The bestselling book, The 48 Laws of Power by Robert Greene describes a story from the 17th century to illustrate Law 12 on Using Selective Honesty and Generosity To Disarm Your Victim.
This law argues that a single act of honesty or generosity can be used to cover over dishonest actions. An open display of honesty will make even suspicious people drop their guard, making them vulnerable to deception.
Francesco Giuseppe Borri, from Milan, was an alchemist who was popular with the wealthy and powerful. He was also a charlatan who sold fake elixirs and made false promises to turn lead into gold.
He used a simple trick: He would always include one real piece of gold in his bag of fake gold dust. This display of honesty led people to believe that the rest of the dust was also real.
He was also generous with his time and money, giving small gifts to his patrons and dispensing free medical advice. This generosity disarmed his victims and led them to believe he had their best interests at heart.
Ultimately, however, his deception was uncovered, and Borri had to flee Rome in 1661 to escape imprisonment. Despite his eventual downfall, Borri’s story is a good example of how selective honesty can be used to deceive people.
The author uses Borri’s story to illustrate the following key concepts:
- People are more likely to trust someone who appears to be honest. By including a real piece of gold in his bag of fake gold dust, Borri created the appearance of honesty, making people more likely to trust him.
- Generosity can be used to disarm people. Borri’s generosity made people believe he was a kind and helpful person, making them less likely to suspect he was deceiving them.
- Selective honesty can be a powerful tool for manipulation. By appearing honest and generous, Borri was able to gain people’s trust and then use that trust to take advantage of them.
The book warns against appealing to justice or gratitude, particularly when dealing with ruthless people in positions of power, as this approach can backfire. It is better to appeal to their self-interest, even if it seems ugly or ignoble.
Enjoyed this story from The 48 Laws of Power? Read the full book summary here
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