This was where things stood until some. Florentine friends of the great Michelangelo decided to write to the artist, then living in Rome. He alone, they said, could do something with the marble, which was still magnificent raw material. Michelangelo traveled to Florence, examined the stone, and came to the conclusion that he could in fact carve a fine figure from it, by adapting the pose to the way the rock had been mutilated. Soderini argued that this was a waste of time nobody could salvage such a disaster but he finally agreed to let the artist work on it. Michelangelo decided he would depict a young David, sling in hand.
Observance Of The Law
In 1502, in Florence, Italy, an enormous block of marble stood in the works department of the church of Santa Maria del Fiore. It had once been a magnificent piece of raw stone, but an unskillful sculptor had mistakenly bored a hole through it where there should have been a figure's legs, generally mutilating it. Piero Soderini, Florence's mayor, had contemplated trying to save the block by commissioning Leonardo da Vinci to work on it, or some other master, but had given up, since everyone agreed that the stone had been ruined. So, despite the money that had been wasted on it, it gathered dust in the dark halls of the church.
It is not simply a question of avoiding an argument with those who stand above you. We all believe we are masters in the realm of opinions and reasoning. You must be careful, then: Learn to demonstrate the correctness of your ideas indirectly.
The military engineer was the quintessence of the Arguer, a type found everywhere among us. The Arguer does not understand that words are never neutral, and that by arguing with a superior he impugns the intelligence of one more powerful than he. He also has no awareness of the person he is dealing with. Since each man believes that he is right, and words will rarely convince him otherwise, the arguer's reasoning falls on deaf ears. When cornered, he only argues more, digging his own grave. Once he has made the other person feel insecure and inferior in his beliefs, the eloquence of Socrates could not save the situation.
Interpretation
The engineer, whose name has not been recorded by history, had spent his life designing masts and pillars, and was respected as the finest engineer in a city that had excelled in the science. He knew that he was right. A smaller ram would allow more speed and carry more force. Larger is not necessarily better. Of course the consul would see his logic, and would eventually understand that science is neutral and reason superior. How could the consul possibly persist in his ignorance if the engineer showed him detailed diagrams and explained the theories behind his advice?
Arriving a few days later, the engineer gladly explained to the consul, one more time, the reasons for the smaller mast. He went on and on, using the same arguments he had made with the soldiers. He said it was wise to listen to experts in these matters, and if the attack was only tried with the battering ram he had sent, the consul would not regret it. Mucianus let him finish, then had him stripped naked before the soldiers and flogged and scourged with rods until he died.
When the smaller mast arrived, Mucianus asked his soldiers for an explanation. They described to him how the engineer had argued endlessly for the smaller mast, but had finally promised to send the larger one. Mucianus went into a rage. He could not concentrate on the siege, or consider the importance of breaching the walls before the town received reinforcements. All he could think about was the impudent engineer, whom he ordered to be brought to him immediately.
After they left, though, the engineer thought about it some more. What was the point, he asked himself, in obeying an order that would lead to failure? And so he sent the smaller mast, confident that the consul would see how much more effective it was and reward him justly.
The soldiers warned the engineer that their master was not a man to argue with, but he insisted that the smaller mast would be the only one that would work with a machine that he was constructing to go with it. He drew diagram after diagram, and went so far as to say that he was the expert and they had no clue what they were talking about. The soldiers knew their leader and at last convinced the engineer that it would be better to swallow his expertise and obey.
Win Through Your Actions, Never Through Argument
Transgression Of The Law
In 131 B.C., the Roman consul Publius Crassus Dives Mucianus, laying siege to the Greek town of Pergamus, found himself in need of a battering ram to force through the town's walls. He had seen a couple of hefty ship's masts in a shipyard in Athens a few days before, and he ordered that the larger of these be sent to him immediately. The military engineer in Athens who received the order felt certain that the consul really wanted the smaller of the masts. He argued endlessly with the soldiers who delivered the request: The smaller mast, he told them, was much better suited to the task. And indeed it would be easier to transport.
Men like Cesare Borgia and Napoleon used the element of speed to intimidate and control. A rapid unforeseen move is terrifying and demoralizing. You must choose your tactics depending on the situation. If you have time on your side, and know that you and your enemies are at least at equal strength, then deplete their strength by making them come to you. If time is against you your enemies are weaker, and waiting will only give them the chance to recover give them no such chance. Strike quickly and they have nowhere to go. As the boxer Joe Louis put it, "He can run, but he can't hide."
Reversal
Although it is generally the wiser policy to make others exhaust themselves chasing you, there are opposite cases where striking suddenly and aggressively at the enemy so demoralizes him that his energies sink. Instead of making others come to you, you go to them, force the issue, take the lead. Fast attack can be an awesome weapon, for it forces the other person to react without the time to think or plan. With no time to think, people make errors of judgment, and are thrown on the defensive. This tactic is the obverse of waiting and baiting, but it serves the same function: You make your enemy respond on your terms.
Authority: Good warriors make others come to them, and do not go to others. This is the principle of emptiness and fullness of others and self. When you induce opponents to come to you, then their force is always empty; as long as you do not go to them, your force is always full. Attacking emptiness with fullness is like throwing stones on eggs. (Zhang Yu, eleventh-century commentator on The Art of War)
Image: The Honeyed Bear Trap. The bear hunter does not chase his prey; a bear that knows it is hunted is nearly impossible to catch and is ferocious if cornered. Instead, the hunter lays traps baited with honey. He does not exhaust himself and risk his life in pursuit. He baits, then waits.
If on one occasion you make it a point of dignity that others must come to you and you succeed, they will continue to do so even after you stop trying.
By some miracle, Brunelleschi recovered within days. He did not have to throw a tantrum or make a fool of himself; he simply practiced the art of "making others come to you."
Filippo Brunelleschi, the great Renaissance artist and architect, was a great practitioner of the art of making others come to him as a sign of his power. On one occasion he had been engaged to repair the dome of the Santa Maria del Fiore cathedral in Florence. The commission was important and prestigious. But when the city officials hired a second man, Lorenzo Ghiberti, to work with Brunelleschi, the great artist brooded in secret. He knew that Ghiberti had gotten the job through his connections, and that he would do none of the work and get half the credit. At a critical moment of the construction, then, Brunelleschi suddenly developed a mysterious illness. He had to stop work, but pointed out to city officials that they had hired Ghiberti, who should have been able to continue the work on his own. Soon it became clear that Ghiberti was useless and the officials came begging to Brunelleschi. He ignored them, insisting that Ghiberti should finish the project, until finally they realized the problem: They fired Ghiberti.
When you are making people come to you, it is sometimes better to let them know you are forcing their hand. You give up deception for overt manipulation. The psychological ramifications are profound: The person who makes others come to him appears powerful, and demands respect.
If you can get other people to dig their own graves, why sweat yourself? Pickpockets work this to perfection. The key to picking a pocket is knowing which pocket contains the wallet. Experienced pickpockets often ply their trade in train stations and other places where there is a clearly marked sign reading Beware Of Pickpockets. Passersby seeing the sign invariably feel for their wallet to make sure it is still there. For the watching pickpockets, this is like shooting fish in a barrel. Pickpockets have even been known to place their own Beware Of Pickpockets signs to ensure their success.
The great nineteenth-century robber baron Daniel Drew was a master at playing the stock market. When he wanted a particular stock to be bought or sold, driving prices up or down, he rarely resorted to the direct approach. One of his tricks was to hurry through an exclusive club near Wall Street, obviously on his way to the stock exchange, and to pull out his customary red bandanna to wipe his perspiring brow. A slip of paper would fall from this bandanna that he would pretend not to notice. The club's members were always trying to foresee Drew's moves, and they would pounce on the paper, which invariably seemed to contain an inside tip on a stock. Word would spread, and members would buy or sell the stock in droves, playing perfectly into Drew's hands.
