Influence

An overt trait often conceals its opposite. People who thump their chests are often big cowards; a prudish exterior may hide a lascivious soul; the uptight are often screaming for adventure; the shy are dying for attention.

If you find yourself trapped, cornered, and on the defensive in some situation, try a simple experiment: Do something that cannot be easily explained or interpreted. Choose a simple action, but carry it out in a way that unsettles your opponent, a way with many possible interpretations, making your intentions obscure. Don’t just be unpredictable (a

Two final words of caution: First, in judging and measuring your opponent, never rely on your instincts. You will make the greatest mistakes of all if you rely on such inexact indicators. Nothing can substitute for gathering concrete knowledge. Study and spy on your opponent for however long it takes; this will pay off in the long run. Second, neve

The key to power, then, is the ability to judge who is best able to further your interests in all situations. Keep friends for friendship, but work with the skilled and competent.

When dealing with people, let us remember we are not dealing with creatures of logic. We are dealing with creatures of emotion, creatures bristling with prejudices and motivated by pride and vanity.

Power is a game—this cannot be repeated too often—and in games you do not judge your opponents by their intentions but by the effect of their actions. You measure their strategy and their power by what you can see and feel.