Mar
The Mannar Rune Switch
Yesterday we discussed the Mannar Rune. Here is an application of its lessons:
Salesmen, confidence men, interrogators and hucksters try to deflect attention so as to gain a person’s trust. They do this by working to make their “mark” forget the person’s role and focus instead on that person as an individual. Thus, instead of seeing a salesman, the mark is persuaded to see Helpful Bob who is a good fellow who just happens to be a salesman. If the folks like Bob they are more in inclined to buy. Somehow, they are guided to minimize the fact that Bob is a salesman and his only reason for talking to them is to sell them something.
It is wise to always remember why a person is dealing with you and his role in the situation.
The German Luftwaffe of World War II was expert in this kind of technique. Their interrogators were all men who had spent time in the home countries of their enemies. The interrogators knew the language and customs. Using common courtesy, the interrogators started small conversations. Their biggest asset was a virtue of Western culture. We are taught to respond to politeness with the same, even if the other party is an opponent. The German would say, “I have been polite, have I not? You can certainly give me the same courtesy, even if you do not answer my questions.” There is a strange irony. Often, the downed pilot would try to hold back information. The problem was that he did not know what information the Germans wanted. They did not expect that fighter and bomber pilots would know secrets. The Germans wanted all the little bits of information that add up to a larger picture.
Men who focused on the fact that the interrogator wore an enemy uniform and therefore stuck to the “name, rank, serial number” gave up no useful information to the Germans. Once again ,we have a case of Hans who happens to be a Luftwaffe man or a uftwaffe man whose name happens to be Hans. It is a case of the man and the role.
Always remember what a person’s role is, as well as why he is dealing with you. This will help you avoid deception and confusion when dealing with others.
