Page 415 - Deception at work all chapters EBook

416 Deception at Work

‘I am sure you scored an eleven there, Stan, not a three.’ If he argues, get to the detail: ‘You
had a drive into the lake, you know the one that killed a duck, played a provisional, so that’s
three off the tee, then you had two air shots when you fell over into the ditch, hit your sixth
into the bramble bush where that young couple were sunbathing in the nude, got out with
your seventh and then had four stabs5 with your putter. Isn’t that right?’

When in doubt, press for more detail

If you opponent admits the truth, press home your advantage:

‘And come to think about it, Stan, on the previous hole, where you said you had a four, you
had a 27. Let’s go back over it … I don’t know what’s worse, your golf or your adding up. And
you’re supposed to be an accountant? Who do you work for? ENRON?’

The liar is vulnerable when he has had to admit a lie.
He is pushed into the role of an adaptive child

The opponent may stoop to sneaky gamesmanship like dropping his club or farting when
you are poised to the hit the ball. If he tries this, don’t laugh – as most people do – because it
will encourage him to do it again and, worse still, puts you in the role of an adaptive child. So
cut him dead with a subtle rebuttal such as:

‘If you do that again, Stan, you will get this driver up your ass.’

This elegant critical parent response supports the role you want to reinforce.

Use phrases that reinforce your intended transactional role

PUTTING MONKEYS ON HIS BACK AND NVC

You can increase your opponent’s anxiety in lots of ways and you should apply those you have
planned. In addition, remember that non-verbal communication is very effective and in golf
should be focused on getting the opponent to lose confidence in his swing.

So as soon as he hits a bad shot, do a grossly distorted mime (GDM) of his swing. If he swings
in an upright plane, exaggerate this into a dreadful flying left elbow. If he swings in a flat
plane, mimic it with a swing that decapitates all the daisies within a 30 foot circle. Repeat
GDMs from time to time until he asks the magic question: ‘I don’t swing like that do I?’
Now you have him, the seeds have been sown and you respond: ‘Well, I did think you were
swinging a bit on the flat side, yes.’ He will now start making corrections and defeat is only
moments away.

5 Note the embedded command (see Chapter [xref])