Persuasion Factor

Persuasion Lesson
Month 13
Stratagems 19 & 20,
Way Down Into the
Rabbit Hole - Part lV

 It is preferable if you have this open and follow

along as you listen to this months lesson.
 Stop at each suggested point and do the work.

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 The Last 18 Stratagems
Orientation
The remaining 18 Stratagems generally deal with what you can do
when you’re in a weaker position than your enemy!

General Information on Stratagems 19 - 24

• Stratagems 19 - 24 are best suited for dealing with confused situations.

Here you may need to form unusual relationships for short term gain and
you may need to destroy relationships created between your enemies.

• These Stratagems deal with issues like negotiation, towards and away
strategies that offer peace yet with threats and manipulating others to your
advantage.

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 Stratagem 19
Remove the firewood under the cauldron.
• Traditional name: Remove the firewood under the cauldron.

• New Name: Eliminate the source of your enemies strength.

• Chinese History: General Cao Cao was short of food for his men. Rather than try
and get more, he decided to destroy his enemies store house of food (thus
eliminating the firewood from under their cauldron).

• Cao Cao’s men snuck into the enemies camp and burned the storehouses to the
ground. Then Cao Cao order his men to cut the nose of the enemy commander and
his men. This psychologically removed the men’s strength as well.

• Modern History: Corporate raiders are examples of this. They try and buy up enough stocks
(stealing the firewood) until they have enough to take over the control of the company.

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 Stratagem 19 – Contd.
How To Use The Stratagem:
• If you are having trouble accomplishing something, look to see if you can find the one
key person that is causing the trouble. Then eliminate that person.

• Find a way to discredit a person who stands in your way of getting what you want.

• Strengthen those business and personal relationships, that you want to keep by
fueling their fires.

• See if you can find a way to destroy or discredit the source of the strength of the
opposing side.
– For sake of understanding this better, consider the following:
– How terrorists get their captives to do what they want for fear they’ll hurt the remaining in the group.
– How teachers control a room by punishing everyone for the behavior of 1 or 2.

• Look for what the other side holds dearest and see if you can weaken or remove it.

I don’t advocate any of these things. Forewarned is forearmed. Preparation is supreme.

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 Stratagem 20
Fish in troubled waters.
• Traditional name: Fish in troubled waters.

• New Name: Take advantage of confused and chaotic situations.

• Chinese History: Liu Bei established the kingdom of Shu, one of the famed
three kingdoms by taking advantage of the chaos that ensued after Cao
Cao wa defeated at the Battle of Red Cliff - where he took the city of
Jinzhou. Then he took the city of Yizhou when internal struggles beset the
warlord there.

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 Stratagem 20 – Contd.
Take advantage of confused and chaotic situations.
• Modern History: Entrepreneurs profited immediately after the huge earthquake that
centered in San Francisco in 1989 by selling T-shirts that said, “I survived the quake
of 1989”.

How to Use the Stratagem:

• You can force your enemy into a state of chaos and then defeat him or you can take advantage of
a state of chaos that exists and then crush your enemy.
• Every time a structure breaks down (i.e. a brain, a society) it reorganizes at a higher level. There
is always the opportunity to profit at this point. (Chaos Magick theory)
• Introduce a bit of chaos – then take advantage. (Belief change example)
• Follow the fire dept. as they inspect areas and sell Fire extinguishers that they require to be in
buildings.
• Attorneys and accidents.
• Sell food and drink to crowds when it’s really hot out and they have little choice where to get
refreshments.
• Sell funeral plots to a spouse of someone who just died.
• Organize an industry that has no leadership.
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 Way Down Into the
Rabbit Hole - Part lV
Structuring Reality Continued
• Just as I suggested in the last lesson, it would be a really good idea if you’d
stop the audio now and go back to lesson 11 and read again the PDF file.

• It’s important you really understand how we are effecting the reality of those
you are persuading through this types of persuasion strategies.

• Since I covered this last time, I won’t go through it again here, so please
stop the audio and go back and read again last months PDF.

• In this lesson, we’ll be going deeply into patterns that utilize Space and
Spatial relationships. This gets really heavy so be sure and listen lots to the
L&S session.

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 Spatial Pattern

This category of words deals with manipulating space

(which is closely linked with time) to your advantage.

• Among
• Expand
• Beyond

Spatial words are used to create some relationship between things. These could be thoughts, ideas,
products, services, etc. These words evoke powerful imagery in the mind of the listener.

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 Spatial Pattern – Contd.

• Here are some examples:

• From among the positive thoughts that you're already starting to realize you have
about working with our firm will come the most obvious, yet overlooked reason to
bring us on board now.
– (Of course, you see/hear the plethora of additional presuppositions used above, do you not?)

• To expand on your ever-growing ideas that contain the essence of your good feeling
regarding using this information powerfully, think of the money you'll be making.

• (said after a person makes a positive statement about what you do). That's a great
observation. Let me suggest that as you start to experience the realization of what
you just said, you can begin to realize that the full, positive ramifications will go
beyond even your expectations. Can you imagine how much further they'll go?

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 Spatial Pattern – Contd.

• Now you write 10 sentences using this pattern.

Some additional words in this category:

Against along among apart from around aside from

Behind below beneath beyond along with down
From above in including from behind into
From under in place of without off on
Out of beside short of through toward under uncover
Off the top underlying touching close(er) near(er)
further expanded enlarged(ed) withdraw(ing) upward(ly)
separate

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 Spatial Pattern – Contd.

• Now, put together some statements / paragraphs using the following words in the
order given.

• Remember to aim it at something important that makes sense in your life!

1. Realizing
2. After
3. Beyond
4. Easily
5. Effectively
6. Realizing

• Make some notes here for the above exercises so that you can easily do it. You
might even want to make a brief outline first.

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 Directions for Practicing

Work with the different strategies below to improve your skills. None of these are etched
in stone, they are just ways to learn these and things to get you started.

1. Practice starting with an adverb/adjective presupposition.

2. Liberally sprinkle in Awareness presuppositions.

3. Leave open loops - 3 things you need to know (tell them 2).

4. Use their words/statements to leverage into the spatial presuppositions.

1. “from among the thoughts you just had will come a new realization – bringing with it satisfaction and a feeling of “YES”
– that this will work the way you want and need.” etc.

5. Work in temporal before awareness. Throw an adv/adj pressup in first for good measure. 

6. Use all these patters and strategies to most importantly presuppose that it’s you/your service etc.
that is the answer to their criteria. In other words – presuppose their criteria full out!!!

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 Strategies of Combining

• Now, with this pattern and the others, you have the makings of huge power as a
persuader. Your language can create miracles in your life. It can also wipe out
benefits causing you to lose sales and make people not trust you.

• The Key(s):
– Be in Integrity
– Keep your intentions simple. People pick up on trickery. (Don’t be slick or “all knowing”.)
– Care deeply about others – it comes across.
– Combine the patterns. There is POWER in combinations.
– Keep it relatively simple in writing.
– Alternate between using the patterns and redirecting to “normal logic style language”.
– Use rhythmic speaking – put the patterns in when doing it.
– Watch the other person carefully. Keep their attention. Watch for “buy in”. Go for it.
– Push the envelope when doing the patterns.

• Next month we’ll learn specific strategies of manipulating logic to add to what you
know. There are a few strategies that when added to what you know will super
power what is possible. We’re laying the foundation for them now.

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 HomePlay :-)
• Study Stratagems 19 and 20. Come up with • Do at least 1 L&S session daily.
several ways you can use each one for your
business. • Read your Universes every AM upon
• Post these to the forum
rising and every PM upon going to
bed.
• Read the forum regularly to learn additional
ways others are using these Stratagems. • Allot time each day to do your
HomePlay and write on the discussion
• Model the patterns in the examples I gave board.
and write 25 sentences this month using • Raise your vibration about what you
Spatial presuppositions. are learning. Literally imagine it getting
faster. Project into the future and
• Write the high values of five of your clients. experience your life changing as you
Write 25 sentences in which you implement these skills.
presuppose their criteria by using all 4 of the
presupposition patterns in combination. • Take a few moments several times a
day to be grateful for what you have
• Write 10 sentences for each of the 1st 5 and this learning.
patterns in slide 12 and post to the board.

• Post-everything to the board regularly.

• Have fun and celebrate your victories.

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