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Universal Leader
All effective influences known to us have the same structure. We call it the Unified Effect Structure. Everything built in accordance with it makes it possible to achieve the desired result.
There is only one condition: The Unified Structure works with those who breathe. Ideally – with humans.
Chapter 1
Direct and indirect actions
Direct action
„"Everything has its price." We heroically overcome obstacles, break through barriers. Action equals reaction.
Indirect action
Often described as luck. We circumvent obstacles, utilize the terrain's unique features, and forge win-win relationships.
Direct action is Clausewitz's approach: the more troops and resources, the closer victory. Indirect action is Sun Tzu's approach: luring the enemy to where you want them.
When direct action should be used
01
No resistance
If there is no or only negligible resistance
02
Sufficient resources
If we have more strength and resources – and we don't feel sorry for them
03
Principle of appropriateness
The ratio of effort to result should be reasonable.
The immediate criterion for applying direct action is the good old principle of proportionality. If direct action is more advantageous than a detour – act directly.
The power of indirect action
Sometimes someone pays for us. Someone or something covers the costs – consciously or unconsciously. Not only people, but also gravity, the laws of the market, systemic archetypes, and human prejudices can work for us.
Elemental forces
Rivers flow – log drivers transport timber on them. The wind blows – the sails of mills turn. A girl smiles kindly – young men spontaneously offer help.
Human nature
People donate to the church of their own accord, throw themselves into battle without orders, and pay taxes without a second thought. They do it THEMSELVES!
Chapter 2
FOCUS: Five Phases of Influence
The scheme for effective influence comprises five necessary and sufficient phases. They are necessary in the sense that omitting a phase significantly reduces the probability of success.
Fixation
Create a point of reference
Diversion
Rework resistance
command
Say it or do it
Evade
Cover your tracks
stop
Clean up behind you
Stage 1: Attract attention
First, you have to get their attention. Captivate them, catch them, stop them. It's important that the person is truly communicating with us at that moment.
1️⃣Personal address
To address by name, to touch on an interesting topic, to come into focus
2️⃣Strong emotions
An interesting problem, something new, something extraordinary
3️⃣Shocking
Don't follow the opinion of the masses, but surprise them immediately.
You cannot influence someone unless you can capture their attention. Communication begins when a person hears their name or something meaningful to them.
Step 2: Distract control
Our task is to ensure that the person doesn't understand what's really happening for as long as possible. As long as we follow this principle, there will be no conscious resistance.
bypass defense
Do not suppress opposing forces, but rather lull into a stupor that which gives rise to them.
Two ways
To distract from something else or to turn the criticism on our side
Win-Win
Everyone gets what is important to them and gives away what is not.
Key principle: You cannot consciously defend yourself against something you don't know is happening.
Phases 3-5: Command, Distraction, Stop
command
The intervention can target behavior („do it!“), feelings („feel it!“) or thoughts („think this!“).
Performed very quickly – like an operation.
Diversion
We continue to divert attention. We do not expect immediate action.
The person must forget that the instruction came from us.
stop
We end the manipulation phase. We bring the person back to their reality.
Nothing has happened. Everything is as it was before.
There are no ineffective manipulators. There are only impatient ones. The more complex the intervention, the more powerful the distraction must be and the longer the latent period must be.
Chapter 3
The two realities of man
There is an objective reality that one can touch. And there is a subjective reality – things that may not actually exist: karma, energy meridians, national borders, moral concepts.
99.9%
Time in subjective reality
Most of the time, people spend their lives in a reality that does not exist in the outside world.
0.1%
contact with the lens
Only illness or physical pain brings one much closer to reality.
A person's perception of reality is based on the words they know. People with a minimal vocabulary are much closer to objective reality.
The right choice of words
We've discovered that in many cases, words are primary. Reality begins after that. As long as we don't know the meaning of a word, it means nothing to us.
Incomprehensible words
The "foreignness" of words plays a special role. They become markers: "Attention here!"„
Two types of explanations
Technologically (how it works) and historically (where it comes from)
Weight of the idea
Prove that it is either a discovery or a centuries-old, proven tradition.
Myth-making begins with the creation of the right words.
Our task is to guide people away from objective facts and towards verbal facts. Simply inventing a word isn't enough. We need a hypothesis, an idea, a theory that explains what it might mean.
