There are ways to speak and speak skills

Chapter 16 Talking to the Opponent→Strategy of Mind Attack (1)
Only those who attack the heart can convince the other party.

Cities can be destroyed, but people's hearts cannot be subdued; enemy generals can be captured, but their ambitions cannot be captured.The efficacy of mind attack can most destroy a person's will and fundamentally conquer others.To conquer people's hearts, we must use reason to persuade, use emotion to impress, use righteousness to guide, and use threat to subdue.

Praise the opponent and force it to submit
There is a term in golf called "praise", that is, if someone plays golf very well and praises him vigorously when he is having the most fun, that person will become abnormal and cannot accurately grasp the shot direction.

There is such a case: One day, Shimada, the president of Sakeme Garment Industry Corporation in Kyobashi, Tokyo, received a sincere letter from Panasonic. When he was happy, reporter Suzuki "come".Shimada handed over the letter, smiled mysteriously at the reporter, and said proudly, "This is a letter written by Mr. Matsushita."

"Do you know Mr. Matsushita?" Suzuki asked after taking the letter.

"No, I've never met him. I've admired his name for a long time. As for him, I'm afraid he's heard of me too." Shimada said with a happy expression.

Suzuki unfolded the letter, and the handwriting was neat and neat, which immediately gave people a serious association.

The general content of the letter is to praise the unique management style of Shemu Garment.Matsushita Electric also wants to enter this industry, please ask Shimada to talk about it in detail at Zhenzhenan in Kyoto.

Zhenzhenan is the Kyoto mansion where Matsushita has entertained guests for a long time. If it is not Matsushita's own guests, it will not be entertained there.For Shimada, who knows the inside story, he is naturally very grateful to receive such an honorable invitation.

However, after reading the letter, reporter Suzuki felt that there was an article in it, otherwise Matsushita would not have written such a personal letter to Shimada, whom he had never met.

Perhaps it was a reporter's professional fault, Suzuki bluntly reminded Shimada: "Mr. Shimada, this is a conspiracy by Konosuke Matsushita!"

Shimada looked at the reporter's face in surprise: "What? The conspiracy you are talking about is..."

"Shemu Clothing Car has 600 business offices across the country. Assuming that all 600 business offices sell electrical products, what will happen? Don't you think it is a threat to Panasonic?" Suzuki looked at the ceiling and said to himself: "Haven't you seen Panasonic's conspiracy yet?"

Shimada, who was still in high spirits just now, felt his blood turn cold after hearing Suzuki's words.But Shimada didn't believe that it was Matsushita's conspiracy, so he resolutely accepted Mr. Matsushita's praise and fell into the trap of others arbitrarily.The result was the final failure.

Psychological tips:

In this case, Matsushita praised the intention of "professional" management of Snakeme. After Suzuki explained it, Shimada should be very clear.However, Shimada didn't take it to heart. He published Panasonic's letter in the company's internal newspapers, boasting to employees how brilliant his ideas were, so that he was appreciated by the "God of Management" and so on.

There is no need for Panasonic to let Shimada's enterprise become abnormal in the sewing machine industry, but to focus Shimada's attention on the sewing machine, and hope that even if he does not manage well, he will not intervene in the electrical industry.The more Shimada respects Matsushita as the "God of Management," the better the effect.

Recognizing this, Matsushita wrote the letter to Shimada.And later facts just confirmed this point.Here, Matsushita's letter to Shimada couldn't be more clever. His well-intentioned efforts completely made Shimada give up his plan to compete and avoid unnecessary "bloodshed".

Here, Matsushita is well aware of the opponent's strength, so he cleverly adopts the method of "boosting" in the attack strategy.First, let the opponent have a sense of superiority psychologically, so that the opponent will continue to implement the wrong business strategy that they think is correct.Make the opponent deeper and deeper, unable to extricate themselves.

Talking about one's own interests is clever

Sun Tzu said: "Subduing the enemy's army without fighting is the best of the good", "Siege the city is the bottom, attack the heart is the top".These are typical psychological attacks. Just imagine if you let others submit to you psychologically, you don’t need to pay a single soldier. Wouldn’t it be very pleasant!
During the reign of Emperor Xiaozong of the Ming Dynasty, Kong Yong was appointed as the magistrate of Tianzhou.It has only been three days since he took office, and all the troops in the state have been mobilized elsewhere.At this time, the Dong people suddenly invaded Zhoucheng, and the situation was critical.

Kong Yong asked everyone what to do, and everyone proposed to close the city gate and stick to it.Kong Yong said: "This city is isolated and helpless, and the interior is empty. How many days can the defense last? Only by making the best use of the situation and using the court's kindness to persuade them, maybe they will retreat automatically."

Everyone feels that it is difficult to succeed in doing so.Because they all know the habits of the Dong people, they will not follow the rules of the Han people, and if they are not happy, no matter what comes or goes, they will kill them first.

Kong Yong resisted all opinions and only took two entourages to recruit the Dongren.

When they entered the territory of the Dong people, the two servants slipped away at some point.When they arrived at the leader's stockade, the Dong soldiers laid out their knives and guns and let Kong Yong pass below.

Standing in the stockade, Kong Yong looked at the leader of the Dong people who stood beside him and said, "I am the new prefect, and I am your parent officer. Please bring me a seat, so you can see me."

As soon as the leader waved his hand, the people below put a couch in the middle of the ground.Kong Yong sat down and said, "Everyone, please move forward."

Everyone unconsciously took a few steps forward.The leader of the Dong people asked, "What's your name?"

Kong Yong said: "My surname is Kong, so please call me Kong Taishou."

The leader asked in amazement: "Your surname is Kong, are you a descendant of Confucius?"

Kong Yong replied yes, and all the Dong people bowed down together.

Kong Yong said to everyone: "I knew you were good citizens, but because of hunger and cold, I gathered here to avoid death. The former officials didn't understand you, and used the army to suppress you every now and then, trying to kill you all." Absolutely. I am now serving as your parent officer under the order of the imperial court. I regard you as juniors. How can I have the heart to kill you? If you can really obey me, I will forgive your sins. You can send me back to the state capital, I will distribute the food and cloth to you, and you will not come out to loot again. If you don’t obey my advice, you can kill me, but then there will be officers and soldiers to question you, and all the consequences will be borne by you. "

Shocked by the courage of prefect Kong, the people of Dong said: "If you are really sympathetic to us as you said, we will never harass and invade the city of Zhou again during your tenure as prefect."

Kong Yong said: "I've made up my mind, so why are you suspicious?" So everyone thanked him again.

Kong Yong stayed for one night, returned to Zhoucheng the next day, and gave a lot of food and cloth to the Dong people. The Dong people thanked them and returned.Later, the Dong people stopped doing things that disturbed the people.

Psychological tips:

As soon as Kong Yong took office, people from Dong came to invade.But Kong Yong was courageous and insightful. He believed that the Dong people violated the border. Firstly, they were forced to do so because of improper policies of their predecessors.After correctly analyzing the psychology of the other party.He believes that only by adopting the method of emphasizing both kindness and power, and bluntly speaking of interests, can the effect of convincing people be achieved.That's why Kong Yong went deep into the tiger's den, and he succeeded in no time.

Moreover, his sense of language is also well grasped, neither too gentle, making the other party feel weak and bully, nor aggressive, making the other party feel that he is taking advantage of the situation to threaten.

When using psychological attack, we must adopt strategies that are compatible with the other party's psychology and emotions according to the different cultures, customs, and emotions of the target.To put it clearly, in terms of psychology and emotion, what the other party needs can be satisfied at the level of external connection, but at the level of internal connection, that is, the essence, it is to achieve the ultimate goal we want to achieve.

replace the real with the fake
The famous British writer and dramatist Bernard Shaw once said: "My way of making jokes is to fabricate the truth. Fabricating the truth is the funniest joke in the world." Indeed, the fabricated truth is often more attractive, and if Used properly, it can also bring you huge gains.

In "The Romance of the Three Kingdoms", Zhang Song wanted to present the map of Sichuan to Cao Cao.Cao Cao looked down on Zhang Song, who was short and ugly, and left in a huff.Yang Xiu, Cao Cao's confidant, was an eloquent person. While reprimanding Zhang Song, he arrogantly claimed that Prime Minister Cao was talented, and presented Cao Cao's military art book "Meng De Xin Shu" as proof.Unexpectedly, Zhang Songbo has a strong memory. He took the book and read it casually, and memorized it by heart. Then he laughed and said: "This book can be memorized by all three-foot children in Sichuan. How can you say it is a new book?" 'What? It was written by an unknown person during the Warring States Period, and Prime Minister Cao stole it for himself, so he can only deceive someone like you!" Yang Xiu retorted, "Although the prime minister's private collection of books has become a volume, it has not been circulated. Come on. You are deceiving me by saying that the children in Shuzhong recited it secretly." Zhang Song immediately said: "If you don't believe me, I will recite it to you right now." So he recited "Meng De Xin Shu" from beginning to end , there is no typo.Yang Xiu was shocked, and Cao Cao who learned of this was also puzzled: "Could it be that the ancients cooperated with me?" He even ordered the book to be torn up and burned.So let Yang Xiu lead Zhang Song to see Cao Cao.

Psychological tips:

In this confrontation, the reason why Zhang Song was able to successfully suppress the arrogance of Cao Cao and Yang Xiu was that he successfully fabricated a kind of "truth", introduced the situation that did not exist as an objective fact, and gained the trust of the other party, and finally achieved own purpose.

The opponent's acceptance of your fabricated content depends on the depth of perception and understanding of your expression.The clearer, more precise, more persistent, and more seductive your expression is, the stronger your opponent's perception and understanding will be, and thus, the higher the probability of causing him to have an illusion.Therefore, it can be said that substituting fiction for reality is manipulating the opponent's perception.Once you start to fabricate, you have to do everything possible to mobilize the opponent's emotions so that he can build up enough trust in yourself, and you must also do your best to maintain your own fiction, so that the opponent has no room for doubt.Let the other party understand: If you don't believe what you say, then you will bring trouble to yourself; only by believing what you say can you benefit: force him to make the only choice to believe what you said.

The fabricated "truth" is often more credible because it has been carefully thought out and refined. Although this is a lie, in a sense, as long as your lie is reasonable, it is more credible than sincerity. Can impress people, it is a life necessity for people to communicate and communicate.Whether it's at work or in life, unethical lies will win you more benefits.

Disturb his mind and make him self-defeating
In the art of war, there is a strategy called muddy warfare, the essence of which lies in "mudgy". intention to act in order to achieve their own goals.

In the eighth year of Jianwu, Emperor Guangwu sent troops to attack Kaixiao.Gao Jun, one of Kaixiao's generals, led [-] troops to defend Gaoping and did not surrender.General Geng Bian of Jianwei besieged the city for a year, but he was still unable to conquer it.

Liu Xiu was very worried, so he called for Kou Xun to discuss with him how to break the city. "As far as Gao Ping is concerned, it will be difficult to capture for a while. In your opinion, what should we do?"

"Your Majesty, Gao Ping has dangers to defend, and he has enough food and grass. Gao Jun knows that once the city falls, he will die without a place to bury him, so he will fight against the trapped beasts. It is difficult to attack hard. Besides, attack hard and defend hard , the people in the city will be devastated. In my opinion, it is better to surrender."

Liu Xiu knew that Kou Xun was resourceful and well-known for loving the people.So he said: "In terms of the art of war, it is the best policy to subdue the enemy's army without fighting. But the question is whether Gao Jun is willing to surrender?"

Kou Xun replied: "Now that the army is pressing down on the border, it is not a long-term solution after all. If you talk about the advantages and disadvantages, I think Gao Jun will be frightened by His Majesty's Tianwei and hand over the city."

Liu Xiu was overjoyed, so he sent Kou Xun to Gaoping with the imperial seal and the guard of his entourage.

The tall mansion is heavily guarded.Kou Xun was brought inside and asked General Gao to come to see him, but Gao Jun said something was wrong and asked the military adviser Huang Fuwen to come forward on his behalf as an envoy.

Kou Xun said to Huangfuwen: "Now the army is suppressing the border, and if the attack continues, the people will suffer. The Emperor of the Han Dynasty ordered me to come and surrender. Please tell General Gao that as long as you donate the city, everything is negotiable."

"You have nothing to do, so you came to surrender?" Huangfuwen said confidently: "If you have the ability to attack the city, we will accompany you. Surrender, don't even think about it!"

"Come on, arrest this bastard!" Kou Xun was furious.

"How dare you?!" The military adviser threatened, "The city is my world!"

"The whole world is dominated by big men," Kou Xun said, "Do you think you can block cars with a mantis arm?"

He ordered people to kill Huangfuwen.The knife flashed, and the head fell to the ground.Kou Xun asked the deputy envoy to bring Huangfuwen's head to Gao Jun, and asked him to tell Gao Jun:
"The military commander was rude, so I killed him. Now General Gao surrenders if he wants to, and if he doesn't surrender, please defend the city. I want to see who will rule here tomorrow."

The deputy envoy, who was still in shock, conveyed Kou Xun's words to Gao Jun, and Gao Jun listened and felt helpless.He immediately ordered the city gates to be opened wide, and he knelt on the ground to accept the surrender.

At the celebration banquet, all the generals congratulated Kou Xun one after another.A man asked Kou Xun while he was drunk, "Why did Gao Jun surrender after killing the envoy?"

Kou Xun said with a smile: "Huangfu Wen is Gao Jun's confidant, and Gao Jun obeys him. When I saw his arrogant words, I knew he was determined not to advocate surrender, and Gao Jun was influenced by him. Let him go back, and he will continue to encourage Gao Jun resists; if you kill him, Gao Jun will lose his backbone, and he will surrender in panic."

Everyone listened with admiration.

Kou Xun used mind attack.His attack is not persuasion, but deterrence.Deterrence is almost as effective as persuasion.Disrupt the opponent's position, and things will take a turn for the better.

There are many strategies for attacking the mind.The magic of using it is all in one mind.Disturbing the opponent, irritating and disturbing the opponent, waiting for the opponent's change, and urging him to self-defeat, is also a wonderful mind attack technique.

In the Northern Song Dynasty, Wan Yanliang of the Kingdom of Jin launched a coup, killed Jin Xizong, and usurped the throne. He personally led an army of 60, and marched towards the Great Song Dynasty in four directions.

(End of this chapter)