Chapter 21 Section 1 The FBI Always Gets It Right Before It Talks

The main ability of FBI negotiators lies in attacking the mind. They can quickly impress the other party with a few words, causing them to be moved, confused, confused, self-doubting, until self-shaken, and finally follow the negotiator's train of thought. By this time , the work of negotiators is basically completed. FBI psychology professor Ferrero believes through experimental research that persuasion and persuasion should grasp the key points of the other party and solve their doubts.This is the most fundamental principle of persuasion and persuasion.Convincing others with reasoning is to let the other party understand the correctness of the truth you say, so as to accept your opinion and act according to your opinion.

For many years, Napoleon Hill has been invited to speak to inmates at the Ohio State Penitentiary.As soon as he stood on the podium, he immediately saw that one of the audience in front of him was a friend he had known ten years ago—Mr. D, who was a successful businessman before he was imprisoned. After Napoleon finished his speech, he met and talked with Mr. D, and found out that he was sentenced to 20 years in prison for forging documents.After hearing his story, Napoleon said: "I will get you out of here within 60 days." With a bitter smile on his face, Mr. D replied: "Hill, I admire your spirit, but I deeply doubt your judgment. Do you know that at least 20 influential people have used Every way they know, they've tried to get me free. But it's never been successful, it's impossible."

Probably because of his last sentence - "This is impossible" challenged Napoleon.He decided to prove to Mr. D that it could be done. Napoleon had a "definite goal" in mind, and that goal was to get Mr. D out of the Ohio State Penitentiary.He never doubted that Mr. D would be released.He and his wife came to Columbus, and the next day, Napoleon went to visit the governor of Ohio and made him clear the purpose of his trip. Napoleon put it this way: "Mr. Governor, I have come to ask you to order the release of Mr. D. from the Ohio State Prison. I have every reason to ask you to release him."

"I want you to set him free immediately, and for that reason I am prepared to stay here and wait for his release, however long it takes." "While serving his sentence, Mr. D has introduced a correspondence course in the Ohio State Penitentiary, as you are of course aware of it. He has affected 1,728 of the 2,518 inmates in the Ohio State Penitentiary, who have all participated in this correspondence course Curriculum. He has managed to request enough textbooks and course materials to enable these prisoners to keep up with their homework. Amazingly, he has done so without costing the state a penny. The warden and administrators of the prison told I said he had been careful to follow the rules of the prison. Of course, a man who can influence more than 1,700 prisoners to study hard is definitely not a bad guy."

"I come here to ask you to release Mr. D because I hope you will appoint him as the principal of a prison school that will give the 160,000 inmates in the remaining prisons in the United States a good opportunity to learn about good." "I'm ready to take full responsibility for him when he gets out of prison. That's what I'm asking, but before you give me an answer, I want you to know that I don't understand that if you release him and you decide That could cost you a lot of votes if you're running for re-election." Mr. Vic Dunahy, Governor of Ohio, clenched his fist and said, "If that's what you're asking for, I'll release him, Mr. D, even if it costs me 5,000 votes..."

This persuasion work was easily completed, and the whole process took no more than ten minutes. Three days later, the governor signed the pardon, Mr. D walked out of the prison gate, and he was free again. The reason why Napoleon was able to successfully persuade the governor was inseparable from his careful consideration and careful arrangements.Before meeting the governor, Napoleon studied all the facts and imagined what kind of speech would move him the most if he were the governor himself.Napoleon requested the release of Mr. D in the name of 160,000 prisoners in various prisons across the United States, because these prisoners can enjoy the benefits of the correspondence school founded by Mr. D.Napoleon didn't mention his former friendship with him, he didn't mention that he was a man worthy of our help-all these things can be used as reasons for asking for his bail, but compared with this larger and more meaningful reason, It seemed meaningless.

The larger and more meaningful reason was that his release would be of great help to another 160,000 prisoners, since his release would give them the benefits of the correspondence school he had established.Therefore, Napoleon succeeded by relying on this biggest and most crucial reason. In short, persuasion and persuasion of others is often not to deal with the other party constantly, but to grasp the key points of the other party, so that better results can be achieved. One sentence is in the middle, that is, one sentence can grasp the vital point of the other party and solve the doubts in his heart.Because generally those who are persuaded are often unable to think about a certain issue, have knots, and have prejudices.If you want to convince him, you have to focus on the key points, otherwise, wearing out the lips will only scratch the surface and will not solve the real problem.