Manipulate like a spy

A reader sent me this Forbes article covering the book "Work Like a Spy: Business Tips from a Former CIA Officer" by former spy J.C. Carleson.


Bits from the article:

• “When I talk about manipulation, people get squeamish,” she says. “For CIA officers, ‘manipulate’ isn’t a bad word. It’s not a cynical mindset. It’s a proactive approach to exploiting opportunities.”
• You won’t be able to manipulate yourself into a promotion without basic competence. “I recommend that people start on paper,” says Carleson. “Establish a baseline of competence in your work product. Then build the relationships.”
• Carleson says CIA officers attempting to recruit a spy use what they call a “hook,” which has three parts: a reason to meet once, a reason to connect and a reason to continue meeting. The same process applies when trying to connect with a decision maker, she says—but ditch the elevator pitch. Once you have their attention, she advises not to sell yourself. Instead, connect with the person based on a common interest.
• “People tend to make decisions based on assumptions,” she says. “Understand their vulnerabilities.”
• People like to talk about themselves, she says. By asking questions and listening carefully to the answers, you can reflect back their values as your own.