Index

above-board leadership style, 56

acceptance, belonging and, 11

accessing cues, 104

achievement, 8

self-image and, 13

acting with intent, 177–178

active listening, 86, 121–127

talking with intent and, 172

adaptors, 108–109

alphas in artificial groups, 54–55

alternative sources, accessing information from, 25

anti-charisma, operating with, 82

anti-establishment personality types, attributes of, 136–139

Applewhite, Marshall, 20, 64

supertypical behavior of, 28

approaches, psychological, 86

arched eyebrow, 111

arched eyebrows, two, 111–112

arms, crossed, 114–115

Army tests, autonomous robot and, 3

Aron, Arthur P., 65–66

artificial groups, alphas in, 54–55

artificial organizations, 41–42

association, 221

bonding and fracturing and, 193

bonding through, 221–222

differentiating through, 227

homogenizing through, 222–223

overdifferentiating through, 227–228

pride and, 203

the art of, 206–209

attributes, learning your target's, 133

audience,

asking questions and considering your, 91–92

granting an, 75–77

audience receptivity, 72

authoritarian leadership style, 55–56

authority of informal leaders, 44

barriers, 109–110

removing, 74–75

baseline, establishing a, 159, 160

baselining, 86, 97–101

and elaboration, 100

and enunciation, 100

and steering away from emotional issues, 103

and trailing, 100

cadence, 99

eye movement, 101–105

pitch, 99

voice, 99

behavior,

influencing, 129–131

the shift toward, 186

behavior standards, morphing, 26–37

behavioral patterns, overarching, 132

bell curve,

analyzing a group with the, 23

creating the, 158–163

flat, 151–152

plotting the, 209–210

bell curve model,

new, 152–154

old, 150–151

belonging,

attacking the sense of, 10

creating, 65, 77–78

the concept of, 11

the need for, 34

the needs of, 60

belonging and differentiating, 7–32

the sense of, 33

Big Five systems, 152

Blanchett, Cate, 154

BMW, marketing strategy of, 35

body, establishing a baseline for the, 118–119

body and mood, 114–116

body language, 86, 97–101

detecting cues in, 160

reading, 105

talking with intent and, 172

body language and engaging a person's trust, 31

bonding, 39, 216

involuntary, 40–43

the dynamic of, 178–187

the mechanics of fracturing and, 193–213

voluntary, 40–43

bonding

a person to the group, 182–185

a person to you, 180–181

and fracturing, 38–39, 171–191

and homogenizing, 216–223

through association, 221–222

through illustration, 217–218

through isolation, 220

bonds, belonging and forming, 11

Booker, Cory, 196–197

Branch Davidians, 20

bridging a timeline, 123

broken sources during interrogation, 13

brow,

knit, 110–111

wrinkled, 110

bullying and self-image, 18–19

Bush, George W., speech patterns of, 100

cadence,

baselining, 99, 160

shifting, 124

canned questions, 90

cause, finding a common, 178

celebrities, connecting with, 26

celebrity endorsements, American culture and, 24

celebrity watching, 151

character, understanding all aspects of, 147

charisma,

establishing, 223

Maslow's hierarchy of needs and, 80

mechanics of, 63–82

perception of your value and, 76

the opposite of, 82

charisma

and manipulation, 65

from a distance, 81

charismatic, definition of the word, 64–65

charismatic cult leaders, 64

chess-playing leadership style, 56–57

chimps and the relation to humans, 24–25

choice, differentiating by, 36–38

choices, motivation behind, 8

Clarke, Arthur C., 64

clasped hands, 115

clingers, 210

Clinton, Bill, 81, 228

persuasive power of, 47–48

policies of, 80

cloistered groups and self-image, 19–23

cloistering to limit inputs to self-image, 24–25

cloisters of like-minded individuals, retreating to, 26

common ground, finding, 181

companionship, 7

compound questions, 89

conforming personality types, attributes of, 136–139

connection through media, 26

connections, virtual, 26

control, establishing, 133

control questions, 88

conversation, questions and driving, 93

conversation with intent, launching a 174

conversations, metaphors in, 126

conversations and dropping hooks, 125

cooperation and manipulation, 241

cooperative sources during interrogation, 13

coordination of bonding and fracturing, 177–178

Cosby, Bill, 165

criticism, gathering information with, 162

crossed

arms, 114–115

legs, 115

Crow, Trevor, 7–8

Cruise, Tom, 42

cues, accessing, 104

cult leaders,

behavior of, 19–20

followers of, 63–64

culture and celebrity endorsements, 24

danger and sexual arousal, 65–66

DeGeneres, Ellen, 217–218

deindividuation, 22

democratic leadership style, 55–56

demonstrating value, 65–73

differentiate, fracturing to, 223–228

differentiating, the needs of, 60

differentiating

and belonging, 7–32, 33

by choice, 36–38

factors, 11

through association, 227

through illustration, 224–225

through isolation, 226

your target, 65, 78–81

differentiation,

creating an image of, 66

the downside of, 187

direct questions, 88, 94

discretion, the skill of, 181

DNA, family and, 40–41

Draconian

leaders, 53–54

leadership style, 49

Dutton, Donald G., 65–66

dynamics of family, 42

earthy personality types, attributes of, 134–136

ego, interrogators and, 155

elaboration and baselining, 100

emotional intelligence tests, 152

emotional issues, baselining and steering away from, 103

emotional state, managing a person's, 86

emotions, using, 95

emphasizing words, 123

enculturation, 183–184

enemy, finding a common, 178

energy, heightened, 74

engaging with intent, 175–177

Enneagram system, the, 146

enunciation and baselining, 100

establishing a baseline for the body, 118–119

ethics issues and Google, 35

external motivators of self-actualization, 9

extinction, personal, 15–16

extracting information with questions, 91

extreme interpersonal skills, applying, 13

eye movement,

baselining, 101–105

observing, 103

eyebrow,

arched, 111

raised, 74

eyebrows, two arched, 111–112

face and mood, 110–114

face-to-face

contact, 2

interactions, 33

facial signs, observing, 104

family, dynamics of, 42

fear-down technique, 95

fear-up technique, 94–95

flat bell curve, 151–152

flattery, gathering information with, 162

fluid illustrators, 116

focusing on human drives, 85

formal leaders, 45–46

fracture points, predicting, 30

fracturing, 39, 216

bonding and, 171–191

the dynamics of, 187–191

the mechanics of bonding and, 193–213

fracturing

and bonding, 38–39

and politics, 30

through illustration, 224

to differentiate, 223–228

to overdifferentiate, 223–228

your target from the group, 212

fragmentation in neighborhoods, 52–53

fragmenting, 29–30

fragmenting and predictability, 30

frame of reference and self-image, 11

Frantzman, Seth J., 17

fundamental drives and supertypical people, 27

futility, 96

gathering information, 159

gathering information

with criticism, 162

with flattery, 162

genetic links and involuntary groups, 41

Ghraib, Abu, abuse of, 27

glossing over a topic, 123

Goodall, Jane, 30, 63, 129

Google, ethics issues and, 35

Graner, Charles, 27

Greek gods as prototypicals, 164

group norms, developing, 19–20

group,

bonding a person to the, 177, 182–185, 188–189

defining a, 23–28

dynamics in a, 33–61

fracturing a person from the, 177

fracturing a person from the, 188–191

holding distinction among the, 2

leadership among the, 43

separating your target from the, 212

groups, self-awareness and understanding, 29

groupthink, 72

guilty knowledge, 124–127

guru-seeker personality types, attributes of, 139–141

habits, learning your target's, 133

hands, clasped, 115

hands on hips, 115–116

Harris, Tristan, 35–36

hazing rituals, 22–23

Heaven's Gate, 20, 28

Hegghammer, Thomas, 187

heightened energy, 74

hierarchy of fulfillment, 198–199

hips, hands on, 115–116

Hitler, Adolph,

groupthink and, 73

leadership of, 47–48

Hoffer, Eric, 31

homogenizing, 216

bonding and, 216–223

homogenizing

through association, 222–223

through illustration, 218–219

through isolation, 221

human behavior, influencing, 85

human drives, focusing on, 85

human modeling, 129–167

humor as a differentiator, 68

Hussein, Saddam, interrogation of, 67

IBM Watson technology, 3

illustration,

bonding and fracturing and, 193

bonding through, 217–218

differentiating through, 224–225

fracturing through, 224

homogenizing through, 218–219

manipulation and, 205

overdifferentiating through, 225–226

pride and, 203

illustrators, 106–107

open and fluid, 116

imposed leaders, 43–55

incentives, offering, 95

infighting and weak leadership, 53–54

influence, styles of, 55–59

informal leader, power of an, 59

informal leaders, 43–48

information, gathering, 159, 161–162

initial reaction and human psyche, the, 70

inquisitiveness, outline of, 74–75

insecurity and self-image, 27

intelligence quotient tests, 152

intent,

acting with, 177–178

engaging with, 175–177

launching a conversation with, 174

talking with, 172–175

interactions,

face-to-face, 33

virtual, 33

internal motivators of self-actualization, 9

interpersonal skills, applying extreme, 13

interrogation cycle, 219–200

interrogation, the science of, 10, 13

interrogators, leverage of, 15

intimidating as psychological leverage, 94–95

involuntary

bonding, 40–43

movements, 106

ISIS fighters, 17

ISIS prisoners, noncoercive techniques and, 17

isolation, 219–223

bonding and fracturing and, 193

bonding through, 220

differentiating through, 226

homogenizing through, 221

overdifferentiating through, 226–227

pride and, 203–205

the danger of, 178

isolation as a tactic of leadership, 59–61

Jackson, Michael, 165

jihadist culture, 186–187

Jones, Jim, 35

mass suicide orchestrated by, 29

paranoia of, 64

justified thinker personality types, attributes of, 144–146

Kavanaugh, Brett, 196–197

Kennedy, John F., 81

knit brow, 110–111

know-it-all personality types, attributes of, 139–141

knowledge, guilty, 124–126

Koresh, David, 20, 35

emotional disturbance of, 64

Kübler-Ross, Elisabeth, 165

Landrum, Don, 202, 205

Landrum factor, 202–209

leaders,

Draconian, 49

followers of religious sect

and cult, 63–64

formal, 45–46

imposed, 43–55

informal, 43–48

natural, 43–55

leadership,

assessing, 48–55

isolation as a tactic of, 59–61

leadership among the group, 43

leading questions, 88–89

legs, crossed, 115

levers, psychological, 86

Lewinsky, Monica, 228

like-minded individuals, retreating to cloisters of, 26

lips, parted, 113–114

listening,

active, 121–127

the importance of, 100

Lohan, Lindsay, 219

luring young minds to online content, 35–36

maneuvering leadership style, 56

manipulation,

choosing options and, 195

convincing someone through, 203

cooperation and, 241

mechanics of, 38–40

peer-group, 185–187

secrets of, 70–71

your perception of, 1

manipulation

and charisma, 65

and politicians, 2

of self-image, 219–220

of social media, 36

through media, 4

Manson, Charles, 20, 64

leadership of, 47–48

Maslow's hierarchy of needs and, 39–40

negative use of positive tools by, 27

personality of, 42–43

Manson family, 20

marketers, belonging and differentiating of, 33–36

Maslow, Abraham, 8

Maslow,

criticisms of, 8

hidden, 203–204

Maslow's hierarchy of needs, 8–9

basic premise of, 232

bonding and fracturing on, 171

charisma and, 80

Charles Manson and, 39–40

finding your target on, 229–230

fulfilling, 241

manipulation and, 195–196

moving through levels of, 79

needs on, 197–198

placing your target on, 167

raising and lowering on, 210, 211

matrix of fulfillment, 197–201

McCormick, Jim, 146

mechanics

of charisma, 63–82

of manipulation, 38–40

media,

exposure to alphas through, 25

manipulation through, 4

the impact of, 25–26

media and virtual cloisters, 26

messages, strong, 116–118

metaphors in conversations, 126

modeling, human, 129–167

mood,

body and, 114–116

face and, 110–114

motivation, approaches to, 31

motivation behind choices, 8

movement, observing, 118

movements,

involuntary, 106

universal, 106

Mullineaux, Trevor, 16

Myers–Briggs Type Indicator, 146, 152

mystery as a differentiator, 76

natural leaders, 43–55

naughty leadership style, 58–59

needs, shared, 7–32

negative questions, 90

nice leadership style, 58–59

noncoercive techniques and ISIS prisoners, 17

nonverbal messaging, 87

norms, developing group, 19–20

Obama, Barack, 81

observing

eye movement, 103

movement, 118

odd word choices, making, 122

online content providers, bonding and differentiating with, 35

open illustrators, 116

open leadership style, 56

open-ended thinker personality types, attributes of, 144–146

opportunity, recognizing, 65, 73–75

options, paring, 209–211

overarching behavioral patterns, 132

overdifferentiate, fracturing to, 223–228

overdifferentiating, 216

overdifferentiating

through association, 227–228

through illustration, 225–226

through isolation, 226–227

parallel questioning, 120–121

paring options, 195–197, 209–211

parted lips, 113–114

passive voice, switching to, 123–124

peacock theory, 71

peer-group manipulation, 185–187

Peoples Temple, 20

fragmenting and the, 29–30

perception of your value and charisma, 76

personal extinction, 15–16

personal operating system, the, 131–147

personality

styles and stress, 50–51

types, 132–134

persuading as psychological leverage, 94–97

physical attributes as a differentiator, 68

Piro, George, 67

pitch, baselining, 99, 160

planting questions, talking with intent and, 172

political rallies, rituals and, 14

politicians and manipulation, 2

politics and fracturing, 30

possibilities, seeing yourself in terms of, 201

power of an informal leader, 59

predictability, fragmenting and, 30

pretentious personality types, attributes of, 134–136

pride-and-ego technique, 96

pride-and-ego up/down lever, 162

Princess Diana, 81

prison life, the psyche and, 21

private knowledge, 124–127

probing, 86, 120–121

talking with intent and, 172

projection of intent, understanding someone and, 166

prototypical person, 164

social dynamic of a, 165

psychological

approaches, 86, 94–97

levers, 86, 94–97

push-pull word, 122

Queen Elizabeth II, 81

questioning, 86, 87–92

parallel, 120–121

questioning strategy, 92–93

questions,

compound, 90

considering your audience when asking, 91–92

control, 88

direct, 88, 94

extracting information with, 91

leading, 88–89

negative, 90

planting, 172

repeat, 88

vague, 90

questions

and applying a psychological approach, 87

as steering mechanisms, 87

for establishing baseline eye movement, 102

QVC, marketing strategy of, 34

radical behavior, shift toward, 186

raised eyebrows, 74

rapport,

establishing, 77–78, 133, 159–160

reinforcing, 159, 163–164

reaching, inquisitiveness and, 75

Reagan, Ronald, persuasive power of, 47–48

receptivity, audience, 72

recognizing opportunity, 73–75

reforming a group into subsets, 220

regulators, 108

Rekers, George Alan, 228

religious sect leaders, followers of, 63–64

removing barriers, 74–75

repeat questions, 88

repeating

what people say, 120

words, 162

repetition technique, 96–97

reptilian brain, the, 35

reputation, 8

attacks on, 10

Reynolds, Ryan, 147–149

bell curve model and, 156–157

characteristics of, 154

rituals, hazing, 22–23

rituals and political rallies, 14

Ryan, Leo, murder of, 29–30

self-actualization, 8, 29, 201

defining, 8–9

self-awareness, gaps in, 233

self-awareness and understanding groups, 29

self-image, 11–13

challenging your target's, 134

cloistering to limit inputs of, 24–25

hidden Maslow and, 203–204

insecurity and, 27

manipulation of, 219–220

poisoning someone's, 18

self-image

and bullying, 18–19

and cloistered groups, 19–23

sense, asking questions that isolate a single, 102–103

senses, sharpening your, 4

sexual arousal and danger, 65–66

shares needs, 7–32

silence technique, 95

Simpson, O. J., 165

skills, cultivating, 71

smiling, 112

smirking, 113

Snapchat, sense of reward on, 36

Snapstreaks, Snapchat and, 36

snowball effect, 72

creating a, 80

social dynamics, complex, 29

social media,

definition of friends on, 27–28

manipulation of, 36

reasons for posting on, 42

social media and informal leaders, 44

source leads, 79

speech patterns, identifying oddities in, 126–127

splatter pattern, asking questions in a, 92

Stambor, Zak, 25–26

state of mind, learning your target's, 133

status, belonging to a group and, 182

Stockholm syndrome, 182–183

Strauss, Neil, 70–71

strength of leadership, assessing, 48–55

strength/weakness paradox, 146

stress, personality styles and, 50–51

strong messages, 116–118

styles of influence, 55–59

subsets, reforming a group into, 220

subtypical characteristics, bell curve model and, 150–151

subtypical members of a group, 23–24

subtypical person, results representing a, 155

subtypical status, behavior of people with, 28

suicide, 18–19

supertypical characteristics, bell curve model and, 150–151

supertypical members of a group, 23–24

supertypical people, fundamental drives and, 27

supertypical person, results representing a, 155

supertypicals and violence, 26–27

survival, autonomic functions and, 35–36

Swift, Taylor, politics of, 25

talking with intent, 172–175

target,

3–D bell of your, 159

differentiating your, 65, 78–81

getting what you want from your, 166–167

target audience,

create belonging among a, 77–78

taking into account your, 68

Tate-LaBianca murders, 40

Taylor, Elizabeth, 165

team-building in the workplace, 1

terrorists, techniques for handing, 16–17

thinking before you speak, 92

Third Reich, rituals of the, 15

threat-and-rescue technique, 212

3-D bell, 154–158, 193–194

association and the, 206

strengths and weaknesses on the, 201

working with the, 194–195

3-D bell curve model of your target, 211, 228

threshold, understanding the, 160–161

threshold-breaking metaphor, 160–161

timeline, bridging a, 123

tone, baselining, 98, 160

tools to get what you want, 85–127

traditional personality types, attributes of, 141–144

trailing and baselining, 100

trendy personality types, attributes of, 141–144

trust, engaging a person's, 31

typical characteristics, bell curve model and, 150–151

typical members of a group, 23–24

typical person, results representing a, 155

United States elections, 3–4

universal movements, 106

vague questions, 90–91

value consistency,

demonstrating, 79

value,

creating your own, 68

debunking the, 80

demonstrating, 65–73, 66, 67, 71

value step, short circuiting the, 80

Vela, Brandy, suicide of, 18–19

verbal clues and active listening, 122–124

video games, 2–3

violence and supertypicals, 26–27

virtual

connections, 26

contact, 2

interactions, 33

virtual cloisters, media and, 26

voice, baselining the, 98–99

voluntary bonding, 40–43

Washington, George, leadership of, 47

Watson technology, 3

weakness of leadership, assessing, 48–55

Western powers and ascetic jihadists, 17

Whalen, Joe, 63–64

Winfrey, Oprah, 218

word choice,

baselining, 160

importance of, 99

words,

emphasizing, 123

repeating, 162

workplace, team-building in the, 1

wrinkled brow, 110

young minds, online content and luring, 35–36

Zimbardo, Philip, 20–21