How Greene says to lower someone's guard before you act.
Robert Greene's framework, from 48 Laws of Power, pp. 146 to 153.
Make the gesture early
Use selective honesty on the first encounter so the impression sticks.
Build a reputation through small acts
Show honesty across a series of inconsequential acts.
Give before you take
Offer a gift, favour or kind act that softens the ground or distracts.
Make it sincere
Only use the tactic if the gesture seems heartfelt, because exposure turns warmth into hatred.
From chapter: LAW 12, pp. 146–153
One sincere act of honesty or generosity covers dozens of dishonest ones. Count Lustig walked away from Al Capone with $5,000 by returning the $50,000 he had been given to double, and Jay Gould lost millions to Lord Gordon-Gordon after an initial show of help. Greene calls this giving before you take: a gift, such as the Trojan horse, or a kindness like Camillus returning the Faliscan hostages, lowers defences and distracts. It works best on first encounters and as a reputation built from small acts, but it fails if people see through it. The reversal is that once you are known as deceitful, playing the rogue works better.
