A key step in the process is to understand the other person's psychology. Is he vain? Is he concerned about his reputation or his social standing? Does he have enemies you could help him vanquish? Is he simply motivated by money and power?
Japan and Holland were vastly different cultures, but each shared a timeless and universal concern: self-interest. Every person you deal with is like another culture, an alien land with a past that has nothing to do with yours. Yet you can bypass the differences between you and him by appealing to his self-interest. Do not be subtle: You have valuable knowledge to share, you will fill his coffers with gold, you will make him live longer and happier. This is a language that all of us speak and understand.
In the sixteenth century, Portugues missionaries tried for years to convert the people of Japan to Catholicism, while at the same time Portugal had a monopoly on trade between Japan and Europe. Although the missionaries did have some success, they never got far among the ruling elite; by the beginning of the seventeenth century, in fact, their proselytizing had completely antagonized the Japanese emperor Ieyasu. When the Dutch began to arrive in Japan in great numbers, Ieyasu was much relieved. He needed Europeans for their know-how in guns and navigation, and here at last were Europeans who cared nothing for spreading religion the Dutch wanted only to trade. Ieyasu swiftly move to evict the Portuguese. From then on, he would only deal with the practical-minded Dutch.
Most people never succeed at this, because they are completely trapped in their own wants and desires. They start from the assumption that the people they are appealing to have a selfless interest in helping them. They talk as if their needs mattered to these people who probably couldn't care less. Sometimes they refer to larger issues: a great cause, or grand emotions such as love and gratitude. They go for the big picture when simple, everyday realities would have much more appeal. What they do not realize is that even the most powerful person is locked inside needs of his own, and that if you make no appeal to his self-interest, he merely sees you as desperate or, at best, a waste of time.
Keys To Power
In your quest for power, you will constantly find yourself in the position of asking for help from those more powerful than you. There is an art to asking for help, an art that depends on your ability to understand the person you are dealing with, and to not confuse your needs with theirs.
Keys To Power
In your quest for power, you will constantly find yourself in the position of asking for help from those more powerful than you. There is an art to asking for help, an art that depends on your ability to understand the person you are dealing with, and to not confuse your needs with theirs.
It has always been a rule that the weak should be subject to the strong; and besides, we consider that we are worthy of our power. Up till the present moment you, too, used to think that we were; but now, after calculating your own interest, you are beginning to talk in terms of right and wrong. Considerations of this kind have never yet turned people aside from the opportunities of aggrandizement offered by superior strength.
Athenian representative to Sparta, quoted in The Peloponnesian War, Thucydides, c. 465-395 B.C.
When people choose between talk about the past and talk about the future, a pragmatic person will always opt for the future and forget the past. As the Corcyrans realized, it is always best to speak pragmatically to a pragmatic person. And in the end, most people are in fact pragmatic they will rarely act against their own self-interest.
Almost all medieval towns were protected by thick stone walls and required visitors to enter through gates. Inside, homes and businesses lined unpaved streets. Since few people could read, signs with colorful pictures hung over the doorways of shops and businesses. Open squares in front of public buildings, such as churches, served as gathering places. People in the town might shop at the local market place or watch religious plays.
Most streets were very narrow. The second stories of houses jutted out, blocking the sunlight from reaching the street. With few sources of indoor light, houses were often dark, too. Squares and streets were crowded with people, horses, and carts—as well as cats, dogs, geese, and chickens. There was no garbage collection, so residents threw their garbage into nearby canals and ditches or simply out the window. As you can imagine, most medieval towns were filled with unpleasant smells.
At its height, around 200 C.E., the Roman Empire spanned the whole of the Mediterranean world, from northern Africa to the Scottish border, from Spain to Syria. During this time, the Roman world was generally peaceful and prosperous. There was one official language and one code of law. Roman soldiers guarded the frontiers and kept order within the empire's boundaries. Proud Romans believed that the empire would last forever, an idea that would eventually be challenged.
But the empire did not last. By the year 500 C.E., the western half of this great empire had collapsed. For historians, the fall of Rome marks the end of the ancient world and the beginning of the Middle Ages.
As one historian wrote, "Rome perished, yet it lived on." The medieval world would pass on many aspects of Roman culture that still affect us today.
What the Corinthian ambassador did not realize was that his references to Corinth's past generosity to Athens only irritated the Athenians, subtly asking them to feel guilty and putting them under obligation. The Athenians couldn't care less about past favors and friendly feelings. At the same time, they knew that if their other allies thought them ungrateful for abandoning Corinth, these city-states would still be unlikely to break their ties to Athens, the preeminent power in Greece. Athens ruled its empire by force, and would simply compel any rebellious ally to return to the fold.
Interpretation
History has remembered the Athenians nobly, but they were the preeminent realists of classical Greece. With them, all the rhetoric, all the emotional appeals in the world, could not match a good pragmatic argument, especially one that added to their power.
After the speech, the Athenians debated the issue in an assembly. On the second round, they voted overwhelmingly to ally with Corcyra and drop Corinth.
Muhammad, born around 570 C.E., founded and taught the faith called Islam, which became one of the major religions of the world. In the centuries after his death in 632 C.E., Islam spread throughout the Arabian Peninsula and beyond.
Muhammad's birthplace, Mecca (Makkah), was an ancient place of worship. According to tradition, many centuries before Muhammad was born, God tested the prophet Abraham's faith by ordering him to leave Hagar and their infant son Ishmael in a desolate valley. As Hagar desperately searched for water, a miracle occurred. A spring, which became known as Zamzam, bubbled up at her son's feet. According to Islamic beliefs, Abraham built a house of worship at the site, called the Ka'bah. Over time, people settled near it.
By the time of Muhammad's birth, this settlement, or Mecca, was a prosperous city at the crossroads of great trade routes. Many people came to worship at the Ka'bah. However, instead of honoring one God as Abraham had preached, the worshippers at the Ka'bah honored the many traditional gods whose shrines were there.
The representative from Corinth then gave a brilliant, passionate speech, in sharp contrast to the dry, colorless approach of the Corcyran. He talked of everything Corinth had done for Athens in the past. He asked how it would look to Athen's other allies if the city put an agreement with a former enemy over one with a present friend, one that had served Athen's interest loyally: Perhaps those allies would break their agreements with Athens if they saw that their loyalty was not valued. He referred to Hellenic law, and the need to repay Corinth for all its good deeds. He finally went on to list the many services Corinth had performed for Athens, and the importance of showing gratitude to one's friends.
Corcyra spoke first, Its ambassador began by admitting that the island had never helped Athens before, and in fact had allied itself with Athen's enemies. There were no ties of friendship or gratitude between Corcyra and Athens. Yes, the ambassador admitted, he had come to Athens now out of fear and concern for Corcyra's safety. The only thing he could offer was an alliance of mutual interests. Corcyra had a navy only surpassed in size and strength by Athen's own; an alliance between the two states would create a formidable force, one that could intimidate the rival state of Sparta. That, unfortunately, was all Corcyra had to offer.
Observance Of The Law
In 433 B.C., just before the Peloponnesian War, the island of Corcyra (later called Corfu) and the Greek city-state of Corinth stood on the brink of conflict. Both parties sent ambassadors to Athens to try to win over the Athenians to their side. The stakes were high, since whoever had Athens on his side was sure to win. And whoever won the war would certainly give the defeated side no mercy.
Instead Stefano brought up the past, and debts that carried no obligation. Not only is a man not obliged to be grateful, gratitude is often a terrible burden that he gladly discards. And in this case Castruccio rid himself of his obligations to the Poggis by eliminating the Poggios.
A man like Castruccio knows only force and self-interest. When the rebellion began, to end it and place oneself at his mercy was the most dangerous possible move. Even once Stefano di Poggio had made that fatal mistake, however, he still had options: He could have offered money to Castruccio, could have made promises for the future, could have pointed out what the Poggios could still contribute to Castruccio's power their influence with the most influential families of Rome, for example, and the great marriage they could have brokered.
Interpretation
Stefano di Poggio is the embodiment of all those who believe that the justice and nobility of their cause will prevail. Certainly appeals to justice and gratitude have occasionally succeeded in the past, but more often than not they have had dire consequences, especially in dealings with the Castruccios of the world. Stefano knew that he prince had risen to power through treachery and ruthlessness. This was a man, after all, who had put a close and devoted friend to death. When Castruccio was told that it had been a terrible wrong to kill such an old friend he replied that he had executed not an old friend but a new enemy.
