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MY SALES STRATEGY was simple, and I thought rather brilliant. After being rejected by a couple of sporting goods stores (“Kid, what this world does not need is another track shoe!”), I drove all over the Pacific Northwest, to various track meets. Between races I’d chat up the coaches, the runners, the fans, and show them my wares. The response was always the same. I couldn’t write orders fast enough. Driving back to Portland I’d puzzle over my sudden success at selling. I’d been unable to sell encyclopedias, and I’d despised it to boot. I’d been slightly better at selling mutual funds, but I’d felt dead inside. So why was selling shoes so different? Because, I realized, it wasn’t selling. I believed in running. I believed that if people got out and ran a few miles every day, the world would be a better place, and I believed these shoes were better to run in. People, sensing my belief, wanted some of that belief for themselves. Belief, I decided. Belief is irresistible.
MANIPULATION PHASE Following identification of individuals who may be useful to them, psychopaths begin to create a shroud of charm and deceit that we have labeled the psychopathic fiction. This is the beginning of the manipulation phase. The first goal here is to gain the trust of the individual through ingratiation and various impression-management techniques. Perhaps one of the most effective skills psychopaths use to get the trust of people is their ability to charm them. They often have an engaging manner and make great first impressions on people.
Snakes in Suits
Paul Babiak, Robert D. Hare
Steve Hosea burned into my mind that the most important part of the medical history isn’t the medical history. It’s the social history.” Charity had taken away other lessons from Dr. Hosea. The simplest explanation is usually the best. If the patient turns up with two separate symptoms—say, a fever and a rash—the cause is more likely than not a single underlying disease. If there is the faintest possibility of a catastrophic disease, you should treat it as being a lot more likely than it seems. If your differential diagnosis leads to a list of ten possibilities, for instance, and the tenth and least likely thing on the list is Ebola, you should treat the patient as if she has Ebola, because the consequences of not doing so can be calamitous. When something doesn’t quite seem right about your diagnosis, respect the feeling, even if you can’t quite put your finger on why the diagnosis might be wrong. A lot of people had died because doctors had allowed their minds to come to rest before they should. A doctor needed to be a detective for the patient: that was Dr. Hosea’s big message.
The Premonition
Michael Lewis
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