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But before we get into utilizing intelligence, I want you to look at some ethical issues that come to rise in acquiring and utilizing intelligence. Influence hinges on good intelligence and more than that, the ethical use of persuasion techniques can be compromised if you aren’t careful. Win/Win or No Deal is more than a slogan, it is a necessary reality to build long term relationships that are mutually beneficial for two people or parties….
One of my favorite movies of all time is Meet John Doe. This 1941 black and white movie starred Gary Cooper. The movie was released as nazism and fascism were rapidly spreading in Europe and the movie is in part a response to those who would find fascism an alternative in the United States. The movie was superb and it did it’s job.
A young newspaper reporter (Barbara Stanwyck) about to lose her job concocts a story about a man who is so disgusted with the world that he is going to commit suicide on Christmas Eve. The fictitious note that was “sent” to the newspaper office was signed John Doe. The reporter kept her job but eventually had to find the would be martyr…who existed only in her mind. She interviewed possible role players and ultimately convinced Gary Cooper to be “John Doe” to the public.
Further interviews and press launch a “John Doe” movement across America. Based on principles of being a good neighbor, trust, helping others and making the little guy feel important…ultimately John has to run for President. The unwilling but trapped John does indeed give the speech of a lifetime on the road to a huge audience. Wondering how he can live with himself as a fraud, John seriously contemplates suicide and is only saved by a throng of John Doe fans. One woman’s deception to save her job in wartime turns into a wonderful movement of enormous good. A homeless man’s (Cooper) agreement to play the role of John Doe becomes a massive internal struggle between self and public fraud and greater good of the country…and world.
Two paragraphs do not do the movie justice. It doesn’t do justice to the ethical issues involved and it doesn’t do the subject of persuasion and influence justice. I really want you to rent this two hour movie to challenge every ethical and moral view you hold. I promise you will be glad you did! Off soap box and back to the universal tendencies that make up…John Doe.
I would venture to guess that if you take advantage of the information I am about to reveal to you…you will nearly double your response from your sales, adding clients and making successful your influence efforts.
Listen, I didn’t say “increase by 10%,” I said “DOUBLE.” Continue reading…
