How to persuade people who don't want to be persuaded get what you want every time   joel bauer
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How to persuade people who don't want to be persuaded get what you want every time joel bauer

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How to persuade people who don't want to be persuaded get what you want every time   joel bauer How to persuade people who don't want to be persuaded get what you want every time joel bauer Document Transcript

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  • 'vhi r a i gJ e B u r bo k y ul g ta u g t r s o ta d t s wha N l e dn o l a e' o o ' e n r e o uh u n et t e s l you'el r ed.W henyous eyourfr t'itmk e slghtupJ lr ai hi v ea n e is v ci ye i you' e lze s l pe s sont chni sr ly wor F om t tmomentonJ u'ehooked. rua i e que eal k. r ha yo r ' ' sc tGoodm a CEO ,Sa s Tec ogis ot n, m on hnol e ' o t PcsakPc'! Tbl n'WkgttlcPtsalt i c d/i i f ,e aH w t ru t c c tDo t .t ? ru tc s andi nsghtul duc l ) l l tona/an f Re i a puts ema ci oyo busne slf ' i l d un. ad t nd om gi nt ur i s ie. l fryJ Fo , uho o How t M a Bi Azl .i YlrOwn S l efe . x a t r f o ke g f se n t t y v mal - Busne and H ow t Be eCEO i ss o com ' n l Tr 'aro t Dc! n J e B u r Ho t Ptu t Pc)cTbl 'ï Do ad umpsilj / f a d o l a e' w t r a c! tDc. p s l s k ' g Wf tl? Pts tc a et es tasf t el n t s e i busnes. f tlc rual? r wo sen il or hos ookig o ucc ed n i s' wt . - l l Bedbur diecorofBtsne sD e opment G um a Adverii ob y, r t ti s vel , s tsng ' a trJ e a d M aksi f e c srt ge a d y u c nbe o t eb sn s M se o l n r ' nl n e ta e is n o a c me h u ie s u w ord'ne pid pi n' l s xt e pe ' - se r Le ie a torof l Bo k t zg cv vf twat vn , uh Tle o l l rcscz' / a Ge tng t Re uton nd t i o sol i 'f l ound i l nfuenceprnci e lc d i e a ey a y t my busne son ai pls oul mm dit l ppl o is 1 m os e nrpage ' t ve . . - D a d G ol mih,f vi ds t ounder M et ati Cons tng,I , aM rx uli nc. 'o lB u r i s c a r k sa.He h ss o up wi h sown b a d o r a J e a e s u h oc tr a h wn t i h rn f el m a cand iw ilr yourwo l Re e gi t l ock rd. ad venr o d an r d i a n. w r d ea t gai ' - An eiaJ Hoia ,TV pr u e, ne ime ta v riigmak tn g l . l y ' od c re tdan n/d etsn / reig c d & br c ulant and ons t ' m us r ad a a f r a f busn spe e a an lve.Theboo grbs A t e nd un e d or ies opl t y e l k a yout momen you pik iupan i f1 of der oundpr c i s whi w i he t c t d s u1 un gr a tce / ch l l ha you pe s dig l eap ofs i lpic an. ve rua n i k r e sona t hm ' ' - -h s . aez ip ei n , z Na a Te hn lge l oma J W ltk, rsde t Eio n o c oo is - ' o t Pcs t Pc'! T btDc .Wf tt lcPcsat?w ils keyo o ofyou H w t ruak c c l 'ï f t ? ru k l ha l ) g w l u ut r comf tzon a i t pr s ,dr w ot r t you i a .A wonde f l or e nd/ n he oce s a he s o r de s ruly unorhodox l a how t i l cea ge a t i ' t ook t o nfuen nd t tenton. .- l hn Iz a ho o Se o I e e Re ic ve i I y o z o ut r f c nd nnocnc : ds o rng o & W tsfcrandAwakeni tl Cor l l' ng le porat Soul e
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  • Thi b i p it d on a i fe pa r @ s ook s rn e cd.r e pe . Cop iht@ 2 4b J l ue a llr Leo,A1rg srsnrd. yrg 00 y oe Ba r nd vak ' . 1iht ee e Pu ih dbyJ hnW ie s S /nc/ bok n/ wl re blse o ly c onsl .Ho e Ne e sy. Pu ih d smut ne usy i Ca da bls e i la o l n na . Tha kst Ai cma a iepu ihe S a Ale a de tri c e J ll hrn fr n o gf g zn bls r t n ln n dio .n.hif ohn voe ig o pe mison t u e it r e ma e il ha wa p ls d i isAp i 20 is r si o s n e viw t ra t t s ubihe n t rl 03 sue. No p r of hi p lc ton ma ber p od c d/ t r d i art iva s tm / ta mit d a t t s ub iai y e r u e so e n ere l yse or r ns te i a fr orb a me n / l cr ni/ c a c l p t o yi r c r ng s a ni / n ny o m y ny a s e e to c me h nia / ho oc p ng/e o di / c n ng o o h r s e c p a pe mit du e Se ton 1 a d 1 of h 1 76Unie S a e r t e wie/ x e t s r te nd r ci O7 n 08 t e 9 t d tt s Cop rg Ac / t u et rt p i wrte p r si n o t ePu ihe/ ra t rz . y iht t wiho t ihe he ror itn e miso f h bl r o u ho i a s tont r ug pa nto t ea r p it pe o fet t Cop rgh Claa e Ce i h o h yme f h pp o rae nc py e o he y i t e r nc n. tr lc/ 2lo e dDrve Da es &l 1 9 ( )7 0.4 0/a ( 8 64 8 0 e/n .22 k swoo i / nvr/ A 0 23/978 5 8 0 fx 97 ) 6.6 0/ o o t we a M w c p ihtc m.k q sst t e P bl he f p r si s ul b r n he b t mrc o yrg .o le ue t o h u i r or e mison ho d e s a d esdt t Pemison De a t n/o W i ysS s l .1 1li rSr e/ d r se o he r si s p rme tl hn l c on /nc/ 1 kve tet e Hob e NJ07 0 ( )74 6 1fx( )74 6 . ok n/ 03 /201 8.01 Ja 201 8.008 Li tofLa l y Dicame ofW ar nw: hiet pu ihe a d a t rha u e mi ibit / s li r i ra W l he bls r n u ho ve s d t i be te f rsi p e rngt sbo t y ma e n r p e e t tonso wa r n i s her s fo t n r pa i hi ok/he k o e r s n a i r ra te wih r s e tt t a c r c o c mplt ne sof hec nt n sof hi b a s cf. t e p c o he c u a y r o e e s t o e t t s ook nd pe ii c l dic am a y i i dwa rnte o me c n a l y orft s f rapa tc a p r al s li n mple r a is f r ha t bit y i ine s o riulr u . po e. wa r n ma b c e t d o e e de b s lsr pr s n ai sorwrte s ls s No r a w y e r a e r xt n d y ae e e e t tve it n ae ma eil . a i ea d sr t g e c t i d he en ma no b s t bef yo rst t ras The dv c n ta e i s on ane r i y t e uia l or u i. ua i Thep ih ri no e ga e i r nde i p of si l e i e / ndyo ton. ubl e s t n g d n e rng r e sona s nrc s a s u s ul c s tap of sona whe ea r ra e Net rt pu ihe n t a t ho d on ul r esi l r pp op it . ihe he bls r or he u hor s l b l bl f a y l s of of o a y o h rc mme ca d ma e /ncud n b hal e i e or n o s pr i r n t e o r il a g s i l i g ut a t no l t d t s ca /ncd nt l c ns qu nta/o ot rda g s t i e o pe ili ie a/ o e e il r he ma e . mi Fo ge e a i or to on o rot e p od t a s nr spla ec t c ou Cus r n r l nf ma in u h r r uc s nd e i ce e s on a t r . t me CaeDe rme twihi t Unie S ae a (0 76 2 4/ tiet o r r pat n t n he td tts t 8 0) 2.97 ousd he Unie Sae a ( 1 57 3 93o fx( 1 )57 4 2. td tts t 3 7) 2.9 r a 3 7 2.00 W i y as p ihe isb si ava it o e e toni f r t . omec t ntt t l lo ubls s t ook n re y f l cr c o mas S e on e ha a pe r i p i tma n bea albl i ee ton cbo s F mo ei o ma i a ut p a s n rn y ot v ia e n lc r i ok . or r nf r ton bo W i y p od t / ii o we st a w' w v/lyc l r ucs vst ur b ie t v c re .om. e i I b ayo o g esC t lg n -n p bia inDa a . r r jc n r s a ao i g i- u lc to t: i Ba rJ e 1 60 ue/o l 9 How t pe s depe l who d twa tt bepe s a d : twha youwa t o rua ope on' n o ru de ge t n- e eytme / oe Ba r llr I o, v r i L J 1 ue/vak - . e' p.cm . l cude bi i r phia r fr nc sa i x. n l s bl a c l ee e e nd nde og IBN 0 -64 7 ( r c e) S -471 79 -7 had ov r 1 Pesain ( yc l )1l v llr /1 2 l.Tte . ru so Ps hoomr .- y/vak 96 - l'll. e 8 : 7.483 2 4 163 1 2 00 7 1 3. ' . - ( 5 8 52- ( 2 1 22 8 20 02 33 03 76
  • Form y m ot r C a ol w ho ne ers i ' tca he , r , v a d,' nnotbe l done/ a m y wie,Chere who s i ' st t a1 ' ' nd ' f i, ad,' ha 1?' l - J. . B Formy mot r Rhoda who r d me T't geJ/g ,a he , , ea rg r st k nd es g m y wie,St l ,who ca pe s de wih t bes oft . f ela n r ua t he t hem
  • p .1 e C O N T EN TS ACKNOW L EDGMENT S D l I TIE Llv xE uw x - sf k I E C IANGE T- M OM E I IE I NT THE Tpk ly t lTl M E - S a hs olvz ox CIANIM lk I THE BODY M E AP-OR T I I THE P E M E APAP R T IOR I THEQul tPI OP NI cl TCH E NG THEQul tPI BODY cl TCH 11 1 2 1 3 1 6 1 7 18 THE SLOGAN PI TCI I C otvl w l'IS L S k xcE 7l AMP E THE Pow E oy Ft E k IE THE Pow E OF G IT k FS SOLD Pkooy I D YNAMI C I TY C ARl BE D l -l r srxc' O vE v ERE l-t kcoll s sr xcE / THE LOOK THE PL TF 1PI A OR& TCH THE V ECHANIII R NCY K I S EME GE V T I NDEX A B UT THE AUTHO Z O S 1 13 22 40 53 66 78 90 1O1 112 125 133 15O 159 176 186 197 213
  • p .1 -. A C K N O W LE D G M E N T S ' lk t t nk m y w ie,C he i w ho kne lha pot i l d i e o ha f re, w d enta whe i w a wel hi n t s l dden; m y a a i c l e Cha l , m z ng hidr n, nele Br a ,a St lng,w ho e r da t ch m e w ha lf i r i na nd eri ve y y ea t ie s eal a ly bout m y m ot r C a olBa er a m y f t r St ; he , r u , nd a he , ephen Shoye ; y a i gr ndf t s Al r a D ufy;a m y cl r m dor ng a a her , be t nd - nd f os e tf i nds Bi1Ba s re , 1 koyni La r Be r D a d Bor ,G a y La er , , r y cke , vi ys r m s Erc M a rn, Dae Penn,J s Ra l Da i St hl a J i ui l a on nda, v d a , nd on St ton. ihoutt i ongoi s es W t he r ng uppor , hej r y t r ge t t ou ne owad t tng wha l a w a w a e w oul ha bee l l l lke t i t ' l ys nt d ve d ve n one y. ' i o d t nk my lf t c s Ja Cha n,Pa Di mond, oe De j ha ie ea her, ck ni ul a J L on, G a y H unt r H i O chi i Ron Pr ve ,Be y Ra a G r gg r e , dy a, a r nn y, nd e W e t Keni C oi & S a p Shop M a c Depa t e whe l bb; he n n tm gi r m nt n w a e e en;t s a fofCa ni lC r s L ne w hen l a t ree s lv he t f r va ui e s w s hi t n; a m y publc s ,Phi Lobe ,who ha w or d br li nty wih t nd iit l l s ke ila l t he m edi t ge t w or outa tm e. a o t he d bou l a s lk t t nk my c a hor M a k Le who i a wrt ' lo i e o ha d o- ut , r vy, s ii god.W or ng w ih M a k i t onl wa my t hni es a ng ki t r s he y y ec qu nd phios l ophy c d ha e e r be n t a f r e s expe ty t t oul v ve e r ns e r d o r l o he pa H e c i be i i m y w ord,a bec m e af i nd a wel. ge. lm d ns de l nd a re s l L f ha dea t m e a gr tha a t ca ds w ilr m an i e s l ea nd, nd he r l e i n pl y u i m y l s br t a ntl a t ea h. - J. . B
  • ACKNOW LEDGM ENTS ' lke t t nk m y w ie,St la whos l ve a s d i o ha f el , e o nd uppor ha t s ke m e goi my m om , pt ng; Rhoda my br he ,Pa ;m y ss er ; ot r ul it , J ;a a1my ot ra zi r ltve ,i Gi,lwi a oyce nd, 1 he ma ng ea i s lke 1 r n, nd J n.lt nk my findswhos widom heped J la me oa ha re e s l oe nd w rt t s book: D i k ' ie hi c ' The Gur ' Ax r Re e Ba e ch, u' elod, ne bi wi Lar Be ke (ori r ci met J l,St e' esapec i ry c r f ntodu ng o oe) ev Ther' ulaiy i my s 'Cohe Pat Da ,Ke n Da (orat rt n hoe' n, ti nos vi um f wohourconves ton t tma i a1cea) Chrsophe Dit a rai ha de t 1 l r, it r ls nd hi har J ck F t r Bob ' s i, a os e , The H a ppy Ske i ' Fre f , ptc idhofer M i ha l' c e ' Leona do' G e b,N a ha G ol D a d ' eri Buehl r' r ' l t n d, vi ' r s F e' G ol m ih,M i he l H er a Pa H a rs Robe t ' ds t c le m n, ul r i , r ' tS Shor en- t nce 'J c ,M a ' e s ba ' L ng,Pa l Le r St ve e s' a obs c ' ga , byl V ' u mbe g, e ' ow di i w a k? Sa ' H d t l ' nderon,Ri Sc f e Ada Snuka ,Ken s ch he r n, m l Swe e ( wa e ie by ourbook c e beor a z y who s xctd onc pt f e nyone e s , a w hos e hu i s ga t ' t lnd' r et a lf l e nd e nt s a m ve he Pichh/ ' ock i it i o or t,a KalWebe .Alo,t nk t ourltrr a nt nt bi) nd r r s ha s o ieay ge , M u i l Nels a he a ssa ,J ne Robers t e er re li, nd r sit nt a t, o v yone a t W ie wih a bi s t out t M a t ' he N u t e ' H ol a l y, t g hou o t ' T r ur r' t nd Ta a a ' m r ' Tr ns va a 'H u m el a t Cl i e H uim a The a yl ni n' m , nd o a r s nn a t kilrs afa l e sonsBook a J r lSe vies Alo nd he le t f t mpr s i nd ou na r c . s a s l lke t t nk m y pe s W hen you'e w rtng e e n hour lo, ' i o ha d t. r ii l ve s a da w ih no hum a i s ght a ba k,a m eo , a t e c n be y t ns n i , r w or w et a a uly c ori Bls you Ku ,J u ('uzo',Xge,a wf l omf tng. es ma of ' i ' F ) r nd Bety. s Fi ly,l d lk t t nk t m a hi ef J Ba rJoe nal woul i e o ha he n ms l, oel ue . l i a m a t r u bu i s s pe f m e ,a f i nd.l you e r s s e f l s nes per on, ror r nd re f ve ge t c nc t s e hi i a i t ke i! t he ha e o e m n cton, a t M
  • p .1 1 -. D RAW I T H E LI EN ER N ST ha you' a tt r d i abi fi e ng.S et r bou o ea s t rght ni e om tm e s m i r a t ndee w a k ou on m e a ldei s e na te s l t s lve t s maeilbe ue t /r ditr b i r hi tra ca s he e subed y wha t y hea .The e a e s a t pe e w a ki t he r s r m r opl l ng out ldon' bl m e t . t a hem f l a ng. si t s uf ofni m a e . or e vi Thi s he t f ght r s A syou contnue r di your g ng t l r t pe s de i i ea ng, 'e oi o ea n o r ua n a w a you ne i a ne pos i e. oti a D a e C a ne e w a y ver m gi d sbl N n l r gi y. N otby s ii a t s ng i peopl s fr t na es a you s a m lng nd os i n e' is m s pe k w ih t .Thi i a t hem s s bout ge tng pe e t do wha you w a . ti opl o t nt Patc al srnges ( hen a J r; rporersw hu e of riulry ta r. W / e e t a ndrds /f t s r nger f l m y com m a i union,he c led t dipl y ' ta s olow nds n s a l he s a ' a f tofmasobe enc t tmu tbes nt bebeiv ' ea s di e ha s ee o le ed.) ' M y perua i m ode i unus l butdea y efe tve. di t s son ls ua , dl f c i l dn' r da ea bouti i a m a zi orde l i wih at m ofuni r iy tn ga ne ve op t t ea ve st s a s l t d,i com e f om m y 37 yea s ex i nc i f ont chol r . ns ea t sr r ' pere e n r of a enc a f om m y s udy of t e t u m a t r of i l udi es nd r t hos r e s e s nfue e, how f k;m os l s nc s ol ty how f k i t ' r a t . ol n he ' k r s' da ' Yes a 1 l know a , 1 bout pe s s on l e l r d fom c r es r ua i ' ea ne r v a ni , f kis hypnots s m a c a ,m ent ls s s rt ls s a pa tca r, it , gi i ns a it , piiua it , nd, r i
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  • ovEl l t Ew v t poi :' r you s e you w a t know ? l' a ltl f i e ng. he nt ' e A ur nt o t ite rght ni s M os pe e c n' ha e i. W he t y s y yes a t y a wa t opl a t ndl t' ' n he a , nd he l ys do,lco pia or al a ' o i c os r ldon' w a e r one ns r t i ly dd: ' ve n l e . M t nt ve y hea i t s'S rng hi. uddenl lha e t i a t i i aw a t tm a s y, v he r tenton n y ha ke t m hungr f mywor . /r mi f t mome . he y or dsThe e ne or he nt Rea ng J o?t Pest Pebe J ? D0 1 J t t BePes tl; di - a o rgg o l / 0 g /g o f ke // gt rgg e tt w il a e renc f you. uc ofw ha you' a l be n xpe i e or M h t r boutt l r e o ea n i a ia e now her e s s va l bl e le. La e a ge l e ca you bea i? l' o v e tm e di s nd ntem n, n r t ts ver i w i ! O VERV I EW W ho Shoul Read Thi Book? d s lwr e i pr dom i nty f bu i s opl M y t chni esw il ot t e na l or s nes pe e. e qu l hel e cu i s m a ge s ent e e ur ,s l peopl m a k er , p xe tve , na r , r pr ne s a es e, r et s a rii sa f huma r our es pe s dve tsng t f, n es c r onnel pr s nt r , j , e e e s ob s ke s a us a ee r, ndj t bouta nybody l ng f awa t ma pe e ooki or y o ke opl r eceptve t s i o uggestons. i O fcour e, don' ha t be i busnes t pr i fom t s s you t ve o n i s o oft r hi book. Anyone who wa st i l e e ot r t hi orhe w a of nt o nfu nc he s o s r y t nk ng w il w a t r d i.Tha a e hi i l nt o ea t t udi nce i l nc udes a tvit , c i ss c ns l s ne i t s peror er ,physc ans poltc a ,pubou e or , gota or , f m s i i , ii i ns 1c s ker ,a t c r . i pea s nd ea he s A n a enc t tde er e s ci lm enton i sngl . y pe udi e ha s v s pe a i s i es M r s s on s r t i s a e na u a sw he i com e t m e tng a i ua i t a eg e r t r l n t s o e i nd m pr sng pe e. f r aC a a va orva p-n-r i ng, ke es i opl l you'e s no m i t a ni you c e t t rghtpl ce. om o he i a W hatI t Book' H i h Conc ? s he s g ept Bef e la wer 1 m e ex a n w ha a hi conce i . or ns , et pl i t gh pt s The prni c pl i crtc li you w a t be a pow e f pe s de .The t r i e s ii a f nt o rul r ua r em b cgcl i mos ofe us d i t TV a fl i ti s pa èb o et s t t n e n he ) nd im ndusre , r tc a l du i pic m e tng , i w hi h wrt r t ow coni ul ry r ng t h ei s n c ie s hr dens d i s a a s udi e c i e,hopi t t t e u i w il e dea t t o xe utv ng ha he xec tve l buy one oft m a t n i i o a s r e or a m o e. he nd ur t nt e i s vi
  • Dl w I TII LI u x -E STENEP - T hos condens i a a e hi c ept .The t ke a com e ed de s r gh onc s y a pl pl a r ducei t ism os c pe lng poi . ex ot nd e to t t om li nt The r uli es tng s e orphr s i w ha t w rt rfr s a t e c i . ent nce ae s t he ie ie t he xe utve W ha ' t m os f ou hi c t he s t am s gh once e r pic d? Ac or pt ve t he c di t ' rec Pic ' a TV docu ent r , i w a de i r by ng o ' f t t h/ Pe m a y t s lve ed Aa on Spelng t s l hi pr e s re A lbt yae.Spe lng r li o el s opos d e is i ls n li piche t s i s a ' u s si w ett s r s'The s udi boughti t d he ere s ' r e n n -hit . ' t o t i m e a e y. m di t l So W hatI Thi Book' Hi Concept s s s gh ? J slf yo / f t bru i b gf teel f sjboe in llcl a t l z u 9, o e a e y s' / t l t o rjs oa Itl . o? 01 s j s 7 l ? cg ye g s f me T ha conc m a not be a s xy a Spe lngk,bu i' a ur t t ept y s e s li t t cc a e. s T hi book brngs t s r t ofs s i he ec e s how f k t t boa dr .l ol o he r oom t t che you how t us e era nm e t i l nce. ea s o e nt t i nt o nfue T hi t s pr m iess nk he e e s ound odd? The ls es you s t h n ugg t wic on yourt ev son.l t s c s oft l vi i ha t ughtus a el i i f he u ce s e e son s a nyt ng,i' t s Peopl w ilope t s ves up t a com m e ci l hi t hi : s e l n hem el o r a m es age f s fyou ent ran t e t i hem. ke a y t e eranme ,a Ta wa he nt t i nt nd - t vi w e s r sof t a he s a i whie t s he e r u f f o not r t ton l he pons ' m e s ge or s a s goe u s nhea d. r Pr oduc s l r s a f l ba e upon t e er a nm e va ue t a es ie nd a l s d he nt t i nt l oft i m e s ge . m es a t ttckl st publc ca be w orh he r s a s A s ge ha i e he i n t bilons Attm e ,a e er ani m es a m a be t onl t ng li . i s n nt t i ng s ge y he y hi s r tng one pr ctfom a her epa a i odu r not . Botld wa e i a good e mpl l' a $3 bilon a yea i te t r s xa e. t s 5 li r ndusr Tha '$35 bilon f apr ty. t s li or oductnots t ntal dif e ubs a ily fer nt fom w ha you ca getou ofyourf u et r t n t ac . O bv ousy, hepe e i t ti s r a ebrght The notonl i l t opl n ha ndu t y r i . y y c ea e a m a ke ,b t y wor ha d a m a ng ea h br n s m r td r t ut he k r t ki c a d ee dif r ntf om is c fe e r t ompett .O n w a e i fom a s r a .O ne i ior e t r s r te m s fom t m ount i .O ne i fom F a e.O ne ha a d via i . r he ans sr r nc s dde t m ns O ne c e i as itbot l f p eon t go. om s n qu r te or eopl he The ls goe on. it s l wou d a g t t v y ltl s pa a e one w a e f om t l r ue ha er ite e r t s tr r he ot .l you w e e t conduc a t s e t s a ong t t t ee her f r o t at et m he op hr br nds ldon' t nk you' fnd a ob ousw i . a , t hi d i n vi nner
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  • DP AW I TH E LI N STENER W hatAr Som e olt Te ques e he chni ? Youke a r a e r e ed a l s t t c que .The Frght le dy xpe i nc t ea t wo e hni s i C ha l lenge w a one,a cont i wihi i w a a s c s nd a ned t n t s e ond t c e hni e: t l/ f.l you want t per uade peopl you'e goi t qu s rlf? f g lg o s e, r ng o ha t fgur ou w a ofl t i t ve o i e t ys e tng hem s m pl you s a e r ugges i ton, i ,s r c or pr dea e vi e, oduc .O t r s t y' doubtyou,a t t t he wie, he l l nd ha doubtm a k p t y ee hem fom a tng on yourw ihe . r ci s s lope d wih t Frght Cha l nge bec us i' a a t ntonne t he i le a e t n te i s gr bbe ( ; i a t d a as mpl ofwha your goi t l a n.l a rg t t ce s a e g t 'e ng o e r f you t houghtt c le e fi fa , he you i t nty kne t s he ha l ng lm l m t n ns a l w hi book i n' f you.Conv s l i you t ghtt c le s t or er e y, f hou he ha l nge i nt i ng,t you'e no doubtea r t t r t ough t r s of rgui hen r ge o ea hr he e t t s book a m a e i s r t gi yo rs r t gi . hi nd k t t a e es u t a e es s Sa plng he ps pe e dr w c l i qui kl a honm i l opl a onc usons c y nd e ty. l' a e hi a w a t wi t m ov t your s de.La er s l t n t c l y o n he s er o i t , you' l a n t bes w a t ofe s m pl i s t tons pr e l e r he t ys o f r a es n iua i l of s sona a pe s l i l nd r ona . Besde t F i Cha l nge a s m plng,you' a s l r i s he rght le nd a i l lo ea n l how t per ua u i doz nsofot rt c i . ong t m : he o s de s ng e he a tcs Am he t - Body Metphor t Pa rM ea ,t Quik Pic a t a , he pe tphor he c th, nd he Pl tor Pic A1 a e e e t i ng.A1 a e efe tve.You a a f m t h. 1 r nt r a ni 1 r fci nd t pe e your pe s di w il ve f n whi you ge yourwa he opl 'e r ua ng l ha u l e t y. O fcou s ,not e er t hni i t s book f nctons s e y re v y ec que n hi u i ol l t e er a n.You ofe i s d be fa e w ih ent r a no nt t i r f rngs houl l vor d t eti m entprnci e ,not dr i pl s owni i t m .W hie you'e l a ni t ng n he l r e r ng o e er a n,you' alo be l r ng good,s i busne s a i l nt t i l s l ea ni old i s nd nfuence pr i . actces l don' w a t l ve t s i r t nt o ea hi nt oduc or cha erw ihout pu t y pt t t tng t s lght on a i l nc t c q pa tcul ry dea t i he poti n nfue e e hni ue ri a l ro m e: he Tr ns or a i M e ni m . t a f m ton cha s W hatI a Tr l m aton M ec s ans or i hanim ? s l i a de onsr ton t tga ns your a e ' a t nton,l e s ts m t a i ha i udi nces t e i ow r t r de e e ,a s v s a a m et phor f your m e s ge.Jk ( hei f ns s nd er e s a or sa tg tfêttt l/s( I ftA maorpoi . net tmi s l t dirc /g rtt g l g. g ge o j nt O ha ght pel he f
  • ovEl l t Ew v 7 f e be wee s eonest ki you s er nce t n om ' a ng r ugge ton or dim is ng si s si i .Le m e gi e you a e m pl ofa Tr nsor a i M ec nim l t t v n xa e a f m ton ha s us d t ma e a$45, s l l i ve ar rba e o k 000 ae. t nvol d ubbe nd. M y pr pe w a t hea ofm a ke i f a W e tCoa ts t os ct s he d r tng or s s of - wa e fr .He compa wa r ntngm aor100t s cea a upr im r ny s e i j 7 h pa t n c i conve i a s ha cont c e m e a a pos i e hie om ng nton, nd he d a td s sbl r f t s or he how.M y j To a t a t c ob? c s he ompa s pichma a ny' t n nd dr w pe e t he 100t a opl o r 7 h. Bec us i w a s who ha ca l d t m ee i lt a e t s he d le he tng, houghtt he s l w oul beea y. asle rwr ae d s W ve ong. he la ked he a W n s r bouthe r c pa sgoa sf t s om ny' l or he how,s w a va e. he ls e he he s gu W n how d r c i nt t s i oni l a phot a le e tm a s nd ogr phs of m e dr wi ove fow a ng rl c ow ds a pr vi s s s gl nc d a t m a i lha ha r t e ous how , he a e t he s f d nded herye t r y' ne s s e da s w pape . r She t nke m e f c i a s i s ' ge ba k t m e. t ha d or om ng nd a d hed t c o Bu lw a n' l vi The m ee i ha cos m e tm e a m one a s t ea ng. tng d t i nd y, nd herge - ck-o- e s ch w a n' gi ng m e f le hope.l ll f ,l t ba t m pee s t vi as f et w ou d ne rhe rfom hera i l ve a r ga n. lr e f om m y c i a pr e os r ha r nd et nded t pa k u As ls m y o c p. hut l pt a r postoned i a na y ie s i m y bref s ,la k a op nd e ii m gi r t m n i ca e s ed hert s meque tonslha j ta ke he ,onl ls t d t m . he a si d us s d r y ofene he Fori t nc r t rt n a ki a thercom pa sgoa sf t ns a e, a he ha s ng bou ny' l or he upc i s om ng how,la ke a s d bout her be tm om e s fom pr vi s nt r e ous s w s a ho s pl nne on du i a i t .Afer a f w ho , nd w he a d plc tng hem t e moment,ls s moke outherobj c i t my s r c s d e ton o e vie . H e com pa ha a w a r led on w i ng ove e ry r ny d l ys e i nni r al a dopt r w ho w oul gett w or outa tt ne s t a e t es d he d bou he w ofw r o t r f lo ha d- or us r .Thi s r t gy ha s r ed he fr hei e l w r c e e s s ta e d ev r im w el.l ha doubl i s z ove t l s t e yea sb ca e i t lt d ed n i e r he a t hr e r y t rng o ea l a ry dopt s er . M y s v ce di tft t tea l a er i dn' i ha ry- dopt m ode a a l a l a t er l t l- t e s not i he m i W ha l a1a t i dr w i t l r s t a n r nd. t ' 1 bou s a ng he a ge t r dem s w c owds pos i e a t t not w ha s t ght s ho r sbl , nd ha ' s t he hou he nee d.' de The m a s a e t goi t bu ou pr s es r n' ng o y r oduc / s s i t' he a d, ' ' ' s ls e no r s t a t a t a e e t i t . She conf s ed o e ea on o t r c nd nt r a n hem ' es
  • Dl w I TII LI u x -E STENEP - t t t onl r s lha bee ca l d i w a be us he fr ' ha he y ea on d n le n s ca e r im s C EO ha s en m e dr w cr d e a owds f a rva , a he t or i l nd hought i t m i be a good i t hea w ha lha t s y. ght dea o r t d o a ' tm e m a s e lu r t nd/ ls i ' be i ve t tlca ' Le ke ur nde s a ' a d.' ' You le ha n dr w a m ob t you 100t butyou t nk t t ove kil You bea o r 7 h, hi ha ' r l. s le t tt a ofundif e i t onl r a e aw a t d exi ve ha hous nds fer nta ed ooke s r se pe e, a dit a ton.The m a e ns sr c i y y ven ke p a a t f ks you e w y he ol r ly wa : heea l a eal nt t ry dopt r . She a r d, ha wa herdie m a. e s' ' g ee t t s lm lkne w ha lha t do.lha t t a f m t m om entf w t d o d o r ns or he or her lha t t ke herfom whe e s w a a m ove he t a di . d o a r r he s nd ro f f e va a poi .W or aone we e t goi t do i.Sb er nt nt ge nt ds l r n' ng o t e gee tee ei c o ei /rl/ ll ( e? e/t/ xbrn ejsey ? t t rtg f. r; ? e n e fw g g z lnotce a r i d ubberba e ic i herw rs a a ke hert nd nc r lng it nd s d o r ove i. em t 'm a ne t t your s alr ' gi ha l m l ubbe ba i your s a lgr of r nd s m l oup ea l a ry dopt r / l s i ' hos a e t peopl you r ly w a a e s' a d. T e r he ' e ea l nt t t s he how. y s l t dif e be wee yourc pa ss The pe l he fer nce t n om ny' ucc s a f iur A g ee ' es nd a l e. r d? gr . ee ' ol one e oft tr ' d H nd ha ubberba a yourl f fnge tps t nd t e t i r i , he ot end a you rghtfnge tps a pr s t ba a i tyour her t r i i r i , nd e s he nd ga ns upper 1p. The w om a l i ' ' n ooke a m e a i lw e e f e h fom t d t sf r rs r he a yl m . s u ' on' worx 'ls i ' k ' t l D ad ' you now lm a m y lvi a a s w ke i ng s ho m a lw a t drve hom e a poi , lw a t do i i a s ci l n. nt o i nt but nt o t n pe a w a Pl s putt ba a i tyou 1p. She c ple y. ea e he nd ga ns ri' ' om i d. ' oe t ba f elhotorc d?' a ked. ' s he nd e D ol 'l s Ol . tl ' ' Good. ow i a ne t tbe i s t ts alba ofa N m gi ha sde ha m l nd dopt r , es hundr ofot r pe e c e a ong a e nd t c ow d. eds he opl om l nd xpa he r To ge a vi d i a of wha l t l ng a t e nd t ba t vi m ge t ' a ki bou , xpa he nd. m St e c i bet n yourfnger u i i nea l s ps'She di r t h t wee i s ntl t ry na . ' d. ' ourl r r bbe ba now s bolze t m ob s r oundi ' Y a ge u r nd ym i s he ur ng your100t i lw a pic ng.Kee t ba t ut a puti up t 7 h f s t hi p he nd a , nd t o yourlps a i W ha do you f e ?' i ga n. t e l'
  • OVER I V EW 9 ' h m y godl s s i ' ha ' r a ka e. ' O ' he a d ' t em r bl The ba i hot' ' t s nd s . ' ha ' rght' l s i ' t hot not be u e of m a c,butbe' t i / ad ' ' T s ' ls ca s gi ca e ofphysc .W he you s r ched t r bbe , us is n t et he u r you e ie is xc t d t e ec r a he t d up t ba l t ons nd a e he nd. ' he s m e ki ofe cie e - nd- tr a i i w ha ha ' T a nd x t m nt a hea e cton s t ppenswhe you e nd yourt a s n xpa r de-how a di nce ,t u e s oo. ' he you ha a bi cr ' n W ve g owd, s e s y r lze s e hi bi pa s r b ea i om t ng g i ha s ppeni i t 100t The c ow d' sze c ea e a ex c ang n he 7 h. r s i r t s n pe t ton,a e cie e ,a hea . i n x t m nt t The pe e s unt rng pa t sop a opl a e i s t nd w onde ,' ha a e a 1 t s peopl l ng a ? W ha do t y r W t r 1 he e e ooki t t he know t tldon'' The t y r t j n t c owd,ma ng i ha t ' n he un o oi he r ? ki t bi . gger ' ow, omeoft s pe er ng t j n t cr wil ' N s he e opl unni o oi he owd l be ea l a ry dopt s Ea l a er . ry dopt s aw a w a t be on t i i .l er l ys nt o he nsde f t y s a c owd a t y don' know w ha i' a he pot r nd he t t t bout t y' s , he l l pr ctc ly s ve t rw a t t font l e s n t sha n ove a i a l ho hei y o he r . ' ee hi ppe v r a o t ough t ye r . nd ver hr he a s ' y c owds wilpul i m or ea l a ' M r l ln e ry dopt st n youke e r er ha ve ha pr c s l beca e my c owds a e s bi s e ie s f lof d, e i e y us r r o g, o xc t d, o ul e r y. c ow d dr ws a l r rc ow dl ne g A r a a ge r ' ' She s t sl nty f a f w s conds pl yi wih t r bbe a ie l or e e , a ng t he u r ba Then s a ke m e qu tons a nd. he s d es i : boutmy f s my m e hods ee , t , t l s i of m y pe f m a e .W hen l l f he of i e,i w a he ogitcs r or nc s e t r fc t s w ih a sgne c r ct t i d ont a . Tr ns or a i M ec nim s hel you m a e your poi i a a f m ton ha s p k nt n w a m or e f tve t n s r i f w a d l c. y e fec i ha t a ghtor r ogi They wor f t k or he smerao Det o Sge lgfr e u t r e a n o rvau s a e s n t/ ja t s t o c s s o e x mie u le gg /rg a Jk( J o t rg L lt u r -e o rp a ei t ewo l Ther nd t g / gl f/ i es s es e u lc n h e h rd. i - ls onscomet usi aTr j n hore. y a lt u be us of es o n oa s The ppea o s ca e s or col ,a ent r a nm ent The t t y, or nd e t i . y ouch usi aw a t tba d n y ha l i or a i m is . nf m ton s es M or t n one-hid oft sbook i de e t t Tr ns or e ha t r hi s vot d o he a f m a i M e nim .You ca us t e m e ni m s i a st ton cha s n e hes cha s n ny iuaton you ca i a ne:t r e a w or or t c os a s l ,ort i n m gi o ous kf ce, o l e a e o ge chidr t c ea t rr . t l en o l n hei oom
  • DP AW I TH E L STENER N I W ho Am It Teac You Thes M et o h e hods ? la J lBa r pr e sona t a s pic a lpe s def m oe ue , of si l r de how t hm n. r ua or a lvi F t 5O c pa e hie m e t s a a op a 26-nc i ng. or une O om ni s r o t nd t i hhi rs i f ontoft i boot a pic t i pr gh ier n r he r hs nd t h he r oduc s t. W ha do t s c pa es ha i s e i a t ca t a t he e om ni ve nve t d n ypi l r de s w ? The ho yke s ntup t t n m ilon dola son 100t c t ucpe o e li lr 7 h ons r ton,fve hundr t s nd dola st r ntfoor s ce,a huni i ed hou a lr o e l pa nd dr eds of t hous nds m or on uni f e , dr ya c r es a e on e s a ge ha g , per onnel c t , a t a l e ns s Bu t e dola s a e t s oss nd r ve xpe e . t hos l r r he l s oft i c e ns ea t he r onc r . O fen,t f t e of t i or ni tons r s s upon how wel t he u ur he r ga za i et l t y do a t s he t he how.l t y ha a ne pr f he ve w oduc r l ,t y t olout he w a t pr s t s e i,t TV c m er s t s nt he e s o e t he a a o hoot i, a t i t nd he r pr pe s t buz a os ct o z bout i .A ba s t d how m ea a ba pr ns d oduc t l unc a t tca snk acom pa y. hen pe e hie m e, he a h, nd ha n i n W opl r t y ha hi e pe t tons ve gh x c a i . W ha i t t a s t s he r de- how envionm e ? W hen you' a at a r nt r t r de e s w ,you'e i a e r e t t c n be i pe s l a a ho r n n nvionm nt ha a m r ona nd t tm e br a .The com petton s r i s ut l i i ur ounds you,a t y w a t nd he nt o s you f i ba y. ee a l dl And t pe e your t yi t pe s de t he opl 'e r ng o r ua - he s w at ho tende - a e r hi pa tyou.The don' ca e w ho you es r us ng s y t r a e,ho ni e you a e,how f r ulyou a e,or how s ror you r w c r ea f r upe i t nk you pr hi r oduc i . ts Per ua ng a a t a s s di t r de how i a n t per ua ng on t s r e s ki o s di he t e t or i t a i ntba a r The e a e r e ,bu f w oft n he nc e z a . r r ul s t e hem a e i r n yourf vor l' m y r s a .t s e pons biiy t s op pa s r by, tt m t ls i lt o t s e s ge he o i t n t a pr e o oduc pic a c x t m i o l vi t i cont c t t h, nd oa he nt ea ng he r at i or a i nf m ton. To be c t e f c i , lca t per ua pe e t s op one by os f e tve n' s de opl o t one.l t a l m u t c ea e cr w ds La ge,s r c ow ds lm us ns e d, s r t o . r ca y r . t ge s m a peopl t s op a w a c a ls e a a tt oug t o ny e o t nd t h nd it n nd c hr houtt da t tm y c i nt l d- ne a i m a nesa e fooded he y ha le ' ea ge r ton chi s r l w ih pr pec s t os t . H ow weldo ldo?The JQ/Stet ggt Oni c lsme 'he l ' / re Jo r g l al $ / ne ' t c im a oft boa d'ofcor a e t a s w r i a ng. 's ha r n he r' por t r de ho a nm ki ft t g
  • ovEl l t Ew v a t tng he t e i Co lt ' w rt st tlm ' n exper atget i t a t nton ofpeorlg ) ie ha ' ' lg r p1 w ih l sofchoi s a e t ot ce boutw he e t s nd t rtm e. r o pe hei i ' ' Eve my c pe ior uni e i ly c plm e m e.The n om tt s nt ntona l om i nt y r f r t m e a 'he t a n w r k 'm ea ng t twhe l pic ng ee o s ' r i ec ' ni ha t n ' t hi m t e a e pe e l i out e yw her , fli t 100t a her r opl ad ver e ilng he 7 h nd s li out i o t as e ,m a ng i i pos i e f a pilng nt he i l s ki t m sbl or nyone t o m ove.lcr a e s h pa e t uc ndem oni ,t y s y,t t ha dl a s w um he a ha r y ho goe by fom w hi h la nott ea e d w ih e pu son b s w s r c m hr t ne t x l i y ho . m a gem ent. na G uit a cha ge ly s r d. l be n pic ng a t a s ' ve e t hi t r de howsf 24 ye l a i t ttm e or as, nd n ha i l e tm a e t tt y m ilon pe e ha s oppe t hea w ha l ' s i t ha went li d opl ve t d o r t ha t s y, e uli i m or t n t e m ilon l dsf m y c i nt . d o a r s tng n e ha hr e li ea or le s W ho I t Book' O t Aut ? s he s her hor lwr eJo ?t Pest PebeJ ? D0 1J t tt BePestl;wih my ot - a o rgg o l / 0 g /g o f ke // /g rgg e t tt c l g M a k Le y. a k i a e r pic a a w rt rwhos olea ue r v M r s n xpe t t hm n nd ie e s lsha e he ped m a hi c i nt m or t n abilon dola s kil v l ke s le s e ha l i lr. M a k ha c r bu ed m a ofhi own i l e t chni s r s onti t ny s nfuenc e que a a c es t t s book whie wor ng t brng my conc s nd ne dot o hi l ki o i ept t lf o ie. W hatsM y Pic t You? ' th o T hi in' a or na y book on per ua i l' nota t e on how s s t n di r s son. t s om t c r ,m a pu a e,orf c ot r t s bm i t you w il o ont ol ni l t or e he s o u t o r l. Book t t pr ie s h a e c s ha om s uc dol s ent f nt ses don' hol a ai t d w a er The rw i l e m e hodss t n i o l e l e. t . i n/os t oon ur nt os /os Thei phi r l ophy goes a i t t w a m os of u lve,t nk,a a t a os ga ns he y t s i hi nd c nd does tt ke i o a ountw ho w e a e a wha we w a t ofe n' a nt cc r nd t nt o f r t w ord. he l la goi t t ch you ho t pe s de i aw a t t ne m ng o ea w o r ua n y ha ' i s t snit r m a pu a i norzer s .la g ng t s w you her i s e , ni l tve, o- um m oi o ho how t be e i l i l c rs a i a m a tc. o com nfuenta , ha im tc, nd gne i You w ilge w ha you w a by he pi ot r ge w ha t y l t t nt l ng he s t t he w a ,a i t pr es , wila 1ha e a good tm e. nt nd n he oc s you l 1 v i
  • 1 2 DlAw I TH E L STENER k N I T hi i notabook on ho t w i a a sngl ne i ton. s ss w o n t i e gota i Thi f abook on how t w i a lf l t chest tt be tw a t i s o n t ie. t ea ha he s y o nfu e ot si t l a beha a i you'e ape s ofi l l enc her s o ook nd ve s f r r on nfue e. w a . ta1t m e . nc Al ys A 1 i s l t che t tt w a t m a m one i t ha f M y w a t ea s ha he y o ke y s o ve un. y i t wa oft pic n, hec j or t e eraner F t t s he y he t hma t on ur , he nt t i . or ha , lm a e no a ogi . k pol es lw il i lt ordi i s w ha lha t t a You w ilge l not nfa e m ni h t ve o e ch. l t t unva nihe t ut be us t un r s d t u h i w ha he r s d r h, ca e he va nihe r t s t w or s l wor w he he you' t yi t i l nc a chid a k. t ks t r r r ng o nfue e e l t hom e, he boa d ofdie or i a c e enc r ,ort n m ilon t r r ct s n onf r e oom e li vi wer sti i t i lvi r s w a c ng you on t e son. e s itng n he r i ng oom , t hi el vii A r you r dy,t e ea hen,t l r how a pr es i l pic a o ea n of sona t hm n per ua s pe e who don' w a t be pe s ded,a how you s de opl t nt o r ua nd ca do t s m e? l s s e c os r n he a f o, t p l e . ldon' w a e r t nt ve yone t hea t s o r hi .
  • C H A N G E T H E M O M EN T ha you do ca ha e a r m a ka e e f ton peot n v e r bl fec pl D on' bele e m e Tr t s As a f i nd t e. t iv ? y hi : k re o t nk a hi boutt be ts m erda s se r e pehe s um y he' ve x r e d,t w a ch he cl el Youl w ine s a i nce hen t r os y. ' t s l s rki c nge i he physognomy a dem e nor t i ng ha n r i nd a . She m a l a t dr m iy a i s s t yi t ore he y ook bou ea l , s f he' r ng o i nt r m ent li a i physca s ce.H e e s m a w i n w hie he a m ge n i l pa r ye y de l r j w sa ke . l s ksowl a t n,a s cac shol of a lc ns She' pea l y, nd he s he t he d l a vic a m e or s l r m p up a t l you a s er l m y, he' a l nd e l bout a c l hidhood t i t a ca ni lora l k s on a pa k be rp o r va ong i s r nch. By t tm e s ' fnihe s ' be grnni a f elng a he i hes i s d, hel l i ng nd e i s t hough s ' f hes ound s e hi s ' l t She m a e om t ng hed os . y ven be t a y er e yed. And a 1 you di w a a k a que ton. You c nge he 1 d s s si ha d r t hought , her pos ur , a he outook wi h a que ton. O ne s t e nd r l t si que ton! t pow e . s i Tha ' s r You di tw r te heri o a ha dn' es l nt ppy s a e. t t You s tt pr r e he ope condii tons a 1 t her m i do t r t You cha d he nd e nd he es . nge r m om ent.
  • CHANGE THE II VI V OI ENT M os peopl wa k a ound i t i pr e s The vi w lf t e l r n he r obl m . y e ie t ough t i per e ve lm ia i . y m ea ur t y by w ha hr he r c i d i t t ons The s e oda t ha ned ye t da ppe s er y. W he you c nge t m om ent you s f peopl s pe s cn ha he , hit e' r pe tv t ki t i e, a ng hem fom w her t y a e t wher t y' lke t be. r e he r o e he d i o Fr t tva a poi ,pe e wilbe m or a t i a m or om ha nt ge nt opl l e tentve nd e r eceptve t yourpr i o opostons. ii You ca c n hange t m om e i a nu be ofw a .l t f he nt n m r ys n he ol l ng t e c pt s you' l r m et owi hr e ha er , l ea n l hods t t r uie sm pl ha eq r i e pr . ow,t ops N hough,l t contnue l a ni how t do i t oug e' s i e r ng o t hr h l ng ge. a ua C H A N G E T H E M O M EN T W I H W O RD S T l a c por t pl nni m e tng,lc nge t m om e byyet y n or a e a ng e i ha he nt tn i Iol t se(.e r t yggei ( pt . sne ( bsil.Bef e t l le o e g ne i 'tr n g lg) essg osbe or he e/ l yec ï s g' r s pl nne s s a t t r wor i ea ne t lgo a ou t c e e a r t r hei k n r s, r nd he onf r nce t bl a one by one a k t pa tc pa s a a e nd, , s he r i i nt bout t r goa s l hei l. w a t he r a nt o a bout t or ni ton' goa s a t r pe s l he ga za i s l nd hei r ona goa s l. T he fr tper on t s a i us ly gua de H e t l i s l is s o pe k s ua l r d. aks n e f pr e i dit nc ng l ngua l l ngua t t ca ne t r ot ctve, s a i a ge. n a ge ha n ihe ofend nor i pi e.l s f ns r t ounds s et ng lke t s ' he or ni aom hi i hi : ' T ga z ton' goa i t a s e l a s p oft i s r by t f t i s l s o s um e der hi he ndu t y he ourh qua t r ofne yea . he or ni ton pl ns t do t sby i pl re xt r T ga za i a o hi m em entng Si S gm a t ou i x i hr ghout t com pa a by i pr ng he ny nd m ovi c t ers v c a a r s l ofbr ki down de rm e a sl . us om er i e s e u t ea ng pa t nt l ios M y pe s lgoa i t do w ha e r i t ke t s ppor t l de r ona ls o t ve t a s o u t he ea r s p i m a i t sha hi n k ng hi ppen. ' T ha a werwon' do.l' m a hi t l H um a don' s a t ns t t s c ne a k. ns t pe k lke t t O r i t y do,i' a c r i of w ha i' lk t be i ha . f he t s or upton t t ie o s hum a n. lcha l lenge hi :' hea d wha you s i a ls ildon' unm ' r l t a d, nd tl t der t nd yourc pa sbusne s W ha doe i do?' sa om ny' i s . t st ' 'tm a a t e i s ra - t e h pi ng/ he s ys ' nuf c ur s ndu t i ls r ngt pi ' a . l '
  • CH ANGE TH E II VI V OI ENT W I W ORDS TH ' hy doest w ord nee i t i ls r ngt pi ng?' ' W he l d ndus ra -t e h pi ' ' ihouti ,you cou dn' e e t s ys r per ,r n s a i , ' t W t l t r c k c a s u ubm rnes ha l s i s w e s t s' ve a tng e r ys em . ' ' yourpr ' So oduc he psbuid cii s ' t l l te ?' 'tdoes' ' l ' ' ot ct t na i scoa t ?' ' e s he ton' s s ' Pr leS. ' a he a a w a t a s f gua dspe e f om diea e?' ' s s w y s e nd a e r W opl r s s ' ' e you coul l a i t tw a ' ' s Y d ook t t ha y. ' ' hy doe yourcom pa w a t be t l de i t sfe d?' ' W s ny nt o he ea r n hi i l ' ' e de er e t be t l de . e don' hi be nd m a k i ' W s v o he ea r W t de hi r etng c a m s lke s e ofourc pett s W e gi e t c t e w ha l i , i om om ior . v he us om r t t /r pa ngf .Hea dut maeilsrngt ' he e yi or vy- y tra te h. ' ' ou t l a ' Y a ked bout br ki down de r m e a sl .W ha ea ng pa t nt l ios t di you m e n?' d a ' ' ttm e , opl i dif e de rm e sdon'com m uni t ' i s pe e n fer nt pa t nt A t ca e w el.The don' s r i or a i The don' he p one a he l y t ha e nf m ton. y t l not r a m uch a t y c l ' s s he ou d. 'f you got t ' l hem s rng i or a i a a t ng a a t a , ha i nf m ton nd c i s e m w ha w oul ha n?' t d ppe ' ' e woul m a e ourpr ' W d k oduc se be t r be us t r d be t ven t e , ca e he e' asr t onge c os -er ii t on ofi s ' r r s f tlza i dea . 'ft tha ned,how woul yourj be difr ? ' ha ppe l d ob fe ent ' '' pr bl ha m or r ponsbiiy.Ther ' be m or e 'd oba y ve l e es i lt ed e m pl sunde m e,a ld bewor ng on bi ge pr j c s W hih oyee r nd ' ki g r oe t. c i fne b m e.l m uc beterw hen t pr s u e' on. si y ' m h t he e s r s ' ' ' ha e s ?' ' t le ' W '' i on t pr i-ha i pl n,s l s a t m a agood 'm n l he ofts rng a o ' t nd o ke d dea m or m one ' l e y. ' ha woul you do w ih t tm one ' ' t W d t ha y?' ' afw ou d go i o my ki ' l e f nd,a hafwou d go ' l H l nt ds coleg u nd l l t a d a Eur ow r opea va ton. n ca i ' l t n t t ne pe s a t t bl a ls en t he r ur o he xt r on t he a e nd i t o r es pons .l t y a e crs a a he i lm o on. fnot lque es f he r ip nd ut ntc, ve l , s ton he f a l a i t ke t ge hert t lm e w ha s t ul i r or s ong s t a s o t o el t he r y
  • 1 6 CII -ANGE TII M OM EN T -E hope f he s f a t or ni ton.lw a t hea r a m ot s or r el nd he ga za i nt o r e l i va i , n r a l ng g tons i e l a ua e. By t tm e e r he i ve yone ha s s poke t es a exc t e i t n, her ' n iem nt n he r .W hy? Be us oft hone t Co- or r a e s e ng cooom ca e he s y. w ke s r e i w or er a t y r ly a e,m a f t fr ttm e. y u r k s s he ea l r ybe or he is i The nde s a one a her a s ptonsa a pi a i . t nd not ' s um i s nd s r tons T he r oom as pule be us oft pesona ,e oton-a n, l o s s ca e he l l m i l de w or pi t e e c pe s i pa ntng. d- c ur s a h r on s i i The pl c i fli wih lf a e s ilng t ie. D r c e sha be om e v vi D ea s ene now da a sng. y onc pt ve c i d. d c s nce nd i lc x lve y w or a i a r f om peopl i or rt a t oa i l ds nd m ge y r e n de o c i va e t ri a na i a he r s lgett m s ei i t e di t hei m gi tons nd a t . he e ng n hr e m ensons a s ki a i nd pea ng bout t r t hei hought i w a t t s f s n ys ha hit per pe i lt n r pea ba k t t s ctve. he e t c o hem w ha l e hea d,i t i t' v r n he r ow n l ngua a la s e l ngua ofm y ow n t he ght a ge, nd dd om a ge o i en t m om e . he nt lpute r ve yone i o t f u e.la k t nt he ut r s hem t s t i or ni o ee he r ga za i t o yea sf om now.l' r ched is goala i t l de ton w r r ts ea t nd s he ea r i is fe d.M or pi ng i be ng s ppe C le s a e buidi n t il e pi s i hi d. i nt r l ng sr tonger s f sr ct e wih i. n t medi i i e s d. r , aer tu ur s t t Eve he a s mpr s e Totg ha done a a tceon t compa a ha To bs ge s n ri l he ny, s s r e. Bec us oft pr i -ha i pr a ,e r a e he oft s rng ogr m ve yones s l r ha ' aa y s i e s The r m one i goi whe e t y w a i t go:i o ncr a ed. i y s ng r he nt t o nt c l ge f ole unds s vi pl ns bu ng a ne hous a ne c r a t i , a ngs a , yi w e, w a , rp t Eur o ope. l a k t pe e t pi t e t m s l s a t c por t c es he opl o c ur he e ve t he or a e el br ton.l' a a r k c ub. a i t t oc l Thei CEO ha r nt d outt c ub f s r se e he l or t ni ,a a ba i pl yi e r he ght nd nd s a ng ve yonesf vort s ' a ie ongs Spr d . ea out a r s t bl s a e f f c os a e r un oods s ea ,bu rt ,t cos pi za l : t ks r ios a , z . ha m y c i ss el t c s on t pi ,t cia r s i ve lent m l he hee e he zza he l nt o prnkl d on t t cos e he a . The CEO s a a a kse r t nds nd s ve yone t j n hi i at s :'o o oi m n oa t ' T a 1ofyou f m a ng t sor ni ton do s m u s f s . The 1 or ki hi ga za i o ch, o a t' y ' c i gl s e ,drnk down t cha pa lnk a s s i he m gne,a hea ou t t nd d t o he da foor O nl t doe t or ni ton' s du e pl nnce l . y hen s he ga za i s che l d a ni s s i be n. hy? ng e s on gi W
  • FAZJ J S PLSI S JVJJ F KN OW S EII ON TRUI PS LOGI AZD JJG S I SVJ V OTI VI C Bec us t pa tc pa s a e now i a dif r nt ps hol c l a e he r i i nt r n fe e yc ogi a pl c T hei m om e ha cha d. he e t y w e e c os d, he a e. r nt s nge W r he r l e t y a e now ope W he e t y w e e hest nt t y a e now gi ng. r n. r he r ia , he r vi W he e t y wer pr e -ocu e t y a e now goa -oc e r he e obl m f s d, he r lf us d. - r : ien ente rfk tgste ft (?jr c o ttfrnte !( ' ?jr c i lf l srg/t gog iee e- /gt i lf )g / je ? lr g t g s j n f g /. lr /. ' ) l ï . niy.l i a s rt pr n t s pi ied, oductve s son,one t y wilr e ber i es i he l em m . O ne whos m em or w ilgui t e y l de hem t oug t r lwor t t hr h he ea k ha m us be done i t rvi i i t be om e ar lt t f hei s on s o c ea iy. THE JASJA#. BLSI - / D I NESS REW fV/ KNO W S J EM O TI N TRU M PS LO G I O C l u i wor t a t r pe s c i s e s t m u lke hypnos s f s ng ds o le r pe tve e m oo ch i i f you,1 m e poi you t t Se em be -o c obe 2000 i s or et nt o he pt r t r s ue oft Jt pgkBu i s Reiw. n a atceentte ' tngt At he -g t snes ve l n ril ild ' i he fr r Get t nton You Nee 'a hor Thom a Da e i d/ ut s s venpor a J Be k t nd ohn c di c s as udy t y c s us t he onduc e wih 60 e c i s td t xe utve . T he a hor a ked ea h e c i t m a not ofhi orhe ut s s c xe utve o ke e s r i er s l ve c nt e t e l once ni t m e s ge t y r e ved i a gi en r ng he s a s he ec i n v w ee Thos m e s gesc d ha e c e t t m t ough conve k. e sa oul v om o he hr r s ton,e- al phone ca l,or a va i y ofot r m edi The r ai m i, ls ret he a. es t D a npor a Bec w r e: ul? ve t nd k ot Ov r l,he fc o smos hi l a s it dwih getn rhee e e al t a t r t ghy socae t tig t x c u i slat to i r n o d r wee:t me s g wa p ro l tve' ten in, n a k r e , r he sa e s e s nai . i evoked an emotonalr pons i came fom at usworhy zed, t i es e, t r r t t or r pect s es ed ender and.i was concie.The mesagest t 10t , t s s ha 7 h evoked em oton and.we e per lzed wer m or t t c a i r sonai e e han wie s lkel t be atended t ast mes a wihoutt e atrbut s. i y o t o he s ges t hos ti e 1 1r pea t tl s s nt nc w ih my a ' e t ha a t e e e, t 1 dded e pha i :' he m e m ss ' T s s gest t10t eo e t of. a weebro aie we e mor t n a ha 7 h v k? wltoï nd r esn l ? r l z e ha t i e a lk y t be a t w c s i el o tende t a t m es a swi houtt e a d o s he s ge t hos t ti e . rbut s' ' To geta t nton,t be r m em be ed,t c nge t m om e , te i o e r o ha he nt you m us m a your m es a s pe s l a e e e oton i t ke s ge r ona nd vok m i n
  • CHANGE TH E M OM EN T yourls e . tdoe n' m a t i yourls ene i a a t m e ni , it ner l s t ter f it r s n u o cha c or t e cutve of a congl e a e. You m us a t r t ngs f he xe i om r t t le hi or t ,i t ,i you w a t s c d. hem n hem f nt o uc ee Y Ba kr c oom 'l t Cha t M om ent Ips o nge he + Stbt fglt r pyo rflotgc t tefo/.S o l z lg f u rl rt e o / z rk uppos you ma o q /l g l g ? q e nuf c ur brck .Yourpr ctc n be us d t bu l a out at e i s odu a e o id n hous e or a c t a ,s w hy a s e i' be us i t f m er a a hedr l o s um t1 1 ed n he or nd nott l t r he a e ? l ge r l pe e a e m ode ta n ne a , opl r s boutt ra lt e a t hei biii s nd he r e t tt i pr c sa s r i esc n pl y i s e y. hy? ol ha he r odu t nd e v c a a n oci t W . Per psi' beca e t y'e ari t sa out Or t /r ha t s us he r fad o tnd . he e s r d t ti t y e e t t i s ght , he l be di a nt d. ca e ha f he l va e he r i s t y' l s ppoi e W ha e rt r a on,be ng ove l m ode tdoes ts v t m t ve he e s i ry s n' er e he ort word. he l l nott li you t boa torm a f l e cl i s butw hy ' m e lng o s ke as a m , w ou dn'you w a t t nk a a a i you a yourpr l t nt o hi nd ct s f nd oduc t ca s r e ourci lz ton' hi t i al,i s h el va i i n ev vii a i s ghes de s f uc e ton s pos i e? l you' a publs r you don' pr ce m e e books sbl f r e ihe , t odu r , you gi peopl t m ea t t a c nd t i c r nt s a i ve e he ns o r ns e he r ur e t ton i lf You gi e t n ie. v hem know l dge t t t y ca t a l t i o e ha he n r ns a e nt r lw ord a e m ent . pr de t m wih r s a s ea - l chi ve s You ovi he t e t nd ol a e w he da l lf pr s t m uc You he p r de s f us c n iy ie ove oo h. l ea r oc on hu a nd' hi r i a s Thes a e wonde f a genm nki s ghe de l . e r r ul nd ui qua ii . hy notc a m t m ? ne ltes W l i he To c nge t m om entf ot s you m us fr tdo i f ha he or her , t is t or your el.Gi your e fa w i r de runde s a ng ofhow s f ve sl de , epe r t ndi you a you oferngs be ft t word.Pus your el on nd r f i ne i he l h sf t s Se ec a c i be i t tyou w or brngs a f t r hi . l t lent neft ha r k i , nd urhe i untl t i you ge a c e rpi u e ofhow i hel t w ord. t l a ct r t ps he l l you pr f oduc m i oc ps f a a om obie m a a e cr hi or n ut l nuf ct e ,you pr e t lv of m ilons of peopl w ho count ur r ot ct he i es li e on yourw or t ge t k o t hem t a fom t i de tna i i o nd r he r s i tons n s f y. a et
  • FAZJ J S PLSI S JVJJ F KN OW S EII ON TRUI PS LOGI AZD JJG S I SVJ V OTI VI C l you m a a t e dr s s f nuf c ur e s hoes you he p peopl f e be , l e el t t ra e bouthow t y l s t tt y ca go t ou t i da he ook o ha he n hr gh he r y w ih m or c i nce. t e onfde l you or ni e ofi s c you hel busnes e f ncton f ga z fce pa e, p i ss u i m or s oot y s t i em pl s a e l s s r s d a ca e m hl o he r oyee r e s t es e nd n s pend m or tm e m a ng t c pa m one ei ki he om ny y. Thi i notas j s k oi,ors l- ce i l' a ss now ob, na e l efde pton. t s f ll a why you do wha you do. ul ook t t + Us (Iro k a oe i yr ( (reg o ct-g terol tfr eg l sg j v r ma e g g lgs j / g f. / l e e ? y s t g t p ? ra o g/ tt .Peopl s k a t y t nk. /wl g e pea s he hi Thei s r poke lngua min a ge r r s t w a t y pr es c or he y he oc s once s i t i he d.So w hen pt n he r a you'e s ki w ih s e r pea ng t om one,pa a t nton t t t s of y t e i o he ype m et phor he us s a t t s cii l ngua t t e cie a s e , nd o he pe fc a ge ha x t s her l you ca f a e yourc .f n rm once si t i t sofm e a pt n he r ype t phor or by usng t i l ngua , you i r s your cha i he r a ge nc ea e nce of c ngi t m om e f t m a geti t m t r e ha ng he nt or he nd t ng he o em m berw ha you s y. t a For i t nc s e ns a e, om one m a us l s of s nd- s y e ot ou ba ed m et phor whe t l ng:' t a cl r a a be l' ' hea w ha a s n a ki ' ' s ea s ls l '' r l t r yi 'T t you'e sa ng/'' ha ' m usc t m y ea s'l s , d pos ton s i o r . f o you' ' ii yourc e i a a t y cont xt ' a t swils rke a onc pt n n udior e : ' ybe hi l t i M c d wih you. hor t ' ' O fc s i you don' u e t s t c q j cou l i oure, f t s hi e hni ue udii sy, t ca be t a pa ent Pi k you s s f i.W hen you do i n r ns r . c r pot or t t pr ry,t ls e r w ilca r you i sw ih t m a l ope l he it ne s l r y r dea t he ong tm e. i + As ( q sin tlt ek bo l i otlrp s,it tlf jtr o jis ê g ueto lg sg s ebe nt lf t no l r -fe r l t e e fï , b ï tlrbtbcie Alhou you c n' c r a her t lf es etv. t gh e a t ontol not ' hought, s s you c n i l nce pe e t t nk i ne diec i .O new a a nfue opl o hi n w r tons y t do t ti t ough t us ofque tons Spe fc ly,tïs o ha s hr he e si . ciial /ef to stlt tlp ttl- r tlfcïra sttto fg lg rwo e lw jo ll r f et ffgfg. t l r e r ï - - O ne t of qu s i l u e f s s on t pa t For i ype e ton s ocu e he s . ns ance: t
  • CHANGE TH E II VI T V OI EN ' e 1m e a ta tm e you w e e l ti busnes . ' 1 T bou i r os n i s' ' ' ha ' t m os s gnii a bu i s l s on youke l r ' t he W s t i fc nt sne s e s ea ned i t pa tt o ye r ?' n he s w as' N otc t t t s que tons a e ba ed upon e otoni e ha he e si r s m i l de t e .The ls e ri 'os 'a ha l r d a ' i f a n hem s it ne s ' t' nd s ea ne ' gnii l s ca 'wor a e l s on.-':ro ee rn testtfgyo rtïsf. nt ' kpl c e s r? lr xta e / fïto u /et l / ? fg f oï (k rse,tero el e yo ' cle etero la jrtltl tn r( : g k ess / lr i l ul lg / lret - lg i ee g t ? ky l tl ? g o t s gt o e fl/ c g es t .i f e lce ye rt otlewa . bn ï te o p rt fl n ï xl tt t l r ' ys !? g oï g e : t wl g / Ll i t s m e i ofa s ng he a dea ppea i t t e t e e , ca lng o he x r m s you n a k q s i t ta s putpe e i o t f t e: s ue tons ha l o opl nt he u ur . - 'f you r c d you goa t e m ont ea l ,w ha w oul ' l ea he r l hr e hs ry t d you do w ih t te r tm e ' t ha xt a i ?' ' he e w ilyou be t s tm e nex yea ,i you c i e t ' r l W hi i t r f ontnu o hol t ta s pton?' d ha s um i ' A nd you ca t ke pe e ou of t i cu r r lt by ge n a opl t he r r ent ea iy t tng t i hem t fi a pe s ctve a c ea e a ne r a iy: o lp r pe i nd r t w e lt ' ha wou d ha t ha n f yourm os a zi bus ' t W l ve o ppe or t goni ng i ne spr e t be s ve t y?' s obl m o ol d oda ' 'm a ne you ha t r your bu i sw ih ha fyour s a f ' gi l d o un s nes t l t f. H ow w ou d you m a i wor ' l ke t k? Bec ome a qu ton j e.Cole t i e e tng i uii s esi unki l c nt r si nq re a t y t m outi c s lc nd r he n a ua onve s ton wih bu i s a s i r ai t sne s s oc a e .Se w her your qu tons t ke pe e.Thes que tons ts e e es i a opl e si s w you ho ea y i i t c nge t m om e f ot r . ho w s t s o ha he nt or he s l t end, i l nc in' s m u a ze o- um ga e of n he nfue e s t o ch r s m m a pu a i t c q ,a i i aw a oft a pori pe e ni l ton e hni ues s t s y r ns tng opl t a dif r ntpl ce.l youke c e t tpl ce c r f l ,t o fe e a f hos n ha a a e uly he peopl w ilbe m or r ce i t youri sa r que t . e l e e ptve o dea nd e s s + Dosmebn 0to teg rlCha gn t emome ti a1a ou o ti g j / op. n ig h y ? n s1 b t gi ng pe e t une ct w het ri be ane i aort vi opl he xpe ed, he t w de he f a e a ou w hi you pr e t ti a. r m r nd ch es nt ha de l t nex c pt r you' l r a n he t ha e , l ea n bout Tr ns or a i l a f m ton M e ha s s whi a e di tnc i e m e a c nim , ch r si tv t phor you pe f m s r or
  • FAZJ J S PLSI S JVJJ F KN OW S EII ON TRUI PS LOGI AZD JJG S I SVJ V OTI VI C t t e bl you t c m uni t you i s i m om e ha na e o om ca e r dea n nt c ngi w a . y a t a ta t nton a com m uni t w ih ha ng ys The t r c te i nd ca e t s t nce. tdon' f e you ha t puton ape f m a t ubs a Bu t el ve o r or nce o do s et ng outoft nor . om hi he m l your i ve i a ne i ton,you c d ove ni f 'e nvol d n got a i oul r ght t ot rpa t al t rr t r tng as ngl poi you m a t he he ry ete eie a i i e nt de he da be or t tpoi w ils a outm or pow e f ly t n i y f e; ha nt l t nd e r u l ha t di du i yourc d r ng onve s ton. rai l you ha gue t o r f di r you c d cook a dih f ve s s ve or nne , oul s w ih as c a i e e a us t si edi nt a am ea of t pe i l ngr di nt nd e hi ngr e s ns c ngi peopl sf s on wha t /r e tng.lknow a ha ng e' ocu t he e ai w om a w ho br ghtba a s c fom he t i t l a a n ou ck pi e r r rp o ndi nd us d i i a dih. ss ce i ta e ni -ong conve s tons e tn s Thi pi nii t d ght l r ai a boutl a t Ta M a l word ta l f ei poltc ,a ndi , he j ha, l r ve , or gn iis nd U. hit y.Quieamome - ngerf afw pe e . S. sor t ntcha or e nnis + Cb n te lrtt/ t s fster / tiyt t . he l po ac a y a ye/ ro l: Jc gef b l ? bn o1 W n s t rnk g ' eg /t 0 c l on a fi ,lstne t t hi .Asa f t roft e ,lkno hid l ght i x o m a he hr e w w ha i' lk f t o he pa s nges w he a c l i r s l s . t t i e or he t r s e l s n hi s e te s d lr c i o m y pock ,r ove a s r ofpa ,whie ea h nt et em qua e per t on one sde, a k on t ot r a ls a tf di The c l i bl c he he , nd t r ol ng. hid wa che .lt r t hi a s y: l m a ng aj c i t box. t s u n o m nd a '' ki m a k-n-he- W he l fnihed,J c wilbe we rng a t xe a s r,a n' is m ak l ai u do, hit te a gl s W he you lf t 1d ofhi box,hel pop up. i , nd ove . n it he i s ' l A 1 f om t s one s etofpa n' 1 r hi he pe ' T he c l l ns c os t w a c l get hi i ve l hid ea l er o t h. m nvol d. m a f ds a 1 hi pr sdow n t cr a es W hen l fnke ol nd et m es he e s . ' i m ihe lha abox, c lopen,a ou s i J c lt s d, ve whih nd t prngs a k. hen ha t orga i s pt e t t c l a a git l i a nd he i m cul ur o he hid, s f. t s w hi s m a e pe i ly f hi . m y de s c a l or m lca t know t s f s e but1 1be hel r m e be t t n' hi or ur , ' t ' e m r ha 1 l m om ent H e1 r c l t tm e t m a on t a r a f ded . ' e a l he i he n 1 he ipl ne ol aj ck-n-he- f hi a i t box or m. W ha di ldo? Di lm a a sx-i e s l N o.W ha l t d d ke i fgur a e? t di w a gi a c l a m om e off s i ton.Som e ent r a nd s ve hid nt a c na i eti m ent Som e ha ne s . ppi s .
  • T H E T RA N SFO RM AT I N O M EC H A N I SM y f vort w a t c nge t m om e i t ou a a ie y o ha he nt s hr gh Tr nsor a i M e ha s . low e a 1 t m e a f m ton c nim ot o chanim s Theyke hel d f e a c ot m y f m i a s . pe e d nd l he a l s y, we l spa f my hom e a cas. y' one oft l a y or nd l The r e he m os powe f lt syou c n us t pesua i busne sa i lf t r u ool a e o l de n i s nd n ie. W ha i aTr ns or a i M e ha s ? l' at i k w ih a poi . t s a f m ton c nim t rc t s nt A m e ha s put pe e i apl a ur s a e a t t w he e you c nim s opl n e s e t t , nd ha ' s r w a t m .O f busne s on pl a ur l s t a r c ptve a m ont he f i s, e s e. t e s e e i t s r W he you u e a m e nim ,pe e a e m or lke y t phe e. n s cha s opl r e i l o l owert i de e esa gi youri a a hone theai Ame/ he r f ns nd ve de s n s rng. c ? (gs f(retlo rtl b ysc l( ;tg rtl rt otle( ;Irggfe g fm sg ltlg r lt b ia,g t / s lte l r ' g tl st p. g / ge g g g wl g/ g e s M ETAPH O RS A S A M EA N S O F M A K I G SEN SE N Eve yone k r nowst pow e ofm e a he r t phor . y he p usbete uns The l tr der t nd one i by r l tng i t a he i .H e es a e m sa dea e a i t o not r dea r ' n xa pl l s e e. f om one t d you t t s ha t oubl see ng be us ol ha he d r e l pi ca e
  • II V ETAPH ORS AS A II AN S OF II NG SE VE V AKI NSE 23 herm a tes w a ' r a a r k/ w oul you u r t nd w ha s t r s s ha d s oc ' ' d nde s a t he m ea ? O fc s You' know t ts c dn's e p be us t nt our e. d ha he oul t l e ca e he m a t e s ha no gi t i.The m et phor c l phr s ' r a a tr s d ve o t a ia ae ' d s ha r 'hel you s e a f e t m a t es ' sif s .l youke e r ock' ps e nd e l he tr s tfne s f s ve septon a ha d m a t e s you m a e n e pe i e a ba t nge l r tr s , y ve x renc ck wi j tr di t phr s Tha 't powe ofm e a s us ea ng he ae. t he s r t phor . H e e i a here m pl Am ong your i om i e- a lm e r s not xa e. nc ng m i s s gesyou s e one wih t s j tlne ' pgr di Your Com a e t he ub ec i ' a ng U put r l N ow As Ea y As Tyi Your Shoe . W ha ' t s m ea e s s ng s' ' t hi s n? A ga n,ano- a ne . i br i r Som e c pa pr iest m a yourcom om ny om s o ke put r r beter a i t li is pr e un t , nd ns a lng t oduc i sm pl . The t s i e m et phorca phr s ' s ea y a t ng your s s'c ve t s a i l a e ' s s yi a hoe ' on ys hi t hought Afer a l w e a 1l a ned t te ou s s whe we w e e . t l, 1 er o i r hoe n r f ye r ol s wha c d be ea i r our a s d, o t oul se ? M ea t phor a e e r s r ve ywhe e.l you t a hourt m oniora 1 r f ook n o t 1 t mea he t phor you r a i booksa a 1t m e a s ed n nd 1 he t phorc li a s i a m ge youseontlvii yourhe dwouds m ( ch,byt wa , e ee son, a l wi whi he y i a he mea ) s not r tphor. l l t my books l s a on one s l al t r a e ook o he ve , nd he f one he e r e nough books wih m e a t t phorca ttes t ke m e bus f a i l il o ep y or mont Pg leCo Hel Ag /?T'e xegfge'Soy)T'e' yeil h: rl w) l' le / f c to r n / I r / s s ? s ? h? n . T fg klt i n es Jt/' 0 Al tr)a d Se i teCr o 'q? kfg voy r /gtg . l os n tr y / t z rde ) / /f l èa l ï en ? g /. M ea t phor one a a1 w a ofm a ng you i e e t i one s s nd 1: ys ki nt r s ed n ub- j ctby cl ki i i t wor a i ger ofa he . don' e oa ng t n he ds nd ma y not r You t a t ly wak on algaor i J t/' 0ïAl os a Steiy te c ual l li t s n /g tl . l r, nd ern / / /f l èat g ? Crj i ab oka u wrtn ats o bo t iig. l one T V com m e c a ,a fna a s r i e c pa y i r pr n r i l i nci l e v c s om n s e es e by a bu l l a her a s t u iiy vehi l drve u a ent d l. n not , por s tlt ce i s p ca nyon w a la as r t a a e. s i a sdon' ha a di l t upe na ur l ngl The e m ge t ve - rct one-o- c r ponde wih r lt The e mea t e , t one ores nce t eaiy. /r nt o c ve a i ,a f e i To c ea e a f elng,com m er i l ofen on y n dea e lng. r t e i cas t go t ext em es o r . H e es a s r' oda c m e c a :A t na r i s rng t oug om r i l ee ge s oa i hr h c ou on as t boa d, nd a foc ofge e fi sby. l ds ka e r a l k es le The t e ge e na r w hi ou a c n a s a s i o t m ou hs of t t r t ps t a nd pr ys oda nt he t he his y
  • TII Tp/t syolll ox M ECII I -E - q kk ATl t -AN SM ge e. es The gr t f bidsbr k t i t a tona f m a i a us a e ul r ea he r r dii l or ton nd e t rbodi s t f m t s c pa s l hei e o or he oda om ny' ogo. Thos i a s a e e m ge r m et phorca .Tee ger a s t a i l na s nd ka eboa ds don' fy, a ge e r t l nd es don' f m l t or ogos You know t t lknow t t t s c pa . ha , ha , he oda om ny knows t t ha . W ha t com pa i t yi t do i m a usunder t nd one t he ny s r ng o s ke sa t ng(hetseoft s ) by ex ani i t ough t i ge hi t at he oda, pli ng t hr he ma ofs t ng es (he s t r ng t na ra t ge s ) omehi le t kaeboadi ee ge nd he e e . T he com pa w a s ust ha ce t i t ny nt o ve r a n hought whe w e t nk s n hi ofiss t oda.l w a s u t t nk Yout Fr e t nt s o hi h, e dom ,a D a i l i nd rng. f t ca e out a s i ' ur s f You h,Fr e m nd a d, ' O oda s t e dom , a D a i ' nd rng/ ' w e' be s ptc .But i t com m er i lw or a w e a s a e d ke i s f he ca ks nd s oci t t e q lte wi h t t s ,i w or s be us ofm e a hos ua ii s t ha oda t k ca e t phor En. t r a ni m e a e t i ng t phor . M A K I G TH E SH I TO M EC H A N I S N FT SM For m os pe e peror i a Tr ns or a i M e ha s r t opl , f m ng a f m ton c ni m e- quie ane wa oft nki The e notusd t i l nci rs w y hi ng. /r e o nfue ng ot st ough m e a her hr t phor ent r a nm e ,hum or orf , e t i nt , un. To t m , nfu nc s em sagrm ga e. y a oa h pr s nhe i l e e e i m The ppr c e e ttons neg itons a meei sa i t /r machi i o a ai , otai , nd tng s f he e r ng nt fr fght The fgur i t y ha t i f c ss r i a t i l c ie i . y i e f he ve he r a t t a ght nd he r ogi is s ound,t i opi ons s l wi out And i i l he r ni hou d n . f t ooks a i t y s f he ar tw i ng, t y m i t n t i i i ton t ge t rw a en' nni he ght ur o ntm da i o t hei y. l not knocki s rous s de e m i ton,f c s l c,or ' m ng e i nes , t r na i a t , ogi e n i i dai Thos t ng ha e t rplc (,f one ve ntmi ton. e hi s v hei a e. l or , woudn'wa my lwyerwrtng j esi o a c r ctt tcal l t nt a ii ok nt ont a ha ls f ari l lraon.W ha l syi it tabulr ht t or itghtega e s ) t ' a ng s ha m l us o he hea toft m a t rin' a w a t bes pe s son t ctc. r he t e s t l ys he t r ua i a i W e a e tm a ne . e don' pr es l c lnea l a we la r n' chi s W t oc s ogi i ry s l s s e m i t nk.A c ii lpoi t t ob ou t you m a be om ght hi rtca nt ha ' vi s o s y i sbl t m e. nvii e o A Tr ns or a i M e nim hi i s you c ii lpoi a f m ton cha s ghlght r rtca nt a pr s nt i t t ls e r i a w a i pos i e t m is The nd e e s t o he it ne n y m s bl o s .
  • THE M ECHAN I VII ACTI SI N ON m ec nim i a l r ng l s on done u a a i rgui de onha s s ea ni e s p s n nt i ng m sr i t aton. T H E M EC H AN I I A C T I N SM N O l Cha e 1, r d a n pt r you ea bouthow lu e a r s d ubbe ba t c os a r nd o l e s l The ba w a a m e nim .l he pe i l e my c i nt ae. nd s cha s t l d nfuenc le w he wor wer ha ng ltl e f ct n ds e vi ite fe . M y cle bele d t tt t a s i nt i ve ha he r de how cr w dsla t a tw oul o tr c d hur he bu i s . r s t r s ne s She ea oned t tw ih a m ob a her100t he ha t t 7 h, r t r tm a k w oul s a c ea . kne dif r l F om ade de a ge r et d t y l r l w fe enty. r ca of e re e,lkne t t m y pichesw oul a t a t c xpe i nc w ha t d t r c onve i nton a t ndee ofe r sr pe i u ng t pe e f om he m a ke . te s ve y ti - ncl di he opl r r r t N ot onl woul her m a ke fock,bu t y' be i pr s d t t y d r tl t he d m es e ha herc pa w a a ta i s h hea t a fc. om ny s tr ctng uc vy r fi T ha r t ubbe ba t a f m ed t m om e f he .l t r r nd r ns or he nt or r t u ned hermi 1 de e .l t he ob e i a ma i i o a nd 80 gr es t ook r j cton nd de t nt r s f hii m e.H a lnotus d t m e a ea on or rng d e he t phor oft r bbe he u r ba lwoul ne rha e pe s de he t sgn m e on. nd, d ve v r ua d r o i Letm e s w you a he exa pl ofa m ec nim l us d, ho not r m e ha s ' ve e s you ca s e t c e ' utlt Afe t t 1 1t a h you ho o n e he onc pt iiy. t r ha , ' e c s 1 w t c t u R us yourow n m ecn nim s o ons r ct nd e la s . W ih t s m e ni m ,lw a n' e n i t s m e pa t oft t hi cha s s t ve n he a r he c nty a t pe s l a t yi t i l enc The he d ofs l s ou r s he r on w s r ng o nfu e. a ae a a m a a t e phone a ki m e t s a a her c pa y' t nuf c ur r d, s ng o pe k t om n s a nnua t da c er nce.She w a ed m e t t l a s or do a l wo- y onf e nt o e l t y, dem ons r ton, ea e e iem e . ne lcoul do t t The onl t a i cr t xc t nt Fi , d ha . y pr e ? She w a e as rpt obl m nt d c i . ' ou m e n a outi ofm y gene a conc s 'la ke ' Y a n lne rl ept ?' s d. ' o 's s i ' nee a f ls r pt l' c pa polc f a ' ' he a d ' d ul c i . t om ny i y or ny N l s s ke . ewa t m a s r yourme s ge a our jbe. pea r W nt o ke u e s a s nd s i ' ' ' don'w or fom a s i / ls i ' ha s cii i slwa ' l t kr crpt' a d. l ve pe fc dea nt t ge a r st t a e e, nd t n l ew ha e rm ea ne o t c os o he udi nc a he us t ve ns ce s r t ge t e i sa r s' s a y o t hos dea c os . ' '' s r t n. e c n' do busne s' 'm ory he W a t l i s. '
  • TH E TRANSFORM ATI I ECHAN I VI ON VI SI T he ne da s r ceve a over ght del y e l xt y he e i d n ni i ver nve ope fom m e.l i, a a l tert ts i t f l i r n t w s e t ha a d he olow ng: 1m s r we haveyett come t an a e ent l you don' mi . ' ory o o gr em . f t nd, t hough,1d.i you t dom ea f . ilyou pari pat i a qui ' lke o . avor W l tci e n ck experment l so,r on. i ? f ead Thi ofa numberfom one t t nk r o en. M uli y yournumberby ni tpl ne. l t rs lig n mbe i t diisl g ( g. 1 ) at. ho e f he e utn u r s wo gt on e. J 5 J cd t s di t t gehe ( g. 1 =6) gis o t r e. J +5 . You now have anew numberi yourhead.Subtactfve fom i. n . r i r t Ta t r s t and t nk oft l t oft al ke he e ulr .hi he eter he phabett cor ehat r s pond.wih i.SoJi you'e t nki oft numberonert cor es t t f r hi ng he he r s pondi lter woul be A. l you'e t nki of t or t ng e t d f r hi ng w he cores r pondi l t woul be l. . o f t ng eter d ) And s orh. Thi ofa county whos name sarswih t tl t . nk r e t t t ha eter Then t ke t s cond lteri t county' namerand t nk of a he e e t n hat rs .hi an ani a whos na be nswih t l t . m l e me gi t hat eter Thi oft ani 'comm on col . nk hat mal s or Fi s nihed? Pl s phone me on my cel phone rghtnow.1don' ea e l i t car whattme oft d orni i i 1wilans . e i he ay ght t s. l wer W he la w e e he ca l s w a l u ng.' e you g ng n ns r d r l, he s a ghi ' Ar oi t r d m y m i 's a k o ea nd?' he s ed. ' be i ve s ' l s i ' ocu on t i a da i i your ' le o/ a d. ' s l F he m ges nc ng n m i Kee f usng.M y br i i r c vi a pi t e f om your nd. p oc i a n s e ei ng c ur r br i but t pi ur does t m a s ns l' ofs e hi t t a n, he ct e n' ke e e. ts om t ng ha does te i t n' x s . ' f e al t r a e no gr y e e nt i Denm a kl ' t r l, he e r A a l pha s n r ' ' T he w om a ga pe Ba e on m y w rt e i t u t ons s n s d. s d it n ns r c i , he ha be t nki of gr y e e nt i D e a k.Appa e l l d en hi ng a l pha s n nm r r nty, ha r a he m i d e d r nd. ' ha i un-rggi r l/ s s i ' t s f i ng-ea l' he a d. T ' lt n di s et ng unus l le ane t s u . he d om hi ua . xpl i d he t nt
  • TII M ECII I I Ac-l -E -AN SM x r ox W e r d ba ove t s et a ldi c s e c s e ho ea ck r he he , nd s us ed a h t p: w a num be f om 1 t 1 m uli i by 9 m u tha 9 a t s ny rr o 0 tpled s ve s he um ofisdi t ; t gis how t r s tng ca c a i f ce t m t t nk of he e uli l ul ton or s he o hi t lte ?;how mos peopl wilt nk ofDe k ( t t he etr t e l hi nmar wih he Domi ca Republcaditnts ond) how t s c lte i ni n i sa ec ; he e ond etr n Denma k,whih i e wilamos awa l d t eelt a r c s , l l t l ys ea o /lggt ndlry. /g t g W he we w e e fni he s c d do t s unta w e la 1 n r i s d, he oul he t s l s. ' ow how do you f la ti?' a ke ' N ee bou t 'l s d. ' ea . nk f s rng i. ' t Tha s or ha i t' N ' ' you s ewha j s ha ' Do e t u t ppene ' d? ' our r cton w e f om 'n-rggi r a l t ' t'W hy? ' Y ea i nt r u f i ng- e l' o nea . Bec us now you know ho i' done. Know i how ce t i a e w t s ng ran t ng a e done i a l t n. hi s r s e dow ' or t t poi :Know i how c t i t ngs a e done i ' e o he nt M ng er a n hi r s unneces y. sar ' ou w a m e t ope your c e e e w ih a ba s t t ' Y nt o n onf r nc t ng, o ha t 5OO pe e a t ndi wil exc t a he opl t e ng l be ied boutw ha t y'e a t t he r bou t l r You w a t m t s e t pos i lt a pow e t tle o ea n. nt he o e he s biiy nd r ha i s a a f t m . wa t he d or he You nt hem be i vi i t m s l s a you le ng n he e ve , nd w a t i m i f l pr e a t t c er nc s t y gi nt he r nds ul es nt t ha onf e e, o he ve y you t rbe tefor a t rbe ti a .Cor ec ?' hei s f t nd hei s de s r t' o rr ec . ' ow lgett e 500 pe e t expe i nc powera pos i ' H hos opl o re e nd sbiiy,t n,i a 1 t t m a t r .H o lget t lt he s 1 ha te s w hem t t t s a e i o ha t t s uni por a . You'e not pa ng m e f m y w or a a i . m t nt r yi or ds nd ctons You'e pa ng m e be u e oft ene gy a f s l l ot r t r yi ca s he r nd ocu he p he s o cr j .J ear J e She ha t dicu s t m a t r wih s e hi r ups but i d o s s he t e t om ghe - , n t e he nd, l g t c r c . The Tr nsor a i M e nim ot he ont a t a f m ton cha s hel d m a a a t a tconc vi d. t m es a - t tpr es pe ke n bs r c ept vi ls s ge ha oc s i u m por a ,a l a t r ul i s r s ni t nt s ong s he es t s t ong- hi hom e f her t or . T he m e ha s di tcl e t dea on isow n, i hel m e c nim dn' os he l t but t ped r ddr s herconc nsi a ne lght ea e s er n w i .
  • TH E TRANSFORI ATI I ECHAN I VI V ON VI SI TA K I G AN EN TERTA I M EN T I V EN T O RY N N N l c led a m e ni m a t i k,bu i ca a s be ot r t ngs a ' al ve cha s rc t t n lo he hi : puz e,a rddl a conundr ,a pi e oforgam i Anyt ng t t zl i e, um ec i . hi ha e er a ns i m e or bl ,fi per pec i e,a gi scl rt qua nt t i , s m a e lps s tv nd ve a iy l ii s a a m e ha s . fe s c ni m To g a f lf how t us m e ha s s t ke a i nt y of et ee or o e c nim , a n nve or w ha you ar dy know how t do.W ha s ls a i e e t do t lea o t kil nd nt r s s you ha t tm a lt he p you pr a poi m e a ve ha y a er l ove nt t phorca l i l y? W r t down you a wer . ie r ns s J ltts si '0 i k r' ( to lly?Do you c i me i / t t ê j y g j g f g v rua /lg g o . o l g har etngs w ih s i nts s Ar you ex r a r c ng de son m a t c e it ? e pe t t ea hi cii ke s Ca you dr w a m ea Ve di gr m ? C a you w rt r? n a n nn a a n ie e- alt ta w a geta w e e D o you ke p a fa l s m i ha l ys ns r d? e lw es da l or ni r iy ga ze ? J lta eyo rb b i ? Do you colc t nte h- e u y LIS. / t r u o be /lg s le t we it c nt r . s a ps Buid c onil s ps i botl s Re d ha d- l d t m ? l ol a hi n te ? a r boie t il r ? S dou e- a k di m onds H i i aba tng c g hrle s ki bl bl c a ? tn ti a e? J ltsil t yo lg ?Ca you ba a chocolt c ke?Fs / t kl 1 u lpe n /lg s 0 t ke ae a ih lke a pr Sk ch a r a i tc s il lf Buid a s ur bui o? et e lsi tl ie? l t dy r u?Thr a c t h a F i be lk a gr d s udent ea ow nd a c rs e i e a t ? J lttfê (g:b z l t0yo ê f?Ca youj ggl k ve ?F nd / t rcsg t u ze 1 u goz n /lg t s ? u e ni s i a s l t d ca d f om a s fe pa k? Add r s oft eee ec e r r hufl d c ow hr di tnu ber i yourhea St r fr w ih s i s D o t gi m s n d? a t ie t tck ? he Sbgb' 'me c oswor i 50 mi e ? r )J s r s d n rl nut s J ltsteq r i tl' yo t f / f t ?o Ca your abotl / t f / uike tll u z . 9 , o ? n /lg ? s f g aop 01 7 ub te a i ta w a ls t botl s i ks Cr t a l t routof ga ns l o he te tc ? ea e obs e a s t ofpa r C alt t s ofa c n s n tm e i a hee pe ? l he os oi eve i s n r ? F x a s x- ylnde engi w ih aha r n? N a e e c ow i i c i r ne t ipi m ah pa tofa m a e l f r pl ea ? . . I ut r i (t/ï slz fl t.oz yo rgt e W o l y u d jyo v en g ttt lf,.l f g u ( b? ud o o e g' o? p t p l g c i pe s tons Re ie a poe ? D r m on em pt pa nt m r ona i ? c t m u y i ca ? H i a bulk- yew ih a a r w a 20 pa s Be a t ns t le t n ro t ce ? t he ba e ofa hum a pyr m i s n a d? L s e r hi t tcom e t m i m unda ore t a di r t ve yt ng ha s o nd, ne x r or na y.
  • H OW DO YO U BUI A II LD V ECHAN I VI SI ? 29 H O W D O YO U BU I A M EC H A N I ? LD SM C r a i yourow n m ec nim i ea y onc you ge t ha of e tng ha s s s , e t he ng i . ' c ea e one now . nk ofa c r ntper ua i pr em . t t Let r t s Thi ur e s son obl l ca be i por a ,but not ng t hea N ot ng t t m a s n m t nt hi oo vy. hi ha ke you c i .Pi k a pr e t tyou ca pl y wih,s you ca ge rnge c obl m ha n a t o n t a f lf t st chni e. ee or hi e qu Yourpr e c l be f om t of i e or obl m ou d r he fc fom yourpe s llf r r ona ie. O nc you ha t t pr e ,e r c t hi conc f om e ve ha obl m xt a t he gh ept r i . n ot wor ,c a a a 1t de a la t nk oft pr e t l her ds ut w y 1 he t i nd hi he obl m i one ge r llne. i t nce: n ne a i For ns a ' wa t c i e my bos t 1 m e ha e apr e ,bu ' nt o onv nc l s o et ndl oj ct t he' nots e l r dy. s ur ' ea ' m ' ' w a t m edi i e es e i m y fr ' C D - M a i ' nt he l a nt r t d n im s RO cton ga e a t r l tpa t ' m t he olou ry. ' ' w a m y nei ' nt l ghbor t he p m e ge outw or t t t l a o l t d ha he oc l gove nm ent i c ngi t zoni i our a ea a i r s ha ng he ng n r , nd t c l hur hom eo ner . ou d t w s' ' ' w a t c nce m y da ert be m or r s ' nt o onvi l ught o e e pons bl w ih ie t hera l a e m one ' low nc y. G et i? T her s det i e t e' a l nough t t t s t ton i r ogni ha he iua i s ec za e butnote gh de a lt t la c pl e s or You w a t bl , nou t i o el om et t y. nt he hea i The t bna ls c dlne. hum i ket h. N ow t ke t tc a ha once a m a c i up t e c t s pt nd t h t o a h a kyou do, a tl e you ha a ti you know,a s e i one s dslghton t nt ve, nd rck nd e f he i he ot r Suppos you ha t pr e ,' w a t conv nce my bos he . e ve he obl m l nt o i s t 1tme ha e a pr j c ,buthesnots e l r dy. Su e oe ndl oe t ' ur ' ea ' ppos , m ' t t t your i nt y ls c a ns t e r ' a t ow a oo, ha nve or it ont i he nty, C n hr nd ca c aFrs e lke a g a s ude . H o m i htt e t r l t th ibe i r d t nt' w g hos wo e a e? ' Let s e. rbos does tt nk you ha e e ' e You s s n' hi v nough e xpere i nce a e rie t ma t pr e twor And whieyou ma be a nd xpe ts o ke he oj c k. l y w ord- l s Frs pl yernow,t r w a atm ew he you ha no l c a s ibee a he e s i n d i how t t ow one. dea o hr W he you w e e ni ye r ol youd w a c t t na l n r ne a s d, ' t h he ee ges t ow F ibe on t be c You a ke i you c l ty. ne oft hr rs es he a h. s df ou d r O he
  • TII Tp/t syolll ox M ECII I -E - q kk ATl t -AN SM t e ge st s d yout Frs e a i hi you i t f c You t i e na r os e he ibe nd t t n he a e. red t t ow i s r i , tyou m us ha he d i t l o hr t t aght bu t ve l t oo ong,a i we nd t nt w i rghtby 1 ya ds W ih t t ena el gui nc t gh, de i 0 r . t he e g s' da e, hou you i pr ed qui l A s ttm e a t rt t you wer gr t m ov ck y. hor i fe ha , e ea . You beive t F ibee e renc a you c r ntpr e t le he rs xpe i e nd r ure oj c st ton ha a diec pa a l l At t s poi you bos m a be iua i ve r t r le . hi nt r s y rght You mi notha e t pr e te rl Bu you'e not i : ght ndl he oj c xpe ty. t r goi t ge be t rby ha ng ba k. ne t l r by doi ng o t t e ngi c You ed o ea n ng. T ha ' how you bec m e word c a s a t owi a Frs , a t s a l l s t hr ng ibee nd t t how you' ge good on pr e t .Sur t pr j cti mor ha' s l t l oj c s e, he o e s e i por a a difc t t n l r ng t t o a F i be butt m t nt nd fi ul ha ea ni o hr w rs e, he w a t ex la i i t s m e. doi y o ce t t s he a By ng. H ow cou d you us t spa a l ? l a num berofw a : l e hi r lel n ys You cou d m e w ih t bos ,t ke out a Frs ,s n i on l et t he s a ibee pi t your fnge ,a k hi i hes e er pl ye bef e,t l hi i r s m f ' v a d or e l m yoursor a r l t i t t pr ec st ton.l t t t y, nd e ae t o he oj t iua i n ha s na i t Frs i ta l a t a a a t nton- a , ce ro, he ibee nii ly c s s n t e i gr bber a t n you us i t m a a m et phorca poi . nd he e t o ke a i l nt O r you c d dicus t pr e fr t a brng t Frs , oul s s he obl m i s nd i he ibee out ofyour bref s l t r a a m ea of i e iyi hi i ca e a e , s ns nt nsf ng s i er s on t poi your a nt e t he nt 'e boutt m a e. o k O r you a a c w or r c d pl y Frs e on t lw n i , nd o- ke oul a ibe he a n font ofyour ofi e buidi a w hen you bos c e r fc l ng, nd r s om s out you m a e s r he s syou doi ti k O u t e or , k ue ee ng r c s. t her , l t ri hi ofi e, poi outt pa a l l . a e n s fc you nt he r le s Notc t ti ea h c s t physca obj t ac oru Frs i e ha n c a e, he i l ec - ol f l ibee s r s a a wa t ta f m t mome .You'e notj t - e ve s y o r nsor he nt r us t li a s or a e lng t y boutl r ng t t ow a Frs ,your br ngi ea ni o hr ibee 'e i ng yourbos ba k t t tpoi i tm e w he you wer a novi e,a s c o ha nt n i n e c nd t you' de ons r tng yours l no . r gi ng hi avi hen r m tai e kil w You'e vi m s c a e renc er l xpe i e. A m e nim w or s bes whe i' t ngi e.W hen t r ' a cha s k t n t a bl s he es dem ons r ton.W he t per on you'e t yi t pe s de ge s t ai n he s r r ng o r ua t
  • H OW DO YO U BUI A II LD V ECHAN I VI SI ? i ve i t s t ton m e a l e otona l a physca l nvol d n he iua i nt ly, m i ly, nd i ly. T he r s ? ea ons Siua i lke t ta e unu ua durng t c s ofa nor a t tons i ha r s l i he our e m l da Butwhe you puta pe s i o a s f ,i r gui ent r a ny. n r on nt a e nt i ng, e t i m entba e out oft or na y st ton, he ca tus he s a - s d, - -he- di r iua i s n' e r t nda d de e e t s el he s f fom you. She ca t g t he r f ns s o hi d r el r n' o o r def ul t nki s r t i s a am ea ofm ent l dim i sng your a t hi ng t a eg e s ns al s s i y a gum e .She ha t r a t dif r l bec us t e e na s i r nt s o e c fe enty, a e he xt r l tm u1 a e dif e . sm or ope t w ha you ha t s y be us i r fer nt She' e n o t ve o a ca e youke f ce he i o be ng ope or d r nt i n. Tw o m or qui k e m pl ofusng w ha you ar dy know a e c xa es i t lea s a m ec nim : ha s Jo r!0?pl ' wa my neghbort hep me ge outwor 'g ) Jt : ' nt r / l i o l t d a bout how t l lgove nm e i c ngi t z ng he oca r nt s ha ng he oni i ou a e ,a how i c d hur hom e n r r a nd t oul t owner . s' ' A l eyolyor fpaoy:' cole t nteh-e ur U. i 'r u g etr ' lct we it c nt y S. n r l sr ps.J j am J re/g fr: You mee wih you neghbor a pu l a lc t sl gg t t r i nd l T heodor Roos ve t s a p f om your w a l . You t l e e l tm r let ak a boutyourhobby a t s a p' va ue.You a s dr w a nd he t m s l lo a pa a l lbet e Roos vel a you pr em :' oda w e r le w en e t nd r obl ' y, T know Teddy w a a gr tpr i nt a i pii hit i a s ea esde , n ns rng s or c l fgur Bu ba k when hewa i ofi ,pe e di tj t i e. t c s n fce opl dn' us r l o r f hi a do w ha he s i H e f ol ve or m nd t a d. ought s e om pow e f l e i s l pa tc a ,he bu t up il ga bi r u nem e . n r i ul r s ed le l g busnes - t t us s N ow,l notc pa i our z ng i s he r t . ' m om rng oni pr e w ih tus s butda n i,Te y di t1 t pe e obl m t r t , m t dd dn' e opl ha t rwa j tbe au e t y ha mone W r wa ve hei y us c s he d y. ong s wr ong.As f r a l conc ne t t t ki of ba te a s' m er d, ha ' he nd s tl w e' i nom 'The s a p a t a a m e nim a gi esa r n e ' tm cs s cha s nd v hi t i lba kdr t youra g e . sorca c op o r um nt Jo rIopr:' wa t me a i e ese i my fr s CD 'g l lel ' nt he di nt r t d n r / l im' RO M a ton ga e a t r l pa t ' ci m t he olout r y. '
  • TII Tp/t syolll ox M ECII I -E - q kk ATl t -AN SM A / efo l u f etr ' ca j gl kni s' f rr yo rgpaoy:' n ug e ve . g l ' A re/g fr: t r l tpat sa tj gglng kniesa a a lcggslAt he olou ry, t r u i t v sn t t nton gete . lt ate ng m edi t twhie k ve e i t r Tel he t ndi a ha l ni s m a be da er ,you ca j e s e hi fr mor y ng ous n uggl om t ng a e dea y.Pu down t kni s a j gl c e ofyour dl t he ve nd ug e opis C D - M a ton ga e. Tel t pe e ' t l t RO ci m l he opl , ' ua l he Ac y, da rhe e i noti j i t s ga .l'i plyi nge r s n ugglng he e mes t n a ng s t . D ipl y t ga e on a s r en,a s w how your hem ' s a he m s ce nd ho c pa ha c ea e a C D - M wih m or bl om ny s r t d RO t e ood a nd gut t n a ga e e r m a Your pr s ha ny m ve de. oduc i gi ng is t s vi t t r t m a k e c l w ha i w a s The kni s gr phi a ge r et xa ty t t nt . ve a ca l s ta c e f s e ni t ga e. ly e ont xt or cr e ng he m - W H AT I YO U D O N ' H AV E A SK I O R D O N ' F T LL T K N O W O F A PU ZZLE YO U CA N U SE? Fe rnoti youha no s l orpuzzet us Jo ?t Pes t e o l a f ve kil l o e:- a o rgg Pebe f k J ? Do 'J g tt BePes tl; t t r cu lc i rt Tr ns / 0 gt / g o // /t rgget o he es e! onsde he a t f m a i M ec nim t be s h a powerulper ua r t t l or ton ha s o uc f s de ha ' ve l de t sbook w ih 2 ofm y f v ie . r i no guesw or oa d hi t 0 a ort s The e s s k her lha us d e c a ca a t s t is power You ha onl e. ve e a h nd n t e t o t . ve y t l r a pr c i e t m . o ea n nd a tc he l f c , t a good i a t t y t e m e nim sbe or you r n a t i' s de o r hes cha s f e ea l ne d t m .Tha w a you ge c f t bl a t a i a t ly e he t y t om or a e tr ctng tenton a be ng bol Tr t m a l nc a i or a m e i , i nd i d. y he t u hes nd nf m l etngs a a i ebr k r wih s t a e a r pl nes The i i t nd s c ea e s t ea m t s boa d a . dea s o ha f a t ke youre s ope f tm e w he you c n us ve un nd o ep ye n or i s n a e t hem a m et phorca pe s der i ke st tons l you ge s a i l r ua s n y iua i . f t good a peror i t t f m ng hem now,t wil pa di i nds f you hey l y v de or w he you nee t m m os . n d he t l t r s oft s book,li l a m e ha s a t e of n he e t hi nc ude c nim t he nd ea cha e ,i t hope t ti ls ch pt r n he ha f poon t m outi s a ldos , he n m l es
  • w HAT I YOL D ON' HAVE A SKI ? F l T LL you' ty ea m e ha s t n a t r Att book' c l l r ch c ni m he nd he e. he l s onc uson,lofe you a a tona f m ec s st dr w upon. i fr n ddii l our hanim o a la s de crbe ea m ec nim a pa t ofa i ag na y s t lo s i ch ha s s r n m i r iuaton i w hi h you a e t m an cha ac e .Pr s nt t t w a , i n c r he i r t r e e ed ha y t e s t tons w ilgi you a tona i s a hes iua i l ve ddii l dea bout how t us o e t e m ec nim si yourown lf hes ha s n ie. Y Bac oom 'l I Peror i Tr l m aton kr lps or l m ng ans or i M ec hanim s s + l you w a pr ctc dr wi connec i bet e n unr a ed f nt a i e a ng tons w e el t i sa obj c s as il ha' a t hea tofc eai pot nt dea nd e t- kl t t t he r s r tng e m ec nim s he es a ga e t ply. ha s - r ' m o a Slp of one ofyours s a s udy i.H o i t ts lke i f hoe nd t t w s ha hoe i yourt nis busne spr em?(fyour ha i toubl hor et i s obl l 'e vng r e fndi a pa a l l br k your s down i o is c poi ng r le , ea hoe nt t om nent . H ow doe t s ic ng r l t t your pr em ? s s he tt hi e a e o obl T he l ce ? The he ? Sounds c a ,lknow,bu i c a s el r zy t t ondi - tonsyout t nkfe i y. i o hi lxbl ) Look a t gr t he ound you' s a ng on. H ow i i lke your r t ndi e sti lf ? ie L sen t t s t o he oundsa ou you a pi k one.H ow i i lke a r nd nd c st i busnes goa ? i s l Ta e a ie f om yourw a l t H o i i lk t s i e k n tm r le . w s t i e he unrs ? Exa i yourc pu e ' k yboa d.H ow i i lke t or ow ? m ne om t rs e r s t i om r W he you a wer d t s qu s i , m a u your n ke ns e he e e tons ke p own.Durngyourdrvehome,ori tnc pikt iems( i i f nsa e, c wo t a gr en lght a a hydr nt a cr s a k a a bil r a e i nd a , os w l nd lboa d, r riw mir a as ont rdi a akyous lhow eave ror nd ong he a o) nd s ref t y a er l t he r e a ed.
  • TH E TRANSFORII ON I ECHAN I VI V ATI VI SI A Tr f maton M echani :The M agazi T t ansor i sm ne es The st ene Your t diect ofa maretng fr s ed i frtcl son a cr s /e he r or k i im, eat n is as osc r fi t Nextt yousi a pr per -ookig woman,clary ounty l . gh o t s os ousl n e l anexecut f t i ype, humbig t ou a magazie.Youe ange wel ve n hr gh n xch c ng n . omi ods A f mi t it t ti yousrk up a c erat about ew nues no he rp, tie onv s i on te desiat t weat ,h pr es on.Sh gi bref poleanh tn i he on, her er of si e ves i , i t s sabou h dat ecompan and as saboutyourI elhood. wer t er abas y k i i v Yous l I i and whs :zDo your l wan t know? mie, ean n, iper z eal y to I' a Ite fi eni Some peopl can' handl i. ts il rght ng. t e t e t' You odd ans moment i sarl her Sh sus t havi r wer arl t t y es . e' ed o ng herqu tonsan wer wihoutpr esi s ed t eambl orarii Y sh i i e tfce. et e s nti ed.Bec e youdon'appeardanger s s ed i frtcl s, rgu aus t ou - eat n is as el egant dr s s deci t go al and pr s you f mor l esed- he des o y ong eses or e i or i nf maton. ' ce efeigsona grn s ae'y s y z orc p a ' rat e l I n a d c l ' ou a . Mai ororton ,Ik Appl and Del hie met cr e a specii t off i i s ie e l r , o eat fc ype eel ng i t rcl t. n hei i s' en Sh wonder h youdo t . e s ow hat zL me gie youa demonsr i . zet v taton ' Asyoucons cu sy t naway,youas te womant pi up pi ou l ur kh o ck hermagazie.zF t ough i,'yous ,zl you mid wih i n zage hr t' ay food r n t nf maton.Th magazie hasf hundrd ors pages wih hun or i at n wo e o , t dr ofpit esand tou andsofwor Keep fi n backand eds cur h s ds. l g ppi f t L aIt if matonwhi ar d isde yourhead. orh. et Ihat nor i p oun n i zNow geta r z andom numberi mid ...and t nt tatpage. n n ur o h Scant page,notc te wor ,I sofwor ,go t t t In he ie h ds ot ds o he op ie. L att I s wor on tatIn I n ipuli .See i fas ook he onge t d h ie. magie t sng tl h i See tat d fas ng asi isona websi s een. aket ng. h wor l hi ft ' t cr M e hat wor brght T n up te contas.Brght .Brght .BrghersilShu d i . ur h r t i er i er i t tl t . te magaziel h n ' (oni e ) c t d no
  • W HAT I YOU D ON' HAVE A SKI ? F T LL ( nio d Co t e ) n T rigba k y ra hit y ri k tp k te ta t b sunn c , ou e c no ou ac e oc e, xrc a u i nes c d,s i e s hi acr si backan hand if e down s ar crbbl omet ng os t s d t ac t t woman.' hatwor ar you t nkng of 'you as o he ' W d e hi i ?' k. Sh s ,'E egIs e . e ays 'y a s s ' Yout lhert tr overt car Th e,t h asonihment i el o u n he d. er o er t s ,s you dr ng ofa pai ofeye ases. r awi r gl s ' oud you I t kn how I i t k' ' l W i o ow ke d d hat ' Sh woul e dl 'Ihoughts 'you s ' t f ig you/eexperencig 't o,' ay,' hat eeln and r i n rgh n i i a s s wh I f a I n .Ih a maretng i t ow s, n en e, at do or i g ead vi k i c ompan , d,a I ai mairc poat shr u t fs i c y an s s d, o or r i i s o a hon amon e pai t cr e c t n f i i t rci s I t scas Iwas gns hat eat erai eel n hei lent. n hi e, ngs tyi t mak you f won ,an ...'By t tme t fi r ng o e eel der d he i he l ght I ,you'e pr tc l oI fi ,and you have an appoit t ands r acial d rends y nmento meetwih h and hercompan sprn pal t s h you mi t er y' ici s o ee ow ght bes r es h fr . t epr ent er im Behl t Stene nd he Iv t i te eary 1 n ened n h l 960sby pr eacherDavi Ho t seas -od y, hi yt do mech s c con nc peopl tatyou h ps cabit .Her anim an vi e eh ave ychi li ies e youwi us iasa pi e ofwhi ial t r ttatb0t atr t aten l et l ec msc sagecaf h h tacs t t nand en esyout pr enty oferng i i met i o abl o es our f i n t aphorcal e. s i wak T peror te me o f m h chanim,cl s andesi y obt n f pi ofi tnel ai wo eces nf maton:a page numberfom t mi e ofa magazi an t or i r he ddl ne, d he I onges wor ont t In oft page. t d he op ie hat Th if matonwoul h beensmpl t ac r i t aiplne at nor i d ave i e o quie n he r a s enaro.F isan e,youc d h e s t a pageand awor c i or n t c oul av pot ed d whenyouwer frts atd,asyouc u l gl c overattewoman. e is e e as al an ed y h Or youcoul h n ed wh s wasr n puld a du iat , d ave ot at he eadig, l e pl e c fom te i-l htmagazie r ,t n t anappr i e pagean r h nfi g n ack ured o oprat d wor an si te publ i backi pl e.W hatv y modu d, d l h d i on cat n ac e er our s oper ,youh t if maton i mid,and n on i tewier andi ave he nor i n n o e sh s . (oni e ) c t d no
  • TH E TRANSFORII ON I ECHAN I VI V ATI VI SI ( nio d Co t e ) n Atyours at yout ar t e , oo e humbi t oughyouro n magazi ng hr w ne, whi i dif entfom t execui s Ats poi ,you srk up a ch s fer r he tve'. ome nt tie c verat an sar yourpi W henyou gett t demonsr i on s i on d t t t ch. o he tat on par,t n away and t kabou h magazie asa gl ofwor and t ur al t er n ut ds i mages whi s fi page Now f t pr oundl s y par. , l he l e ps s. or he of y neak t Your aboutt do wh magi an cala 'or ' tati you'e 'e o at ci s l ' ce' h s, r f ; goig t coax h t open t yourmemorzed page and gui h t n o er o o i de er o You memorze wor .Her show. r i d d e' T lhert you' Ik hert z a r dom numberi mid. As el hat d ie o get an n n ' ' yous tat t n backt h and h d yourmagazi s t i ay h , ur o er ol ne o hat t s backc f h . over aces er W i yourI than hol n t magazi sI t h ef d dig he ne' owerI ts n u e ef pie, s you rghtf e igert sowl rfl te upperrghtcoreroft magr i orfn o l y ife h i n he a n ' p e (i r 3.)As tewomant c l'tp. zies ag s Fgue 1. k h o al so ' W h s does h d yourf eigeratt s c l f ,an en he , ol orfn he pot al or d ed open t magazi s tatisfon an bac c sf e her Y he ne o h t r t d k over ac . our s at s onl c s no page pect or ees y over, s. L att page,ca/oot rmemorzed page rumbe,cos ook he / yoo i l r le te magazie,and dr i it you Ip.Sh n has' r dom h n op t no r a e ow ' an a numberi mi / te numberyouwant h t pi aIal g. n nd/ h ed er o ck I on T n away agai and as h t t n t t page numbers s ur n, k er o ur o he he eI ed.Then as h t I att t In pi ou t I ges wor ect k er o ook he op ie, ck t he on t d, and cl e hermagazi os ne. Th rs i actn an pr ent i e e t s ig d es aton. Ba oom 'l I t M a zi Tes ckr I ps or he ga ne t + Ihave peror t s mechanim bef e tades cr f med hi s or r -how owdsand f i vi s i itmat s tngs,and i ne f l t wow.Is or ndi dual n ni e eti t ver ai o s ay t sbec s Is pec t s r hi au e us t hat ome eader may bel e it bol t s i too d o ev f .Thos r ool e eader woud bewr s l ong. (oni e ) c t d no
  • W HAT I YO t DO N' HAVE A SKI F 1 T LL? E ; ' > < blb' k f- a. qR ! .' ' u : jFI, rI. . . :, :' . . x . ' k. . , t r j;; 4jI g,, , u Fi e 3. Rif t upperc n s gur 1 fl he e or er. ( tv ) Coni ed n W hen youperor t f ce y cr ctte sl tme exe. f m he or ou le l h cme i c i whctmentlit t m c ' iccl' Isc scndcr m i lecc. utng l clss er l' s l.'t l tl ld nc. ll m l ' r ig t i e.You Iok ct t if m c in on c pc e on c n echn qu o l he nor lo t l l g l pll ng c ld oron c si ofpcper cnc you c l t l if mqt n cyi cr ll p l ,l l cl hct nor i l o by cnot ncme.Ar y Ii Per l her l e ou y ng? hqps buti i ct l iclI t s lhect c l i r e. Y r I ng i t sl wcy Ll en Ol erI i Huml cn l ou/e yi n he cme l cur ce i i n vi es et lc M cron Brl I s i I Gocrfl ' I you n pr tce wi ll cndo i n he e / lef f c . eed qci t h t st i Iokcty ccg cnc ccli c c l.L ctyourcct hi echn que c l our lx l l llt l ct cok l l cnc ccl ic tee.L ctc tee cnc ccl ic ccr You/ls get l l l t lr ook l l r l l l t l l. l oon l l te hcn ofi. h lg t /oniv d c t e) n
  • TH E TRANSFORII ON I ECHAN I VI V ATI VI SI ( nio d Co t e ) n # Fealt f ce asi ons r be or nc eqoeni :Youwantyours at t tal pect or o t nkofa r hi andom number s wh bet way ofgeti s a , o at t er tng uch numbert I tn ch han et g ance deci Lk a mi n machi blwi de? ie xig ne o i I t y bal,your rfln t ou yourmagazie asa ng oter l s /e ifig hr gh n meansofs fi number.AsI asyoupl i nat a1 f huflng s ong ay t ur , ew peopl wil e leven r emembert you e hel a magazi hat ver d ne. # A too es i poi :Attmes you may rfl t ou aI t r bl bootng nt i , if hr gh I he e page i yourmagazie wihou t s t orscaln sop.Nota sn n t the pecat ' l g t i bi deal Say ' et sar over'and r g . ' ' t t , L s epeat . # Nat al ,you c alo peror t s mechanim wih book .I ur l y an s f m hi s t s f you ar goi t pich i a hous orofie,fn away t s et r e ng o t n e fc id o ecr l y peekit oneoft own ' book s you c memorze a page no he ers so an i numberan wor 8u t book backwher youf d d. t he e ound i. t W h y r r t peror gr s ver v u fom te en ou'e eady o f m, ab e al olmes r h book heles icldi t f c book.Bref su tei c s asi s v , n u ng he ore i l tdy h r over, f y y r wei n t mersof ou'e ghig he i each,h d tef c bookt yours t an h ore o pec t or k on f yourel an dicar t rs.Now you'e s . at , eep e or s f d s d he e t , r et # I te aipl e s en i Imade is em t youwer goig t r n h r an c aro, t e hat e n o ev t sme ealhi chanim' s r ,buttat an i er thol ng t s s ecet h was nt es- di ech ni onl Nev rvealt s et W h que y. er e he ecr . y? L o attrm tes e t o 'p n o ve Y h v is ra o k ifo h p catr oit f iw. ou a e ute d s h rmid.T ikoftat Y u h v ap ar t iu n y d it h r e n hn h l o a e p enl o re e no e y tou s it t plc wh e s k h ght, no he a e er he eeps h I esan ambii s, er ov d ton herf s an f l es and you/e br tbackevi ce oftat ear d ai , ur v ough den h ti E i t s at does tf l bel yourcl m,sh s rp. ven f he pect or n' ul i y eve ai e' damned s e youdi s hig brlant So iyous lt bean ur d omet n ii . f l pi he l s, s sgoi t be diappoi ed:Youdi tr hermi n di he' ng o s nt dn' ead nd, or d you do an hi pari ar brlan. yt ng tcul l il t y i Ofc s e tough Iv war ed you n t gie away t oure, ven h 'e n ot o v he s et Is pectt you wi ...onc Bu af t on tme,I ecr , us hat l l e. t t hat e i er kn you won' do iagai Isdit bi t s te I ofadow t t n. t sur ng o ee h ook ' miatondr n fom a f e. r i ai r ac (oni e ) c t d no
  • W HAT I YOU D ON' HAVE A SKI ? F T LL 3 9 ( nio d Co t e ) n + T eibo teTan f mat Me h im i t mo ec v rain h o fh r sor i on c ans so v on es t s o t a dier Iveloft o f ente f hough.I t aipl s t n he r ane cenaro,Ihad you i us t mechanim as a way ofgeti t execui t expere he s tng he tve o i enc won ,whih i wh yourmar tng pr am pur t t e der c s at kei ogr pors o do.So s f twonder whi yout k abou del ig won . he el , l e aled t i n ver der W h ot mes agesc d t smechanim r es t Ican at her s oul hi s epr en? t s ymbol you un y abit t un sand you cl ' needs, i ze r cann ly o dert i r i s ent s h you'e b0t ont s wav engt demon tat your how ow r h he ame el h, sr e kn edge oft mar t ac and dr ie t poweroft owl he kepl e, amat he z he me a (i an i e prcial Ia ou o te s e tt ' di vbr t mag s a t l e p t f h p caor c y s h adl amon ote tig . e ) , g h rhn s W h ev yourmesage,e i wih ways ofu ig t s at er s xperment t sn hi mechanim t brn it Ie. s o ig t o i f
  • T H E BO D Y M ETA PH O R he Tr ns or a i M e ha s ha t s et : t a f m t on c nim s wo ubs s he Body M e a t phor a t Pa r M e a nd he pe t phor L ke m e ha. c nim s t s s et a s u e a l y t c x pe e' s , he e ubs s lo s naog o oa opl s m i i o f e h per pec i . nds nt r s s tve The dif r e a ong t fe enc m he t ee The pr e c u est getr u t . hr ? op a h s o es l s l aTr nsor tonM e nim,hepr i a oddobjc (n n a f mai cha s t op s n et a orga l tr,ac ntona objc i a odd c ex ( kie i miobse) onve i l e t n n ont t a t i aboadr ,or ac entona obe wih whih you do n r oom) onv i l jct t c s t ngodd( r t tva s whe yout sii t ar. omehi a ock ha nihes n os t n he i) l a Body M e a n t phor t pr i you bod ort bodi s of , he op s r y, he e t pe eyou'e i l nci he opl r nfue ng. l a Pa M e a n per t phor t pr i a di gr m or ca t , he op s a a r oon you dr w i fontoft peopl your i l enc ng. a nr he e 'e nfu i Youke l r d a t m e ha s s N ow youl l r how t ea ne bou c nim . ' ea n l o peror Body M e a f m t phor ,a i t nex c pt r you' di c r s nd n he t ha e , l s ove l t i a out ofPa M et phor . he ns nd s per a s
  • W HAT A BODY II APH OR LO O KS LI V ET KE W H AT A BO D Y M ETA PH O R LO O K S LI E K A s l s i t prm a y pr i a Bod M e a ad, he i r op n y t phor i t hum a s he n body. getot r t e r e a i a by m a ng yourbody You he s o xpe i nce n de ki a t is a a l orc lex es i oft ti a. nd he r n leg i a pr son ha de Sa your a c ula a your s li a c pa on your y 'e ons t nt nd 'e e lng om ny s t a e- s d k l dg s r ng pr s . l font of you st ofw r ba e now e e- ha i oce s n r is t hea ofea h de r m ent Youke done ev yt ng you w e e he d c pa t . er hi r s uppos d t do.You ope your pr s nt ton w ih a zi une o ned e e ai t ng, c ed a i ensfe t pr e ,ofe e your pr over nd nt ii d he obl m f r d oduc a a t s s u i s gue i o is f c s a bene is a de ons r t d i . ol ton, e d nt t a t nd ft , nd m t a e t Bef e hea ng i o a c os youke a k f que tons or di nt l e, s ed or s i . T he depa t e hea lke w ha you s i but ea one of r m nt ds i t a d, ch t rque tonss m s t t k you f t rf om fni hi t dea . hei si ee o a e urhe r i s ng he l You'e l i t m . os oft m a e t c r osng he M t he r e hnocr t ,a t y s m a s nd he ee t be m ied i a l ng t i vi l f t e of yourpr o r n na yzi he ndi dua ea ur s oduc t r t t n t ove a lr ul i w ilpr a her ha he r l es t t l oduc To br k t sdow ne. ea hi w a d pr s a i ls r l you dec de t us a Bod M e a r e ent tona pia , i o e y t phor . ' he que tonsyou'e a ki a e i porant'you s y.' a ' T si r s ng r m t / ' a But s w e' t l ng a t s e ofm y pr ct f t es lw a you t r a ki bou om e odu ' ea ur , s nt o k e o et ig i mid.n fc , wa ty ut wh tl a ou e p n hn n n l a t l n o o/l a ' b t m t s y. r o a Eve yone pl s s a ea e t nd. ' your f ett he , ' Put e oget r yourha t he ,i er e h your nds oget r nt m s fnge s sif n yourlgs sifr s ez yourj s yournec i r , tfe e , tfe , que e owl, k, yours na c um n. pi l ol ' ght your body lke a knot lke a tght tght knot G rt ' X en i ,i i ,i . i yourt e h.G rtt m .Grtt .H ol i . ol t t i A nd et i he i hem d t H d he enson. now ... e ea e. rl s ' ee t t ns on l ve yourbod Do you f e t pr s e ' l he e i ea F y? e l he es ur r l sng? e ea i ' ha r l s i w ha m y pr e s doesf you s t m . ' t e ea e s T t oc s or r ys e 't t kes bot l nec d i or a i a a l s i t fo ' a l te ke nf m ton nd low t o l w t oughoutt or ni ton, he e i c n be t ne i o s v c , hr he ga za i w r t a ur d nt er i es pr ct ,a ca t l odu s nd pia .
  • TII BODY M ET - OP -E APII - ' e, ' yourde a lque tonsa e i por a ,butl t ne f ge Se t i si r m t nt e ' ver or t s t t m y pr s a pr ha oce s nd oduc a e a t r boutcr tng a c pa t t ea i om ny ha ca pr n oduc i doz ns ofdif r ntdie i a onc en e fe e r ctons t e. ' y pr e s i a ' M oc s s bout lber ton. l' a i ai t bout i s nnova i l' ton. t s a bouthe pi yourc pa do w ha i wasm e ntt do whe i l ng om ny tt a o nt 1eror s a is be t' 7 f m t t s. ' D oesyourBody M e a t phort n t st ton a ound? M a ur he iua i r ybe. W ha i doesdo i br k t de r m enthea oft i pr oc utt s ea he pa t ds he r e c pa i w ih m i ta a ge t m ba k on t a k,s you ca pe ton t nu i e nd t he c rc o n r s de t m on t bene isoft bi pi t e. ua he he ft he g c ur T hi e m pl us s ee ng a r e i a a m ea s xa e ed qu zi nd el asng s ns dem ons r tng wha ha nsw hen you r m ove apl i t s t ai t ppe e ug n he ys t m .H ow m i a sm ia de ons r ton be u e t i l nce e ght i l r m t a i s d o nfue ot si yourow n lf ? her n ie BO D Y M ETA PH O RS A N D YO U Per ps a e pl e ofyour i a r i ofm a ng a m i t k a ha n m oye s s fad ki s a e nd herca i i ge tng i t w a ofhe dute .You w a t br a uton s t i n he y r is nt o e k her of herpe f c i s ,s you i t her i o your of i e a r e tonim o nvie nt fc nd di c s t st ton. urng yourt l you l d he t ough t s us he iua i D i a k, ea r hr he s ue ng a r e sng,de ons r tng how w he you'e t ns , q ezi nd el a i m ta i n r e e i' ha d t f us on a yt ng ot r t n t t ns on.H ow e , t r o oc s n hi he ha he e i ver w he you r ea e t t i i' e i rt f uson e r hi i n el s he enson, t ase o oc s ve yt ng n fontofyou. r You c d a s fi t r tonae be nd t s e ng- ndoul lo lp he a i l hi he que zi a r l sng e er ie,a br ng up t postve a pec oft i e ea i x c s nd i he ii s t enson. For i t nce you a k a s a k em pl ns a , s lc oyee t t e up, a o ens nd dr w a t i t t pr a t ent on o he onounce m us e i hi f ea m s d cl s n s or r . T he you a k hi t r l x,a s n s m o e a nd how how t e m us esdi a hos cl s ppea .Yourpoi :W he w e oper t a f lca c t we do w ha r nt n a e t ul pa iy, t w e w e e m ea t do.O urbodi ge s r r nt o es t t onge ,ourabii i i r ltes ncrease. You c d a s us t s e ng a r l s ng a a m e of oul lo e he que zi nd e ea i s ans s w i ha m ony a ba a e. ns on w ihoutr l xa i ca e ho ng r nd l nc Te i t e a ton us s
  • BO DY M ETAPII . Axo Yo u -OPS 43 bur ;r l xa i wihoutt nson r s t i a lf wihou di e nout e a ton t e i e uls n ie t t r cton. yi ya de ons r ton. i A n- ng m t a i O fcou s s e i a r la i i j s one Body M e a . re, que zng nd ee sng s u t t phor W ih s e t t om hought you c n c e up w ih ot r t pr e your , a om t he s o ov poi s. nt O ne publc s a r i t s a a e e m em be t f ce hi , i pe ke nvie n udi nc ro a m gr b hi rght ha a i e t ne rght l gs Then t s ke a si nd, nd nt r wi i e . he pea r a hi vol e l n ba k a f ra t y ca Ea h a one w oul nd s unt er ea c s a s he n. c l d fl. bec us t /r l ke t t rbyha ha a lgs alBut a e he e oc d ogehe nds ke nd e , t y r m a n uprght The s a r dr w s a pa a l l be wee t he e i i . pe ke a r le t n he e r i e a w or ng t t rpr xe c s nd ki oge he oduc i y. tvel A not popul rBody M e a her a t phori us d by s a r t fr up s e pe ke s o ie t r c ow ds The s a r a ks he a di nce t s a e t hei r . pe ke s r u e o t nd, x end t rrghta m s a f e i r ,a s ve a f r a ound a t y hei i r nd or fnge s nd wi l s a r s he ca wihou m o ng t i f et Af e t c ow d ha done t exn, t t vi he r e . t r he r s he e cie onc t s ke w akst r s e, he pea r l hem t ough a i pii v s lhr n ns r ng i ua i za i a ton bout t i c pa iy t do m or t n t y e r t he r a c t o e ha he ve hought pos i e.The s a ks t m t r pea t e r i e onl t s sbl n he s he o e t he xe c s , y hi tm e t y'e t t y s ve i m u f r hert n be or . i he r o r wi lng ch a t ha f e Ont sc he e ond ty,m os pe e c n i pr on t i i ta r t opl a m ove he r nii l peror a e dr m a i l Som e a ua l doubl t di t nc on f m nc s a tca l y. ct ly e he s a e t sc he e ond go-ound.The s a r dr w s a pa a l lbet e n t r pe ke a r le w e he e riea t powe ofourmi .(y t wa ,i youwa t xecs nd he r nds B he y f nt o t y t sex r s ordo i t ot r , a s e no one i ve ha r hi e cie t o he s m ke ur nvol d s aba ba k. d c Donewr ica bepanf . ong,t n i ul) Themet phor l ej tde c i d putt body t ough phys a s ' us s rbe v he hr i lt ns on.Butyou ca do m e a ca e i n t phor w ihou t x ng t body s t t a i he a a1 t 1. Robe t M i e on,a m a ke i c ula ,us s a e gi r ddl t r tng ons t nt e n nga ng m et phor t he p a di nce r s a c a o l u e s e-ee onve i l r e of s l s ntona ul ae a m a ke i Sa M i e on:' w a e yone t hol t i nd r tng. ys ddl t ' nt ver l o d he r penson t oft i he ds lk yourpe i a a e 'H e w a t op he r a , i e n s n nt nna. ' is afw s c e e ondss e r o ve yone ca l a l ug a c i s ' 1 n ook nd a h, nd ontnue : A1 yourc t er ha a r di a e on t i hea a t y onl us om s ve a o nt nna he r d, nd he y t i o one feque y,W IF ,whi h s a f ' ha ' i l une nt r nc IM c t nds or W t n t s
  • 44 TII BODY M ET - OP -E APII - f M e? l you w a yours l s m e s ge t gett ough t t m , or ' f nt ae sa o hr o he you ha t m a s r you'e t l ng a ve o ke u e r a ki boutw ha t y w a ,not t he nt w ha you w a . t nt' ' M i et t k t s a r W IF c e a gi s i ddl on a es he t nda d I M onc pt nd ve t ne lf .Hi a e ei notj tent t i d; he as gi mor w ie s udinc s us erane t y lo ve e s i t erous houghtt a c eptt y m a a r dy ha u r t o onc he y lea ve nde s ood, butne ra i d t t i bu i s e . ve pple o he r s ne s s Som e Body M e a t phor m a t r poi s t ou mys e y. s ke hei nt hr gh tr M or t n 1 ye r a a t ena r na e Lul H ur t cone ha OO a s go, e ge m d u s vi e t word t t s pos es e a phys c l m a ts t t nc d he l ha he s s d ia gne i m ha r obbe s r m e oft rs r h a ca s a l s oneea t d t ong n hei tengt nd u ed t ea t rhqua As bi r e a her cl i s s m ,s w a a hea i pe ke. za r s a m ee he s dlne r f m e a w a s u e by l di s i nts s a s e or r nd s t di d ea ng c e it s om one pos e s ng s na ur lpower . s s i uper t a s D urng her lf tm e, H u s ' m e hods w e e ne r e i ie i rt s t r ve xpos d. e H owe , s r vea e s e of he s r s l t i lf i t ver he e l d om r ec et a e n ie, n he pa ofhe m em oi.M os oft m ha t do w ih lve a a ges r r t he d o t e r ge, nd m a ca be m a i o pot ntBody M e a ny n de nt e t phor . s A n e m pl H ur tw oul s a t o f tfom aw a la hol xa e: s d t nd w ee r l nd d her hands fus a i t i,a i doi a s a ng pus up.Then l h gans t s f ng t ndi hs ' ha one m a s a be nd he a puthi ha on he hed ve n t nd hi r nd s nds r s de bl des Behi hi ,a doz m en w ou d t n t ke t i houl r a . nd m en l he a he r pl c s one a a tm e, c w ih hi ha on t s de soft ae, t i ea h t s nds he houl r he m a i fontofhi .O n t c n n r m he ountoft ee e c woul s ea l hr , a h d t diy pus w ih a 1hi m i .W ha ha ne t H ur t h t 1 s ght t ppe d o s? N ot ng. hi A sha d a t m en pus r s he hed,H ur tr a ne uprghta s is em i d i nd m l i W a hers c e ba e on m e a ng. s e r t sd t physc ? N o,i w a ba e on is t s sd pl i o1 s an, d chool book physcs i . For t s unt t wor H ur t ha t be a e t ha e t he t o k, s d o bl o ndl he s r ngt oft m a diec l be nd he ;t t i . te h he n r ty hi r ha ' t The ot rm en s he on t lne wer w i he i e ndow dr s i The e f t of ea h w a a e sng. for c s bs be by t m a i fontofhi .H ur tc l ha ha a t or d he n n r m s ou d ve d hous nd he- e on t lne,a a l a t m a diec l be nd a m n he i nd s ong s he n r ty hi herwa am ous ,s ha no pr e s s e he d obl m .
  • APPL NG TII BODY M ETAPII YI -E - OP C a you s how he de ons r ton c d be t ne i o a n ee r m t a i oul ur d nt r m a ka e Body M e a e r bl t phorf you? l a ne t tyour t yi t or m gi ha 'e r ng o pr a poi .Pe ha you'e a m em be ofa c rt bl or ni aove nt r ps r r ha ia e ga z ton,a t ot m e be s a e down on yourgr s a lt t i nd he her m r r oup' biiy o e f tc nge. fec ha Youkegve t m yourbes ag nt, tt /r silha i n he t rume s bu he e tl ngi t i he ds The t nk you c m uniy' pr e s a e t ng he r a . y hi r om t s obl m r oo bi N o one gr ca m a e a dif e e. ofe t gi t m a g. oup n k fer nc You f r o ve he de monsr ton ofj s ho powe f lone peson, or ni ton, ta i ut w ru l one ga zai ca be. s a f c ng aw a la lne up agr ofyourm o tr n You t nd a i l nd i oup s obus c l gue behi you. y ge r f c d fom pus ng, t t olea s nd The t ed-a e r hi bu s ilyou don' budge.W he you' fnihe you go ba k t your tl t n r i s d, e c o m a n i s now s n t ou t l nsofyourde ons r ton. i dea , ee hr gh he e m tai D o you t nk youd ha e r hi ' ve ve yone' a t nton? You be ! d s te i t You' not onl ha t i a t nton,but t y' be wei ng you cony ve he r t e i he d ghi r c smor hea l Youj tputapit ei t rmi ,afelng ept e viy. us c ur n hei nds e i i t i bodi s t tt y w on' s f ge . n he r e , ha he t oon or t A PPLYI G T H E BO D Y M ETA PH O R N Fors a t r ,t nk ofa per ua i st ton t tc esup r pea t r e s hi s son iua i ha om e t e y. ha do you nor a l s y du i i ? W ha do you nor a l dl W t m ly a r ng t t m ly do? W hen you fnd a c pe lng poi t tyou f elm i ne i om li nt ha e ght ed s r ngt ni e r ctt c eptfom i. t e he ng, xt a he onc r t Per ps you'e a a c t t who s i lze i buidi s ha r n r hiec pec ai s n l ng kys a r .W he you pr s t pr pe s you ha a l pt f l cr pe s n e ent o os ct , ve a op ul of t bl s a cha t , s a e nd r s howi how m uc s r s a sr t r ca ng h tes t uc u e n t ke.The s e t a e i t your f ct a fgur s bu you a y e m o ppr c a e a s nd i e , t w i h t e w a aw a t y coul e i nce i. s her s y he d xpere t Your c once :You w a a a l gor t de ons r t s t t pt nt n le y hat m t a e ha you kno w ha you'e t l i a w t r a k ng boutwhe i c es t s r t a n t om o t uc ur l s r ngt t e h. W ha w oul ftt t t d i ha ? You coul us t tH u s pu hi de ons r ton. d m a d e ha r t s ng m t a i You' ke your poi wih f c s a fgur ,bu you' a s u e t de onnt t a t nd i es t d lo s he m
  • TH E BODY M ET APH OR s r ton t s t a i o how t tt e a e ti s t m a ng s r t r hol ha her r rck o ki t uc u es d, a you k nd now t e t i ks hos rc . O r you coul m a up yourow n m et phor , d ke a . Per psyou cou d s a on yourcha ra i ca e t w e k ha l t nd i nd ndi t he a poi s i youri pr pt s r t r You' s y: nt n m om u t uc u e. d a ' he e t c i l gs t ch t gr ' r he ha r e ou he ound i a wea poi ,beW s k nt ca e t charcoul m ove. he e t c i s ti bole t t us he i d W r he ha r ea s t d o he l gsi aw e poi , ca e t bol scoul l e and dr out e s ak nt be us he t d oos n op . W he e m y f etcont c t c i i a wea poi ,be a e lcoul r e a t he ha r s k nt c us d si Talbuidi ha wea poi s t Butj t a t we k lp. l l ngs ve k nt, oo. us s he a poi s be wee m e a t cha r a e a r , s t a e t nt t n nd he i r ppa ent o oo r he w ea poi si a buidi Le m e s k nt n l ng. t how you w ha lm e n t oug t a hr h t s sm ul ton on my c pu e . hi i a i om t r' ' U s ng t tBody M e a i ha t phor do you t nk t pe e ls e ng , hi he opl it ni t you w oul ha a be t runder t ndi ofwha your a tt o d ve te s a ng t 'e bou o s wt ho hem on yourcom put r e? C om i u wih you own m e a ng p t r t phorr quie s e i a nae r s om m gi ton,buti' not r ke s i e.You t k you hi c i t s oc t c enc ae r gh once a pt nd you m a hum a bodi s pa a l t tconc i a w a t ti1 ke n e r lel ha ept n y ha 1um i esi. nat t Y Ba kr c oom 'l I Cr i a BodyM et lps or eatng aphor + N a s lk T'g frlto klcggfm a Boy kltlgr a e me ie r soptfg ke/g s nd i ketlo r t g g t j g/ - m et phor i a of t s ve .The r a t pt t m a a s n nd hem el s y'e tem s o ke ne i s c pr hendi e t ough i s you a r dy know . w dea om e bl hr dea lea D on' ge hung u on t ca eg i sa w he he you' u i t t p he t ore nd t r r s ng e one t c que ort ot r e hni he he . l m e i d M i et s pe on- he- a e er ie t a ntone ddl on' n- t he d x c s o c l gue. e s i ' ou dn' t tbe aTr ns or a i M e holea H a d, W l t ha a f m ton c a s ,r t r t n a Body M e a ni m a he ha t phor Afe a l a pe i i ? t r l, n s nvol ed. v ' ' H i f e c w a w e lm ea ng, t u c s r Cha s e dba k s l ni bu nne es a y. ngi t m om e a i l nci t ot r per on a e ke ng he nt nd nfue ng he he s r y. H ow you ge t e i i m a e i .F you s i kl r ,s tt e t her s m t ral or tc e s ubs iut
  • APPL NG TII BODY M ETAPII YI -E - OP your i x fnger f t pe a you ha your el a pur nde i or he n, nd ve s f e Body M et phor a . + A Ly t te - rt tg : peron be nd you mus pus eel e o / J gs sg tThe s ? f hi t h vny (gtse ?l wih pams a i tyours der.l t pe s g ; ta i t l gans y houl s f he r on pus s i s ops a s a t ,your ba a e m a be t own of he n t nd t r s l nc y hr f a you m a be knocke dow n. nd y d H ow do you gett pe s pus ng e y a s e di he r on hi venl nd t a l y? A s Rem e ber t pe s does t know how t s unt k. m , he r on n' he t w or s As i t pus e y a s e di s k . k ng o h venl nd t a l ounds lke a na uy i t r 1c a ondii f t t s .T he per on wil a ce i a f ce ton or he e t s l c pt t t a va ue. l l t pe s doespus i s ops a s a t , ee t bls t f he r on h n t nd t r s r s a ih he c ondii you s . Sa t t t s i a de ons r ton of ton ke et y ha hi s m ta i s r ngt notbalnc t e h, a e. A Tr f maton M echani ansor i sm: The Fr sur Foi L L es e nt eg ock The St ene Th h en neerofyourc e ead gi ompany' c s ommeri diii i r cal v son s eady t o end t meetng.I' been goi f an hour and you/e no cl ert he i ts ng or , r os o a r ol i t whenyou began. es uton han Hean t engi ss ed ar d he neer eat ound hi wantyout fr your m o ie as it bec e sh f ed a s iie i or i h d- fbe ssant aus e umbl enstv nf maton an of f weenyourdeparmentan t r.Thatsh tey s i,an t d heis ' ow h ee t yway. Your nots sue. /e o r Th evi e agai therappear fi y ye t e engi s e denc ns s l , t hes ms neer won' budge.The r cl e- nded an un li t explr t ici t y/e os mi d wil o o e he n ng d tnan de t.// oudis o nu s meJou i termid , en i y ph f c / ot pe p o bfn b i n s yout nk,t maybe t y' gi t sio i a f r bearng.You hi ben be d ve be tat on aier i decde t I i o auncha mechanim. s (oni e ) c t d no
  • TH E BODY II APH OR V ET ( nio d Co t e ) n Th h en neerI sexhau t s youappr e ead gi ook sed, o oach hi an m d s z c us pr sue poit t r s yourener i a fas 'He ay, I an e es r ns o aie gy n l h. ' e syous pi ousy.Y coni z phios y behi pr s e ye us ci l ou tnue: The l oph nd es ur poit i t s aste phi s y behid acupuncur Youappl ns s he ame h l oph o n t e. y pr sue t one par ofte body,and iafecss ot par. gor es r o t h t f t ome her tVi or n e i teIg . nt s mewh ,iis d s Iyo hth i ats n h e s Do 'a k gi y tut oe .f u ite prpe p n,h wh eb yg t iie Th wr g p n s usy o r oitte ol od es uc d. e on oit h t ou down.L me demonsr e. et tat ' Youas t en n t sand wih hi I si l apar.Y k he gieer o t t s egs lght y t ou ten Ian acr shi body an usng onefnger pr sa s f h e os s d, i i , es potwo i hesabov hi I tk ap.zlm bl i youren gy fow, you nc e s ef neec z' ockng er l ' s z y Itng yourIf I . ay. Tr i i f eteg ' T e yone' asonihment t en n cann Ithi Ig.z e o ver s t s , he gieer oti s e z f Ar Youtyi 'youas r ngk' k. Heas ur youtath s n onl tyi buthe' sr i t It s es h e' ot y r ng, s tugglng o i f i.Afera f s ondsofefor,t confs and i esed engi t t ew ec f t he u ed mpr s neer burt ou i n vou I ght .Y r eas te pr s e,and askhi ss t n er s au er ou el e h esur m t Ithi Ig now.I t t ,igoesup. o i se f nsanl t y Th whol r i cr ig ar e e oom s owd n ound you. y wantt k i The o now f te pr sue poi t qu wi wor ont .Cani r t een h es r ntechni e l k hem l t esor er Cur he gy? e adache Al vi e a bad back s? l at e ? zIIs ow e yone ho t do i'youasur t z'I h ver w o t' , s e hem,' tfrtI bu is mu tmak a c es i W hatIdi had not ng t dowih pr s e s e onf son. d hi o t es ur poit.Iwasa humbu .A humbugwih a mes age. ns t g t s z wer aIf s on my fngeri Th ,tou waste z You e I ocu ed i tp. at h gh, h ti ' midieci I had n hi t do wihisf ctonalmec rcks s r ton.t ot ng o t t un i han is. So s n yous t gr how,asyou I c ' ayig, ' how he oup eaned acr ste os h engi ' body t t ch hi kn you pr s you I tf t hi neers o ou s ee, es ed r ef ooto s rgh f ,an I ed yourI ts oul i o hi mi eci Th e i t oot d ean ef h der nt s ds ton. es i en-ookn actons whi t engi di tev n ie,pr nnoc tl ig i , ch he neer dn' en otc ev t hi fom s fi hi wei t The r ul:Hi I wasI ed i ened m r hitng s gh . es t s eg ock n PI ace. (oni e ) c t d no
  • APPL NG THE BODY II YI V ETAPH OR 49 ( nio d Co t e ) n 'I d t ssun t s t youcan f s e aboutan efect 'di hi t t o how hat eel ur f ' s c s and silbewr g. au e tl on 'Now Im nots ng t you/e wr abou my as it ,bu I ' ' ayi hat r ong t ssant t don't nkwe/ us an rgori s chig f ot pos bl r t hi ve ed y i n ear n or her si e ea- s n f tefu-p. n e h c e ri onte I eh r,Iut tu o s or h o l Sic er are s h i ee is wan s u n t be cerai ofourf s. o tn act ' ' Th r ulofengi sI satoneanot .Th r silc e oomf neer ook her ey/e tl on vi ed ofyouras it ' gui,butt gr ngl deci t rexamnc ssant l s t hey udgi y de o e i t st i The e i e hasopened a cackofdou i tei ne he i on. uat xperenc r bt n h r mi . nds Behl t Stene nd he Thi pot Tr f mat M echanim i bas uponan oI suntt s ent ansor i on s s ed d t hat appear i begi ' magi an s i e books I t e book ,you sn nners c d cenc . n hos s peror iwihou wi f m t t t ndow dr si onyourel.Iyou ty t sunt es ng, sf f r hat t now,you/lhave a beterundert ng ofh t peror iasa l t sandi ow o f m t mechanim,on oter. s h s St wih eih yourrgh orI tsde agais a wal.Now ty and t ter i t ef i nt l r It gy ro o i Ig ( eon no c tcigtewal. ouc ' ii ou pp st e t e t ona t h l Y ant fn e h n ) do i.AsI asyou k one sdeofyou body fus t te wal, t ong eep i r l ho h l you oppost I wil t suc t t gr d. r i eg lsay t k o he oun e Th ras Y canonl Ittatoppost Ig iyourbody ade e on? ou yi h f i e f e issi wegh t h py u an b c u etewali a t gasa ut t i to el o , d e a s h ls ci s n br movemen i i si e. ace, t s mpos bl Th Tr f maton Mechanim ver on oft sti i bas upon e ansor i s si hi rck s ed ri efnemensmade by t Amazi Kr ki wihf tert chesby t he ng es n, t urh ou Mar L .Idiguiest metod t ou t u e ofmidieci k evy t s s he h hr gh he s s r ton te ar ofgeti te audi e t Iokwher youwan it I h t tng h enc o o e t t o ook. T peror te Fr s e F ntL L have t pari pantf o f m h es ur oi eg ock, he tci ace te audi ce.Y do t s h en ou he ame,bu sand cl e enought hm t tt os o i hat te Ifsdeo y rb dyi al s t c ighsr t ie ( re pah et i f ou o s mo tou hn i i sd f x l gh o n i p r o e ,I asu n yo / onhsr t. at u p s s ' s mig ur on m e ii ) gh (oni e ) c t d no
  • TH E BODY II APH OR V ET ( nio d Co t e ) n Asyoudicu spr s e poi s r s s es ur nt, eachacr shi body wihyour os s t rgh h i t and,and bend f w ar t t h hsI tk I t post n, ol d o ouc i ef nee. n hat ii o i' aneas mat t si yourI tf agai tt sde ofhi rgh t s y t o lde er ef oot ns he i si t f and f c yourI ts deragais t sde ofhi mi ecton. oot ore ef houl n t he i s ds i Bascal ,you/e te wal.He'Ifnd ii sbl t Ithi If Ig bei l y r h l I i t mpos i e o i s ete f c s yourbody i k ng hi bodyata mechani diadvant au e s eepi s cal s age. Backr oom 'l I t Pr s e Poi Leg Lock Ips or he es ur nt + You n eedn' t l t s t ort gett s me t acke he pecat o hi chanim t wor s o k. Fim yetsu l prs ur i aItat needed. r bte e s e s I h ' s + Iyo f dta y u s bic c It i Ig,iprbaby me stat f u i h t o r u e t an i hs e t o l an h n f your n sufci l cont i hi upperbody wih yours 'e ot fi ent y actng s t houl derand t s L i oro. ean n. + prnt t e br ng movement appear arii al I peror i , hes aci s t ci . n f f manc t ar not I you pr ie t mech sm on a fi e, hey e . f actc he ani rend, youl s how nat ali i f yourbody t c actyourfi s 'l ee ur t s or o ont rend' body asyour h acr s. eac os + You may wonderi t s cr i tans entt t peron whos f he e et s r par o he s e I you'e I ig.Notu ual .I he r i you/e I n i eg r ockn s l f eal y zes r eanig n, he'las ume i' i denaland won' Ik y mak an conne i l s t nci t s t iel e y cton bef ween yourh tand hi own I ltng iabii It genui ef s eg-ii n ly. f he f t ne met dawn on hi don' wory;t s mechansm i sila r hod s m, t r hi i s tl emar e ti t experenc and you wer goig t e ai kabl hng o i ee n o xpl n how t do i anyway. o t + I t i oft f he dea empor i f ig peopl u -e you u e te arl ooln y e nnel s , s h v s i c bookveri ise As peopl t san wi tei sdes cen eson n tad. k eo t d t hri h agai ta wal an s ow t h imak movemen i sbl. ns l d h hem ow t es , t mposi e Th dr a meaphorcalpar l b w e t waland a pr em en aw t i al et en he l el obl teor zatonf s. h gani i ace (o t o d c ni e ) n
  • APPL NG THE BODY II YI V ETAPH OR ( nio d Co t e ) n + W h gi away t s ett t s mech s As Imenton y ve he ecr o hi anim? i ed, t ssun hasbeen des i i book avaiabl t t publ f hi t t crbed n s l e o he i or c dec ades.Stl i has an asoundi efecton tos noti t il t , t ng f h e n he know. + Mechanims Ik ti on i whi you us t body' nat al s ie hs e, n ch e he s ur ph ol agai tis f ar pari l l v uabl becau e tey ysi ogy ns tel e tcuary al e , s h c be peror al tan er i fontofanysiegr AI an f med mos ywh e, n r z oup. I youneed do i dr a met orc par l bet s aw aph ial al el ween t mech he anim and t poityou/e maki Some otermech s f ur s he n r ng. h anims eat i t body: ng he As s k omeon s ed ata des t contnooosy tac a s l e eat ko i l r e mal cicl on t foor usng te t ofeiherf .Ass e k r e he l , i h oes t oot h eepsher f mot goi hand h pen an paperand as h t sgn oot i on ng, er d k er o i hern ame i s i .Asodd asi s nds,s wilbe unabl t ac n crpt t ou he l eo c ih t t k. ompl he as s As s k omeon ele t si wi hi f tpl ed on t gr e s o t t s ee ant h he ound and hi ar f ded ov hi ch t Then pr syou ide fn t s ms ol er s es. es r n x iger o te mi e of hi f ehead,and as hi t sand.He c t As h ddl s or k m o t an/. I ashek ong eepshi fetfatan hi ar f ded,h wiln get s e l d s ms ol e l ever s fci tbal t rs ufi en ance o ie. Have an heruns pectn s s h e i and t n her ot us ig oul hut er yelds ur e yebal upwar asi s wer I ng t ou a wi l s d, f he e ooki hr gh ndow i t n he t ofhersk l I s e k op ul f h eepshereyesi t sposion,s lbe un . n hi t he/l i abl t open herIds I t medialfel,t s ph omenon i e o i . n he c i d hi en s kn own as Bels R l and i t l efex, ' s hough t have evole as t to vd he body' way ofpr e i te e fom tauma.The t qu i s otctng h yes r r echni e s u e i p o yde n t in ofh n ss(cls y u e e an s d n h n mo sr o s yp o i z o e o r y s d at z i ne a Ir hol i t t ofyourh magi a ge e n he op ead.Thr ough tath e h ol sr teams su hi In' tatsu hi war and c mi Keep ns ne. s t h ns ne m al ng? I ng atisglw,f ig iswar h.Asyou c tnue sarn up ooki t o eeln t mt oni t ig att wonderulgl ty openig you eyes Y ty openi hat f ow, r n r . ou r ng (oni e ) c t d no
  • TH E BODY II APH OR V ET ( nio d Co t e ) n tem,b ty u c ' Th I sar su kt t tgeh r ...'.I h u o ant e i e tc i l o te. ' f . d gh y ) youdicov s s er omeonewho c open hereyes i meanstats an ,t h he moment i I ed down,per arl ook y hapswihou r i ng i.Don' be t t eal zi t t crtcal Isead,c at at heron her unu ualabit and at ii . n t ongr ul e s ly i t te mec s wihanot peron. empt h hanim t her s
  • T H E PA PER M ETA PH O R he pr e m a pe e f c whe l r ng how t obl m ny opl a e n ea ni o pe s de i t t t y s u t c i s t y ca t pos i y r ua s ha he t dy a tc he n' s bl us M os i l e e t c i s a ew i l e a f i s The go e. t nfu nc a tc r n/os f a r . y a i tt w a w e t nk a be v The don' t ke ga ns he y hi nd ha e. y ta i oac nt c ountwho we a e a w ha we w a t ofert word. r nd t nt o f he l l you e rt i d t a f ke ve re o dopts h a t c i a f l s l d, a uc a tc nd e t oie l ppl u you. ad Bele m e,l a 1f geti w ha lwa outoflf Butge i ve ' 1 or tng m t nt ie. t tng w ha lwa i l de doi rghta ong t w a Tha ' w hy i t nt nc u s ng i l he y. t s you' s e t t my s r t gi s a e ba ed m or on m a ng m y pos l e ha l t ae e r s e ki i ton c ea a e e t i ng t n on ba i pe e i o a c ne . i l r nd nt r ani ha ck ng opl nt or r T he Pa rM e a pe t phori a pe f cte m pl ofw ha lm e n:l' s r e xa e t a t s a pr nc pl d, ofe lght a t d, pe s s on t chni i i e t n i he r e r ua i e que. l w ha f t you'e of e i i of m ut l be i t 10t pa tes t tbe ft r f rng s ua neft o 7 h ri , ha ne i bec es a r nt t ough t m e a om ppa e hr he t phor l w ha your oferng . f t 'e f i w or s t ot pa t c n' he p but s e a ag ee w ih t k , he her ry a t l e nd r t he bea y ofisl c. ut t ogi
  • TH E P APER II V ETAPH O R W H AT I A PA PER M ETAPH O R? S A Pa r M e a pe t phor i a di gr m ,s t h,or ca t s a a ke c roon t t brngs ha i yourm a n i a t lf You dr w i i f ontofyour a enc on a i de o ie. a tn r udi e: w hieboa d;on t ba of a na n;i i a m a chbook cov . t r he ck pki nsde t er Your s e ch m a s m i pr pt but i' not Ra he ,i' t kt y ee m om u, t s . t r t he s pr ctofa1 oft nki youke done be or ha odu ot hi ng f e nd. Pa tofaPa rM e a r pe t phorsc r a po e i t r ghnes of ' ha m nd w r s he ou s you s e c l'nota r k t h. t s bouta ts i s l. 'e notM i he a l r itc kil Your c l nge o. W ha you dr w i a 1a t a s 1 bout t sr h ofyour i a.Jo 'e he tengt de 'gr Jff yo r(g fa e( clgc t etei eflg yo k tl ê' b tn pl u gke c g lg e o x re . lt u e lg f yyet y g t nc p t f l g i tl t u e(le r sn e s l 'byk se' it yo rrft. r as lwlo s gï xta es: r t r e e ef no u l l You'e lo t . /l. l g g t li t m - t oug a t ons notw or - t t t i you'e e lng he hr h c i , ds ha he dea r dr w i i pa tc a l i por a ,s t y' be t rl n i be us a ng s r i ul ry m t nt o he d t e ea n ca e t y don' w a t m is i. he t nt o s t Letm e s how you how lus a Pa rM e a e pe t phor t 1 1t a h ; hen ' e c 1 yoL 1O t C t t yotrOW n. l 3 W o ons rl ct l Suppos l a ha ng di r w ih D on,t hea of t a e m vi nne t he d r des w de l e f al r cor a i D on w ant t hie m e ho ve opm nt or a ge por ton. so r , butbe or he doe ,he w a s t l a n m or pa tcu a s f e s nt o e r e ri l r. D urng ourcr b c t is lg a t e pa na nsfom t i a ock al , r b hr e per pki r he ba a us t e na ns a a m e or e sr t r f w ha l r nd e hos pki s m abl t uc u e or t' m goi t sa ng o y. l t l Don t t lca lm y t a s el ha l r de- how pr e e '' he Bu l oc dur T id, H ol M ove Pr es .Tha i ,lbuid t c ow d,hol t c o d, d, oc s' t s l he r d he r w a m o t cr w d t a i ' nd ve he o o cton. ' lt k a na n,m a k i w ih a bol ' , a s t h a ha m e ae pki r t t d 1 ' nd ke c ' m r on i.' hi ha m e r e e s t Buid St p/ ls y.' ef e a t T s m r epr s nt he l e ' a ' or ny' B one a t s t he how under t nds how r m a ka e your pr sa e r bl oduc s a e t r, t y ha t be pr s nti you 100t You m us bu l t c owd. he ve o ee n r 7 h. t id he r ' ' lt n t na n t a d hi a dr i on t t bl be we ur he pki ow r m nd op t he a e t en us lsa tt t l a thow lcr a e c owds Lvr t l Jt/ (lg . t r o ak bou et r . ey f e t/ g o t r gt l b ijn teco' Ja te tlf frt llss las r f rt t i a uliq / rfr t3 / gg/g o wllgf. lo e e o he m ge i ? zt ? lt lt . - on t na n:' otce l dr w n a ha m e . t t s bolze he pki ' i ' N ve a m r Tha ' o ym i s t t t s i t Buid S ep.But wha a e t cha a ers i of a ha hi s he l t t r he r ct itcs
  • W HAT I A P S APER II V ETAPH OR? ha m e ? l wor t ou f c a m a esahe k ofa noi e The m r t ks hr gh or e nd k c s. c r c ers i sofaha m era e m y cha a e itc , oo. buid a ha a t i tc m r r ct rs i s t To l c owd a amaorta s r t j r de how, c nnotbes l You mus ...' you a ubte. t ' W he l fnihed dic sng t Buid St p,lm a k t s cn ' i s m s us i he l e r he e ond na n ' 'a dr w a fs wi h s i k fgur sex endi ou of pki ' ' nd a 2 it t tc i e t ng t ist a bot om .l hen si t sna n bet n us a lcont op nd t t lde hi pki wee , nd tnue:' e 2 i t H ol St p.O nc youke buitt c ow d, i ' p s he St d e e l he r you m us hol t m .l not a 1your wor i f na t d he f , 1 k s or ught Thi i t . s s he s e whe e you gi t m your pr tp r ve he oduc ' f t r a bene is t ea u es nd s ft , butyou m us do s i a w a t tm a swha ' ha t on y ha ke t ppeni a your s ng t 100t m or i por a t n w ha ' ha ni a he e ele on 7 h e m t nt ha t ppe ng nyw r s s t foor ... he l . ' ' W he l fnihe w ih t H ol St p,lm a k t t r na n ' i s d t he m d e r he hid pki ' ' a l dr w a r nni m a c pl e wih m oton lne n ' ' nd 3, a u ng n, om et t i i s t a lng be nd hi .ldr t sna n nex t t ot r . r ii hi m op hi pki t o he he s ' he t r s e i t M o S e W ihout t s pa t oft ' T hid t p s he ve t p. t hi r he pr s ,youke w a t you m one Afera l youke r nt conoce s s ed r y. t l, e ed ve i foor s ce c t uc ed a 100t pa d doze ofs a ft nton l pa , ons r t 7 h, i ns t f o w or i,a hie a pe f m er t bu l a c ow d.Butunl s t t k t nd r d r or o id r es ha c ow d wa c s your pr ctde os a l ve t i c a t i r t he odu m nd ea s he r ont c nf m a i youke f ie A1 youke done i pa t e er a n t or ton, al d. 1 s y o nt t i hous nds of peopl wih not ng t s a e, t hi o how f your m oney.Tha ' or t s w hy i t s s e i' i por a t ge t c ow d t m ov a n hi t p ts m t nt o t he r o e, nd m ove r pi y.... a dl ' ' D o m y c r oonsper ua Don t buy? l l done e r hi at s de o f' ve ve yt ng e s c r ty ye .A Pa r M et phor ca t cl e a dea on is l e or ec l , s pe a n' os l t ow n.l wor i t nde w ih e r hi e s you'e doi t ks n a m t ve yt ng le r ng. The e mpl you j s r a ce e e a ound my t e sep xa e u t e d nt r d r hr e-t ta s r de-how pr e s Bu i c d j ta ea iy ha e f us d on a oc s . t t oul us s sl v oc e sngl f t ew ihi a s e H ow w oul t tl i e ea ur t n t p. d ha ook? W er ba i t r s a a , a D on ha que tone m e 'e ck n he e t ur nt nd s si d a boutt M ov S ep. e w a st know ex cty how lge pe e he e t H nt o a l t opl t movei ot 100t s t /l la t rc a i or ton. o nt he 7 h o he le ve hei ontctnf mai l a w e hi on a her na n. O n i, l dr w a ove hea ns r m not pki t a n r d s m a i ofhi com pa s100t As ldo,lgetD on i vol d i che tc s ny' 7 h. n ve n
  • 56 TII P -E APEP M ETAPII P -O - t s t h, a k ng hi a t t boot s l yout a w her t he ke c s i m bou he h' a nd e he s a fw ilbe postoned. tf l ii ' wils a her / ls y,dr w i a X a t boot sba k wa l ' l t nd e ' a a ng n t he l h' c l. ' ihi f t mi t s t hundr d ffy peopl w i be s r ound' t n ory nu e , wo W e it e l l ur i m e i apa a i a c. l a t t t ' hen l e lt c ow d' ng n r bolc r ' dr w ha , oo.' ' W f e he r s i e e ti a ishei ,lwilge t m t lne up her 'lc r l t nt r s s t t ght l t he o i e. ic e he s .'wil t tby ofe i a s m pl ofyourpr pot ' l do ha l f rng a e oduc ...' t . ' W he l fni hed,t na n l n ' is m he pki ooks lke a f ba lply. ra i oot l a O ba te pln. he pa ri c r w ih X' O ', nd die i la tl a T pe s ove ed t s s a , r ctona r r s l' a m es ,but i m a s s e.l' a s m a i ofw ha w il ow . t s s t ke ens t che tc s t l ha n. ppe lha Don t na n. t l hi t brng i ba t hi ofi nd he pki l e l m o i t ck o s fce a s r i w ih hi t a s nd ha e t t s r de-how s a f Tha w a ,e r t f . t y ve yone wilbe l on t s m e pa W hen l a t s he a ge. ' t he how, he el be no conf i m t r' l uson. T he na n a t a a tona pr t t lknow m y busnes pki c s s ddii l oof ha i s a wils a be nd i .l' a gr phi de c i of m y c a m s nd l t nd hi t ts a c pi ton li . H a i i r s ur s Don, a m a s hi m or lke y t go f v ng t ea s e nd ke m ei l o or w a d i hii m e. r n r ng Pa r M e a pe t phor c n be us t il t a e e n t m os a s a ed o lus r t ve he t bs r ctofconce s Robe t M i et t m a ke e w e m et l s ta pt . r ddl on, he r t r at c pt r us s a Pa r M e a ha e , e pe t phor t s t nta e wha he cal hi o ubs a i t t ls s ' w ofL m ie l s' ' La t d dea . ' O n a fi c r ,M i e on dr ws a m a a a ound t t lp ha t ddl t a n, nd r ha m a s he d he s et n' a k ches s pe :s a s s i e , c r l s s r . ha s t r , qu ggl s ic e , qua es ' he e s pe r e e t s m a s i s 's ys M i e on.' t ' s ha s epr s nt hi n' dea / a T ' ddl t ' ' Le s c nthi i a .H e ha one,t o,t ee f ...t i a . es a ou s de s s w hr , our en de s H ' 1 lke a1ofus W e onl ha a fxe num berofi a , ha ' w hy ot i 1 . y ve i d de s t t s w e t t t nk t s m e t end o hi he a hought overa ove . s nd r ' ' Suppos t e, hough,t m a gi esa a one ofhi i st t he n v w y s dea o he w ord,t ou a book he wrt s or a bu i s he s a t . To il l hr gh ie s ne s t r s' lus ' ta et c r t he once ,M i e on dr ws a a r poi i a y f om pt ddl t a n r ow ntng wa r one oft s pe c r i t m a she d. he ha s iclng he n' a ' ou' t nk hed onl ha ni i s no ,rght But lfnd ' d hi Y ' y ve ne dea w i ? i t t whe you gi a a a i ,t word a w a gi you a ha n ve w y n dea he l l ys ves
  • K' I T I A P I A s APEP M ETAPII . - OP? 57 ne i t t ke is pl ce. AsM i e on s yst s he dr w si a w dea o a t a ' ' ddl t a hi, a n ne s pe t r pl c t o1 one.' w ha o e a e he d ' m a s il onl ha t The n tl y s en i s buti hesat gi ng t a y t /r awa r a ed dea, f trs vi hem wa , he e l ys eplc by f e h ones' rs . ' O fcou s ,M i e on' m ode i whi sca ,a he knows i . r e ddl t s l s m i l nd t O urgood t hought m a notbe fx d i num be ,bu w e do t s y ie n r t end t r yc e our f v ie .M i e on' s t h hum or s y t ls us o ec l a ort s ddl t s ke c ou l e l t ti we w a t e nd ourhorz , e m us cont i e t t ha f nt o xpa i ons w t rbut o he w ord. a M i e on puthi l s on i o wor a one, m i l H d ddl t s e s nt ds l he ght ha s em e t be l c urng hi a e ve e d o et i s udi nce. l ca t n r oon f m , or t hough,hi t or i enga ng. s he y s gi T he pr oper Pa r M e a pe t phor ca s i w ih your a e a n tck t udi nce l ong, l ong tm e Rob Ka a a w rt r a f m e publs ng i . pl n, ie nd or r ihi hous edior i chi , t d m e t sor of a m e a e t n ef ol he t y t phor t t ha ' s s a d w ih hi f 20 ye r . t ye t m or as l t e ry 1 Os Ka a wa a t ng a busnes conf r n he a l 98 , pl n s tendi i s ee e w he e he m e She Pola k,w ho a t tm e w a pr sde nc r t p lc t he i s e i nt of Phii M or i .The m e s a t d t l ng, a e ent l t i lp rs n t r e a ki nd v ua l he r y c ver a i t ne t t conc ofpo e . on s ton ur d o he ept w r Ka a s i 'n m y c pa l a m i e m a ger s ldon' pl n a d,' l om ny, ' m ddl na , o t ha m uc po e .l yourc pa y, 'e a t t oft or ve h w r n om n your t he op he gani tona p a i s you ha t uli a e powen' za i l yr m d, o ve he tm t ' Pola k l ughed,gr bbed a pi ce ofs r t h pa ,a dr w a lc a a e c a c per nd e pyr m i ' a d. ' Rob,your her ?'he a ke poi i ha f y dow n 'e e ' s d, ntng l wa t p a i Ka a a r e he yr m d. pl n g e d. ' nd you t nk l her a t t ' a ke Pola poi i ' A hi ' m e t he op?' s d l ck, ntng t t p a i sa x. ga n,Ka a a e d. o he yr m d' pe A i pl n gr e Pola k t n di s e hi s sm pl and pow e f l t t l c he d om t ng o i e r u ha Ka a s ie a he r l t i t y: t pr i nt of Phii pl n m l s s e a es t oda he esde lp M or i t ne t pi ce ofpa e f e s hi dr w i w a rs ur d he e per nd or nd, o s a ng s now u i down. psde 'n r lt / he s i '' he e a t ba e wih t r s ' ea iy ' a d, 'm r t he s t he e pons bil ' l i l iy f t w hol or ni ton on m y s de s ldon' ha t t or he e ga za i houl r . t ve he uli a e pow e .lha t a we t e er tm t r ve o ns r o v yone. '
  • TH E P APER II V ETAPH O R H O W TO C REATE Y O U R O W N PA PER M ETAPH O R C r a i a Pa rM e a e tng pe t phor i no dif e t n cr a i a Tr ns s fer nt ha e tng a f m a i M e ha s ora Body M et phor You t nk a tyour or ton c ni m a . hi bou m an pe s son poi s a com e u wih w a t depi t t m i r ua i nt nd p t ys o c he t ough di gr m , k ch,a a l hr a a s et nd na ogy. O f cour e,you don' w a t dr w f dr wi s s ke.You s t nt o a or a ng' a w a yours t h t il i t notc u t r W ih t ti m i a k nt ke c o lum na e, l t e . t ha n nd, s your el: s f W ha a e my m os i por a poi s tr t m t nt nt ? H ow do lex a n ea poi now ? pl i ch nt H ow doe m y ex a ton f ea go o ? s pl na i or ch ver W hi poi i m os c peli ch nt s t om lng? H o m i htlu e a Pa M e a w g s per t phort m a i m or c pe lng? o ke t e om li W hi i my l s c pe lng poi ? ch s ea t om li nt H ow m i l us a Pa r M e a ght e pe t phor t m a i m or com o ke t e peli lng? W ha i t mos common ob ec i lhea ? t s he t j ton r H ow ca lus aPa M e a n e per t phort o r omet tobj c i o ve c ha e ton? Fr youra we s you s l c e u wih adoze pos i e om ns r , hou d om p t n s bl m e a s. i1a 1 t m be e l good? O fc s not S e t phol W 1 1 of he qua l y our e . om w ilbe wea S ew ilbe s r l k. om l tong. os lke y, l ha t f ce M t i l you' ve o or l t m i oc he nt onve s tons a fr t t u r t nd whi h i w hi h. r a i , t is , o nde s a c s c T he Pa rM et phori a l - t e sw a f you t cha t pe a s ow s r s y or o nge he m om entf t pe eyou'e pic ng. tonl r i e a pe a or he opl r t hi l y equ r s n nd a pi c ofc um pl d pa r pi k up f om t foor W hen you ee r e pe c ed r he l . fnd t rghtm e a i he i t phor t , hough, t vaue i outof a 1pr is l s 1 opori ton t youre f t . o f ors The m et phorconve t a i ent r a ns a rs s t e t i . Y Ba kr c oom 'l I Pa M et phor lps or per a s + l your ha ng t oubl fndi a l esf you pe s s on f 'e vi r e i ng na ogi or r r ua i poi s ke p t swor i mi l eAs you s l:W ha i my nt, e hi d n nd:i . k r ef k ts
  • H( TO CRE )W ATE YO UR OW N P APER II V ETAPH OR 59 poi l e W ha es doesi r nd meof W he ee s ha l nt i ? k t le t emi ? r le ve s n t ski ofi ? ee hi nd dea H e es a e m pl Yourhou e ha a t c r ga a bu r ' n xa e: s s wo- a r ge, t you own f c r . o sti t drve a a ge bea up by our a s Tw i n he i w y nd t t t w ea her he t . You'e c i e t tyou ne as pa a e t ba ga a r onv nc d ha ed e r t wo- y r ge on yourpr ry.H o e r yourhus nd i n' a s e a you ope t w ve , ba s t s ur s a e.Hedoe n'wa t pa twih t $30, nee t er c r s t nt o r t he 000 ded o e t t ne bu l ng. ow t per ua hi ? he w idi H o s de m N a ur ly, l ne t do a 1 t a l you' ed o l 1 yourhom e or An i s w k. nve t m ent t t s z s dn' be ba e on w hi or s oke.You ha i e houl t sd m m ha t de i whe her you ne f ca s pi down t ve o c de t ed our r , n he prce f c t u i a ga a a s f t i or ons r ctng r ge, nd o or h. l you done t t a a e s il c nce t n i' t f ke ha nd r tl onvi d, he t he s tm e t ex r c yourst ton' hi c e a a k your e f i o ta t iua i s gh onc pt nd s s l, ' ha i t s lke.' ' t s hi i ? W ' l t s e m pl , t e a e s ve a c e s depe ng n hi xa e her r e r l onc pt , ndi upon whi h poi you w a t a es . You coul t ke a c nt nt o ddr s d a pr e - i e a oa or as uton- i nt d a oa obl m orent d ppr ch ol i or e e ppr ch. A b sil Io'wl(llog/:' e e nt wilr t ca s osbe l lt glrtc The l me s l ot he r r / l ? s a ng out i ' t ndi sde. A b sil s lto (llog/:' ex r ga a wilr ie our osbe ouin glrtc? ' l An ta r ge l as Pr ry vaue. ope t l ' W hi t c ch o hoos Be or di r ga di one t y t f m a e? f e s e r ng , r o or n a l f ea t s w hi h i s r na ogy or ch o ee c s t onge . t s ke oft s r For he a hi e m pl l t s y you c en t pr e a oa h. ha xa e, e ' a s ke hos he obl m ppr c W t doesisc t once ,T he e em e swilr t ca ss a ng ou pt ' l nt l ot he r t ndi t sde 'r m i you of W ha ' i lke? i / e nd ' ? t ti s l' lke a a e r tng on t g ound: t i n ppl oti s he r The e e ent ge lm s t t t f ui;t fui deca a bec e unea a e.l t o he r t he r t ys nd om s t bl n he s m e w a t el m ent g t t c r ,t rbodi s r t a a y, he e s et o he a s hei e us nd t rge r getw e ,a t y be e u i e. hei a s t nd he com ndrvabl
  • TII P -E APEP M ETAPII P -O - O r i' lk t tba te hi wih t r tng hul you s w on , t i e ha tl s p t he oti s l a va ton.At one tm e t t s p c d do ba te wih e my ca i i , ha hi oul tl t ne s ps a pl ne ,but t wea he a e e e s ha a d i hi nd a s he t r nd l m nt ve ge t ba y. meknd ofst ton wih t cas J tbe a et yke dl Sa i iuai t he r .us c us he gone t ough t rg s o be ng drv n a os c r doe n' hr he i or f i i e cr s ounty, s t m ea t y ca l s t ou s s a ne m it e t e . n he n a t hr gh u t i d s r a m nt T hos a e t o a l e .You c d ha c e up w ih e r w na ogi s oul ve om t hundr ds O ft s t t e . he e wo, hough, c woul be s r whi h d t onge f r or your hu ba s nd? Pr bl t ba te hi a l oba y he t l s p na ogy.The poory l pa c d hol s i t s p' hul m a qu t an i pr s i on t he e n he hi s l de ie m e son hi .H e di te n f e s f be ng on boa d durng t t . m dn' ve e l a e i r i he our H o woul t ts p a l y t a f rt a Pa rM e a w d ha hi na og r ns e o pe t phor ? Si pl You c l styou hus nd d n, nd s m e. ou d i r ba ow a how hi t r m he es r h you doneon bu l ng aga a Youdwrt outt r aea c ke idi r ge. ' ie he e s f a t r a ons a i t Yo d t lhi how youke ons or nd he e s ga ns . u' el m w e ghe 10t o i ,a d t tbuid n t ga a m a s t i d 7 h ptons n ha l i g he r ge ke he m os fna i ls e a w i s v w e ra t a o t ca s t i nc a ens nd l a e a nd e r n he r . l A syou' s a ng, r pe ki you ca fi ove t pa a dooe n lp r he per nd d1 t ba te hi on t ba k oft pa e.Re i your hus e he t l s p he c he g m nd ba oft s p,a is r tng hul.Pe li a 1t dec y nd he hi nd t ot i l nci n 1 he a you s w che ng a a a t s p. r w t pa a l lbe we a wi w y t he hi D a he r le t en t s p a j a t casbe omi j Youca ev do he hi s unk, nd he r c ng unk. n en a he f s doodl of t s p snk ng.And t n, pe ha , not r a t e he hi i i he r ps yourca s snki r i ng. Sound f unny? l s t t good. l t s ca e 'unny' f o, ha ' s n hi s , ' f ' mea srkn ' unny' mea rtlr ôe ' unny' me ns i' ns tiiy. ' F ' ns l ot /. ' w g F ' a t1 1 fnd apl c i hi m i e en whe e yourm or r tona a gui a e n s nd, v r e ai l r m ent bounc of . s e f A ga n,on is own,a r tng ba te hi a l w on' ge i t ot i tl s p na ogy t t you f r Butc pl i w ih g a. ou e t t ood a gum ent a fgur s a i r s nd i e , nd t w ile e t i ngl drve hom e one ofyourke poi s l nt r ani y i y nt . + A Pa rM e a pe t phor a s a a m em or hook,a a m nem oni l ct s y s c. f t es a pa tofyour a gum e you pa tc a l w a r e her ' r r nt r i ul ry nt em m ber d, ha ' w he e you us t m e a e t t s r e he t phor .
  • H OW TO CZEATE YOLI OW N P Z APEZ M ETAPHO Z 61 A Tr sor i M ech s : an f maton anim The I sbl O bi t mpos i e ec T sc he ene T CEO hcscql you cnd t r tofte exe t ecommie t he l l ed l he es h cui v l e cs t get t dicu st 8 m rentdi i n cl sy or l zcton hero s s he c p n ew i our gcni li ent hcsex i ed ov te pcs f monhs sh bel vest di i t l perenc er h lt our t . e i he p s he e sclsDi son' fl t bu y f dier dy. l i t obvi plle l vii s cul t ou eel f en scl s he ous c e f es c t poitcfn bu i t sccs te pr em l gi flteru tecm . o n l iger t n hi le h obl x ns crh psr l Y tle m urs lcnc wi tcwor ofex cncton t scn ou ck ect l l t hou l d pll li os l oddo e tnote midl o tec f e c tbe. h CE pik i bic it h d e fh onern e c l T e O c st l u cnltdisi(i r 5.) ' hli i 's eq k . p lcsu e tFgue 1.' cts t ' h s s W k 'I ou it mck c poi ,'P u s y.'Bef e It lm uwhcti 'br ghtto le l nt' q ' or el lt i,t l whctyout nk i i. s elme l hi t s' ' Fgur 5. W hati i i e 1 st ?
  • TH E P APER II V ETAPH O R ( nio d Co t e ) n 'Ist bl i c r ,f de an cu and s 't wo ank ndex a ds ol d d t ' omehow combi t hen' ned oget ' z z combi t h ?W hatdo youmeank' ned ogeter ' Th CE su esi.' ey/e s at i c ds bu t y s e O tdi t Th r epar e ndex ar , t he eem t s e t smi e pi e.I tundert ho tat pos i e,but o har hi ddl ec don' sand w h ' sbl s Im Iokng rghtati.Doesanyone ele c e t t a s otatt s ' ' o i i t s ar o ake h hik' Sh pas e idownt ot commiee member,and tey/e e ss t o her t t s h r Pu ed,t z zzl oo. okay'te CEO s ' r su ped.Now,w h ar ,' h ays,' e tm we/ y e Yous ng it u ' howi to sk' zler c zl e omeste expl i 'yous asyour h anaton, ay, each it you no r br fa e p lou s lr eson o teobic,a dts on i fon i c s , ul t mal v ri s fh e t n o s e n r t e e ofeachcommie member zakea I att e. hatdoyous ' te t .z T ook hos W eek Rat tan bei pl n,whie i c ds,t s 'mpos i e obher h ng ai t ndex ar he e i sbl ics' ema fo b sn s c ds E c me e h l a rpl a e t'ar de rm u ie s ar . a h mb r ods e i c c tu ed ou oft ofhi orherown bu nes car . onsr ct t wo s si s ds Youas z k, Now,u i tes s l model,t lme h t obsng h e mal er s el ow he ic wasc srce . et ontu td ' ' O n by onet execui s l Each i experenci an ' h ' e he tves mi e. s i ng a-a' moment ast y/e abl t unol an s at t c ds and put , he r e o f d d epar e he ar , tem bac t heragai h k oget n. z hywase yone now abl t fgue ou t c ds 'you ask z W ver e o i r t he ar k' . z prntng ont s car i whatdi i 's t CEO .' gz The i i he e ds s d t ays he ' Fi urng ou t f dsan t cuson t bl i c dswasi si t he ol d he t he ank ndex ar mpos i bl W e had n r er e poit t f l Bu on t e s l e. o ef enc ns o ol ow. t hes mal er model,aIwe had t do was u ol t untlwe r t e ou buss I o nf d hem i esord r i nes c dst sh Thats ved te pu e. s ar o ape. ol h zzl ' 'Ri t'you s ,' o youf nd outhow t pu e oper e by ' gh,' ay ' s ou he zzl atd wor ng s hig onl t ki omet n y angeni l r at t t pu e. tal el ed o he zzl ' y ' 'E t . 'xacl ' y 'I t s way It nkI 'oled't pu e ofourn ci 'n he ame , hi ' s v he zzl ve ew-lent deci M os peopl t nki' a pr em t be i ourSal Di lne. t e hi t s obl hat gan n es vi Butwhi Iwas su n s hi unr at t our s es I l e tdyig omet ng el ed o al , (oni e ) c t d no
  • HOW TO CP EATE YO L Z O W N P I APEZ M ETAPHO Z ( tv ) Coni ed n f ound c si li t l s Ightonwhy we/e n sinig up cl ns l l ton hct heds i uc r ot g n it e csquiky cswe wer I s l cl l e.t eemsourM cnuccurng Di son i of on l flt i vii s f ispr ct nby t ee m r t odu i o hr cent cnc t lccus l lhct l es ' ' T ee e t e pu c i teii si eobics T eCE e e h x cui s t lde h rmm sbl e t. h O v n v s bcl her up cnc t s i it t gcr le.Bu n you hcvetei ls s l loses t no he lbcg l t ow l h r c lt ct t n c cte/r h cr gwh ly / slig i cts ompee leni l lh e e ln c our c n n lc l o n i t e y tly cier wcy. cl lf ent l l f Behi ' A ene nd he T mq eqni si eobic ou of e c d h r' wh t o d o k mm sbl e t t on qr ees q y u o: Grl c bllk i x ccr cnc c pci ofs is s. cb l cn nde ld l l l lr c sor F dtecld i hl In h s (iue5. . ol h cr n cl e gtwie Fg r 2) f stltn i te m i e ofoneofisI g sdes cutte ccr crig n h ddl t on i h ld u tl our lhtef d (iue5. . niy ec h ol Fg r 3) c T r tecldcou c dc tii l s ol (iue5.) un h cr l nd l u tn wo p s Fg r z . r n t (oni e ) c t d nv @ h y p gur 3 o er Fi e 5. F d car I gt- Fi e 5. C utt cent gur 2 ol d en h f d. ol wi se. 63
  • THE P EZ M E AP TAPH O Z w k A< ; /. '. 1 ;. > Fi e 5. T n c d and gur : ur ar cutt i mor w ce e. Fgur 5. T s bot I t i e 5 wit t ef om t r ofc d. hid ar ( nt v d) Co i e n Grpt Ifmos pcroft ccr cnc l itit ld y i he et t lt he ld l lw s towcr ou 1 0 d gre (iue5. . 8 e e s Fg r 5) T emi l pic o tecldI p ee tlswe sl i Fgue h dde e e f h cr xls rc q cw n i r 5. )cn y ur d e. 1, ld o / on e A l sq d i s il obe tido etes mewq o l y u wcc r mm sbe ic s n h q y ny o scr wi l c ldsnesl t her tl t wo cr t h ted oget . T peror t i mechqnim csc s i c i 'T e Sc e/: o f m hs s l l crl l n 'h en ' e x Frtc s u tc i si eobic ou ofwo u I ed id x i , on l c l mm sbl e t t l ni n e s r n n ccr t ly ve nesed t her lds hct ou/ t oget sec lcop l busnes ccr fom ecch m ronyou/lEe per onc wo i s lds r l s l) . s l ng cnc plle ecch pci bcckt bccks t prntn flesou ucdi l l cc l l l o l o he i ig cc r t one lhsd Cu c cf dec hpcrit cni si eo e t c ie. t l lol l l no l mm sbl bic. c n c i siktebc kfle l e t ldtebu ie scl obicsi m u t h ll .c cobic cn h sn s-cr e t n r c n c d bref e cnc m u/e s i cqs l l r et (oniv d c t e) n
  • HO W TO CRE ATE YO UR OW N P APER II V ETAPH OR ( nio d Co t e ) n Backr oom 'l I t I lps or he mpos i e O bj sbl ect + I te mah matsf l te i osil obic i k o a a h n h te i i d, h mp sbe e t s n wn s y c e perar c d. + W h u e f c ds n te t heri t ofone? T c ds y s wo ar esld oget nsead wo ar mak steobe t tr e an h d t f r o tT e p o ee e h ic sudir d arero i e u. h e pl x gu ami ng i t nk t s ni t hi hat omehow t s he econd c d c rbues t t ar onti t o he obe t i osi ly ic' mp sbif. s i + I you don' wantt us peopl s busnes car ,c si ot f t o e e' i s ds on der her pos bit ,i u ng bookmar s poscar ,oride c dswi si li ncldi ies k , t ds n x ar t h ah andwrten mes age. it s + W hen Im c ght i ts s or Itarte car wih my h ; ' au w t hou cis s, e h ds t ands tat teif i meh d,h g T era o T ekn o igge h ' h ner to tou h. h e s n: h ids fa d s or t yourhands mak gie vi s t l e e denc ofh t ear e v ewer elal vi e t ow he obe t c srce ic was ontu td.
  • TH E Q U I PI C H CK T O PEN I G N e t ngs a e m or i por a t n k w hi r e m t nt ha nowi how t pic ng o th w ha you do f a lvi l you c n cr a e i rgue w hen t or i ng. f a e t nt i s omeone a ks a t you j you m i fnd a lf s bou r ob, ght i iec ngi bus ne s oppor uniy dum ped rghti yourl p. ha ng i s t t i n a Som e pe e c l w ha l a opl a l t ' bout t t a h you a ' l va or m o ec n 'e t e s c 'Form e, ha t r ' t pa sve. el va ors t l speopee h. ' t t e m s oo s i An e t hu te p1 w ho s a w ih t i he dsdo n, t rng a t rs e t nd t he r a w s a i t hei hoes a a , nd s c ma speopl dr y. pee h ke e ows The t r eeao sle/ a a1i i e m lv tr l cg nd 1 t m e plesa e tf m e a s dn' be f you. i r n' or nd houl t or W he s e a ksyou w ha you do f alvi you w a t n om one s t or i ng, nt o s ke t m . wa t c nge t i m om ent You wa t m r ha he You nt o ha he r . nt he em e be i you a you a wera l tm e.Le ' c l t st c m rng nd r ns ong i t a l hi e hs niueaQuikPic Youca us yourQuikPichi sve a wa : q c th. n e c t n e rl ys + D el i w he s e i t n om one a k w ha you do f alvi ver ss t or i ng. + M a e i t ke poi ofa t l k t he y nt a k.
  • THE QUI PI CK TCH OPENI NG # Lea i a a a we i m a hi m e s ge. ve t s n ns rng- c ne s a # Pr e i a yourow n out ng m e s ge. es nt t s goi sa # U s ake conc f om i a asoga on yourbusne sca d or e y ept r t s l n i s r w ebst ie. Thos a ej ts ofisus . e r us ome t es l lkeyou t putt t rapr ot Quck Pic s you ' i d o ogehe ot ype i th o ge pr c i e wrtng a de i rng i .You fr t e f t pr bl t a t c ii nd lve i t r i s for s oba y w on' be good.Tha ' oka H ow c n you pos i y ge bete i t t s y. a sbl t t r f you don' s a tfom w her you a e? t tr r e r Fis,1t me gi you e mpl ofhow lope my Quik rt e ve xa es n c Piche .The 1 1 de t s n ' cons r t t m a s w you how t us 1 t uc he nd ho o e t hem a t m pl t s s e ae . Le ' a s e l a a pa t or a c er nc a s eone t s um ' t s m ry onf e e, nd om ha a ke m e t t m agi que ton,' ha do you do f a lvs s d ha c si ' t W or i i . ' l open m y r pons i one of t m ut ly ex usve ng?' ' d es e n wo ua l cl i w a ,de ndi on w ho a ked a wha l f l woul i r gue ys pe ng s nd t et d nt i t tper on. ha s T he fr t ope ng i de l r tve:' pe f m m i a l s N ot of is ni s c a a i ' r or l r ce . t r lgi ski Oft busne ski M aorc por tons lke he ei ou nd. he i s nd. j or a i , i I a l e , r m e t r pr e t BM nd nt l hie o e es nt hem a t a s s la ta a t r de how . c s hum a m a ne ,dr w i t n g t a ng hous nds ofpr pec s t m e a i t y a os t o s f he w er ion flngs' e r ii . ' T he de a a i r t t ls t ls e wha l do.l doe n' cl r tve ou e e l he it ner t t st a k i as t. s t s er s T he s cond r e i que ton ba e ' a you e r s e a e out s s i s d: H ve ve e n ta s r de- how pe f m e s dynam i a e gi t thundr of r or r o c nd nga ng ha eds s w - s s r ound hi hou l t e ho goer u r m ry o xpere dem ons r tons i nce tai , w hi h s m a m os ps hi i na u e? A pe f m e ,r e entng c ee l t yc c n t r r or r epr s i pr tgi es i ous fr s lke M is s , who wih a s p of hi im i t ubi hi t na s fnge s c pe s hi a enc t l a t i va ua e cont c i r om l s udi es o e ve he r l bl at i or a i a hi boot Youke ne r w ine s d s h a pe nf m ton t s h? ve t s e uc r f m e ?The you ne rs e m e. or r n ke ve e n ' ' T he que ton- s r e t ke t s m e k nd ofi or a i s i ba ed out a s he a i nf m ton a t de a a i r e,a i bi i i o q r e t t putt s he cl r tve out nd t nds t nt ue i s ha he
  • THE QLICK PI I TCH OPENI NG ls ene i a a i r e.Ea h ope ng,i isow n w a i a a it r n n ctve ol c ni n t y, s n dve ts m e t te a ns ... r ie nt ha xpl i + W heel k(rdes ) r wor ta hows. + Forwhom lwor ( portons. k cor ai ) + The e pei eofwha i' lk t se mewor ( do ' r x renc t t ie o e s k 1 ' ami ces' ndgi demonsrtons'l tps ci naur'. l 'a ve tai ' mos ychi n t e' a ) + And t pa ff t ewhohieme.( ata tpr pe t a he yof or hos r 1 trc os cs s ea i a a m a t a t a t ion flngs a l' pel s w sl s y gne t r c s r ii , nd com ' ho goest l vet rc a i or ton. r o ea hei ontct nf mai ) Tlg o teeol f s( z -eotcmf (tgtg .T e' prt ' ê j bs lae g oscgt o ' g rcf s ' yr eô / l f el s g : l tt o b e g g c l ye ttt l f I rf a cei (g:e in (cf.s e s l you' c i ol s lg sl. l t t r?t g t xct y gt l cne. f r ura l op e ge s t i oï e oust la n m or a o er e boutiss ec at he rng one t pic t ubj t fer a i , he t h s ce de l you ya ne i f ie uc e d. f w d, t a l d. N ow,s h a oa s m a s e a opra e onl f t e uc ppr che y e m ppr i t y or hos i a fa hy pr e son.Butu r tnd t t lc d j ta ea iy n ls ofs i nde s a ha oul us s sl ha a ve nnounc d mys l i l c us e f s on, a a 'r de s e e f n a kl t r a hi s ' a - how t pr ent ' or e n wor e ' f e l nc r w ho s ls pr es er' , ve s , a rea e e l oduc s a t nd s v ce a c por t t a s sf t e c pa esw ho wa er i s t or a e r de how or hos om ni nt t rofe i puti a be fc allght' hei f rngs n ne i i i . ' W ha e r your pr es i you ca c e a os lke a s t ve of son, n om cr s i kyr e or as t e i fr cr c r de ndi on ho you pich i . ock t pu t rng ie a ke , pe ng w t t C O N ST RU CT YO U R O W N O PEN I G N To buid your ow n ent t i ng, cu i iy- ght ng ope l er a ni r os t hei eni ni w rt dow n a w e s t t s f us ng que tons t Per ng, ie ns r o he e oc i s i , he s son N i ua i ne: T'0a e u cint?Ge yourt ca a aypi lc int down / r yo r l s t ? e ypi l nd t ca le s on pa . s ls t m a i vi l ( g.Andy Gr ,a perAlo it he s ndi duas e. , ove) s c port e ii ( g. l e) a a patoft make t or ae nttes e. , ntl, nd s r he r t o whih t ybel ( g.chi ma a ur r) c he ong e. , p nufct es.
  • CO NS TRU CT YOUR O W N OPEN I NG 69 2. J ? ioyo rcfnsbr 'o o I rlgeyo rI o gc? Pr pec s ' y j u / t ie) g r l cls u l k t os t // e r g t r . . us lycalwhe t /r i pan,s yourj a asl- the ual l n he e n i o ob s efpic r i t i iy yourpr pe t ' i a u e i a t m a n t us s o dentf os c s pan nd s t s he i hr t of your c m pa g L s t bene is you s r c or pr a i n. t he ft r e vi e oduc t pr de a t hur syou he l ovi s nd he t a. 3. J ltIo essi .y gu et ye eat rs / -fryo cins A quik / t l cse j '0 s o nr e egt o ur l t? /lg r o . s e c s or O ne hundr yea s a t y: ed r go, Sc iz be m e t be t hlt ca he s s lng be i t Ll t d St t sbeca e isbr w e y r n a a eli er n he nie a e us t e r a n d ca pa gn de a lng how i m a t be r The i er tng m i t ii t de he e . nt es i t ng?A1 br w e i m a be t s m e w a onl t y ne r hi 1 e res de er he a y, y he ve t houghtof s rng i wih t publc.W he t Schlt a ha i t t he i n he iz ds ca e ou , he publc a s e t tt pr s w a pr i t r m tt i s um d ha he oce s s opre a y t S iz!Yourl s on: o chlt e s The or na y ca s m ex r or na y di r n ee t a di r , depe ng upon t c ex .Thi of pr c i s t s m ndi he ont t nk a tce hat ee c m onpl c t you bu t tm a w ow yourls e r . om ae o t ha y it ne s 4. Joprr/ y u cf t' lnsb a et b y u jb Y u sr n - f l J o r /nsci t e j ce y o r o ? o r to g f. p t e e j ? w or ha r m ii a i be k s a fc tons yond w ha cle s e n r lze.L s t i nt ve ea i t t w a i w hi your e f t be ftyour c i s e er l he ys n ch f or s ne i lent ' xt na (g: i er lcu t r .Sad dif r nty,how do you ma g t nt na s ome s i fe e l t ke yourcle sl good i al t i mea ngf busnes r l int ook n l her ni ul i s eatons ps i hi ? 5. J ? a e u c mlttr,g :/ f ar .' gb t r l you a enots / 0 r yo r o l f s ( t9 , ey et ? f // e o gt 01 7 . e 0 r uperor t you c pett s i s e w a ,l v t busnes . i o r om ior n om y ea e he i s Pichi e w he i' ent r a ni c nnots v m e oc iy. t ng, ven nt s e t i ng, a a e di rt l you a e bete t n m os t f r t r ha t hough,ge s cii a t how .l t pe fc s o s your q lt ditnct Do you ha e a de i r or bilng uaiy s i ? v lve y li m et t t m a s you s a outf om t c owd? l t e hod ha ke t nd r he r s her hi t y be nd yourpr sor hi oduc t tm a si uni ue?N o i not t ha ke t q w s t tm e f m ode t M a e s e t he i or s y. k ur hough,t tyou ha e a r ha v a- tonae f ea h poi .(fyoursafi 'he i sr smos i l or c nt l tf s ' ndu ty' t t knowl dgea e/ e an wha l s e t pr ve t tt w e e e bl ' xpl i ' t ' e o o ha hey r d mos knowldg bl ) t e ea e. 6. H a e'o foï y (.trs be ctti te llt o yaree Its-fo v .y g . .an gpgk, en f : n / ref, r n r? lg erm ' pl f e ? tg t rf ( rcynz?s u c?Thes ct tonsne tc g eo ie o re e ia i edn' omefom t b' r he lw e
  • THE QLIcl PI l t TCH OPENI NG Joê ' e or s e a t bod l t l l r g s ys your 'r f s v om ugus y. f he oca a a r s a r nts v 'he be tM e i n f on Rou e 51 'puti e t u a er es t s x ca ood t 9, ' t dow n. hie lm a notknow t r g orw he e Rout 51 i, W l y he a r e 9 s t t quot t l m e t t t r ' s e hi s c a a ha e els ha he es om t ng pe i l boutyour ea er .l w a t hea m or t y ' nt o r d e. J o?i .'o yu a e yo rwok Guaa e s pr de pr pe t - a j ) g arnte u r ? f o r r nt e ovi os c s w ih s f t s f t t tt k t f r outof a e i t your t a e y-- a e y ha a es he ea gr e ng o pr ii n.l you ha e a gua a e pa a i.l n ,c i r oposto f v r nt e, r de t f ot onsde c ea i one Thi t g r nt :your w or your pr e s r tng . ngs o ua a ee d, oc s , you pr e s r s t t r s l t c i ntw ilc e t by usng r oc s ' e ul, he e u t he le s l rae i you pr e s t c i nt unc tona s ts a to D om i s r oc s , he le ' s ondii l a if c i n. no' Pi a buita bilon- l rfa hie on t sr ng h ofa sngl zz l li dola r nc s he te t i e gua a e ' r s hot pi a de i r d t you door i t ry r nt e: ' e h, F zz l e o ve r n hit m i e ori' fe ' nut s t r e. s ' J g t r yo r/sg s ces tte?W he ake wha t y dof ra / t a e u J fes g cs sois //g g n s d t he o l ng,mos pe e a we w ih bad f c s l '' a H TM L i vi t opl ns r t l a t i 'm n ke l pr r m m e ' r l doe t tk nd ofa oa h en ge be a e og a n'Ra e y s ha i ppr c ga , c us t lse rdoe n'k he it ne s t now t lf be nd t f ct .fyou pr r m he ie hi he a s l og a i H TM L, xpli ho you w or hav t downl d tm e o n e an w r k l ed he oa i f a t c pa y' hom e pa e a he pe t c pa g ner t oy om n s g nd l d he om ny e a e a a tona $ 000rve t e mont atrlu h. t n ddii l 900, e nue hr e hs fe a nc Tha' s t ki ofsor t tm a spr pe t s w t i f c he nd t y ha ke os c s ho he r a e. Ctïyo cet retllro smi ( o g:yo ,yo b sns,o yo r g u rae lt lo r i l g g t u ur u ies r u l . gl e r t boes Ar you 'heEi ti oft bond i t/' Do you rcs? e t nsen he ndusr ? pr ce 'he Rols Royc ofha odu t l e ndba ' l your m o e s rpt gs' s ? vi c i 'i kl Dfg rfflAnjlon M as? l t wor ofedu t 'ke k. g e . tl i l y p r r ' n he ds ca or PetrEl ' r me a rndsmieli af ceft amie bow,' y tphor a i l s or -i, s Eve t ke a pu tng t he oft ngst tdon' nor a l orlt r a , t i oget r hi ha t m ly ie - al beong t t '(/rtl ffl fe r w Yor Oxf d ly l ogeher J ff .t Pozr Ne ' pl ' g k: or Ll veriy Prs,1 ,79)Ye t s mitke communi t ni st e s 9981 . t he e sa s cae a f e i t tm or s u ed l ngua ofen f ist pr ce. e lng ha e t di a ge t a l o odu O nc you ga he t a w e st t P s son N i ,us t e t r he ns r o he er ua i ne e he dec a a i a t que ton- s s r t e a you gu de ,a l r tve nd he s i ba ed t uc ur s s r i s nd f s on t m os s irng a we si o s m pl openi . a hi he t tr i ns r nt a e ngs
  • co xsrlu c' Youl o w x opEx l -t r t xci J f o eiy mftgkes u trert/t( te ( tebnjtby 'ï bnns ï ( r yoray t lre g vl g / ee te or sk s g t, s l s ? i yejo ttf ffl o . brttïtt, o 'cgtg yore. eyor trm lg' .t y u Ote l. l tt gt o stg usl Lt u e/g p l l ll l l g g rf j srn s ( spr kcteflg yoïsy,gt/ f yo sy f. ori t nce: toyetg fes ftt . lt f a ( :9 , u a t F nsa g. g pt gt 01 7 '' a c r de e r l e bl f m ii s f i nds a bus 'm l ybe - f nde . na e a le , re , nd i nes e t com m uni t on t l e ne i a w a t t ss o ca e he nt r t n y ha m a s c i i l t r pa te i pa e of o r rng ke rm na hid r i s nca bl ve hea i t rs ii i or ton. ( lrtve f a i or hei enstve nf mai ' Deca ai , or n nf ma' ton s urt pr a i ec iy ogrmmen) ' a you e s e a phot a i a m us um ,or e n i ' ve H ver e n ogr ph n e ve n s e s w a l t t t s oppe you dea i your t a ks om one' le , ha t d d n rc a m a you r a l a tm e i your lf youd l snce nd de ec l i n ie ' ong i f got e ?Tha ' wha ldo.lca ur a r ca ur m oor t n' . t s t pt e nd e pt e m ent i tm e a a l pe e t r t n t e otona s n i nd low opl o e ur o m i l pl c s t y ne a e he ver t ght t y cou d a i vi i. hou he l ga n s t' ' ( si baed,f aphot a Queton- s or ogrphen) ' e a l shie m e t fnd t ' t ier r R o i hem pr is i une c ed pl c . oft n xpe t a es A nd i lca tfnd a l s ffy t f n' i t ea t it hous nd dola si unr a a lr n e l i d pr is t y aenotr rd t pa me. ( clr ze oft, he r equie o y ' De aa' tv f afna il utnt) ie,or i nca cons la . ' a you e rt ' ve H ve houghta boutwha woul ha n i, ors e t d ppe f f om r s you coul t s ea on, dn' uppor your e f M y w or a s e t s l? k s ur s t t tltcoud ne r ha n.And wha ldo c t my ha lg t l ve ppe t oss ci snot ng.( si bae f a i u a a nt) lent hi ' Queton- s d,or n nsrnce ge . ' W hie you'e i t s ge r tve s a ha f n and ex r l r n hi ne a i t ge, ve u pe i m entw ih w a t c i e your Pe s son N i i or a i t ys o onfgur r ua i ne nf m ton. Per pssatone pic wih amea ha tr th t tphor( si #9) a a queton , nd not wih yourguaa ee ( ton #7) Orsatone wih a her t rnt quesi . tr t ne pa rquot prii yourwor ( si #6) a a he ws pe e asng k que ton , nd not r wih abre ci s cessor ( esi #8) t if lent uc s t y qu ton . Theopeni ofaQui Pic i muc cosrt att ni i ng ck th s h l e o r ha t s t f m u a You w a you m a e i l t l d you.W ha t l d o or l . nt r t r a o ea t o ea wih i aj t s udgme c l. c eai a t You t k wha' sr s, nt al A r tve c . ae t tonge t s m os i r g ng,m os i pr sve a you l d w ih t t t nti ui t m es i , nd ea t ha .
  • THE QLIcl PI l t TCH OPENI NG Kee puti t et rcom bi tonsuntlyou fnd a f w t t p tng og he na i i i e ha e ie you. Ke p t ki i s a l ngua e untl you he r xc t e wea ng dea nd a g i a yourel s y,' on ofagun,ttt pt e t s rtofmy wor ' s fa ' S /g ca ur s he pii g k. ' l you' e hus d by a phr s a s f r nt e e a e nd how i,c nc s a e your t ha e r ls ene wilbe ent e by i,t it r l hus d t oo. Y Ba kr c oom ' psI t Quik Pic Ope i l or he c th l n ng + W hen you t l a ak boutyourbusnes t c l a s a c i nt , i s o ole gue nd le s w ha get t i a t nton? l t e a f c t tr ie e br s t s he r t e i s her a t ha a s s ye ow ? A c onde a e sor t t m ove t m t t edge of t i ns bl t y ha s he o he he r s t ?l s you w a t ftt ti o yourope ng, fa a 1 ea s f o, nt o i ha nt ni i t 1 pos sbl You Quik Pich ope ngs di rg peopl grb i e. r c t ni houl ntiue e, a t m ; fyou a r a ha t tki ofi or a i us i. he i le dy ve ha nd nf m ton, e t # l your s uc a k yourcolea esa c i nt w ha t y fnd f 'e t k, s l gu nd le s t he i m os gr bbi a t a ng bout w ha you do.Ta t i a we s a t ke he r ns r nd c ver t m i o ope ngs You m i s um bl u on t he nt ni . ght t e pon a ge . m Fori t nce: ns a You'e a a t ne wih a ge a pr c i e. r good, o r n t or y t ner l a tc You'e s t r a e a num be ofdie tonsi w hi you c l t ke your he e r r r c i n ch ou d a ope ng. necle , hough, e l you t f l ng a cdot ni O i nt t t ls he olowi ne e. Shes hied you a doze tm e , but t m os dr m a i ' r n i s he t a tc t ng you di w a t s op herf om i s i i abusne st t hi d so t r nve tng n i s ha you f l ha a f u t r venue m ode . You e d up bei e t d a ly e l nde ng rght A yea l t t bu i s w e s ,a i s i i i i . r a er he s ne s nt our nd nve tng n t w ou d ha cos here r hi You ne r k l ve t ve yt ng. ve new how i por m t ntyoura c ha bee a dvi e d n. H ow m i t t be c ve t i o a ope ng? H o ght ha on r ed nt n ni w a bout ' s op pe e f om ba uptng t s ves'or' i :' t l opl r nkr i hem el / ' ' Bus nes peopl hie m e t pr e e r hi t yke wor d f / s e r o ot ct ve yt ng he ke or' ' or ' opl hiem e t l ove t rs der a m a s e ,' Pe e r o ook r hei houl s nd ke ur t /r ma ngt rghtde sons' he e ki he i cii . ' N one oft s i rghtw ih aca t lR. y m a be good he e s i t pi a The y c c whenusdwiht rghtcowd. /r c ti yi hoies e t he i r The e eranl nt i ng. ha ' m or you ha a ca e s udy t ba up your rgui W t s e, ve s t o ck
  • CO NS TRU CT YOUR O W N OPEN I NG br va Tha ' c ii l l you' goi t m a a s a ti a do. t rtca . f s r e ng o ke t r lng c a m ,you m us be a e t s t nta e i. li t bl o ubs a i t t + Youc l ma et agume t tQuikPic ope ngstke oud k he r nt ha c th ni a a sde r e bef e geti t t poi . tlwoul a gue t t i out or tng o he nt Bu d r ha sde r es gi hue,col , a t t e t lf Si r e i out ve or nd ex ur o ie. de out s m a a sor a s or ke t y t y. Ta e Co fflteJ f .Tol sr i hta d,i i a t l k ne .t / / gk pl ? d t ag -hea t s ae a bouta Sout r wom a who l eshe f t beca e oft he n n os r orune us he C i l W a a t n ha t r l he lf Tha des i i vi r nd he s o ebuid r ie. t crpton m a wor a a hi conce , i' t ie on m os ot rl vel . y k s gh pt but t rt s t he e s l ce t i y doe n' i pie. t r a nl s t ns r W he es t pa a r W her ' t bl r ' he ge nt y? es he ood, he bone, he t t lf ? l i t sde s ore - a ie t s he i t i s bout S re t O ' a as l er ,he ca l t H r ' ov s r s ter d s l -e pe t he r s ve t t m a t s or t ha t e e f r s c , r e ol - ha ke he t y he w ord' m os w i l r d, f e t Bi e. ls t de y ea a t r he bl W he you delv t ope ng ofaQuik Pic you n ier he ni c th, ke ca ur d yourls e rw ih i rgu a s or pt e it ne t nt i e nd t y. A tfr t t a oac m a f e odd t you. t prnc is , he ppr h y e l o But he i i p1 be nd t QuikPichope ngi t smeprnci ebee hi he c t ni s he a i pl hi m os booksyouke r d a m os plys a fl syou nd t ea nd t a nd im ke s n.l w or .You'e s ee t ks r howi you ha gut e ng ve s nough t us o e w ha w or ,e n whe i' notwha ' done c t ks ve n t s t s onventona l i ly. A Tr f maton M echani Fr ctng Fi s ansor i sm: edi i nger The st ene Ata conf enc you r n it a gr ofc l er e, u no oup ol eagues mos ofwhom , t youhaven's i year.Oneas si you/e silasgood atpl n t een n s k f r tl ayig te mar tasyouwer year ago. h ke e s zBet l you s ' h I i r ear a c z t ' er ay. W at do s es ch ompan uni Ik y tl now e y sngl t ng abouti.Igett kn is weltatte entr c ver i e hi t o ow t o l h h ie ompany i anopen book t me.Iknow ever move t r goi t s o y hey/e ng o (oni e ) c t d no
  • THE QUI PI CK TCH OPENI NG ( nio d Co t e ) n mak beor t y mak i.L me s youwh I t kig about e f e he e t et how at ' al n m . Isead ofcompani ,tough,11demon tat iwih you peopl nt es h /1 sr e t t e. zE t gh Ihaven's mos ofyouf year,Isilu zven hou t een t or s tl nder sand you welenough t k exacl how you/lhi an act 11 t l o now t y lt nk d . /1 pr e t . ov hat z ho want t pari pat J k.El z W s o t e? ac i ci zabet Good. h. zlm goi t t n my back.W h I Iwant ac and El z' ng o ur en do, J k i zabet t eachhol up an numberoffnger t y wantonone hand. ho d y i s he O n fngert fve. ei oi z z Then,Alx,Iwantyout c l t t al Bas uponwhatI e o alout he ot . ed kn about ackand El ow J i zabet and number an behavi ,11t l h s d or /1el youhow man fnger eac oftem i hol ng up. y i s h h s di ' Yous el youre an t naway.A f s hi d yes d ur ew econds It ,Alx a er e c I ou ' v ' a I t Fie s Yout nkf a momen,and t t lyou col est Jacki hi or t hen el r l eagu hat s hol ng up t ee fnger,and El di hr i s i zabet f fn s.Y ar rght h wo iger ou e i . zL ' mak t shar . s i cas youti Im i c zet s e hi derJu t n e hnk ' n ahoot wih s t an yone,I t ackan El wan J d i zabet bac t back.Idon'wan t s h ko t t o ee tem,and I twanttem s ng each ot .L tsc i e. h don' h eei her e' ontnu ' Agai youtr away,and agai Alx yel ou a t al E n un n e l t ot . ven s undert esrngentc t ,youcorect gu st numberof hes ti ondii ons r l es he y fnger on each peron' h i s s s and. Af a fw r eti s youas t ee mor pe et comef war t e ep ion , er t k hr e opl o or d: f t hol u t rh wo o d p hei andsan on t c l tt t al Y e wih d e o alou he ot . et ven t tes ne pe e,yougu st n h e w opl es he umber corecl agai an agai s r t y n d n. Awed by yourdemonsr i e yonewanst k iyou tat ver on, t o now f have an socktps You s z tbe de ved b wh youve y t i . ay:z Don' cei y at / s I my soc tpsar bet tan an e ele/,i' becau e Ireen.f t k i e t h er yon s s ts s e al do r ear a compan I e mad bef e putng mon on i. l y es ch yi k or ti ey t Gues ng nu shasIt t do wih i. si mber il o te t t' ' Youas i anyone woul Ik t go f I ch.I par,bec s of kf d ie o or un n t au e y ritgun me h ns ,amos e ey ei n y . ou nr ig c a im l t v ron ois ou i (oni e ) c t d no
  • CO NS TRU CT YOUR O W N OPEN I NG ( nio d Co t e ) n Behl t Stene nd he A c fdeat ( f li ue an tat erontp ofh n mb r one r e orwo s sd, d h p s is fte u es t you u ng a si e,i ou c o si mpl ngeni s ode.Her show t do i: e' o t Fi a col nd l eague t ac asyours etas san.T lh abou t o t ecr sit t el er t he Mechanim,an t h hert sc n s s d eac hi odig equenc e. F te frtr or h is ound,s es d hol up t o fn sand mentl h houl d w iger al y not t numberoffn st ot peron i hol ng up. e he iger he her s s di Eac tmeafert ,s s d h d u te n h i t hat he houl ol p h umberoffn ste iger h oterperon pr ousy h d u plson h s evi l el p, u e. So,i t oterperon hol up t e fn s on te ne r d f he h s ds hre iger, h xt oun y rc ne rt h l u f r( eor n tre, u a a t n ou o fdeae ods p ou t i alhe pls n ddio al h gi i on )W h iteote p s h lsu f ef g s Y u c fdeae e. atf h h r eron od p i i er? o r one rt v n sgnal you by hol ng u one. i s di p Her swhati I sI i acton: e' t ook i n i ke Youas s peopl t sep f war El k ome e o t or d. i zabet you s etas h, r ecr ssant i on oftem. it , s e h Y t nawayand I t f te t alW h e t s m,youkn ou ur i en or h ot . atver he u s ow El i h i h dig u f fn s s yous r f fom t t al zabet s ol n p wo iger, o ubtactwo r he ot . Say youhear' ev 'Su r f fom s en,an t le yon ' en. btactwo r ev s ' d el ver e tat' iabet i hol ng up f fnger an Jacki hol ng upfv ' h ' z h s di El wo i s, d s di ie. O nte n r h ext ound,you hear'hr 'W el you and El t ee.' l , i zabet h kn J k h d up fve fnger i t frtr d,s El ow ac el i i s n he is oun o i zabet i goi h s ng t h l u o ef ge ti r n . ou i ,ten i t s br t e o od p n i rhs ou d Y rob h ,s o u t on n ac fom t t al So whenyou h 'hr 'you s 'El t i hol r he ot . ear ' ee, t ay, ' i h s dzabe i up one fnger andJ i hol ng up - 0. You'e c r t ng i , ack s di . r orec . . Y Backr oom 'l I Pr ctng Fi s Ips or edi i nger + How do you s t aIt pl s ivol d an si peror t wich I he ayer n ve d tl f m he l mechanim?You hav a s s e econd conf at W henyougetrd of eder e. i you frtsooge,you brng i you s ond one t r ace h . r is t i n r ec o epl er (oni e ) c t d no
  • THE QUI PI CK TCH OPENI NG ( nio d Co t e ) n I t ch ig? I you t nk s you/e I n by r es t s hat eatn f hi o, r i g vi ul hat ar twrt an en' ien ywher W her does i s t you can onl t e. e t ay hat y have on ac e complc nott F t mater wher doe i s ie, wo? or hat t , e s t ay youhave t sop atf ac o t wo compl es i ? c I t 1930s a mi radername Annemann s d he' fl n he , nd e d ai d i l an au t i wihac di um t complc ,ii meanttathe coul asound or ies f t h d t te one peron i t r who was ti on t ti .Ann h s n he oom n' n he rck emann di tf bound by i nal r l dn' eel magi ' ues. y He alo di a c d ti tatmihtit e tyou:A s ct or s d ar rck h g ners pe at woud pi a c d an pu i i hi orherpock .L ertatday, l ck ar d t t n s et at h wh te pr edur andt car wer f got Annemannwoul en h oc e he d e or t en, d t e te sp at t a r t ant W hen t y wer s at att r ak h ect or o esaur . he e e ed hei t e,Annemannwoud askt s at t I up.Ther pased abl l he pect or o ook e, t t te c l wasa du iat car t t on t s ct orhad. o h eii ng, pl e d o he e he pe at c How di iwor Bef eyou gu s I me mak i ceart d t k? or es , et e t l hat Annemann ne I tt s ct orssghtorh c actwih t ver ef he pe at ' i ad ont t he r t an onc te car waspi ed. esaur t e h d ck Th mehod? Annemann h a dif entc d pased on t e t ad fer ar t he c lng i each of52 rsaur s W h he s whi car h ei n i e t ant. en aw ch d ad been s eced,h t t specat t t eat y wih te c r el t e ook he t or o he er t h ores pondig c d on isc l n ar t eii ng. Now,Ann eman s metod was tsl I di tivole el n' h n' i t dn' n v e. ck. gants t oryear ofsei tofhan pr i Bu was iefec ysems s l gh- - d act ce. t t f t e? Thi abou i. 8u yourel i t s at ' pl e, and i v nk tt t s f n he pect ors ac i gie wh ty r ra t n woud b I is Is tan iwma n a ou e ci o l e. f t e s h a ' dr n you/e n bei hones wihyourel. oppig, r ot ng t t sf + W henyou/etyig t i lenc s r r n o nfu e omeone,pon t equ ton der hes esi s: W hatam Ityig t accompl h? ln o i s W hatdoest oterperonwant he h s ? (oni e ) c t d no
  • CO NS TRU CT YOUR O W N OPEN I NG ( nio d Co t e ) n How can Igi t oterperon wh he orsh want,whie ve he h s at e s l Igetwh Iwant at ? W h condii ar soppi me fom maki t shappen? at tons e t ng r ng hi Ar t econdii val e hes t ons i d? How woul Inor l go aboutgetig whatIwanti t s d mal y tn n hi st aton? iu i How ele c Igo aboutgeti wh Iwant s an tng at ? Now,whatam Igoi t do t mak t shappen? ng o o e hi
  • TH E Q U I PI H BO DY CK TC he Qui Pic Ope ng i ef ta at You mus ck th ni s for nd r. t c b t ough your r s om hr e ponsbiii s pr i e ,a a i lte , om s s nd cc pls e sa conde e t om ihm nt nd ns hem i aw a t thooks n y ha pe e. ota e s t ng t do. opl N n a y hi o The Quc Pich Body,t ik t hough,i dif e .l'nothad t s fernt t s r o de op. n f c ,l a r dy w rte i outf you. vel l a t ' lea ve it n t or The body begi w ih a l s e e,whi h you u e a t you ope ng. ns t one ent nc c s fer r ni T hi s nt e,l e be t d,ha be us d b s l s opl a s e enc ' v en ol s en e y a e pe e t s e of t w ord' l r t c por tons l' hel you e t bls om he l s a ges or a i . t1 p 1 s a ih r ppor w ih t pe s t w hom you'e pichi a i w ilhe p a t t he r on o r t ng, nd t l l you t per ona i e w ha you'e goi t s y, o i i e e t t m . o s lz t r ng o a s t nt r s s he Bef e lgi you t s nt e,1 tm e s a s ene: or ve he e enc e et c You'e a a bu i s m i e a a e w a tng i lne f a coc r t s ne s x r nd r ii n i or kt i.The w om a i font of you t ns a ou s ie ,a a ks al n n r ur r nd, m l s nd s w ha you do f a lvi t or i ng. You s y,' a lbusnes e hie m e t m a s e t y ge a 1 a ' l i ss r Sm o ke ur he t 1 t m one o e t m . he y w d he ' ' She s ys ' oundsi e es i H ow do you do t t ' a ,S nt r tng. ha ?
  • W HAT THE BODY S ENTENCE DO ESF( l YO U 3k Tha' when you dei t Quik Pic Body s ntnce: t s lver he c th e e ''/ t g'yo tlrt(ô't.lg yo t?( t tt 11tlyoï/0,flg J '/? l t u el l gcï f lt u :,g : lz 4 el f 9f . lt J y o r f pt t gt l 1 ( 1 pt 7 j (l/t t yo . og lf o u' ll s ' Ta t t ts nt e on yourm i l' gol too ha e enc nd. t s d. . i W H AT TH E BO D Y SEN TEN C E D O ES FO R YO U W he you de i r t Body Se e e,you ge t ot r pe s n lve he nt nc t he he r on t l ng. s ha s v a a nt ge a ki Thi s e er l dva a s: + You c ea e a r l t ons p w ih he ,pr ca e on g ve- ndr t e a i hi t r edi t d i a t ke. a + You he r a a bouthe st ton. r iua i + You l a n a tt pa t of rs t ton t ti e e therm os . e r bou he r s he iua i ha nt r s t + You under t nd w her he ' obl 'a your ' ol i ' sa e r' pr em ' nd ' uton'cos i de. nci T hi a nk bouti . om e s a o you w e e s r tM nt g r tange s N ow, hie r. w l you m a notbe bos bu e ,you'e a l s a y om ddi s r t ea t cqua nt nce . i a s You ha i or a i a ve nf m ton boutea h ot ,a you ha poi s t tyou c her nd ve nt ha ca dicu s n s s. To be s e t t l e m a t scl a ,1 t m e gi you a c ur ha ' v de hi e r e ve oupl e mor e mpl oft QuikPic Body snt ei a ton. e xa es he c th e enc n ci Fis ex pl You'e a s oc ok . r t am e: r t kbr er You m e t a m a a exe n nd c nge pl a a re .H e a k ,' ha do you do f alvi ' ha e s nti s ss ' t W or i ng? You s y:' vi l n t shie m e t m a t m m one i a 'ndi dua i ves or r l o ke he yn a w a f s e a s f rt n t y coul do by t m s l s' y a t r nd a e ha he d he eve . ' H e s ys ' ea l H ow do you do t t ' a , ' ly! R ha ?' You s y,' de ndsupon t pa tculri ve t . lm e a bi a 't pe l he ri a n s or Tel t a bout your e f a 1 1t l you a s l , nd ' e l 1 bout t ki ofs r t gi m y he nds t a e es fr woul r om m e f you. im d ec nd or ' ' Sec ond e m pl You'e a web desgner You m ee a wom a xa e: r i . t n w ho a ks ' ha do you do?' s ' t W ' You s y,' a you e r be s fng t l er t a c e a ' ve H ve en uri he nt ne nd om a r s a st t ts oppe you dea i you t a ks A st w hos c os ie ha t d d n r r c ? ie e
  • THE QLIcl PI BODY l t TCH gr phi s a ' a c nd l ook'm a you pa e a s ie,be us t y s de us nd m l ca e he o pere l s f cty poke t you on a busne s a a s he i l vel ' o i s nd e t tc e ?' ' ha ' ' vel l ' ' e 1 lm a t tki ofs t ha n. ' 1, W ke ha nd ie ppe ' ' ' e ly! ow do you do t t ' ' al H R ha ?' ' lca e an i i t m os i e es i w a ,w hy not t l ' So n xpl i t n he t nt r tng y el m e a lt l a ite boutwha you do,a 1 1t l you how m y wor r t nd ' e l 1 k el t s t yours t ton. ae o iua i ' ' C O N V ERSAT I N AL K EYS O O fc s e n a t r youke de i e a c pe lng ope ng a our e, ve fe lver d om li ni nd a ke your que ton,peopl m a notbe a f t s d si e y s or hcom i w ih i ng t nf m a i a you' lke. t w he you m us dr w outi or aor ton s d i Tha ' s n t a nf m ton.H ow do you do t t i ha ? Lit rel r Tha mea f usng on t ot pe s wih se / ll. t n e/ ns oc i he her ron t yourea s e s a m i r , ye , nd nd. O n t ta s he r de- how foor ls e da l exa pl s of s lo ls l , e i y m e ha l w i t ni An a t e ng. tende w a ksi o a 100t t com pa r pr s ae l nt 7 h, he ny e e ent tv gr t hi ,r ds hi na e t g, s s hes not fom a bi i e ee s m ea s m a ee ' r g or ni ton, nd l e i e es . ga za i a os s nt r t Ther e e a i e m a s ie poepr s nt tv y m l lt l but s s a t pee i pa t t a t nde a t pa s ng ie y, he t r s rng s he t e e t he s i c ow d,hopi t s s eone m or i por a .N a ur ly,t t r ng o pot om e m t nt t a l ha i nott w a t ls e s he y o it n. J ?' yo str ( c g es t g,( sretltyo lg es mebn t yie / C u t tg o p rt f g g l lg u lp o tiy o v //. : g go s t t teol rb to ( :tltbro lg s mebn t yieyo Pe ha t / tl es n g t lg esn ls o tiy o v u. r ps he ? e gt t t t a a i won' i ve m one l m a i vol e cha ng i r ns cton t nvol y. t y n ve x ngi nsght , t i s orhi s rt ; hos a evaua e t a a i ,t i s s ore , gh piis t e r l bl r ns ctons oo. W hie you' lseni i' i por a t t t s ke u r l r i t ng, t m t nt ha he pea r nde e s s a how m u you vaue w ha he or s ha t s y. W hen t nd ch l t he s o a s ke s u r t nd t t t y' t l t you w ih m uch m or pea r nde s a ha , he l ak o l t e dept a g h nd oodwil l. O ne w a lconve m y i er t i by l ng pe e i t y y nt es s ooki opl n he e a t y s a ll r d how e f c i t sw a w he ls udyes s he pe k. ea ne f e tve hi s n t i d s a hypnos s e t ge i.
  • CONVERSATI NAL KEYS O l or r t hypnotze a hypnots m us m a c r a n t n de o i , it t ke e t i he s bj cti t al pr e - i t he e a now. do t t t u e s ot ly es nt n he r nd To ha , he hypnots wilofen a k t s j tt ga i o hi e .Thi it l t s he ub ec o ze nt s yes s i not done f s e ki of pow e t i l' done s t t s s or om nd r r p. t s o ha he w on' be di t a t d by t s r t sr c e he ur oundi .O nl t n ca s f l ngs y he n he a l i o a t ance. nt r Som etm e ,a hypnots w ilc a .Ra he t n s a i i o a i s i t l he t t r ha t rng nt s ec 'e , ' sa e a t brdgeofhernos The r tonae? ubj t yes hel t r t he i s l e. ai l T he hypnots ca hol hi ga l it n d s ze onge a m or i e l t t r nd e nt nty ha w a Tr i a a ex rm e ,butr lze t tt tl ve ofi eny. y t s n pe i nt ea i ha ha e l nt st i us ly unnec s a y You'e not t yi t c x pe e iy s ua l es r. r r ng o oa opl under ort n t i o zombi s You'ej s s wi t m t t , ur hem nt e . r u t ho ng he ha t ri s t i opi ons t i be ng,m a t t you.F t e hei dea , he r ni , he r i ter o or hos pur e , a n o1 e t e c a i fne. pos s pl i d ye-o- ye ont ct s i Lit acie Anot rwa t s se tvl n y. he y o how your lse ng i e l i 'e it ni nt nty s t ough t e t t c que known a (cfel tnn Thi hr he mpa hy e hni s gtp i eiy. s s m et w a popul rze by ps hod s ai d ychot a s C a lRoge s To ls her pit r r . it n a tve y, e c i l you pe i c ly r pea ba wha you'e hea i i rodi a l e t ck t r rng n yourown w or . ds Forexa pl t per on you'e t l ng t s ys '' t hea m e, he s r aki o a : 'm he d l w om e sf s on buye f a de rm ents or love s e a t m of n' a hi r or pa t t e. r e ea e ght a we m a s a ona pu cha e fom t bi m a a ur i , nd ke e s l r s s r he g nuf ct e s M os l we buy c ot s wih a s r etl r. ty, l he t t e ook.You know w ha l t m ea Lo - uts r s Be l s r s Lot ofbl c Tha m a s n? w c kit . ly hit . s a k. t y ound ki of gl m or ,but i' a he v l num ber - i n busnes .l nd a ous t s a iy s drve i s l a m y s e ds et f r m or t n ll a t c ot ng or ook t pr a he s a e ha ook t he l hi t m a a t e s ca a ogue . t r a l we'e ex t d t ha a he nuf c ur r ' t l s Af e l, r pec e o ve hi 'ur r t on ourcl he ,ot r s w er i t oubl a t gh t n' a e ot s he wi e 'e n r e nd he s or si t oubl ' t e' n r e. l r pons ,you s y:' ou'e t bos ,butt r ' ce t i lm n es e a ' r he s Y he es r a n i is on your fee t r dom .You got t be good a wha you do,beke o t t ca e t num be sdon' 1e. us he r ti ' Yourwor s ds how t ot rpe s t tyo r . t gtbar y he he ron ha u' l j s e i eï 0 n tlrfok , ur Io es' tl lt0 You'et nk ng a lf . rsyo ' l csf lr, 0 . r hi i boutt m a e p er l e g he nd t /r ha nga efct he e vi n fe .
  • TII Qul tPI - BODY -E ci TCII Re ba eyo r( et g .Du i t c b rs u gsf s rng he onve s ton,you m a a k o rai y s t ot r per on a que ton s doe n' unde s a S m i he he s s i he st r t nd. he ght l a you qui zi ly,or g ve you a a w e t t s w s s ook t z cal i n ns r ha ho he di t ge wha you wer drvi a .She m i as a w e i a dn' t t e i ng t ght l o ns r n w a t t conf s s you.l a of t e t ngs ha n,t ke t y ha ue f ny hes hi ppe a he s m e que ton a c e a i f om a dif r nta e.Som e oft a s i nd om t t r fe e ngl he bes w a ofdoi t ta e: t ys ng ha r X eyou q ton t he pa tex r e r ues i o r s pe i nce:' s y one ofyour ' You a ci nt wa F le s s edEx.W ha ki ofpr j ct di you do f t m?' t nds oe s d or he ' l r ntoduc a hypot tca el e i o t que ton:'flw e e e he i l em nt nt he s i ' l r t hea ofa I depa t e , he d n T r m nt how m i lus you s vi ' ght e r er ce? Si plf t a e wih your qu ton:' o,i lha t exm iy he udi nce t es i ' f d o S pl i t my fve- a - d w ha you do,wha w oul lt l hi ?' an o i ye rol t t d el m ' T I E TO M O V E M l you'eup f a a sgnm e , ea , a ls gge tone Ta your f r or n s i nt r der m y u s ? ke Quik Rth Ope ng a t Quik Pich Body sntnce a c c ni nd he c t e e , nd pr c i e 10t on t s r nge sa da e r da f t ne w e k. a tc 7 h wo t a r y, ve y y or he xt e For t a t pe s di t m . For ge bou r ua ng he get a bout pi k ng up ci c i nt f your s r c or m a ng l s i r l tons ps l t t le s or e vi e ki a tng e a i hi . f ha ha ns good.Bu t t nott pur e oft sa sgnm e . ppe , t ha ' s he pos hi s i nt T hi a sgnm enti pur l f gut .lw a you t pr c i e pu s si s e y or s nt o a tc t tng your el outt r i aw a t t unna ur lf you. o m a i s f he e n y ha ' s t a or N t t r wha you do f a lvi t s l your l a ni w hen you e t or i ng, he kil 'e e r ng pich t s r nge sw ils r you wel t r s ofyourda .You t o t a r l e ve l he e t ys w ill r s m uc f om t s l i a e s t m a ge sep on t l ea n o h r hi . t s n a y-o- na t he w a t m a i you u t y o k ng ns oppa e. bl G U T TRAI I G N N Pichi t s r nge s a a m e ns of m a t i t chni s a t ng o t a r s a s erng e que nd ner e c m e outofm y own c r e . r t tm e lw a 1 untll vs a a e r F om he i s 3 i wa 1 lha a s f j a am a c a a r c us s ps Afe s 9, d ae ob s giin boa d r ie hi . t r a l t whie, houg lgottr oft r gi ent d s pboa d r i l h, ied he e m e hi r outne.
  • G uT TRAI I N NG 83 dec ded t be a m a ci n on l nd. he t oubl lkne no one. i o gi a a T r e? w N o a nt . o pr ge s N oduc r .N o m ee i pl nne s l e s nce lha es tng a r . n s e , d t r s a tm y Ca e rf om s r t h. o etr re r cac l a i d a t chni e l ha r d a pple e qu d ea bout i a t n, m i eon hi m gr phe bookltcal J T' e (gs Dt ll /by Pa lDim ond.l a d e led t tês lt, g rf, g r t u a n i, D i m ond e a ns hi m e hod of c d calng f m a c a . t a xpl i s t ol li or gi i ns Ba i a l t si w ha he s ys s c ly, hi s t a : + W a k i o a hot lora t a s l nt e r de how. + C he ou ise nt ca e ri t l y t s e w ha s ci l ck t t ve s l nda n he obb o e t pe a event ar goi on. s e ng + Fi a hos t lt r nd pia iy oom or c ockt i pa t t ts m s pr i al ry ha ee om s i a w aki o i a t ng, nd l nt t s hough you be ong. l + D o 1 m i t ofm a c f as a lgr ofgue t . 0 nu es gi or m l oup ss + A fe you pe f m , s one oft g oup m e ber t poi ou tr r or a k he r m s o nt t t hos . he t + A ppr ch t hos .Te lhi youke be pe f m i f hi oa he t l m en r or ng or s guet, ndt /r e o ngwha you'edoi Lethi k w ss a he e njyi t r ng. m no t t i he pa your f you w ils a on t e e t i f t ha f ys ee, l ty o nt r an or he r s oft pa t e t he ry. U s ng t a i he bove a oa w a le ra ke t l ve?Ye , t ppr ch, s ve s d o ea s bu lgot a ke t s a f r m or ofe t n lw a a ke t l ve. s d o ty a e t n ha s s d o ea The r to w a pr bl 20 : . a i s oba y 1 By s howi i ta i e,not onl di lgetw ha lw a e bu ng nii tv y d t nt d, t t hos a t pa t he t nd he rygoe s got wha t y w a ed, t a f r t he nt oo: un e ni A n e ni t y wou d r m e be a t l a ve ng. ve ng he l e m r nd ak bout . l s il us a va i ton of t s busne s ge r tng t hni tl e ra i hi i s - ne a i ec que t y.W he l not booke l fnd out whe e t r ' a t a oda n ' m d, i r he es r de s w a lfy t e. nc l i t c ho nd l her O e ' n he onve i c e , l f m nton ent r l ook or w ea ne si t r k s n he oom . N ow,t tdoe n' m e n ll f w e k c pa es W ha ldo ha s t a ook or a om ni . t l f i a e e i lc pa t t f ii a t s ook or s n xc ptona om ny ha ' alng t he how. s lw a k up t t per on i c r a s y ' m i be t m os l o he s n ha ge nd a , ' ght he l t i por a per on you' m ee t y, beca e l ca s ve your m t nt s l l t oda us n ol
  • THE QLICK PI BODY I TCH pr e ,a you' pr e l obl m nd r obl m ooks pr ty bi ' l we l dr s ed e e t g. ' ' m l es a a tc a e s he ls e . nd ri ul t , o i t ns l s y,' o ones he e.l' t o hour i o t s a ' N ' r t w s s nt he how a you nd ha t sbi e y 100t a i l stril. onei s ve hi g mpt 7 h nd t ook erbe No s hoppi ng i . ha t m ilon dola s i r i a pr t You ve en li l r n obotcs nd oduc she e, t t r bu no one w a st s e t m . nt o e he ' ca gua a ee t t you' ha a hundr d a ffy ' n l r nt ha l ve l e nd it pr pe t lned up i f ont ofyour l dos c s i n r ea gene a i m a hi i r t on c ne n t el e m i t .lwildo i f f e l i wor , r goi t w v nu es l t or r e. f t ks you'e ng o ha a bi r pr em .You'e goi t ha t oubl ga he i ve gge obl r ng o ve r e t r ng a 1 t l a . You'e goi t r out of prnt rbbon, t a 1 he e ds r ng o un i er i r ns rpton t pe,a m a ci i a nd npowen' ' D oest s a oa a w a w or hi ppr ch l ys k? lm a i w or Com pa e do,i f c ,t n m e dow n.S eke t k. ni s n a t ur om tm e ,lha t do t t f rcol c l a a gi n s w . i a i s ve o wo o ou d als t ve ho But t 1 w a doe w or e ent ly. ys s k v ua l T he poi l t yi t underi he e i t t t be e a nt ' r ng o m lne r s ha o com bete per ua r your goi t ha t do t ngs out i your t r s de , 'e ng o ve o hi s de c f tzone. om or D oi t ngs out i your c f tzone doe n' m e n you ng hi s de om or s t a m us be t com e a dif r nt pe s fe e r on. l doe n' m ea you'e a t s t n r phony.l c t i y does tm ea you ha t c pr i e your t er a nl n' n ve o om om s et cs hi . l m ea you s t ns houl t 1 t your s f conce s op you. l dn' e el pt t f you t nk your t s ort ner hi 'e oo hy, oo vous ort di fe t do , oo gni i d o w ha l a ki you t do,you r l tng you f r i er er t ' s ng m o 'e et i r ea s nt f e wih wha coul be am or lber t d,enj bl pe s sve lf t t d e i ae oya e, r ua i ie f you. or You don' ha e t w atuntlyou ha c a ors l e t v o i i ve our ge kil noug h t t y You'e r d rghtno . o r . r ea y i w T O D AY . . . St i rke up aconve s ton w ih a s r ngeri a t t r as pe r ai t ta n hea e , u r m a ke ,whe e r r t r ve .
  • 85 The hi herwih yourQui Pich ope ng.W hen s n, t t ck t ni he sys ' a , ' do you do t t'f l up wih t Quik Pic How ha?' olow t he c th Body s nt e ence. W he s a w e s ls en cl el Look he i t e Pr es n he ns r , i t os y. r n he ye. oc s w ha s ss yi a r ti ba k t heri yourow n wor t t he' a ng, nd epea t c o n ds o s w your t ho 'e hought u l we ghi he i a .Le t c ver af ly i ng r de s t he on s ton fow f om t r i l r he e. l you w a t t n t c er a i i o aper ua i c f nt o ur he onv s ton nt s son onve r s ton, l ha a pl tm e.O nc s s a t t l ng,a f w di a i you' ve m e i l e he t r s a ki e f f e s na i wilpr s t m s v : er nt ce r os l e ent he el es + You' di c rs ' a pr pe t l s ove hes os c . l + You' di c rs ' nota pr pe t l s ove hes l os c . + You' dico t t w hie s ' not a pr pe , s know s l s ver ha l l hes os ct he s e w ho i . om one s A 1 t s s ena i ha a pot nt a l good out om e: fs ' a 1 he e c ros ve e i ly c l hes pr pe , ha e acha t pich a pe s de he .l s snot os ct you v nce o t nd r ua r f he' apr pe , ha ac nc t en oy afindl c r ai l os ct you ve ha e o j re y onve s ton.f s ' not a pr pe t but know s s e hes os c om one w ho i , you ha a s ve c nc t ge a i r ha e o t n ntoduc i t t tpr pec . ton o ha os t Y Ba kr c oom ' p I t Quik Pic Body l or he c th l + W a a s m pl w a t i e iy peopl ' a t nt on du i t nt i e y o nt nsf es t e i r ng he Qui Pich? Us t pic n' bes find:apr Sa ck t e he thma s t re op. y you m a a ur pha m a eu i a s W hen you'e a ke wha nuf ct e r c tc l. r s d t you do f a lvi r c i o your pock a pul out a or i ng, ea h nt et nd l l pil W i hou a wor dipl y t pil on your open one l. t t d, s a he l pa m f a f w s conds Don' r h. Pl y u t m ys er l or e e . t us a p he t y. T he poi t t pila s y:' t w ha ldo f a lvi n nt o he l nd a ' Tha ' s t or i ng. M y c pa l he lve .W e er di t pr em s l you om ny engt ns i s a ca e obl . f ha a f s hea t t w e sow i dow n.l you' depr s ve a t r bea , l t f r e es ed, w e r ove t depr s i 'Be i ve m e, em he e son. le ' you w ilbe ls e l i t ned t a r em ber d. o nd em e
  • THE QUI PI BODY CK TCH A Tr f maton M echani ansor i sm: Br ng a Fenciw ih a Dol Bil eaki l t l l ar The St ene F t ee days youan yourman or hr , d agementt havebeenhave been eam hold up i a hot ,wor n f ihl ona pr tr l tsr egy. e n el kig evers y oduc olou tat Youc at at e yoneon doi good wor Thesr e ongr ul e ver ng k. tatgy youaIdev oped i a poweru on And ineedst be. e comI el s fl e. t o Th Pany' f ur dependson i. s ut e t Srtgi n i is on se i te r l ty tlte . w tae zig s ut e tp n h olou, ou elh m No c omest cr i wor ofactal getig t pr tt maret he ucal k u l tn he oduc o k . y Th ecan be no mar n f eror Thi mus wor er gi or r . ngs t k. Younotcet on ofyourempl i hat e oyeeshasa penci behi her l nd ear Y as h t sep f war . . ou k er o t or d Youas anot emplye t I youa crs dol rbi. k her o e o end ip l l a l Youc i e t kng aboutte ne pr ct isr lutsr egy, ontnu ali h w odu , t ol tat o and te need f t compan t f s.Asyous ,youf d t h or he y o ocu peak ol he bilIn hwie,ceasng iwih yourt l e gt s r i t t humbnaiov and o agai l er ver n. You s r peech i r s eachi a cr c ng es endo.Y manager ar I nig our s e ea n f war hangig on yourwor . or d, n ds Youas t woman t pl herf and t hol t pencl iml, k he o ant eet o d he ifr y onehand n t er ert otern t poit Yout lhernott ear he as , he h ear he n. el o move,whatveryoudo. e Youhol up te bi f aIt s e,and yous 'F si a powd h l or Io e l ay: 'ocu s erult .Focu i wh gest n done.Iwe c f ussr gl f ool s s at t higs f an oc ton y enou on t r ulwe want and backt f usup wihaci gh he es t , hat oc t ton, wh k o nowswhatwe canac compls ' ih. ' Asyoudel yourI twor ,yous i ver as ds uddenl k at chopt y ar e he pencl c erwiht f ded bilT ever e' asonihmen,t i' ent t he ol s l o . yon s t s t he pencl apscl y i t Faperhasbr enwood. isn eanl n wo. ok ' ' t poweroff us'you s z tatst Ivelof ' s he That oc ,' ay.z h ' he e And fc swemutk e t g thspoic s c esul t mare. ou s e p o e ti r e t u c sfl o k t' y ' (oni e ) c t d no
  • 87 ( nio d Co t e ) n DaysI er bac ath at , k eadquarer,aIte manager ar cl rand t s Ih s e ea pas i at astey s son e h peakwi tei t t h r eamsaboutte f t omi r l h h orhc ng ol ou.z ocu , t s ,zsever hi .I we k oureyesont s t F s' hey ay z i yt ng f eep hi pric,h e' n tln h w bg ic l go' oe tter s o el g o i t oud . i Behl t Stene nd he Th k at chop di idee br t penci.Bu iwas tt dol e ar e d n d eak he l t t n' he l ar bilh di t damage.Iwasyouride fn ,whi yous et ltat d he t n x iger ch ecr l y e ended asyou br xt oughtt bildown. he l T peror Br ng a F ciwih a Dol BiI borow a bi an o f m eaki en l t l I r ar , l d l f d i I gtwie.Thi f di i f s ol t en h s s ol ng s or how.You/e brn n asmu r igig ch atenton aspos i et te bils no one s pecste r s e . t i sbl o h l o , us t h eal ecrt Cr e te bil ever tmesasyou t k.Hol i up t t I , eas h ls al i al d t o he i ght as iyouwer exami ng a r ' edge. f e ni azors Now grp te bi s yourt i h lo l humb i on one sdean yourcured s i d l i ndex fngeri on t ot . i s he her Brn t bilup behi youre ,s youcancomedownwih ig he l nd ar o t f ce.Now s i Asyourhan des ends si ou youri fnor prngl d c , tck t ndex i g (i r 7.) er Fgue 1. Y rf g a d tebi wi c tc te p n ian braki ( ' ou i er n h l l ona th e cl d e t Dont n l l . wory te p n iwi brak n y rf g l r, h e cl l e ; ot ou i er l n ) O n you h te s an yourfngerh clar t penci ce ear h nap d i as e ed he l , curyouri x fn backit yourfs and t e yourbo l nde iger no it ak w. Y Backr oom 'l I Br ki a Penc lwih a lps or ea ng i t DolarBil l l + Th ear t ee al n e handlngsf t smec s er e hr t at er i or hi hanim: Youc peror iwihoutf dig t bil Cr n i an f m t t ol n he l. easig t I hwie,t engt s hough,addsa t ofrals becaus ouch e im e yous t be r nf cig te bi t mak i sur er eem o ei or n h l o l e t t di . (oni e ) c t d no
  • THE QLICK PI I TCH BODY -k ê ; b k . Fi e Z. Secet e en yourf efnger gur 1 r l xt d y or i . ( nt v d) Co i e n Iyouf d te bilyou ccn i er y fngeri o t f ol h l l ns t our i nt he f d csyoubrng m urhcnc down.Thi i pr ol l i ll s s obqbl un. y nec s y,butiyour s r nd by yourcr es qr f /e urou ed owd y ou m ihtty i. g r t 3. You ne tsikou yourfngerctcl I t you c l edn' tc t i l l nseqd l cn br l te m nciwi t fontofyourfs. eck h l t he r h it * Actnct clcsyoucr le t bilcn le l i i s pn s.T l ll ur ecs he l lc xcm ne l hqr es he s bi i or i ly cnc noone k l s d ncr l l l nowswhctyou/e pll n ondoig l r cnnig n s ter s no r on t ov do i I mqgi t e' c s ng o h e' eqs o er t n c her s l qyi 'Don' r i y r n Eeig chcs .'I' (c qd c . ' t un f ou/e ot ) n led ' ts Jcd vie * Y m c Ee wonderng how prltccli i t sikoutyourfnger ou l ) y i cci l t s o t c i cnc pulibcck i t coure ofc sn e k qt chop.I' s prs l l l t l n he s l igl qr e ts ur i. igl ecs cnc d ept e. n y ly l l ec i v T k y it sikyc fngerot œ c y h l h l scr i he e s o t vr i c x e our cnd cs tled l t s des .Im u sikyc fn ou eqri t meh i obviu . cent f t vr iger t l he tod s o s c er (o t v d c ni e ) n
  • 89 ( nio d Co t e ) n + O n youve br en t pencl s d you wory aboutbei ce ' ok he i, houl r ng c gh curig yourfngerbac i Abs ut y n .The s au t ln i k n? ol el ot nappi ng oft pen li s s ockng t youraudi e wi f s 100 per he ci s o h i hat enc l ocu l c toft rat tonon t pen land onte r i oft per en hei t i en he ci h eact on he s hol ng i.Y h e aIday t curyourfnger on di t ou av I o l i . + Can peror n t s me f mig hi chanim hu t Obvi sl,i you hav a s r? ou y f e medi c t - lk arhrt oseopor i,ora pr ousy br cal ondion ie t ii t i s, oss evi l o. k fnger youlwan t s p t sme en i - 'l t o ki hi chanim .Buti you do t s f he ch f t Ik your brn ng downa r l up n op as, ie 'e igi ol ed ewspaperono t a fy youlbar y f you fn cont tng t wood. l, 'l el eel r iger aci he
  • T H E SLO G A N PI C H T tt t a s he r de how, s e s y w on' s op f lnea ,l c l pa s r b t t or i r ogi a pr oduc pic s You ca s y i' s d.You ca s y i sgt t he . n a t a s n a ti nii s s e y' downf l.You c n s y w ha you w a . fe oci t s al a a t nt Bu i' af c oflf t t a t ie. s Peopl don'w a you t t ket m t ough ea h l ca s e e t nt o a he hr c ogi l t p. The ei te . ywa t concui a t tc l /r mpaint The nt he lson- nd ha oncuson ha be t r m a i t nts e.Youke got t gi t m t i d te ke ns a ens o ve he he bot om lne f s a ent r a ni y. t i a t nd e t i ngl W ha l e f t ' ound t be tue on t t a s v o r he r de-how foori a s t ue l s lo r i mos ofs i y.l you wa t s l pr e t t t mo es n t ocet f nt o el oj c s o he vi , you' bete k d t r now how t s k i hi conc s l you w a t o pea n gh ept . f nt o beonTM you' betrkno how t s a i s d te w o pe k n ound bie .l you ts f w a t be a m edi pundi,you' bete kno how t s k i nt o a t d tr w o pea n hea i .l you w a t be a poltci n,you' be t know ho dlnes f nt o ii a d ter w t s a i soga . o pe k n l ns W hy doe ou s e y dem a br viy? M y gue s l' due t s r oci t nd e t s: t s o t a ountofi or a i a ourdipos la t w a t ti or he m nf m ton t s a nd he y ha nf m a i ge sde i e t us ton t lver d o .
  • TII sloc x PI - 91 -E - m TCII H ow m uc i or a i i a ia e t us Youke no doubt h nf m ton s va l bl o ? hea d t s a t tw e a t nd t m or i or a i i a da t n r he t t ha te o e nf m ton n y ha G eor W a hi on a t nde t i ayea . het rt tc pa ge s ngt te d o n rW he ha om r ion i pr cie or not i m a a poi . l w e m us pr e s a s s e s , t kes nt f t oc s m ound ofi or a i we c n' sudy i a l ngt nf m ton, a tt t t e h. H ow do w e gett ti or a i Thr ha nf m ton? ough s c st tc t r our e ha a e t ours i ng a t nton s n,lke TV ne a e- a l E- a l o hrnki te i pa i ws nd m i. m i, i f c , s apere ex m pl ofhow qu ck y you now ha t t nk n a ti f ct a e i l ve o hi a r ct lgethundr ds ofm es a a da a m y a w e s a e nd ea . e s ges y, nd ns r r us ly com pos d oft unca e phr s s a com put r ge r t ua l e r td a e nd e - ne a ed sgna ur fl .l notl z l doi my be tw ih w ha l e got i t e ies ' m a y. ' m ng s t t' v . W e wa ou i or a i f s , nt t i ng, nd pr di es e s nt r nf m ton a t e er ani a e g td o w e ca m a s ns ofi .You ca fght t s ne w a ofbe ng,or n ke e e t n i hi w y i you c n us i t you a nt ge a you wor t i l enc peopl a e t o r dva a s k o nfu e e. lur you t do a ldo: he pl nni per ua i m es a es ge o s W n a ng s son sg , ?itl yo r cgclsft cgc? so n,( ; u etoeso n rlte/) si u o et go tt/ lya s g t s / s lya s eetr.'r l l y g g lg / . ff/g yo r mesle. l you do- a your soga ma good z tf u st s f qg g nd l ns ke s e you i a will ens r de s l odge i t pe s de ' m i n he r ua es nd. W he l pich, l ha phr s l us ove a over be us n t ve a es e r nd , ca e t yke pr d t rm etl O ne oft e phr s :' e ow n t he ove hei te. hos a es W he f c ores'ls y: at i . a ' ' di a gente en,you m i w onder how we ca s l ' es nd La lm ght n el our C D bu ne s s che y,a s ilha t hi s qua iy i r r o apl nd tl ve he ghe t lt n t i t y. t ea y: e ow n t f c ores Tha ' rght we ha he ndus r l' s W s he a t i ! t i , s ve f c oresi St Loui,i H ous on, n Se t l at i n . s n t i a te. ' u c pe ior f r out t r m a a t i W he t y ' r om tt s a m O hei nuf c urng. n he nee m or bu ner ,t y ha t wa ti lne. hea d m e The d e r s he ve o i n i You r . y ha t puti a r que t t t i out our e s a t t y w a t ve o n e s o he r s c r , nd hen he i untlt e peopl ha a ope tm e s ot M ea i hos e ve n n i l . nwhie,my com l pett l e or r ,s whe t y fna l get a ne s pm e , ior os s de s o n he i ly w hi nt t y ha t j ckup t prc . he ve o a he ies ' e don' ha t e conce ns You know w hy? Be a e w e ' W t ve hos r . c us ow n t f c ores Eve yt ng i u rou cont ol ...' he a t i ! r hi s nde r r . ' Bele m e,by t tm e l t ough pic ng,t t soga i i ve he i ' hr m t hi ha l n s rngi i pe es ea s Som e a t i ng n opl ' r . tendee e n r a i t t m s ve epe t t o he
  • TII sloc ax PI -E - it TCII / s vesa t y ent rt 100t a m os a i t y we e hum m i a el s he e he 7 h, l t s f he r ng hi s t ong. To m a a phr s s i r tton i cr i l a t ke a e tck, epe ii s uc a, lhough you s d ne r pea f r pe ii s s e a one. Al a ha e a houl ver e t or e tton' ak l w ys v poi . nt l t e mpl you j s r d,' eown t f c ore 'wa t n he xa e u t ea ' W he a t is' s he pich' um br la t t s e l hought Tha i , a 1 t i or a i l t l ed . t s 1 he nf m ton a k a bout r f r e i s e w a t m y c i ' o ni t f c ores e e r d, n om y, o lent w ng he a t i . s Ea h pa a a pr e e ne i or a i a c r gr ph es nt d w nf m ton boutt tt c.Reha opi pea i t phr s m a s ns . tng he a e de e e H ow m a s oga s d you ha i a per ua i m e s ge? ny l ns houl ve n s son s a D epe how l t m e s ge i ,whom you' tyi t connds ong he s a s r r ng o e vi e, a wha ' i nc nd t mpor a t t m . For a f m a , hourl s t nt o he or l -ong pich,l us d a m a a a doze s oga r t t oughout t ' e s ny s ve n l ns epea ed hr . W he you'e t nki a t s r u i your m es a you n r hi ng bou tuct r ng s ge, ca a t ly u e you soga a a outi ldo t tw hen lgi n c ual s r l ns s n lne. ha ve i or a t l on t a s nf m l aks r de-how pr s nt tons e e ai . M y soga f t s e a e: ' your pe e on a l ns or he pe ch r ' Put opl 1ede t l' ' l ve i bu l v , ' e w ho i l 7 s a , Eye e l s y e el' ' ' 'H s oudes w i / a t ns' nd ' ' it a prz s ur a t nton. Eve y tm e lgi e t t t l l ' fs nd i es ec e t e i ' r i G ' v ha a k, us dif r ntex m pl s a a f e h i a .Buti' aw a s r e fe e a e nd dd r s de s t l ys t ucs t e on t e f soga .lr pea ea h one,a by t tm e ur d hos our l ns e t c nd he i m y t l i ove ,e r a k s r ve yone know sw ha i m ea a why i' i tt ns nd t m s por nt ta . A s oga i a c l n s once t tyou w a s uc i you a e e' pt ha nt t k n r udi nc s m i The ef e,you w a t be c nd. r or nt o hoos a t t soga you y bou he l ns c ea e a us A s oga ca be ... r t nd e. l n n + A -ftg e ' oce s i or ton i afa ton oft tme. etr:' ses nf ma i n r c i g Pr he i ' ' + A bnjt' he y ut n o u ,hik' c rt .' eei ' n o hik f s t n s u iy'' :W e + A ( et g ' gsf :' m a y ofyouwa a ex r $2, amont ' o How n nt n ta 000 h?' + A c alve 'fyou'e u ur ,don' e n t nk a b lo : ' l r ns e t ve hi bout g ng oi a a wih t s' he d t hi . ' + A sr cg e ' e desgn, de o dev op, a m a ge your tg tr : W i pl y, el nd na w Ord . jN
  • TH E SLOGAN PI TCH 93 l ca be ... t n + Lxct y:'fyou l wha youkes n,t t onl fv pe ce in ' i l ove t ee ha' y ie r nt s ofw ha i ca dol tt n ' ' + log t / ' won' ha c - t -f : ' l s g You t ve ompe ii be us you wilha tton ca e l ve a hia ed t m . nni l t he ' ' + Se-e r t l ' ' a Ameia isiu in wih it r a lr e i: ' r n j h n a We e rc n n t to t n e n t tona pe r ton. i l net a i ' ' + T'gg -g-le :' hae t de toy t a ofj ,butwer o ef cl ê ' t o sr hous nds obs e l e l 'e j tt tgood. us ha ' + I s iiy:' vii O nes utonl n brn One son! ol i ' ' + Ptff/ ' wak a y,t gg g: ' You l wa omorow wilbe no difr ntfom r l fe e r t y. oda ' ' A not w a t a vi d s oga t you m e s ge i t pu her y o dd vi l ns o r sa s o t your k y conc s i o a m ne oni a t ch pe e t t e ept nt m c nd ea opl ha m nem oni c. Sa you r a l nds a ng fr ,a your t yi t wi t y un a c pi im nd 'e r ng o n he l wn- a e c r c f a 1 t t w na c r ont a t or 1 he o owne pr ri s D urng d ope te . i your pr s nt ton t t t n l der ,you r e t your pr es e e a i o he ow ea s ef r o oc s a t ' SP Pr s . s he ' E oce s' ' O fcoure, helte sfSP ae i rgui bec us t y c ur s t etr r nti ng a e he onj e up t houg sofex r s ns y pe ce i You e a n t i your ht t a e or r pton. xpl i hat n model t , hough,' i f e ca tng,S i f s e ng,a P i f T s or x vai s or e di nd s or pr ng. You t n t l a uni ' he a k bout e c s e a ho i wou d he p a h t p nd w t l l bea iy t t n. utf he ow W hae ryourj ty confgurng t se i yourpr es tve ob, r i i he t ps n oc s s t tt y f m am e a e wor l j s r quie i a nai o ha he or mor bl d. t u t e r s m gi ton t m a conc sft o ke ept i. Sl nsa e s pow e f t tpe e ha de l d entr c oga r o rul ha opl ve ve ope i e ar er a ou t m .Com e a Rodne D a r i d,f i t nce: e s r nd he di n y nge fel or ns a H i soga orsgna ur lne i ' don' ge no r s c . l s sup s l n, i t e i , s ' l t t e pe t' t um ' hi c r c e a drve hi r i . ha you m i c e up s ha a t r nd i s s outnes Per ps ght om w ih a s oga t tw or s wel t tyou a yourbu i s bet l n ha ks o l ha nd s ne s c e a s i t d w ih i . om s oc a e t t
  • TII sloc ax PI -E - it TCII / W ha ' good f D a ri l i a s g d f r C o The pr t s or nge fe d s lo oo o ke. oduc ' soga ' he Re l ng. W ha doe t tl do f t Coca t l n:' s T a Thi ' t s ha i ne or he Col Com pa a ny? l r i or e is i a a t c ea or of t s t t e nf c s t m ge s he r t he of drnk whie pu hi t m e s ge t ta ot rc pa y c n pr i , l s ng he s a ha ny he om n a odu onl awea c y. ce y k op The c pa ha w or e ha d t o t om ny s k d r hr ugh he ye r a r pe tng t tsoga a pus ng t conc pt i r pr s nt . a s t e a i ha l n nd hi he e s t e ee s Bef e we l ve t s ec ofsoga ,ldon' wa you t or ea he ubj t l ns t nt o t nkt tt y'ej tf l r publcpr ent tons You ca as hi ha he r us or a ge, i es ai . n lo us t m i prva e st tons e n one- one. e he n i t i ua i , ve onl a ne t your f - a - d da m gi hat ourye r ol ught r Am y,i ha ng a e, s vi bit y pa t a w a she U ncl Tom t a t nd. r hda ry nd nt r e o t e Tom , hou t gh, i 10t bus a lve 1 m ie a y. N e t l s , snc i s7 h y nd i s OO l s wa verhe e s i e t w ou d m e n s m u t yourdau er you w a t pich hi on l a o ch o ght , nt o t m t i . he dea You t ke a m om e t pl n your s r t gy.W ha m i cona nt o a ta e t ght vi e hi t a t nc m o tend? H e l s Amy,buthe m a notr lz ho ove y ea i e w m uc he m ea t he .Tom i he f vort uncl Tha ,t n,i h ns o r s r a ie e. t he s yoursoga ' ou a e Am y' f vort unc e. l n:' Y r s a ie l ' W he you ge Tom on t phone you f n t he , ocust c he onver a i s ton on yourgoa - ge tng hi t t pa t a you s oga ' l ti m o he ry- nd r l n- ' You a e A my' f vort unc e. You ope t calby a ki hi t a r s a ie l ' n he l s ng m o t t nd,you t l a e a k bouthow m uc he m e nst your da h a o ught ,a er nd t oughout t c l you br ng up t w or ' ou a e Am y' f hr he a l i he ds ' Y r s avort unc e. ie l ' W i1he c e t t pa t W ho knows Butby usng t s o1 om o he ry? ? i he l ga youke ha m e ed hom e yourm a n m es a .The de i i i n m r i s ge c s on s hi . s Youke done yourpa t r. Y Ba kr c oom 'l I t Sl n Pic lps or he oga t h + H a ng t ou e k w i w hi h per ua i poi st m a i o vi r bl no ng c s son nt o ke nt soga ? As yourel,' ha do lw a peopl t r m em be ?' l ns k s f' W t nt eo e r' Re ryoura we i as tphr s Tha ' yoursoga nde ns r n hor a e. t s l n. A lo a k your e f ' ha do lwa t m t do?' tr s s s l ,' t W nt he o 'Tha equie a he soga l you w a t m t vot yeson Pr r s not r l n. f nt he o e oposton 29, ii yoursoga i ' ot Yeson Pr l n s' e V oposton 2 ' ii 9! '
  • TII sloc x PI - 95 -E - m TCII + U s e t e e dit t d i a e y t m a e soga ss i k M e or e x r m , s ore m g r o k l n tc y. m y e ers r l on s c i a er s t tc ce s c e ea iy t xp t e y u h m g y o ha on pt om sl o m i Le m e gi e you a e m pl ofhow you' m a i wor nd. t v n xa e d ke t k. Sa t l ls y he oca choolnee f ds unds t r buid is c um blng o e l t r i gym ,a youke bee c e t pic t ca e t nea by bus nd n hos n o t h he s o r i nes e .O ne ofyourm a n pr s a i poi s: he t gym ss i e ent ton nt W n he w a buit t r wer onl 6OO c l e a t ng t s hool s l, he e e y hidr n tendi he c . N ow,snc t c m u t ha gr i e he om niy s own,t s he choolha 1 500 s , s ude s a i e s of2 pe c nt t nt , n ncr a e 50 r e . H ow do you m a t t poi w ih dit t d i a y? ke ha nt t s or e m ger M a w a a e pos i e.H ow a ny ys r sbl bout t ng t 2 pe ce yi he 50 r nt ga n t a herga n e r i o not i ve yone i f m ii rw ih- wei ga n. s a la t ght i l you w e ghed 1 O pou a you i r s d yourm a s f i 6 nds nd nc ea e s by 250 pe c ,you' w e g 4OO pou . r ent d ih nds Yourdi t t d i s or e m a r soga ' t i a 1t e s ude si o t c r ntgym ge y l n: ' tng 1 hos t nt nt he ur e Fi i lke pu tng a f - ndr d- nd m a i a hundr d- ndsi ti ourhu e pou n n e a sxt pound m a spa s ' i yn' nt . O r com pa e t s ude gr h t s e hi e s e r , r he t nt owt o om t ng le ve yone c n i ntf w ih- depa t e s or c ck lnes a de iy t r m nt t e he out i . Suppos i w a C hrs m a w e a you ha t w a ton a e t s it s ek, nd d o i depa t e s or lne.You m i ht e r m nt t e i g xpec a c ck lne 1 t he out i 5 peopl l e ong. tw ha i t tlne wer 250 pe c gr t r a Bu t f ha i e r ent ea e , 1 m os 40 pe e l t opl ong? Af e pa ntng t tpi t r f your a t r i i ha c u e or udi e,you m i pe i c ly r c l t dit t d i a of enc ght rodi a l e a l he s or e m ge ' ' w a tng yourt n a t e ofa f t pe s lne. ii ur t he nd ory- r on i ' H ow a bouthei ? l you' 6 f e t l a youroppone ght f r e t a l nd e nt i 250 pe ce t le t n you,hes 1 f t t l.Nlght you s r nt a l r ha ' 5 ee a l i t com pa e t tol cr w de c um blng gym t ' a ng hen r ha d, o d, r i o pl yi ba k ba la i ta oppone ffee f ett 1' s et l ga ns n nt it n e a 1? ' You ge t i a.W ha your doi i i ensf ng t t he de t 'e ng s nt iyi he i ge i you soga s i hisyoura enc lkeablck a k. ma n r l n, o t t udi e i a jc + O t rw a t m a a soga m em or bl he ys o ke l n a e: Us ( Igt ef/oeIgt ar i b allcg tg to ' l t lke a eg lrs zgs lrs e n arle o sr cfg: ' oa i /g q t F buterl s i lke abe ' t fy, tng i e. '
  • TH E SLOGAN PI TCH Cieyo rb rs ( f egg rype 'ft g o don' ft you v u ba e g gtr t / l: ' he l ve g /g l t i, m us acqui ' t t. ' To n yo rb rs b srg g tyeb rrypfp c rl get:' se. n u ba e y tflfp o te / l o lo ps Ta t g g l N otw a s . it' . . + W he you r pea as oga m a e s e you'e doi i i aw a n e t l n, k ur r ng t n y t t a opra e t t st ton.l you'e s k ng bef e a ha ' ppr i t o he iua i f s r pea i or l r a enc you ca delve yours oga i a l a ge udi e, n i r l ns n oud,t phum i w a l you'e s ki t s a l gr ng y. f r pea ng o m l oups or one- one on- , you m u t ft you soga i m or na u a l ot wie,you s i r l ns n e t r ly; her s c e a r sa a a e sve pe s s on m a ne. om c os s n ggr s i r ua i chi For i t nce you don' w a t s y,' ns a , t nt o a ' a e Am y' f You r s avort unc e' ' a e Am y' f vort unc e' ' a e Am y' ie l ' ' ; You r s a ie l ' You r ; s f vor t unc e/ ove a ove a i l you do,you' s a ie l ' r nd r ga n. f l ound l lke your f yea s ol i 'e our r d. l t d, you wa t elbor t on t t s nt nc , a r ns ea nt o a a e ha e e e nd ephr s i:' om ,ldon' t n you r ai e t s b you' Am y' ae t T t hi k e lz hi, ut r e s f vort unc e.She t d m e s She l ve s ndi tme wih a ie l ol o. o s pe ng i t you. twou d m e n a1 t heri you ca e t he bit y pa t l l a ot o f m o r rhda ry. lkno yo r ac e ofhoul' i a a buts ' altl g r, w u' oupl e s drve w y, hes ite il s onl ha on f vort unc e a i w o d m ea s m u h t he y s e a ie l , nd t ul n o c o he i s c d s eyou t r when s bl outhe ca e . r f he oul e he e he ows r ndl s' ' A Tr f maton M echani :M isi t O bvi ansor i sm s ng he ous The st ene Th word' I ges perume man act erhasas ed youradv tsng e l s ar t f uf ur k erii fr t meetwih i peopl t s e it e' a mat Yourexecuie im o t t s e o e f her s ch. tv boar haschos yout r es tt fr d en o epr en he im. Youwan t mak s e you pr enaton i aitght s youcal t o e ur r es t i s ri , o l t h yourfr scr ie and s e t ogeter im' eat v als eams.z' goi t do my lm ng o pi 'you s ,' i yout nk ihasgaps Itme k ' t ' ch ay ' f hi t and ,e now. (oni e ) c t d no
  • TH E SLOGAN PI TCH ( nio d Co t e ) n Youpichyourhe r outan when your t ou youwaie t at d 'e hr gh, t xpecant A f peopl gi you c srct e comment,butyou f t l ew y. e ve on tu i v s eel tey'e hol n bac h r dig k. Fer hapst don'wantt slm s hey t o a omeonewho hasbeen han dpi ed b t e ck y he xecut boar Youv pr ed f t sev talf i ve d. 'e epar or hi enu iy wi a me h im. o htak yony rIpop an a poicor t h c ans Y u i e ou a t , d r e t t owsa si onte wal Thatsi s t f l n hr lde h l . lde ays he ol g: owi Thi i a mos unus alpar aph.How qui y can you ss t u agr ckl fnd outwhati unus alabou i Itul I s or nar, i s u t t t r y ooks o di y ? youd t nk n hig waswr wih iand,i f ,not n i ' hi ot n ong t t n act hig s wr wi i.I i unu ualt ong t t t s s , hough.W h Stdy i.Thi h y? u t nk abou iand you may fn ou.Tr t do iwih c tt id t y o t tout oachi ng. Iyo wor a ifra btiwi da o yo . impt i f u k tto i t l wn n u So u o t , l I Ty yours latfgurng iou,iyou c Good Ick and r kil i i t t f an. u don' blw yourc I t o ool Y p l sop thfom y ri k tp k ta ds y zouh v ou ula t wac r ou ace oc e n a , Y a e sxt s ondst s ve t rddl oft par aph.Go. i y ec o ol he i e he agr ' Afera mi t you as f ans s F e t e gueses but t nue k or wer. eopl ak s , non hi t mar e t he k. s Fi l,yout ltem :z par aph i misng t mos comnal y el h That agr s s i he t mon I t i t Engl h I guage:E.Y can Iokf an wi f et n he er i an s ou o ar d de or anot par aph I e t son and nev fnd i.I a s ond,11t l her agr i hi e k er i t n ec /1el youwhy Iask you t su t par aph.Bef e Ido,her i on ed o tdy hat agr or es e fnalpuzzl ' i e. ' Youhi t k and t si ch t he ey he l de anges : MY FI SHED FIES ARE NI L THE RESUL OFYE T ARS O FSCI FI STUDY ENTI C COM BI W I THE NED TH EXFERI ENCE OFYE ARS. (oni e ) c t d no
  • TH E SLOGAN PI TCH ( nio d Co t e ) n zNow you h ffeens ondst dicoverh man Fsar i z ave it ec o s ow y ' en t ss t e.Go. hi enenc ' ' Aferff s onds,you s th of t si and as f an t ieen ec t wic f he l de k or s s Mos peopl s f rF' A fw,fve.Y s t t si wer. t e aw ou s. e i ou wi he l ch de backonand s zthassx F' Countt yous f'Ev wihyour ay, l i s. hem rel. en t ' pr ig,man peopl miss omptn y e s ome.You wal u t te s e and k p o h cren t eac Fwihyourfnger ap h t i . zF e miss Fsbecau e oft Ine br s.Butaneven zeopl s ome ' s he i eak bige ras i b c s termidss i o e tewor o whc a g r e on s e aue h i n kp v rh d q ih ppear t ee tmesi te s en Ofs s hr i n h ent ce. eemsisi fc .I h dl n gniiant t ar y s e t mat rBu wi ou o tes tn ewont r. dwi o t e ms o t . t t t q h ene c e h 'wok An t u h c i te F' i te t ee of,yourans i wr g. ountng h s n h hr s wer s on z hyam It t i you I e t s Bec e my pr ent i i z W orurng i hi? aus k es aton s v y i t tt me and t ourc er mporan o o ompany.I meanspr tgeand dol t esi I si ourpock s.I f ,te prs t i i s i t t tatI ar n et n act h e enaton s o mporan, h wantt do iagai f you. o t n or zI tt do i agai onl t stme,I zwan o t n, y hi i want I i atiwih you ookng t t ne eyes W i yourE and Ffndi eyes w . t h -i ng . zI tyout wat and I t t mewihaIyourcol ct e wizwan o ch i en o s t I l i s e v dom,and t lme h Ican i o i.Bel ve me,Idon' Ik t be el ow mprve t i e tie o crtci an mor tan an ofyou doe Bu t spi i t i ii zed y e h y s. t hi t s oo mpor ch t t aIofu Ineed ev - shel ' anto I s. el yone' p. Your epeatyourpi Thi tme,i s k s i and h pf t ch. s i t pars erous el ul c omm en s t. Behl t Stene nd he Iwor asdes i i ' Scene. t ks crbed n ' The ' Backr oom 'l I M i sng t O bvi lps or s i he ous + Obvi sy,ti mech s i r l f mec s .I r tne ou l hs anim s eal wo hanims ' oui d y ve tem t h f you,bu you can us t ' 'par aph an t h ogeter or t e he ' E' agr d he 'F's enc s ar el,dependig u you audi cean goal. '' ent e ep at y n pon r en d s (oni e ) c t d no
  • TH E SLOGAN PI TCH 99 ( nio d Co t e ) n + 80t parscome fom L r Beck ,a f h t r ary er amed pr esi alment it of son al . s + Consderprntn one orb0t oft e mechanimson te back i i ig h hes s h of your busnes c d, s you c u e i as a con s i i s ar o an s t veraton s arer t t . F e or xampl,s ppos Im a mar etn cons t t and Im i a e u e' k ig ul , an ' n r wih r t s Ihan one mycar and s oom t eal . d or d ay: ' I wantt t n tatoveran have a I Youl s a ' I You' o ur h d ook. /l ee s enc prned ter A s iar s t e. ent e it h e. olt y enenc 'Now,t e' s t ng pr oun aboutt s t e,s ' her s omehi of d hat enenc omet ng you'e goi t wantt kn abou.I h a diectbearng hi r ng o o ow t t as r i onyourbusnes and on t rvenu you des ve t mak i s he e e er o e. ' oud you Ik t k ' l W ie o now h t s ence can hel you ow hat ent p mak mor mone W oul you Ik t k e e y? d ie o now how t s t e hat enenc c hel you move mor homes ata gr erpr i an p e , eat oft ? ' nkoft s enc asa di ' Thi hat ent e agnosi asa t t I a moment tc, es. n I am goi t ask you t r i sl t . Youl have ffeen ng o o ead t i l en y /l it s on ec ds. z hi you/e r ng t s en Iwantyou t countt z l W e r eadi he ent ce, o he numberoftmesi it I t Fappear. i n t he et er s z nc Ihaveyou ans ,I lt l h i r at t you, z e o r wer wilelyou ow t el es o you bu i s yourr r snes , evenu .Ar you rady?GoI es e e z oplNo mor c i How man tmesdi t Fappear z st e ountng. yi d he ? zFvetmes Thatsexc lntM os peopl s f r Bu i f , zi i ? ' el . t e e ay ou. t n act te corectans i sx.Ch iou. h r wer s i eck t t z hats t ? Y s you woul have f nd z W ' hat ou ay d ou wer tpr s i you en' esurng ? 'Ibel e you.I Ihad Ityou go sowl,you woud h ' i ev f e l y l ave c ed sx.Buther s t poi Iwantyou t un san about ount i e' he nt o dert d tatt t and how i r at t yourbusnes . h es, t el es o i s 'Fes ur spee and ditaci wer par oft t t Th 'r s e, d, sr ton e t he es. ey wer con ton Ibui i o i. e dii s l nt t t (oni e ) c t d no
  • TH E SLOGAN PI TCH ( nio d Co t e ) n 'I t s way,t mar et ace h c dii s bui i o i. 'n he ame he k pl as on ton l nt t t O n oft e c t i te numberofr f s viesfghig t e hos ondii s h ons eal er c i tn o y s vi yourpr er ce ospec.Ther ar r t fr Inig te sr sof t e e eal ims i n h teet y e y t an ci and dozensmor on te I er et waiig t ver own d t y, e h nt n , tn o cu you outwih Iwerc t t o ommisons Butt ' wher Ic be of si . hats e an hel .... p ' ' # Anasde:Ite El spar aph iti ed you,you mi twan t i fh es agr nrgu gh to r Geor F ec' no wrt i Fen as l Diparton ead ges er s vel ien n r ch t a s i i and tansat i o En i asA kof Isa wor ofcl e t t ee r l ed nt gl sh ' d. t ' k os o hr hundr pages and nowh e i idoeste I t E appear ed , er n t h eter . W h consr nsdi an El snovelpu on F e W el,t at tait d es t erc? l wo. t r ofaI Engl h wor cont n atI tone E,as do s ven hids I i s ds ai eas e ei h ofaIFr wor .I n t choies h had t mak ghts I ench ds magie he c e o e. I f t you mi tdo mor tan i ne.Asan exerie,ty n ac, gh e h magi cs r wrtn an El semaiofatI t75 wor ,an s ho i rads. ig i -es - l eas ds d ee w t e O r i you/e ev mor advent ou ,wrt yourown Els , f r en e ur s i e - s e me h ns tx,rl e t y rprdu t a d pr e tta on a c a im e t eatd o ou o c, n oic h t s e durn a pr ctmeetn cren ig odu ig.
  • CO N VI CE W I H N T SA M PLES he ot r ni ht l s ood i f ont of N e Yor Ciy' he g t n r w k ts M a m e Tus a s W a M us um a w a che t da s ud' x e nd t d he powerofs m pl a w or a es t k. T hous ndsofpeopl r he pa tm ew ih a pur ef l i a e us d s t pos ul ook n t reye ,s e i he lbe on t i m isons t m e f i nds hei s e m ng l- nt he r s i : o et re , ha di ,s a s ve nner ee how,hi a ni c u lt t ght l b. houghtnot ng coul hi d sow t i pa e.l a w r l he r c w s ong. Behi a ve ve r out i t m us um s ood a w a fgur nd l t ope sde he e t x i e of Robi W ila s l l ed lke t a t i e r det i,e en n lim . t ook i he c or n ve y a l v dow n t t fnger is o he i na l . T he pe e pa sng b s oppe a s a e The e m i opl s i y t d nd t r d. y xa ned t fgur a ca l d out t f i nds s t y t coul s udy i . he i e nd le o re o he , oo, d t t Behi t W ila s lk s w a a ga l t of lf lke w a fgnd he li m i ene s s unte ie i x i ur s sa elL. a ks W hoopiGol g,M iha l ck one - mu J c on, dber c e Ja s us i vi we si o t m us um . herng e r nt he e T he peopl who s opped cha d t re ni spl nson t e t nge hei ve ng' a he s .lhea d one w om a s y,' e ca s e a m ovi a i e,bu pot r n a ' W n e e nytm t
  • co xvl cE W I S PLES x TH AM how of e do we ge t s t s ' Anot r ' tn t o ee hi ?' he : The r s a a l e t ur nt w a ed t go t i ope l t Let go i o t m us m fr t a nt o o s n a e. ' s nt he eu is , nd t w e ca ea . hen n t' ' M a m e Tus a s w a n' t onl e m pl of s m pl s a da s ud' s t he y xa e a e t w or ls unt r a ound Tl esSqua e a a m os e r busnes k. a e ed r m r , nd l t ve y i s ls w of e e s e f m ofs m pl a f r d om or a e: T he m usc s sor ha is ls e ng s a i ,whi h w e e i uper t e d t it ni t tons c r c ow de w ih t e ge sls eni t s ppe sfom t l t r d t e na r it ng o ni t r he a e tCD s s . T he c ot ng s or ha is fti r s wih lne ofpe e l hi t e d t itng oom , t i s opl w a tng t ty on t pa sa t . ii o r he nt nd ops T he gou m et s r hop pr f r d a t n s i e of r s be t of e e hi lc oa t ef o s hopper . s T he he lh c ub ofer d a de pl dic at l f e e y s ount t ee- ont ed hr m h t i l a a pr lm i r t bu ng isye r l m e be s p. ra , s e i na y o yi t a -ong m r hi T he t a a r vel genc pr ot a ditchea cr s a a e i ey om ed r - p uie s n ntc mentt j n iscr s cub. o oi t uie l T he c r ca ur s on t s dew a k dem ons r t d hi ca t a i t it he i l t a e s r ooni a ltes by dipl yi e m pl of hi w or on a ng bii i s a ng xa es s k n ea el s . T hes s m pl s s r d t f tons e a e e ve wo unc i : T he s y howed pr pec s t tt busnes ' pr ct do w ha os t ha he i s odu s s t t bu i s camst ydo.( wa fgursl dr lt he snes li he The x i e ooke ea;he muscwa cachy;t r s bee wa j c ) i s t he oat f s uiy. T he 1 pr pe s t s t pr y et os ct e t he oduc s t m a e s e t t t t o k ur ha he pr ct ftwha t pr pe twa e ( os c :Thi r s odu s i t he os c ntd. Pr pe t ' s oat bee tsesj c bu do lr l wa t ea mea t ght' f at uiy, t eal nt o t t oni ?) y l you w a t per ua peopl who don' w a t be pe f nt o s de e t nt o r s ded,you m us pr vi t ua t o de hem wih a s m pl of your oferng. t a e f i O t r ie,t y' he ia e.O nc t y hest t ,youl pr bl he w s he l s t t l e he ia e ' oba y l l et m . os he
  • coxvl xcE w l llSAM PL -f ES 1 o3 A 1 m y lf l ha gi a a s m pl of m y wor M y 1 ie ve ven w y a es k. pr pe s don' ha t w ondera os ct t ve o boutw ha t y'e geti The t he r tng. y s t pr s a r ul i f ontoft i e s. t one oft ee he oce s nd es t n r he r ye Tha ' s he m an r s w hy m y c osng r to i hi l f c ,lof e r f rt i ea ons l i a i s gh. n a t t n e e o m ys fa ' J g lg Puppy D og C l e. el s The - rt f g os ' T he Pu y D og C l e i a s l s t c q a t i bepp os s a e e hni ue, nd he dea hi i i t s l you' s li a puppy,a t f m iy w ho w a s nd t s hi : f r e lng e nd he a l nt t buy t puppy hest t s ofe t m t puppy f e f aw e k. o he ia e , f r he he r e or e l t y don' l e t a m a , he brng i ba a owe you not f he t ov he ni l t y i t ck nd hi Asyou ca i a ne, he r t n r t on t tdea won' behi ng. n m gi t e ur a e ha l t gh. O nc t f m iy ha t puppy a hom e,t y gr a t c e he a l s he t he ow t a hed t i .For i t nc t y ca t ke ye lng,' e dogl's t y o t ns a e, he n' ep li ' y, H / o he ' na e i . ow t puppy i G e ge. tha a i ntt m tN he s or l s n de iy. G eor w a hi t i,pl ys wih t chidr lc t pa ge gs s a l a t he l en, i ks he r e s f c ,a ba i ly a t a a e.H e now ha aper ona iy. nt ' a es nd sca l c s dor bl s s lt T he f m iy ca e f G e ge.T he f e hi ,w a k hi ,a a l r s or or y ed m l m nd e n wi hi bot om i hess l d hi s f A nd you k ve pe s t f ' oie m el. now a wel s l a ldo t twhe peopl ca e f s e hi t y us ly de l s ha n e r or om t ng, he ua l ve op a bond t i . ot W he you we e s lng t pu n r el he ppy,i wa j s a he puppy. i t s u t not r A fe aw e k w ih t f m iy t tr e t he a l , houg i ha c vi e t m t ti h, t s on nc d he ha t doe wha puppi ss l do. tpuppy now i af m i m ember s t e hou d Tha s a l y . T he s m pl ba e cl e does t a y onl t puppi .As l a e- s d os n' ppl y o es s i lus t s m e c os wee y s e i e da l ad, e he a l e kl , om tm s iy. W he lc d- a la t a s s ldon' t y t ge pr pe t t n ol c l t r de how , t r o t os c s o buy my s r c i one t e da chunk.Tha w ou d be quie a e vi es n hr e- y t l t c m im e f t m t m a ,w ih m y a oa hi t om t nt or he o ke t ppr c ng hem f om r out oft bl lhol of a 1t l of da a f s a com m i he ue. d f 1 ak ys nd ee nd t m ent u i a t r t yke s e w ha lca do f t m . s ntl fe he en t n or he l gi t m one s .O nc t yke s en t c owd, l t l ve he how e he e he r el t :' ca do t sfve tm e a da f t r toft s hem ' n l hi i i s y or he es he how a m y t r t ofX dola s a da l you don' w a m y s v ce ,gi m e a ae lr y. f t nt er i s ve hug,a lw ill ve. ts nd l ea Tha how w ilha be n my gitt you. l ve e f o ' ' W ha c n t y s y? Bef e l a rve t r 100t w a dea t a he a or r i d, hei 7 h s d. N ow t y ha pr pe t lne up dow n t a se.l e f c he ve os c s i d he i l ' or ed v
  • 1 o4 co xvl cE K'TIIS PLES x I - AM t rha l t y s nd m e a a t y l f ih.l t ke hei nd. f he e w y, he ook ools f hey ep m e, he l lke ge us s t y ook i ni e . Pr vi ng a s m pl of m y s r c i s h a pa t ofm e t t l o di a e e vi e s uc r ha opened t s book w ih t t c qu Re e be t Frght hi t he e hni e. m m r he i C ha l nge? le M y c le t you w a no dif e t n m y col ca lr ha l nge o s fer nt ha d- l outne,or M a m e Tus a s w a fgu e on t sde a k,or t t i da s ud' x i r he i w l ha si ofr s be .l w a m y w a ofs yi ' der he e i your lce oa t ef t s y a ng: ' Rea , r s s m pl Thi i t ki oft c i you'e goi t l a n f om t s a e. s s he nd a tc r ng o e r r hi book.l t s ki of t c i a a s t you,t n you' i f a f hi nd a tc ppe l o he r n or e t ea .l i doe n' a r t f t s t ppea t you,t putt s book down.You'e lo hen hi r notgoi t lke t ot rt ngs lha t t l you. ng o i he he hi ve o e l ' ' A s m pl k ksdown ba rer .N o m a t rw ha you'e pic a e noc ri s te t r t hi ng- be i a pr ct a s r c or a opi on- you m u t t y t t odu , e vi e, n ni s r o fnd a wa t 1 tpeopl s m pl i . n i you ha t be guty or i y oe e a e t Eve f ve o s i agi i m natve. ( gs N i k Cor odiosw a a one tm e a Sii Va l y hea l ty. c c l st i lcon le d- hunt .H e f nd t rght pe e f t rghtj .He as er ou he i opl or he i obs lo f ound outt tmos j s eke sdon' k ha t ob e r t now t be twa t wi he s y o n t j on t i own.Cor l ' a ce Pr de e oye s he ob he r codios dvi ? ovi mpl r s w ih a s m pl t tyou ca do wha you s y. t a e ha n t a Cor odios i hi book As teJ et/ ge t ls r der t t c l ,n s ê / -tlg tn e l ea s ha ? fg g oncet yke l t aj ope ng,t y s l 'i eou wha he ocaed ob ni he hou d 'gur t t f i wiltke t do t j s cc s f l 'Then,he s ys ' he you t la o he ob u e suly. ' a ,' n w mee t empl ,don'watf a t he oyer t i or nyonet pr you: t j o od do he ob, rghtt r i t i e vi m ' i he e n he nt r e ' l ot w or ,don' f a ound w ih e e s s a lt l or n her ds t ool r t ndl s m l a k w a t tm e a w e i t or tca que tons a se i ns rng he e i l s i bout ' ha w oul ' t W d you do i . .?'D on' e n s nd m u tm e on your r um é f . ' t ve pe ch i és , w hi h i w ha youke done i t pa t f c pa es t t m a c s t n he s or om ni ha y ha ltl sm ia iy t t c pa you'e pichi t no . ve ite i l r t o he om ny r t ng o w l t d,gr b a m a ke ,he d ov t t w hie r a t l ns ea a r r a er o he t boa d, nd el t i e v e :' he nt r i wer ' Look,l s ' pent a 1 of tm e r s a c ng your ve ot i e e r hi c pa t fe d,a t m a n c le you'e f c ng.l lke om ny, he i l nd he i ha l nge r ai ' i d t e y mi e t s w nt nut s o how you e c l how ld ha e t t c l xa ty ' ndl ha ha -
  • coxvlk W 1l ISAM PL t cE 7 ES l nge i you hie m e. W hen s gi s you t go- hea you e ,f r ' ' he ve he a d, don' hol ba k. 20 m i e , fr yourbe ti sa m os t d c For nut s you ie s dea nd t pr gm a i s utons a he . a tc ol i t r W ha i i he e you don' s ve t c le f c ng he t f n r yes t ol he hal nge a i r c pa N ott wor y N o one r l expe syou t ha t m om ny? o r. ea l y ct o nd he c pl t s utons i 20 m i e .H owe r you w ilha gi en om e e ol i n nut s ve , l ve v hera pe a yourt u t nki a pr e -ol ng s ls You' ek t r e hi ng nd obl m s vi kil . l l a s ha s lo ve hown t tyour a pe s ofpa s on a i t a i e. ha 'e r on s i nd nii tv l t tagutywa t wi aj Sur i.si a e f tvewa s ha s y o n ob? e s l t n fec i y? Tr i . y t J g ggf e So f ,l e be n dic sng s m pl a i t y a y mt t p . ar ' lf t v e s us i a es s f he ppl onl t s l s s t tons Sa pl s wor i nonbu i s s t i , y o a e iua i . m e k n sne s e tngs t Fori t nc i s hool . oo. ns a e, n c s Re nty, a c i t d m e how hi da ce l lent ol s ught rs hi s hool e ' gh c hel d he cl s s m pl pa e hood.Ea h s u pe r a s a e r nt c t dent w a gi n a s ve n a tfc a i a t l a t rf a wee The sm ul t ba he r ii i l nf nt o ook f e or k. i a ed by, s i w a r ls i i isa a a a pa tc l ry isa tons l ad, s eai tc n t ppe r nce nd, r i u a l , t c i . t bur a c ped nd ooed. t hea l l d. os i pora l i c i d a a 1 ls d ole M t m t nty, t re t 1 hour oft da a ni ,lk a r a ba y.H i da s he y nd ght i e e l b s ught r ha t e d o w a u a ca e f t ba ot w ie i contnue f sng. ke p nd r or he by, her s t i d us i T he ba a s ha am oniorbuiti o i,s t thi da by l o d t l nt t o ha s ught ' t c r coul t l w he her s ha ed or i ed t er ea he s d el t he ndl gnor he assgnm ent. i Among t ma l s hi da e l a ne wa j tho he ny esons s ught r e r d s us w a lenc pa sng t e l- om s i he xpere e of pa e i a ba i . ih a i nc r ntng by s W t n i a ,t r a e no br ksortm e- t . he t ba y cre hi nf nt he e r ea i ou s W n he b i d, s da er ha t be t e.W he s w a e t ha out a t r ught d o her n he nt d o ng fe s chool s c dn' suf t ba y i he book ba ls pr e , he oul t t f he b n r g. t es nce a fct e r hi s di j ta ar lba woul fe ed ve yt ng he d,us s ea by d. C onc ua i i a c t u t ng a sm ul t ba s em s a ept lz ng nd ons r c i i a ed by e t ough c e.Butge tng t e t u r t nd t r s hor t i e ns o nde s a he e ponsbiii s i lte ofpa e hood i a worhw hie r a on f doi i . r nt s t l e s or ng t M y que ton t you i t s l s e c n i e a f toni si o s hi : f om one a nv nt unc i ng a tfc a ba a a w a t s m pl pa e hood,ca tyou c e up rii i l by s y o a e r nt n' om w ih aw a f ot l t s m pl yourof e i no m a t rwha i i? t y or hes o a e f rng, te tt s
  • CO NVI CE W I S PLES N TH AM T H I G S TO T H I K ABO U T W H EN I C O M ES N N T T O C REATI G A SA M PLE O F YO U R O FFERI G N N A s your el,' ha pr s do lwa t de ons r t t t k s f ' t oce s W nt o m t a e o he peopl lm t yi t i l nce? a ' ha r ul do lw a t e ' r ng o nfue ' nd ' t es t W nt o s w t ?' ho hem ' A s m pl ofapr es m i htbe gi ng a t rofyourf c or s a e oc s g vi ou at y o pr pe t c n s e t c r you t ke t m a f c ur e c c r os c s a e he a e a o nu a t e a h a . A s m pl of a r s twoul be l ng pr pe s t r uli a e e ul d endi os ct he es tng ca f a w e k. r or e Some pe ewilwa t e renc yourpr s ( w opl l nt o xpei e oces ho youdowha youdo)whieot r wilc r onl f t rs t t , l hes l ae y or he eul ( tt yge fom wha youdo) wha he t r t . M a e a pi e ofyourpr s orr s ti o as m pl k ec oce s e ul nt a e: l you' s lng a pound ba ofca he s ha outt e fee f r eli e g s w , nd hr e r ca he s s w . l you pa ntw hol hous s panta c os f not ng. f i e e, i l et or hi l you' s li a ye r l c uli gi gi a a a hou f r e lng e a -ong ons tng g, ve w y n r l ssi ong e s on. See wha l s gges i D o a M ada e Tus a sdi a t' u m tng? s m s ud' d, nd gi pe e t a t lpr ve opl he c ua oduc i lm ie f m . t n i t d or O ne m or e m pl ofw ha l t l ng a e xa e t ' a ki bout W he M a k m : n r Le m y c a t ,a la oa hed a nt a publs r vy, o- u hor nd ppr c ge s nd ihe s w ih t i f t s book,we us d a 85- ge book pr t he dea or hi e n pa opos l a. Pa toft tpr r ha opos lwa i or ton (l g ourpr ed a s nf ma i gl t o opos book:is c e ,is t r a di nce a a t onc pt t a get u e , n nnot t d t bl of ae a e c ent , m a k i pl n s i wha w e woul do t s ont s a r etng a how ng t d o uppor t book w he i hi t s or . 1t tw a i por a . t he n t t he t es A1 ha s m t nt H owe r t l r s pa tof t pr ve , he a ge t r he opos lc prs s m a om ied a p1 c ptr.Qut smpl t a sa publs r wa ed e ha es ie i y, he gent nd ihes nt t s e i we c d pr o e f oul oduc t book w e w e e pic ng. y e he r t hi The di tw a oura s a st tw e c l do i; he w a e t dn' nt s ur nce ha ou d t t y nt d o
  • TH I NGS TO TH I ABO UT W H EN CREATI G A SAM PL NK N E s t genui iem .O nl a t t y r d t s s m pl s of ee he ne t y fer he ea he e a e t xtfom t book di t y ge ex ied a e r he d he t c t boutwha we w e e t r oferng. f i C us om i e yours m pl t z a e. W hen lcol ca l a a t a s d- l t r de how,lfr t r a a c pa s is e d om ny' sgns a br hu es The w he t 100t m a ge a l i nd oc r . n, n he 7 h na r nd s k,la k herwha m e s ge a pr pea s t s a s nd oduc s s w a sm e t t he nt o pus durng m y fee s m pl s h i r a e how. M y r uli s es tng how, t n, doe n' j t dr w a c owd. l he s t us a r t dr w s pe e who a e i rgue b t c pa sm es a es a opl r nt i d y he om ny' sg . W he l fnihed pic ng,a di nc m e ber l vi t i n ' i s m t hi u e e m s ea ng he r c a ti or a i do s be u e t y now undert nd a ont c nf m ton o ca s he s a nd a e i er s ed i t fr . r nt e t n he im You,t nee t fnd w a t c t i e yours m pl f oo, d o i ys o us om z a e or ea a e e. ch udi nc The r s ? The a enc w ilbe t r u r ea ons udi e l t e nde s a w ha t y get i t y t ke you up on wha you ofer t nd t he f he a t f . The las fe a i ednes t youf tki t tmet /l lo e l n ndebt s o or a ng he i o a t rw ha you do t s i t . le t o u t hem W ha e r a how e ryou us yours m pl ,r m e be t s t ve nd ve e a e e m r hi : T he peopl you w a t i l nc a e s r d ofyou.The don' e nt o nfue e r ca e y t e i ey tus you. y' lke t be i v w ha you'e pic ng i ntr l r t The d i o le e t r t hi s t ue but t yke be bur bef e.G i n wha t yke gone r , he en ned or ve t he t ough,t i ca ton i r s bl Your gi w a your s m hr he r u i s ea ona e. vea ya pl - m us be gr t t n t ra ehe i e t ea er ha hei ppr nson. Y Ba kr c oom 'l I Convi i wih Sa pl lps or nc ng t m es + Some s mpls ae defne b physca lmis ( g. t ee a e r i d y i l i t e. , hr cahe ) whieot saedei bytmelmis( g.atil s ws, l her r fned i i t e. , ra s t r pr a t tgoesde d at 30 da ) Consde ofwae ogrm ha a fer ys. i r w a you c d us one, he ot ,or10t ys oul e t her 7 h. + M os oft smplsl e mentoned ae gi wa .The e t he a e ' v i r vea ys /r fee t yourpr pe s lfnd t ta oa h wor s be t r o os ct . i ha ppr c k s.
  • co xvl cE K'TIIS PLES x I - AM O fcour e,t r a e ot a oa he .For i t nc t s he e r her ppr c s ns a e, he r du ed-e s r t gy.l your a cons t nt a your al da e c f e ta e f 'e ula nd l- y wor s c t $2000,you c l gi a hourl i r k hop oss , ou d ve n -ong ntoduc or wor hop f $3 t y ks or 00. + H ow you poston yours m pl i t m i ofyoura e ii a e n he nds udi nce m a t r .D ie m a ke e st s t postoni ofs ve a s m t e s r ct r t r e t he ii ng e rl a p1 ofe s be or com m itng t one. e fr f e ti o F isa e,t /l snd ou t malng f t sme or n tnc he l e t wo ii s or he a pr t O nemalng pr s safe s mpl ofwbtnn t hoduc . ii omie re a e i iy oot e pa t i phone n be X i cal d.The ot r pr ie a fee se f um r s le he om s s r s mpl ofJet-agg fp t t s ei phonenum berY i caled. a e / t/ e/gcg oo hpa t f rgg t s l T he m a ke e s t t a t nu be of s m pl r r t r hen ot l he m r a e eque t ss phone i o ea h num be . hi he r qua iy wi - w hiend nt c r W c ve lt ns t i orbr a h enha i - t t t qua iy t y l a w ih i ng et nc ng ha ' he lt he e d t n s t rna i lc m pa g hei tona a i n. . + A ttm es busnes esu e s m pl s nota a m e nsofi pr s ng i , i s s a e s a m es i t pe s r e vi t s m pl buta aw a ofi pr s i onhe r on ec i ng he a e s y m e sng l r . c rc t r s m a a k a pa s r t stf a fe por ooke s A a i a u i t y s s e by o i or r e t a ts t the a r i o ha ppea si de a t t pe e pa s ng b r n m nd o he opl s i y. T hi s r t gy i com m on i t t r s a ng lve s s s ta e s n hea e s t gi i how . T hea er m a ge e fls t e pt s t by gi ng a a t na m nt il he m y ea s vi w y tc t . tw a t s w l i ke s Tha y, he ho ookshott t pa ng c t e s o he yi us om r a t t m e a c ii r vi wi t s nd o he di rtcs e e ng he how. A Tr f maton M echani ansor i sm: Bal ng a Coi on a Dol Bil anci n l l ar The St ene Youand a col agu ar deci ng whet t sar yourown bu i s l e e di e her o t t snes orc tnue on asempl oni oyeesatyourr peci compani Y b0t es tve es. ou h kn t mar et ar expersi yourfels and f you/ s t ow he k , e t n id , eel ve poted (oni e ) c t d no
  • TH I NGS TO TH I ABO UT W H EN CREATI G A SAM PL NK N E ( nio d Co t e ) n a n t in' beig met Stl yourc l eed hat s t n . i, l ol eague i nerousabout s v Ia igtes ff o a e t l h d i e vn h aey f n sabi e ob. s Y a k ' y eno y ri k ou s , Do ou iy ou ob ' 'Ih e i's s . ' at t' he ays zlwesar ouro bu nes,do you t nkwe can fnd clens ' zf t t wn si s hi i i tk' zDo yout nkwh we have t oferi valabI t t e cl s ' z hi at o f s u e o hos i k' ent zDo yout nkwe h a sr wor ehi ' z hi ave tong k t ck' 'Do yout nkwe h s tk' ' hi ave mars ' 'Do yout nkwe cangett bu ies f dedk' ' hi he sn s un ' ' olt y. ' Abs uel ' ' ' ' Idon' un san i.W hatssi ng youk' Then t dert d t ' t cki ' ' henyou br t ngsdown i o c ' W eak hi nt omponent Ik tat te s ie h , h buiess e d bl. er d abe I u s I is n tue t tp sn s e ms oa e V y o l. g e s ' ut o s d o r m i new t ngs,s be nni a ne v t e i s y. ng hi o gi ng w enur s car ' ' W i s n awor ast wh ,your chi oyourpock t pulou t ayig hout d o y ea nt e, l t a dol bi an a qu t ,and si tem o t you c lagu z ay' l l d arer ar l l h vero r ol e.z , de e ok y s ,' wan yout balnc tatc nonteedgeoftatbi. ou ay I t o a e h oi h h I' ' Sh s l ,bec e sh kno you/e i o makn yourpoiti e mi es aus e ws r nt ig n n curou ways.I f ,s t nk oft asone ofyourbes qu iis. i s n act he hi s hat t alte Rat tan fgh youon t s,s pi s up t bi and ti t sand her h i t hi he ck he l l res o t te edge oft coi ont e ofi. t a haldozen atempt, h he n he dge tAf er f t s s gi up.'Isnotpos i e 's s . he ves '' t sbl ' he ays ' s i' i sbl becau eyou don' k h t do i. ' ay ts mpos i e You s t now ow o t Acu l,i' eas onc you k te s et' tal ts y e y now h ecr . ' Yout e t bi fom herand f d i wi h s ak he l r l ol t dtwie. Th youopen i si ty s i sandson t t e i a 9 s en t l l, o t t gh he abl n hape. Youpl e te quareront ofte bil ne te apex oft 9,fn ac h t op h l, ar h he id- igtes ot eetequ trsa spu (i r 9.) n h p wh r h ar ty t Fgue 1. e (oni e ) c t d no
  • CO NVI CE W I S PL N TH AM ES Fi e 9. Bal c coi on f ded bil gur 1 an e n ol l. ( tv ) Coni ed n Fi l,yougrlpt rghtcnc If siesoft bi cnc sowl nql y cs he i l le t d he l l l l y l open i u i istlt wiht coi bcllced m rect ct i B cus t ntlt cu t he n l n ' c f l l t ec l e y op . you/e c s owof youeven rle t bi c f tof te tl e cst r lh f ci he l loo f h cbl l he s l coi scysbcll ed n tl l nc c Y c l l e cppll cncyouhcnc t bi cnct c n t our ol gu l cuds l l ec l lhe l l lhe oi o l hers s e ccnty cgci sh qui l qc o h l r l l e cky compls este tlk n. ih h cs Y s y,' t gh you c dn'do i l cqus m u di tk ou q ' hou t You oul t tx e dn' now how.On you k ew h iwqsq s ce n ow t nqp. /oniv d c t e) n
  • TH I NGS TO TH I ABO UT W H EN CREATI G A SAM PL NK N E ( nio d Co t e ) n zNow,Im n s n t ou bu nes venur i goi t be a z ' ot ayig hat r si s t e s ng o s nap,butIr l bel ve ter i a diectpar l bef eal i h e s r y e al el weent sbi hi l l su and wh we wantt do. tnt at o z e aleady kno a Itabou t maretand how oure ts z W r w o t he k xperie c ben i t maret Th parswe don' k abou,we c get an eft hat k . e t t now t an hel on. e c hiecons t s we can c ac SCO RE,oron of p W an r ul , ant ont t e tos ot s lbusn sagenci .W e r l don' have t kno h e her mal ies es eal y t o w ab olt ye ertig b f ewe mak teimp. s uel v yhn eor eh u ztsnota que t nofbei a hun e per ts ewe c mak z' l si o ng drd cen ur an e ti wor Hel I nota hun ed per ts eofan hig.Bu iyou hs k. l ' ,m dr cen ur yt n tf weeeghyp re t uewec l mak iasc es I s y' t imp. r i t ec n sr oud e t uc s,' a L ' u ' d es z hat dontk ow now, lIar whi we/e ou t e. z W we ' n we/le n l r t her e Th ' te onyway.IsI e t c nonte bi.O n mi t youcant ats h l t i he oi ' k h l e nue l ' do i bec s youhav tred,an te ne mi t youc do i bet au e , en'ti d h xt nue an t , c s you/e got s hel an youwored i. hatdo yous ' au e v t ome p d en k tW ayk' You col e puste coi at te bil It i i t ai. r l eagu t h n op h land is t n he r f Sh sar att coi bal e t es he n anced ter f a I g moment an s h e or on , d he s ,'L ' do i. ays ets t' Behl t Stene nd he Th sun wor asdes i i ' Scene. e t t ks crbed n ' The ' Backr oom 'l I Bal nci a Coi on a D olar 'ps or a ng l n l Bil l + Th bilmus be crs oter s i wilbucke wh you s t e l t ip, h wie t l l en et he c nat i. oi op t #. I you h tou e bal cig t coi ty t svarat n:Fol t f ave r bl an n he n, r hi i i o d he bil dtwiefrt tenI h s Now,I te c nont apex lwi h s is, h engtwie. ay h oi he ofte 9 and pult bi t t Th c n sh d easl balnce beh l he l au. e oi oul i a l y c s oft bil icr ed sr t alsr gt au e he ls n eas tucur ten h. '
  • T H E PO W ER O F FREE he ac pa hiesm e, he ex tf y e cien om ny r t y pec ur , x t m ent a a 100t bu gi w ih pr pe s To , nd 7 h l ng t os ct . gi t ve hem w ha t y w a ,ls etm e r s tt t he nt om i s e or o ba e m otva or .Chi a ong t e m otva or i s i t s ef m hos i t ss m one C r w ds c e r ng f i . y. o om unni or t lr m em berone t a s e r de how a f w ye r ba k. nei e as c A ghborng i 100t ha 1 200 pe e cr w de i o i ,whie m i ha none. 7 h d , opl o d nt t l ne d T he r a on? The wer a es y e bout t gi a a a H u m er a t o ve w y m , nd he a l e oft t uc pr d t m uc f a t est r it N a ulur he r k ove oo h or tende o ess . t r ly,ldi tr i h t st ton,butlkne ho t r ctf i . al dn' els he iua i w w o e iy t l s ood on m y pl tor ,wa tng f t m t a t af m ii or he o nnounc t e he wi nners na e. The m om e t y di l s ppe 50 crs hun' m nt he d, na d ip dr dola bil i o a one- nded f n,he d i hi a cred ed- l r ls nt ha a l t gh, nd i i o my c a d- P s t m : nt r nke up A ys e ' di a ge l m e l t hea i f t w i ' es nd nte n, e ' La s r t or he nner of t t ha H um m e !And f t e who di twi i,l e gotfve t s nd r or hos dn' n t ' v i hou a dola st gi e a a l u s you s a i f ontofm e rghtnow, l r o v w y. s gge t t nd n r i bec us e n i you don't ke hom e m y fve gr nd, wil ve you a e ve f ta i a l l gi git ofg ne va ue. fs enui l ' '
  • TH E Pow El OF FP k AE T he entr a di nce r c d t a d m e.M y 100t a t ie u e a e ow r 7 h tenda nce w entfom O t 1, 00 i t blnk ofa e ls ol m y c pe i r o 2 n he i n ye. t e om t t ' c owd. or r s N ow you m i ca lm y s or c a s but r m e ber lpr ght l t y r s , , e m , om ied you t un r s s he va nihed t ut And w he you ca c m a r h. n n om nd 1 200 s r nge st m ove i uni on,you know you'e dea i w ih , ta r o n s r lng t s e hi powe f ,c a s ornot om t ng r ul r s . W ha w a i t tgott pe e t m ove s qui kl t s t ha he opl o o c y? l you s i ' one 'you' pa ta l rght f ad ' m y/ ' r r i ly i . e W ha ki of mone Eay mone Tre mone Eve yone t nd y? s y. e y. r w a st fnd t e s e wihoutdi ng. nt o i r a ur t ggi l a ne i lha s i ' ha e fve t m gi f d a d, ' v i hous nd dola s f you i l a l r or f you a w e m y phones c ea m y hous a m ow my l wn f ns r ,l n e, nd a or t e y-ourw e ks 'H ow m a pe e wou d ha e r c d ove i l w nt f e . ny opl l v ae rf s i t t Tha ' r ght none ad ha ? t i , s . I uf tob Ir tfe/g./f tyiel le o ti tt s7t jyo z t els g p,er 9 , o v Iol sme n l f / 1 ug e g s tl 01 ï 7 e / b y l 0, g p /t' a ? reTrd -h w e hiio sk o t i lso welBe tg le n je. a e s o x bt r n w hs e s n l. g g/ ca e t y' l i t a t a t pa s r b t y put out fee e us he r ook ng o t r c s e s y, he e r bi s lke s t a e, books ba , a ca i ofw r , gs nd ndy.The pa s r by gr b t ses a he fee e a f s a t y c n.N o e bior e go hom e w ih unr bi s s a t s he a xhi t s ver t us d fe e .N oti t y'e s a t e r ebi s f he r m r . ' r? Lyt ui rei ( (ïgtt t .ivc it rttsrlo rg' e o s yjebe g g ( rcflj ieso l/ gerg ( / e n ss . tg o e l ï ge g ?ecj l g krtg ste tg o fl t o ' b n i ttlMon y o i eul g est k / p /e-.l y gr a in lw. e , f n y g ? g fp t g e jy l . cour e, ha va ue t e yone, w hi h i w hy i m otva es s s l o ver c s t i t s r nger s w e l Ea s r nger i hi ow n m i conver s t ta s o l. ch t a , n s nd, t he m one i o w ha he w a s You don' ha t know a t ng y nt t nt . t ve o hi a bouthi . m O t r ie s t he t m , houg r qu r pic ng s l.For i t nc l h, e ie t hi kil ns a e, of e gi a a Tr ns or a i M e ha s pr ,w hi c e t n ve w y a f m ton c nim ops ch om e bos ed w ih m y c i nt l m s t le ' ogo.O ne s ch m ec nim i not ng s u ha s s hi m or t n a t ee-nc l e ha hr i h-ong m e a s i w ih a m e a rng t l prng t tl i t ea d ont i . hr de o t You c n e sl r m ove t rng i you know t a a iy e he i f he s r t l you don' t rng s a t e ded. ec e . f t he i t ys hr a , A s a e pe i ent l e t s d out t s rngs on s i t n x rm , ' os e v he e i prngs o c ow dsusng t o dif enta oa hes r i w fer ppr c .
  • TH E Pow El OFFP k AE D urng t fr ta oa h,lsm pl ca l ta' f'a s y not i he is ppr c i y l i ' t' nd a gi hi m or ng e. D urng t s ond a oa h,l t s i a s y:' a gi ng i he ec ppr c os t nd a ' m vi l you a gityou ca us f t r tofyourlf l' a gitt tw il f n e or he es ie. t s f ha l m a you t s a of e r f m iy ge -oge he ,t t w il m a ke he t r ve y a l t t t r ha l ke you t c e ofa t nton a you nex boa dr he ent r t e i t r t r oom m e i l' a etng. t s de c t ti a ea y t ope a e a i i pot nt a w ilputas ie vi e ha s s s o r t s t s e , nd l m l on pe esf c ,a i get t i m i r ci La e a genteopl ' a es s t s he r nds a ng. di s nd l m en, tyou da e l ve! otuntllt ch you t s cr tof' he don' r ea N i ea he e e T Ri on Sprngl' ng i '' T he fr tw a ,m a y peopl 1 t m y t s d ' f' dr t t is y n e e os e git op o he ' foor The s i a a f w chea ha dw a e i e si a pl s i ba l . y ee t s e p r r tm n a tc g a don' u r t nd how i ca bene i t m . nd t nde s a t n ft he T he s c e ond w a pe e fght f i.The ,t s e t tt y, opl i or t y oo, e ha he pr a e chea i t r s of c t but t y under t nd t t t ops r p n em os , he s a ha he va ue of t e pr i m or t n t y ca s e.O nce t yke l hos ops s e ha he n e he l r d t s r t t Ri on Spr ng,t y' be m or popul r ea ne he ec et o he ng i he l l e a a be a e t c m a a t nton i ke s t tons nd bl o om nd t e i n y iua i . W a l yi l lle l l e t m . ha l d w a t a h t m s l ng? f i d, ' os he W t di s e c he d how t us t m e ni m t a hi ve w ha ls i lt ughtt m o e he cha s o c e t a d. a he iss r t how t pe f m i , nd how t us i a aw a t c nge t ec e , o ror t a o ets y o ha m om ent . By t tm e l fnihe pic ng a t chi m y s he i i s d t hi nd ea ng, c ow dsha a a ec a i f t tRi on Sprng t tw e f r r d n ppr i ton or ha ng i ha nt a be yond t f w c nt t tt physca pr c t he e e s ha he i l ops os . Ojei smebn oje te,s'eol? Y umu tfs i y u jry o ti rre /g i t? g/ o s ahon o r n yj , g n ; . fee ofe a ound s e hi you a di nce fnds va ua e. nd i r fr r om t ng r u e i l bl A f t y don' f l u r t nd t ie ' va u you m us m a t m he t uly nde s a he t m s l e, t ke he under t nd. sa Look a t pr ctce ofl e ne m a ke e s The oferfe r t he a i nt r t r t r . y f r e epor s a a m e ns of s c i t na e a e- a l a e s s of t s a e urng he m s nd m i ddr s e peopl viii t r s t . Bu t s da w e ie vi ior a e e stng hei ies t he e ys bst st s r s vv The a y. yke r ponde t one t m a y l y ofe s a ha es d o oo n ous f r nd ve ha t i e- al a c d he r m i c ount s ufe w ih s m a a r s t To ge a s t f d t pa s e ul . t viior i or a i now, t m a k e m u t s l t m on t st ' nf m ton s he r et r s e l he he va ue oft f e r t l he r e epor .
  • TII Pow El oy FPEE -E t - M a m a ke e s pu a dolar a ount on t r r por ,s yi ny r t r t l m hei e t a ng s e hi lk ' s$7 r ti your fe i you sgn up t r om t ng i e, Thi 9 epor s s r e f i o ec v m y ne l t ' ha dola va ue gi es i m or pe c v ei e wseten'T t l r l v t e r ei ed i por a e. m t nc The m a k e sa s pe r et r lo ppert i st swih m i -s l s he r ie t ni a e l t e s f t fee r t l di t e l t e s w ih doze of e t r or he r epor , oa ng hos e t r t ns buletpoi e r s a t w hy avi iors d t i herna e l - nt d ea ons s o s t houl ype n m a e m a la e s a hi s nd. nd - i ddr s nd t e D o t s pl ysw or Ye ,butonl i t i or a i i t he e o k? s y f he nf m ton n he fee r por i w or h r di Pe ew il nl d i , t t r e t s t ea ng. opl l dow oa t but hen he r por ha t de i r l doe n' m a t i t r por i fee.l t e t s o lve . t s t ter f he e t s r n he viior mi t tr tc ane widom worh $7 l t r st ' nd, ha epor ont i d s s t 9. f he epor com e up s t t m a ke e ha hu t hi ca s Tha ' a t s hor , he r t r s r s u e. t n s i por a poi t r m e ber A fee e i r pr s a i oft m t nt nt o e m : r bi s e e ent tve he c pa ha ng i ou . ft f e bi s i ,t c pa s i . om ny ndi t t l he r e e tnks he om ny tnks G i i a a s e hi f fe t v ng w y om t ng or r e, hen,i a wonde f w a t s rul y o pe s de pe e w ho don'w a t be pe s de To do i, hough, r ua opl t nt o r ua d. tt you m us do i rght H e e a e s e que tonst a kyou s fa you t t i . r r om si o s r el s t nk a hi bouts a ng pe e t yourpoi of e wih fee e : w yi opl o nt vi w t r bi s W ho a lt yi t i l e? m r ng o nfuenc W ha a lt yi t i l nc t t m r ng o nfue e hem a bout ? D o l ha a r e nt i or a i t t l c n gi e t m ve ny elva nf m ton ha a v he fee y,t tt y' fnd va ua e? r l ha he d i l bl D o lha a y r e ntphysca ie s lca gi t m fe y ve n el va i ltm n ve he r el , t tt y' fnd va ua e ha he d i l bl ? W ha ca ls y ordo t tw oul gett m t f l a e a e t n a ha d he o uly ppr ci t t va ue oft i or a i oriem ? he l he nf m ton t W he i t bes tm e t gi t m t i or a i oriem s n s he t i o ve he he nf m ton t t hel m y ca e o p s? Let l a how t e que tons w oul wor a i d t a ' ook t s hes si d k pple o hous s l e a e. T'esttt g You own as lbox home on s ver la r ofhil / fggf : ? o at e a c es ly l nd i Conne tcu . pot nta buye ha m a you a ofe , t a n ci t A e il r s de n f r bu i' $12, beow wha you' a ce . t s 000 l t d c pt
  • TII Pow El oyFPEE -E t - You know t s bu l s you hous , e pec al is wi hi yer ove r e s i l t dey pl nk w ood foor a w al pa nt i pe i col s Bu s s a ed l s nd ls i ed n rod or . t he' c e ne t t t es da a s c t s Shes t nk t t onc r d ha her ' m ge he an' ee. ' hi s ha once yourf r t e i gone, hel di c rgougesi t ha d-ou niur s s ' s ove l n he r t r pl c foora di c or tonsi t ha d-o- a c w a lpa nt e ae l nd s ol a i n he r t m t h l i . Shes a s c e ne a t t hous ' l a i i t hil . ' lo onc r d bou he es oc ton n he ls Shes ne vous t t a hea s ' r ha vy now w il s a of t drvewa a l e l f he i y nd m a i i pos i e f her t m ove.S ' bee i s t tons lke ke t m sbl or o hes n n iua i i t tbe or a f ha f e, nd ound i difc tt fnd as r i e t pl herout t fi ul o i e v c o ow . J / ( l t n t i lec? p e ta b y r '? g Jr y o n un e The otn il u e. / 0 r yi j J lt( lJtyiy t fjga e/ r( o t Bu ng my hous a my / t g r n o gl ec ? g g ? yi /lg r e ô e t prce.The s l m a hi e on fndi w a t e s he i a e y ng i ng ys o a e r mi a nd boutherfoor w al a hilc e ns l , l, nd l onc r . DoJlgea y r pg tffrlt .tt Jc'yiebr re tt se lp n let goptfl l t tl v ejey l t b' t g go l g ï g ï l l ? g - - yg:pggg/?l lc n'pes dehe t tmyfoor a wal 't t tôe f a t rua r ha ft / l s nd ls a e i good condii lca gi he a ls oft c t r n ton, n ve r it he us om pa nt lu e a whe e l ghtt . c as gi he i s s d, nd r bou hem l an l o ve r t na e a num be of t wor who i t le t he m nd r he ker ns a l d he foorng w he lfr tm ove i l i n is d n. DoJl p ay ret t b sclt lJc'yv brre ,l tbljn l e n lpg by i fws tï ie ejey tt se i? t g g a t g l l l g pggg /?Si e s ' toubl by t hil a s t tôe nc hes r ed / he ls nd now,lca n l vehe my ol ee wih t pl at c d t t font ea r dl p t he ow ta he o he r . T he ca i 1 yea so1 a i r tng ba y,buti s ilr ns r s 0 r d nd s us i dl t tl u a c n m ove t s nd a he now.lw a goi t dona e i t c r s ng o t t o ha iy a t ke t t x cr t Bu lca t ow i i o t dea , t nd a he a edi . t n hr t nt he l w hi h w ila ua l be ea i rf m e. c l ct ly s e or J l ttï syo i tt to lye/roul brcae/ p /ejte / l c'Ia rj l tv ui t? tj l beitte tg o b /t g g l ol g j e ya ?g f-frlt . o fwl lc n t l rhow g opt fl r t ? a el he g oï t t sor l s ndi he t e ' e ng m her t f t pa nt cr t s is ow n c or , ba ed upon o or he i ea e t ol s s s m pl s fom s ve ee h- a e ght nt c nt y N e a e r e nt nt nd i ee h- e ur w Engl nd hous s The e a e pr i t r c or you ca t a e. s r opre a y ol s n' ge a he e e s t nyw r le. J ?' f tebs t lt v /e teffrlt .o ftl t bl m.) c s ?l / C s / et f e oyie?r / goptfl r t s o eb ' a e //. ? : r ? - g oï w r ca gi e he t ls ofc or a t w or er na e now . n v r he it ol s nd he k ' m s
  • TH E POW ER OF FREE T ha w a s ha t m whe he s ups he ofe ornot t y, he s he t r he r fr . And we ca wrt t J e a pl i o t conta t n ie he e p nd ow nt he rc rghta a s s s esl r ly a t ul gi ng i t her i w y, o he e ' ea l nd r y vi t o , m a w on' w ihdr w t ofer nd t t a he f . Gett i ?You'enotcea ngoutyourj dr wer You'e he dea r l ni unk a . r fndi t ngs t t you ca e iy gi f fe but t t ha i ng hi ha n asl ve or r e, ha ve va ue t t ot r per on.By gi ng,you'e c ea i a good i l o he he s vi r r tng m pr son i he m i Your i e iyi he i e e t i w ha es i n r nd. 'e nt nsf ng r nt r s n t you'e of e i You'e as cr tng a r i oca e f t r f rng. r lo ea i ec pr l fec . J / w r e ewe lg ettoteo/r e o ( ;lo t 3 yl ê /J e e i , heftle t / te br ng to ; o a uc /M cv l l; ? g s g 0 rrl. nk a g / ' Thi boutyouro pa t a you' s ewha lmea et wn s, nd l e l t n. M a your c put cr s ybe om er a hed,a you w e e t r ii d you' nd r e rfe d l e acrtca doc e s or d on i . phoned a fi s w y i os ii l um nt t e t You rend a n c put rt oubl s om e r e hootng. e c m e ove , t l d you t ou i i H a r or ake hr gh t ove t phone a s ve you doc e .H ow di t t m a r he , nd a d r um nt d ha ke you f la t your fi ee bou rend? l he a ke you f a f vor t ne t f s d or a he x da w oul you gr nt i? O f c s And t t t i a be nd y, d a t our e. ha ' he de hi s fee es r bi . W he you gi a m ea ngf f e bi peopl w a t r t n n ve ni ul r e e, e nt o e ur t efvo .t e p ce Ane s d of ejl lmp o e t etat h a rl' x e td. pio e Si e a o n d h ri. s n? O nt s he how,aha k c e a ofe sJ r anew Ar nis ta a c om din f r ery ma ui s git W he J r a e s t ha k s esst tJ r y buy hi a f. n ery cc pt, he c ugg t ha e r m di ra afi y ge t e. ery i digu t be us he di t nne s rendl sur J r s s sed ca e dn' r l ne d t s t a he knowst tt ha k j twa s t eal e he ui, nd y ha he c us nt o ha aou hi . r s oft e s i s on J ry a he ng r nd m The e t he piode s pent e r s beg udg ngl t i s f lilng t oblga i br r i y re u fli he i tons ought on by t he 're's i (hesi iworh ame lbutwha c tt esa' a' 'e 'ut t uts t f a, t onsiut ' l? me ' l i s a asndwih?l s wha ki ofs ) s t oup nd a c f o, t nd oup? . Th Si e e iod i n tonyfn y;th g iht a i r e ejl ps e s o l u n i ihl s n mpo n? g t nt poi .You c n ty t c ea e a oblga i i ot r ,butt a nt a r o r t n i ton n he s he l s ofc r r s de w ihi t m . ocu ontol e i s t n he You c n' f c t m t f l a t or e he o ee gr t f .You ca t e a e ul n' xpec t t hem t r c pr t i k nd,i a a l o e i oca e n i f t l. T he be tyou c n do i s t t ki of c s a s e he nds ondii t tnor a l ton ha m ly
  • TH E Pow El OFFP k AE c ea e f lngsofgr tt r t ee i a iude.O nc you done t t 1 tgo ofa e ke ha , e ny a ol i tc dem a you ha a bs uts i nds ve boutt out e. he com Y Ba kr c oom 'l I Gi ng Fr es Ips or vi eebi + A ny tm e you gi e a a a ie i a pe s son st ton, i v w y n tm n r ua i iua i c i rw a ofbuidi is va u i t ot rpe s se . onsde ys l ng t l e n he he r on' yes ' uidi vaue' a m a i t ie sf lctus a ben' l ng l 'me ns k ng he t m' mlff es nd B / e isetl i. do t ts l orbol y. ft x i tYou c ha ubty dl Su t W he l a di rwih c int who a er lm a c bl y. n ' t nne t le s m r ea gi f ns t y a k m e t do a il i ort a t t bl loblge a , he s o n luson wo t he a e. i by pu lng out a pa k of ca ds i prnt d w ih my c pa li c r m i e t om ny l on ba a doi a f w efe s i l di a ga blng ogo ck nd ng e f ct , nc u ng m i dem ons r ton c pl e wih s c t a i om et t e ond a bot om dea s nd t l. M a tm e ,11 e ny i s '1 ven s how c i nt how t do a s m pl le s o i e t i w hi t y ca us a t r nex ne ghbor rck, ch he n e t hei t i hood ge t t he . oget r W he we' fnihe lputt de k ba k i is box,a l n r i s d, e he c c n t nd pr e i t my t bl m a e a agit Be or ldo,t es nt t o a e t s f. f e hough,lt a er of t s a lt b on ea h sde oft box. ldo t t a i l f he m l a c i he As he e rng, s y, ' a You don' nee t s The don' s r a y pur e. t d he e. y t e ve n pos W he t pr open a ne de k,t y r m ov t m . The l n he os w c he e e he ' n ha hi t box s nst bs nd m he , a a . O ve t yea s lha e ha m or t n a f w c i sca lt r he r , v d e ha e lent l o book a s how,a m e i t tt de k lga t nd nton ha he c ve hem a t d a ce s a r m i r M a oft e nde . ny hem ke i on t i de k or dipl y i ep t he r s s a t on a bookc s l' a s ve r oft tm e a pr e sona ca d a e. t ou ni s he i of s i l r ha erga t m a prva e l s ndl ve he i t es on. D i ldo a ove t s li N o.W ha l di do wa gi d ny r e lng? t d s ve t m afe bi- ese il 52J l u rbusne scads butl he r e e s ntal y, oe Ba e i s r ga e i i s h a wa a t r a i i i, o e nc isva u v t n uc y s o om ntc ze t t nha e t l e. ldi tha t j ta y de lha d t dn' nd hem us n ck. nde hem one we ha 10t us a t tcon ur sup i a sofT'eSt y,T'e d 7 h ed, nd ha j e m ge / i / ? n ? Cfcg gfKi,a ot rl r rt n-ie i ge ofga er, g fgt i nd he a ge -ha lf ma s t j mbl s s r etope a or ,a m a ci ns te r t s nd gi a .
  • TII Pow El oy FPEE -E t - Per ua i ne d not be o r . l c n be s l W ha s son e ve t t a ubte. t s a l t ngs c n you do t r a i z you ofe i ort m l' hi ' a o om ntci e r f rng, o m a t ot pe s e r e e isf lva ue ke he her r on xpe i nc t ul l ? Bo?y.Su ll ppos you'e a c ula who s i lz i e r ons t nt pec aies n cr a i s 00t w or fow s t m s f w a ehous s A m a e tng m h k-l ys e or r e. nuf c ur r ha c led you t s e i you a he ha a ft H e a t e s al o e f nd ve i . w a s a hou on t phone wi h you,s he ca hea s e nt n r he t o n r om ofyouri s dea . You c d a oa h hi r oul ppr c s eque t i one of t e w a : s n hr e ys ' ' ( )Youc ddot c lf fe a c l i u a pr pe t 1 oul he al or re, nd hak t p s os c i ( you c d c i ri a hour c uli a bil ng; 2) oul onsde t n ' ons tng, nd l s hi or ( you c d c ne t frt t a oa hes m; 3) oul ombi he is wo ppr c . H e es how t tm i s r' ha ght ound: '' :' w ou d l e t s k wih you a Fg' 0 l l ov o pea t boutt s ii sofhow l he pec fc ca m a your busne s r m or pr n ke i s un e oduc i l lm us t l tve y. t el you,t hough,lcha ge f t s k nd ofc 1. r or hi i a 1' ' r? rt gtcgrr ' r ? Butl tyi t s e i ls d hie ': lg-f t e:' ge / g g Cha ' r ng o e f houl r m you. c l lke t ss d be pa tofyourcusom e a s A a l i hi houl r t r cquii . ton process. i ' ' '' :' wou d cons de i pa tofm y c t era quiii pr es Fg' 0 l l i rt r us om c ston oc s i a 1lw e e goi t do w a gi you a s l s pic w ihou f1 r ng o s ve ae t h t t a m ea .Butt t notwha ldo. ny t ha ' s t ' he we t l lw on' hol ba k. gi m eyourpr ' n W a k, t d c You ve obl ,l ilfx i .lwilt l you w ha ldo a how ldo i . n em w l i t l el t nd tO ourc l, w ilhea i i s a s r t gi st tha t k a l you l r nsght nd t a e e ha ve a en m e yea s t de op.The s m e i i s a s r t gi s l r o vel a nsght nd t a e e ' ve us d t fx s e oft bi s m a a t r w a e s s i e o i om he gge t nuf c u er r hou e n t c he ount ' nc' r? rt gtcgrr ' ha 'yourf e ' ': lg-f t e:W t / g g s e ?' '' :' F g Four hu e dola s a hour But wha 1 1do f you i 0 ndr d l r n . t' 1 or s t s l ilgi e you t tfr thoura agit For ta hi : w l v ha i s s f . ge boutpa ym e .1 1do t tbe us ldon' wa you t ha a hes nt ' 1 ha ca e t nt o ve ny i t ton i us ng m y s r c W e' dicus your pr e ,1 1 ai n i e vi e. 1 s s 1 obl m ' 1 t l you w a t m a a r ldif r e i w ha your doi el ys o ke ea fe enc n t 'e ng, .
  • TII Pow El oyFPEE -E t - a a t rt hou w e ca 10t de de i i m a ss ns f us nd f e he r n 7 h ci f t ke e e or t c i wor ng t t r Sound f i?' o ontnue ki oge he . ar ' T'ert gtcgrr ' or t n f i. nk l / lg-f t e:M e ha ar Tha s' ? g g ' D o you s e wha buidi vaue bol y m ea ? l doe n' e t l ng l dl ns t s t m ea you nee c ngew ha you'e gi ng t ot rpe s l n d ha t r vi he he r on. t m ea you c nge t c e tbef e he r c vesi. ns ha he ont x or e ei t + A s lt soutf e bi s one ofm y s a r pic lne i ,' os re e , t nda d t h i s s ' Peop1 w a t ngs f f e , a t y w a t e nt hi or r e nd he nt hem now l You' ' ' d t nk t t lne i u tng,w oul tyou? You' t nk t t a l hi ha i ns li dn' d hi ha s del e i t t c owd, pe e w oul s or out of t i d t o he r ver opl d t m he 100t Butt y don'. 7 h. he t The lne a t l e i is a hea t l u i c ua l lc t y ry a gh, bec us e r a e ve yone unde s a istut r t nds t r h. Besde 'r e't ke wor i t tlne i ' 'T' t v i s fe ' he y d n ha i s now. r oyie ' y Iol tlf biefllttt/rO urs i t de ndsi tntgr tfl le l r rz rref el. e / e lg oc ey ma ns a aii ca i Cr tc ze t tf ct orus i t youra nt ge. ton. ii i ha a , eto dva a + Som etm e gi ng a a a ie c ls f a unc i s vi w y n t m a l or n onve i l ntona s r t gy.l f ct t w a you gi a a a iem ca e nce t a e n a , he y ve w y n t n nha isdesr biiy. t ia lt C a e i poi :l t 1 s m y gr ndf t D ufy owned s n nt n he 95O , a a her f a Pol s a r s a r nt Pub X ki O n e r t bl s t c ys a yne i n e t u a , . ve y a e a r t l s l - nd- ppe s ke s s ped lke tki fgur wih t at a pe r ha r ha i i i es t he r s a r nt na e et e t u a ' m ched i o t . s nt hem A s f s a t bus a t s he boys putou t s e ega s k s pat he e l nt ha er , t ons w oul s ea t m .Boom ! Gone!Slppe i a poc t r d t l he i d n ke , s ufe i a pur e. t fd n s Butt e pe t t fs di t a hes ty he t dn' nnoy m y gr ndf t . y a a her The delght d hi .H e w a e t e s k s s ol n,s t t i e m nt d hos ha er t e o hat he na e P X k w a i fontofpeopl e n w hie t y s led m ub i s n r e, ve l he a t t rf a hom e. hei ood t A tone tm e he cons de ed gi ng pa r t s k sa a i , i r vi t ons he ha er s pr oton,bu he l t rca d t i a.H e fgur d t t t om i t a e nne he de i e he hef a e m a t s ke sm or c t d,lk t ophi s ngl de he ha r e ove e i e r e .
  • TH E POW ER OF FREE A Tr f maton M echani ansor i sm: The TrckThatF ed Houdi i ool ni The St ene Your sti on a benc s ig up te I chtme s wh you 'e i ng t h, oakn h un i un, en s ey rb s an sv r c - resh iga s k .Y impt e ou o s d e eal owo k r avn mo e ou u o you f an r ov t tem . r eet d ace er o h 'as 'yous t yourbos ,'Ih d you/e abou t tr ' on ' J ay o s ' ear r to un d teGre wa poic. own h e n y r e t' z at rgh, h s ,' rdep t ti t bus t h e i. z ' i t' e ays ' Th s ou armen s oo y o andl t Wer at n h n e p re t ap cf. e tapoic woudklu . /e o e u drd ec n c a i An xr r e t l i s' y l ' zBu Im notatone hun ed peren c iy'yous 'fwe z t' dr c t apact,' ay. I t konteGre wa pric I oud rni an wh ' mor,I o l oo h e n y oe t c l u t d at e c ud , s t r iar u d f s, t qu i ' u n t o n a t wi al ' h y z our nte poic?IIey rwor,b t o /en v r na z u h r e t i ou k u y uv e er u Y k pric, dI nt t oue ei nig o Gre wa .No,is oe tan do 'wan y xp rme t n e n y n t ' an i sbl si i Im goi t pas on i. mpos i e t on. ' uat ng o s t' z i si e st i 'you s 'I i ie i doig te i z mpos bl iuatonk' An ay.'specal n n h mz Pos bl L me s you. si e. et how ' Y t eof ou s ii k trlu yo rse v s an b rw a ou ak fy r utac e, ol p u le e , d oro handk chif You pi up a r fom te gr nd,and h it er e . ck ock r h ou and to you bos t i pec. r s o ns t z s i r kk'youas z old oc ' A k. z s i r k 'he s . z old oc A ays Yout e i bac pl e ionyourI tpal an sowl coveri ak t k, ac t ef m, d l y t wi t han er ef t he dk chi . h zNow, as yous tatIm don' h enou experen t z J on, ay h ' t ave gh i ce o h deteGre wa poic. ouc l d iz i o sbestat n. an l h e n y r e tY al tan mp sil i i ' e u o Bu i sbl statonscan be s ved wih i t mpos i e iu i ol t ngenui ' t y. Asyous peak,yousar hefig te c ed r i yourhand,as t t tn h over ock n i you wer pr ig t t si.Su f e eparn o os t ddenl you sop,and as you y, t k r bos and a c e ofyourofiemat t f t r k. s oupl fc es o eelhe oc (oni e ) c t d no
  • TH E POW ER OFFREE ( nio d Co t e ) n 'Issilunderter ' 't tl ' h ek' 'Ii,'t y s 'ts' he ay. Y t e t eedeep br h ,and hurt h dk chifi o te ai. ou ak hr eats lhe an er e nt h r Th r i gone. e ock s You han ar empf e eptf te handk c ef whi you r r ds e y, xc or h erhi , ch et nt yourbos .You bos and ofi ur o s r s fcemat appl asdoesa es aud, cr t had gat ed ar d you. owd hat her oun ' hatdo you t nkk'youaskJ on,asyou r ldown your ' W hi ' as ol seev ' i yougie me a s k' l es. W I I v hot' ' eI t t ng wih te r kwasprty clver Ih e n i a ' I hat hi W , t h oc ef e . av o de how youdi i.So you'e s t An you do h gus Imean,Iv dt r mar. d ave t. 'e beeni bu i s t t t eeyear and I ne s s n sne s weny-hr s ' ver een omeon pu ve e t tems vesoutter Ik tatt mak a poi .So,wh s Igi you h el h e ie h o e nt at ay ve f houst dr up a r wo r o aw ough pl f h you' han e te Gr an or ow d dl h een wa poic.Iiss u d,11 u y ui c areo tepric.B t y r e t ft o n / p t o n h g fh oe t u ' 1 hearme:Imak no pr s lThe pl hasgott be good.No e omies an o ti s' rck . z c an et s o y uh w I h dl tepric iaII k' z h c o h w o o ' an e h oe ts I as, A d ' y s y asy us l an si ony rs iic e. ou a , o mi d l e p ou uta k t Behl t Stene nd he Iv cal d t smech s TheTrckThatF ed Houdi bec e 'e l hi e anim i ool ni aus ei yyear ago i di f t f ghf s t d oolhe amed es capol s.A magi andi i ogit ci d t f Hary Houdi ,s tt ig a pock wat f te son and Houor r ni ubsiutn et ch or h t e, di h n i w h e te wat went Si e t magi ansh ni ad o dea er h ch . nc hen, ci ave us te s r i t v s s ts er,s glses c ke , ed h ame outne o anih al hak s hot a s , ar ys p er g t, u e b l,an aIman ero s l su yo e t. ap weihs rbb r al d I n f mal tbb bics s , Th s et Anacc i Th I tperonf ig underte e ecr ? ompl ce. e as s eeln h h d erhe t mak s r teobic i si teen c aanl se si an k c ifo e ue h e ts tlh r on h l t tal t l y i hercupped h The r ti actng. n and. es s i T per ade peopl who don'wantt be peru o su e t o s aded,pr aepar t i e s ni . o c 'wig i I teGre wa pric e ampe i s se t Y u ant n t n h e n y oe t x l, on al . (oni e ) c t d no
  • TH E POW ER OF FREE ( nio d Co t e ) n youhad aleady hear t yourbos , as wast nig idown. r d hat s J on, ur n t Youkn t gh,t you c d han e i,and tatyoucoul u e ew, hou hat oul dl t h d s tats ces asa seppig-t t bi s cc s s. h uc s t n sone o gger u es e Youalo k tatyourbos t sa I htme s e wi oter s new h s ake unc i mok t h h ofi smok s.One oftos s er,J c youkn She' i fce er h e mok s anie, ow. s n you deparmen. r t t Eari i te day you pul d J c asde an as f her l nh er , l anie i d ked or e hel Youpr s tati s c p. omied h f he ooper ed,you' icl h ont s at d n ude er hi hg -iiif pric. h a e d. ihvsbly oe tS e gre i Youe ai t mech csoft mech sm t her and di a xpl ned he ani he ani o , d fw r -hr ghs e unt ou . Att peror e st you pr end t ever hi h h he f manc ie, et hat yt ng as ap pene i oc t .Youv been s ng yous fafera good meal d nn enl y /e unni rel t , and I and behol t e' J on.Yous i over o d, her s as prnt . W h youc tc vi e hi wihwor ,youdi it yourbag en an' on nc m t ds p no ofti st s t you/e asspe alasyous you ar rck o how hat r ci ay e. W h yougett t poi wher t r i c ed,you as en o he nt e he ock s over k s ver peopl t r e al e o each,one ata tme,un te h er ef mak i der h andk chi , i s e t r i t e. ng ur he ock s her J ce goesI t She,t r esunder seal te r ,wih ani as. oo, each , t s h ock tdr h han an dr herar athersde.Ther sno h on aws er d, d ops m i e' eat her No one s pecst s spar ofte mech s s s needn' . us t hat he' t h anim, o he t s weatt sealAIat i i onyou. he t . I t on s ent Th h tng and deep br hsar s e efi eat e howman p,a r h rng. shi ed eri W hi you/e doi t e t n , ani c poc tt son l e r ng hos higs J ce an ke he t e. W h t tmecomesf te vanih,t st handk chi hi en he i or h s os he er ef gh i o te ai wi yourIf han an asi' des dig,c acr s nt h r t h e t d, d, ts cen n ome os wi yourrgh h and s ch idr ial t h i t and nat t amatc l y. Ba oom 'l I t Trc Tha Fool H oudi ckr Ips or he ik t ed ni + T e o e tc b s r iigl Ire b c u e n o e wi b h bic an e upr n y a g e a s o n l e s l wat ng yourac chi complc cl el ie os y. (oni e ) c t d no
  • TH E POW ER OFFREE ( nio d Co t e ) n # On tig teobec soudntb i n s.I ic ma e n ie,i e hn h i t h l ' e s oi f t an k os t y wi,and yourconfder e wi be c tr hande Dontv l l e at l augh edl d. ' an ih any s lbel ,dangl eari ,ors garbowl wi I e s mal l s y rngs u s t oos h Ids And iyouwantt mak a s ofcark ysgo poof pulone i. f o e et e / l k fom t rng an vanih i i t . ey r he i d s t nsead # T ikab th kn sof bic y mi t' cde t l'fn ath hn ou te id o e t ou gh ' i nal id te ac y peror e st Con derpi ng one t t it yourpoit f manc ie. si cki hat i no es n. F i t ce,you mi twrt a si fcantwor orphr e or or nsan gh i e gnii d as numberon t fonts ofa pad ofFos-tnot ,an t mak he r heet ti es d hen e te pad diappear h s . # Th e' atIas one oterti t ' c er s e t h rck hat ommonl r ered t as z' s y ef r o lhe T ikThatF ed Hou ni'That i much h dert do t t rc ool di . one s ar o han he me h ns y is Ia n d, d i s ce i co eygu de s I c a im ou ute re an t e rts ls l ar d, o s won'expl nt metod,bu I le ai t efect t ai he h t wil xpl n he f . A youn Canadi magi an n g an ci amed DaiVer t ne a non ur d dec st car f up,s k' op d ace howed isf e t Hou ni t ned if e t ac o di , ur t ac down,and ten openl plc i s h y a ed t econd fom te t W i a r h op. t h s ofVer ' fnger,t c d r nap nons i s he ar eappe ed on t oft deck. ar op he Asf asHoudi coul t l no sei tofh ordu iat c ds ar ni d el , l gh and plc e ar wer u ed.Veron r e s n epeat t sti s er tmes i a r f ed hi rck ev al i n ow or Houdi ,f ig hi e tme. ni ooln m ach i Veron I erwen on t bec kn i t magi c n at t o ome own n he c ommu niy as z Fof s 'and i I gel ack e f z r es or The s ar y nowldged as t man he wh pi o oneer maki magi tiksIok n ual ed ng c rc o atr . W h p agi magazi conduced a polamon iss bs i s en c ne t l g t u crber f te mos i lent magii ofte f i hcenur,Houdi or h t nfu i al cans h went et t y ni plc frtand Ver ons con a ed is n e d.
  • p19 11 11$ 1 T H E PO W ER O F G I S FT n Cha e 9, l s pt r ugge t d you i l nc w ih a s m pl l se nfue e t a e. n Cha e 1O,lt d you t ha outt ngsf f e Thi c ppt r ol o nd hi or r e. s ha t r l a vi i you t gi git . e , ' d s ng m o ve fs The pr c i ess a tc ound sm ia , i lr don' t y? Butea s r a ditnctpu pos t he ch e ves s i r e. A s m pl i s et ng you gi a a m e ns of o t pr . a e s om hi ve s a ver oof You'edemonsr tngt tyou oryourpr ctca do t j by r t ai ha odu n he ob, gi ngpe eatseofwha t /l e ent lybepa ngf . vi opl at t he l v ual yi or A fee e i a m or ve l pe s son t c i Your gi ng i t r bi s e ied r ua i a tc. 'e vi t o t ot r pe s a a m ea of a t a tng a t nton,cr a i a he he r on s ns tr c i te i e tng good i pr s i or m a a t i a i m e son, nuf c urng n ndebt dnes t you.A e s o fee e m a orm a notha adiec r l tons p t yourofer r bi y y ve r t e a i hi o f . N ow,git .A git i s e hi you gi w ihout ex ctng fs f s om t ng ve t pe i a diec be i .You do i be u e i f el good.G i ng a g f ny r t neft t ca s t e s vi it m a or m a not he p you i a busne s st ton.l ' be t done y y l n i s iua i t s s r gul ry e dal e a l ven iy. A ma lknow na AyeJa i a ma t r a t s He e en n med ye s se t hi. v wr e a book a ot bouti,T'eCoie Rgeo S b oi T/ Ag/pf t / l n / j cmozn ' tet ? j y: ? g c e . Prcfejï ty Ote J J. tt o hai br / / gc n s
  • TII Pow El oy Gl rs -E t y' J yewaksa ound l ng f wa t ha outs l git .f a l r ooki or ys o nd mal fs l he' vi ii a book t e m a ge w ho ca t l a f l h,hel s s tng s or na r n' e ve or unc ' l brng he a si e ofpi a.l he' ge tng hi ca r pa r d a he r i r lc zz f s t i s r e ie nd a s hi m e ni c s be u e he does t ha t pr r w r nch, s cha c ur e ca s n' ve he ope e J yegoesouta buysi f hi . a nd t or m J ye as ke psabox ofpr ent i hi c rtunk.H e c lsi a lo e es s n s a r al t hi ' ha c ' t wih ' ha c ' i s tf t hot hke, he Yi s ' t h'ki t ' t h'be ng hor or c c c c t ddi h w or f ' ltl s et ng. l t ki,he s a he l t r s d or ' i te om hi ' n he t a ' t s s ot e y tc t a ha i ke s nd ngove r m e e ,a ong ot r t ngs H es aw a r e di s m he hi . ' l ys a ng t hi k t be us hesaw a ha ng outiem s ddi o s i , ca e ' l ys ndi t . Sometme ,J yes gitma j t be a a e i tve wor or i s a ' f y us n ppr c a i d f y r m a k.l a ba t le f el s r s ed be us he lne i 20 unn e r f nk e l r e s t e s ca e r i s peopl l whe J yer cheshe hemi s l a s y,' fe e ong, n a ea r ght mie nd a ' t r A you t ke ca e ofm y t a a i you ca t ke t r s oft a a r r ns cton, n a he e t he f tr e noon of- w ih pa ' f t y. ' H ee nus s o sonhi out i phoneme sge:' ha d you ve e j ke s gong sa ' t o W c l t t a d r bbisr nni i r v l ?A r c di hae lne' al wo hous n a t u ng n e ese e e ng r i . ' Does yege s c a team e be us ofhi git?Ofe he Ja t pe i l r t nt ca e s fs t n does The c er a t ca r a a . l k t he r ent l genc wilgi e hi a gr tsupy l v m ai gr de. a The c fa t r s a r ntw ilc hi a bi rs e k. t he t he e t u a l ut m gge t a Bu t t notw hy he doe wha he doe . ha ' s s t s Pl i y a smpl J ye gi peopl git be us i m a s anl nd i y, a ves e fs ca e t ke hi ha m ppy.H e l es s ei t l on peopl ' f ce whe he ov e ng he ook es a s n ha t m a une ct pr e ; gitgi ng as ope t nds he n xpe ed es nt f - vi lo ns he doort s rt c o piied onve s tonsw he e rhe goes r ai r ve . 1 t pr c i e git gi ng.And w hie l don' gi e git t , oo, a tc f - vi l t v fs o sr nger a feque l a J yedoe ,lty nott 1 tawee go by ta s s r nty s a s r oe k w ihout gi ng pr e s t m y fi , a s i t s c i nt , a t vi es nt o rends s oc a e , le s nd pr pe s len oy c e ai ou r ltons ps. os ct. j elbr tng r ea i hi My t r esofgitgii ( )Gi t betgitposi e wo ul f- vng: 1 ve he s f sbl, a ( pes lzet gita muc a youca nd 2) ronai he f s h s n. G I E T H E BEST G I PO SSI V FT BLE Per ps bu ng a f i a Rol x i ove kil bu buyi hi t ha yi rend e s r l, t ng m he Rol ofpa ti sin' ex sr e s t !
  • Gl TII BES Gl r POSSI E vE -E T y' BL 1 27 W he a f i i vies my f m iy a m e ove f di ,w e n rend n t a l nd r or nner s op a t be t ba r we ca fnd a l d our ca wih t t t he s ke y n i nd oa r t he fne tpi s a ca t ha i t s i s e nd kes hey ve n he hop. he w e pul u t W n lp o m y f i nd' hom e i ca be q t a sght M y ca door ope a re s ,t n uie i . r s n, nd w e fve Ba r pie ou ,ea h hol ng a r m a ka e c e e ke,a i ue s l t c di e r bl he s ca ke lm e pi ora lnze t t yi e, i r or e. C a my f i nd,hi f m iy,a my f m iy ea a 1t tpa t y? n re s a l nd a l t 1 ha s r M a not Butt pa t y i be i t poi . e brng t e fne ybe . he s r s sde he nt W i hes i ca s t s w m y h e t t he des r s t be t W e brng ke o ho i nd ha e ve he s . i a bunda e t s w a a nc o ho n bunda e ofca i a gr tt f hi . nc rng nd a iude or m T he pa t i s he ca a wa gi a a t ne ghbor .l ' w ha s re n l ys ve w y o i s t s t t qua iy of t e pa ti s s bolze t t i por a .W hen he lt hos s r e ym i s ha ' m t nt s you'e l ng f git , l a l f t be t e n i you don' r ooki or fs a w ys ook or he s , ve f t t nk you ca a f d i.You m i be s prs hi n for t ght ur ied. 1 1gi fi nds a a s a e git fom X fa ' ve re 1 nd s oci t s f s r f nyk.l nd t m ha he a X fa sbox, he ope i a fnd a gol pe or a m one clp f ny' t y n t nd i d n y i e r ved w ih t i i t as The gitpr bl c tm e one hunng a t he r nii l . f oba y os dr dola s butt X fa sna e e e t si i t i e s W hen ed l r , he f ny' m l va e t n he r ye . t y s e t rgit t y f elgood a t m e t m s ves a our he e hei f , he e bou , he el , nd fi nds p. r e hi O fcour e s s , pendi he vy- y m one i s e i e a ong a dut y s om tm s ppr pr at i e. A c l a ofm i D a d S a ,w a e t t nk a e c ole gue ne, vi t hl nt d o ha n xe utv w ho ha gi n hi t ns of t ie d ve m e hous nds of dola s w or h of a lr t busnes . a he r t t e cu i a hi f m iy wer g ng i s St hl a d hat he xe tve nd s a l e oi on va ton t J maca W ihou s yi awor St hlhie aprca i o a i . t t a ng d, a r d i va e t gu de f t f m iy. t our i or he a l W he t r pl ne l nded,a lm o m et t ,a t gui n hei a a i hem nd he de s epped out a t d t f m iy t tSt hlha hied hi f t t nd ol he a l ha a d r m or he dur t on of t r t i The f m iy w e e s unned. Dur ng t r ai hei rp. a l r t i hei s a on t il nd, t gui c ufeu e t , poi e out ty he s a he de ha f r d hem nt d st ,a br ies nd oughtt hem t t bes pl ce on t il nd know n o he t a s he s a onl t l l . y o oca s ( omebusnese fown ons h e rva ntgit,s i you'e S i ss r uc xta ga fs o f r goi t u e a s r t y sm ia t St k, t be tt chec w ih t ng o s t a eg i l r o ahl i' s o s k t he git 'empl frt) fees oyer is.
  • TH E POW ER OF GI FTS PERSO N A LI T H E G I A S M U C H A S YO U C AN ZE FT lj tme i d how lge fi 'i tasengrve on t pe us ntone t rends niil a d he ns a c i lbuy f t . t one w a t pe s lze a g f .l nd lps or hem Tha ' s y o r ona i it t s w s t m t tyou pute f ta t ho he ha for nd houg i o wha you ga ht nt t ve t ;t r a e m a ot rw a t do t t hem he e r ny he ys o ha . O ne of m y f vort i t c ea e a git a t r c pi nt a ies s o r t f s he e i e w a che .law a c r y s e s oforga ipa ,a lc n f d a t s l ys a r he t i m per nd a ol hore al ki j we r box,oraf toni j c i t box on s , oc ng e ly unc i ng a k-n-het s .See ng t cr fs a hi lput i o t pi ce m a s i he pot i he a t m ns p nt he e ke t s i l The per on unde s a l i s e tm e a e f t t pec a . s r t nds ' nve t d i ve nd for o m a he ha ke r ppy, o gi he s et ng l si t ve r om hi a tng. O nc s s s m e m a a fgur s m a a k i s ca l r e he ee ke i e, he y s f he n ea n t s il Tha ' a hergitlgi Ass a s a ks we s tsde he k l. t not s f ve. oon s he s , i i by sde,lt ke a s etofpa r lha he a he ,a we coni a he pe , nd r not r nd duc a i pr pt f di l s on. t n m om u ol ng e s l t fgur l e cr a e i t i rca e f he t l r i a f he i e ' e t d s oo nt i t or r o ea n n v sngl st i lgo hom e a s i e itng, nd hoota z m i t vi o, vi he o- nu e de gi ng r det ie i tuc i on ho t f d t pi e. l t vi o, l a l d ns r tons w o ol he ec n he de m a s r s unde s a t tlm a t t pej tf he .lcal ke u e he r t nds ha de he a us or r l herby na e lr erba k t t ngsw e di c s m . ef c o hi s us ed. Per ona i ton does ts op w ih t gitis f The w a you s lza i n' t t he f t el. y pr e t giti i por a . es nt he f s m t nt l m y bre ca e lca r a sx-nc Luc t di pl y ca e.W hen n if s ry i i h ie s a s l fni he f di a pi ce oforga if s eone,lputi i t ' i s d ol ng e m i m or om t n he di pl y ca e a gi i t he a a ltl wor ofa ti herhonor s a s nd ve t o r s it e k r n . l ls f hootavi o,ldon' j s m ali i apli ca e.lafx a de t ut i t n an s fi bea iuls ps ofm y f m iy t t c s a w r p i i sl r utf na hot a l o he a e nd a t n ive ts ue pa r s lng i i a s e k bl c box.The git c ane is pe , ea i t n l e a k f' ont i r s s ys a m uc a a s h boutourfi hi a t gitis l doe . rends p s he f t e f s Som etm e t el ga e oft gita t e f tyou pu i o i s he e nc he f nd he f or t nt i a e s onda y t t tm elnes oft git You m us de l a t r ec r o he i i s he f . t ve op n ea f pe es pr e s a a c n- a tt on how t s ve r or opl ' obl m nd a do t iude o ol t e pr e s hos obl m . M y co- ut , a k Le ha apr e w ih as ifdea i a hor M r vy, d obl m t tf dlne. A TV s s s a f rca l d a s i t y w a e t i e vi w hi how' t fe le nd a d he nt d o nt r e m
  • H ow cAx Yo u APPL TII PIl pL Y -ESE t xcl Es? t ne e ng a he xt veni boutone ofhi books M a k ha ne rbef e s . r d ve or a ppea e on t l vi i kne lha a phone t a k m e w hi h rd e e s on, w d, nd d o s c c or wor ed on ca e a. ol s k m r Ra he t n l vi a hi t c nc l s nt hi a t r ha ea ng nyt ng o ha e, e m n ove ni pa ge cont i ng t a opr a e ha er hi ,c f r ght cka a ni he ppr i t ndk c ef uf lnks a s r (thepst ha fi yoursz . 1heha t i , nd hit i l o ve rends ie)A1 do do w a open t box,ion t c t ,a put t m on w ih a s he r he ot ons nd he t s t a hew a Tv-ea lc l ha s ui, nd s r dy. ou d ve penta1 oftm e t l ng ot i a ki t M aka o r boutho t dr s a nott dr s , tlkne lha t w o e s nd o e s bu w d he a w e f hi a 1r a ns r or m 1 e dy. You m us be r dy t he p yourhi t ea o l ends a colea esi a nd l gu n ny w a you ca G i t y n. ve hem t s r of your ba t w a c of he hit f ck, he t h f yourw rs ,ora c a f om yourRol it ont ct r odex. f r notpr pa ed l you' e e r t hel t ,you s l ta s i t wih t . o p hem hou dn' s oc a e t hem H O W CA N YO U APPLY T H ESE PRI C I N PLES? Fis ,g i o t git gi ng ha t M a i a poi t gi git r t et nt he f - vi bi. ke t nt o ve f s t o, hr e,f tm e aw e l' he p you a m u a i he pst w t e our i s ek. t 1 l 1 s ch s t l he peopl w ho r ce ve your g fs You' f lbe t r a e e i it . l ee t e boutyour lf l ie bec us you' be f s ng on ot r pe e a how t m a a e l l ocu i he opl nd o ke t hem ha y. pp Se ond,s a t s al Y ne dn' s en t us nds of dolas t c t r m l. ou e t p d ho a ll o bu t s r i e of a p i t t r gui .A doz n ba l wou d y he e v c s rva e ou de e ge s l brght n u t da a mos ofie , o why notbrng t m youle f i e p he y t t fc s s i he s l? Thid,gi git t sr nge s You ca eihe do wha J ye r ve fs o ta r . n t r ta does a gi s a lie s a r ndom m om e s or do wha ldo , nd ve m l t m t a nt , t a us a m e nim t c nge t m om e .Rem e be ,a t i k, nd e cha s o ha he nt m r rc aj a aki wor a egit,t W henyou l f wa t oke, nd nd d r fs oo. ook or ys o be k nd t s r nger ,t w ord s m s a fi ndle pl c i o ta s he l ee re i r a e. Y Ba kr c oom 'l I G i ng G it lps or vi ls + W he you gi git t a ls r m e be t brng s e hi n ve fs o du t , e m r o i om t ng f t r c l e t a dol,a c orng book,a ba e l ba . or hei hidr n, oo: l ol i s ba l t T he pa e sw ila ec a e i . r nt l ppr i t t
  • TII Pow El oy Gl rs -E t y' + D on' e t xpec t r c i a hi i r t r Your gi ng a a t o e e ve nyt ng n e u n. 'e vi s m ea of c l a i fi nds p a lf l pe e w a t ns e ebr tng r e hi nd ie. f opl nt o gi you s et ng i r t r 1 t m .Butdon' m a e t m ve om hi n e u n, et he t k he f loblga e l you do,t gitce s t be a git a i ee i t d. f he f a es o f nd ns ea be om e at a a ton. t d c s r ns c i A Tr f maton M echani ansor i sm: The Cor i t Botl k n he t e The St ene Your a calcent and ar tyi t wi busnes fom T un l er e r ng o n i s r ommy,te h ownerofa heal - u c n.So f ,t t clb hai h ar hough,you/e us d aIyour v e I us al tat es an not ng s u sr egi , d hi eemst wor o k. Youve t k wih hi abou hi pr em:h hi t ephone / aled t m t s obl ow s el s e alspeopl ar ov wh med an si ng.Youv t d hi abou e e er el d lppi /e ol m t you s vi sf ur and beneft Y ve s ed ou and anr er ce' eat es i ou/ mok s. t s rd hso e t s Y uv wale hm tru y rtsi il wee i bici . o /e k d i ho gh ou e t a on mon book Now,your s ng hi a gr s ng yourcall ca. /e howi m aph howi load paci asyou wi and die hi ata Fr f y ne n m ench r t an.Stlnot ng. esaur t i hi l T ommy t l youhow hesared te compan wih a sigl cl el s t t h y t n e ub, bui iit a 1 cI gi t and h al l t no 90- ub an, t as wayss ved hi pr ems iol s obl n hou e.Outour n i nev s hig he s i sy c i ed.Ti s s cig s er omet n erou l onsder me f a mech s or anim. Youpourt I toft wi it hi gl sand pu te empt bot he as he ne no s as th y t and isc ki fontofhi .Youas hi i he/lpl a game:z I e t or n r m k m f l ay see i you c ftte cor isde te botl. f an i h k ni h t ' e W i a Iteefor,T t il f t ommy su eeds h t cc . zNow,extac t c kwi tbr i te botl ' z r t he or t hou eakng h te. zl t pos i ek'he as s. zs hat sbl ' k z olt y,'yous T z Abs uel ' ay. ommy i game t ty. s ol ' (oni e ) c t d no
  • H OW CAN YO U APPL THESE PRI PL Y NCI ES? ( nio d Co t e ) n Hesh sand s nst botl te cor saysput He s si ake pi he t h e; kt . mack t on i bot silt c kr ns.He fi st bote as i h wer t t tl, he or emai s om; l he t ck l fe e c tn wi a r and r ;t c kdoes tbudge. asig t od h eel he or n' zI ie up. zg v ' ' zlave you e aused aIte pos i li k' zl xh t I h sbiies ' t zIh ' z ave ' ' ommy,It nkyou/ e aused t pos i li bas upon ' T hi ve xh t he sbiies ed t wh you s e asyourr oures.Im h e t t l tatte r oures at e es c ' er o elyou h h es c atyourdipos ar mu gr ertanyou t nk. s al e ch eat h hi ' ' So s ng,you r e te c1 h napki fom yourI an f s i ayi emov h 0t nr ap d witt i o a tght woun r Yout pus it ought nec ofte nt i l y d ope. hen h t hr he k h botl,i o t mai ch t nt he n amber Isde te botl,te en oft napki e . n i h t h d he e n pari l un n . tal wids y Younow sh e t botl unit cor get caughti t f dsat ak he te tl he k s n he ol te en oft napkn,and t yousar t pulup t napki The h d he i hen t to l he n. c k rde al g i i,c es eswhen i rachest botl sneck or i s on n t ompr s te he t e' , and c omesfee wiha t . r t ug ' ommy,Idi tdo t t sh you up ors of.Idi it ' T dn' hat o ow how f d to demonsr e tati in' ch ig t u e t souti yournor tat h ts t eatn o s ool sde mal one Iknow youbui yourbusnes onyourown. iwilal ays s. l t i s And t l w be yourbusnes .You'e i conr .Bu iyou i e t st c i s r n tol t f gnor ool hat an hel yourrvenu gr pai es l,you'e hiderng youreland p e es ow nl sy r n i sf huri yourc tng ompan ' y. He I satyou,te botl t c k,an s l . ook h te, he or d mi es Behl t Stene nd he Th met wor sasdes i i ' Scene. T r ap:T eyour e hod k crbed n The ' o ec ak napki hol i b i ends,an f r iuntli f sst herI t n, d t y t s d wilt i t wit oget i he ke sr ofa r Th t ead t napknt ou te botl' n tands ope. en, hr he i hr gh h t s eck, e i o te botl smai ch nt h te' n amber an s , d hake t botl untlt cor get he t i he k s e c gh i te n kn(i r 1 .) Fn l, tdrw ten pknan au t n h ap i Fgue 1 1. ial wi a h a i d y h tec r tgeh r(i r 112) h o k o te Fgue . . (oni e ) c t d no
  • THE POW EZ O F GITS F q (' + J #1 N * .' + / v h ' . ' w ( C Fi e 11. Sh e botl gur 1 ak t ed c k ont napkn. or o i Fgur 11. W i a napi e 2 t w hdr kn an c kt h . i d or ogeter ( nt v d) Co i e n Y Backr oom 'l f t Cor i t Botl T ps or he k n he te * T gette cor it t boll s qt smqyty t wedge i pqs o h k no he te pect or r o t t t n wih c k i orc s he eck t l nf e l poon hcndl.L t .I I ssi e i l e et hem f x bl n. c rxce ti pcg ls it y rpi h (Y wee prlt cl or l hs rlmct m no ou t ' ou r c i l x t i c ' cc en ough t us t k i ev t o e he nf en hough Ici tmeni t knie. e ldn' ton he f Th ls gccd .M cn m opl s up blcks f tems ves t l ct ' ly e et c or h el hct soudnt xi.) h l 'e s / t' * Th nqpki s d be mcde of(1 h cnc llsi .Flms nqpki e n houl l r0t l l: tf i y x f ns mcy wor bu tey r r gr l pct nc cnc efor l k t h equie ect li e l l f t er e * Th c kn e or eedst stI h s onte n n ot wie iwi fl o i engtwie h qpki her s t l cl l l when you pul i t ough t neck.A f l ql l t hr he qi ed t emptorl wi wo l l s ow youwhqtImeqn. h
  • SO LI PRO O F D fpeopl a w a bele ed w ha you s i pe s son w oul be e l ys i v t a d, r ua i d a s p.Youd m a a ofer a t ot pe s w oul a na ' ke n f , nd he her r on d c- c orr j c i,ba e upon t mert oft ofe .Butt t ept e e t t s d he is he f r ha ' s nott wa oft w ord.Pe e a e s pi i s he y he l opl r us c ou . The es pii f anumberofraons The don'k w /r us cous or e s : y t no you;t y t nk yourj he hi udgme i of;t y don' beiveyou ha nt s f he t le ve t ri e e t a hea t W ha e r t r a on be nd t i s pi hei nt r s s t r . t ve he e s hi he r us c ons you m us dea w ih i oryoul ha no c nce ofper ua i , t l t t ' ve l ha s di t m. ng he The w a t de lw ih i i t pr yourcl i s a be t y o a t t s o ove am s s you ca Pr ca t k m a f m s n. oof n a e ny or . A s l dic s d i Cha e 9,m y f vort f m ofpr i t s us e n pt r a ie or oof s o a l peopl t s m pl m y ofe .W he you gi s m pl s t e' low e o a e fr n ve a e , her s lt l c uson.The ot rpa t knowsw ha i' ge tng a ca ite onf i he ry t t ti nd n s m a a de i i ba e upon e renc ke c s on s d xpe i e. Som etm e ,t i s hough,s m pl a en' pos i e.l t tc s you a es r t sbl n ha a e, nee ot rf m sofpr t ba up youra gum ent . d he or oof o ck r s
  • SOLI Plo oy D k W ha a e t be tf m sofpr ? Bel a e t e ve.S e of t r he s or oof ow r w l om t e s t ntat who you a e a ot r f us on s t nt a hes ubs a i e r , nd he s oc ubs a i t i yourofe . ng fr C LI T LI EN STS W er k n f w hom w e a s a e wih.l you a s i t w ih 'e now or s oci t t f s oc a e t pr tgi i vi l a c pa es you s d ha a ls of es i ous ndi duas nd om ni , houl ve i t t e i vi l a c pa esa ha l t tls i l hos ndi dua s nd om ni t nd. f ha it s ong, i put t i apha i lor f ea y r di l t t ls i s t f ge n l betca der or s ea ng. f ha it s hor , or t a pha i lor a l a w ih you bes na e .You w a t l betca der nd e d t r t m s nt he per on you'e i l i t t nk,'fhesgood e gh f D i s r nfuenc ng o hi l ' nou or s ne a l e , sgood e y nd nt l he' noug f m e. h or ' ' C onsde di di your ls i o c i c a s fca i .For i i r vi ng it nt lent l s ii tons ns a ,i you s lr les a e,you m i ha a ls br t nce f el ea t t ght ve i t oken dow n i o r i nt a a c m er i lpr te . c l e di de nt esde i l nd om c a oper i s You ou d ven vi t ls f t r Re i nt a pr te coul be s pa a e by he it ur he . sde i l operi s d e rtd nei ghbor hood,a c m er i lpr tescoul be s r t d by nd om c a oper i d epa a e i sr t . ndu t y ype W hy go t t stoubl Be us you wa t m a a obvi o hi r e? ca e nt o ke n ous poi :H e pi you pr pe t wilbe ea y bec us youke he ped nt l ng r os c l s a e l ot rpe e lke hi m a tm e be or You c i ntls gi e your he opl i m ny i s f e. r le it v s pr pec confdenc l you pr s nta undif r nta e ls t hi , os t i e. f ee n fe e i t d it o m he m a notge you poi . m us s y t r nt You t poon-ee hi . f d m C LI T TESTI O N I EN M ALS W he a cle a ec a e your w or a k he f a f m a enn i nt ppr i t s k, s r or or l dor e s ment She c n wrt i,oryou ca j do he wor a . a ie t n ot wn r ds nd t hought ,wr t t e s ie he ndor e entyour e f a s nd i t herf sm s l, nd e t o or a ova . ppr l H ow s d t fni he l t e r d? Tr t s t e pa ts or houl he i s d e t r ea y hi hr e- r t y f m ul or a: T he fr t t r des rbe t pr em t t gotyou cle t is hid c i s he obl ha r i nt o hi eyou. r
  • CLI T TESTI I NI S EN I O AL V T he s c e ond t r t l s a hi d a k boutyou a you s uton. nd r ol i T he fna t r s w st c i ntbe ii f om yours uton. i l hid ho he le neftng r ol i H e es a s m pl l t e usng t tf m u a r ' a e e t r i ha or l : To whom i ma concer t y n: Tw o year ago,1was a1butfnihed wih my cons tng busi s 1 is t uli nes .M y pr em? 1coul tfnd t pr s obl dn' i he operbal bet en mar ance we ketng my s vie and. ng t wor clent hied met d0. hen i er c doi he k i s r o W 1f ed on mar i my clentl s f ed. hen 1f ed on ocus ketng, i oad ufer W ocus my c i l vmy mar i dred up.1wasr . t r ur t t lent oad ketng i eady o et n o he 9-o- word. t 5 l. Thenr1 chanced upon an ar i e by Hary Kelar on how t tcl r l o sr ur s albusnes es s ow ner don' f t apped i t .1 tuct e m l i s o s t eel r n hem lked whathe s drso 1hied hi .W ihi a m ont he had my eni ai. r m t n hr . tr oper ton s t a i 1had s t f atr i cusomer ie a i ysem tzed. . ysems or tactng t sr s t m sf get i t wor coners t sf bilng. ys e or tng he k t ysem or li The ups ? l e never f t m or or zed and r a i my hot ' v el e gani . elxed n lf N owr1ha tm eenough t getne clentrand d. w or t ' ie. ve i o w i s . o k hat s good enough t keep my ol. i shappy.Si 1adopt H a r s o d clent nce ed ry' s tms mybusn s h sp le i a a ton l$31O whih i yse r ie s a uld n n ddii a JOOJ c s 28 pe centove what1puled i durng t spe i l tyear r r l n i hi rod as . A not w a t s r t e at s i oni li t u ew ha m a ke e her y o t uc ur e tm a s o s t r tr Sea D ' n Souzaca l a' e r e t s i oni l'Tha i , a k t enls ' ve s e tm a . r ' t s you s he dor e t be n hi l t e wih hones doubtbe or pr ii you: s r o gi s e t r t t f e a sng To whom i ma concer t y n: 1ha hied s a so- led experst hel m e s r ght out ve r ever l cal t o p tai en my busne s.They us l ha a fw de i s ualy ve e centit rbutnot ng t ceas hi o war antt rexpens ormy tm e. r hei e i SoJwhen 1s w H a r Kelarsar i e abouts t a r y l ' tcl ys ematzi your i ng busne sr1wasi rguedby hi i i s butwashe t t cal Fi i s nt i s nsght r siant o l. nal t lyr houghr1r ent Thank goodnes 1di.... el ed. s d W hy us t sdou i f m a ? Bec us pe e a e s pi i ! e hi bt ng or t a e opl r us c ous l a1 f 1 yourt s i oni l s e tm a s how you de i rng t m oon, one w il lve i he no l
  • soLl Plo oy o t bele you.Pe e wilt nk t tt e i ve opl l hi ha he ndor e s a e you fi nds sr r r re a w ils y a yt ng t m a e you l good. nd l a n hi o k ook W he t e n he ndor er ope wih doubt i put hi a t s ns t , t s m nd he r de i t s m e pl c l e s e,t endor e i t lng t ea r n he a a e. n s enc he s r s eli he r de ,' y,l j tlke you.l e bee bi on t but be or , ea r He ' us i m ' v n t he t f e a ldi tw a i ha ni a i 'O nl a t re t bls ng t s nd dn' nt t ppe ng ga n. ' y f e s a ihi hi c m on gr om ound doe t endor erm ove i o hi pr e ,your s he s nt s obl m s u i a t be ft heen oyed. ol ton, nd he neis j Besde ha ng w rt e t s i oni l , c i ha ng eni s vi it n e tm a s onsder vi dor e s t pe au o orvi t s i oni l .You ca u e e t r f sr a di deo e tm a s n s ihe or m a on a webst orf a pr otona vi o t tyou m a loutt t ie or om i l de ha i o pr ospect s. C ELEBRI Y EN D O RSEM EN T S T W he a ce e iy e n l br t ndor e yourw or you' bor o i f om hi ss k, r e r w ng r s or he pr s i l hes k r e tge. f ' nown f bei i or ng nnova i e,you,t betv oo, c e k w n a i va i l s s k om no s nno tve. f he' nown a a brli nti s or s ila nve t , you bec e kno n a a m a ke wi r om w s r t za d. H ow do you ge a ce e iy e t l br t ndor e e ? You ca pa f i, s m nt n y or t a Ni e doe whe i hie Der kl ert pich iss a r .Or i s k s n t r s e et o t t ne ke s ,f yourw or w a r nt i,you ca a oa a c l iy your el a k ra s t n ppr ch e ebrt s f nd s i hel gi you af e t m bsup. ee f ' ve l r e hu O fcoure,i you a oa a c e iy lk J t r good l k. s f ppr ch elbrt ie e e , uc H e no doubt ha a ar y ofm a ge s publc r a i pe e s n m na r , i el tons opl , a ofi e s a fbl i hi f om ca ua i res Bu c e ii s nd fc t f ock ng m r s l nquii . t el brte i l s - s bl fel ,s h a a t s i i twho m i be wilng n e s vi i e i ds uc s op c ents ght li t pr i e yourr s a c pa r a e ea i rt r a h. o as e e r h pe , r se o e c A SSO C I O N A N D O RG AN I ATI ZATI N O M EM BERSH I PS A n ofi a -ooki l m ak s e er - ci ll ng ogo f e v yone s t u a t ke notce: i p nd a i ' e om m e d by t Am erc n H ea t As oc a i ' ' nc' c R nde he ia 1h s i ton/ Sa ' toned by t W ord Ani a S i y/ ' a s d by t Lea of i he l m l oc et ' ' ie Pr he gue
  • sulvEà IEsullg t zt -a - U ni W or r . Eve whe we ne r he r oft or ni aon ke s ' n n ke ve a d he ga z ton, e a s e t ti de a a c t i s a r ofe e l nc i w s um ha t m nds er a n t nda d xc le e. l you a e a m e be of a a s i ton or or ni a i t t f r m r n s oc a i ga z ton ha ' s peri ntt you fe d, r de t tm e be s p on you busnes tne o r i l pa a ha m r hi r i s ca d, e ie,a i yourm a ke i m a e i l . r w bs t nd n r tng t r a s l you ae tame rofa s h or ni ton, i rj nf r n' mbe ny uc ga zai consde oi i one s t tyou ca borow fom ispe c i ed r pe t biiy. ng o ha n r r t r e v es c a lt EX PERT O PI I N N O See oute r c m e a y s bs a i tng you c a m s l you'e k xpe t om nt r u t nta i r li . f r s lng a dr t tcur i om ni fnd outw ha t s ge geneli ug ha es ns a, i t he ur on e a s ys a r l a bout your dr g' pr te .l you' pus ng a e u s operi s f r e hi n r gonom i of i c i, i outwha t W ha t Bus ne s Sc c fce ha r fnd t he r on i s hool s ys a a boutc f ta w or a pe f m a e. om or nd kpl ce r or nc Scoutne pa s a ta j nasf quot .W he you ws per nd r de our l or es n fnd t , a k do n t na e oft pe e who s i t m a i hem m r w he m he opl a d he nd t s c t y c m e f om .l pr pe t que ton you a he our es he a r f os c s s i boutt he va i t ofa s a e ent you w a t be a e t s e rt ldiy ttm , nt o bl o t e hem t your o source . W he you fnd one good e pe t opi on, don' s op t e. n i x r ni t t her Buid aba kl ofe denc l c og vi e. Alo,don' j tfnd e rs t ba up one ort ofyour s t us i xpe t o ck wo poi s M a a ls of a 1your ke poi s a fnd c nci nt . ke it 1 y nt , nd i onvi ng quot sf ea h. e or c l you r a r s e r opi on t tc r di s yourcli s f un c os xpe t ni ha ont a ct am , r cor t t dis i opi on,t The t nk a e d ha s entng ni oo. n, hi bouthow you w ilpunc hol i i i s eone brngsi up t you. l h es n t f om i t o SU RV EY RESU LT S Peopl t kes ve a opi on polson e y s j ct W ho a e e a ur ys nd ni l ver ub e : r you votng f ? H ow ha t t x hi a f t d you? W hi br nd i or s he a ke fec e ch a ofs m poo do you u e? H ow m a pet do you own? Fi a r ha s ny s nd ela e s v y,a u e t da a t s i bl ur e nd s he t o uppor yourpoi ofvi w. t nt e
  • soLl Plo oy o t l you ca tfnd s ch a s ve cons de c f n' i u ur y, i r onduc i yourow n tng s r et pol.l in' difc t C om e up w ih fve qu tons a t te l t s t f i ul. t i es i bou yourofe i s op pe e on t s r t a fr t que tons a f rng, t opl he tee , nd ie he s i t t .Re d t num berofpe e you s opped,a we la t i hem cor he opl t s l s he r answ ers. W he you us yourfndi t ba up a poi i yourpich, n e i ngs o ck nt n t don' t y t hi you m et t r o de r hod. l t ot rpe s exa l w ha Te l he he r on cty t you di ' y s a fcondu t a s r tpol. y t c i d: M t f c ed t ee l The ook lpboa ds r , a s opped peopl on 57t Stee , be wee 5t a 6t Avnd t e h r t t n h nd h e es The a ke fve qu tons Two hundr a e ghtpe e nu . y s d i es i . ed nd i opl rs e ponded.H er a e t r s t . Yourgum pton a wilngnes e r he e uls' ' i nd li s t t s youri a s d i pr st ot pe s o et de s houl m es he her r on. T H E REA L REA SO N W H Y A ttm es pe e wilbe s pi i be a e t y don' unde s a i , opl l us c ous c us he t r t nd how you s a t be ftfom a pr t nd o ne i r opos d dea .The r s H i e l y ea on: s o e sg k to4 0tob t e Ob iul lkt f tyt o ti 0tj j r og s o .0;t e r . vo s l - ' o esme n g o j / g y e/l og by tfia,/ t cn j r 0tfl tJt gt.gtt ia ffl ol g f/ lsj l ? J a ' èue g .l . l 'ft oj l.t sre ez? l e g t p t o pg e p l o 'o g bie tlg sfo re i s le rm l. j f l Yourj t n,i t t l t pe s why you'e doi wha ob, he s o el he ron r ng t you'e doi r ng. - l your s lng $3 t r a c t f $65,tke outa a f 'e eli 00 he m l oas or a n d t t s ys ' ha a : Thes a e t w a m e t coa s you ca fnd.l bought e r he r s t n i 1 of t m a t be nni of t s s fgurng we w e e 50 he t he gi ng he ea on, i i r goi t ha a wi e a c d a l s ye r Sur ie!l' be 50 ng o ve nt r s ol s a t a k. prs t en s deg ee m os da ,w hi h ha s ve m y ba k f om s velng r s t ys c s a d c r ho i s w butha hu t my pocke book.H er ' yourcha t gr b a ho s r t es nce o a bagan.l s li t s $300 c t f $65 s lc n fee up r i ' elng he e m oas or o a r m one f my s i s oc ' y or prng t k. ' O n t ta s he r de-how foor lr gul ry pr de c owdswih r al , e a l ovi r t e s why m y c i nt pr ct i prc or buit t w a i i : ons le ' odu s i ed s l he y t s ' di a ge l m en,t y lw a t gi you a f e copy of ' es nd nte La oda nt o ve re ours t r lsr alprc $1 W hy woul lwa t gi ofwa e. t et i ie? 99. d nt o ve a a s ch a expe i pr w y u n nsve oduc ? t
  • S PECI CI FI TY ' r nkl ou m a k i s i s W e don' pu e ' a y, r r etng tnk . F t t nough m one y i o t de r m ent l t d, e putt lon' s r ofourf nds nt he pa t . ns ea w he i s ha e u i o r ea ch a de l e . t why we m a e s h as pent es r nd ve opm nt Tha ' s k uc u rorpr i oduc . t ' e gi you t pr ct a we hope i i pr s esyou. fi ' W ve he odu , nd t m es l t i pr s esyou,wer be tng t tyou' t l yourf i nds m es 'e ti ha l el l re . ' ow m a ofyou w a t dea w ih a c pa y t tdoe n' ' H ny nt o l t om n ha st know how t m a ketbu m a st be ts t a e outt r a i o r t ke he s ofw r he e nd s w ilng t gi i a a t c ea e a gr s r sm a k i ca pa g li o ve t w y o r t a s oot r etng m i n? Ra s yourha l ie nds' ' You don' ha e t be i a s l s t ton t us t r s t v o n a es iua i o e he ea on w hy s r t y. n f c , r nt us i a 1t tm ew ih t ru ul t a eg l a t pa e s e t 1 he i t hei nr y chidr n. l e T he ot da lw a st i i a r s a a a s w a m ot r her y, s itng n e t ur nt nd a he a gui w ih hert e yea - d da er The chid w a pl yi r ng t hr e- r ol ught . l s a ng i s a a f om t c os kic door nche w y r he l ed t hen . ' e a a f om t e/ t m ot s i The da ght r i ' t w y r G her ' he ' her a d. u e gnor her ed . ' e a a ' t m ot r c i d ' t door wilhi you ' t w y/ he G ' he ontnue ' he or l t a we' ha t t ke you t t doct f s ic s'The c l nd l ve o a l o he or or tt he . ' hid m ove d. SPEC I C I Y FI T W hi oft e t o s a em e ss ch hes w t t nt oundsm or c edi e? e r bl A . ' nd yourc l t ourhi s ' Se hid o gh chool W e ha e hi a dem i . v gh ca c sa r . t nda ds' ' B. ' nd yourc l t ourhi s hool Fort pa tt e yea s ' Se hid o gh c . he s hr e r , t Boa d of Edu ton ha r nke us i t na i s t ff he r ca i s a d n he ton' op i t en,i t r s ofS s or . e n em AT c es' ' T he obvi a w e : The l ng ge i B i s c fc a t nous ns r B. a ua n s pe ii nd a gi e l c ea e a pi t e i pe es m i a ha f ct t tca bl . t r t s c ur n opl ' nds nd s a s ha n be c r or obor t d. ae
  • SOLI Plo oy D t Peopl ge s s c ous whe you s k i ge r ltes The e t u pi i n pea n ne a ii . y t nk you'e l ng or a t ver l s , you m a not ha hi r yi t he y ea t y ve t houghtt ngsoutc ea l Tr ,t n, o qua iy. hi l ry. y he t ntf D on' s y ' urpr s or a e f s . Sa ' urpr s or a e ta ' O oce s s r a t' y ' ' O oce s s r t e y- e en per e f s e t n a w nt s v c nt a t r ha nyone e s si t i s r . le' n he ndu t y' ' D on's y ' y fna i l a ng s r i eca he p you gr you t a ,' i nc a pl nni e v c n l M ow r m one 'S y ' y fna i lpl nni s r i e ha gi e m y c i nt a y. a , ' i nc a a ng e v c s v n M le s n a e a yea l r t r on t i m o y ofs ve e n pe c nt' v r ge ry e u n he r ne e nt e r e . ' Agan, hi r l does tj ta y t busnes . cfct ma s i t s ue n' us ppl o i s Spe iiiy ke f pe s sve c m uni a i no m a t rw ha t st ton. or rua i om c ton, te t he iua i Suppos w e a e d t go t l h,a lw a t s e you e ke gr e o o unc nd nt o t er t a d ea i la i n f ow r tng t la ood.lm i s y:' e ha a num be ofopght a ' W ve r tons W e c d go G r e Chi s de i O rw e c d go t t s i . oul e k, ne e, l . oul o hi lain plc Lui k,whih Ne i y s i ha t bes home a t la a e, gi c ws a ad s he t j m de pa t on t l l nd,a a m ea l s gna t di f 'Ev i you sa he sa nd t aa o e on' en f di t nor al e o pa t or ls gna you' ha t consde dn' m ly nj y sa a a , d ve o i r Lui ' a a opton gi n t wei ofmy de crpton. gi s n i s ve he ght s i i C A SE STU D I ES A ca e s udy i a s or a s t s t y boutone ofyour s c s es You ca deuc e s . n lve i i m i e or s c i r t n nut s e onds de , pendi u ng pon t st ton.l he iua i n f c ,i' a good i t pr pa e 10t l a s t ve s ons of at t s dea o e r 7 h ong nd hor r i yourca e s udi ,s you'e a e t pe s de i a y c r m s a e. s t es o r bl o r ua n n icu t nc Sa you s la C D - M pa ka t tt a sbus ne s opl y el RO c ge ha e che i s pe e how t a t a c i nt .Yours tve s on:' r e M il owns o tr ct le s hor r i Cha l ne ler a ha rs l t ts r c d a a r ge ofone hundr s ve y-i i a on ha e vi e n ve a ed e nt fve ci nt awe She boughtmy CD pa ge a a id j s t le s ek. cka nd pple u t wo t chni es fom i . W ihi t ry da , her w ee l cle l d e qu r t t n hit ys k y i nt oa j umped t ve pe c ,t one hundr ni t eght cint a wel r ent o ed ney- i le s wee a i hol ng sea Tha j k, nd s di t dy. t ump brngshe a a tona i r n ddii l f t n hu e a ffy dola sa wee ' ouree ndr d nd it lr k. A l ve s on w oul s ong r i d ound m uc t s m e onl w ih m or h he a , y t e det i .P ha youd di c s M il ' fus r ton a ha ng a s a a l er ps ' s us ler r t a i t vi s t gna busne sf f yea s Then you' s nt i s or our r . d egue i o how s us nt he ed
  • PII - OTOG R -S APII yourt chni s Fi ly,you' t l a e que . na l d a k boutt hous s w a abl he e he s e t bu ba e upon t i r s d r ve e you pr ct he ped o y sd he nc ea e e nu r odu l brng i i n. C a e s udi s f l t s m e f m a a a good t s i oni l s t e olow he a or t s e tm a . Beg n w ih t pr e you cle w a ex i nci D icu st i t he obl m r i nt s pere ng. s s he s u i you a id. wih t be ist cle now e oys ol ton pple End t he neft he i nt nj . A n i por a poi :H a dif e s udi f ea of your m t nt nt ve fer nt t es or ch per ua i poi s For i t nce one s udy m i f uson t i s son nt . ns a , t ght oc he nc ea e r ve your pr r s d e nue oduc cr a e f your cle ,whie a t e t d or i nt l not s udy w oul hi i how you pr her t d ghlght r oduc i pr d your t m ove c i nt s a ng i he i ty. le ' t ndi n r ndusr s PH O T O G RAPH S A tt a s r de hows lcr a e c owds of50 t 8 pe e fve tm e a , et r o OO opl i i s da a lha be n doi s f t e ve ye r . o t m a h.l y, nd ve e ng o or w l a s D he t ' ve c ea e m ilonsofl dsf m y c i s r t d li ea or lent . Stl, he lc d- l on ane c pa l ua l ha t s a t il w n ol ca l w om ny, us l ve o t r y fom s r t h. r c a c The per on l t yi t i l ncedoe n'know m e. s ' r ng o nfue m st A s f r a he' conc ne e yt ng lt l hi i pufe y.Tha ' a s s er d, ver hi el m s fr t s w he lpu loutmy phot a ;t y a ta de s a i pr . n l ogr phs he c s va t tng oof U s ly,lca r a m i m um of 20 c owd s s Som e i es l ua l ry ni r hot . tm , pa k a m a a 4O. bvi l ldon' e c s ny s O ousy, t xpec hi t s udy ea h t m o t c s . l t ad, l us t c u a i num ber of s s t over hot ns e e he um l tve hot o w he m hi . l m A c owd t tlbuitt ee yea s a i l aca hel m e l nd r ha l hr r go n ndi n p a a gi t y i La Ve s i l e ca ur d i on fl .l you'e not g oda n s ga , f ' v pt e t im f r usng phot a t pr your poi s your m is ng ou on i ogr phs o ove nt , 'e s i t one oft m os convi i pi e ofe denc pos i e. he t nc ng ec s vi e s bl C a r a di t lc m e aw ih you. he a cle i ha w ih r y gia a r t W n i nt s ppy t your s r c t ke hi pi t e.l you'e a ha r es e ,t k bef e e vi e, a s c ur f r idr s r a e or a a t rpi t e ofyou cle s l you' a i e l t lpr r y nd f e c ur s r i nt . f r n nt lec ua ope t e l wye ,t ke pi ur ofyourc i nt book i t w i a r a ct es le ' s n he ndow oft he l l books or l your a poltc a t ke pi t e of t ne oca t e. f 'e ii i n, a c ur s he w r dsyou he pe t ge buit oa l d o t l.
  • soLl Plo oy o t N a ur ly,you ca as us phot a a a m ea ofpe t al n lo e ogr phs s ns r s di s eone a i s f l w i acour e ofa i ua ng om ya n t olo ng s cton. For i t nc , i your fr m a a ur s i t i ls r h ns a e f im nuf ct e ndus ra - tengt s e , a your fghtng f a c r ct ca r pi t e of w ha t el nd 'e i i or ont a , r y c ur s t your c pe ior l w e - a s ee l om tt ' o r gr de t l ooks lke a t r i' be s i fe t s en sr s e t e s d. G U A RAN TEES M a busne s ny i s peopl don' gi g a e s be us t y don' e t ve uar nt e ca e he t under t nd t m .Your g a e i n' ofe e f your c i ' s a he uar nt e s t f r d or lent s s ke.l' f your s ke.l you ha a s r a t or s a f ve tong gua a e f your r nt e or pr ct or s r c you w il m a m or m one W hy? Be us odu e vi e, l ke e y. ca e pr pe s a e l s a t st on t f e w he t y know t ta os ct r es pt o i he enc n he ha w r de son w on' cos t m . ong cii t t he H e es m y t a s r' r de-how gua a ee: r nt l 1don' delverf youryou don' oweme adi That apr ie f t i or t me. ' om s s no oneele i my i ty m a s n ndusr kes. 1wilcome t yourtad. s l o r e hom j m t ail wih peopl dea he ses t er lveryourmai mes a and. pelt cr t l vet rconi n s ger com he owd o ea hei t i or aton at your 100t ly t tme 1 fnih my fr t act nf m i 7 h. ) he i is is peror f manceryou wilbe a h wih pr pect who des a el l was t os s per t y wantyou t cont ctt .l w ilbe an emba r s mentofrchesf o a hem t l ras i or you. And iJf what r sonryou'e di ea ed w ih t r ulsof . f or ever ea r spl s t he es t my frtper or is f mancergi me ahug and s me on my way.That ve .end fr tper or is f mance wilha been my gitt you. l ve f o That how confdent1a t t1can delveronmy pr ie. ' s i m ha i om s Pr t powerul don' you t nk? W he pe e he r i ,t ety f, t hi n opl a t he dea i done. y' w ilng t rs t nsoft ls The r li o ik e e hous ndsofdola st a lr o brng m e i be a e i t end t rrs i ni. i n c us n he hei ik s l O fcoure, vi ba a1t mone i j tone f m ofgua s gi ng ck 1 he y s us or r a e You ca a s r f nt e. n lo e und pa t of t m one , r do your w or r he y e k untlt cle i s ts i d,a s f t i he i nt s a ife nd o or h.
  • PRO P S Fi a gua a ee t t you ca l wih a t t wou d be nd r nt ha n i ve t nd ha l m ea ngf t yourc i nt ,a us i . ni ul o le s nd e t PRO PS Pr hel pr i pr b gi ng t e di e i ls t nc t ops p ov de oof y vi hr e- m nsona ubs a e o a c a m . ppos you pr l i Su e oduc ane l te t tconde e bu i s e ws e t r ha ns s sne s booksf e e tve . c m ont you t ke t e i por a books or x cu i s Ea h h, a hr e m t nt , a t a tt i m a n conc pt ,a s nd t e a t a t t you r a bs r c he r i e s nd e hos bs r c s o r e de s p i a l pa ne l t e .Your c a m ? ' e 1000 pa s of r hi n o- ge wse t r li ' t , G ge busne si si 10 pa s'H ow do you s i s dea n ge l ' how pr ? Si pl oof m e. D urng your pr e a i r ove t e f t busne s books i es nt ton, em hr e a i s fom you ca e a s a t m down on t t bl a as a k. n, r r s nd l m he he a e s t c The r m o one of you s nny ne l t e s a put i ne t t e ve r ki ws e t r nd t xt o he book .The dif r nc i s z w il be s a ti a i w il gi s fe e e n i e l t r lng, nd t l ve youra enc a i a t y' r m em be . udi e n m ge he l e l r H ow ele coul you u e pr wih yourne se t r l a ne s d s ops t w l t e ? m gi t s Aferyou s hi : t how t f t books a your s nny ne l t , he a nd ki wseter you c d pa s t m out f ex m i ton.The a di nce w oul oul s he or a na i u e d di c rt tea w a hi i ed i ye l m a ke . s ove ha ch s ghlght n low r r You' ex a n t t m ont be or ,you ha c i s hi i d pl i ha hs f e d lent ghlght t c ept t he onc s hey f ound i por a . As your a e m t nt udi nce pa ed g t ough t books t y' s e t tt r we e r a i l f w pa hr he , he d e ha he e r el tve y e s s ge hi i e l f c ,no m or t n 2 pe c ntoft t x w a a s ghlght d. n a t e ha re he e t s i ye l Bu w ha a n low. t t boutyou ne se t r Tha ' adif r nts or r w lte ? t s fe e t y. Yourne l t i s dens w ih va ua e i or a i t t90 wseter s o e t l bl nf m ton ha per e of i i hi i e i yelow.The pa r l c nt t s ghlght d n l pe ooks lke i' i t s gl i ow ng. A s a f t r pr , ur he oof you coul ha m e be s oft a e d ve m r he udi nce r d af w hi i ed pa s gesf om a book, nd t r d a sm ea e ghlght sa r a hen ea i ia s c i fom your ne l t e .Thi wou d s w t l r e ton r ws e t r s l ho hem t t ha t esno l sofcom pr he i f om one t t ot r her ' os e ns on r o he he . U s ng pr a pr i a 1 lk gi ng s m pl s onl t r i ops s oof s ot i e vi a e , y he e ca be a 1 m or dr m a i ve For i t nce,M a k Le ,m y n ot e a nvol d. ns a r vy c a t , e hea d as ke t lt f l i s or o- u hor onc r pea r el he olow ng t y:
  • SOLI Plo oy D k l t 1 Os N e Yor Ciy w a pl gued b s a he pa ki n he 96 , w k t s a y m s d r ng m et s Va l woul br k t gl s w i er . ndas d ea he a s ndows a op ea h m e er t c t , j tf k c . xi t me er c tt ct af t ne. us or i ks Fi ng he t s os he iy oru A tt ttm e,t c u ea bl pl s i w a a r a i l ne ha i hi k, nbr ka e a t c s el tve y w i nventon. H ow e r t s ke ha a f i nd w ho m a a i ve , he pea r d re nuf ct e i,and he ha a pi ce m a t t m i i d t pa ki ur d t d e de ha m cke he r ngm et rgl s . e as T he s k book d a a nt ent w ih a ciy ofi a , pea er e n ppoi m t t fci l w a ked i o hi of i e wih a s ck ove hi s l r ope d t l nt s fc t a r s hou de , ne he s ck, nd pule outa pl s i wi a a ld a tc ndow. Then he r ove a se em d l dgeha m e fom t s ck a ha m e ed a a a t pl s i l m r r he a nd m r w y t he a tc. t w ou dn' br k.T he s ke e l t ea pea r ven ga t ha m e t t ofi ve he m r o he f c a ,a a ked hi t t y t br k t pl s i i l nd s m o r o ea he a tc. Bec us of t tdem ons r ton,t s kergot a c r ctt a e ha t a i he pea ont a o putpl s i w i w s i o e er c t pa k ng m e e .H i pr - a a tc ndo nt v y iy r i t r s ops s ck,a se eha m e ,a a pl s i w i a l dg m r nd a t c ndow- he pe dr m a i l d a tze a pr wha w oul ha be n t d cl i sw ihoutt m . nd ove t d ve e epi a m t he Y Ba kr c oom 'l I Pr di Pr lps or ovi ng ool + W hie you s d cole a l houl l ct bunda pr s t nta i your nt oof ubs a i tng c a m s i' nota g li ,t s ood i a t pa a i a l Be s l tve de o r de t l. e ec i . Show pr f c a m s t t m a a dif e oof or l i ha ke fer nce t your o pr pe .l you s l ca s a t pr pec doe n' c r a t os ct f e l r nd he os t s t a e bou t unk s ce you nee t t l a r pa , dn' a k bout t c c u t of s ce he ubi ni s pa yourca ' t u hol ,orbr ndih a phot a ofi l ded r r nk ds s a s ogr ph t oa f a t o- k c m pi t i or w wee a ng rp. H owe ,i hesc ver f ' once ned a r boutt du a lt oft ca , he r biiy he r s uppor t e c a m sw ih pr .H a hi l t e s f om c t hos l i t oof nd m e t r r us t e s whoke drve t s m e c r 25 000 m ies a t ke om r i n he a a 0, l , nd a hi t a i t y w a chdog' we ie t tdic s st ca ' m o n ndus r t s bst ha s us e he r s t oughnes . s + Re em ber you ne d pr s t nta i you a yourofe m , e oof ubs a i tng nd fr i l t pr pec t nk you'e oka bu your of e i i ng. f he os t hi s r y, t f rng s w ea s won' t keyou up on yourpr k, he ta opos ton. he i s ii T nver e
  • PIO P A S i a s t u l yourofe i l s good,butyou c e a r s s lo r e: f f r ng ook om c os a s dowy,s won' dea w ih you. s ha he t l t T he pr pe m us know t tyou a e a ups a ng c t os ct t ha r n t ndi ii ze t tyourofe i s r a et ca ,a t tyour pr n, ha f r s tong nd hi l nd ha 'e opos ng a wi / n t a a ton. i n wi r ns c i # Showi pr e t bls s you tusw or hi s .Anot rw a ng oof s a ihe r r t t ne s he y t e t bls t usw orhi s i b a itng t s e s a l o s a ih r t t ne s s y dm ti o om m l de i i i you pr fc t n r oduc ors r i . si apa tc a l e f ctve t e v ce Thi s r i ul ry fe i s r t gy, n you c r s yourwea s w ih yours r ngt t a e whe onta t kne s t t e h. An e mpl f aJ p s ls ron:'fyou wa s d, xa e, or ee ae pe s ' l nt pee t J p i nott ca f you. keal a iss edome er he ee s he r or Ta ook t t pe t. l onl g s up t e ght fv m ie pe hour l you w a t t y oe o i y-i e l s r .f nt o bl by pe e on t hi a ,youl be m ier bl H o ow opl he ghw y ' l s a e. w e r i you w a a dur bl ca ,a ca t tt a my tus sw ih ve , f nt a e r r ha he r r t t s di r a s i s durng w a tm e,t n t s i w ha you ol e s nd upple i ri he hi s t w antt ow n. o ' ' A Tr f maton M echani ansor i sm: The Needl t ough t Bal e hr he l oon The St ene Youar an out de c ul t and an or zaton h hied yout e si ons t , an gani i as r o t tei manager a s fc pr em-ol ng met each h r s pecii obl s vi hodol at ogy whi you'e exper.Fom t sar,tou you c t lt t manch r t r he t t h gh, an el hat he ager have unr itc e t i s ealsi xpecatons. Th v h d a I abou yourmet ogy,and tey t nktat ey/e ear ot t hodol h hi h onc t I n i te h d wor i ov - t ror zaton pr e hey ear t h ar , k s er hei gani i al obI wi vanih wih tefor orf l up.Thatkid ofbel s l ems l s tou f t ol l own i pel ef s diaser Y wan t br t ofi fom t getgo. s t . ou t o eak hem t r he Fr yourbrefas you r om i c e, emoveand i l ea r bal on.You nfat ed l o alo pulouta bl mar . s l ack ker (oni e ) c t d no
  • SOLI PRO OF D ( nio d Co t e ) n Yous z or wegett de i o t spr em-ol ng ay: Bef e oo ep nt hi obl s vi met Iwantt kn whats ofyou ar goi t u e i f . hod, o ow ome e ng o s t or Don' be s Y lout t hy. el youran wer ' s s. O n managers ,z wantt us i t de op a s t tatl e ays I o e to vel ysem h /l curaiempl I ene s i mydeparment'O nt bal you t l oyee at s n t . ' he l oon, wrt zEmPI i z oyee L en s. e at es ' ' Feopl yel outoterpr ems:z tOverun ,'Sl y Code, e l h obl z cos r s' opp ' zhl Ne M aret 'Youwrt eachont bal i bol I t s. zx w o k s. ' i e he l n d eter oon z e ar s ofyou or zatonalpr ems'you s as z Thes e ome r gani i obl , ay yout ste bal on i o te ai.z h e i yoursari poi f os h l nt h r And er s o t tng nt or s ui s....'Bef e te bal on comesdown,you r olton or h l o each i o your nt c e and pr cea I g,si ern e. as odu on l eedl v Youc i e:z sneedl r es st pr em-ol ng met ontnu z Thi e epr ent he obl s vi hodolgy.Now,i' nota cur al.Onc you/e I ned i tatdoe t o ts e- l e v ear t h , sn' meanyourpr emswi was awaydownt dr n,n f s n obl l h l he ai o us , o mu s.Usn t smet ogy r iest gh and cr i f Ialo s ig hi hodol equr hou t eat y. t s vi r r perit e.Y c appl i onc ...' equies ssenc ou an yt e ' Asyous peak,yougenl pus t needl t oughonesi ofte ty h he e hr de h bal an outt ot .Amazi y,idoes tpop. l oon d he her ngl t n' ' ' . . . an not ng h d hi appens Youcanappl it ce ...' . y twi ' Agai you pu h t needl t ou t bal Agai n pop. n, s he e hr gh he l oon. n, o ' ' . . . an s lnot ng happens Yourpr d tl hi i . obl don's t ems t eem o ch ange.Buti' t seady,coni ou appl atonoft metod t ts he t tnu s i i c he h hat s hows r ul ' es t ' s. So s ng,yout st bal hi i te ai and al it deayi os he l oon gh n h r l to ow s en ont t poi ofte n e.I t ty i burt. c d o he nt h eedl nsanl, t ss Th manager I gh an clp.The Ive yourti M or i e s au d a yo rck. e mpor t ,t r i a dif entfame ofmi .A fame ofmi t pr ant hey'e n fer r nd r nd hat e. par tem f t har wor ah es h or he d k ead. (oni e ) c t d no
  • PZO PS ( nt v d) Co i e n Behi 'v sc nd le ene How ct iwor Th bclx hcsfvrs eton ich pic oftcns l t k? e lc x l c ecr e.n e es rl . xs p l tcx cf elo i(i r 1 1.h epic qe 'pq e qo cr tl li ct tFgue 2.)'es e es rnt lc d tp en l fx r one cn her I t l ecch i suc t c dier pcr ofte bcl on. lot .nsecd l s t k o l f ent lt h lc f l W hen m upl ge un ten ede i (iue h e l n Fg r 1 . , ougotr gh 2 2)y hou one pi e oftl . ec cm W hen you pus t h he ne e ou t oter edl t he h sde yougo tr ghc i hou l dier pic oftl . f ent e e cm f T bcl won' he loon l t br l be l e te eck ccus h ' tl cuomctccl cpe lt li ly l . - /' s l teh l be id ecs h oes hn I * ' t ne e. he edl W hen m ur /e v. r oajyf ( s conc or a o l ' ' . penetct n,scb t rli tl he o ne e t oughte r edl hr h e. Fi mci n u h l d l g n c me ni r gur 12. A s cr tpic ofcl e 1 e e ee ear ' t picesoftle. e cp ape. T o fnihte mechc. is h l nim,t ste bcl on s os h lo l up i te ci cnc Iti n h lr l le t des ono te n e.Chcn cr te ne e' poitwi come i cend t h eedl lces l h edl s n l e l n concc wi cn uncm c s tonofte bcl ccu i it burt tlt t l tl l eci h h loon lsng ro s l (oniv d c t e) n
  • SOLI P D 2OOF w k . .! e ! Fgur 12. Fl ge t e n dl i o te bal i e 2 un h ee e nt h l oon. ( nt v d) Co i e n Y Backr oom 'l f t N eedl t ough t l ps or he e hr he Baloon l * T pr e te bql on i l e i qppl t t o epqr h l c nfqt t y he qpe,qn defqt i. d le t Y mcy wcntt pcck i i c bcg ofpcry bcl ou l l o l t n l l ll loons s i s l o t eems t lyou/ grl hct ve cbbed c bcl ctrl l ll l cndom.Beccr ult oon lef hough not t Is tcckofyou gi ik bcl o o e rl r mm c ed loon. l * Iyourn e hcscneyel ctoneen you c l clcch ct n c . f eedl l l et l d cn l l lhi ol t or rbl t i whih cccsvi bil cnc c t ch ofcllst t ed i xm o t c lll si ly l l lou i cs o he m netctons. rli * I m u onl wcn t sik t n e t ou on t you onl f y lt o t he eedl hr gh ce hen c y ne cfi t picesoftl t te bcl on. ed l x wo e f cl o h lo x l * Y ccn clo m ror t s me ou l l s f m hi chqnim wi one pice oftle. s t h e cp Mer y scb t ne e it t tl cnc w i cw i wih t el tl he edl no he cl l l t l t tou x hdr goi c1te wcy t ou te bql ng l h l hr gh h l 1 oon. (oni e ) c t d nv
  • PRO P S ( nio d Co t e ) n + How man tmescanyousi t needl t ougha pi e oft yi tck he e hr ec ape? O n One pu h weak t i egrt oft t T pu es ce. s ens he nt i y he ape. wo sh andyou'lus al pop te bal l u l y h l oon. Th t does tmak t bal I pr .W hatidoesi e ape n' e he l eak oof oon t s dr ial sow te I The t al wst bal t gr amatc l l h eak. ape l he l o adu y o oon al def t overte coure ofhour l le y a h s s. + How can you s t t when you need t Up cl e,t t pot he ape o? os he ape i r atvel eas t s Fr a dit ce ofa coupl ofyar or s el i y y o ee. om san e ds mor i' i sbl e, ts nvii e. Iyour conc ned abou s tn t t tou r iete f /e er t pot g he ape, h gh, eal h i z wrt on te bal wi h p you Ic e i.W henyou prn over ing h l i oon l el l o at t it te t t iki yourmarerwi h a si t dier tIok. h ape,he n n k l ave l l f en o l gh y f # I' pos i e tatte bal wi br ,e i you hi t t ts sbl h h l oon l eak ven f l t he ape perect .I t happen r f l f hat y s, ememberyourtai ng:Keep goi . r ni ng Icor at wh happens i o yourpat :' c appl n por e at nt t You an er y tepr e s ligmeh doo on e ...P p/ . . d Io at h oblm-ovn to lgy c (o ) . an o k tat AIyourpr emsdispat i o t n ai.Bu tat onl one h l I obl s i e nt hi r t h ' y s way t I ati.Youalo ne t I atwh di te poppig. o ook t s ed o ook at d h n Th n e,ori ou cas t pr em-ol ng met ogy.You e eedl n r e, he obl s vi hodol mu tfrtun sand t metodol i i and out t ...' s is dert he h ogy nsde , hen W hen you pr en,don' admi mit s.T e yourmit e es t t t sake ak sak and mak iwor e t k.
  • D Y N A M I C LA RI Y C T 1can t each anybody how t getwha t want out oflf . o t hey ie. The pr em i t 1can' fnd anybod. who can t l me obl s hat t i y el w hatt want hey . M ar Twai k n e ng cl a a i e r boutwha you w a i one oft m os per uat nt s he t s sve qua ii t e i .l you know w ha you'e a t a i ltes her s f t r fer nd a e pa sona e a r s i t boutge tng i,yourba te i ha fw on. ti t tl s l O ne of t r s l s cc s f a t a s s i be us he ea ons ' u e s ul t r de how s ca e m w ha lm a t ri s c ea t m e i' a i t i a w e e pant d i t ' f e s o l r o , t s f he m ges r i e n s bur ng c or on a bil r a t ni ol s lboa d hous nd f ethi a e gh. lw a t c ea e c ow ds t t s l i o ot r boot .lw a nt o r t r ha pil nt he hs nt t e c owdse e t i d. w a m y cle t dom i t t s . hos r nt r ane l nt i nt o na e he how T ha ki of c a iy he ps m e m a t e t ngsha t nd l rt l ke hos hi ppen. r? -': / Icge i m. rft( tg trlte.l t r a cr wd in' a bi a t l trs n ' l :g ( el/ts f he e l o s t s g s he f ) gt c s lg r c ow d i m y he d,l or untli i . ft pe e s a ng bef e r n a w k i t s l he opl t ndi or m e a e t e e t i d, ls t wha l doi u i t y a e.l r n' nt r a ne wich t' m ng ntl he r f m y c i i n' dom i tng t s w,lt n u t ene gy untl he lent s t na i he ho ur p he r it c ow d i be ng f m y c i nt pr r s ggi or le ' oduc s m pl s s t a e. .
  • H ow D o You GE CLE . T AP? T ha ki ofc a iy hel m e t be a i l nt a pr s nce t t nd l rt ps o n nfue i l e e o ot s A l der her . ea . O n t ta s he r de-how foor l l d. l t l s r nge s whe e t l , ea el t a r r o s a how t s nd t i tm e,w ha t t nk a t nd, o pe he r i t o hi bout my c i ' lent s pr ct D oe t sm a m e a r nt N o,i m a sm e a r ls . odu . s hi ke r oga ? t ke ea it Eve yone wa s t be l d. Tha ' w hy or ni a i ha r nt o e t s ga z tons ve C EO s fl sha e die or ,a w or cr ws ha e f e en. t , im v r ct s nd k e v or m Tha ' s w hy gove nm ent e s .L f c n be c pl a da i W e r s xit e a om ex nd untng. ca tea be ex r i a 1t ng .l t a w e c n' ch pe t n 1 hi s ns e d, ounton l a st e der o a tf us c or . A tt t a s he r de how,no one pr l i s m e l de .la s m e t oc a m ea r s u he r e. Pe e ls e be us l not a r i t s ol opl it n ca e ' m f a d o how t t l k ha now w ha l t l ng abou ,a t twha l t l ng a t ' a ki m t nd ha t ' a ki bouti i t i m s n he r bes i e e t l l.le t nt r s . ye l duca e lchal t. lenge. Eve yone w a s t f l s e r nt o olow om one who c n i pi e t m a ns r he w ih a pi u e of w ha c d be Ev yone w a s t be 1 by t ct r t oul . er nt o ed s e om one w ho ca s n how t m ho t get t r w ihout d ng he w o he e t yi a ong t w a l he y. l your ca e r you m us be e a l a r W ha you w a n re, t com e de . t nt m us be e s c e rt t lke am ys i you ha no t oubl s et com o l a ha , i tc, ve r e e i i . ha you w a m us bec e s c ea t t lk a poe , ng t W t nt t om o l r ha , i e t you ha no t ou e de c i ng i .l w ha you s e ie you,i w il ve r bl s rbi t f t ee xc t s t l e ie ot r .You w ilbec e per ua i e beca e ofyou vii xc t he s l om s sv us r s on a e r y. nd ne g H O W D O YO U G ET C LEAR? O ne w a i t w rt a y s o ie boutw ha you w a i de a l l t book t nt n t i. n he D rt f o Acfg a hor a a i t che M it Ka s a t ls e ms gt t , ut g o nd ctng ea r lon t el s e l hi s u nt : s t de s l'har t f s fcs butyou mus Defne e yt ngrno mat ts d o ace pecii r t. i ver hi t how s l i s m s W rt d n ever det l...l you'e an er mal t ee . ie ow y ai f r act and.want a 7V s res what t ? ...Don' get i o t s or ei r ype t nt hi vague i a dea boutwantng t bea s i o ucces ulact ras sf or ucces f busi sul -
  • DYNAIIC CL TY VI ARI nes per on,a s s s ucces f a chiect Thatdoes tcuti.l' lke s sul r t . n' t ts i ayi ' j twantacar You know,a c ,any ki . N o,m a i clar ng,' us 1 . ar nd.' ' ke t e . W ha make? W ha year W ha model W ha col ? Know what t t ? t ? t or you want M a i r . . ke t eal D et ishe p you s e.G e tng s c fc a t aconce pus s al l e t i pe ii bou pt he you t ex i nce t tconc .You m us t k w ha i i you w a o pere ha ept t ae t ts nt out oft w ord oft a t a t a r he l he bs r c nd enderi i s ee a gl s , t n t l nd a s fe h a bone.As Ka s l s s ys ' a i r a . O nl t n ca l s nd t e a a , ' ke t e l' M ' y he n you actupon i. t A not w a t ge cl a i t c i rwha you w a f om a her y o t e r s o onsde t nt r new per spectve. i l t d of ba i w ha you w a on your cu r nt st ton ns ea s ng t nt r e iua i a a s m ptons dic nd s u i , s overwha you mi ral wa i your t ght e l y nt f lf wer bet e .As your e f W ha wou d lw a i l had no ie e tr k s l: t l nt f cons r i s W ha w oul lw a t do i lc d do i f f e t a nt ? t d nt o f oul t or r e? W he e' m y pa son? rs si T hes que tons m i s e si ght ound f i ou .Af e a 1 you pr rvol s t r 1, obab1 ha af m iy a m or ga ,ca pa e s a ot rr a - l y ve a l , t ge r ym nt , nd he e lword rs e ponsbiii s Bu i you don' ft your pa son i o you lf , i lte . t f ti s i nt r ie you' r gr ti . l e e t l You m us f l you pa son,be u e you ha no c c A t olow r si ca s ve hoi e. lf wihou pa son i a lvi dea h.M a peopl w a k a ound ie t t s i s i ng t ny e l r dea The don'know wha t /r doi The r sc a ded. y t t he e ng. y'e ik nd pr s d.You ge de e s w hen you a 1yourefor s c e f om es e t pr s ed 1 f t om r dut a r fe D on' m a t t m it ke D on' t nk s v va y nd e l x. t ke ha s a . t hi ur i l w he you coul be t nki a n d hi ng bout c e tng a k ngdom f your rai i or s fa yourf m i el nd a l y. l you s y you don' k f a t now wha you w a , 'e l ng. r t nt your yi You'e l ng oryou' m a ng t ngs ha d f your el.G e tng cl a on yi r e ki hi r or s f ti er wha youwa i e sert n you t nk.tj tmea a ki your t nt s a i ha hi l us ns s ng s fque tonsa el s i boutc rbutonsyou' lke t m a ,phenom ena ont i i d i o ke you' lke t expe i nc pe e you' lke t m e t a t a t di o re e, opl d i o e , nd hen c i upon yourans er ng w s. Som e que tonst hel you ge cl a : si o p t er
  • H ow D o You GE CLE T AR? W ha pr j ct do youwa t t keon?Do youwa t wrt t oe s nt o a nt o ie book ? Buid s e ls s ns on brdge ? Cur a lf m i i s l t e u pe i i s t i a ne n Afi a Thi a rc ? nk bout your pot nta pr j ct i de al e il o e s n t i. M a e t m lve. a wih t i a s u i you f e t m . k he i St y t he m ge ntl e l he W ho do you w a t w or wih? Br i ? G o- t r ? Pe e nt o k t a ns gete s opl w ho do w ha t r s t hey'e uppos t do w ihoutbe ng a k ed o t i s ed t i e? wc W her do you w a t w or l i' i a ne ofi e,de crbe e nt o k? f t n s w fc s i t tofi e t your e fi de a l Se t c r y de k.S el ha fc o s l n t i. e he he r s m l t gr en, l t rba d c i.Look ou your wi w he e ea he - cke ha r t ndo ove l ng wher ? M a t a London?You ba ya d? rooki e nha t n? r ck r W her v ryou w a t be, yourofi e t r ee nt o put fc he e. O nc youke de y t e epl hought a bout wha you w a i bus t nt n i nes ,t nk a s hi boutt ot pa t ofyourlf W ha do you w a he her r s ie. t nt f you f m iy lf ? F na i llf W ha woul you lke t s e? or r a l ie i nc a ie? t d i o e W ha woul you lk t e renc H ow do you s e your e f t d i e o xpe i e? e sl c r butng t t word? onti i o he l D on' l a t s a g ls t ng.l not a k ng you t s t t ook t hi s oa eti ' m si o e goa s m a dea i ,wrt tm elne . r ' no f m a iy he e. l , ke dlnes ie i i s The es or lt r l a ki you t dr m a ' s ng m o ea boutwha you l e a a epr pa ed t ov nd r e r t do.l nott li you t be ba a d i you w ihi l a o ' m e lng o l nce n r s ng. f nyt ng,l ur ng you t f l hea ong i o yourobs s i . hi ' gi m o a l dl nt e s ons D oi wha e t you wil m a you per ua i qui ke ng t xcies l ke s sve c r t n a ot m e hod you' e r r a a ha ny her t l ve e d bout l you k w w ha l .f no t you w a a why you w a i,pe e wilbe dr w n t you. nt nd nt t opl l a o Any t c i syou' ne d t i l nce t a tc l e o nfue l hem youl pi k u w ihoute f t 'l c p t for . You' pi t l ck hem up a us t m be u e t r s l ofusng t m l nd e he ca s he e u t i he w ilbe s gr a . l o et A 1 t s t l ofs r t c a iy r i m e ofa sor fom my 1 hi a k piied l rt em nds t yr c a horM ak' book Acfe t/(e g .l i,M a k wrt sa o-ut rs ck at lgfs n t r ie bouta g busne s a who w a t y ng t w i pa r ie f hi e ie dei sm n s r i o n y as s or s ntr pa t e . pr e ?H e ha t pic t ahi power d boa d r m nt The obl m d o t h o ghe r of die or t t i l r ct s ha nc uded F de a Re e v Boa d Cha r a Al n e rl s re r im n a G r ens n. you ca i a ne, he t e pa As n m gi t houghtofpr s i be or e entng f e
  • DYNAM I CL TY C ARI one oft m os po e f lm e i t word ha t s busne s a he t w r u n n he l d hi i sm n s k ng i hi wi tps Buthe w a a s t il b t c le ha i n s ng i . s lo hrled y he ha l nge. To pr r f t m e tng,he bought a t bl t a a pe i, epa e or he e i a e nd nc l a f t ee wee he pr c i e pichi i i e y ni ,a nd or hr ks a tc d t ng n t ver ght 1 m os a i he wer wrtng as e f a pl y. t sf e ii c ne or a H ed wr t a ' i e boutt r he oom t pic w oul t ke pl c i t he t h d a a e n, he a gume shed us a t obj c i hed f c l hi wrtng, r nt ' e, nd he e tons ' a e. n s ii t s bu i s m a puled no punc s H e ha Gr ns n fr t hi s ne s n l he . d ee pa ie he t oughes ob e i he coul t nk of a he pr c ie hi a t j ctons d hi , nd a tc d s ns s By t tm e t m e tng r l a ou he f ta i he ha wer . he i he e i oled r nd, el s f d a r dy lv i doz of tm es a he ha c i nc e f lea i ed t ens i , nd d ontnge i s or a hi t tc d ha nyt ng ha oul ppen. T he ups ,ofc r e,i t tt busne s a won r iesf hot ou s s ha he i s m n a s or e r ve yone i hi depa t e .The r s n s r m nt ea on? H e w a cl r a t s ea bou w ha he w a e a how t ge i . H i fr a hi pr ctc l t nt d nd o t t s i e nd s a i a pr r ton m a hi pe s sve. epa a i de m r ua i To pe s de peopl who don' w a t be pe s ded, you r ua e t nt o r ua m us know wha r s t you w a w ih s a k c a iy.You m us t t e ul nt t t r l rt t know wha beie your goi at i a gi n st ton,a t rcsl y 'e ng fer n ny ve iuai nd i you ca e r a aw hol n r re s e. Y Ba kr c oom 'l I Geti Cl lp or tng ear + W he la k pe e t t lm e wha t y w a ,t y of e t l n s opl o el t he nt he t n el mea boutwha t ywa a wb t y wa i. n mos c s , t he nt nd y he nt t l t a es t w hy i unne s a y. he s ce s r W he i c e t t t ngs you'e pa s ona e a n t om s o he hi r s i t bout , knowi why (ft t posi e in' goi t do you a ng i ha' sbl) s t ng o s ny good. l youke aw a dr m e of wrtng a no l you w rt f l ys ea d ii ve , ie yourno .Pe i You getc r t a vel rod. onc e e boutt t ofnove he ype l you wa t w rt is c r ct r ,is pl .You ge de a l nt o ie, t ha a e s t ot t t ied a bout t tm e of da you'e g ng t w rt i,a wher he i s y r oi o ie t nd e. You ge c e r a t l a boutw ho you'e goi t s i i t w hen r ng o ubm t t o you'e done,a how you' goi t i e s is c nc of r nd r e ng o ncr a e t ha es bei a ce e You wrt i .l i s i , r w rt i . ng c pt d. ie t f t tnks you e ie t
  • H ow D o You GEr CLE . ' AP? Lf i a e s bouta ton. ha ' i yourhea doe n' hel a ci W t n s d s t p nyone,u e syou t ke t tt nl s a ha hought m a i physca ,a s w , ke t i l nd ho i t t w ord. t o he l l a 1your lf you w a e t w rt a novel wha good f 1 ie nt d o ie , t w ou d i do t dic rt tyou w a e t wr t i i or rt l t o s ove ha nt d o ie t n de o be popul r or a a w a of geti ba k a t t buly who a, s y tng c t ha l knock you dow n i fr tgr de l t tkno l ed n is a ? s ha w edge goi t ng o c nge your pr e W i1 i a t r t ls of publs r you' ha os ? 1 t le he it i he s l l s t fni he m a c i t end he i s d nus r pt o? Peopl s nd f rt m u tm e on whys a a m ea of e pe a oo ch i ,s ns put i of a ton. y be i ve t ta l a t y'e t nktng f c i The le ha s ong s he r hi i a ng bout whys t y'e doi pr , he r ng oduc i w or l f c , tve k. n a t t /r s rd a t ywon' a ti.Ort y'es rd a he e cae nd he t dmi t he r cae nd t y t nk t t di ng u m otva i w il s ehow m a he hi ha ggi p i tons l om ke e r hi a rght Don' f l f t e t a .G e c ea a t ve yt ng l i . t a l or hos r ps t l r bou w ha you w a a do i w ihout de a You bec e ha t nt nd t t l y. om ppy a pe s sve whe you' m ovi f wa d. nd r ua i n r e ng or r A Tr f maton M echani ansor i sm: The I movabl Fi m e nger The St ene Youar a sxt gr hit y t e i h- ade sor eacher and yourcl si be ng you , as s ggi nott as gntem week h o si h end omewor abou t Amercan Revol k t he i uton.Ofc s you kn tatte as gnmenti eseni t f t i oure, ow h h si s s talo urher tei undert ng,s youdecde t h s f wih t h r sandi o i o ave ome un t hem. 'I ln gie youhome ki you c pas my s alf 'wil ot v wor f an s peci our que tonqui Buti an ofyoumis ev one quesi t whol si z. f y ses en t he on, e cl sf l.Doyouwan t t e te qui ' as ai s t o ak h zk Th chi r I aton anoterwihconcer bu tey t l e l en ook d e h t n, t h elyou t go ahead wih i.Aferal t y h not ng t Is The begi o t t t l he ave hi o o e. y , n openi not ng ebook an t ig outpens s d akn . (oni e ) c t d no
  • DYNAM I CL J C AP TY ( nt v d) Co i e n 'No,'you sl.' sin't l ki ofqui.Isnotwrlen.And, ' ' c Thi s t hct nd y z f i t cct ly i' notorlei er You s e ionyou hcncs'T chi en l ucl ts l cl t . h cor t r l l. he l dr I mor c er t l beor ook e onc ned hcn f e ' wcn ecchofm ut pl m urrgh hcnd f lont des Now ' lt l I o qce i t l lt he k. c c rm u midl f g ri s irssu d r ou pcm'(iue 1 1. ul r d e i e n o tet n e y r l 'Fg r 3.) n l Onc tey hcv tei h ldsm st n pr r y cont ue: eh le h r cn ii ed om l ou i o y n 'Frtqu ton:T Boson T Pqry t pl i Amercq.I 'is esi he t eq l cok qce n i f yout nkt lsct hi hct tl ementi tue Ity rghtt s r i our i humb.Bu Ee ccr ul I f t ) lef l f you Itcn ofyou ot fngeri whi m u Ity t i ly f r her i tps l e i our humb you/ f ve flld.AI rght gie me yourcns s' ci e Ii v l wer.' (oniv d c t e) n Fgur 1 . Cu lmi e fngerun i e 3 1 r ddl i der h d. an
  • H OW D O YOU GE CLE T AR? ( nio d Co t e ) n AIte chi en pr y Ittei t Ih l dr oudl i h r humbsan i of t deskand f nch f he ar c ef n t mo t roterfnger Youc at at tem on e ar ul oto ve hei h i s. ongr ul e h tei s ol rhi The BosonT F f di t e pl i Amerc h r ch a s p. t ea ary d ak ace n ia, and 100 per toft cas gott ans rgh.Y as tem t cen he l s he wer i t ou k h o putt rt hei humbsdown. ' cond qu ton.F lRever ci ' Brts ar comi The ' Se esi au e red, The iih e ngl Brts ar comi 'Itatsat iih e ngl f h t ementi tue,r s yourpi y. Agai, s r aie nk ' n aIt chi encompl The r s tei pi esand pl e t back Ihe l dr y. y aie h r nki ac hem ont t e. he abl ' r qu ton.Th Conient Con es washel i Fhi ' d esi Thi e tn al gr s dn l adel phi Itatsat a. f h t ementi tue,r s youri fn 'The chi en s r aie ndex igen' l dr c ' bel e tei good f tne.Sucheas qu tons E y chi ant i h r ev oru y esi l ver l d r s an i aies ndex fnger and I si t t t e. i , ower t o he abl ' sf t quesi i f te mon Iyougetirgh,no h ' ourh Thi ton s or h ey.f ti t omewor The qu t Geor W as n onwaste frtpr i tofte k. esi on: ge higt h is esden h Uni St es.Iyout nkt sat t at f hi hat t ementi tu r s yourrn fngen' ed s re, aie ig i ' Th chi r t nkt sfnal si i a sam dunk butwail e l en hi hi i que ton s l d , t: Th can'move t rfn s.Each chi ti t Ithi orherrng fney t hei iger l res o i s d f i i ger bu t y aIfnd i i sbl wih Itng t rot fnger I' , t he I i t mpos i e touti i hei her i s. t f s as itei rng fn sar I ed i pl e. f h r i iger e ock n ac Th kn tey/e been h bu t experen ofbei u e ey ow h v ad, t he i ce ng nabl t Ittei fngeri a mi ower Th sr ggl t Iti smul o i h ri f s ndbl . ey tu e o i t i t f , aneou l gr tn and I ghig. sy unig au n Ofc s tey now h t do t rhomewor Bu r h t oure, h ave o hei k. t ater han f i s eel cammed b yourme anim,tey felasi tey' gai a ng y ch s h e f h ve ned neatti t y c pulontei fi dsf t r toft rIe.The rck he an l h r ren or he es hei i f y c et tei homewor gl y. ompl e h r k adl Behl t Stene nd he Th e i no ti Bec e ofbi er s rck. aus omech cs human fnd i i sbl ani , s i t mpos i e t mov t rrng fn swhen tei mi e fnger ar cured i I o e hei i iger h r ddl i s e l n.s (oni e ) c t d no
  • DYNAIIC CL TY VI ARI ( nio d Co t e ) n ter an e ui y advant t t s?Iyou k ofone,e- l h e voltonar age o hi f now mai me abou i. tt Backr oom 'l I t I ova e Fi lp or he mm bl nger + Thi and s s ome ofte otermechanims ar chal h h s e l enges.You/e r ch l gig s at st do s hig i or t wi a rwar al n pect or o en omet n n der o n e d. Youne t be c i abou h you peror s a mech ed o autous t ow f m uch anim .Y don' wantt do i wih an ai ofs i i That s ou t o t t r uperorf y. woul backie.Isead,peror iwi a t n e i you eye. d fr n t f m t t wikl n r h T war t end,youwan t makes eyourau en knows o d hat to ur di ce how t do t mechanim t el s when you'e t ough.You o he s hems ve r hr gie it t asa git ass hi tatt canal ayspulout v t o hem f, omet ng h hey w l t ch o ange te moment wh evert f inec s y. h , en hey eel t es ar
  • BE D I I C T ST N he lt d acolea e lha wrt e t sbook,he n ol l gu d it n hi a ke i i w a ha d t de de w hi pe s s on s d f t s r o ci ch r ua i t chni st i l e que o nc ude.lt d hi i wa n' ha d a ol m t s t r t a l W hen l c l. onduc busne s l us onl a f w t i s, e y e sm pl t c q ;t e a e t onesli l d. i e e hni ues hos r he nc ude T he t hni s lus a e t onl ones lne d. y ge m e ec que e r he y e The t j , obs wow my cr owds m a m es ve fgur sayea . ca eof , ke e ni e r Be us t m ,l l di a lf ll he ' ea ng ie ove.H ow m a m or t hni s do m ny e ec que lnee d? A ny one of m y t chni es cou d m a a huge dif r e i e qu l ke fe enc n yourlf lm e i t s r de ,be u e l conc ne ie. nton hi , ea r ca s ' m er d. l c e ne you m i s a t r di a ' onc r d m ght t r ea ng boutt nex s r t he t t a e t nk Jara? 7 f tt o ,a s i t cha er Tha woul gy, hi le y t z /g ne nd k p he pt . t go q g t d be a m it ke. sa You m a a r d know t f l ng s r t gy butyou m a y lea y he olowi t a e , y notbe usng i f l Thi ne one ha done a 1 f m e.l ha , n i t uly. s xt s ot or t si f c ,m a m e ditnc i a c ow de fe d.The s r t i ca l a t de si t n r d il t a egy s led posii ng. toni
  • B DI N CT E STI W H AT I PO SI O N I G ? S TI N l' am a k i t m c ned byA1Ri sa a k Tr ti t e ry t s r etng er oi e ndl c ou n he a l 1 97Os a i r f r t t pu i ' pe c i ofa pr , nd t e e s o he blcs r epton oduc or s r t evi e.An exa pl M os peopl pe c i Vol a ' he s f ca ' c m e: t e r e ve vo s ' a e n' t T ha i ,w he c um e s w a a a o t tl ke p t m s f i ts n ons r nt n ut ha ' e he a e n l die st tons Vol popsi o t t rm i . r iua i , vo nt o hei nds l m a ke i t r s Vol oz st s f y poston.l you ha n r tng e m , vo fg he a et ' ii f d a ca c pa y a you w a e t c pet i t m a ke pl ce r om n nd nt d o om e n he r t a , t i you ca a 'he s f ca 'woul be s i i bec us your outng r r s ' a e r' t d u c de, a e c a m woul go aga ns t i a your a e e a r dy ha i li d i t he m ge udi nc lea sn t r m i And peopl don' cha hei nd. e t nge t i m i ea i You' he r nds s l y. d ha t pi k a hera t i e t pu h,a us t t a you pr ve o c not t rbut o s nd e ha s r oductsposton. W ha ot rpostons a e t e? H er a e a f w : ' ii t he ii r her e r e BM W i pos tone a ' he uli a e drvi m a hi / s ii d s ' t tm t i ng c ne ' ' w hi m ea t ca r ns lke cl kwor a gi you ch ns he r u i oc k nd ves a s 00t rde. m h i D odge tuck a e' a t r s r ' m ough/ w hi m ea t y ca t ket r ' ch ' ns he n a he ki of a e pi up t uc a e s ppos t t ke. nd bus ck r ks r u ed o a J epsa e t orgi lSU VS whi h mea t y s t sa e r he i na , c ns he et he t nda d f a 1t S VSt tf l d. r or 1 he U ha olowe Ea h ca ' poston i t pu i ' m i i de i d a ditnc . c r s ii n he blcs nd s fne nd s i t W he t c pa i st tm a e t s ve clspr ot t m , he n he om n e ha k he e hi e om e he t y do s by pl yi up f t r t tf l wihi t rca s a ti e o a ng ea u es ha al t n hei r ' trbut . W H Y PI K A PO SI O N ? C TI C om pa e a ni s dopt postons be u e ha ng a f us pos ton ii ca s vi oc ed ii gi s t m a beter cha of bei notc a r m e ber d. ve he t nce ng i ed nd e m e W he a com pa pos tons is pr n ny ii t oduc s i r c ni es t t i a t , t e og z ha n c ow de m e a- i word lk our ,t i pr r d, di drven l i e s he r oduc sca tbe a 1 t n' 1 t ng t a 1peopl hi s o 1 e. Sur Vol c d e nd isi a a c a m ot ra ti e e, vo oul xpa t m ge nd l i he t rbut s a iss r poi s l c d de i a s z ne body f one of s t t ong nt . t oul s gn na zy w or
  • w n Y Pl t. Posl ox? cl / t rl 1 61 isca s a m a ke i a a r ds e . w ha woul ha n? Tha t r , nd r t t s oa t r But t d ppe t i a woul conf e t publc The d s e a ca whos i a m ge d us he i . y' e r e m ge s ugge t s e c i f om a c pa w hos i a s gge t s s pe d, om ng r om ny e m ge u s s s f t Thos i a s don' m a c The r ds e woul f i bea e y. e m ge t t h. oa t r d al ca e i woul c us peopl a t com pa s ove a ls f t us t d onf e e, nd he ny' r l ae y i a wou d s f .l t d ofm uddyi t w a e s Vol s a m ge l ufer ns ea ng he t r , vo t ys w ih s f y a s i sw ih bei a bi fs i a s a lpond. t a et nd tck t ng g ih n m l Postoni a pr ii ng oduc s s t t a c pa y i r als i ls t how ha om n s e i tc. t nott yi t r e t word. t ha r ng o ul he l ls ppy t c a m api c ofi . o li ee t Postoni in'j s f c ii ng s t u t or ompa es l vi l us i, oo. ni . ndi duas e t t W he M a k t l t cle s a n r a ks o i nt boutpostoni f i v dua s ii ng or ndi i l, m y co- ut t l t s or a a hor els he t y bout ho he e d up r vi w i w nde e e ng s t booksf T'et e Jo/' e. pors or / iw 'rtf s ? v H e me a'v e e t ,s nthi awrtng s mpl a wa i t f s dior e m ii a e, nd s nvied t r vi w a book. t o e e ' ha ki ofbooksdo you r vi w ?' he e t a ke ' t nd W e e 't dior s d. ' ny ki 's i M a k.' wor i t book fel f ade' A nd/ a d r 'ke ked n he ' l i d or ca a lca w rt a t a book you s m e. de, nd n ie bou ny end ' T he e t t n ga M a k a s r dior he ve r t ong l s on i t pow e of e s n he r pos toni f i vi l .H e s i ' ha a ca d fl wih t ii ng or ndi dua s a d: ' ve l r ie t he na esofpeopl w ho w rt r vi w sf m e.lha e a ca d he e f m e ie e e or v r r or you. flpu t phr s ' viw s a ki ofbook' yourc r l l t he a e Re e ny nd on a d, wilne erc l you.lwilne re tf ta l v al l ve ven /g/ boutyou.W hy? Beg ca e publs r don' publs books t tft i a ca e y ca l us ihe s t ih ha i n t gor led ' n L nd '' A y ' M a k q ckl cha d hi a oa h: W hi h ca e y do you r ui y nge s ppr c ' c t gor ha et /fet e iwe sf ?' v he zs rve r or' q T he e t s a t d tc i of als :' t . .' dior t r e i k ng f it ' Spor s . ' ' op rghtt r !'s i M a k.' r v e s t book . ' St i he e ' a d r l e i w por s s' Fr t tpostoni M a k goti o T'et e Jo/'v e a a om ha ii ng, r nt / iw 'rtf s s ? s tpors book r vi w e . e e r Fi ng t pr ndi he oper s f your e f nee t be ha de t n pot or sl dn' r r ha t t ls a t d usng postoni be or lha e ha . t r e i ii ng f e d ven he r oft ad he s r t gy. l t ta e houg of i a a m e ns of m a i m ys l di tnc ht t s a k ng e f si t w ihi a c ow de fe d t fe d ofm a c. t n r d i l - he i l gi
  • 1 62 B Dl rl c' E s- x r T hr h t m i t l t 1 s l a a t ena c u s - hi m aoug he d o a e 97O , w s e ge r i e s p gi i n.W he lw a n' i s hool lw a a r s p,e e t i ng ca n stn c , s boa d hi nt r a ni gu t .l t te r e ,lt i d. y da lk w wha w a ess n ha nvionm nt hrve Ever y ne t s r uie ofm e: ha t w ea t s m e t ofc ot s a peror eq r d l do r he a ype l he nd f m t s m e t oft i ks be or t s m e t ofa di nc he a ype rc , f e he a ype u e e. Eve ua l t gh,lgr w tr d of t dici i s ll f t nt ly, hou e ie he s plne, o e t o pur ue w ha l t s t hought of a a br der m a c ca e .l poi of s oa gi r er n nt f c ,ll tt pur ue a f zy ilde i d ca e r a t ef o s uz , l- fne r e . lkne lw a a m a ci n,bu t t ofm a c ldi a t w s gi a t he ype gi d nd he ve sw he e lperor e cha nue r f m d nged fom ni t ni . r ght o ght M y s s be m e a hodgepodge ofs yl s Som e ni s l how ca t e. ght , ' d peror gr nd il i ,lk The F oa i La O t ni s l f m a lusons i e l tng dy. her ght , peror ed s al rt i ks usng a m a c, f m m le rc , i ni Robi W ila s ns r n li m -i pied c e a oa h. ilot rni s lfle m y s om dy ppr c Stl he ght , il d how w ih br a t ut l physca s unt ,lke br ki r ks on m y hea wih a se i lt s i ea ng oc d t l dgeha m e . m r M y pe f m a r or nce v enue as ha no r e or r s O n s lo d hym ea on. M onda l m i gi a s y ght ve how a a c m uniy f r ier O n t om t und- a s . Tue da a ba .O n W e s y, r dnes y,a s i y pa t O n Thur da ,a da oc et r y. s y s rp cl t i ub. lw a m a ng a g s ki ood lvi bu ldi tknow whe e t f s i ng, t dn' r o ocu . A t one poi , l a ual ga up m a c a a pr e s on.M y nt ct l y ve gi s of s i w ie a lha ou fr tc l a lt f nd d r is hid, nd houghti a good i t ge t dea o t s to sa ei u boutlf lope a com i book s ie. ned chop.lha ne rr d a d ve ea c i book i m y lf s i hi i t tw a n' t be ti .l om c n ie, o n ndsght ha s t he s dea c os d t s l e he hop i a ye r l fgu ed i lwasgoi t s e d i n a. i r f ng o ucc e n s uppor i m y f m iy m a c w a m y bes c nc ofdoi i . tng a l , gi s t ha e ng t W he la i s a t peror i m a c f l tm e lgr via ed n ga n t red f m ng gi u l i , a t t t ad ta s ow r r de- how gi s Cor a i woul hie m a c a , g. por tons d r gi i ns cowns j er,da r,r l , uggl s nce s unwa model,a t l ng r st y s nd aki obot o s a i fontoft i boot a dr w a t nton. t nd n r he r hs nd a te i lha done ta s d r de-how j be or ,butlhad ne rf us obs f e ve oc ed e l i l on t m .N ow,t xc usve y he hough,t r tng t m s em e lke a ge i he e d i c ommon s e. y r a oni Co l r t g lg eroepo er/g Jrens M e s ng: rl t f sJp lr lg.'. tt tl o go t y gg g . ie f/ f t lt bton( l mf p /. acrotfgbr reJcg lsz? z reo e n g ur t tg I ol rt is l t i 'o ug j t z gs j l g o e , g c areroepo ytt Jcgcayeo (l mf pg. b y lr lger/g t b r jrg ur t t? g g g z / ' . .
  • w n Y Pl t. Posl ox? cl / t rl 1 63 l a not a de t nker bu i m a y i t nc s m y s lo m ep hi , t n n ns a e ha l w t nk ng be ism e. hi i neft Ta g i t c por t m a ke gotm e wonde i a r etng he or a e r t rng boutm y pos toni To a t a t m or c pa es l k w l ha t ii ng. tr c e om ni , ne ' ve o d c nge m y l a m y a t ha ook nd c. Forone t ng,ls a t d dr s i s r N o m or c a s t . hi t r e e s ng ha p. e he p uis N o m or f ke-ea he s s The peopl l w a r bbi e bow s e a l t r hoe . e s u ng l w ih l ed lk a m ilon dola s l t y l t ook i e li l r . f he ooke lke a m ilon,l d i li ha t l lke t o m ilon. d o ook i w li Fora he ,lt e a y my ga ih m a c pr . not r hr w wa rs gi ops The pr , ops s h a l cque e m a c boxes wih dr gons s enc l d on t m , uc s a r d gi t a t ie he w er sgna i t t a enc t t t r w a not ng u que e i lng o he udi e ha he e s hi ni a boutwha lw a doi The pr wer ob ousy s or bought t s ng. ops e vi l t e, w hi h m ea t t ot r m a c a wer peror i w ih t m , c nt ha he gi i ns e f m ng t he a per ps e n t a di nce m e ber t m s ve coul pe nd, ha , ve he u e m s he el s d r f mt or hem i t y ha i er s e f he d nt e t nough t fnd am a c s o i gi hop. A l cqu r d box, a m a c w a a t ha- al t e t ngs a ee gi nd, op t l hos hi woul brnd me a r o -he mil a s altmer a j ser W ho d a s un- ft - l, m l-i , e t . w oul s op t hea wha l d t s y i l e no m o e t n ac ow n? d t o r t ha o a f wer r ha l M y a t as be a ed e . W he e s m os pe f me s we e c lo c me gi r ra t ror r r a r i ofofendi g, us d a i yourf c a oa h a ac e- l fa d f n l e n n- -a e ppr c s om on. t ha ne f D a wi a r a on . fldi ' de a t tpe e sop, ppe d or r nin e s s l dnt m nd ha opl t t y' w ak rght b i o a c pe ior bo h- one wih fa hi he d l i y nt om tt ' ot s t ls ng lg s wome i bii s a c e rt s e peo ewho ha j s r iht, n n kni, nd elb iy pok s pl d u t et ne fom as c lunc ort o n fv S perBowlt hdowns ur d r pa e a h hr w i e u ouc . M y r ss t n,be mechalnges ' i,oi ushe e i t eque t , he ca le : S rj n r n he 100t a s e i we ca i pr ve your lf t sve y a t r 7 h nd e f nm o ie hi r fe noon.l f you don' s op,you w ilbe s r l t r L f t ns on dec sons a tt l ory a e . e ur ii s sm pl a t sone. i e s hi ' T hi ne a oa wor d.At t t a s s w ppr ch ke he r de hows cr w ds of , o 1 200,400, en 8OO pe ew e e f m i a ound m e t ls en 00, ev opl r or ng r o it t my piche W ha ' m or ,t s peopl wer hea ng i o t o t s. t s e he e e e di nt he 100t w hen la k d t m t s my c i coul c l tt i con7 h s e he o, o lent d olec he r t c i or a i a t nf m ton. W ha l w a doi be n t s e f r r ove fom m a c. t s ng ga o e m a em d r gi Tr lw a s ilu i ti ks bu t c i a of t t i be m e ue, s tl s ng r c , t he lm x he rcks ca
  • 1 64 B Dl rl c' E s- x r s onda y l w a t i s be nd t ti ks wha t t i ks ec r . t s he dea hi he r c t he rc s ood f - t ts em e t be geti a hol ng pe es a t t or ha e d o tng nd di opl ' tenton.ls i oon w a m a i a cons ous e f t a t ni my t i ks s k ng ci f or t ur ng rc i o Tr ns or a i M e ha s s a w a ofa t rng t m om e nt a f m ton c ni m , s ys le i he nt m et phorca l f t peopl w ho s opped. a i ly or he e t M y cle sl i nt ooke a m e a l s am a c a a m or a ent r d t ses gi i n nd e n et i ng c pa s a ni om ny poke m a F om a bus ne s s a s n. r i s t ndpoi , t t nt ha c nges ied me. os m a ca m a onl $30 ha ut M t gi ins de y 0-$1000 ada , y a t a s w s bec us t y wer l t r de ho , a e he e ooked u pon a s et ng ni s om hi ce t ha i a100t butby no m ea e s nt a t t s cc soft o ve n 7 h ns s e i l o he u es he s w . wa e s t nt al m or ho l nt d ubs a i ly e. To ply up t ent r a ni s a he e t i ng poke m a a e ls a t l be s n ngl , t r ed a l i m ys l a 'nf a ne ' ng e f n ' ot i n' i W he lviied pr pec s a t y a ke i lw a a m a ci n, n st os t nd he s d f s gi a l s y:' o.ldon' lke m a c a .The f m e,a who lke ' a ' d N ti gi i ns y ool nd i s t be f e N o,wha l do in' or na y m a c.l' ' ot i o ool d? t s t di r gi t i a ns nf m ent' t keyourpr .l a oduc a c bi i w ih m y u que f m of t nd om ne t t ni or per ua i s son- pa thypnos sde onsr ton,pa tm i c r pr r i m tai r nd- ont ol es a i pa tpic Fi tm e a da lwilha your 100t i ent ton, r t h. ve i s y, l ve 7 h nunda ed wih pr pe s W ih m e pic ng, t onl pr e t t os ct . t t hi he y obl m you' ha a t t a s l ve t he r de how i fndi e l s i ng nough s a ft ha et t f o ndl he c us ofpe e who' be m a i t i w a i o yourboot ' r h opl l l k ng he r y nt h. ' W ih my ne postoni lwa a e t c r a r c i af t w ii ng, s bl o ha ge nd e e ve ee 20 tm e g ea e t n m y c i s r t r ha ompett s. ior 'And m y cle sdi ts e m e i nt dn' e a a e pe e. t m ,l a a a s . y s r c swe e r c de i s n x ns To he w s n s et M e vi e r e or d n a dif r ntpa toft l dg .lwa n' a m a i i n who g pa d fom fe e r he e er st gc a ot i r t m on y r s r d f t c r t i gu ;lw a t m a twho he e e e ve or he a d-rck ys s he gne pul i pr pe t .l e s nc , lwa t he d of t c pa s l n os c s n s e e ed s he a he om ny' t a - ho s lst m - a t t how lw a c pe a e r de s w ae ea nd ha ' s s om ns t d. T hes da ls ilr e t mys l a a i ot i r but l r e ys tl ef r o e f s n nf a ne , ' eve fne my i ntt e n f t . i d de iy ve ur her To m y cle s t be ft i hii m e i t tldr w c ow ds i nt , he ne i n rng s ha a r . Crfk ,t n,i my ne poston.l't wor lown i t mi oz s he s q w ii t he d s n he nds oft peopl w ho s a a e bi a t a s he e t ge nd xhi t t r de hows l' t i a . t he m ge s l a s a e wih. ' s oci t d t m
  • x o Sw EA' I - To s r ngt n m y poston,a 1m y m a e i l r vol a ound t e he ii 1 t r a s e ve r c ow ds M y t g lne i ' r w ds G ua a e dl M y s l sgua a ee r . a i s' o C r nt e ' ' ae r nt f us son m y a lt t dr w acr w d. y w e ie ha c owdson oc e biiy o a o M bst s r e r pag a e n cont i tm e-a e f a ofm e bu l ng a ve y e nd ve a ns i l ps oot ge idi c ow d.W he you ope m y por f i a over i d c ow d pops r n n tolo, n sze r up. The s m e goe f m y biol bu i s ca d:lha s a fwho a s or f d s ne s r ve t f gl a t i t l pop- c owd t my cads j t s my ue wo-nch al up r o r , us o pr pe s w il ope t , l u os ct l n hem a gh, a a s i t m e wih f s nd s oc a e t at a ppea i cr w ds rng o . W he lcol ca lon boot , pus m y c owd a s i t on f n d- l hs l h r s oc a i ur t .As ls k w ih t 100t m a ge ,lpul a bilol sze her pea t he 7 h na r l lf d- i d, a cor on- eaed diply ca efom my j c t s p i ope a c di pl t sa s r a ke , na t n, nd r vea 20 col phot a of m e c m a ng c owds l t e l or ogr phs om ndi r . f he 100t i connec e t t l e ne ,lc i e m y pic a la es 7 hs t d o he nt r t ontnu t h s cc s m y webst a poi outt s s ofa t s i oni l a ie nd nt he hot nd e t m a s boutm y w or w ih c ow ds lpa nt aw or pi t e ofwha t c o d w il k t r . i d c ur t he r w l l lke a i fl si o t pr pec ' 100t Attm e ,le en buid ook i s t ie nt he os t 7 h. i s v s l a cr owd w hie l pichi m y s v ce ;ldon' a k i s ' 1 m e l ' t ng m er i s t s f hel et l do i;lj tdo i.Afe al wha de onsr t s my c amsa t t us t t r l, t m t ae li bou c ow dsbetert n c ea i ac ow d rghtt r ou ofnot ng? r t ha r tng r i he e, t hi l gone i o de a la tm y poston a w ha ldo t pu h ' ve nt t i bou ii nd t o s i s you ca u r t nd t sngl - i d f usi t ke t m a to n nde s a he i e m nde oc t a s o ke your el know n f a pa tc a a t i e.W he you c e up s f or r i ul r t rbut n om w ih your own a t i e you w a t pe e you' t yi t t t rbut , nt he opl r r ng o e per ua t t nk ofyou a t obvi c c i you fel s de o hi s he ous hoi e n r i d. Bete ye ,you wa t be postoned ast o y one i your tr t nt o ii he nl n fe d. e t you, ve yone e s i m i l gue. i l N xt o e r l e s nor ea N O SW EAT l a m om ent 1 1t a h you how t go a n ,' e c 1 o boutpos toni orpe ii ng, r ha r postoni s you bec e m or pe s sve i you bus ps e ii ng, o om e r ua i n r i nes . Bef e l do, t gh, l w a t m a e one t ng c e r s or hou nt o k hi la : Postoni nee t be s e gr nd ca e r s r t gy.You nee t ii ng dn' om a r e ta e dn' w a tt do i untlyou ha a 1you duck i a r i o t i ve 1 r s n ow.
  • B DI N CT E STI l fnd t t w hen s e peopl t nk a t how t pos ton i ha om e hi bou o ii t s l s t y f e ze. he t nk,' l c t w r pos ton, hem e ve , he r e T y hi 'f pi k he ong ii l l s nk. T ha ' unr ls i You c n m a e m i t ke .You ca be ' u ' m ' t s eai tc. a k sa s n known f dif e tat a or fer nt r is mong dif e pe e.You j tha fer nt opl us ve t be s e t t w ha you' of e i i of q lt t t you ca o ur ha t r f rng s e uaiy, ha n t ul s ve your a e e' ne ,a t tyour m e s ge t your r y ol udi nc s eds nd ha sa o a e e i sr y f s udi nc s t ongl ocu ed. W H Y D O ES PO SI O N I G W O RK ? TI N Ac di t Se h Godi a J y Conr d Le ns i t i book cor ng o t n nd a a vi on n he r Ce J /g Jo Deev,postoni wor sbe u e i f l wst wa t / g t 'g sr e ii ng t k ca s t olo he y ourm i na ur ly f nc i . e pi onhol W e r duc a di nd t a l u tons W ge e. e e nd s t t W e pu peopl i o c e ua box . or . t e nt onc pt l es W e don' do a y oft s pur ef l or m a i i l W e do i t n hi pos ul y lc ousy. t be us t w ord fr s m uch i or a i a us t t m a ng ca e he l ies o nf m ton t ha ki s pj na udgment hepsusc s l ope.l we ha t sop a pondert f d o t nd he m ea ng of ve y w or w e he ra e y s ie we s e, ' be r ni e r d a nd ver m l e wed educ t aba i m e s M a ng f s a s ptonshe psu l ed o bblng s . ki a t s um i l si ve. A sl a you undel a ho pi onholng w or s you ca ong s st nd w ge i k, n us i t youra nt ge. n f ct G odi a Le ns w rt ,' i eto dva a l a , n nd vi on ie Pos toni i not ng m or t n pi onholng your e fon pur e. i ng s hi e ha ge i sl pos ' ' W H AT A RE SO M E SLA N TS TO PO SI O N TI YO U RSELF BY? By Feat e ur H e e,you t ke a e e e ofw ha you do,a bec e k n r a n l m nt t nd om now f t t Pe ha your a pl ber a you w a t per ua t or ha . r ps 'e um , nd nt o s de he peopl t hie you ove t f hundr d ot rpl m be si your eo r r he our e he u r n a ea H ow w oul you m a you s l di tnctt ough a f t e? r . d ke r e f s i hr ea ur l you wor a1 on ne l cons r t d hom es you c d ca l f k ot wy t uc e , oul l your el ' he N e Cons r ton Pl m be . You s i lze i ha s f' T w t uc i u r' ' pec a i n ndlngj i homesl st n t ye r ol i obs n es ha wo a s d.
  • K ' I AlE SOM E SL IS 'o Po sl l Yo ulsEly B I AT k AN' r ' - ox r t - Y? W oul t tlm i youra e e? Yes Pe ew ih hom e buit d ha i t udi nc . opl t s l i t 1 0spr bl woul tc l you. l w a rt tpe e n he 92 oba y dn' a l But ' ge ha opl d w ho lv i ne hom e w ou d food yourphone w ih ca l . i ed n w s l l t ls Your t r t m a k w oul be s a l r but a 1 of pe e w ihi t t a ge r et d m le , ot opl t n ha m a ke wou d be m otva e t cont c you. r t l i td o at l ' he N ew Cons r t on Pl m ber'di t s t you, you f' T t uc i u ' dn' ui coul pos ton your el a a pl be w ho s ci lze i s r cd ii s f s um r pe a i s n e vi i ol hous .O r hit i hom es O r a r m ent buidi . ng der es s orc . pa t l ngs O rs cr pe s kys a r . You c l e n poston your e f a doi a ce t i s m e ou d ve ii s l s ng r a n eg nt of pl m bi u oggi dr i ,i t li s nks r a ng s ee u ng: ncl ng a ns ns a lng i , epl ci t l pi swih s u di ra l m odel pe t t r e loy s. T he qu s i you s d a k you s fa e: ha a ls li e tons houl s r el r W t m e lng? l i a pr ct a s r i e a opi on? W ha a e t f t es of st odu , e v c , n ni t r he ea ur w ha l tyi t s l?l one f t e m or i por a t my a t ' r ng o e l s m ea ur e m t nt o udi e e t n a he ? l one f a u e m or uni ue t n a her l l nc ha not r s e tr e q ha not ? f hi i ed one f a ur w ou d t r be a l r enough a e ghlght e t e, l he e a ge udi nce f i? H ow w ou d lr c t sa enc or t l ea h hi udi e? By Benelt i A be i i wha peopl ge fom usng yourpr neft s t e tr i oduc ' ors r c s t s e vi e' f t e. m a e t tc ea e , e m e gi you a exa pl ea ur To k ha l r r 1 t ve n m e. Suppos your s li a pe The i e es i t ng a e 'e e lng n. nt r tng hi bout t pen? l does t l e i fow w he you w rt ups de dow n. he t n' os nk-l n ie i T ha ' one ofis f t es W ha ' t be i oft tf t r l t s t ea ur . t he neft ha ea u e? n s ot r w or ,why w oul w rt ng ups de dow n be i por a t he ds d ii i m t nt o cu t er ? s om s You ca ke p t pe a a pa ofpa r nex t your be n e he n nd d pe to d, a i t m i e of t ni w he you get a i ,you don' nd n he ddl he ght n n dea t ha t t n on t lght or ge out ofbe t r cor t i a. ve o ur he i t d o e d he de N ow,you' ne rl e t e fa he ofi pia i l ve os hos l s s ns r ton. l H ow, he m i htt tpe bepostone As' l pia i t n, g ha n ii d? The ns r t on Re de . O r ' cor r' , The M ilon- ola Pe ' snc you don' l e ' li D l r n/ i e ' t os your m ilon- l r i s O r ' li dola dea . , The D r a Pen/ snc you ca em 'i e n rcor yourdr mswhiet /r silfe hi yourmi e d ea l he e tl rs n nd.
  • B Dl rl c' E s- x r N ow t t you s e how postoni by be ft m i w or ha e ii ng ne i ght k w ih a pe l t s e how i w ou d w or f you.S t n, e ' e s t l k or uppos your a e 'e ba .W ha a e t f t e of you s r c You s ve your nker t r he ea ur s r e vi e? a c i nt m one You hel t m m a dec s ons on how t gr w le s y. p he ke ii o o t rm one You c hei y. ouns t m on ho t pl n f r tr m ent el he w o a or e ie . W ha ,t t hen,a e t be ft ofyourf t r ? The e a e s vr he ne is ea u es r r e e a ,butone obvi bene i i t t b de lng w ih you,c i s rl ous ft s ha y a i t lent ha pea e ofm i The know t i m one s s f ,t i f ur s ve c nd. y he r y' a e he r ut e' s f t rf m iy i ca ed f . a e, hei a l s r or Shoul you poston your e f a ound t c e ' a e of d ii sl r he onc pt ' c pe m i ' Per ps i you f elt t i por a t yourc i nt a i nd' ? ha , f e ha ' m t nt o s le s nd f none ofyourc pe ior a r dy ownst tpostoni om tt s lea ha i i ng. Quetonsyous d akyourel ae: ha aet be is si houl s s f r W t r he neft t m y f a ur ? W hi h be is s e m os i por a ? W hi h o e t es c neft e m t m t nt c bene i i t emos i ft s / ? t mpora ? H ow ca lt s my a s t nt n et sumpton? i H ow ca lus t tbe fta t ba i ofe r hi ldo? n e ha ne i s he ss ve yt ng I A N U TSH ELL N To u e pos toni do t f l w i s ii ng, he olo ng: G etc ea a l r boutwho you' t yi t pe s de a a r r ng o r ua nd boutw ha e t you'e t yi t per ua t m . r r ng o s de he Fi outw ha your a e e m os va ue w hen i c es t nd t udi nc t l s t om o youroferng. f i Ta e a a t i e f om yourofe i one t tyour a e k n t rbut r f rng, ha udi nce w ou d c os y a s i t w ih w ha t va u l l el s oc a e t t hey l e. M a e s e no one e s i yourfe d i defnii y a s a ed k ur le n i l s i tvel s oci t w ih t a ti t l t y a e,fnd a wa t at t a t hat trbu e. f he r i y o ler he t t i e s i' u que t you. rbut o t ni s o Pus t tati e t tb st n f a1i'worh. l your h ha trbut ha oii o or 1 t s t Buid pr e a i , m e ha s s a es nt tons c nim , nd m a ke i m a e i l r tng t ras a ound i.Be om e sngl m i d. r t c i e- nde
  • I A NUTSHELL N Y Ba kr c oom 'l I Be ng Di tnct lps or i si + You ca pos ton your el,yourbu i s , a pa tc a ofe n ii s f s ne s or r i ul r f r i J tm a e s e t tone poston doe n' cls wih a ng. us k ur ha ii s t a h t not .l you own a hi end m or ua y,you pr bl don' her f ght r oba y t wa t poston yourefa a ea ygoi j r nt o ii s l s n s ng oke . + W ha do lm ea by postoni ' ou s l' l you ha e a quaiy t n ii ng ' l e f' f y ? v lt t t you a your a di nc pa tc a l vaue,you ca s r s ha nd u e e ri ul ry l n te s t tqua iy i e e yt ng you do. ori t nc , fyou'e ade a l ha lt n v r hi F ns a e i r ti pe s a you' i a busne st tw a r nt c os a t nton t r on nd r n e i s ha r a s l e te i o de a l s r s t t i a To do s you' dr s i m a l t l t i, t e s ha m ge. o, d e s m cu a e y; ha ne ty c be har a m a cur nal ; k ep a nea ve a l om d i nd ni ed is e t bre ca e;ha a webst f a u i l s ofa tcesyou w rt if s ve ie e t rng ot ri l ke i - t n,s ngt tyouknow yours bjctfom e r a e. e howi ha u e r ve y ngl O bvi l i your de i ng a t i e w a confde , ousy, f fni t rbut s i nce you' s r sdif e be vi s You c l s ildr s w e la d t es fer nt ha or . ou d tl e s l nd ke p a nea bre c s butyoud m a a cons ouse f tt be e t i f a e, ' ke ci for o m or f c f li e e s ng youropi ons a s f t e or e u n xpr s i ni , nd o or h. l t s pr c i e a tfc a ? Ye .Butr m em be ,t w ord i s hi a tc r ii i l s e r he l s pi geonholng you. y'e ft i you i o a c e ua box i The r itng nt onc pt l w he he you lke i ornot Ther a e w i r box s a l e t r i t . e r nne e nd os r boxe ,s you m i a w e ls es t be tbox f you. s o ght s l ugg t he s or # H ow do you fnd outw ha your a e vaues As t m . i t udi nce l ? k he Queton t m a tt rpr e ,t rpans t i ti si he bou hei oblms hei i , her rum phs t i da l s r e . , he r i t uggl s y A lo,sud wha yourc pe ior a e doi W ha pos s t y t om tt s r ng. t i tons do t y a r ad own,i a Ar t e postonsw or i he le y f ny? e hos ii ki f t m ? l you wer t ,how m i you a t r t i ng or he f e hem ght le he r pos tons t wor be t r D oes at r ng t r postons s ii o k te ? le i hei ii ugge tane poston f you? s w ii or + O fen, l ne t a t ryourbu i s s i ft a s r pot you' ed o le l s ne s o t is t ong ston.Sa you own a pets ii y hop,a a pets ppl s sor nd - u y uper t e opens a bl k a a The s r t e' prc s a e chea rt n oc w y. upe s or s i e r pe ha
  • B Dl rl c' E s- x r your ,a t rs ock i l r er H e d t hea i' i pos i e s nd hei t s a g . a o d, t m s bl s f you t c pe e. or o om t W ha do you do? Look f w a t di tng s your e f t or ys o s i uih sl fom t s pe s or ,a pu h t tdi tnc i f a1i'w or h. r he u r t e nd s ha s i ton or 1 t s t O ne w a your dif e i t tyou s l a m a s a t y 'e fer nt s ha e l ni l , nd he s r t e doe n'.Se lng a m a s i f c ,ha aw a be upe s or s t li ni l, n a t s l ys en t m os l cr tve pa tofyourbusnes . a he t u ai r i s You doptt t t n, ha , he a yourposton. s ii The ot rsor s lspr he t e e l oduc s butyoursor t, t e s i lze i t a m a st s l .You r duc you s ppl pec a i s n he ni l hem e ves e e ru y s ton by t e qua t s a soc t s v s cew ih c t , ec i hr e- rer , nd t k he a ed pa t as dogs bids r bbis r nt , a r pt l s You pa a your , r , a t , ode s nd e ie . r de ne a oa h i t wi w ppr c n he ndow ofyours or on you w e ie t e, r bs t , i t ne s per .You e n t l a t s l ctng a ca i n he w pa s ve ak bou e e i nd rng f a a m a a l leve s or n ni l t oca nt . D oesi w or You m a e i w or t k? k t k. + You ca ha adif r poston f ea h m a ke you s r n ve fe ent ii or c r t e ve. To t busnes w ord,la a i ot i r H ow e ,t t he i s l m n nf a ne . ver o he r s oft w ord la s e hi dif r ,a ' r e i s . e t he l m om t ng fe ent ' c ptoni t' pe ' A pe ce i s i s eone w ho r dspeopl by s ud ng r ptoni t s om ea e t yi t r body l ngua a physol ca r a i .The es no hei a ge nd i ogi l e ctons r' m a c or m et phys c i vol gi a i s n ved.l' m or lke bei a poke t s e i ng r pl yerw ho kno sw hen an opponenti bl fng be u e t a w s ufi ca s he opponent s t a ner ousy pl ys w ih hi c ps l you wea s nd v l a t s hi . f know w ha t l f ,a per on' body a be vi w ilgi t o ook or s s nd ha or l ve hi a a m or ofen t n not m w y e t ha . l de l d m y pe ce i s t l nt f om my wor a a ve ope r ptonit ae r k s m a ci n.The e a e m a ti t t depe upon t pe gi a r r ny rcks ha nd he r f m e ' a lt t pi up avol e ' uni entona cl s or r biiy o ck s unt er s nt i l ue . For i t nc i you a k s e ns a e, f s om one t hi a coi i e t r o de n n ihe ha w hie he a m s a e behi he ba k,youl be a e t nd l r r r nd r c ' l bl o dope outwhi h ha t coi i i whe s brngs he a m s c nd he n s n n he i r r f w a d.H ow ? Shel tp you of b t ni herhea t a d or r 'l i f y ur ng d ow r t fs w ih t c n. e tp,ofc s in' c c ou . nd he it t he oi H r i our e, s t ons i s A i in' obvi .Stl,i you know w ha t l f ,a you tst ous il f t o ook or nd
  • I A NL TSII x I -ELL c pl t twih ot t laesgns(iepupi diai ,t ou e ha t her eltl i lk l lton) he m et i r la e. fe a hie, hod s e i bl A t r w l you de l a k c f i . ve op na k or t W he la n ppea on t e son i' us ly a a pe c pt onit r el vii t ua l s s re i s. W hy? Beca e r di pe e i w ha i e e t t TV a us ea ng opl s t nt r s s he udi e e.O n a t l s nc a k how,no one ca es t t ldr w cr ds a r ha a ow nd f nih c pa e w ih s l s l ds W ha t t l s ur s om ni s t a e ea . t he a k- how a udi e e i c er d a nc s onc ne bout i under t ndi how we c s s a ng onne t c w ih one a her i r a ka e w a ,a how w e c n us t not n em r bl ys nd a e m or of ours ns st l d a be t r lf O n t s s t t e e e o ea t e ie. he how , ha ' s w ha lt ch. t w hy t a k m e on. t ea Tha ' s hey s T hi a nk bout e t bls ng m uli e postons f your el. s a i hi tpl ii or sf Sur you w a t be f us d.But you as w a e c a e, nt o oc e lo nt a h udi e e t ha e w ha ' m os va ua e t i . nc o v t s t l bl o t A Tr f maton M echani ansor i sm: The Lghtand Heavy Feron i s The St ene I' t r lutparyf yourfr snew CDts he ol o f or im' ROM game,andyou/e r s r ded by r t sfom idusr and ent t nmentnews uroun eporer r n ty erai paper s and magazi Th ve c t you te h ofte desi t nes. ey/ ome o , h ead h gn eam, hopig f a colrulanec e. n or of dot Yout ltem soresaboutr el h t i owdy devel opmen s sonst t es i hat I t t ee dayssr ght an how you r ear ed human ased hr tai , d es ch anat s you coul add r i t t game' vi ence.Th r omy o d eal o he sm s ol e e- p t sIv i Y u c do i is wh te n edf terarils or o e t o r an r s ut ath y e or h i t e . er . c T ig ar g n s wel y de i t gof teigua . ou hn s e oig o l ou cde o or h u lr Y , I aunch a mech s anim. You s '' sueyou/ aIhe d h muc mor ourgame,Exay: Im r ve I ar ow h e pl i ,h i it ourcompei ' game,Kifs 30001W e osonl as n than tt s or le t l pack iwihmor gr cs mor sr egi ,mor bl Ourgame ed t t e aphi , e tat es e ood. i heavywi bonu es Bu don't e mywor L tme pr i. s t h s . t t ak d. e ove t' ' (o t e ) c ni d no
  • BE D I TI S NCT ( nt v d) Co i e n Fom c Exlccs m u r l x k le gr q c ofyourcomm t. qb opy i t ' CD,whih m udipl ors c s qy Ll ween m urpql wi ms t h yourel bowsctm ursies l d ' (iue 1t1. Fg r z.) Y cs one r r ert ou lk e xxt o h d you I tcr cnc cn ol r ef lm l l l. otert h d y rghtcr h o ol our i lm (iue 1 2)Ontec n of Fg r :. . h ou t t ee,youcs t t Itm u hr lk hem o i f srl htu i te ci whi lci p n h lr ch g * 8K> x 'v te d T erp tr h s h y o. h e or s oi e t . k;9. t. .7 ' 4' 2 . cdhlyucf tft l od o lo ofh n c e gr d.' ie ourcomm t. oun ' c Not i t ' gqme,k'l tJ000/ i ors iks l s Fi r 1 t1 Di ay CD. gu e z. spl sjj,asIltiIc ojihsoi otIl n t ,t r e iofer n r itl e t tes gent men 'T e r rer pu you t f s o esscnc o h e l e h em t s t down,cnc y t syou c l l ou os r omm tt ' gcme t t foor i s l o he l or (oniv d c t e) n % 1' . A, . l . , . J Fgu e 1 2 Ar hel oneachsde. i r :. ms d i
  • I A NL TSHEL N I L ( nt v d) Co i e n 'Now,f ou CD, you sl.Youhol c c ofyourgcme be. ' or r ' cy d l opy l l ween yourpcl cnc cs t sl l r xxt st Ifm u. l. l l l lk he cme wo er er o i ms t Amcz igyte cl/ Y rldywo 'b c Tep dcgcper ite n l,hy c t ou x n. nt ube.h h xrlh s nh co f tog t l u obsrce so f teipu iqt n . rwd bh t e cn n tutd h torh r bl i s c o 'nc ey ut n tes gu scl'ItmeL c ls te eted ' qs o hik h e y cnt i I f cue h /r i r fom h lig It me te frttme I ' getl mor r t st ty.' r cv n ied f h is i ets wo e eporer o r ' T mor sep f wqr grl yourcr cnc ct tt Ityou. wo e t or d cb lms l l lemp o i f Agqi m u don'move ev tough yous em t llsqndig exqc n t en h e o: t n x dy csyou sooc te frttme. l t l h is i Y sl:'cl sc cget me E poi lhls muhi i ou c 'li l l nl n x son cs o c n t y Lce n e ki wi hcv t ccry ii c wh bqrow t getihome. Th r ds l le o lr t n l eel r o l t ' e e. porer cr Ilghi cst wrt downyoure y wor t s l cu ng l hey i e e ver d. ' t/ Behi ' A ene nd he F w dt st sme k) x hi chqnim s wor Ihqst do wi t k? t o t he h wqyyoupl e yc qr . qc vr ms F l tem on wqy qnd kld h e m u/eeqs t It Hol tem r y o i. d h f qn erwq qndyou/e dh y r t gh.T e l s pqr 80l ou h x t f l l wqysI n l i iql ook eqry dent . c lbr ste metod i deqi - e' h h n tl : stlc wi m urcr cn l r h lms hcngig srl down.Now l n lci ght Ickyc elowscgcis c vr b l ln t m ursdes cnc brng m ur i ll i hcndsup,s t lm urf e. l o hct or cr cr pcrlelo t fc l le lc l t he lor ms (iue 1 . . otr i m s. Fg r . 3)Y /e n i 4 Fgur 1 t3 El i e z. bowsI e ock d agais sde . nt i s t nt E It . i o) i o ef ed (oni e ) c t d nv
  • BE D I TI S NCT ( nt v d) Co i e n Fom c Exlccs m u r l x k le gr q c ofyourcomm t. qb opy i t ' CD,whih m udipl ors c s qy Ll ween m urpql wi ms t h yourel bowsctm ursies l d ' (iue 1t1. Fg r z.) Y cs one r r ert ou lk e xxt o h d you I tcr cnc cn ol r ef lm l l l. otert h d y rghtcr h o ol our i lm (iue 1 2)Ontec n of Fg r :. . h ou t t ee,youcs t t Itm u hr lk hem o i f srl htu i te ci whi lci p n h lr ch g * 8K> x 'v te d T erp tr h s h y o. h e or s oi e t . k;9. t. .7 ' 4' 2 . cdhlyucf tft l od o lo ofh n c e gr d.' ie ourcomm t. oun ' c Not i t ' gqme,k'l tJ000/ i ors iks l s Fi r 1 t1 Di ay CD. gu e z. spl sjj,asIltiIc ojihsoi otIl n t ,t r e iofer n r itl e t tes gent men 'T e r rer pu you t f s o esscnc o h e l e h em t s t down,cnc y t syou c l l ou os r omm tt ' gcme t t foor i s l o he l or (oniv d c t e) n v.x . . à j v ) v t/ ' ' ).g . . . J Fgu e 1 2 Ar hel oneachsde. i r :. ms d i
  • I A NUTSHELL N ( nio d Co t e ) n + A v son oft s mec s onc pr ed a war I 1 eri hi hanim e event . n 856,AI gera t eat i hr ened t s iof fom Fan Napolon IIc d h o plt f r r ce. é I oul ave rs on e wi fre b tise d h s n c irrJ anE g n e p d d t oc , u n ta e e t onuo e -u e e h Rober- lu nt i i dat te Al i wih magi tlo di o ntmi e h gerans t c. W hi i Al i Rober-l di peror l n gera, e t-ou n f med hi fl e ng l s ul veni s how,durng whi he pr ed c nsand cann i ch oduc oi onbal fom out l r s ofnowh e.Forhi fn e,h br gh f t hi mos memor e i er s ial e ou t orh s t abl I Ison,t Lgh and Heavy Ch t u i he i t es. Th magi an plc a s lwooden box on t sage and e ci a ed mal he t ch l ged a powerulau en membert Iti.A sr Aleal en f di ce o i t tong g f ransepped f war an If i e i . i t or d d ied t asl t y Rober- lu n t made s tlo di hen ome magialgesur ,an ask c t es d ed hi t ty agai Thi tme te man pul d wih aI hi mi t he m or n. s i h l t I s gh; e pul d s har i f ,t he cred outi pai orf an r l o d, n act hat e i n n ear d an fom t sage.The box nevermoved. r he t Th u i ng wassopped beor ibegan. e prsi t f et
  • O V ER C O M E RESI STA N C E s good a your ofe i a e,you w ile ount r s s s f rngs r l nc er e i - t nce.Pe e wilob ec ,s a opl l j t ometme sr y.N ott i s tongl o w ory. r O bj tonsa e opi ons a opi onsca becha d.Ev ec i r ni , nd ni n nge en s a h opi on: Le l dec s ons ge r ver e lbe as be om e t unc ni ga ii t e s d; i r l c c e va i s ' d' fl s bec e r ogni a m a t pi ce . ons r tve ; ba ' im om ec zed s s er e s N ot ng i w rte i s one Be nd e r l w,poltca de i i hi s it n n t . hi ve y a ii l c son, a a tsi j nd ritc udgmenta epeopl Pe ewho cha t i mi r e. opl nge her nds ba e upon ne cic s a s f e h e l ton,a w hi . sd w r um t nce , r s va ua i nd m l m e tng r s s a e s r syou,your unr ls i a l e e t f e i e i t nc ca e 'e ea itc ly l va - i t cons nce .O b ec i ca tc i e you. y'e not ng he eque s j tons n' rppl The r t c. y ne dn' s e up you lf unl syou 1 tt m . oxi The e t cr w r ie, es e he Youke hea d i s i be or An ob ec i j s mea t r t ad f e: j ton u t ns he pr pe ne ds m or i or a i F t m os pa t t t t ue. os ct e e nf m ton. or he t r , ha ' r s Thepes you'etyi t pes dema nottf/t /r aki ron r r ng o rua y /gt he e s ng g f m or i or a i or f a dif r pe s c i on w ha or e nf m ton, or fe ent r pe tve t youkes i / ttf / : yo lg t/f. i r ssa ei j tpa tof ad,? /gs9 7 u Jgle tTher e it nc s us r gt g 0 t t conve s ton- a i' no m or i por a t n a ot rpa t he r ai nd t s e m t nt ha ny he r oft conve s ton. he r ai
  • SI APPROACH E DE S T H E STRA I H T FO RW A RD A PPRO AC H G Pr r t m ee r s s a e. epa e o t e i t nc l you' s li a pr tors r c ls t c mon obj cf r elng oduc e e vie, it he om e tonsyour goi t he r The l f l i o i t ca egores O ne i 'e ng o a . y' al nt n wo t i . l i a t pr tors vceisl (' enoughfnctons''ns bout he oduc eri tef ' not u i /' i c venintdei l ''oo e on e lvex' ' xpensve'.The ot ri a tt t i' ) he s bou he peron' a lt t dea wih t pr torsr c (noti e s s biiy o l t he oduc evie ' ntr ' e t '' tha t f '' tha t r '. sed '' don' ve he unds'don' ve he oom' ) O nc you k e now w ha k ndsofr ss anc you' be f c ng,r t i e it e l l a i e- s rh t fcss r ea c he a t uroundi ea h obj c i l you'e goi t ng c e ton. f r ng o hea a r bout prc ha your pr c ng i or a i dow n col i e, ve i i nf m ton d. Know a 1 your prc s a we l a t e of your c pe ior .l 1 i e , s l s hos om tt s f you' be hea i a l l rng bouti onveni ntde i r fnd oute y hi nc e lve y, i ver t ng you ca a n bout how you a your c pe ior del r Res a c nd om tt s i . e r h ve ot de i roptons t her lve i , oo. Res r hi t f t i l s ha ng a r tona e a 'ea on ea c ng he ac s nc ude vi ai l - r s w hy' f e ch of your pr ' or a opos tons F i t nc i you r ii . or ns a e, f 'e pr c i 1 pe centhi rt n a ie s 0 r ghe ha nyone elek pe ha t tsbes , r ps ha ' ca s your pr ue oduc ge r t a 20 per nt gr t r r s t t n t ne a es ce ea e e ul ha a nyone e s '. l es A r e wih t si or aton, m a be a e t a w e peom d t hi nf m i you y bl o ns r pl s c e nsj t by knowi wha t y' goi t s y,a e' onc r us ng t he r e ng o a nd t c i l pr s ntng t f c st t m . hen onfdenty e e i he a t o he Tha' t frtwa lha e obj tons Tha ' my pr f red t he is y s ndl ec i . t s eer w a ldon' s n ors lorgetde e i lgi i or a i Af e y. t pi el f nsve. ve nf m ton. t r a1wer j tha ng ac era i a lm a werngt i que 1, 'e us vi onv s ton, nd ' ns i her s tons t s m e wa l a wer t r q s i i t y a ke m e i he a y ' ns d hei ue tons f he s d w he e l e f l r w nt or unch a w ha m y f v ie book i nd t a ort s. SI E APPRO A C H ES D O fc r e s etm est die a oa h doe n' w or l s t t ou s , om i he r ct ppr c s t k. f o, ha does tm a et ob e orrg orm ewr l s edoe n'mea n' k he j ct i ht ong. t ur st n l s op.Re e ber w er deai i opi ons Thi in' m ovi t m m , 'e lng n ni . s s t ng
  • 1 78 ovElcoll RESI t vE STANCE m ount i ,i' cha ng t ans t s ngi hought .lha a nu be ofsde s r t s ve m r i t a egi lr y on whe lm e contnue r ss a e: es el n et i d e i t nc Prtn .y gto 'g krtg:teojcin. n i i' as a r obee?'0 l gt g est t / bet Eve f t t nda d . g t? o s j cton,a k he t ca iy i:' s y my prce i t c a hi a e i s r o lrf t ' You a i s wie s gh s you'e wilng t pa Ex a n wha you m e n. W hen s s a t r li o y. pl i t a ' he t r s t l ng,s m a ha t oubl e pl i ng t gr a ki he y ve r e x a ni he oundsf he obor r j cton. as m a wih altl hel fom you, ak he s l ou e i She lo y, t ite p r t l re f t ofherobj c i Us t s t c que t unc rwha you cone ton. e hi e hni o ove t sde fleobj ctons i r as e i . As /rflg s eral ft st ê f.W he you pe s deer ies ê ? . lt b el .g o goz e pt y p gt ? n r rua as wha s ndslk a phony ob e i don' ty ove comi i.l t ou i e j cton, t r r ng t ns ea a k hert c e c ea ' t d, s o om l n:' Look,lc n t lt t notwha ' r a el ha ' s t es a l bot i you.Tel m e wha r a l ha you c e ne ' A ly herng l , t e ly s onc r d?' va i ton i t i e t s e gu l i o t t c q t m a he ra i s o ns r om it nt he e hni ue o ke r obj c i s m a u d,gi n t cic t nce :' e ton ee bs r ve he r umsa s ' Look,lc n t l a el t t notwha ' bot rng you. t ra l yourc pa i one of ha ' s t s he i Af e l, om ny s t rc s m a a t r s of com put r c ps on t pl ne .So, he i he t nuf c u er e hi he a t w he you t lm e m y f e i t hi lknow t t nott w hol n el e s oo gh, ha ' s he e s or W ha ' r ly bot i you?' t y. t ea l s herng ' Re rooejyor /asf? /ttetlojcin Thsi smia t h t n o u cf t z o? ll sre bet . i s i lr o e ' t lg / g o t ts l s c t t t ' e 1 Fe t F nd't c que:' know ho ha a e hesnu , he ' e , l, ou ' e hni ' F l w yo . o o myohe cint o ii al- t h t y. u wh n u/l S me f t r l s rgn l f t a wa B t e e yl t y satd ui my srie t yy gt...'You c n us t he tre sng evc , he ' g: ' o t a e he s m e f m ul , i you'e m or s cii you m a e i m or be i va or a but f r e pe fc, k t e le a e. he yourpr pec r ie a obj ton,lugh a s y:' bl W n os t as s n ec i a nd a ' You r mi me ofJ f t owne ofAc Tr ki Be or J f hied e nd ef, he r me uc ng. f e ef r m e, s i ex cty t s m e t ng you s i 1 1 e l w ha lt d he a d a l he a hi a d. ' t l you 1 t ol hi ....So,he hied m e.T ha w a f ye l a W e be m r t s our as go. ke en doi bu i s e r snc Tha s t t wor we be n doi ng sne s ve i e. nk o he k ke e ng t t , hi fr ' pr oge her s im s oduc i t ha rs n b t e y-hr e pe tviy s ie y w nt t e r c .Youkenotonl a we e t obj c i you pu i wihi ent' ' y ns r d he e ton, ke t t t n a pot ntc ex by a i ng you pr pec wih a c i ntwho ha e ont t lgni r os t t le s be s c s f lusng t s m e s r i e you' ofe i he . en uc e s u i he a e v c r f rng r e kl ê /rojcin i oaj itojcie lr d t sa oa h i J f kt e? bet nt on bet . ea hi ppr c n e g e o v fe J. sex ele book,.'. t leo l (Rwfrtêr Si e t n, r y Fox' c lnt Hop o -c reg g l e. nc he f l g
  • SI APPROACH E DE S 1 79 l us d i doze oftme .The t hni You t ke t obj c' e t ve ns i s ec que: a he e ton a ma i i o a mut l a e d u ob ec ie.Forexi nd ke t nt ual gr e pon j tv y a pl i s s ys ' m e f he a , Yours v ce i t e pe i ' s y,' our er i s oo x nsve you a ' So obj c i i t ma e ours vce a f da e f you? l s s ys e tve s o k er i for bl or ' f he a ye t your que ton,s s s i ye t your ofe i t t o of so si he' ad s o f rng; he w you t n wor t r c t tobj ctve t et r l s s ysno, he k o ea h ha e i og he . f he a youke unco r d a f le obj tve a ca move f wad t unve e as ec i nd n or r o c overt r lr a on. he ea e s kl ê /rojcin tevr ra o t J0(lt:fflteiel Fort s kt e? beto / ey esn o g et . t / ja. g e ? l gt p l ? hi a oa h, t kewha t obj t s ysa t s i i o abenppr c you a t he ec or a nd wit t nt e i sr ft tongert n he ob ec i ' don' wa t bu t sar ha r j ton:' You t nt o y hi i c ondii rbe us i' t noiy? Do you know why i' noiy? tone ca e t oo s s t s s Bec us i i t s a rcondii ri t m os powe f e ne on a e nsde hi i tone s he t r ul ngi t m a ke .Tha e ne wilc a t e t a s r f he r t t ngi l ool hr e-hous nd- qua e-oot hous t sxt fve de ee i ni m i e . qui te i m ea e o i y-i gr s n ne nut s A e ng ne ns a wea engi w hi h m a f a hot s ufy hous ' k ne, c kes or ,t f e. ' Ayrefflteojcin( trtff l u rt.bnjt. si smi r e . tl/ beto g : e fp yor lf eei Thi s i l p ? gt g r gl s ï a t t pr vi t c q Attmes yourob e t 'r s ngwil o he e ous e hni ue. i , j c or ea oni s l -- be s ound.l s t r sno r a on t de t he a f o, he e' e s o ba e r bouti .l t d, t ns ea a e a t n t l herwhy s s l s ilgo a a w ih your gr e, nd he e l he hou d tl he d t s ugge ton:' r rght w e don' ha a r d dr s e i s oc si ' You'e i , t ve ny e e s s n t k. Butyou di tr ly c e i he e f a r d dr s ,di you? You dn' ea l om n r or e e s d ca e i f a Ar a dr s An Ar a dr swilm a you l m n or n m ni es . m ni es l ke ook bea iul w ilm a you s a out w ilpu e r e i t r utf , l ke t nd , l t ve y ye n he oom on you.... Ce/ rt setecg eggcso g t s .y u srie.fs esco ig t? o e / o st e e J o uil o r evcsl h ' lsn e ? / n t door on you s r c s t ow he i o a f u e w ihout you. he r e vi e , hr r nt ut r t T hi i a f vort of m i 'f you di t ha m e ge a i s s a ie ne: l dn' ve ner tng c ow ds a yournex t a s w , ha w oul you do t t dif r r t t r de ho w t d ha ' fe s e fom w ha youke a r dy f ie w ih?' 'e t yi t ge he nt r t lea a l d t 'Your r ng o t r t ve ba i e t die c eque s o r lz he r ons nce . O f c s you c n a wa pant t bl k pi t e your e f our e, a l ys i he ea c ur s l: ' ihout m e, he e' w ha l s e ha ni ba e upon w ha ' t W rs t e ppe ng, s d t youke t d m e:You w ilha a 100t wih a 1 ofs a fs a ng ol l ve 7 h t ot t f t ndi a ound a ea i t f e ca r nd tng he r e ndy. er f w m i e ,a s Ev y e nut s how a t .
  • ovElcoll PESI t v E - STANCE t ndee wil a rby, t i t 100t a t n s a f swildee l w nde s op n he 7 h, nd e t fer l s nd upon hi , rght ng hi of . ce m f i eni m f' ' You ca a s bec e s e ha be lge e wih t s t c n lo om om w t li r nt t hi e hni e,a l a t pe s you' pic ng t knows you ha qu s ong s he r on r t hi o e ve herbe ti er s a he r :'ca s e why you w ou dn'w a t hie s nt e t t a t ' n e l l t nt o r m e,a peror erw ho ha be we one hundr d a fv hundr f m s t en e nd i e ed peopl s r e ur oundi hi a t s ng m t he how a a gi tm e,a who t ny ven i nd ha ge r t d t e m ilon l ds f hi c i nt .l m a s s ns s ne a e hr e li ea or s le s t ke e e t tyou' w a t go a ong doi e cty w ha i i youke be ha d nt o l ng xa l tts en doi puti out bowl of ca y, ha ng ou bal ng, tng s nd ndi t loons w ih t your com pa s l ny' ogo,a ge tng f t t o l a a da M a s nd t i or y-w e ds y. ke s e.M a es s ns t tyouke s ens k e e ha pentone poi t o m ilon dol nt w li l r on your100t c t uc i a ye you'e s ndi a dola as 7 h ons r ton, nd t r pe ng lr s ve y- ne on a ba ofca y t a t a tpe e. e nt ni g nd o t r c opl ' ' AL TERN AT E W AYS O F D EA LI G W I H N T RESI N C E STA A lhough ge tng r ss a e i na ur l you obvi sy w a t t t i e it nc s t a , ou l nt o s rve f a lt l r ss a e a pos i e. t i or s ite e i t nc s sbl The bes w a ofa hi vi t y c e ng t t i t brng up t r s s a ha s o i he e i t nce poi s your el w hen you'e nt s f r pichi H ow do you do t t Two w a . t ng. ha ? ys T he fr twa i t be up fonta is y s o r bouti , nd t l t a el youra e udi nce t tyoukehead a s c fc obj c i bef e.W he you us t s ha r pe ii e ton or n e hi a oa h, you s ppr c how you' hone t a your pr m ptng w ha r e s s 'e ee i t peopl a e t nk ng: You ca pur ha e ours s tc tpa ka e r hi i ' n c s ea on i ke c ge f a1 e ght one hom e ga e .O f c s s e peopl t l us or 1 i ym s our e, om e el t tei y- ga e in' f t m . y c dn' pos i y fnd ha ght one m s s t or he The oul t sbl i t tm e t a t nd t m a l Tha ' r a ona e. ho c n a t nd s he i o t e he l. t e s bl W s a te o m a ga es t m s l s Tha ' w hy m a busne s bu t s ny m he e ve ? t s ny i s es y hi pa ge The rpeopl go t a m a ga esa t y lke, nd t cka . i e o s ny m s he i a hen t y us t i s t a a r w a d f good c i nt ,a r m i r f he e he r ea s s e r or le s e nde or l ps d cle s a a entc m entf hotpr pe s' a e i nt , nd n i e or os ct . ' T he s c e ond w a you kni t s m e i or a i i o your y, t he a nf m ton nt pich,w ihout r ii i a a r d fa ' ou c us t s ei yt t a sng t s e lg: ' Y an e hi ght
  • AL TERNATE W AYS OF DEALI W I RESI TANCE NG TH S one- m e pa ge f you s l, or a a busnes de l e ga cka or r ef s i s ve opm nt t ool ' ' Y Ba kr c oom 'l I O ver om i Ress anc lps or c ng i t e + l you'e ge tng a1 ofr ss anc lw ou dn' f uson s ppy f r ti ot e i t e, l t oc na wa ofove c ng ob e i .l t d,l ty t sr ngt ys r omi j ctons nsea ' r o te hen d m y pr s a i .l pa tc a ,m a s e you' gi ng your e ent tons n ri ul r ke ur r vi e pr pe a s m pl ofyourw or s fc e s os ct a e k; ufi i nt uppor i pr , tng oof i udi a gua a e a a Tr ns or a i M ec s dencl ng r nt e; nd, a f m ton hanim sgne t t ow herconce nsi a ne lght i d o hr r n w i . A lo,m a s e s a e a e t va ue ofw ha you'e s ke ur he ppr ci t s he l t r oferng. k her ' ha do you lke bes a tm y ofe ,a f i As ,' t W i t bou f r nd w hy?'You m a dic r t t s ' l tout f t es or t t ' y s ove ha hes ef ea ur , ha t e a e be ft s doe n' f l u r t nd. fs wor on her r ne is he s t uly nde s a l o, k t e poi swih he .G e he t a e i t t m b de onhos nt t r t r o ppr c a e he y m s r tng t t pa t of t oferng,or by pa ntng a w or pi t a i ha r he f i i i d c- t eofhe f l e o ng t be ft ur r uly nj yi he nei. # A tiude i i por a i ha i r it nc Appr c t tt s m t nt n ndlng ess a e. oa h he peopl you'e t yi t per ua i wha lcal' Git shit e r r ng o s de n t l The f - f M i et'Att a s s ldo notpich m y s vi est com nds . r de how , t er c o pa e f om a pos ton ofs e vi nce. do i f om s r ngt l ni s r ii ubs r e l t r t e h. a t a w e t t i pr em s m he ns r o he r obl . A s l w a ki i o t c enton c nt ,l t nki ' m l ng nt he onv i e er ' hi ng: m ' a t u i t s pe e s e w ha l ca do f t .The ' i ntl he e opl e W t n or hem y ha no i at gitt y'e a ve de he f he r boutt r c i l ilm a e t i o e e ve. w l k he r s w . lw il m a t ho l ke hem t i bonus s a ea n t m t i he r e nd r he he r r ies The w ilt nk t i l ky s a s t tlha ne upon as . y l ha he r uc t r ha ppe d t ,a t tt y hied m e. hem nd ha he r ' ' T ha ' t m i e .You a e not a ex t he nds t s r n pens or a i r e n ntuson.You a e a git Tha ' ho you m us a oa h yourpe i r f. t w s t ppr c r s s on st tons Se l you s l on your el. Convi ua i iua i . l r ef s f nce your el t tw ha you'e oferng i wor h f rm or t n w ha s f ha t r f i s t a e ha t you'e a ki f i. om t tm i e , r s ng or t Fr ha nds t over om i r it nce c ng ess a i eas s y.
  • OVERCOII RESI VE STANCE A Tr f maton M echani ansor i sm: The Reappearng M at i ch The St ene Asteh a of manR s re ,isy ri t s etath rgh h e d Hu eouc s t ou ob o e h te i t ' peopl ar br e e oughti o t c nt he ompan Thos peopl mu tbe hi pr y. e e s gh o. duc s an t y mus k h t wor aspar ofa t er, d he t now ow o k t eam. Sh on,t he ofSal ,h pr entd youwih a pr em. ar he ad es as es e t obl Sh want t hie Ti who h pr e s o r m, as oven hi ela t not pr er ms f op- ch oduc f ot c or her ompanis,bu who hass e t hownt h sa maverck.He has hat e' i a hit y ofbul n hi c worer,ofmakn hi own deal,of sor l g s o- k s yi ig s s bei ar ng gument i wihcusomer. atve t t s Becau e he c pr ce,Shar i wiln t t a ch e on s an odu on s l g o ake anc i hi Y ar n .Y r afai tat m' pr enc mi damage te m. ou e ot ou/e r d h Ti s es e ght h entr Sal Di son. o demonsr e yourpost you peror a ie es vii T tat ii on, f m mechanim. s Sh onand youar ata r t antdicu sn t mat .Y ar e esaur s s ig he t ou er hol up a bookofmat and s z s i t Sals Di son. d ches ay, Thi s he e vii ' Youopent bookand poitt te mat i i z es 'you he n oh ches nsde. Th e,' s z e yours es ay, ar al peopl.Seet son i t mi e?That Ti e hi e n he ddl ' m. s 8uIhi out'So s n you h d t bookand Sh ontar ou t I m . ' ayig, ol he ar e s t he mat Youcl e te book t e t mat and srk i. ch. os h , ak he ch, tie t Asibur ,yous ' e k Ti i fer The good par i hi t ns ay: W now m s i y. ts s pas i h pscos s es He hasal aysbe a t pr erwher son el l e al . w en op oduc e h swored. e bad par i h hasbeenfr fom wherver ver e' k Th ts e ied r e he' wored,bec e h en upteatn peopl Ik gar s k aus e ds r ig e ie bage.Ti s m' aIaboutmaki f ts es and s e t c equenc I te en I ng as al , crw he ons es. n h d, he al aysbursou. So s ng youbl ou t mat and dr i w n t' ayi ow t he ch op t i o you cofee cup,wher i szzl . nt r f e t i es Youc i e:zNow you mi bewiln t t e a c e on ontnu z ght l g o ak hanc i hi becaus youcanal ayscan hi Bu brngig s m, e w m. t i n omeon I e ei k tati o you di son hasa I tn efec on te oters es h nt r vii asig f t h h al peopl e. (oni e ) c t d no
  • AL N ATE W AYS O FD E NG W I P S TEP ALI TH ESI TAN CE ( nt v d) Co i e n W hen s omeone i t ls fs t ldir ptve,t i efectofhi s hct elih hct s u i he I f s beig ter Ilt I n cferhe' I t Tle c I k. n h e css o g l t s ef. ck l( ' x) ' Y hcn l lon te m cchl ok s om nsi cncter bcck ou lc shcr h l x t he t l lh e l i i s ,i te Ti mct I h l i bu n butiscfied i t n t pot s h m l t ecd s r ed s chl s t lfx n he ' bcokcsi inev If.Youtle te Ex) bcckfom her l f t er et ck h x k l r . 'On you i t s ' ce nvi omeon I t l i,'you sl,'hi i l ce e e i hct n ' ke cy ' s nfuen ccn hur t ngsi wcysyouccn'ev dr l cl l . AsY s l, l t hi n l l t en ecm l ut' ou peck x ' you rp outt bur mct srk icgcis te Ex) cnc i r. i he ned l tie t l ln t h x k l lt e ch I hl Y us it s te enie bookcfcme cnc tenyou dump i i s. ou e t o et h tr g lll l lh t i o yourc f c nt ofee up. Y cncshcr con i e yourtl she i much Is s eofh ou l l l on tnu cl k s e s ur er r ston t when y sqred xlii hqn ou t t Behi '' sc nd I - ene Bef e Iexpl n h t m ror t smechcnim undertl t l dur or qi ow o f m hi ls scnd hct . i iyoulbe bur ig qui c f mct es Don'ct ng t /l nn t lew l . t lemptt i u es e ch h s nl s you/ecerci m uccndo is el.Iyouhc e cn doubt s p t i r tln l t qf y f l ly v ki h s mechcnim 'h e cr oter l s ter le h s i te Ex) wi te nh x k t hout h downsde. i T pr e,fnd c o epqr i l mct xokt l r qtv y l chl hcfs el iel f l.Pi c mcch n lt ul ck l l ecr he t cent cnc I eriup s i' er l lev t o ts si ctlhec t te Ex) but tl lcc lo h x k l . ' sc dsee t(i r 1 1. tl rc Fgue 5. ) n - . Fi u e 1 1 Er tmat . g r 5. ec ch T cnot mct ou eqr l her l ch t oft Exl Us it I t he x k. e to i gh t ctlhec mct he lcc l l ch. Bl outte t n ow h or mcth tente clcchec l h h ll l c t (oni e ) c t d nv
  • O VEZCO ME ZES STANCE I mct wcic f m i t lch l lew nues t f t ctlhec mct t or he lcc l l o ch cool cn lpus ibcck lc h t l down,s i r umesi n . o t es t or s mclposton i te Exl l ii n h x k. W hcty v n hcv i c l c ow le s l E J mcthe wi one XG l s r c h mct r l xebured cnc si c. ch n l l tl l lt tlhed i te Exl.Y /e s . cc n h x k our et Att m ror lce si he f mcn t e tle outte mct xokcnc ck h l chl ll opent covert dyou. he owqr Fi e 1 2 M at hi gur 5. ch dden Ey , t mb. hu W i y rtu l n te t ou h mb,x d h h bun d mcchd s y u re l own o o r t t humbcover i hi ng i s t di t fom ve (iue 15. . r iw Fg r 2) Don' ou ofgui orn v ty t pr e tcthe mct t t l er es r o ov h lt t l chbook i s nor cl Isc m ct xx) ' opl qs u i' n mqlunls you gie m l.t l l ' chl k m e s me ts or es v t c r lont doubtJ thol te Ex) i cnor nqr wcy. hem l ecs o . us d h x k n l di y l Exend te mct xokt ld you s ctt cnd cs hert t l t h l chl owcr r pe qor l lk o ecr outc mct :Ei poitt c mct i te mi e orsl ' ome. l l ch t her n o l l n h ddl ch cy ' s wher i t mi e. G rp te bc fr y whi s t lsiou. e n he ddl ' i h ok iml l he ecr t t ' e Asy s ck brng t mct bc t ld y cnc I t ou m l, i he l ok owcr ou l lever he ch hi m ct bcc i o t Exl Cl e te cov . dden l ch lk nt he x k. os h er W hen y wcnto vcnihte s ctl ' mcth tle ifom h ou l t l s h m ct s l ck t r er or c I hti cnc dr i it yourcup. i t l l op t no g Rel htng te bur mct i c fle. .Hol t Ex) t ld i i h g ned l s lck out d he x k owcr ch you,grp c fes m cch n t t bur one cnc t l iou .Lgh i lr h l exlo he ned t l lecr t t i t i.Iyou pll y pcr n cllt cnc yourmov tf cy our lt onch l nl l l c y emenscr r c. t le ell tvel quik n one wi notc you/e us c fes one.I t do i y c o l ie l v ed lr h f hey (oniv d c t e) n
  • AL TERNATE W AYS OF DEALI W I RESI TANCE NG TH S ( nio d Co t e ) n wel you'e u i t mech sm t dr iea poit Isnota ti . l r sng he , ani o amat z n. t ' rck So don's t weati. t Backr oom 'l I t Reappearng M at lp or he i ch + Th bes way t peror t s me e t o f m hi chanim i t mak i s s so e t eem i m- prmpu a iyo is to g tod ite a dtee. h wa t o t, s f u uth u h t o th n n h r T e y o mak is em s t eou ,ten,i t gr a mat e t e ponan s h s o ab chbook fom t r he r t an ahead oftme and pr e i ath esaur t i epar t ome.Th wh you en, en have a I htme meetng,s gges tatyou me i yours ci unc i i u th et n pe al eat y. henyouari i' be eas t s t an or n y mat er W rve, tl l y o wi ch diar ch bookf yourgi ck on or mmi ed e.
  • T H E LO O K hi c pt rc a nst book' m os i por a per uas ha e ont i he s t m t nt s son l s on.But l w a n you,you m a not lke i .The i es r y i t lso ? Jopyo lo c' se te?jr c bt e J t' es n - f u o; tï bl / iee e e n ef f. g l ? j n we tg l l yo Iolst .(celto rjce . url l foïgcle r çeti r o fl t: t j Peopl j e udge a book b isco r They r pe ordic y t ve . es ct s ount you i t nty ba ed on your a ns a l s ppea a r nce.You c n ha t be t a ve he s s v ce i t w ord,buti you l soppy pe e a s e your er i n he l f ook l , opl s um s v ce i soppy. er i s l l' unf i,lknow. rc e s d r e t da You i a t s ar You ont nt houl ul he y. r de s a wor e hi s d be t onl t ng peopl c i r Butt y nd k t c houl he y hi e onsde . he don' Pe e r s c t e w ho l lke t y de e v r s c . t opl e pe t hos . ook i he s r e e pe t The s ndmoneyont ewhol lket /r worh mone y pe hos ook i he e t y. W he you l w e lputt t ,t a s m pton i t tyour n ook l oge her he s u i s ha a lte a e a good a youra biii s r s s ppea a e. ke t ea l t entet r nc Ta he ry w i h- c u y con ur M a M ai . ent r j or x lni hl lni m a hi r a i by pe f m i w ordwi f /a i de s eput ton r or ng l de or ki a que ns a ot r hea of s a e.W a he t w ord' ngs nd e nd he ds tt s he ls bes e e t i ? N o.W a he t be tl i Fa fom i. t nt r a ner s he s ook ng? r r t
  • TII 4,4, PPI PL -E 4 -NCI , E H ew a atny f tm a w ih a hor i e a e who di pec i r s i a n t rbl cc nt d ula m a c. But he dr s d i pe ca y. l hea d he c nge hi gi es e m c bl ' ve r ha d s c ot st ort eet m e a da T he fne tc ot ng i t w ord. l he wo hr i s y. i s l hi n he l A c ne a m onoc e,apoc w a ch. e w a ug y, tbea iul a , l ket t H s l ye utf . Nl lnipe f m e w ordw i f r ly a he dsofs a e i ai ror d l de or oya t nd a tt n lr pa tbe us b lo e l e slgtb Iropf -frtl . a ge r ca e e o k? i be l / el-frlg o lwl k o : e e t l t l lf i n' f i,you w a t be one of t pe e ge tng t f ie s t a r nt o he opl t i he unf i a nt ge .Geti t e a va a s in' a ha d a you a r dva a s tng hos d nt ge s t s r s t nk i you dr s wel. D r s i wel gi es you r ppor w ih hi - f e s l e sng l v a t t ot si af a ton oft nor a tm e. her n r c i he m l i W he la oa pe e a t a s n ppr ch opl t r de hows t m a n r s t y , he i ea on he ls en t m e i t t lha t l a be rng ofs eone who it o s ha ve he ook nd a i om s d be ls e d t l wea i a da k s t da k s houl it ne o. ' m rng r ui, r hoes a da k , r te a da k be t a whie s r ,a cuf lnk .A powerl i, r l, t hit nd f i s ook.Ve y r hi f s on. y ha ri c be a s a d.M y na l a e m a gh a hi M i s om d nd pr ye is r ni c e ll a i l s eppe of t pa sofa m a zi ur d. ook s f ' t d d f he ge ga ne. W hy do lt ke s h pans Beau eJf tt rtt m.' leai . a uc i ? c s z o l/ ) i ese l ug g e rj r w a t gi m ys l e er oppor u t nt o ve ef v y t niy. l la oa he peopl i a T-hit a j ns t y woul t f ppr c d en s r nd ea , he dn' t ke m e s i l l la oa hed t m i a r pl d, i m a c a erousy. f ppr c he n um e m s t hed s t j c ta sa k ,l ha t gi t pich oft a sbepors a ke nd l c s ' ve o ve he t d he ge f e t y' e n consderw ha l a s yi or he d ve i t w s a ng. By dr sng wel, l s a c e t of s c s The ls e t es i l et ont x uc es . y i t n o w ha ls y w ih dif e ea s O fcour e, e l hied lha t t a t fer nt r . s onc ' r m ve o del . w ihoutl i pols d,lwoul ne r ha goten i But t ver ook ng ihe d ve ve t t c nc t pr ve mys l . he ha e o o ef T H E 4,4,4 PRI C I N PLE lfr tl r d a is ea ne boutdr sng a a per ua rf om my gr ndf t r es i s s de r a a he D ufy. i s et ng ofa s f Be ng om hi howm a hi s f he c le hi f hn m el, a l d s as i a ce ' on dvi The 4,4, 4 Prnc pl ' D ufy t d m e i t ke f i i e. f ol t a s our m i t sm or t putyou s l t he i t m or ng t n i doe nu e eo r e f oget r n he ni ha t s t t ow on w ha e r l ng i a pie;you' f e f de ee o hr t ve ' yi n s l l e l our gr s l
  • TH E LOO K w a m eri a bl z ;a youl c ea e f r t r n a er nd ' r t ou hous nd tm e t i l a i s he m pr son w he you l good. es i n ook Per ps l e t ke D ufy' a c t a e r e buti w or ha ' a n v f s dvi e o n xtem , t ks f m e. or Toda la a m os aw a dr s e f peror a e.Tha y, m l t l ys e s d or f m nc t m ea i you s m e on a Sa u da m or ng s ns f ee tr y ni hoppi i S r , ng n ea s c nc a e l w e rng as i a te. hy do ldo t t Be us ha es r ' m ai u t nd i W ha ? ca e la m y busne s a lne rknow w hom 1 1r n i o.l unexm i s , nd ve ' u nt ' 1 ve pec e y m e CEO S i m a l,a r porer w hie l geti m y t dl t n ls nd e t s l ' m tng ca ' oi c ng W he t s peopl s m e ll lke as c s rs 1 ha ed. n he e e ee , ook i uc es , a pe e gr via e t w a d s cc s . nd opl a t t o r u e s W H Y D O N T A LL BU SI ESSPEO PLE D RESS N W ELL? H e e a eafw r s : r r e ea ons T'er o tt f / f. etul a epr ct ofoure r ll k g'7 , 9 , W r y r odu s l gop o1 7 nvionme , nt a i s eone com e f om a ba gr nd i whi h dr sw a n' nd f om sr ck ou n c es s t s r s e he pr bl w on' pi i up on hi ow n.O r i he does t e s d, oba y t ck t s f , he m a onl dr s up f s ci locc sons lke w e ngsa f y y e s or pe a a i ,i ddi nd uner l . as 'by n vrtl tgpg f. c r a r e e e lg/( o tt To a e boutdr s ,aperon m u tfrt f l es s s is under t nd t t pe e a e szi hi up a 1da l s a ha opl r i ng m 1 y ong,ba ed on s hi appea a e.l he doe n' r a i t t hel t nk w e rng ga s r nc f s t e lze ha , ' hi l ai g T- hit t t ofi i c r i s r s o he fce s ha m ng. 'by tf/te araj o. bi r s be nd dr si weli r e lgtby lei The g ea on hi e sng l s l y? t cr t a i pr son on ot r . ha s e t nk a o ea e n m es i he s W t om one hi s bouthe r own l i i por a ,buts ne t ba a e s l -a if cton ook s m t nt he eds o l nc e f s ts a i w ih how ot r s e he . t he s e r 'by tf/is uto 'okrv l s me eha a ata tv fc r e lgtt jsj r'o e ' f o on s n trcie a e l ' l s a body hesa a oft ga e. tphysca bea y in' ne s nd , ' he d he m Bu i l ut s t ce s r t be c m a ng a per ua i la no m ovi s a ,bu l ay o om ndi nd s sve. m e tr t ge t ea ed lke one be u e ll a a lk a m a ofa hi vetr t i ca s ook nd ct i e n c e m ent Good c ot ng m a esa . l hi k nyone l be t r ook t e . 'byr ari o tn i o tM a y p opeaetriidof tn r e' ja? jsa ?n g. n e l r erfe sa de y i outbe us t y ha a unr ls i i a ng ca e he ve n ea itc dea boutw ha i m ea t t ns
  • TH E RL LES OF G O OD DRES I S 1 89 t b hu n. ighu ndo s tme nb igp re tPe cini o e ma Ben ma en' a en e fc . t t s h o g0 ( l rt olfg.O nce t y t ke t ti a t hea t i be om e tg J lg l o g g t he a ha de o r, t c s ea i rf t s e or hem t putt m s l soutt e i a wa t tge sot o he e ve her n y ha t he s l i a t m .Anyone ca c m a a r r ook ng t he n om nd oom de pie hi s t s fa s i e r tes a w ea s s f t s m pl r a on t te l w , ns cu ii , nd knes e , or he i e e s ha ve yone i t r r n he oom ha fa ,i ec ii s a wea ne s s W hen s l ws ns urte nd k se . w e pic w er pic ng t ot rhum a ,nott deii s t h, 'e t hi o he ns o te . T H E RU LES O F G O O D D RESS O n a gi n da ls a on a r s r be or t s nds of pe e ny ve y, t nd ie f e hou a opl w ho a e w a c ng m y e r m ove.lca t a f d l y l r t hi ve y n' for ous ooks or ba ha rda . ha l e done,t n, st c e t m y own ea y-od- i ys W t ' v he i o r a e s t r pe t r l t t e bl m e t c it nty l lke a per on of e a u es ha na e o onss e l ook i s i l nce. w ils r t e r e w ih you.Cons de t nfue l l ha e hos ul s t i r hem a ba e s on w hi you ca buid- a no- a nergui t pow e dr sng. ch n l br i de o r es i Drs J t rtt e eyo ees.The c es / t /g vr n le e e gg onve i lwidom i t ft ntona s so i i But t t notw ha you s d be doi You w a t s a n. ha ' s t houl ng. nt o t nd o t My a vc A/qy kes( i y ur Jo . t ( tein Th t u. d ie: ft s r g j o ' fp o g vi i z g s s e g j y. a j does tm ea you wea a t edo or a gow n wih a fow i t a n. n' n r ux t l ng r i W ha i does m ea i t t you wea e ni c ot s da a tt n s ha r ve ng l he , y nd ni , e da a w e ke . ght w ek ys nd e nds Tz tosgt olt rtt yo st!eoy o Iflt l Drsig f g g a ge 'o /gt ;? l s l/s u / r n ubjrlrefe esn 7 gl g r r. w el c t m oney bu nota m uc a you' t nk. i vesm e l os s , t s h s d hi An n t nt oft o gr nd w ilgi you aw a dr t twilke p you l ng w a l ve r obe ha l e ooki good f ye r . or a s Jit Jt / ( ;yry.M os peopl don' kno wha col s t ' g /g tg t a s r /c g t e t w t or o w ea orhow t m a ch cont a tng c or .The wea s de t t r o t r s i ol s y r ha s ha c a h w ih t rs n t a m a t m a a i1 Sa your e f l s t hei ki one nd ke he ppe r 1. ve sl t hea che.Bl c a gr y l c .A bl k s t a a gr y he da a k nd a ook ool ac ui nd a s t a e e s i lf m en a wom e Thos da k c or a a ui r s enta or nd n. e r ol s ct s your pe s lpr c ni a c f a i you f c a ha r ona os e um r h, r m ng r a e nd nds t m os e e sve pa t ofyourbody. ca wea t c pohe t xpr s i rs You n r he om nent of e c s i i e c ngea y. Bl c a gr y a s m a s a h u t nt r ha bl a k nd a lo ke peopl l si . e ook lm
  • 1 90 THE LOO K J- l tc oe s ft a l 't èb-olri hrs ni tur l Fi e 16. Ch ge you te gur 1 an r i, ch geyourIf an i e. bo ss You wan s e s pa a. lu e . t om e r t on be w e n you da k fam e i t e r r r a yo s r o bl e. nd ur hi t r ous Li t col s wor be t You gh or k s. c n' go wr a t ong wih whie or t t lght bl For s t r /s i k i ue. wea e s tc w ih r c c or / lk de t i h ol s i e ep r d. ha f doze s r sa a e A l. n hit nd c oupl of m ock t te c e ur l ne k s t r wildo t t i k. wea e s l he r c Jo r J k ts JA u ct. ' t ur i J sos e J W ha you w e r a ound your t a r ne he ps t a t a a br dge ck l o c s i be wee yourj ke a your t n ac t nd s r or bl e. Look s r hi t ous ha p w ih a bl c gr s bl or t a k/ a ue/ m a oon te.St i w o k t r i r pes r oo (i r 1 1.vona ca us Fgue 6.) X/ en n e c r tng a c sa ne k s a esa ac e s ont as i s ot nd c c nr s c nt . Anot r c c a t e t s m e col a you lght s rhe hoi e: i he a or s r i hi t w hie on w hie/ ue on bl gr y on gr y. t t bl ue/ a a Jlrlketetrs=Jbe. u o es itt t b u h d c t ' i rn t ue t i j x us B y n hr ha' r s e o . s t one t t sl a s on.Sa e sr t o rf your te :l lx on/ ha ' ik/ nd o s m t a e or is vi w e ves By com bi ng s r sand t e ofdif e f brc and f l / a . ni hit is fer nt a i s ee s your a r fne en t your o ft l dd e i m t o l ut i. Jlrte ietsosy u c ajr.S uf d s o swih wo n. ' b jns b e o a joi c f h e t r t l e dow n hee s c n t n a m ilon. l r l i o a di e.t r l l a ur li dola ook nt m s o e ook. Bu blck/ofco s.( we rblcks s t ) y a ure And a a ock /oo. Ymr c sor s Yo wa as bsa ilbe twih asl e / a i / aces k . u nt u t nta l t iv r pltnum or whie. d buc e. Sk p ye l w gol i m a s i s e t t t gol kl i lo d- t ke t e m ha yo r t i t ha d.Yo a s wan sl r plt n /o whie gol ure nr oo r ng u lo t i / a i um r t . d ve c flnk . m e t n f yo w a c A w a ch i t on y pi c of uf i s Sa hi g or ur t h. t s he l e e j wenrl r be a ei'pr ci l Anyt ng es de r c sfom my e l wea/ c us t a tca. s hi le ta t r
  • THE Iul oy co oo Dl ss t Es l 1 91 ha a f c /whi h i w he e l nds nd a e c s r wa t p e l ki n eopl oo ng. / @ . Al/ o -b-aks v b nma e z r j terc T a i i . uz j T l l L . l l t of .he.a k s t w e e v os ft r c uis r m a a t r d usng gl a nuf c u e i ue nd ha see sw ih but onst ta e ve l ve t t ha r pur l or e a .To gi t s e y nam nt l ve he e s t a m or di fe l uis e gnii d ook/ y a pa t ior t a s e sngl needl a l o dd om i e. e s ic ng a ound t l l a tt hi r he ape s nd c lr a m a you phony but ola s nd ke r . t onhol i t t r lt ng.Your es n o he ea hi s t wilnow l a i t y cos uis l ook s f he t t i e t i prce. r pl he r i , ' f o y . Fi e 16. Re ere i et gur 2 v s ack s Inng s ws o ii ho . Hi acnutn o b rn as r r o sl t r e i i t e e a j el o s sc k l youre ne ous a ak kr f r nr bout m a ng a wr ki ong f hi choi as on ce you ca hie a c ula t s n r ons t nt o hop wih yow or a k a w e ldr s ed t s l. e s s or s esc e k f a ce t e al l r or dvi . L o gol o to yo rp gi . ok o u j u x gT g I ' w .. / . . . # ' 4 r t , a x I Nt ' W hen you t a l f ge t ho e r ve / or t he t l ion and ca r a powe f r ry r ul por abl s e m e i t a Yo ca t e t a r ns e d. u n pa k your jck t a pa t t c a e nd n s o m i m i e t r c e e . H e e' ni z hei r as s rs how:Tur t j ke i i out n he ac t nsde ( gue 1 2) a netones ul Fi r 6. , nd s ho . de i i t ot r( gur 1 3) r nsde he he Fi e 6. . Now f d t jck t i hal.L y ol he a e n f t pa s on a fa s f c t he nt lt ur a e/ hen pl et j ke ove t ac he ac t r hem a t t he d he s he Fi e 16. Nes onesh l knee. Fol t pant over t gur 3 t ouderisi t e ot . n de h her jck t ( g e 1 4) The pufy a e Fiur 6. . f
  • TH E LOO K bul oft jck t wilke p t k he a e l e he 1 Pa s fom c e sng ba y. nt r r ai dl O u unior st lpe e a 1 r f m el opl ot a boutw ho w e a e.l yo r a s i r f ur e ce it you w e r a 1 b c t l nt s , a a oa . f you'e a c t uc i w o k r you r ons r t on r e , we r wo k boo s l yo j a r t . f ur ob hi s on pe s son, yo uni nge r ua i ur f r s d s w t t you t nk o m houl ho ha hi t ngsout a pr pa e. he out hi nd e r T - ft l j tde c i pr t t is ' us s rbed ove ha . ve G ood dr s t n, i m or t es , he s e han s r a de or ton. l' a out u f ce c a i ts n K d es i ha r rFi r 16. F d p t ov gu e : ol ans er w ar expr son t tyoure ape s ofde a la c r on t i nd a e. i e. ack t Y Backr oom 'l f t Look l ps or he * Besde d e s ng w e l yo m us a s be i m ac a e y i s r si l, u t lo m ult l gr e Boos yo a a a oom d. t ur ppe r nce by ge tng r gul r m a ti e a ni c e ,pe c r s a ha r ut .l yourt e h a e ye l e beur s di u e , nd ic s f e t r low d, le m e,t yre de r c i f om yo l e n i no one i ve he r t a tng r ur ook ve f t lsyou s G e t el o. t hem w hiene t d. Spea ng ofgr i llkea t nne l but l tlke ki oom ng, i a d ook, don' i sti i t s (orobvi he lh r s ) Theefr ,l itng n he un f ous at eaons. r o e us a br e .l e nsoutm y s n t du i t da a i e onz r t ve ki one r ng he s nd t was s of a ni . he f t ght * W hen you pic yo ne e know wha s r y i or a i you t h, u v r t t a nf m t on c us t a t a ta t nton. i t e w he pe e a k m e an e o t r c t e i For nsanc n opl s a boutmy c o he ,lus m y out i a aTr ns o m a i l e lt s e ft s a f r ton vl chanim,e a i pe e a utwha l we rng a 1t pr s duc tng opl bo t' m a i n he oduc l pus ng. t' m hi
  • TH E RULES OF G O OD DRES S A Tr f maton M echani ansor i sm: The M i atng F gr i epper The St ene Youve been I i h nswihJ emy f a we ,s you' i t ' ockng or t er or ek o ve nvi ed hi f a me att I diert ty and wor out m or al he ocal n o l ' k yourdier ces f en . f Yout lhi youundert t h sus t r ear n alne, el m sand hat e' ed o es chig o butt head oft deparmentwant you ivoled bec s ofyour he he t s n v au e s al k edge. er ,t gh,h f peci i nowl zed J emy hou as oughtyouaIte way. Ih He I satyourivolemen asa sap i hi f e. ook n v t l n s ac W hi you'ewaiig f you entéest come,you ty sari a l e r tn or r r o r t tng c v s i ab u s mehn oh ta wor,is t I he te on erat on o t o tig terh n k uto i tn h g mood.But er won' bu J emy t dge.He' cl emouh . s os ted Youdeci t a mechanim i i or . de hat s s n der Youwal overt t cas r ser t e a t hpik,and t si k o he h egit , ak oot c os t ont t t e.'er 'yous ,'Itme s ow you s hi Iti o he abl J emy,' ay 'e h omet ng hnk youlfnd odd,buti er tn . 'l i nt esig ' ' Yougr t peppers er t s oft c and poura t n ab he hak ,wit f he ap, hi I ofpepperit yourgls ofwat . ayer no as er 'I fnd t odd 's J emy. 'do i hat ' ays er 'l$,t i :it Eitr. 'b'i t ;rs )rtr' b( i Youhan hi a t hpi an as hi t di ihal ay i o t d m oot ck, d k m o p t M nt he wat .He I satyou I you/e nus bu he c i .Not n haper ook i ke r t, t ompl es hig pens tough.Feppersilbl et t wat ' s f ,h tl ank s he ers urace. z hatar you tyi t pr ek' h s z W e r ng o ov ' e ays. zlm tyi t pr t when we wor t h ,c t ngscan z' r ng o ove hat k ogeter oolhi haPPen. ' Yougrp hi hand by t wrs and as hi t di t t hpi i s he it k m o p he oot ck agai He does,onl t stme h sdel ed bywhathes .Th n. y hi i e' i ght ees e momentte t hpikt este wat ,t peppersarsr s n h oot c ouch h er he t t u hig away fom i al tasi b magi r t mos f y , c. zlow di you do t k'he as s. zl d hat ' k (oni e ) c t d no
  • TH E LOO K ( nio d Co t e ) n 'I dn'do i.W e di i. ori t herwecanmak te s 'di t t d tW kng oget e h eas par ...mov mounais ...or gets peppert s f i a gls ' t e tn , ome o hit n a s. ' Hesmi s te frttme h ss l snc you' kn hi . l , h is i e' mied i e ve own m e 'Now ' h s ' youI go ofmy wrsk' ' ' e ays ' can et it ' Behl t Stene nd he T pr e,youneed t s et sme you i o epar o ecr l ar r ndex fngerwih I i y i t i d qu s oap.A cou e ofdr wildo.Ik s i a smalzi oc bag, pl ops l eep ome n l pl k whi Ik i my pock orbref e;tatway Idon' h t ch eep n et i cas h , t ave o I t t eand dr su pi on.W h I tt peror t s eave he abl aw s ci en wan o f m hi mechanim,Iopen t bag and di my fn i t s whi Im s he p iger n he oap l ' e s chig f a pen ora pice ofpaper It esonl a f s onds. ear n or e . tak y ew ec Iyou don'wantt go t t toubl ofcaryig s you c f t o o he r e l n oap, an puts on yourfn when youviite bat oom,ori you/e ome iger st h hr f r home,whi was ng a dih.I f t dih hig I d i an i l e hi s n ac, s was n i qui s deal s b tuefrI i h d s ap.B f e n d tou : c y /e u si t o i d an o (e orware , h gh On e ouv t qu s oaped t pad ofyourfngeri don't he i tp, t ouch it anyt ng,ot wie to hi her s y / rboftes ce. oul u fh e rt) l Howe you/ acc ihed i,you n have s on your ver ve ompl s t ow oap i ndex fnger te peronyou/e tyi t peruade i stig acr s i ;h s r r ng o s s in t os fom you youve t s a t hpi i fontofhi you h e a gl s r ; / osed oot ck n r m; av as ofwat bet er weenyou and you/e hol ng a peppers aker ; r di h . Du tte wat wih pepper Nott muc J tenou t dar s h er t . oo h. us gh o ken te wat ' suf h ers race. As te peru kh s adee t di t t hpi h M ay i o t wat . o p he oot ck al nt he er Not ng wilh hi l appen. T e t t hpikfom hi usng te han wihte s ak he oot c r m, i h d t h oapy fn . iger As hi t h d hi hand sr ghtabove t wat .Ashe does k m o ol s tai he er t s c u l r te edge oft t hpi wi yourfn . hi, as al ub h y he oot ck t h iger Fl t t hpi backi hi hand,and u e b0t yourhan t ace he oot ck n s s h ds o gr ont hi wrs. ab o s it (oni e ) c t d no
  • TH E RULES OF G O OD DRES S ( nio d Co t e ) n Gui hi han s t s de s d o he oaped tpofte t hpik br st i h oot c eak he wat ' s f ers urace. W h idoes te s wilr hof t t hpi ,it te wat , en t , h oap l us f he oot ck no h er c r ng t pepperwi i. aryi he t t h Fer hapsnota miacl f t ages buti' wondr t s i you r e or he , ts ous o ee f don' kn t s et t ow he ecr l Backr oom 'l I t M i atng Pepper Ips or he gr i # O b ousy,you/l vi l lwantt s yourfn ascl e asposi e t o oap iger os sbl o peror e tme;ot wie,t s wildr f manc i her s he oap l y. # Anoterway oftanserig te s i t gr t t hpi s. h r f rn h oap s o ab wo oot ck Han one t t s t or an appl t s t t s ond d o he pecat , d y he oap o he ec t hpi whie hi e s ar on t frt Then,aferhi f l,as oot ck l s ye e he is. t s ai k s hi t ty iwihyourt hpi . m or t t oot ck # Youhav t s at di te t hpi i o te wat frtt es e he pect or p h oot ck nt h er is o t ih t c t t te pepperi underbef e t magi abl he ondii hat h s ons s or he c happen Iyou peror t smechanim wih tI tn t s s.f f med hi s tou et g he pec i t orty i frt he mi t nk i' nat alf te peppert r s at r t is, ght hi t ur or h s o uh away fom te t hpi r h oot ck. The s ame dynami comes it pl any tme you/e tyig c no ay i r r n t s Is o eI omeone on an i .Unl st undert n what' dea es hey sa d nor mal i- w hatt bas i i- t l n ' s he elne s hey'l ever undert t sand he beneftofapplig yours uton. i yn ol i Mak s e t y undert d t r stat M ak s e tey e ur he san hei iu i on. e ur h k o is h w mu hteic r t ppoa h sar hn r g te n w ut o c h r ur a r c e e idei h m. en n T pr ent ben es yours ui olton. + Stlanoterway t peror t s mechans i t skp t t h il h o f m hi im s o i he ootpi ,an si yourfngerdiect i t wat .Ofcoure,t sapck d tck i r l n he er y s hi pr h gies a dif entf t te mec s becau e is you oac v fer eel o h hanim s t ' (oni e ) c t d no
  • TH E LOO K ( nio d Co t e ) n maki t magi happen.So z en we wor t h , c ng he c z wh k ogeter ool t ngsc happen'woul tbe t pr t hi an ' dn' he oper heme. neteme t O h hat c / wor wi ti appo hwoud b zf ouk o is wh r oud k t hs rac h l e z y n w ut ee i t atacka pr em,youc s ve iqui l and e i . o t obl an ol t cky asl ' y # Don' peror t smechanim underbrghts i ,wher te I t f m hi s i unl ght eh i qui s mi s ne i te wat . d oap ght hi n h er # W h notus a barofs y e oap? Bec s s s aped fom a bari au e oap cr r s difcutt tan f fom fngert t hpi .Alo,bars i eas fi l o r ser r i o oot ck s oap s i t s bec s i t dst adher t yourfngeri n ieabl er o pot au e t en o eo i n otc e si s l . ver
  • T H E PLAT FO RM PI C H T di notwr t t s book t t n you i o a pi c a orpic d i e hi o ur nt t hm n t hwom a lw r e i s t t you coul l a n pic pe s s on n. ot t o ha d e r t h- r ua i s r t gi s t u e i e r y lf lhope t t a you be t a e e o s n ve yda ie. ha s ke en r di youke be n usng t sr t e .l not lur you t ea ng, e i he t a egi s f , ge o pi t t e or f t t a ck he hr e our ha ppea t you m os , a t ke t lo t nd a he pl unge.Pr c i t m br e l a t n go lve.U s t a tce he i fy nd he i e hem i t n he s r a ke ,t m o e t t ,t boa dr , r ve . hes upe m r t he vi hea er he r oom whe e r T e per ua i sr t gi s m a be ba e upon prnc pl s of t ti a s son t a e e y sd i i e hea r c l e eranme , t /r me ntf c nt ti ntbut he e a or ommon, i us dal e. y T hi c pt r how e r i not a s ha e , ve , s bout c m on, da l u e l' om iy s . t s a bout usng t s r t e i pl tor s t i .l' a i he t a egi s n a f m e tngs t bouthow t s o i l nce peopl a you pic pr s ,orgi e a s ch. nfue e s t h, e ent v pee lw ilnots a t or i t scha er lw ilt l you wha l l pe k he y n hi pt . l e l t' ve done f t pa t 24 yea s a ofe s gges i on how you or he s r nd f r u tons m i a y t phios e a t c qu s i you s t ton. ght ppl he l ophi s nd e hni e n r iua i
  • TH E PL ATFO R PI NI TCH THE AUD I CE EN lperor be or t o ditnc gr ps O ne i a s a e a e f m f ew si t ou . s e t d udi nce.l s a t w ih pe e i a a dior u whoke com e s ii ly t t r t opl n n u t i m pec fca l o hea m e s k. r pea Typi a l a c por ton ha hie m e t t l a t c ly, or a i s rd o a k bou s l , r ua i orpe s le ele e. r aes pe s son, r ona xc l nc Eve yone i t r n he oom i s qui t a on t rbe tbe vi . e nd hei s ha or T he ot r i a t a s he s r de- how a enc ls a twih no one. s udi e. t r t Thi gr lm us buid i t m i tofaf e i ,c pe ii e en r oup t l n he ds r netc om ttv vionm ent f l ofpuli m usc, l s ng lght ,a s ntl c a m od,ul sng i fa hi i s nd ca iy l d e s.lm us a t a a c owd,pul t m i o m y cle ' 100t a l t tr ct r l he nt i nt 7 h, nd s s lt m on m y c i nt pr el he le ' oduc s s t. T H E STRU CT U RE T he t a e e s e w idl dif ent ye pa a i a l t wo udi nc s e m l y fer , t r dox c ly, he s m e pic s r t e i efec i wih 10t l cal i m y ' id, a t h t uc ur s f tve t 7 h. l t ' l Bu H ol M ove Pr e s'The pr s l d, oc s . ' oce s ookslke t s i hi : T he Bu l St p g st i a t i id e et he r tenton. T he H ol St p t l a d e aks boutt i pr e s a m y s utons he r obl m nd ol i . T he M ove St p t lst m how t i m e a el be i f om e e l he o m di t y neft r mys ui . ol tons T H E BU I STEP LD W het rt a di e i qui ty s a e wih f de ha orw akhe he u enc s e l e t d t ol d nds l i t ough cha , he fr tt ng lm us do i w i t i a t nton. ng hr os t is hi t s n he r t e i lne ras t /r i e etd i meori wha lha t ve sume he e ntr se n n t ve o s y.Eve i t y a a n f he ppea a t ntve,t y m a i f ct be t nki r te i he y n a hi ng a boutfveo'l kort r iet ywe ej ts r wed outof Ther i coc he as he r us c e . i bodi sm a be m i ,butnott i m i .l a 10t e y ne he r nds w nt 7 h. M y f vort w a t ga n t i a t nton i w ih a pr lwa k a ie y o i he r te i s t op. l t pl tor w hie hol ng a ffy- l r bila s y:' ea t i he a f m l di it dola l nd a W 1 h s w ha you bele i t be. know s e w ho t t i ve t o l om one houghtffy dol it l r m a hi a rch m a a s de m i n.
  • TII BLIL STEP -E I, '' D 1 99 ' y gr ndf t Al r ca r e affy- l rbilwih hi , ' M a a her be t r i d it dola l t m beca e hi f t rs i a ffy i yourpock i wea t Al tne r us s a he ad it n et s lh. ber ve s penti. dj tl a i. t He' us ook t t ' ow,lknow ffy dola s wa w orh a 1 m or ba k w hen ' N it lr s t ot e c A l tca re i , t m e affy- l rbilin' weat ' ber r i d t but o it dola l s t lh. ' A slde i t lne lba lup t bila t si,lke api e of lver he i , l he l nd os t i ec ga ba ,i o t a e e.Tha get t i a t nton.l we'e i r ge nt he udi nc t s he r t e i f r n a a t i ,pe e st up.l we' a a t a s n udiorum opl i f r t r de how,pa s s e s er by c ongr ga e. c i on, ovi f om m y gr ndf t ' c e t l ontnue m ng r a a her once s pt of wea t t m y conc of w eat l t n te m y c e of lh o ept lh. he i onc pt w ea t t t pr lh o he oduc l pic ng. t ' t hi m T he ffy- l rbils or i a e m pl ofhow t us a pr it dola l t y s n xa e o e op t l d i o t body of a pr s nt ton.A fe a 1 you ca t l o ea nt he e e ai t r 1, n ak a bouta s ec onceyou br ghtup weat be us weat ny ubj t ke ou lh, ca e lh ia e s n ncompa sng t r . s j c ca bem a t fti.S si e m Any ub e t n de o i t ometm e ,t i s hough,yourpr a w ha i r pr e s don' ha t ft op nd t t e es nt t ve o i yourt c s s m l s l opi o ea e s y. W he lw a t buid a t a - ho a di nce l ofe us a n nt o l r de s w u e , t n e pr ba ed Tr ns or a i M ec nim t t ha no bea i on op- s a f m ton ha s ha s rng t pr he oduc l bee hie t pic ldo i pur l t c e t m a s t' ve n r d o t h. t ey o r a e s, nOtt delve a s l m e s ge. o i r a es s a 1 1l p fom t s a a s a i t a se.W hy? Be us ' ea r 1 he t ge nd t nd n he il ca e w a tng f pe e t com e t m e i sow.lgo t t m t s ed ii or opl o o sl o he o pe t ng up. hi s W he l i t a se,lcom m a e a f w pe e one t n ' n he il m nde r e opl o a t a a vol e ,t r t t a t a a a di nce Thi s ala c s unt er he es o c s n u e . s m l udi e e brngsm or pe e t t r be a e t y know s e hi nc i e opl oge he , c us he om t ng unus li a oot A s alc owd a t a sa l r one. ua s f . m l r tr ct a ger lt bor ow a ie fom t vol e r a w a ch,a cr di hen r n tm r he unt e t e t ca d,a s r hoe.l m y vol nt eri ayoung m a lm i ht a k hi t f u e s n, g s m o rmo hi s r s lc n pef m amec nim wih i.( onl e ve s hit o a ror ha s t t 1 y t ke t s r i hesw e rng aT-hitu r t ldon' w a m y a he hit f ' a i s r nde nea h; t nt peror nc t ni i o afeh s )lue t ie a af a f ma e ur ng nt ls how. s he tm s oc l poi , hi h i ensfe t i e e tofpa s r b nt w c nt ii s he nt r s s e s y. T hen,w ih a 1 ofs t ot howm a hi lpe f m t m e ni m . ns p, r or he cha s l m i be one f om t sbook,orone r ii gr t pr ctce t ght r hi equ r ng ea er a i
  • TH E PL ATFO PIIPI . TCH V (ori tnce s i ar rba one- nde a r st foor f nsa , hootng ubbe nd ha d cos he l s t tt ba j sahundr d f t r vere diec i a s s o ha he nd et e ee , e s s r ton, nd coot ba t me. ck o ) W he t yke s en m e do wha l n he e t ooks t be i pos i e l o m sbl , pr i e ot m ia l i t y f l m e ba t 'he gitde oyom s her r c es f he olow ck o ' t f pl mentae '(loknowna t sa ) ra'as s he tge . lm a no a t m pt t t e t m e ha s t m y c i ' ofe ke te o i he c nim o lent f r s i W ha ldi wa t al f t c owd' e j ng. t d s ot l or he r s n oyme .l wa eny nt t s t t nm ent er ai . M y peror a e i t a a tona :l wil c i t i rgue f m nc s r ns c i l l ontnue o nt i a de i t ,i t y s a a ound f my m e s ge . l t y nd lght hem f he t y r or s a s f he don' s a a ou t y won' be e e t i d. t t y r nd, he t nt r ane W he t peopl c ow d a ound m y s a , l a k t m t n he e r r t ge s he o s ue i tghty.l t /r i tght t /r mor f e on my q eze n i l f he e n i ,he e e ocusd m es a l t y'e i tght t y w on' t nk a s ge. f he r n i , he t hi boutl vi l you ea ng. f l e 1pe s i fontyou l e 30 i ba k,a l n' 1 t tha os r on n r os n c nd ca t et ha ppen. gr b t i a t nton a hol i. l a he r te i nd d t H ow W oul You U s t Buid St d e he l ep? C onsde ga ni t a t nt on ofyour a e i one oft e i r i ng he t e i udi nce n hes ener zi w ays: gi ng J t ( T'g-frlto klcg gs Re e / / g r soptfg ke/g fm. m mber a mec nim i a /fg t g g t , ha s s t i k w ih a poi .l m a s a i cl ra c peli by exrc t nt t ke n dea ea nd om lng pl i ng i t ough t l nsofm e a ani t hr he e t phor You cr a e a m ec nim . et ha s by t ki a ke poi fom yours e com bi ng i w ih a t l a ng y nt r pe ch, ni t t a e orsunt a s i wha c esfom i. nt t , nd ee ng t om r t l you' a pl f r e umbe who sngsope a bn lYou ha youref r i r , iyo ve sl t m a ngsofa m e or bl m ec nim .W hen you w a k outt he ki m a e ha s l o gi a pr pe i t l t l lbu i s l de s you c n sng a ve os ctng a k o oca s ne s ea r , a i n a i T ha ' m a t m t k notc W he you'e fni hed,you ra. tl ke he a e i e. l n r is ca di c s t sm ia i i bet e n oper a t pl m bi n s u s he i l r tes w e a nd he u ng pr e syou s ve obl m ol . J t (g gypô /cre/g slAttme , ca pe f m ame h/ / g o s lof l ggfr. i s you n ror /fg ct c a s t tdoe n'ha muc sgnii nc ot t n bei en oynim ha s t ve h i fca e her ha ng j a e t w a c You u e i t ent t i a putt f u on you. bl o t h. s t o er a n nd he oc s
  • TII II L S - E -O D TEP A ga n,s i uppos your t t sngi pl be .You open w ih e 'e ha i ng um r t t a i ,pe e c ap e hu i s i a l you t nk t m a hea he ra opl l nt s a tc ly, ha he nd d i o yourt l D one. nt a k. J t (c al . da r ye efe tvet c q lsdown/ / g b l A nge ous t f c i e hni ue. t /fg ove sde: c n c e a r sa m a pul tve. t upsde: c lenge i You a om c os s ni a i ls i A ha l grpspe e a i iest i a tv r s i opl nd nv t he r c i e e pons e. You ca cr a e a c le by t ki one ofyour k y poi s n et hal nge a ng e nt a c hi is upsde a s e hi f i e ng:' m u tw a n nd ouc ng t i s om t ng rght ni ' s r l you.M y pr oduc i iy s t m i g ng t a l you t a hi ve tv t ys e s oi o low o c e s e hea ga ns Bu he es t s g. You'e not S om vy i . t r ' he na r uper a m n. Som e pe e ge s i ox ca ed by c pl tng a we sworh of opl t o nt i t om e i ek' t w or i t a a- l da t tt y be om e gr e T he s a t k n wo- nd- ha f ys ha he c e dy. y t r t ki on m or ,a i t xe t m . y ca tsee t y be om e a ng e nd t a s he The n' l p, he c irt bl , he ba k a t pe e w ho l t . do notw a r ia e t y r t he opl ove hem You nt t go t r Thi c r uly bef e i s i i m y s t m ,beo he e! nk a ef l or nve tng n ys e ca e i t i e t per ona pr us f w c he s l oductviy in' e gh f you,you i t s t nou or m i g your e fi o t e endoust oubl ' ght et s l nt r m r e. You c n a s c le a l o ha l nge peopl by da i t m t w ihs a e rng he o t t nd t be isofw ha you'e pic ng:' you vii Ye l w s one N ahe neft t r t hi 'f l st lo t tona Pa k,lda e you nott sa i a oft m ae tc r i l r r o t nd n we he j si edw oods lda e you not t s d a t r a you w a ch a ba d ea e . r o he ea s t l gl fa h a r st s lda e you not t ha t va ton t w hi h l s c os he ky. r o ve he ca i o c you c pa e a 1ot r va tons l don' t nk you ca do i. l om r 1 he ca i . t hi n t w ou d be e y dola i m y poc tt ti you vii Ye l t l t ver lr n ke ha f st lows one t syea , wilbe ca l d ba k t i, a a t ryea . wilbe hi r you l le c o t ye r f e r You l a c e l w ilbe a a c i you c nnotbr a ' ddi t d. t l n ddi ton a e k. ' T H E H O LD ST EP ldi i t H ol St p i o t o s a :Pa n a Sol i v de he d e nt w t ges i nd uton. Pa n i O nc lha t a e ' a t nton,lw or t k p i .Be us e ve he udi nces t e i k o ee t ca e peopl lve i t r pr em s t t w he e l g ls a tt H ol e i n hei obl , ha ' s r o. t r he d St p b m a ng t rpa n r a t t .lope wou . e y ki hei i e l o hem n nds
  • TII PL -E ATFO IM PI ? TCII . W ha ldo i t rt m down. i iy a ha p on wha in' t s ea he l dentf nd r ts t w or i f t m . l brng u f m ii r obs a l s not e k ng or he i p a la t ce : noug h m one not e gh pr y, nou oduc i iy,not enough tm e,not e tv t i noug h fee r dom ,note gh c r buton t t w ord. nou onti i o he l li r nt oduc t La of l a t ,whi h i doi wha you e he w ns niy c s ng t ke a w a done a ex ctng dif r nt r s ls ' o m a ofyou l ys nd pe i fe e e u t . ' w H ny r gul ry f l t t1 w ? la k. r e a l olow ha a ' s Eve yone r i e t rha a s s hei nd. le e t rwor d a 1 tt m know t tlha s f r e nt r hei l nd e he ha ve ufe ed ve yt ng t yke s f e onl l e i ntfe w ha w a n' w or r hi he ufer dy ' de ii d v t s t ki a cha d i . l a not s a t t n t y a e. l onl ng nd nge t m m rer ha he r y c nge ea le .la nots c a .But la doi w ha t y l ha d ri r m pe i l m ng t he ong t do. o Bec us ls a cu a el t l t a e o c r t y e l hem a boutt rpr e s s e hei obl m , om peopl t nk t y a e ls e ng t af i nd.lc r c t i a s pe hi he r it ni o re or e t he r s um ton.' a notyourf i nd 'ls y.' a abu i s pe s pr e i ' m l re a lm s ne s r on es nt i you wih a oppor uniy. ca tha outw ih m e, nd t ng t n t t You n' ng t a he onl tm e you g t he r m e i now.Tha ' w hy you s l be y i et o a s t s hou d t ki not s The s u i l goi t gi you c tm e m ilons a ng e . ol tons ' m ng o ve os li t fgur out' o i e . ' By t tm e l fni he t y'e a 1e r . he i ' i s d, he r 1 a s m H ow W oul You Cr e Pa n i YourAudi d eat i n ence? lkno t tc ea i pa n s w ha r tng i oundsna t buti you ha a pr s y, f ve oduc , t s v ce or opi on t tw oul ge i l bene i your a di nce er i , ni ha d nu ne y ft u e , you s dn' t nk t ce a houl t hi wi bouts li i t t m a ha d a you e lng t o he s r s ca C r tng pa n i onl m e n-piie i you don' ha a s un. ea i i s y a s rt d f t ve ol ton, i yours u i s i . ft t t c s don' eve ge up i or f ol ton tnks l ha ' he a e, t n t s t s a o pe k. You don' ha t f m a t m ou h t getpe e t ex r t ve o oa t he t o opl o pe i e e pan.A l ke a oa h i j ta efe tve.An e mpl nc i ow- y ppr c s us s f c i xa e: ' i f aj i t y'ma ke ca beadipiii t s Frt ' Lookng or ob n oda s r t n s rtng a k. is, you ha t wrt a r s é,whi h i a doc ent t t r duce ve o ie é um c s um ha e s yourlf t a sngl pa wih l s ofwhie s c T he s d t ng ie o i e ge t ot t pa e. a hi i ,m a of u ca t e en fnd e gh w or hwhie t ngs t fl s ny s n' v i nou t l hi o il t t pa W e ha t pa i wih hype we ma one pr e t ha ge. ve o d t t , ke oj c
  • TH E H O L S D TEP 203 s ound lk s x, t ke c edi f r s t t tw e ba el ha aha i e i we a r t or e uls ha r y d nd i c ea i E n r tng. ven wih a 1t t w e s e i e ha t bu a r t 1 ha , om tm s ve o y é- s book a a opraebule poi sfom i, us t fe h ou umé nd ppr it lt nt r t j t o ls t ourdoc e . um nt' ' Sol i uton O nc t a enc kno s lu r t nd t rde s pr em s l e he udi e w nde s a hei epe t obl , m ove on t t s u i l la s li a ca ,t ca i t s uo he ol ton. f m e lng r he r s he ol ton. fla t c ng pe e ho t s l, y s l sa oa h i t i l m ea hi opl w o e l m a e ppr c s he s ui ol ton. T hi i t e s s he duca i pa tofm y pr s nt ton. si whe e l ton r e e a i Thi s r t l t pe e a t f c s a m et a k o opl bou a t nd hods a s t nt a e w ha l nd ubs a i t t s y wih pr a s m pl . e e,lc orwha ls y wi h soga a t oof nd a es H r ol t a t l ns a b ha ng outf e bi . nd y ndi r e es l ar a gone i o de a l a ' l e dy ve nt t i bout t s s u i s a i a hi ol ton t ge n l r pa toft sbook, o l on' r ha h t ti or a i W ha l a ge r hi s w t e s ha nf m ton. t w ildo,t l hough,i e uci t on s e pa tc a s s l da e om r i ul r . D urng t ss a lke t e e t i e l ve hi W hie i hi t ge, ep he nt r a nm nt e l gh. l l t l lcontnue t u e m e ni m s t hol a t i a gi a k, i o s cha s o d tenton nd ve my c once s oom ph. ih t m ec nim s lt y nott f l i o pt W t he ha s , r o a l nt pr c a e pa t r . l m a pe f m a m ec nim sr i edi t bl te ns y r or ha s t a ght t ough t t e bef e pr e i t a enc wih ne hr o he nd or es ntng he udi e t w pich i or a i O r l m a s rng ou t m e ha s f 20 t nf m ton. , y ti t he c nim or m i t s i e tng pic i or a i wihi i a lgo. nu e , ns r i t h nf m ton t n t s lm a c r a n t gi peopl a t chni or t o s ii t ke e t i o ve e e que w pec fc o t r fe ds whi h wil bl t m a a r r es of w he he hei i l , c l ow he w y ega dl s t r t y bu w ha l pichi F i t nc i l s a ng bef e he y t ' t ng. or ns a e, f ' pe ki m m or Rea t s l s lor , ugge t t t w he t yke s d a hom e, t y m a k s ha n he ol he r down t pr ec e dae by whih t bu r wilha pad of he oj t d t c he ye s l ve i f 20 per e of t i m or ga W he t tda e a rv ,t Re l c nt he r t ge. n ha t r i es he a t s s l ca lt buye s a a s t or hou d l he r nd dvie hem t c nce t e peno a l he x sve PM li ur nce t y wer r i e t buy whe t y bought i ns a he e equ r d o n he t r hom e .Tha phone c l s ve t buye s t s nds a hei s t a l a s he r hou a nd gi s t Rea t s a fi y w a of r s a ihi cont c w ih ve he lor rendl y ee t bls ng at t peopl w ho m i be i er s e i m ovi a i e ght nt e t d n ng ga n.
  • TII PL -E ATFO RM PI . . TCII - Buidi va ue f t a di nce i f e os i m y m i l l ng l or he u e s or m t n nd. n ot wor ,ldon'j tpl i or ai i fontoft m .lhep her ds t us op nf m ton n r he l t hem s e, hea , s e l t s e, a f el t t i or a i l pa nt e r m l, a t nd e ha nf m ton. i s ne ofw ha t rlve w ou d be lk usng i , nd lunde s or ce s t hei i s l ie i t a rc e t e s e sw ih pi t e ofwha woul ha n i t y c i hos c ne t c ur s t d ppe f he ontnue on t i pr entr t d he r es ou e. H ow W oul You O lerYourAudi d l ence Sol i ? utons Re em ber wha eve yours u i you ne t s l i t pe e. m , t r ol ton, ed o e l t o opl Eve i isi por a e i obvi t you, tm a notbe a r t n f t m t nc s ous o i y ppa ent o youra enc Buidi va ue i crtc l udi e. l ng l s ii a . N o pr oduc i ex t s pensve i ispe ce ve va u i hi e gh. i f t r i d l e s gh nou To t pr pec ,a $1 000 prce t g f l lke 1 c nt ,i t he os t 0, i a ees i 0 e s f he prce opton wilbrng t pr rr ul. i y i l i he ope es t T he s m e dyna i a i st pichi i nonc m e c a s t a m c pple o t ng n om r i l iua i . l you'e pr tons f r oposng t t nei i ha ghbor f m t a h pi ks or r s c up t m s t cl n t l lpa k,you' beterbuid va u lke c a , ea o ea he oca r d t l l e i r zy ot wieyours uton wil us s em a a her s ol i lj t e n nnoya . nce W he t pa k i c ea w ha wili do f pe e M a t n he r s l n, t l t or opl ? ke he nei ghbor hood pr ter Ra s pr ry va ue .H e ght n c m ueti . ie ope t l s i e om niy s r t M a i s f f f m ii st pi c c l en t r n,a t pii . ke t a e or a le o cni , hidr o u nd dogst r p.Tha ' buidi va ue.You s y i,a you ge peoo om t s l ng l a t nd t p1 t f eli . eo e t O fc s i youj s ma c amsa oure, f u t ke l i bouthow t communiy he t w il be be t r no one w il ls e You m us s l te , l it n. t how t .Tha ' hem t s w ha t Sol i St g i f .l a c ea pa k r i e pr r y va t he uton a e s or f l n r a s s ope t l ue ,s s how t a enc ho hi a w her you gott t i or he udi e w gh nd e ha nf m a i Pe ha you a ke a ciy pl nner or di a r l e t t ton. r ps s d t a , d ea s a e c ck ofs r ndi pak communii .Quot you s res he urou ng r tes e r ouc . D iply phot a .Br ndi h doc e ss gne b e r s s a ogr phs a s um nt i d y xpe t . T H E M O VE STEP T he M ove St p i a e s bouta ton.l s l spa l nc i i ' he cl e. c i n a e ra e, t s ' t os ' ' T he a e e ha be n e udi nc s e duca ed a e era ne a t y unt nd nt t i d, nd he
  • THE M OVE S TEP der t nd how t ofe i wilm a t i l be t . o t y sa he f rng l ke he r i ves ter N w he m us m ove. t W he l pic ng,lt l he t ti t y ha a he ia i n ' t hi m el t m ha f he ve ny s t ton a bout a e i my pr cc ptng opos l t t nor a . Cha ng f t a , ha ' m l s ngi or he bete ne d notbe com f t bl tr e or a e. ldon' gi pe e m a optons be a e optons diut m y t ve opl ny i , c us i l e m es a l c ea a pr ie a s ge. ' l r nd ec s boutw ha lw a t m t nt hem t do. o lt l t m t te r e l he ha ve yone ha t a lt t a c m y ofe , t s he biiy o c ept f r bu f w wilt ke i .M os pe e f l w t pa h of l a t r s sa e e l a t t opl olo he t e s e it nc , be us t tpa h ha done oka f t m .l oka i e gh, hen ca e ha t s y or he f y s nou t t y s l s i k w ih i .l t y a e l ng f be t r t he hou d tc t t f he r ooki or t e , houg l h, ha a r dy pr ve t t ve lea o d o hem t tlknow abe t rw a ha t e y. lgi t m a a nt gef buyi t y be us i ldo not ve he n dva a or ng oda ca e f , t y wilnot The wilde i r t The wilpr r s i t .O ur he l . y l lbe a e. y l oc a tna e m i a e lke l w ye s a we ca fnd r s f ora i ta y nds r i a r , nd n i ea ons or ga ns n pos ton w e w a .By t or ow,t y w ilha t ght of 1 ii nt om r he l ve hou 37 r s nott bu e n i buyi i i t i be ti e es . ea ons o y, ve f ng s n he r s nt r t T he a va a e lgi A l d nt g ve? onge gua a e A prc br k. ee r r nt e. i e ea Fr t chni ls e ca uppor .S e hi Som e r w a d t tva s when t om t ng. e r ha nihes mys how i o . s ver la s r m ove t rs f bu ng:T r ourpr cton f sze. lo e he i k or yi ' y odu or i l you don' lk i,we i iton gi ng you yourm one ba W e f tie t nss vi y ck. ca ta f d unha c t e s'ldon' w a r m or e ulbuyer .l n' for ppy us om r . ' t nt e s f s w a pe e t ha f ih i t c pa y l pic ng a i nt opl o ve a t n he om n ' t hi nd n m t rown de i i . hei c s ons Eve w he l t a hi a a e e how t s lorpe s de n n ' e c ng n udi nc m o el r ua , l i ude t s M ov St p.lpus t m .love whe m t m w ih ncl hi e e h he r l he t va ue.The e i no opton. l t y don' u e t s r t gi s l l r s i f he t s he t a e e ' ve t ughtt m , he wilgett s m e r s tt y ha be ge tng, a he t y l he a e ul he ve en t i a t tr u ts nt t m t m e i t fr tpl c l1 no one of nd ha es l e he o n he is a e. et f t hook. he H ow W oul You U s t M ove St p? d e he e To be e f c i i t s s ep,you m u t be c ea a f e tve n hi t s l r bout t r s t he e ul you'e l ng f .W he you'e fnihe s k ng,do you w a r ooki or n r i s d pea i nt
  • TH E PL ATFO R PI NI TCH peopl t l ve t r c a i or a i bu your t pe s t or e o ea hei ont ct nf m ton, y a e, sgn a cont a t W ha e ryou dec de,t t w ha you ba e your i rc? t ve i ha ' s t s c os on.You ' y t yl a nt ge s e s fom t t a doe l e r' Bu oda ' dva a t m r ' ha , s s yourguar ee. ant T he M ove St p i a s agood tm e f you t t lpe ew ha e s lo i or o el opl t i' cos i t m t i e you m e s g l t y l f wihou t kt s tng he o gnor r s a e. f he e t t t a i you up on yourofer how w oul t y be w or e of ? ng f, d he s f M a e s e youke a w e ed t a enc ' que tons bef e k ur ns r he udi es s i or pr edi t t ss e You w a t ha t l s w or You w a oce ng o hi t p. nt o ve he a t d. nt t end wih fr a a c l t a ton. o t ie nd a l o c i You don' w a t c er t nt he onc ns of one or t o a e e m e be s t s a i t w a of your w udi nc m r o t nd n he y sr t ong m es ge. sa Y Ba kr c oom 'l I Pl tor Pic ng lps or a l m t hi + Be pr pa e t e nd or c r c your pr e a i ba ed e r d o xpa ont a t es nt ton, s upon wha ' ha ni i t r t ppe ng n he oom .l one pa ti goi pa s f r s ng r tc a l w e l ha p on i . fa he pa ti sow,c i. i ul ry l, r t l not r r s l ut t + l ol you a enc bu don' 1 tt m t ke ov .la k peonv ve r udi e, t t e he a er s p1 t pa tci t i m e ha s s a t r i e t i ha e o r i pa e n c nim nd o a s he r nds w he t y a e wih m y poi s H ow e , l a aw a i n he gr e t nt . ver m l ys n c r of t pr s nt ton' fow. l a vol nt r in' doi ontol he e e a i s l f u ee s t ng w ha lw a ,lt nk not ng ofs ti hi dow n a upty. t nt hi hi itng m br l W he you pich,t nk ofyour e fa a m o e diec or l' n t hi sl s vi r t . t s yourj t t lpe ewha t do,s t ts hi wonde ob o el opl to o ha omet ng r f ha u1 ppens Youne dn'be a i J tfr . . e t busve. us im # Do you us si ? l s you s d onl pr e tane si e ldes f o, houl y oj c w lde ont t w a la t r youke s a t d t l ng a o he l f e t r e aki bout i .Alo,t t s he i a on t s i s d be a sm pl a c ip a pos i e: m ge he lde houl s i e nd r s s sbl a t o- d s nt e;a col phot a a rdi ul l ea yw wor e enc or ogr ph; i c ousy s t f l gr ph. o-olow a l you s a t t l ng a f t r a ki bout t si t e ry oryou s i he lde oo a l plt your f us bet n w ha you'e s yi a wha t s i oc wee t r a ng nd t he lde s w s pe e w ilt you ou a a t t t si . ho , opl l une t nd tend o he lde
  • TII ll -E v ovE S TEP + D oes publc s a ng m a e you ner ous l ne dn'.Spea i pe ki k v ?t e t ki i a ofis l,in' i r l s r s f .l your e s ng, n nd t e f s t nhe enty t e s ul f 'e xce sve y ne v s i m ea you'e s e i l r ou , t ns r om how bei unr ls i ng ea itc. Per psyou' e c i pe f c i fom your e f or you'e ha r xpe t ng r e ton r e s l, r e eva i t cons enc ofyourpich. l tng he equ es t The be tw a outof s y t t t a i t s a of e You' s e t tnot ng lf t ea ha r p s o pe k t n. l e ha l hi ie-hr t e ng ha nsw hen you m a m i t k . ni ppe ke s a es A Tr f maton M echani ansor i sm: Cuti a Fer i Halw ih Ropes tng son n f t The St ene Y /ec aiigtec t ewh s i ii t r s fn st ree t our h r h ommie o e ob ts o ai u d o e lc n t e te mayor h . Th commit i har wori bu you/econ ned abou t e tee s d kng, t r cer t he sr egi t y/e pr ig.F t mos par,tos sr egi ar tat es he r oposn or he t t h e tat es e duland uni pied. l ns r Your i tat c tdemand tattey ti mor cr i y eal h you an' ze h h hnk e eat , vel mor ent i tcal .So,you deci t opent sweeksmeetng e husasi l y de o hi ' i wi a me t h chanim desgn t i pie n t nkn i t s i ed o ns r ew hi ig n hem.Y as ou k Nik E c , mma, dS r ht ii y a tefon ofh r . an a a o on ou th r t te oom ' o opent ght meetn 'yous ,' t gh I do s hig ' T oni ' s ig, ay Ihou t ' d omet n dier .A magi ti .Bu n s Imetik.I f ent f c rck t ot ome a rc wantt peror te o fm h gr e tti ofal Sawig a F s i Hal.Ni ,pl e san h e. eats rck l , n eron n f ck eas t d er ' Th commit member I e tee s augh.The don'kn whatyou/e y t ow r goig t do,butt y Iv wh your doig. n o he o e at /e n Youc i e:'Now,I thave t mon f a f y box and ontnu ' don' he ey or anc a bu s bec eIsnk mos ofmy mon it t mayorscamzz aw, aus i t ey no he ' pai So,f gi me.I gnl or ve wantt do t poorman' veri ofSawig o he s son n a F s i Hal.Sice Idon' hav an gi ck pr t do t eron n f n t e y mmi ed ops o he ti ,11have t u e tes r s.Imay be a bi mor bl tan rck /1 o s h e ope t t e oody h nor .Is Nik,f gi me. mal f o, c or ve ' ' (oni e ) c t d no
  • TH E PL ATFOPM P TCH . I ) . '' ' e j, . ( . . 1 .u . L I Fi r 1Z. R s behid te back gu e 1 ope n h . ( tv ) Coni ed n I yourhcnd m u h d t r s ecch cl l f ef tI Y n l ol wo om l l ut i ee ong. ou x v hcv Emmq cndScrl scndonei sdeofN ikcst y grp t le l lch tl t i her c l he i he rm s(i r 1 1. o e crl N ikswqi wi teon o ter s o Fgue 7.)Y u n i e c ' s t h e fh om c t h c ct i t en txeh tu srl n hm i (bue 1 2. l li t wo dscg ter h s tc g i n F r 7.) n es ppi ' nte cou oft e , you sl,' wcn you l Ill st ycnk ' h O nt hre ' cy ' lt I wo cci o l e t yourr .ncsf wcr It i wors t wi m nelct N ik' he om e l or ld.f h s k hey l l rl c s e body cn lh l be non t woref wecr I ict n' Nik Ikn lc e/l e he s or l.f t l t c xs ow h w t uemys iic e csct r iu tE eron rc l. o o s utq k t l lounq e. v y e e ly' c ' On ' e 'te womenpulhcr cnd t r ss t sie ' el' h Thr l ld l he om eem o l c rghtt oughN ik' bodywih n i efect W hctsmor y i t i hr cs t o I f s. l' e ou nvi I e t woment pcs cr he o ls lound t r st ev y i te r .T he om o erone n h oom hey tuy cr n mql Ev y e i i esed. r l le or . er on s mpr s Y scr t meetng cnc wh cn i ls emsu i pied you ou tlt he i l l en l dec e n ns r r erbcckt t om ni mechqnim cnc cs peopl h t miht ef l o he ng s l l lk e ow hey g (oniv d c t e) n
  • THE M O VE S TEP 209 r ' r / 1 : $t t : Fi r 1Z. Ti on r e ar d wait gu e 2 e e op oun s. ( tv ) Coni ed n mqk t i lun c i qton ' Il bi e he dec der onsder i ' cy ggen'Yougets rt r P ' pii e. ed s es pons . Behi ' sc nd he ene T pr e,cu l picesoffvef . ng r f d ec hon i o epqr t wo e i .cotl ope ol l e n o c hl cnl n tem txeh rwi cs l pic of i tr l (i. cf lcbid h c te t lmcl e e wht hec Fg l g h l e d ue 1 3 . r 7.) W hen you/e r ly t peror te tik pi up te r s t l r ecd o f m h rc ck h opes o hct yourhcn l ceql te cent T t qudi ce you/e hol n l lc con s h er o he en r dig wo I g picesofr . on e om W hen you hcv yourvol t on scge,plle te r le uneer tl cc h opesL hi l nc hi s hsb l obsue teigi ik midl (iue 1 : . m o i oc c rs h r mm c ed d e Fg r 7.) y Th i fon ofhi l en n r t s xdy grl cn end fom eih sde cnc t t cb l r ter i l l i hem e t her oget . /oniv d c t e) n
  • TH E PL ATFOPM P TCH . I ? !/ w. ? Fi r 1Z. Bid c tr t herw i t ead. gu e 3 n enes oget t hr h < x - - /.s . ; r Fgur 17. Rope gi ckbehid te back i e 4 mmi n h .
  • THE II V OVE S TEP ( nio d Co t e ) n Have f mor v unt ssan on oppost sdes and mak wo e ol eer t d i i , e e s r te r a f t s cos roteau e c tanh i (tewie ue h y'e oo or o l e t h din e h e s oh r s te ' s eb hn hm) h yl e e id i . l O nte coun oft ee,h t tg f war ontei r ends. h t hr ave hem u or d h r opeW hent y do,t whi t ead wi s he he t hr e l nap,f lunnotc t t f or l al ied o he l , o and te r h opest eleswi sr ght ou i t v unt s hands. hems v l tai en t n he ol eer' l Th iu i i perect e l son s f . l Backr oom 'l I Cuti a Per on i H a l lps or tng s n l wih Ropes t + Th t ead s d s easl, butnoteary.Dependi on i e hr houl nap i y l ng t s sr h,c i wr n iar tengt onsder appig t ound t r t ort eetmes he opes wo hr i bef et ng iof. or yi t f + Iyoudon' h t ead h dy,you c u ea t n r f t ave hr an an s hi ubberban A d. war ng,tou W hen te r ni h gh: h ubberband s oot of t r h s f he opesdur i t z awig,'peopl sti cl e may notc i.Iyou u e t ng he z n ' s e i ng os t ie t f s he r bberband,you want audi e n cl ertan 20 f fom u your enc o os h eet r te aci h ton. + I you us a r f e ubberban wilt s ct or as itn you notc d, l he pe at s ssig ie i? No.Bei i fontofan au en i an u t ng n r di ce s ncomf t e experorabl i enc f mos peopl pariulry i you/e as i t t do e or t e, t a l f c r kng hem o s hi unu al Y hel swilbe t bu y pulng t notc omet ng su . our per l oo s l o ie i te fyi r h l ng ubberban . d + Thi r tik ob ousy haspar l st t f s ope rc vi l al o he amed sage ilson el t lu i Sawi aW omani Hal.Iyousu te manyveri of' ng n ff tdy h sons Sawi ' peror ng' f med t ou t year,you can geta vi d under hr gh he s vi sandi ofte man waysa sn e i can be pr ent t ng h y igl dea es ed. Sawi h been saged i a sr ghtol ar way: The ng as t n tai f w d womansl it te box;t magi an s t box i * 0,t i no h ps he ci aws he n .he (oni e ) c t d no
  • TH E PL ATFO R PI NI TCH ( nio d Co t e ) n halesar pul apar and pu backt h ;t woman Iav v e l ed t t ogeter he e es te box unhar h med. Sawi hasalo been pl ng s ayed f c or omedy:Thewoman' bar s e f tpr r de fom t box,an t magii tckest ee otu r he d he can i l hem,e ven afersh sbe sl ed i f t e' en i n wo. c Sawi has been peror wih gr at etcim:F ing f med t eat hl i s or n sanc t c empor y peror s kn t e, he ont ar f mer own as t F dr s he en agon I an danc ar d a si cearbox i a di ay ofelganc eap d e oun lm, l n spl e e and po . wer I' alo been peror asa demonsr i oft macabr ts s f med taton he e: An yone wh ev s te ilsi s Rihi diperor i i t o er aw h l onit c ar u f m t n he 1 960sand 1970swi k wh Imean. l now at l Ri i diwoud come outi a I c ,and hi t aged char l n ab oat s een daugherwoul f l hi outi a patent gown.Sh woul I t d ol ow m n i ' s e di e acr s a sab,and an overi bu . s woul des end upon os l szed zz aw d c her appar t cutn t ou h mi eci Bl woud spr , enl tig hr gh er ds ton. ood l ay y ou of t gil and s ver of h or t he r, e al er gans woul t e out d umbl . Ri i dit as ed t au en t fl up on sage on ata char hen k he di ce o i e t e tme,s t y c d ge a cls - I att c n i o he oul t o eup ook he ar age.W h t en he I taudi e member I tt sage, Ri ar woul t 'eas enc ef he t chi di d hen r sor ' hi daugher or I e hermui ed,dependig on hi t e' s teav tl at n s aritc mood. tsi One tik:f t al dier tsyl .W hih i rghtand whih rc ourot l f en f es y f c si c i wr W e can dr no s ditn i AIwe can s i tat s ong? aw uch sict on. I ay s h one syl mi wor bet orwore f a peror ,gi te if e ght k t er s or f mer ven h n di dual peron te s vi ' s a, h how,an t composton oft audi e. s d he ii he enc RemembertatIs on as you peruade:How you c e t h es s hos o prs an i a has a Itt do wih who you ar wh peopl e ent de o o t e, at e haves fom you,an who you/e tyi t peru The s een r d r r ng o s ade. ame poi can be made sr ghf war aswelast ou fnny dr nt tai tor d, l hr gh u , amat oreven dit big means Ty aI appr i c, sur n . r I oache Us wh s. e at wors. k
  • T H E M EC H A N I SM EM ERG EN C Y K l T he Tr ns or a i M e ni m i a r m a ka e t . a f m ton cha s s e r bl ool The rghtm ec nim put as ie on pe esf c s a i ha s s ml opl ' a e nd ope t r m i t yourpr ns hei nds o opos l a. l youke t i d t m e ha s s a t e ofea c pt r you f re he c nim t he nd ch ha e , now ha a i pr s i a s na ofw a t c nge t m om e . f ve n m e sve r e l ys o ha he nt l youke a s t ke yourow n e e t i enti lo a n nt r a nm nvent y a lr com or , s e m end i C ha er 3 you ha a tona m ec nim s t t r fe t n pt , ve ddii l ha s ha e l c youruni ue t l nt . q ae s T he s r h f be t rm e nim si alf l s r lm ys l ea c or t e cha s s ie ong ea ch. ef w ils nd a m os a s m a t e a r t t fnd ne ones l pe l t ny u nd ak ny ou e o i w . Re nty,l l w t G e m a t l r a m e ni m c led ' a t ce l fe o r ny o ea n cha s a l cont c m i r a ng. nd- e di ' Cont c m i r a ng i a c os t e r s or pe c i a a t nd- e di s s l e o xt a ens y r epton s a hi t t e rbe n s udi d,ye t esnot ng s r t a nyt ng ha ' ve e t e s t her ' hi upe na ur l a bouti . ha ha ns The pe f m e l ve t a t i s t W t ppe ? r or r ea s he udiorum o he c n' s e or hea w ha ' a a te r t boutt t ke pl c Se r la e s o a a e. ve a udi nce m e ber a c pa hi t e ur t the doe n' c a . m s c om ny m o ns e ha s t he t
  • TII M ECII IM EM EPGEN CY i I-E -AN S t' I l i t a t i ,a vol nt r hi s a fe y c e obnsde he udiorum u ee de r el hos n j cta e nywhe e s wa s Sa s choos sanec a e.S m i r he nt . y he e klc he ght hi i i a a enc m e ber s ,orunde a t de t n n udi e m ' hoe s r oupee ori i , nsde a pi ano. O nc t obj c i outof sght t pe f me r t ns H e e he e t s i , he ror r e ur . ca i t a enc nott s y a w or or gi hi s a utons he udi e o a d ve nt boutt he obj c 'hi ng plc e t di a e. s H e a kst vol nt rt t ke hi b t w rs . s he u ee o a m y he it The pe f m e ror r s a t m o ng a ound t a t i , t t vol e rf l i t r s vi r he udiorum wih he unt e olow ng i t w . i w a ned nott m a a physca e f tt gu de hi n o She s r o ke ny i l f or o i m t r t obj t Theonl i tucton s 'gien i:'fl drw owad he ec . y nsr i hes v s ' ' a l m i cos rt t obj t t nkyes l l movi a y t nk no. ng l e o he ec , hi .f ' m ng wa , hi ' ' T he e u ng s e i a odd one.l t e t out e i ns i c ne s n n he nd, he com s a t s ng:The pe f me l t st hi n ob ec wihouta sonihi ror r oca e he dde j t t w or be ng s d i poke n. D oesi w or t ou m i r di A c ua l t pe f m e t k hr gh nd-ea ng? t ly, he ror r ' ' r ds't vol e r but i' not he m i hes r di l' he ea ' he unt e , t s r nd ' ea ng. t r s body' r s s e pons t hert es o hought . s W he s t nks yes he bod r a t i di tnc , t la e n he hi , r y e c s n s i t elt l w a .W hen s t nks no,he body r ct w ih equa l di tnc ys he hi r ea s t ly s i t ye oppost t ls She doe n' c c ou l tp of t pe f m e ; t ie e l . s t ons i sy i f he ror r i' a 1i unt r H erm us e ,bl fow,a fuc ua i s n t 1 nvol a y. s cl s ood l nd l t tng ki c orcue t pe f mera t whe et obj ti hi ol l he ror so r he ec s dden. A good c a m i r de ca fnd a sng e pi hi n i a ont ct nd-ea r n i i l n dde n s a lng ciy. pr w i t W he lw a i G e m a ls udi d w ih one oft l genda y n s n r ny, t e t he e r r de s H e r n m e t ough a s r e oft s s lf ea r . a hr e i s e t : ound a ba not nk e undera t l phone,a lpi ke ou t phot a hew a t nkee nd c d t he ogr ph s hi i of a he he d m y w rs a lw a d my ha ove 1 phot ng s l it nd ve nd r 0 ogr phs a . A m lr a t fnd a pi i a ciy? N otye .But l w or ng e dy o i n n t t ' m ki on i t. Fort e ofyou w ho don' ha t tm e ori lna i t fy hos t ve he i nc i ton o 1 t G e m a a l r c a t m i r a ng, l e i ude f o r ny nd ea n ont c nd- e di ' ncl d our v m or m e ha s si t sc pt ,a a git e c ni m n hi ha er s f . D o your el a f vor Pr c i e a us t . s f a : a tc nd e hem
  • TH E II V ECHAN I VI SI S T H E M EC H AN I S SM A Tr f maton M echani The W or- ow Knot ansor i sm: kFl The st ene Your t head ofoper i f a manuf ur ,and Dan,te man 'e he atons or act er h i c areo tes ipigde armen,intd n hsi pr er . n h g f h hp n p t t s ' oig i ob op l y He' ti t sr ie te s ppi pr s butmos ofhi efors s red o teamln h hi ng oces , t s ft have onl caus del .Youcoul fr hi but deci t gie y ed ays d ie m, you de o v hi anot ch e. m her anc zDan, youas ,z y do you f inece s y t tnkerwihyour z ' k z wh eelt s ar o i t deparmen' wor-l pr es k' t ts kfow oc s ' z h nI i e o h r tat o eo mymano e t e . z e sgn d n ee,h was n f W i bici s v J tbecau ewhatI done has twored yet tatdoes tmean I us s ' ve n' k ,h n' c ' getit wor.Iv gott mak s c r i ,t ' aI. ant to k 'e o e ome orect ons hats I' zBu you obvi l do t ngst f t You cu ou parsofte pr z t ousy hi oo as. t t t h o. c statbi you I er Youend up r n ei tper ofyour es h t e at . edoig gh cent wor Th ' t al un cept e. k. at ot l ac abl ' s y zIk t ' a pooraver bu i' notaIme.I I t mer z now hats age, t ts I f gothe ch s eari fom t ot deparmens Iwoul th t ty andie l r he her er t t, dn' ave o r getn i outte dooratbr nec s tg t h i eak k peed. ' ' Your i he' gr pi atsr .Youdeci t I eal ze s as ng taws de o auncha mechanim. s Ash t ks youunt e you sh acefom yours He as s e al , hrad r oel r hoe. k wh you/e doi at r ng. Youhol up te I e,Ik a fs erh di up a cat .I h d h ac ie ih ol ng ch t angs down fom t tpsofyourrgh fnger zDan,t ss ac i te r he i i t i s.z hi hoel e s h c ompan swor pr s Her sSals.Her sRes ch.Her sM an y' k oce s. e' e e' ear e' uf t ig.Her sAc tn .Her sShi ng. Asyou n each acurn e' counig e' ppi ' ' ame di son,you poi t a dif entpar oft I vii nto fer t he ace. Youc i e,t ki abou each deparmentsde iesan ontnu al ng t t ' adln d how efci t h fi ent he andofsar amon tem .Yout kf s fgues f e g h al act, i r , and qu ii e e denc Youten gett Shi n ant abl vi e. f h o ppig. (oni e ) c t d no
  • TH E II AN IIIEII V ECH SV V ERGEN CY KI T ( nio d Co t e ) n 'Dan,her swh Is happeni f t ofenwhent pr ' e' at ee ng ar oo t he o. c shisyourdeparment' es t t . ' W i yourI than you pik upt I en oft s ac and t h ef d, c he ow d he hoel e pl i i yourrghtfngeri Al ti t t ,yousn yourwrs ace t n i i tps. mos nsanl y ap it and dr t en oft I agai Thi tme,tough,te Ic i n op he d he ace n. s i h h ae s o I ongers h.Isead,ter sa kn i i.You/ appar l kn t m00t n t h e' ot n t ve ent ot y ed you s ac wi on h r hoel e t e and,i I stan a s h n es h econd. W hi te knotdangls,you poi t i an t kabou Shi ng' l h e e nto t d al t ppi s pr es i tmes and whatt deparmentneedst achi e.' oc sng i , he t o ev Anyt ng I s'you s asyouwor te tghtkn outwihyou t h,'s hi es ,' ay, kh i ot t r eet i t al u cept e.Do you undert wh Imean ' ot l nac abl y sand at k' Dan s h does. ays e ' ' Good 'yous ./1bedocumentng wh we/e t k about ' ay, 11 i at v aled . Iwantyout s cc .Bel me,t entr c o u eed i eve he ie ompan does. ' y That s wh we had t smeetn 11ch backwihyoui fve daysand y hi ig. /1 eck t ni s how t ngsar pr es i . ee hi e ogr sng ' ' Behl t Stene nd he T pr e,r e one ofyou sh aces and mak a kn ne te o epar emov r oel , e ot ar h end.Ite I e i t nand te k s l c i makn a doubl f h ac s hi h not mal onsder ig , e orti e kn ,s i I smor i es ve.Now,r hr te I e rpl ot o t ook e mpr si et ead h ac backit yours Y r s . no hoe. ou/e et W h you/e r en r eady t peror t smechanim,unhr your o f m hi s t ead I e and hol i up.Be car ulo hi te k behi yourfnger ac dt ef t de h not nd i s (i r 18.) Fgue 1. Brn up t bot par oft Iceand h d inextt t k ig he t om t he a ol t o he not td scin (iue 1 2) e e t Fg r 8. . o W h y s apyourwrs,r eas tekn t halan Itidan e. en ou n it el e h ot ed f d e t gl T t s at ,iI sast o he pect or took hougha kn hasappear i a nor ot ed n maIs ac W h you di tou wasexchangeone end f te hoel e. at d, h gh, or h ot .You pl d t unkn t end behi yourrghtfnger and her ace he ot ed nd i i s dr opped te k t one i issead. h noted nt t (oni e ) c t d no
  • THE M ECHANI S SM J Fi r 18. Con alk ot Fgur 18. Brn end t gu e 1 ce n i e 2 ig s obe i fn s h nd iger. geher t . ( t u d) Coni e n h@ Backr oom 'l f t W or Fl Knot l ps or he k- ow * W i pe e n i t l y r wcl ng cr l opl otce hct ou/e l l ki l ound w i c pr nol t l ek t h ed s t lle? I pos i e bu unl el I s hx cc fs sbl t i y. f omeon m it iou sm. k e ns t t i pI s p t i mechcnim cnc go ont cn her y ki hs ls ll o lot * Ob i sy y c l d t sme h ni wi obe t oh rtcn c voul ou cn o hi c q s t ics te h l l m h s t lle.Us c r c pi eofl n c In hofc or ycr or hx cc e lope l ec wie le gt ol ed ln whct flst hcnd.A s x lle i efect e l ccus i h ght l ever cl o l l ht cc s f i x l e t ei ens v t i c e t lyou/e peror ig t sonte s ofte moment he m l hc g t r f m n hi h pur h
  • TH E II AN IIIEII V ECH SV V ERGEN CY KI T A Tr or i M echani :Stcki YourHead ansf maton sm i ng t ough a Busnes Car hr i s d Tl st w ene Thif year ago,yourcompany waste numberones manu ry s h oap f ur i te counr I pr ed bar ofs act er n h ty.t oduc s oap,and t wasi. hat t Buts es wen t ishead.Iwant t gr ismar and pus ucc s t o t t ed o ow t ket h i o new ones nt . Th compan began pr e y oduci Iundr det gent Th iex ng a y er . en t panded it bat oom cl s .Then a s no hr ean er econd bat oom cl ert hr eans o c ompee wih t oI one. t t he d AItes pr ct made mon atfrt bu t y we en t I h e odu s ey is, t he ak ed he c ompan sifasr t eand f .Empl y' nr tucur ocus oyeeswer s ead t n. e pr hi Managemen was tcerai whatt mak a prort t n' t n o e ii y. Th cusomer wer e mor conf e . e t s e ven e us d They as oci ed your s at c ompan wih s y t oap,bu n t wer s ng i name behid aI t ow hey e eei t s n I mannerofi ,i u n a f rblde r and fv kndsofdit ems ncldig ou- a d azor ie i s pos e ai fes en s. abl r r h er L tyearyou t overast h ofcompan de maret as ook he ead ywi ki and you kne yourwor wascutoutf you.Butyoudi t ng, w k or dn' know iwast s bad.You hadn's t compan s mos prvat t hi t een he y' t i e r evenue r t. epors Youve c ld a meetng wiht CE bec e you/e deci / al e i t he O aus v ded t t easan - e e iic ssy y ri Y uf r y ' rter o ak t d v n ft o t ou ou ob. o i e oud ah gu I now ofyou ownvoli r hertanwaia year whi maret eave r ion, at h t t , l e k c t nsmak yourdecii f you. ondii o e son or Your i t CEO ' ofi and you/ madeyourr ommen /e n he s fce, ve ec daton You/ t d hert unl st compan get bac t te t ng i s. ve ol hat es he y s k o h hi i' k t nown f - maki s s or ng oap- i pr t obabl won' I tmor t fve y t as e han i year s. (oni e ) c t d no
  • THE M ECHANI S SM 21 9 ( nt v d) Co i e n T mck y u pon m uv uecsr dh escn cxn ue poic o le o r it /e s lpeq se l ld t p tr r e . ton Now y /egoig i f te ki.Y v cs t CEO f oneofher i s. our n n or h l c lk he l t x busn sccr sh hcndsit yc cnc m utle outc pciJ s sor ies lds. e l t o v l l ck l l cis s r 'T sccr i I ourc 'hi ld s i ke ompqnyl y y lscgo/' sl wenl ecr l 'you c y ' mcl butf us .Fis we cccec det gentt ourpr ctm i ' l s l oc ed rt lll l er o odu x t we cccec clqns hen lll l e er 'F ecch In ext onyouci you ' or l ie ensi t e mck c cu i te ccr le l t n h ld Afercl lt25 cul you putte s sor down.Y t lte CEO t l u x s h cis s ou el h t lc1tos c s c1t e expqnson weck t c hct l h e ut l hos 1 1 is len he ompqny' i s den. tl ' h you tyt plcs ev y mcr e,'you sl,' ouen up i ' en y. W r o e le er lk t' cy ' y d beig c compqnywi no mi e' e t lpl esn mcrel 'As n l t h ddl on hct eqs o lk s ' you sl t e I y pulom n t ccr cnc iexpcndsoul ld cy hes i nes ou l he ld l lt l wcr it cci l cfotwie. ousi io ery rh c l(iue 1 3 . no l r e lc d Y l t v ou e l Fg r 8.) c p c 'I cy hcv mcce c nc e f mys f'you sl csyou tg on 'm l le ll l os or el,' cy l u t ccr ' Iwcnt t he ld ' but l ed o mck my poi i c wc t l le nt n l l hct y sld mor t l te compuer ci e hcn h t e prnt t d0. i ous 'be'e expcndedw i 'l v b l t h ' . t l s i entons bu n he x t nt i t ow i' tme t c ol qt cnc ts i o ons i e l l d ua getsr g cgci A c ton l ln. ompqn y w i c sr g's lpf usi t l ton hcr oc s h 'z k'' .x cc l ompqnyIccn pus i te l hn h mcr eplle.One t lhcsc lk t cc hct l l ' f ti t dozen vit ll oo n wo rucl y unr ct mcret intone I ell ed lk s s ' A ccn mck fy. l le l ' ' Fgur 18. T - 1 i e 3 ada (oniv d c t e) n
  • TH E M ECH ANI EM EZGENCY KI SM T Fgu e 18. F d c d i r : ol ar I h ie. engtw s Fgur 18. M ak c s i e 5 e ut acr s c d. os ar ( tv ) Coni ed n T CEO i c bitlen cbcck byyourteqti buts qppr i he s l t ck l l h rcs he ec. ct you ccndorshe i goi t cc lc meetng ofte execuie l es r l . s ng o l l i h tv bocr cnc s e wcnl you t pr en m uri l t t ld l l h l s o es t decs o hem Behi ' A ene nd he T mqke q bu nes cqr youcqn pu yourheqd tr gh do t f . o si s d t hou he ol I ng: owi F dtecldIn twi (iur 1 :) ol h cr e gh s Fg e 8. . e Us c s is st mck c s isofcust lgo t ou te dou. e l cs or o le l ere t hct hr gh h bld- erccr M ck csmcny cuscsy ccndownt I gt ofte e ov ld le l l t l ou l he en h h ccd (i r 1 5)Y r ussoud sctc te b l o tef d c l l Fgue 8. . ou c t h l tl l h c e fh ol l r rt s nc rnu tecl u t y ge t c ou 1 &ho cnichfom tet u p h cr ni ou to l t /1 f l n r h op. d l b Now l nt ccr end f end cn lccc new cut i bet ur he ld or lc lll s n ween te b c ty 'eak a ma (i r 1 .) vs ovv e dy de Fgue 8 6 . (oniv d c t e) n
  • THE M ECHANI S SM gydo xcl nI sc (7 C) ew uu ir ts ot pi Pd nc lv rn s y. vl e w t h c ( b F ) i g o f u e m l r s d n 1 i t 8 p h e . b Fi r 18. T n c d en gu e 6 ur ar d f edadmkct o n n aeu. r s N ' % . x e . Fi r 18. Cu down t gu e Z t he mi e Iavig t and bot ddl, e n op t bor s it t om der nac.
  • TH E II AN IIIEII V ECH SV V ERGEN CY KI T ( nio d Co t e ) n Y Backr oom 'l I Stc ngYourHea t ough Ips or iki d hr a Busnes Car i s d + A bu nes c d wilftoveryou head,f ,orhands.L ger si s ar l i r oot ar c dsf o e I g robe t.F risa c , 81-y 1 -n hpe e ar i v rare ics o ntn e an , b - lic ic t 4 ofpaperwi ftar d man peopl swait l i oun l y e' ss. + Youc frtcutaIte si down one sde ofte car s iI s an is I h lt s i h d, o took Ik a comb,and tenfi t car end f end and mak te ne ie h lp he d or eh w cusbef t weent oI cus oryou c al nat makig cusi t he d t, an t e er n t n he c d.I ot wor ,you mak t frtcu sari att bas ar n her ds e he is t t tng he e, fi t car mak an hercu,fi t car mak a cu,fi t lp he d, e ot t lp he d, e t lp he c d,and s f t Faci b0t mehods an s e whi appeal ar o orh. r tce h t , d e ch s t you mos. o t + Youwil lwantt pr ie t smechanim a numberoftmesbef e o actc hi s i or tyi i outi publc bec e al tever r ng t n i, aus mos yone cus t ough t t hr he entr c d atfrt I you cu compl el t ou t c d,youl ie ar is. f t et y hr gh he ar /l end u wih a I g dangl car r hertan a n l e. p t on i ng d, at h eckac # Asyou kn Tr f maton M e ow, ansor i chanims ar met ph s made s e a or ph c an I y.AsI aste mech s youchoos ft t ysial d i vel ong h anim e i he s poityouw antt sr s u e i. n o tes s t I t pr dig s enaro, Ihad you u e t bu nes- d n he ece n c i s he si scar neckac asa s l e ymbolf an unocu ed c or f s ompanyand asa noos e. Th e ar pr f heav n ie conc s.Bu te mec s os e et y y, egat v ept t h hanim c l is a e i b u e t s mb l eagr d h pp nn F oud ut s asl e sd o y oi y z an a e ig. or i t ce,h a Imi undert ng c t n i o an e nsan ow i t ed sandi an ur nt xpansve i one,or mor c et y,how a s lr c t n it a bi , e oncr el mal oom an ur no g, gl i one,i you kn whatyou'e doi orous f ow r ng.
  • TH E II V ECHAN I VI SI S A Tr f maton M echani Al ansor i sm: l owance M oney The st ene You 1z- - d dau eras syou t r s herweekl al r yearol ght k o aie y l owance. ' hatdo you do wih aIt money Igie you 'you ask ' W t Ihe v k' . 'IEtY:tf. ' )l ;lf' t zIk you bu suf Yoursufi t ig ov t hous You/e z now y tf. tf s akn er he e. v gotCDs,cl h ,an vi ev ywher Y don'need mor otes d deos er e. ou t e mone Youneed t undert d how t handl t al y. o san o e he l owanc you/e e r getn now . tg i ' ' z om,youhave no i whaticosst be a ki t z M dea t to d oday. s Thi in'te ni een s vent . s t h net e i ' es Yougetan i :zL ,Iwantt gi you a v y smpl mon dea zook o ve er i e eyhandlng t t Isone qu ton.I you pas 11gi youan e r i es. t ' esi f s, /1 ve xta f ydol r a we .I n ,Igett gi you a f f nut Is on wenf l s a ek f ot o ve wenpmi e e s on h t s d you mone s igoesf rheran mak you hapow o pen r y, o t ut d es pi .W ii t t e te t t'You daugheragr . er lng o ak h esk' r l t ees zDo youhavean pock ch z y et angek'youas ' k. You daugherdisit herpock ,an r r t g no et d emovesa handf of ul ch ange.YouI overwh s sdu out an as hert h you a ook at he' g , d k o and penn and a di y me. z k 'yous ' penn and a di Thi youkno te di z ay, o ay, o y me. nk w h f f enc beween te t ' er e t h wok' zDuhIIt nks ' z hi oI zL ' s 'you s 80t c nsar i yourI than whi dizet ee,' s ay. h oi e n ef d, ch s appear belw t t et Youas f yourdaughersh un s o he abl op. k or t ' and der te t e,and youdr t f coi i o i. h abl op he wo ns nt t zler ste t t Keepi yourhand un te t e,f t zl e' h es: ng der h abl eelhe c n and han me te penn ' ois d h y. (oni e ) c t d no
  • TH E II AN IIIEII V ECH SV V ERGEN CY KI T ( nio d Co t e ) n ' f t Igetan e r f y dol s ' ' or hat And xta wenf l k' ar z be ' z You t ' Y dau t I gh and dr tecoi s e kl st bete penn our gherau s ops h n h row' o h y i yourhand.Y brn you h d,n cl ed it a fs,it viw. n ou ig r an ow os no it no e 'L tchanc t chan yourmi 'yous ' ou' h 'as eo ge nd,' ay. Y ve anded me te penn and you'e holig t di rghk' h y r d n he me, i t' J tt mak s e, daugherr te u e c none Is tme. us o e ur your t ubs h ns en oi a ti ' ,Im c t n.Ih ' ' erai anded y te penn ,and Im h di t di ' Yes ou h y ' ol ng he me. ' Yous l and open yourh Th e,sti i t mi e of mie and. er itng n he ddl you pal i t di r m, s he me. You daugherpul herhan fom un t t e,an opens r t l s d r der he abl d herfs.Ther si t penn it e t he s y. 'How di you mak te coischange plc k's as s. ' d eh n a es ' he k 'Irck you. 'ti ed ' 'Ik w iI ' ne t' 'L ,Idi twi and you di t n.IsIk yourbu n 'ook dn' n dn'wi t ie ' yig s ees.Bel e me,we'e b0t Isi T lyou wh ,11r s your pr i ev r h o ng. el at /1 aie weekl al y l owance t dol si youIsen t my f ymi t en l f ar it o wenf- nue happi st oughmon managements nes-hr - eypeech. ' ' 'DeaI' ' I' 'Bu you have t r l I t t whatIs ,an t nkabouth ' t o eal i en o y s ay d hi ow youc appl wh It l t yourstaton.Fr s ' an y at elyou o iu i omiek' 'Fomie ' 'r s ' Th ' aIyou c d hope f . ats I oul or Behl t Stene nd he Thsmech s wasivent i te 1960sby a magi an n i anim n ed n h ci amed J y B zai.T mak iwor,younee a s cr c n.Her st iohnn en s o e t k d e et oi e' he n ti n par: e s cr c n i neih a penn ora di Isa nik . rguig tTh e et oi s ter y me.t ' c el (eoey pef m ti me h im, ouln e t b s ae B fr ou r hs c ans y ' e d o e e td, or l andyou'lneed t gette ni elont yourt ghwi tanyone' l o h ck o hi t hou s (oni e ) c t d no
  • THE M ECHANI S SM ( nt v d) Co i e n s m ci Youccn qcc ih t si on ofl o wcys Eiherbcl us tng. l ompl hi n e w s l:t l . cn e t nik ter checc oftme orcl lc he c el h e l ll i qndesi y si t nik tnel l he c el p ont m urIg wh youcnc t s ct cr ch ng f rxiet o e en l lhe pectl le ecki or x k or chcnge.Your r ly t peror l /e ecd o f m. As t l vr c penn cnc c di Dipl te l c nsi te k o x ow l y l l l me. s qy h wo oi n h t n lup pcl ofyourhcnd.W hi y r s ckng postont ur ec. l m l l ou/e m li e ii he coiscsyous e t i Fgur 18. wi t di ctt bqs of n l e hem n i e 8 t he me l he e h yourfnger cnc t penny s bcck i yourpcl . i s l lhe et l n l m As t s tl t ext herrghthcnc underte tl e.As k he pecct o end or i ll h cbl s e com ples cl e y hcnc I el cnc dr yourfs L l t h i os our l loos y l l op it ow he tl et cbl op. Th momentyou h l i ou ofsgh pik upt ni el t e r cnd s t i t c he ck wi h y rtu c c id xf g (iue 1 9) t c It h stt c ou h mb l ln e i er Fg r 8. wi l il e i i l n n h s le q on s pos i e cnc mov y hcn lcbov her sbl l l e our lc l e s (oniv d c t e) n . R l . g . . 1 ! . , ï 1# t y. . ; t. # s . . 77 ' . x. '' ' 'e '' k' . , *'' x ; Fi r 18. Di ay c n . Fi r 18.9 Han s cr l gu e 8 spl ois gu e d e et y gr s ni el r I ab ck fom ap.
  • TH E II AN IIIEII V ECH SV V ERGEN CY KI T ( nio d Co t e ) n Dr te p yan teni elno herhand.Keep h d oftedi op h enn d h ck it ol h me. Now,te f begi . h un ns As hert h youte penn She/lhan you t bi tc n k o and h y. l d he gges oi s hol ,t nki i' te penny. ual ,i' t ni el he ds hi ng t h s Act l ts he ck . y T e t ni eli yourfn tps and brn yourhan backt ak he ck n igeri , ig d owar yourI L t ni elter and brn yourfs it viw. d ap. eave he ck h e, ig it no e Y now hol t di al ghs b iv youhol t penn ou d he me, t hou he el es e d he y. Sh hol t penn t nkig i' te di e ds he y, hi n t h me. s Fiih. ns Backr oom 'l I Alowanc M oney Ips or l e + Al l owance M on y in' difcul but i you don' execue i e s t fi t , f t t t s hl,i wi be paif l obvi s tats hig' up.Ther moot y t l l n ul y ou h omet n s e ar f h r poi s t r eare: getig t ni elono your e our aiy nt o eh s tn he ck t t gh,hol ng te coi pr l,pi i up te ni eland dich hi di h ns opery ckng h ck , t i t ni el Fr i ng he ck . act ce. + I t moneys thig s f he -wic n equenc s ems c u ig,r e e onfsn emembert s hi domi nant prn pl The di nev Iaves you h ici e: me er e r and. Is t t he ' penn and te ni elt do aIte movi y h ck hat Ih ng. # Th al e l owanc s enaro r s a mor quesi Sh d youadmi e c i aies al ton: oul t tata mech s i a ti ?Thatssi y. h anim s rck ' tck Speakn f mys f attade s , I hied as an ent ig or el, r hows ' r m er t n and a pr pectmagnet As I g as Idontmak f s aier os . on ' e ale cl msabou pr t,Idon'f inec s y t pr acewh Im ai t oducs t eelt es ar o ef at' doig wih 'hi i r I an 'hi i f s ' n t t s s ea ' d t s s ale. Af al wh I t te movis I te ctRober De Nio t l en go o h er , e , don' xpe t r t c ou ofc act an admih sact W h Ie a nov , o ome t har er d t e' i ng. en rad el I ont x e t tp e Kigt ra s r metatt is as l d 'e p c Se h n n o e sue h is ut ty ' o I i t es wher you/e obvi l ent t ni don' s n nsanc e r ousy erai ng, t ay an hi I mor r -ie isance t gh,Id t lt audi e yt ng. n e eal f n t s, hou ' el he l enc your usng a mechanim t mak a poi . /e i s o e nt
  • TH E II V ECHAN I VI SI S A Tr f maton M echani ansor i sm: The Cor at Buterl por e t fy The St ene L who i con uli t a uii compan i i a meetn wi a ynn, s s tng o tlf y y, s n ig t h dozen manager,debatn r oure al i f each di sin. s ig es c l on or ocat vi o Durng a sal e i t t k he atr t atenton b puln a i t emat n he als, tacs t i y l g i 5b - ic s u eo p pe f hsic e p c e. -y5- h q ar f a r r i a k t o k t n om z ay Is ow e yone s hi iti ngk'he as s.'tivol z M h ver omet ng nrgui ' k I n ves t s papers ap.Bu youkn what By t tme I fnih wih my hi cr t ow ? he i ' i s ed t m prs at t ss ap may bec t mos i t tbu i s doc e ent i hi cr on, ome he tmporan sne s umenti t company. Th curousman sgie hi te foor n he ' e i ' ager v m h l . zFrt's L z k c zis, ays ynn, we now ompani ar i bu i s t mak es e n sne s o e a pr i,and pr isar cal atd du i t fs yearsf qu oft oft e cul e rng he ical ' our ar t s'So s n he f dste paperit f t er. ' ayig, ol h no ourhs. z cond,i or t mak a pr i,c z se n der o e oft ompani ofen r or t es t es t o c t tig,ti ng maretn diti in,s os- tn rmmi cu k ig, srbut uppor,and qu iy i o t al ni f tat e 'W iheac s - ce named,L f dsbacka dif en c ner i i s. t h el v ' vi ynn ol fer t or oft paper maki i i o aneln ed di d. he , ng t nt o gat amon z r once c z d, Thi ompani have cu coss t t nkt el es t t, hey hi hems ves s p,cutnghar ti edge. As h del er t I L f dste paperi ' e i s he i ynn ol h v ne, n hal,t ni t di f ur ng he amond i o a t n r t e wihpoif en ,and nt hi ecangl t ny ds u e it pa fl i at i f ges s s to lyul ab hs i r. y n z e ar i t rali ofbusn s.Butonet n we z Thos e mporant e ies t ies hig s d ne f ge ...'hes si i hi f efngeri te ai t houl ver or t ays, tckng s or i n h ro emphasze te numberone,and wr n t paperar i h appig he ound i. t ' ' . . . i tator s h f ac ompan t trve,i mus s y o hi t t uppor i empl tt s oy ees Onl by doi t wilpr tvi s l Durn t sI tIn . y ng hat l oduci t oar' ig hi as ie, y L r ynn emoveshi f efngerfom te paper c i i z ngs t s or i r h , ausng t z s wi ' o s it viw.He ten gr t un sde oft paperbef nap no e h abs he deri he ween hi s t humb an mi efngerand u e a pi ng moton tatc est d ddl i s s nchi i h aus he wi t f brn n hi whi i ,paperbut f t Ie. ngs o l ap, igig s mscal t l oi ery f (oni e ) c t d no
  • TH E II AN IIIEII V ECH SV V ERGEN CY KI T ( nio d Co t e ) n Th ot manager,atfrtun t nofwh tey wer wat e her s is cerai at h e ch i an how t r t ar no del ed.I f t tey deman t ng d o eac, e w i ght n ac, h d hat L t tem t but f f d,c et wih sor L n gl y ynn each h he t l ol ompl e t t y. yn adl ery oblges i . Hi mes age- tatempl s s h oyeesmus c frt no matert ec t ome is, t he onomi clmat i n r c i e- s ow epeat t ou ed hr ghoutte cor aton' hal h por i s l s and meetng r i ooms. Behl t Stene nd he Th Cor at But fy f d wasceat by orgamiaritDeg F e por e terl ol r ed i ts ar r l an t sor you r i r .Con ul L Hodgesdevel eli d he t y , ead s eal s t ynn ant oped tatpaterdu i on ofhi as i h t rng e s sgnment ata muli lon- l s tbii dol l ar utly,and t har n e manager hewaspi ng I i.Ibrng it i he d-os d s t chi oved t i t sup i cas you ti f di paperbut fi i t genl a mec hi n e hnk ol ng terl s oo te es hanim t wor i t r word. s o k n he eal l T cr e te but f o eat h t l er y: T e a s e pi ofpaper f d i down t mi e,and ak quar ece , ol t he ddl u f d i(i r 1 .0) nol tFgue 8 1 . F d i te sdesoft paperuntlt y meetatt per ol n h i he i he he pendi - c lrce s rn igd wntec ne (iue 1 . 1.n ua ra e u nn o h e tr Fg r 8 1 ) I es en you/ made te paperi o a s ofdoubl s ce, ve h nt et e door,wih te rgh doorhiged on i rghtsde,an s t h i t n t i i s d te If doorhi h et nged on isI tsde. t ef i F d down t f cor ss t t and bot en of ol he our ner o he op t om ds y rp raeponyan tesd sar sr gh.(i r ou ape r it d h ie e t t Fgue ai 1 .2. 81) F d t paperi hal,s t c nerf dsr ti i t ol he n f o he or ol es nsde he b yo tep er(i r 1 1 . od f h ap Fgue 8.3) T n te entr paperupsdedown,s iI sIk a rw boat ur h ie i o took ie o (i r 18..) Fgue 1 . t. (oni e ) c t d no
  • THE M ECHANI S SM '% . R o /. ' j Fi r 18. 0 F d paperi Fi r 18. 1 F d I g gu e 1 ol n gu e 1 ol on hal f . si st c t . de o ener + . * . '. . $ . ; . . - < . . e Fgur 18. 2 F d f c - Fgur 18. 3 F d i hal i e 1 ol our or i e 1 ol n f . n siwar er n d.
  • THE M ECHANI EM EZGENCY KI SM T ( t e) Coni d nv F d te bocti hcl ol h ln l f h i ql .Howe dont orzont l y ver ' cr le t f lIngt oft ecs he ul e h he bcs .Pich i i te c er le n t n h ent + p ony c c pic ihl lFi. l, l l n h t cc ( g n r ue 1 . 5) r 81 . Re opent pqpert i he ol s lx ts l a hcpe. Scis t pcr) w i sor he lxr t h y rr h fn r,(iur ou i t ige s Fg e g 1 1 cn wr p itlt 8.6) ld q tcu X. cr lound yourIf i fn. e t ndex i g (iue 1 .7 . er Fg r 8 1 ) Fgur 18. z Dipl 'r i e 1 t s ay 'owboat' . ' + # v ' , . # w Fi e 18. 5 F d horzon F@ue 1 1 gur 1 ol i - i r 8.6 t l an pichcl e al d n os d. y w l fn s t iger. h S is c ne csor e tr
  • THE M ECHANI S SM ue 1 18 . r 8. ) ii Pi te pcm rsbcs nch h l ' le Ll ween y If t our et humb cn l lc ide f g (iue 1 1 . n x i erFg r 8.9) n L go ofte pcr) w i et h lxr t h y rghthcnc cnc cl our i l l l l ll ow y If hcn lt c r t our et lc o onlolhe fcppig oft ' ngs'hr gh ll n he ' wi 't ou s llconi mcl tnuouss eezes qu (iue 1 2 . Fg r 8.0) Fi e 18. 7 ?uIt gur 1 I aut ar nd fn . ou iger ? Fi e 18. 8 B el ba e. Fgur 18. 9 Fn b e. gur 1 ev at s i e 1 ich as
  • THE M ECHANI EM EZGENCY KI SM T ( nt v d Co i e ) n Fr scr t fnih te bu. om tlto i s h t t fy s d t e y onl c erl houl qk ou y l m i t t peror i udig t nue o f m ncl n he f dscnc yourdil e.B ol l l cl ogu y usn c pi e ofpcpercnc c ig l ec l l ll bcr bonessor youccn Ee. le. t y, l ) c t cenerofct ton ome he t len i gie m opl t vicerlexm r. v e he s cl i enc ofm uri l cnc gettem e dec l l h r ecept e t youriecs i o v d l F Nx w.. Fgur 18. Sque ' t i e 2O eze ' bu t fysbody'w i fngeri . erl' ' t i t h ps Y Backr oom 'l f t Cor at But e l l ps or he por e t rfy * I te v rin y is rqd Hod sue te te qllte n h e s ou ut e o ge sd h h me x u m. pl eescom ig frtbeccus iftt m isonoft or l ict oy n is l e t i he s i he gcnz lon i he wcswor i wih.Nct cl te teme oft Corxxct Bu. l kng t lurly h h he r l t e trl cl e i becl e t f df r tme sles c poic tc ef c qsl lerd o i ieen sc : l r e th l y n y t t f g t tlesof'cn i lwh e tme hcsc 't whol i mor tcn ck f l dec os i l ome he e s e hl t s ofispqrs he um t t. * F y n crtcqlpr enqt n Iqv te P poi cthome or our ext ii es t i e e h ower nt l o cnc brng c s eetof5. . i h pcm ri t l l l i lh by5.nc l nsecd.
  • p .1 *, I D EX N Ac cc al( fs 1 ci nt Qgf , 53 l / Actve lseni 81 i it ng, Annemann,76 Appea ance r dr sbe t t anyone ele, es ter han s 1 89 dr sng wel ma es i l kes per ua i ea er 187 s s on si 4/4/4/Prnci er187 i pl hie acons t r1 1 r ulant 9 l good outofyour ook l uggager1 1 92 9 -1 make of-he-ack s ft r eem hancmacer1 1 t t 9 M ai l lni ooked lke hes d i houl peror bef e f m or r t 1 oyalyr 87 r sonsbusne speopl don' ea i s e t dr swelr1 es l 88-1 89 r esofgood cr sr189 ul tes t ot and dola sma w hous lr kes you s p enough f har or prm e t m e 1 i i 89 we bl k and. a 1 ar ac gr y, 89 we d k tesand as s 1 ar ar i . cot , 9O we difr t ur and ar fe ent ext es . hues 1 , 90 we lghtcol ed s rsand ar i - or hit . bl es,1 ous 9O we t fnes s ar he i t hoesyoucan afor 1 f d 9O your a cces ores 1 s i 90-1 1 9 yourl s lst ook pel he dif ence,1 fer 86 As tx Hccb c,1 t / aluntr 04 A P'J 1 I 00 / Ba rJ e uer o l a d cr s s psr82J1 boar uie hi 62 ast Human Puppy D og he Cl er1 os 03-1 04 changi f r83-84/162 ng ocus cr i pandem oni r11 eatng um gr a herAl r r1 andft be t 99 gr a herDufyr1 andft f 2OJ 187- 188 i ot nerand. ceptonit nf ai per i sr 17O- 171 pr es i 1 of sonr 0 t get ng cor a i ar i por t ons 1 64
  • I NDEX Ba rJ e (ot uc uero lcni cl n ) why hesa s s ultad. ' ucce sf r e s how per or r f mer 1 11 50- 5 Be kr o r1 c J hn 7 Bec rLary 99 ker l Bee i ty 5 r ndusl Bel' lefe 51 l k lxr s Clrt a iy bei cl t ough wrten ng ear hr it cet l 1 1 1 t air 5 - 54 e yone want t bel r1 1 ver s o ed. 5 lf i a ie s bouta i 1 ctonr 55 pi ur ast pl es 1 ct es em at r 50 quesi t hel clrf tons o p a iyr Be z ir o yr 4 n asJ hnn 22 Body M et . aphor defnii of 41 i ton J exampls of e Hur tPus ng s hi Dem onsr i tatonr 44-45/47 i erwrnedl r43 nt t i egs poi i fnger 43 ntng i r s zi and.elasngr quee ng r e i 41 3 -4 sandi on achai,46 t ng r Botl wat i ty,4-5 ted er ndusr Changet M oment he doi s ng omet ng outoft hi he nor r20 m em otona and pe s i i l . r onalzed m es ages 1 18 s r 7ext em e s t i r iuat ons 20 pa tand.ut e quesi 1 s f ur tonsr 9 peopl wal ar e k ound i t r n hei pr ems 1 obl r 4 t rghtt ng t dor21 he i hi o s ng an ener i f ur 1 eei getc ut er 4 t ough l hr anguager1 7 4-1 usng fvor i ager 1 i a ed m yr 9 yourefecton peopl 13 f er youri por ance 1 m t 8 Dangeri d l felv kodney,93 Dar a t ,1 k rs Davenpor,Thomas 1 t ,7 Di amond,Paul 83 . , Dru sJ tAcin,1 1 c pl gtl to 5 D' l Se 13 Sot za, an, 5 El bowrPet r 70 er Ent t nm enti erai nvent 28 om ' l i buy l '92 Eye evel s evel' fJs Cotè n 11 t t a y, t Fit dolarbils ol 1 fy l l t y 99 52 r t ant 76 es aur s For 3 ce, 7-38 F , efe . 1 ox J fr yl, 78 Fr bi ee es bol buid 119 d l sr buidi t vaue of 113 1 l ng he l J -1 5J 11 20 8-1 cr i oblgatonr11 eatng i i 7
  • I E ND X ques i t as your e f tons o k sl a ,115 bout s l buid 11 ubte ls, 8 usng t ques i ,11 11 i he tons 6- 7 FrghtChalenge,2-3/6,201 i l G it fs appl ng t prnci es 129 yi he i pl , ' ' chat ' t 1 ch'ki 26 defnii of 1 i ton J 25 pe s lzi 128-1 r onai ngr 29 t or esofgitgi ngr1 w ul f vi 26 ' it and przess e G fs . i ecur ls ng a c l s ui halenge,1 20 1 58/ J Tuts( t,Duppl/ 83 t c Q s l f, t J c s n, iha l 1 1 a k o M c e, 0 J c s n,S mu lL. 1 1 ak o a e , 0 J ye Aye 1 5 1 6 a , , 2- 2 Kapl l 57 anrkobr Katel rM it 1 1 52 s as lonr 5 -1 Keep goi 1 ngr 49 at ent on '92 t i G ol g, hoopi 1 1 dber W ,0 CoânRul o S ô lt f 1 5 lc c f ' ptlg 2 c lz g, G oneW ih t W i ,73 t he nd. Gr pan,Al 1 eens an, 53 Gr Andy,69 ove, Guttai ng,82 r ni -85 . Harar Bu i s Rc c 1 v â sncs viw, 7 ' e who i l H s oudes wi , 92 t ns' H i concept 3 gh , -4 H odges Lynn,227-228 , Hou n,e n- ge e,k bet di J a Eu n lo r, 1 75 H oudi ,H a r 121 24 ni r y, -1 H'u t lc lzaJ.fpf r 1 t 7 t ?ct l l p tzl ltc, 78 f/ z H um mer 112 , H ur t Lul 44 s , u, Hyper r ,65 ca d. Hypnots sar 80-81 it t e, . ' don' getno r spect '93 1 t e !' l l nfuence que tonst ponder si o r 76-77 M ad ame Tus a sW a s ud' x M us r1 1 O2J eum 0 -1 1O4J106 M a c ma zi 1 gi ga ner 24 M a i rM axr1 lni 86-1 87 M et aphor r22-23/70 s M ittet l ccl onrkoberr43 t -44/46 M ical 37 s l Nloney,11 2-113 Nami t ngsmakest r al 2 ng hi hem e , N apol 11 1 eon 1, 75 b Ytt 'lls 1 1 kw l Jpc, 6 r ' i i es'4 N ghtngal ' ur e i wetts rs'4 N ss n -hit PaperM et aphor batl hi ana ogyr60 tes p l cr e yourow n 58 eat -60 defnii of 54 i ton J exa pl of m es Buid H ol.M ove Pr s lv dr oces r 54-56
  • I E ND X Pa e Mea hor(otuc p r tp cni c) n l 1w of1m ied it s 56-57 a i t cea r or zatona pyr m i.57 gani i l a dr t il tat af ur o lusr e eat er 55-56 t il tat apr s o lusr e oces r 54-56 pr e appr oblm oachr59 s uton appr chr59 ol i oa Per crGeor r1 e ges OO ' f Pich '4 Perect t Perua on m odel 1 s si -2 Perua on N i 68 s si ner -70 Pl f m Pich ator t t audi he encer1 98 buidi m a sw ih a l ng s t chalenger201 l buidi m a sw ih a l ng s t mechanim r s 200-20 1 t Buic St 1 he lt epr 98 bas on pu i per i ed blc ceptonr 160 basng i i mage on a postonr ii 164-165 i can besi pl 1 t m er 60 dif entpostonsf fer ii or dif enta enc r fer udi es 170-171 dicoverng whatyour s i audi vaue 1 ence l s, 69 i a nuthel,1 n s l 68 sant t posii by,1 l so ton 66-1 68 t m coi by li and. er ned k es Tr ,1 out 60 why postoni wor ,1 ii ng ks 66 your el 1 s f 69 Pr sng w or s,81 oces i d Pr oof admitng a defci,1 ti i t 45 bes f ms of t or as ociton and s ai . cr at ng pai 202-203 e i nr or zaton gani i t dosand con'sofsi he .t t ldesr member hi s psr 206-207 expand and. r ctyour conta pr ent i 2O6 es at on hol sepr201 d t -204 i ve youraudi nvol encer2O6 m ove s epr205-206 t oferng a s utonr203 f i ol i -204 Pc Or rf manc aSt ans cton, e .r a i 2OO publc s ki 2O7 i pea ngr s lng yours utonr2O4 eli ol i t sr ur 198 he tuct er Polac Shepr57 l kr Postoni ii ng 136- 137 cas sudi r1 e t es 4O cee i endorement r13 lbrhr s s 6 clentls s 134 i it r clentt tmonilr134-13 i esi as 6 expe t opi on 1 r ni 37 gua ant r70 1 r ees 42-1 43 phot aphs 1 -1 ogr r 41 42 pr r85J1 ops 43-1 45/ 198-199 r lr as whyr138 ea e on s cii t 139 pe fciyr s vey r s tr13 38 ur e uls 7-1 Pub 'l r120 - ki f
  • I E ND X QuikPi h c t c advant ge of 79 a s J body s encer78-79 . ent conver atonala s ptonr80 s i s um i conver atonalke r80-82 s i ys de ar tve f mat 67,71 cl a i or r defnii of 66 i ton J gener i s a 71 atve t ge hypot ialeem ent i hetc l sn ques i tons 82 lseni 80-81 it ng, prc i ngt Quik Pth a tci he c ic 82J84-85 ques i ba ed f m a r ton- s or t 67-68/7 1 r sng e ows 72 aii yebr r r a e yourquesi 82 ephr s tonsr s ampl openi r71 e ngs s oresasm a eral 72 t i t i aszo-s econc com i t ng at r i t actons 68 hrng quesi t t pasr82 i tons o he t us f r66-67 es or ' he lealThi '94 T k ngr ' l sit ke sance aler e wa ofdea i t nat ys lng wihr1 t 80-1 1 8 G it- f M i set 1 1 f shit nd r 8 handi obj i as ng ectons r eques s 1 t 76 obj i ar j topi ons ectons e us ni r 1 76 Si. Approa de ches agr wih t obj i ee t he ectonr and r afim your . e fr mai beneftr1 n is 79 as whats r l want k he ealy s t knowr1 o 78 gethe t s t r o ee he cons equenc ofnot es usi your s r ces ng e vi 179- 180 ma herobj i t ke ecton he ver r on f goi y eas or ng ahe 1 ad 79 ma t obj i i o an ke he ecton nt obj i 1 1 ectver 78- 78 pr endyou don' et t unde s and t rt he obj i 1 ectonr 78 r ert a ci who hadt ef o lent .he s me obj i 1 a ectonr 78 Stai f wa d Appr r ghtor r oachr 177 sr henyourpr ent i tengt es aton t f e t l r it o or s al ess ancer 181 leveai s cr sr38J51,226 k lng e et l chi di 212 13 ki ar r -2 l koger Car 81 sr l l ex ofpasres 126 kol ti , Sa pl m es cr i a s m pl 1 1 eatng a er 06- O7 defnii of 6 i ton J d. t j i t i e vi o he ob n he nt r ewr 104 f i of 1 unctons O2 H uman Puppy Dog Cl er os 103 -104
  • I E ND X Sa ls(ot uc mpe cni cl n ) i pr sng onl m esi ooker ,1 s O8 physca and tme lm is,107 i l .i i t postoni of 1 ii ng , O8 smul edbaby,1 i at O5 Sa ng awom an i hal wi n f 211 2 -21 Schlt 69 iz ' ng he diemm aanew '8 Seei r l Senfl. el 1 7 i edr ry 1 J Sl ogan Pich t defnii of 91 i ton J dit t i sored magel 95 y exampl of es m nem oni s i 93 c n r ii curngr92 epetton t i sgnat e lnes 93 i ur i r tade-how pr ent i r s es atonr 92 ' OWn t f ores' WC he act i J ' 91 -92 wihi aconveratonr t n s i 94 pa alelcons r tonr95-96 r l tuc i sogan cha act itcs 92-93 l r ersi r Soci y' dem and f br hr et s or evi r 90-9 1 Speli Aa onr4 lngr r St rDa dr1 ahl vi. 27 Theati lPeruason M odel 2 rca s i , Tif 126 fany, Tr . Show ade etquetevi atonr79 i t ol i pr s es 1 es ur r 0 pr oces r54-56 s Tr f maton M ec s s ans or i hanim i t Buic St 200-201 n he lt ep, buid yourow n,29-33 l connectng unr at tobj s i el ec ect as pr ct c 33 a ie t cr at m as 1 o e e s 99 defnii of 6-7/22 i ton J durng t H ol St 2O3 i he d epr exa pl of m es AlowanceM one 223 l yr -227 Baanci a Coi O n a l ng n D ola Bil 1 lr lr 08-111 can' open e r 5 1 t yes can' wr t nam e 5 1 t ie can' sand 51 tt The Cor i t Botl k n he ter 13O- 132 Cuti a Per on i H al tng s n f w ih lope 207-21 t k sr 2 The Cor at Buterl por e t fyr 227-232 Frs ibeer29-30 gr el ay ephanti D enmar n kr 25-27 The l ovabl Fi r mm e nger 155-158 The l pos bl Obj r m si e ect 61 -65 kni r31 ves -32 The Li and H eaor ght . ' Per sonr1 -1 71 75 The M aga neTe t 34-3 zi sr 9 The M i atng Pepper gr i r 193 96 -1 M isi t Obvi r s ng he ous 96- 1 00 The Needl Thr e ough Bal loonr1 45-1 49
  • I E ND X Pr ctng Fi s 73 edi i nger , -77 The Pr s e Poi Leg es ur nt Loc 47-52 k The leappearng M at k i chr 23 9 j of 39 ob J maki t s f t 24-25 ng he hit oJ pr te of 40 operis Twai M a kr150 nr r 1 1 82- 85 r bberbandr7-9 u . Ver nonrDai 1 r 24 s am ps 31 t r Stcki YourH ead i ng Thr ough a Busi s ne s Car .218-222 dr TheTri ThatFool ck ed H oudi r1 1 24 ni 2 -1 TheW or Fl Knot k- ow r 21 1 5-2 7 TheW alSte J u n lOnln r l ret o r a ie 1O
  • p .1 *, A BO U T TH E A U TH O RS JoelBaue i,a cor ngt t JQ/Stet7ggg Onie'ndoubt r s c di o he ' / re ' rt/ l ,' $ o n u e y t c i m a of t boa d' of cor a e t a s w r i dl he ha r n he r' por t r de- ho a nm a ng.Ll i a c pe lng s hess ofm a i ,hypnos s s l s ki sng om li ynt i gc i, a e perua i a r vva -how f y J buidsc owdsfom t a s son, nd e i ls ur , oel l r r r des w pa s s a conve t t m i o wilng pr pe t f hi ho s er by nd r s he nt li os c s or s ci nt .On wines i t smia ous J -ngi e ed c r le s t sng hi r cul , oele ne r onve son pr e s a J rt ma zi r pore cald i 'n i e bl i oc s , / e ga ne e t r le t a ncr di e /f : t f tofm a sobe enc t tm u tbe s n t be be i v ' ea s di e ha s ee o le ed. ' Twe y milon peopl ha ex ince J ' ta fc-t nt li e ve pere d oel r fi s ops pi pr s a i f or ni tonss h a 3M ,Ca ng e ent tons or ga za i uc s non,G e a ner l M ot s I ,l el M is s , ot ol ,Pa s c, nd Phii . or , BM nt , tubihi M or a na oni a lps M ilons m or ha e s n hi pe f m on t e son f net or li e v ee m r or el vii or w ks s h a ABC ,CBS,N BC , N BC,C N N ,a Fox. uc s C nd Alhough J contnue t ent ran a pe s de a t a t oel i s o e t i nd r ua t r de s w s he now wor s prm a iy a a s ke ,t c ng a di nce ho , k i rl s pea r ea hi u e s t s c et ofpe s s on,s l s a pe s lpr he e r s r ua i a e , nd r ona oduc i t tviy. H e lve i C a ior a wih hi w ie, Che i a c l e i s n lf ni t s f re, nd hidr n, C ha l Bra ,a St ri nele, i na nd e lng. Vii J on t we a wwm i ot i nc . st oel he b t nf ane om M a k Le i t f r vy s he ounder of Le l vy nnova i a ma k i ton, r etngs r t gy fr t tm a espe e a com pa e c pe lng.D ue t a e im ha k opl nd ni s om li i pa tt M ak'efors hi cint ha bee f a ur d i T'ete n r o r s f t, s le s ve n e t e n / iw ?
  • ABo u' TII Au-ll t r -E r-ols Jo/ 'v e,t l n ncal'me,a t L .; ' 're a on AIC 'r F s he h a i J s nd he oïtl J l nd t l l oï l s ? Nev,CBSfvniy l z ,ktr/gStwa t v,a -':T'b' Sb w. ts e n Wfs kl tt e r Lie nd ./ o ) o ' g? r? r r . H e ha a s w rten or co- r t f s l o it c ea ed our books i u ng , ncl di Ac fe t/Ce u :ReouinieJo r T'f f tlo flPrv t J rt' ckgt nis v lto z 'g lgê' l g l iae / f l g l l r ? g f g - ( rt- hlr 2 , c ha be n ta ltd i ofvelnBeretKoe e, 000)whih s e rnsae nt i a guages. H elve i Ne J s y wih hi wie St la i s n w ere t s f , el . Vii M a k on t w e a wwm l vyi st r he b t e nnova i c . ton.om