The Like Switch de Jack Schafer

Date de parution : 01.2015
Format : Broché
Nombre de pages : 288
Résumé : A former FBI Special Agent presents his proven strategies on how to instantly read people and influence how they perceive you.Like Switch 1 THE FRIENDSHIP FORMULA I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel. —MAYA ANGELOU OPERATION SEAGULL His code name was Seagull. He was a highly placed foreign diplomat. He could be a valuable asset if he became a spy for the United States. The problem was, how do you convince somebody to pledge their allegiance to an opposing country? The answer was to befriend Seagull and make him an offer too tempting to refuse. The key to this strategy involved patience, painstaking intelligence gathering about every facet of Seagull’s life, and a way to foster a relationship with an American counterpart he could trust. A background investigation of Seagull revealed that he had been passed over for promotion several times and was overheard telling his wife that he liked living in America and would consider retiring there if that were possible. Seagull was also concerned his country’s small pension would be insufficient to provide him with a comfortable retirement. Armed with this knowledge, security analysts believed Seagull’s allegiance to his country could be compromised if he was offered the proper financial incentives. The challenge became how to get close enough to Seagull to make him a financial deal without “spooking” him. The FBI operative, Charles, was told to slowly and systematically grow a relationship with Seagull, like aging a fine wine to bring out its best flavor, to a point where the time was ripe to approach him with an offer. The agent was told if he moved too fast it was likely that Seagull would go “shields up” and avoid him completely. Instead, he was instructed to orchestrate his approach, using behavioral strategies designed to establish friendships. The first step was to get Seagull to like Charles before they exchanged a single word. The second step was to use the appropriate verbal prompts to translate that goodwill into a lasting friendship. The preparation for the critical first encounter with Seagull started many months before the actual meeting t...