Chapter 124 virtual gestures false come true

In the middle, Zhang Song wanted to present the map of Sichuan and Cao Cao.Cao Cao looked down on Zhang Song, who was short and ugly, and left in a huff.Cao Cao's master book Yang Xiu was a man of debate. He reprimanded Zhang Song, arrogantly claiming that Prime Minister Cao was a man of great talent, and produced Cao Cao's military book "Meng De Xin Shu" as evidence.Unexpectedly, Zhang Songbo had a strong memory. He took the book and read it once, and he memorized it by heart. Then he laughed and said, "I, a three-foot child in Sichuan, can also recite this book in secret. What is a 'new book'? This is the Warring States Period." At that time, Prime Minister Cao stole it from an unknown family and thought he could do it, so he had to hide it from everyone!" Yang Xiu retorted: "Although the book in the prime minister's private collection has become a book, it has not been handed down to the world. It is said that children in Shu can recite it in secret. Deceived?" Zhang Song immediately said: "If you don't believe me, I'll try to recite it." Then he recited "Meng De Xin Shu" from beginning to end, and there was no mistake in a single word.Yang Xiu was shocked, and Cao Cao who learned of this was also puzzled: "Could it be that the ancients were secretly cooperating with me?" He ordered Yang Xiu to tear up his book and burn it, and asked Yang Xiu to bring Zhang Song to see him.

In this confrontation, the reason why Zhang Song was able to defeat the arrogance of Cao Cao and Yang Xiu and win was that he successfully used a debating technique-virtual gesture. The virtual representation method is a communicative conversation technique that pushes out a situation that does not exist as an objective fact, and tries its best to convince the opponent, thereby defeating it.The implementation of this method includes two steps of imaginary and schematic, both of which are closely related and indispensable.But in comparison, imaginary is easier - the leader is yourself, the extent of the imaginary and the style you draw are all up to you; but it is more difficult to show - the purpose is to make the opponent believe in your own imaginary, if the opponent does not believe , virtual is futile.It can be seen that virtuality is the premise, and representation is the key.

To successfully use the virtual representation method, you need to skillfully grasp these two aspects, the specific method is as follows. Hypocrisy is a gesture of pretending to show the opponent.This stance needs to be reasonable.In other words, the gap with real life cannot be too large.It should be so false that it roughly conforms to the actual situation of the time, place and parties concerned.Because people's judgment of right and wrong depends on perception, and the correctness of perception depends on the knowledge and experience of past practice.When the opponent's fiction matches the knowledge and experience of one's past practice, the perception will produce a sense of identity, and the opponent's fiction will be recognized.In the previous example, Zhang Song fictitiously said "this was made by an unknown person during the Warring States Period".Cao Cao is a commander in chief of the army. If he wants to write a book on the art of war, he will inevitably learn from the experience of his predecessors in summarizing the war.In addition, he was already very suspicious, so of course he would believe it.Conversely, if Zhang Song's imaginary is "this was done by Jiangdong Sun Quan", Yang Xiu and Cao Cao's perceptions will not agree.Because this is too different from their practice and experience.

In an argument, as an opponent, the opponent always has a certain degree of vigilance and vigilance against you; he will instinctively doubt what you say.This requires more work on the rationality of the virtual.Sometimes, it may be a little bit of truth and falsehood to create a chaotic situation of falsehood and falsehood.For example, "Anonymous" in Zhang Song's mouth, without specifics, it makes you feel unpredictable.At this time, the opponent's perception is: the real is also real, and the virtual is also real.Therefore, it is natural to believe all the content of your fiction, and fall into the trap.

People who are proficient in telling lies often use "somewhat true" lies to make people believe they are true, which is very deceptive. The main form of expression is speech.At the same time, you should use the help of emotion, demeanor, movement, and tone of voice.The opponent's virtual acceptance of you depends on the depth of perception and understanding of your gestures.The clearer, more precise, more persistent, and more alluring one's own gestures are, the stronger the opponent's perception and understanding will be, which will lead to a higher probability of delusions.For example, in the book, Zhuge Liang joined forces with Sun and Liu to fight against Cao, and when persuading Zhou Yu, he fictitiously said that "Cao Cao conquered Jiangnan to get Er Qiao".In order to convince Zhou Yu, his hints were very detailed and thoughtful: First, he changed the phrase "connecting the two bridges to the east and west, like the locks in the sky" in Cao Zhi's "Tongque Terrace Ode" to "grasp the two bridges in the southeast. Xi, happy day and night together."After arousing Zhou Yu's fury, he pretended to be terrified, and repeatedly said: "Slipping and talking nonsense, death penalty, death penalty!" After Zhou Yu's intention to jointly destroy Cao was determined, he deliberately persuaded him to "think twice, so as not to regret it."Only in this way can we consolidate the purpose we want to achieve.

Therefore, it can be said that signaling is manipulating the opponent's perception.Once the imaginary is implemented, the task in front of you is to mobilize the opponent's emotions in every possible way so that he can build enough trust in himself, and also to do his best to maintain his own virtuality so that the opponent has no room for doubt.Make your opponent understand: If you don't believe what you say, then you will cause trouble for yourself; only by believing what you say can you gain benefits.This is to put a hypothetical reasoning of sufficient and necessary conditions in front of the opponent, forcing him to make the only choice of "believe what you say".

In order to make gestures more effective, people can also take advantage of their recognition of the common ground, stand on the other side's point of view, put yourself in the position to speak for the other side's interests, and make the other side feel that they are for his own good, that the interests of both parties are consistent, and that Appropriately use some words to ease the vigilance of the other party.Such as "think twice before you regret it", "take into account the interests of both of us", "everyone knows this", "it has been done for a long time", "smart people will do this" and so on.In this way, the opponent's line of defense will eventually collapse, and they will believe your fiction consciously or unconsciously.

One year, at the China International Famous Wine Festival held in Guiyang, an economic and trade company from other provinces negotiated with a winery in Guizhou, and the representative of the winery successfully used this method.The economic and trading company wanted to order 10 tons of liquor, but Guizhou has a forest of wineries and clouds of famous wines, and the competition is fierce. It is really difficult to decide which one to order. When the trading company was negotiating with this winery, the representative of the manufacturer did not express his excitement like other companies for such a big business. He was afraid that the trading company would not order his wine, but hid his inner excitement, calmly and calmly. Sorry to say: "I'm sorry, we have already sold out this year's goods, and we have already started to order next year. If you need it, we will try to arrange for you earlier next year." Of course, the company was very surprised by this fiction: "Really? The day before yesterday, you were still trying to attract customers!" The manufacturer immediately implemented the signal technique, showing a sincere look: "The shopping mall is like a battlefield, you are smart people, don't you understand? That is one of our strategies. As we all know, our liquor There is no need to "pull" customers; what's more, after a day, the situation will not change? No, a company in Guangdong just ordered the last batch of 10 tons for this year early this morning. You can ask them Well!" This signal was really effective, and the company was a little anxious: "Yes, we heard that your wine is good, so we came here because of the reputation. It is not easy for us to come here, can you be more accommodating and give us some first?" The manufacturer further stated that it was pretending to be difficult.The company was even more anxious and said a lot of good things.Only then did the manufacturer say in a caring and sympathetic tone: "Since you want to cooperate with us for a long time, considering our long-term interests, we can do some work for other customers, and each company will share a little to make up 10 tons for you. "

As a result, the orderer is overjoyed, and the manufacturer is even more overjoyed.