotional approach, the tactic must be practiced with caution: If people see through it, their disappointed feelings of gratitude and warmth will become the most violent hatred and distrust. Unless you can make the gesture seem sincere and heartfelt, do not play with fire.
Camillus did not take the children hostage. He stripped the teacher, tied his hands behind his back, gave each child a rod, and let them whip him all the way back to the city. The gesture had an immediate effect on the Faliscans. Had Camillus used the children as hostages, some in the city would have voted to surrender. And even if the Faliscans had gone on fighting, their resistance would have been halfhearted. Camillus's refusal to take advantage of the situation broke down the Faliscans' resistance, and they surrendered. The general had calculated correctly. And in any case he had had nothing to lose: He knew that the hostage ploy would not have ended the war, at least not right away. By turning the situation around, he earned his enemy's trust and respect, disarming them. Selective kindness will often break down even the most stubborn foe: Aiming right for the heart, it corrodes the will to fight back.
Selective kindness should also be part of your arsenal of deception. For years the ancient Romans had besieged the city of the Faliscans, always unsuccessfully. One day, however, when the Roman general Camillus was encamped outside the city, he suddenly saw a man leading some children toward him. The man was a Faliscan teacher, and the children, it turned out, were the sons and daughters of the noblest and wealthiest citizens of the town. On the pretense of taking these children out for a walk, he had led them straight to the Romans, offering them as hostages in hopes of ingratiating himself with Camillus, the city's enemy.
Image: The Trojan Horse. Your guile is hidden inside a magnificent gift that proves irresistible to your opponent. The walls open. Once inside, wreak havoc.
"Stop battering away at these walls!" he told them. "You must find some other way, some ruse. We cannot take Troy by force alone. We must find some cunning stratagem." The cunning Greek leader Odysseus then came up with the idea of building a giant wooden horse, hiding soldiers inside it, then offering it to the Trojans as a gift. Neoptolemus, son of Achilles, was disgusted with this idea; it was unmanly. Better for thousands to die on the battlefield than to gain victory so deceitfully. But the soldiers, faced with a choice between another ten years of manliness, honor, and death, on the one hand and a quick victory on the other, chose the horse, which was promptly built. The trick was successful and Troy fell.
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Over three thousand years ago the ancient Greeks traveled across the sea to recapture the beautiful Helen, stolen away from them by Paris, and to destroy Paris's city, Troy. The siege lasted ten years, many heroes died, yet neither side had come close to victory. One day, the prophet Calchas assembled the Greeks.
You did this to me. You told Coach Sylvester about my summer surgery! You have a surgery when you get your appendix out. You got a [redacted] job. Yup, sure did. You can't hit me. Oh, sure I can, unless you got yourself knocked up again, [redacted]. Stop the violence. Hey, hey, hey! What is this? What happened to us being a family? Hey! Oh, please. She has a family. She's a mother. Walk away! And tighten up your pony before you get to class!
