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Update for 22-4-2014:

- Site with Wiki and many good things will launch (hopefully) this weekend.
- Currently analyzing Unmasking The Social Engineer - Full analysis will come, probably this weekend. :)

*************************************************************************************
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If you have any helpful tips, please share them with me, either via Reddit PM, Facebook PM, or e-mail to
elegypm@gmail.com - all things sent in will be credited. :)
Thanks for reading! :)
- Joven C. Lyle
v.1.0.7 - Compiled and Written by Mister Lyle
- Information is neutral. The underlying intent of application decides morality. -

AAA, Attention - Approach - Affiliation:

- Coined by Keith Barrett, a persuasive genius, known psychopath businessman, as his three key
components to persuasion.
- Aims to target the psychological pressure points of your targets mind, under the motto: like with
cartoon caricatures, its not about how much detail you give, but its how you lay down those details.
One of the models of persuasion that gave way to Duttons Flipnosis model, SPICE.
- On Attention: Is not only about abusing the various cognitive biases and fallacies the brain is prone to
(Google: Attention Bias, Confirmation Bias, (Representativeness) Heuristics, Misdirection (in magic)), but
more in general by distracting the brain and controlling what information it receives, and in what way
it can perceive that information. Even further, as with Suggestion and Elicitation, it even controls how
and what they think. The brain has the unfailing ability to jump to conclusions, be fooled and make
mistakes, because it is prone to taking shortcuts, in all aspects of thought and action.
- Can I use the photocopier first, because I need to use the photocopier? Referencing a page
in Flipnosis, the key lesson is that reasons, or in general the 10% of communication (the words
themselves), are generally ignored. People are in a certain mental set, frame of mind, and are generally
unaware of anything that can be dealt with automatically be the minds heuristics.
- A human brain has limited resources to deal with everything happening around them. When given
too much information, the brain loses the ability to think and resist commands, or influence, or on the
opposite end, to be able to lie. The more resources are taken away from mental control, either on their
own actions or those of others, the more readily they are influenced and pressured to do what you want
them to. Because of this, words, and especially nice ones (where nicety is heard in the intonation, not
the actual word), can make excellent cognitive circuit breakers. (See also: Ultimate Voice, NLP, Lying and
Lie-spotting and Human Buffer Overflow)
- On Approach: As established in Attention, our brains are lazy creatures of habit. Additionally, though
differences in perceptual awareness do exist between people, as with everything, we have much more
in common than we are different. We are chock-full of conjecture, assumption, pre-packaged reasoning
based on preconceived notions, and we discriminate and judge situations based on prototypes and
stereotypes of everyone and everything around us. Because of this, to social engineers, we are all
pathetically predictable.
- Approach refers to these, our attitudes and beliefs about the world we live in, and how these impact
the decisions we make. Our brain profiles information according to perceived probabilities and
associations. It engages in speed reasoning, i.e. it uses heuristics. We form, on the basis of experiences, a
schema, an associative network, of all things related in our minds. However, through misrepresentation
and biases, this means we often (if not mostly) draw inaccurate or plainly wrong conclusions.

- Very useful to social engineering, in particular Pretexting, is the Representativeness heuristic: a rule of
thumb the brain uses to make inferences about the probability of a hypothesis (e.g., Is this really a tech
guy?) by considering how the information of the situation fits with data already available.
- And remember: expectation influences perception. What you think is a $90 wine will taste better than
what you think is a $5 wine; even when its the exact same wine. And it doesnt just influence perception
of performance. It influences performance itself.
- Next, availability heuristics: where representativeness refers to the way our brain makes probabilistic
inferences about the relationships between two variables, availability describes our tendency to
confuse how frequently something occurs with the ease with which examples of it come to mind. e.g.
You might find yourself agreeing with the estimate that More people die of cancer than die of strokes,
which practically everyone would agree with you on. But its simply not true. Cancer is more available
than stroke, but not more common.
- In conclusion, approach is useful for two distinct, opposite ideas:
1) By adhering to heuristics and biases, people will remain automated, allowing you to work a
pretext and certain other social engineering methods without fear of being found out or even
being suspect, and
2) By violating these expectations, Incongruity can take full swing (the power of surprise), and
on the other hand you can use it for a Human Buffer Overflow, overloading them with senseless
info and mental processes and taking advantage of their inability to react to new info except in
an automated way.

Agreeability:
-
- Refers both to the innate personality trait that entails your willingness to compromise and your
openness to others opinion, but combined with Arguments also signifies the importance of giving your
target the impression that there is no disagreement at all.
- You cannot disagree with someone who agrees with you. In that sense, the best way to establish
agreement in a conversation is to openly agree with your target, and say nothing that could be
perceived as contradictory.
- Yes and rather than yes but; Yes, drugs are bad, and thus they should be legalized to reduce
harm, not Yes, drugs are bad, but they should be legalized.

- But is the single-most obstructive and agitating word for a person to hear. Wherever possible, never
contradict, as the elicited emotional response makes your target unable to cognitively and emotionally
process your statements.
- Also part of Suggestion: Rather than using ... and you can also use ... and so, which creates an
implication that it is inferred, imperative, and necessarily so. e.g. Yes, I agree fully, I think drugs do
more harm than good and are dangerous to society. And so, following from what you said before, its
imperative we minimize the harm they can do and legalize them.
- In case the target might still disagree if given the chance to cognitively process this (because
remember, there is no emotional elicitation and obstruction and intrusion), you could then start either
eliciting further consistency by asking them to openly agree, or even use an assumptive question
that is intrinsically theirs. (Will be discussed in Doc: Theoretical - On Questions.) Basically, you could
ask: How do you think the government should make that happen? This assumes that the preceding
is true, while also creating a situation where they are proclaiming your idea as theirs. They are the one
convincing you of your point.
Anchoring:
- The process of linking a frame, thought or emotion to a specific cue, be that physical or verbal.
Appeal to emotion:
-
Approach-Approach conflict:
- Any situation where a chosen course of action can lead to only one of two equally desirable rewards.
Approach-Avoidance conflict:
- This is also called a Double-bind when referring to the cognitive aspects (including perception) of an
approach-avoidance conflict.
- An Ap-Av conflict is any situation where a chosen behavior leads to both an undesirable punishment
and a desirable reward.
Arguments:
- Discussed more in-depth in other sections, but within the context of influence (unless the intent is
Intimidation) an argument never resolves a matter, nor furthers your goal. Making the target believe
there is no argument at all is your prime goal. A few relevant citations:

- (Carnegie): Winning an argument does not win you friends.

- (Unknown, on compliance): The best way to ride a horse is in the direction is it going. (Ties in with
Frame Alignment and Framing; alludes to the fact it is better to adjust a frame than it is to attempt
to destroy that frame, or create a new one (though this is preferable over destroying one, see also
Conviction). Also see the note on Yes and in Agreeability.
- (Unknown): The best way to win an argument is to avoid it. (Ties in with practically everything.
However, when either conceding, or making concessions, or agreeing with the target -- practice
sincerity. In particular, never argue with your spouse. Set aside your ego. Your long-term goal is not
worth the USELESS short-term gratification of being right. If you argue, you are ALWAYS wrong.
Attention bias:
-
- Put their attention elsewhere. Force their direction elsewhere. For the depressed, force them to put
attention on good things, and when faced with typically depressed dismissal or reinterpretation, simply
have them Rethink it, preferably via Suggestion via Leading questions.
Authority:
- People more willingly follow directions or recommendations of someone they view as an authority.
- People are bred to be compliant to authority. Acting from an authoritative position makes it very hard
to be denied.
- Legal authority, organizational authority and social authority all have their places.
Avoidance-Avoidance conflict:
- Any situation where a chosen course of action will lead to one of two equally undesirable punishments.
Benjamin Franklin effect:
- The odd paradoxical effect that entails that people will like you more when they do favors for you,
rather than the other way around.
- It works by subconscious rationalizations: "If I didn't like you, why would I be helping you?" Ergo: they'll
start liking you merely to stay cognitively congruent with their own actions. (See also: Consistency)

- Except in limited and short situations, there needs to be a balance of favors, but on the whole, people
tend to feel better giving than receiving, even though they may state otherwise. Mostly, for minor
favors, a polite "Thank you!" or "Have a wonderful day!" will work fine as a reward for their actions.
Bill Graham effect:
- When someone makes a stance (course of action, opinion, etc.) public, it is much less likely to change
and the commitment is much less likely to fail. Done right, not only can it be used to exploit targets by
making their commitment lasting under threat of shame, guilt, and/or failure, but it also can be used
to commit oneself to a particular stance. This can also garner appreciation, which can be beneficial (to
oneself and a target), but it can also lead to no longer wishing to fulfill the proclamation, as appreciation
is a reward in and of itself.
Branding:
- Nothing more than conditioning someone to react positively in the face of a particularly named
product. $50 Vodka is not substantially different from $15 Vodka, but branding alone, and with
it preconceptions and expectations, can make a person claim to notice a substantial difference.
Remember that anything can be the subject of positive conditioning.
Cold reading:
-
Colors:
- In clothing, they symbolize the following:
- Baby Blue and Pink (also certain hues, like Miller pink) elicit feelings of innocence and purity, while the
latter also gives a sense of calm (similar to valium), and creates an easy and open atmosphere. Combine
with black to also invoke a sense of strength and authority, lest you be seen as friendly, honest,
harmless, but also powerless.
- Black is power, elegance, mystery, strength, authority, calmness. Can emphasize other colors.
- Blue is intelligence, power, honesty, tranquility. It's very calming.
- Brown has some uses, but don't use it. As a whole, it's horrible.
- Gold is illumination, wisdom, prestige.
- Green is natural, harmony, protection and peace, calming.

- Orange is warmth, enthusiasm, attraction, determination.

- Purple is mystery, nobility, luxury and creativity.
- Red is excitement and joy, energy and passion, desire and love. However, it can denote force,
intimidation, violence, aggression.
- Yellow is energy and optimism, friendliness, loyalty.
- White is purity, light, cleanliness, safety, goodness of faith.
Commitment:
- Gut feelings are a response to consistency being broken.
- Getting a target to verbally commit to a certain action (e.g. "I will try my harder to feel better.") can
force the target into that path of action.
- Breaking a commitment leads to feelings of guilt. Forcing someone into a commitment they cannot
hold can make them emotional and therewith suggestible.
- Even small, seemingly insignificant commitments can lead to exploitations. e.g. "I'm feeling great." > "Some people feel not so great. Donate?"
- Commitment can be elicited in succession. Always remain aware of the fact that making one
commitment does not necessarily mean you have to commit further.
- Food for thought: If you were to pass out a card, a number, what-have-you, and your target calls you,
either knowing or not knowing your offer, he has been pro-active, which means hes made an infinitely
greater commitment to you. Its very easy to persuade those who care enough to call you. They want to
be convinced.
- See also: Reciprocity and Consistency, to understand why simple requests can initiate a murderous
sense of commitment.
Concession:
- An acknowledgement or admission, yielding to a request of some kind.
- Can be used inversely. Label/state your concessions, and it creates a sense of Obligation and a need to
reciprocate. Don't make it too explicit. Emphasize their side of the predicament, empathize with their
side of the agreement, and convey that you're doing this for them.

- Demand and define reciprocity. Again, not too explicit.

- Make contingent concession, i.e. don't act like you want something in return. This creates a strong
band with the target.
- Make concessions in installments.
- The concession must be valuable to the receiver.
- Don't lose face while making concessions.
Conditioning:
- A personality is a set of behaviors that is under environmental control and can be observed. Behavior
is influenced by positive outcomes (reinforcers) and negative outcomes (punishments) in response
to actual or perceived behavior. A person will perform behavior that has been reinforced in the past
and is expected to be rewarded in the future, evaluating potential courses of action dependent on the
relative time to the reward and the ratio between rewards and punishment, as well as their respective
likelihoods.
- The latter part of the last note is called self-regulation or self-control; humans are (somewhat) uniquely
able to delay actions with the prospect of future rewards.
- Observed punishments/rewards also server conditioning purposes, and thus are useful to a social
engineer. (A capital criminal being executed ideally should serve as a deterrent to crime for this reason
-- though that is unfortunately not true, the idea still holds within limited social settings.) This is called
Modelling.
- Conflicts in reward/punishment pay-offs, restricting the target from choosing either course of action,
create a cognitive incongruity that is principally unsolvable until either has been chosen or a better
option presents itself. A mind-lock like this can be debilitating to a disfunctional degree; sometimes
called a double-bind. Unless the goal is to create a stressful situation for your target (hardly ever
preferable), try at all times to avoid these types of conflicts (e.g. via frame alignment). It can be useful to
present yourself as the Fix to their problems.
- Eliciting and associating emotional, cognitive and physical responses with whatever is the desired
object, concept or stimulus.
Conditioning, Positive:

- Eliciting and associating positive emotions and thoughts towards whatever is the desired object,
concept or stimulus.
- Good for combining with Frame alignment and Anchoring, among many other things.
Confidence:
-
- Due to mirror neurons, our natural empathy because of it, and our general inability to reassess the
emotional valuations we get because of them, exerting confidence makes others feel your confidence,
increasing their own confidence and their confidence in you. This is one of the many reasons its so
vital to appear confident. (Note that whether or not you actually are confident is irrelevant, Perceived
confidence is what matters.)
Confirmation bias:
-
- This is why you should avoid arguments. Otherwise, simply remark data that opposes their view on the
matter, but never in a confrontational manner. Don't tell them about it -- ask them about it.
Consideration:
- People will react favorably to you if they feel you have made personal considerations on their account.
- To be charismatic, it is imperative you consider their opinion visibly and for a reasonable extent of
time. This means letting them finish talking, then turning away introspectively for two seconds, before
giving them the response you had planned the moment they started talking.
- Further consideration could be thanking them for their service or time, but pausing upon having closed
the conversation, returning and increasing the reward. (This was done with tips in restaurants. No candy
had a control amount of tip, one candy had about 3.3% more, two candies about 14.1% more, but giving
one candy, considering giving another and then giving them the second one scored a whopping 23%
more. -> Off the top of my head, no ideas if these numbers are accurate. The order of pay-out is correct
though.)
Consistency:
- Consistency is here defined as what is expected based on previous experience or expectations.
- People value consistency in others, and also strive to appear consistent.

- Cognitive consistency deals with the inherent striving to appear consistent toward oneself. Like
with the Benjamin Franklin effect (where one starts like a person to remain consistent with their own
actions), a person will adjust both behavior and thought to match. When they don't match, this creates
cognitive incongruency, which creates stress. Because of this, when you elicit a genuine (preferably
publicly stated) commitment (meaning they aren't lying to you, in which case not following through on
their promise is consistent with their self-image), a person will either alter their actions, the situations,
or their thought patterns until the situation is congruent and they themselves are consistent. They will
want to stick to their word and honor their side of the bargain, given they have a high enough sense of
self-efficacy to do so.
- Considering the preceding, be careful that they are actually both capable of fulfilling your request and
of the mind that they actually can fulfill your request themselves, otherwise you will create only stress.
(Guilt, which can also be your goal, and can be abused.)
Dominant sense / Mode of Thinking:
- Note: I dont know how much credence I can give to the efficacy of using the dominant sense to
establish rapport and embiggening influence. What I do know is that many credible authors support this
idea. What I also know is that we all do have a dominant sense.
- Every person has a sense they most generally use in the interpreting, experiencing and recollecting
of events. Of these dominant senses there are only three: Visual, Auditory, and Kinesthetic. Using
their dominant sense when describing a scenario not only allows them to imagine your scenario more
vividly, it also bypasses many cognitive considerations that would otherwise interrupt your influencing
attempts, and it creates Rapport, as it signifies you experience the world as they do.
- Though (non-scientific) studies and survey exist, they give varying accounts of the ratio of these three
as the dominant sense. The most likely is the division 50% visual, 40% kinesthetic and 10% auditory,
though other studies suggest kinesthetic is the lowest at 10%, followed by auditory (40%) and visual
(50%).
- Regardless, figuring out the dominant sense is easily done, and can potentially be vital in a salespitch (tangent: I also hear that, romantically, its somewhat of a big deal to either share the primary
sense or the second-most import sense). In a familiar or colloquial setting, the question What is the
first thing you remember, waking up this morning? can give you a pretty good indication of what their
dominant sense is. (e.g. Sound of the alarm clock for auditory, sunlight shining through the window
for visual, or the comfort of my pillow for kinesthetic.) Whatever the answer gives an indication, its
not definitive.
- A second way, and even more indicative (and fool-proof), is to carry around a pen and whip it out
during a conversation. Click the pen a couple of times and see if their reaction is more prominent than

usual (auditory), wave it around after to see if they follow it with their eyes (visual), and if neither are
solid, touch them gently by pressing their hands/patting their shoulder, and check if they get either
excited or weary (both signify kinesthetic affinity).
- Mostly, use different types of descriptors in your stories (e.g. It felt like it was going to last all day,
I could hear the clock ticking painfully slow, I could see my afternoon running down the drain.) and
gauge their reactions. Additionally, pay attention to their descriptors and see what sense it signifies.
- Even more: Do they look at you, do their eyes do the talking for them? (Visual) Do they have trouble
looking directly and/or are they capable of conversing without eye-contact? (Either auditory or
uninterested) Are they very frisky, do they touch their conversational partners a lot? (Kinesthetic)
- And: Do they use their hands to create a visual image of something, extensively? (Visual, e.g. Picture
this.) Do they look away in internal monologue a lot before stating something clearly? (Auditory) Do
they talk a lot about the emotional valence of something? (Kinesthetic)
Some generalizations about the people that have certain dominant senses:
- Visuals need visual input to make effective and efficient decisions.
- Visuals will pick things that are more visually appealing regardless of whether its actually better.
- Auditorys remember sounds and submodalities thereof (tempo, loudness, intonation) more clearly
and pay more attemption to them.
- Auditorys retain more from being told than being shown.
- Auditorys can break or make a deal based on a single well- or ill-put word.
- Kinesthetics remember how things (including you, since you are a thing as well) made them feel. (Both
in emotion and in actual kinesthetic senses like warm or cold.)
- Kinesthetics can vividly recall things based on tactile input. They may not remember your name, but
they will remember the way you shook their hands.
- Kinesthetics can be hard to deal with or convince since they dont react as much to sights and sounds
as much. (Whereas visual input and sounds are generally more closely linked.)
- The dominant sense can oftentimes also be deducted from their general interests. Affinity (real
passion, more so) for music is obviously auditory, but (perhaps strangely) also things like writing
(explained because words are heard, even internally -- hence the internal voice). Paintings can both be
indicative of visual (obviously) and kinesthetic (some people feel the paintings, few hear them).
- After knowing their dominant sense, not only can you paint more vivid pictures (ha!) for them to
imagine and be more persuasive that way, but you will also never fail at giving the proper gifts on
birthdays ever again. (Youre welcome.)

- Note: though I said Im unsure about the efficacy of it all, the efficacy lies somewhere between
worthwhile and absolutely-Goddamn-necessary. So, use it.
Elicitation:
-
- Never be greedy; elicit in stages!
- Make use of intelligent questioning:
Open-ended questions: How and why?
Close-ended questions: Used for leading and diverging to specificity after elicited information
provides a useful vector.
- Emotional shifts in intonation elicit greater emotional responses, thanks to Incongruity. Babies do as
well, which is what makes their cries so piercing. (Interesting fact on babies in general: women show a
7x greater activation of the amygdala, the unfiltered emotional center, compared to men. Babies make
for a very persuasive tool, which is why the clich of single father is so appealing in rom-coms.
Faith/conviction:
- Not necessarily religious in nature, and even if religious, not necessarily pertaining to the supernatural.
Referred is to any type of strong conviction, be it ideological, theological, political, etc.
- Direct confrontation in respect to Faith elicits heavy, negative emotions, to the point of being
unforgivable in the eyes of your target. Never oppose their emotions -- and that means intellectual
opposition in this case too, as Faith is primarily emotional!
- Faith is a source of great strength and resolve -- you should never wish to take that away from a person
if you want them to be your ally. Let them take comfort, and take comfort in the support and strength
their Faith gives them.
- When devoid of all conviction, including Faith in one's self, one will be led to learned helplessness.
Faith rids one of that fate, as it provides the hope of change or betterment.
- Faith is also a major influential tool that will ensure commitment, trust, consistency, bonding and
loyalty! Be inspirational, be full of conviction, and let people join in that safe feeling.
- You can reframe any Faith into one useful to yourself.

- Please, oh God, please respect another person's Faith! There is no way to adequately stress this.
- But I'll try anyway: NEVER DISRESPECT ANOTHER PERSONS'S FAITH. IT CANNOT HELP YOU.
Fake it until you make it-principle:
- Act x, be seen as x. (Where x is any characteristic of a person, and/or any personality.)
- Be natural and confident, and no one will know the difference.
- People have a first impression of you and it will be hard to rid them of it, even in the face of contrary
evidence. This can be used to your great advantage.
- A mind can reorganize itself to fit any role given ample practice opportunities. To act natural you have
to let it become natural. Skilled social engineers are no less capable of being a personal chameleon than
method actors. Let me rephrase that: skilled social engineers are method actors. (See also: Pretext)
Flipnosis:
-
- When creating an expectation, and providing an antithesis to that expectation, they are at the height
of suggestibility and openness. (Hence Flip + Hypnosis.)
- Utilizes SPICE to enable split-second persuasion, rapid rapport building, and quick and routed
establishing of trust.
Framing / Rethinking:
- Redefining reality by representing or loading the facts in a different way, as to establish different
valences of the same concept.
- A frame of reference (schema) is a set of ideas, conditions, or assumptions that determine how
something will be approached, perceived, or understood.
- Refers to anything that can alter people's perceptions, thoughts or the way they make decisions.
- Framing is specifically about the value the target perceives. The value of a concept of an item can
increase or decrease its value or emotional impact, even turning it completely.
- All conditions assist in the process of framing, and all types can be used.

- Everything you say will evoke a frame, particularly colorful language that sparks vivid images. More
importantly, every frame will cause an emotional reaction.
- Words defined within the frame will evoke that frame. Ergo, influence and framing will give the ability
to control thoughts using indirect speech.
- Negating a frame elicits the frame; white bears.
- Causing the target to think about the frame reinforces that frame.
- People on the whole tend to be more 'against negativity' than 'for positivity.' As per the example in
Frame Alignment, this can include arguing the legalization of drugs for the good of public health, or,
as a second example, defending harsher punishment for rapist as being 'to avoid new victims' than 'to
vindicate past victims.' This makes it easier to stop a person from defending a positive opinion as well,
as stating "I think drugs should be legalized" with someone who's frame is 'I am against drugs' will make
the frames hard to align. Never open with a positive proclamation, but exclude everything around it
until there is no conclusion for the target left to draw except yours, which they will then readily accept.
- Rethinking specifically is the act of actively changing the perception and value of a given concept, via a
variety of methods. The shortest demonstration is the answering of a worry in writing. Examples:
Will I be able to finish this essay in time?
> Asking this question is delaying me from actually finishing it. It is uncertain if I will
finish it
in time, but it being unfinished is a definite, and it remaining unfinished is a definite if I don't start
writing.
Am I to blame for the abuse I suffered at the hands of my father?
> Would I say that my sister/nephew/random victim of child rapist is to blame for the actions of
a madman? No. So, even if it isn't clear to me, it's clear to an outsider that it wasn't my fault at all. Even
this very question is just a remnant of what he did to me. Knowing that it was his fault, not mine, and
that my self-esteem issues are his fault, not my own, I know that I can stop blaming myself and accept
what happened. It wasn't my fault, and what happened isn't good or bad either -- it just is.
Framing, Frame Alignment:
- For frames to align they must be congruent and complementary, and when sufficient aligned frame
resonance is achieved, which allows a paradigm shift, schema transition, or rethinking.
- The four conditions that affect framing efforts are:

1. Thoroughness of the framing effort; diagnose the frames for problems, analyse them for
solutions, call to action by using leading questions to affirm the validity of the new frame in the mind of
the target.
2. Relationship between the proposed frame and the larger belief system; a frame can be more
readily accepted if a link exists to a core belief or value of their belief system. I.e., a person can accept a
given advice if it complies with some belief in their existing frame, or if it appeases the values they hold
dear.
3. Relevance of the frame to the realities of the target; the frame must be relevant, be it socially,
psychologically, cognitively or emotionally, to the target, and must be creditable and testable in relation
to the target's experience.
4. The point at which the frame emerges in relation to the social events in the target's world;
e.g. a person having had a recent triumph over his addiction will more readily be able to accept the
premise of mental autonomy and power of will.
- There are, broadly, four types of frame alignment:
1. Frame bridging; Linking two congruent but structurally unconnected frames.
2. Frame amplification; focusing in on and emphasizing a value already present in the targets
f.o.r., and then relating it to your own desired frame. e.g. Jacob is convinced drugs are dangerous, and
people should be protected by banning them. By emphasizing on the element of protecting innocent
lives a case could be made for drug legalization, which is shown to decrease usage and addiction rates,
as well as purity from adulterants.
3. Frame extension; extending the scope of a frame to encompass part of the new frame, then
diverging in on the desired frame as to not make the frame too broad to the point of meaninglessness.
4. Frame transformation; completely changing the target's frame, which is difficult for many
reasons, among which are time spent, effort needed, needing full education on the targets current
frame and its origin, needing to use logic rather than emotional appeal since the targets needs to
rationalize the change, but then escalating that into deep emotional ties to the new frame. Otherwise, it
won't hold, where the other three usually will.
Fundamental attribution error:
- The human tendency to attribute the momentary (positive or negative) actions of a person we don't
personally know well to be indicative of his entire personality, and the inverse tendency to attribute
momentary actions to the situation rather than the person for the people we do know.

- Simply stated, for people we don't personally know: "They do those things because they are the type
of people that do those things."
- e.g. Someone on the streets you said "Hi." to casts you a murderous gaze, snorts and stomps off. Your
conclusion: "That is a mean-spirited, bitter person." While, in actuality, he could just have just gotten
news that his girlfriend cheated on him and he was on his way back to their appartment to confront her.
We don't think of those possibilities, we just assume his actions characterize his entire person.
- Ridding ourselves of the Fundamental Attribution Error is a key to reducing social anxiety,
discrimination and depression. (e.g. "That person just had his kid die, that's why he was so rude to me,
not because he's a rude person/I'm just a bad person."
- Dispositional attributions are worsened by perceived intent, even when the intent of the wrongdoer in
no way influenced the occurred situation.
- As per Group Psychology, bad events are attributed internally (part of person) with members of outgroup, while the converse is true for in-groups.
- In short: How you act anecdotally is how you will be seen by out-group members. This can be both
beneficial and detrimental. Be cautious.
Golden rule, the:
- There are three.
- 1) The golden rule of persuasion: "Never try to make people do something. Make people want to do
it."
- i.e. Help people persuade themselves. Influence by eliciting, framing, and suggestion. The only way
anyone will ever do anything is if they want to do it themselves.
- 2) The golden rule of sociability: People like people who like them, and are like them; people are
interested in people who are interested in them.
- 3) The golden rule of social engineering: An engineer is only as good as his information.
- i.e. No bit, string, or quantum of information is ever irrelevant, but in particular no information with
any degree of emotional attachment.
- For instance, the fact that a person youre about to meet chooses to shorten his first name (e.g. Nick,
from Nicholas) is important. The fact that he wont let certain others not shorten it is important. The fact
that he gets happy when hes approached by someone shortening his name is important. The fact that
he smiles with exposed teeth is important. The fact that he has something stuck between his teeth is

important. The fact that nobody pointed that out to him yet is important.
- There are so many inferences and conclusions to be drawn from even what seems like the most
tangential piece of information. Never make the mistake of thinking you have enough, let alone all the
information you could ask for. At most, you can be sure you have what you came for, or the minimum
you need to get what you came for. Even then, more is always better, exponentially so.
- I would go as far as restating this rule to: An engineer is only as good as his ability to find and apply
information. Your mileage may vary.
Groups, Psychology of:
- People will, within a group, come to see themselves as the prototype for this group, and their own
qualites as the hallmarks of that group and its requirements for inclusion. They will want the general
idea of the group to be congruent with the idea of themselves. (Which also leads to the increased
perceiving of homogenuity between members of that in-group.) When a member, for that member to
maintain a good self-esteem, the esteem of the group must also be rectified to that level. This leads
to not only a further increase of perceived homogenuity (likeness, common ground), but also to an
increased liking of the individual members of that group. <cont>
- <cont> People don't want to think bad of themselves, so they won't want to think bad of members
of their groups. People want themselves to be liked, so they like peoples that like them, and they like
people that are like them. (As they are an extension of themselves.)
- Creating an in-group, and the bonds that go with it, with support of some members for social proof,
with perceived authority so that the group consensus will end up conforming to your opinion -- these
are all uses of group psychology.
- Principle of authority: people have a tendency to want to conform to the wills of an authority. They
also use this authority as an instructor on modes of behavior. They generally value the opinions and
insights of authorities beyond those of all but their closest peers.
- Principe of conformity: people want to fit in, and they will go through great lengths to do so. They also
establish their own mode of behavior within a context by observing and mimicking others: Social proof.
(Within e.g. public speaking, the influence of a communicator is enhanced or deprived by the opinion of
his or her audience. Therefore, influence can be increased substantially with wingmen or conspirators.)
- Both the principle of authority and conformity are so powerful as tools for influence that they can
make the target Rethink answers that practically stare them in the face.
- Principle of affiliation: by being affiliated with a person, you become an extension of that person to
some degree. This is how wingmanning works, both in socializing and business. Introduction by a friend
to a group can be enough to put you in-group. The good judgment on your person that introduction

implies is very valuable to members of that group, in the same way you would generally value the
opinion of your own friends over others.
- Combined with Openness, (and the fact that, being in-group with another person, your opinion
becomes ever more valuable,) sharing sensitive information that the other person empathizes with
or, better yet, recognizes themselves in, creates a much deeper and more resilient in-group, making
it easier to extract information from or bond more thoroughly with your target. (e.g. Primarily as a
woman, being a fellow rape-survivor creates a more extreme sense of likeness and similarity. Genderneutral, the same could go for being a fellow sufferer of the same condition (mental or physical illness)
as your target.)
- Regarding peer pressure, please refer to Google for information on the Young Male Syndrome.
Basically, the extreme influential power of social pressure can lead to joining in on things ranging from
vandalism to gang rape and even hedonistic, cooperative murder. If pressure can be excessive to the
point of disinhibition with regards to ultraviolence, with rape and violence being a bonding activity with
other men and a way to find a group identity, imagine how much else it can accomplish. Simply put:
Among our peers, its a matter of how others see us, not how we view ourselves, that determines our
behavior.
- Another extreme act undertaken to get in-group is suicide bumming, also known as the gift, where
young gay men intentionally contract HIV so they can be done with the fear of contracting it and
allowing them to be in-group with sexually promiscuous homosexual peers. Again, the lengths people go
to get in a group, given the desire or need to do so, is highly extreme, and can be used in many ways to
influence them.
Halo effect / Horn effect:
- The general human tendency towards extrapolation of one perceived good quality to the entire
person. A handsome person must also be smart, a good actor must also be a nice person, etc.
- The Horn effect is the converse: these people are ugly, so they must also be dumb. These people are
foreign, so they must also be violent. (This is also an issue of stereotyping, but the Halo effect is more
general, more broad, and is a preemptive bias of a different, sometimes overlapping kind.)
- See also the fundamental attribution error, since they often work in tandem.
Human Buffer Overload:
- ...
Incongruity:
-

- Incongruity exists whenever you employ a script reversal, an antithesis, to elicit an emotional response
contrary to what was expected by the target.
- Whenever expectations are violated, our brains try to restore homeostasis. e.g. When you notice a
date is mean-spirited because he just responded agitated to a waiter's request on the way to the table,
you create a mental buffer that braces you for the impact of falling victim to similarly disheartening
behavior. When, then, the date walks up and introduces himself with genuine kindness and warmth to
you, your brain's expectation is violated and it releases positive hormones to counteract the negative
hormones that were there before. However, his act of kindness itself makes your brain release positive
hormones, for a moment heightening your sense of well-being, long enough for you to attribute that to
him. Conclusion: you tend to like people who initially violate negative expectations more than people
who are positive from the offset. In that case, it can pay your date to be rude, though it will obviously
not work consistently without upsetting you.
In-group:
- Any group you belong to yourself. (Sports Club, family, white people, etc.)
- In-grouping means to try to affiliate with (members of) a group and become recognized as part of that
group.
- People will try to support their in-group at high cost, even when the qualifiers for that in-group are
completely arbitrary. Also known as us vs. them mentality.
- People will actually try to make in-groups with whoever they meet (finding likeness, building rapport).
When trying to establish a bond with a target, give your in-group qualities that you both possess. e.g. On
a date, you find out their interests, and eventually end up with a group like Dog-loving Liberal BaseballPlaying EDM-listeners. The more qualities members of a group share, the harder it is to break the group,
and the harder it is to break into a group.
Interview and Interrogation:
- In general, elicitation is a complex process that involves practically everything to do with social
engineering. The interview and interrogation as used in police questionings have certain sets of qualities
attached to them that can be learned from, but ideally, as a social engineer, you will never find these
qualities exhaustive, and additions and subtractions must be made.
- In the Interview: The subject talks, the subject leads the direction (or thinks he does), your tone is nonaccusatory and soft/warm, the subject is at ease, and the interview is used to gather information early in
the investigation.

- In the interrogation: You talk and lead the direction, your tone is accusatory and hard in nature, your
subject is tense, and information is extracted through intimidation or revealing info in the hopes of
obtaining details relating to that info. Generally, this is the final questioning session.
A good introduction to interview and interrogation, second half of famous lecture Dont Talk to the
Police: http://www.youtube.com/watch?feature=player_detailpage&v=6wXkI4t7nuc#t=1644
- In either case, take care to have as much information as possible beforehand, both to use in elicitation
and in order to avoid redundancy.
- Be careful of the immediate surroundings of your target.
- Formulate a status quo of the targets behavior. Take note of changes in the behaviour of target,
particularly groups of changes. -> See Lie-spotting
Liking:
- People like people who like them. Give people the impression you like them, and they will like you in
return.
Manipulation:
- ...
- A special breed of the more general influence.
- Used in six ways:
- Increasing suggestibility.
- Gaining control over the target's environment.
- Creating doubt.
- Creating a sense of powerlessness.
- Creating strong emotional responses.
- Heavy intimidation.
- Case-building manipulation: Create a problem, so you can provide the fix.
Microexpressions:
- (For now: http://en.wikipedia.org/wiki/Microexpression)

- The seven culturally independent and universally identifiable emotions are also the ones most readily
expressed and recognized in microexpressions. These are: 1) Anger, 2) Contempt, 3) Disgust, 4) Fear, 5)
Happiness, 6) Surprise, and 7) Sadness. The signatures of each of these emotions:
Anger:
- Lips narrow and tense.
- Eyebrows tighten, get pushed together.
- Glare forms (eyes get narrower).
Contempt:
- Contempt is only experienced about people or their actions. (Further: This is only applicable to those
situations where the person or their action causes them to be perceived as below you, rather than just as
unsettling (disgust). We might look down upon serial killers in contempt when we interact with them, but
we feel disgust towards the actions of serial killers upon hearing them.)
- Nose wrinkles on one side of the face, and lip is raised on the same side.
- Accompanied by expressions of anger.
Disgust:
- Strong emotion triggered by intense dislike of a certain something (like contempt).
- Can be triggered by a mere thought.
- Upper lip is raised.
- Nose wrinkles.
- Cheeks are raised.
- More general than contempt, which is person/action-specific and accompanied by anger, rather than
the surprise that sometimes accompanies disgust.
Fear:
- Raised eyebrows, eyebrows pulled together.
- Mouth slightly opened and corners of lip pulled back.
- Eyes opened wide.
Surprise:
- Similar signatures to fear.
- Eyebrows raised but not pulled together.
- Jaw unhinged and opened slightly.
Sadness:
- Overwhelming and strong emotion.
- Mouth dropped slightly.
- Corners of lip down.
- Lips in place, raised cheeks.
- Look down, upper eyelids droop.

- Can be very subtle (e.g. only one part of the face).

- Easy to trigger and motivate actions with.
Happiness:
- Real smiles require the cheeks to raise, and the eyes to wrinkle, the latter of which separates forced
smiles from genuine smiles. (Though you can force genuine smiles with training.)
- Real smiles affect your own happiness as well as that of others.
- Faking real smiles can be trained using Sincere interest. (Faking is in quotation mark because, given
enough competence to be/appear sincerely interested at will, and/or given proper Rethinking allowing
you to smile, your smile will actually be genuine - It just wont necessarily be in response to whatever
youre feigning responding to.)
Cautionary warning:
- Microexpressions are limited indicators, of both emotion and intent. Though they can show the
subconscious emotion before the target is able to control it, it might also have changed by the time you
continue the interaction. What might have been controlled sadness might now be genuine surprise or
happiness, and
- Like with eye-locations (NLP), it tells you nothing of the why behind both their emotion and the
controlling itself. (E.g. Target might be upset (Microexpression: anger) because they remembered an
awful event that took place, and they controlled it because it wasnt relevant to the conversation and
didnt want to take the anger out on you, rather than that they are upset because of what you are saying
directly and controlling it to hide their disliking of you.) Which brings us to:
- Use the information gained from reading microexpressions for elicitation. Do not be assumptive.
So, how to utilize micro-expressions?
- To elicit or cause emotions subliminally when used by self. -> See Emotion Elicitation
- To detect deceit. (Keeping in mind the warning made above.)
NLP:
- Doesn't quite mean what it used to mean, but even what it means now is rather ambiguous. Ignore it
as a be all, end all of social engineering. It has some techniques that are discussed elsewhere, but the
techniques are important, not the school of thought they came from.
- Most noticeably, check out the Human Buffer Overload and remember to evoke feelings, particularly
by summoning memories of the target's experience, either by insinuation, implication or simply asking
them.
Consider the rest at your leisure:

- NLP emphasizes the use of intonation and pre-planned sentence structures to load sentences
and embed commands. It comes down to the following: How you say something is more important
than what you say. (Which is true universally, NLP or not.) -> See Ultimate Voice
Obligation:
- Action one feels he needs to take due to some sort of social, legal or moral requirement, duty,
contract, or promise.
- Closely related to Reciprocity, but not limited to it.
- Can be used in small doses by utilizing smart complimenting.
- Simply asking can create obligation. A question left unanswered creates an awkward atmosphere.
There is an inherent need in humans to answer questions, even if not explicit or out loud. This makes
questioning great for influence. (See additional theory on questions.)
Order effect, the:
- The order in which you present or feed information to your targets will determine how they will think.
See also: Framing.
- Also remember the <forgotthenamefml> effect: People will generally remember only the first and last
bit of information you give them, given they have equal potential to elicit emotion. These two effects
combined mean that you should always give the most vital, case-deciding/defining information first.
(And possible repeat it at the very end.)
Perception:
- Of intent: Perceived intent is more important than actual intent. This is where most faulty
communication lies. Do not assume that a person knows your intent just because it is evident to
yourself. Always be as sincere and genuine as possible and explicitly show your intent, where "your
intent" means the one you want your target to perceive.
- Of self-interest: Perceived self-interest is key in any matter of influence. It doesn't matter if what you
offer or what you ask is in their best interest, as long as it is perceived to be so. Conversely, it doesn't
matter that what you offer/ask is actually in their best interest, because they will not care to do a thing
if it isn't evident to them.
- Certain kinds of influence go deep enough to affect the perception that targets have. In particular, its
worth noting that providing false feedback (or feedback of any kind) can cause someone to confirm or
reject a perception, and so behave in accordance to that feedback. This makes it so that, fairly easily,
you can demonstrate an intent and an interest to a person that isnt actually there.

- Social fights are not won by strength of facts, but strength of impression. Coupled with Suggestion,
what your perceived status, intent, or even perceived action is, decides in large part the verdict of the
other parties and the course of your interaction. E.g., if someone thinks you are disagreeing with them,
and furthermore things youre doing this out of spite, there will be hostility and perhaps conflict, even if
in reality you are agreeing with them and you are simply frustrated because they dont understand that.
Positivity:
- People respond to enthusiasm and positivity with a similarly uplifted response. Note that people
emulate and mimic emotions present in their direct vicinity, but they treat them as part of their own
emotions. When introducing a negative atmosphere, or a stressed atmosphere, their response will be
equally negative and stressed.
- Even after negative phrasing ("I am against x!"), there should only be talked and possibilities and
actions, never in complaint. The same goes for the general "how to make friends/have people like
you" attempts. Positivity through reward, praise, creating dreamlike (but plausible) prospects and
inspirational speech.
- When confident and positive, and feeding into their self-interests, people will find it hard not to listen
to what you're saying.
Pretext:
- A pretext is a created personality that is used by a social engineer as a cover for his hack.
- A pretext is no less a person than you or I. It has a background, a manner of dressing, grooming, a
distinct personality, attitude and mannerisms. All are assumed by the engineer in an effort to become
that person, via Method Acting.
- Pretexting is not an act, it is not a pretense, it is not a show -- for the duration of the hack or however
long the pretext is necessary, you are the pretext. Where it begins, you begin, and where it ends, you
end. It is not an extension. It is not an expansion. It is you. Therefore, the pretext should be as natural as
your natural self.
- To increase your pretexts chances of success:
1) The more research or planning goes into your role, the better the chance of being able to
identify with your character, and the more natural your character will seem.
2) Involve your personal interests, emotions, and memories into the character. This is a
significant part of method acting. The more your pretext is like you, and the more his memories and
more emotions are yours, the more easily you can draw from your personal experience to fill in your

character, making your pretext more flexible and natural.

3) Practice dialects and expressions. Aside from generally being a good skill to have, practicing
a new dialect or vernacular is the ultimate in transformation.
4) Stay in role at all times, but in particular take note that using the phone should not reduce
the effect of your pretext. This signifies the difference between being your pretext and acting like your
pretext.
5) The simpler and less rule-bound the pretext, the better. Real personalities are fluid, not
rigid, and making a pretext out to be more bound to specific rules and archetypes/prototypes makes
him a less complex person, paradoxically, and therefore less believable.
6) The pretext should appear spontaneous. You should be naturally inclined to undertake the
things a pretext like that would be naturally inclined to undertake. Spontaneity and its confines is key
to determining who a person is, and, for others, to determine who your pretext is.
7) Provide a logical conclusion or follow-through. This means that the end of your social
interaction should be the natural end that would occur given the pretext. Dont leave people thinking or
doubting. If youre a tech-guy, end by leaving for the server room, then end the next interaction by
giving the all-clear. If youre a businessman, make sure to pass them your card; the same with others in
relevant functions, like officers of law; make sure to give me a call when...
8) Like with business/personal cards, make sure to have the materials match your pretext. A
business card can give support to any identity, so can uniforms, gadgets, accessories, etc.
- Establishing your credibility: Within a conversation as a pretext, portray your intelligence and
Confidence by discussing and using a topic of mutual interest. Find a path to such a topic, or Elicit or
Suggest such a topic. This gives credibility to your pretext, creates likeness, and ensures minimal room
for error, given mastery or at least higher understanding of the topic discussed. Its not necessary that
they are skilled in the topic at hand, as long as they are interested, and they can understand that you are
skilled in the topic at hand. (Though in some odd circumstances, just a passing recognition of the topic is
required. For example, out-boring someone as a Pretext server maintenance guy.)
- Be who you say you are: Confidence is imperative! Your behavior must not, cannot, and will not exist
in dissonance with your pretext. Avoid red flags, signalling you are not who you claim to be! Adhere to
SPICE and maintain it!
- Regarding accents/vernacular: If you cant make it sound natural, dont try. However, to practice your
accents and vernacular, find recordings (or make them) and speak along. Record yourself and correct
yourself. Use a partner to get an independent opinion. Lastly, apply your accent in public. Make no
mistake: Your speech pattern is part of the 40% (non-verbal) of the most important 90% (non-verbal,
eye-contact included) in communication. It requires every bit the same amount of depth and attention
that every other aspect of your pretext requires!
- Regarding failure anxiety, or fear of being found out: The person you are talking to has no idea what
your intentions and motivations are. Barely anyone even knows what a pretext is, let alone understands
it, let alone watches out for them. The odd ones that do are called paranoid schizophrenics. Thus, you

cannot mess up a conversation. If you fail to qualify as a tech guy, the other guy will most likely think
youre dumb or uneducated, not a malicious social hacker. Be realistic in your assessments. Shave with
Occams Razor!
- Regarding simplicity: In conversation or phone calls, use an outline or prototype, not a written-out
script. Adaptability, flexibility, creative freedom, spontaneity, etc., all these things comes from making
the pretext a part of you, rather than changing who you are entirely.
- i.e., If a pretext relies on intricate details it is likely to fail. Giving only the bare minimum of information
allows for targets to fill in the gaps (as is done with Cold Reading), and thus makes it easier for them to
accept. Dont give too much information, or you might contradict their automated minds, and make
them consciously think about you. Thats the last thing you want. As can be seen with psychic mediums
(i.e., those using Cold reading), simplicity and lack of detail in this way make something more believable,
not less.
- Additionally, making mistakes is natural, so making a few mistakes makes the conversation more
natural. Dont get stressed out or shy away from mistakes. (This is good life-advice as well.) Youre not a
robot, and your making mistakes convinces people of that in an effective manner.
- A few short notes of advice to close off this section:
1) Dont think too much about how you feel - it leaves no room for your pretexts feelings.
2) Dont take yourself too seriously. Failure is good. Embrace and appreciate failure (Cool
philosophical lecture on failure: http://www.youtube.com/watch?v=aK4pR1Uatqw)
3) Learn to identify and focus on whats relevant. Be sure to listen to your target. Get out of your
head and into the world. Even if you dont normally, act as if your pretext does.
4) Seek to gain experience everywhere. Simple little conversations enormously help spontaneity,
basic social skills, empathy, minor influence, etc. Practice, practice, practice. Everything is a practice
opportunity. In fact, life is a giant practice opportunity. Like with information (see also: Sincere interest),
nothing is ever a waste.
Prototype, Conversational:
- ...
- This will be an article separate from the encyclopedia, as its more of a guide than an explanation.
- Mostly novel statements here until its separated from the encyclopedia. This means the rest can be
found/concluded from reading the other sections.
- These are generally good things to do, but it varies vastly depending on the situation.

1) Smile genuinely, and charmingly, and as often as is reasonable. Dont overextend your smiles at risk
for them being misinterpreted for laughter or irony.
2) See Touch for specifics, but try to keep the gestures and touches as neutral as possible while still
keeping them personal (i.e. dont create tension with them).
3) Keep eye-contact as close to 90% as possible when listening, and as much as is comfortable for the
other party when speaking (should be around 50%). Use a soft, thoughtful gaze, so you dont come off
as staring.
4) If you must look elsewhere on their bodies, dont stress yourself, and do just that right after your first
greeting. This eliminates the tension you get from not trying to look into her overly exposed cleavage, or
that unsightly piece of jewelry, etc.
5) Be complimentary, but in a complementary way. Fill in and add to the conversation with
compliments, dont make them a different topic and draw attention away from what the conversation is
actually about. People like compliments, but people also like focus and attention.
6) On posture, its important to do all of this within the confines of what is needed to establish Rapport.
In general, place your hands on the table, raising them only when you speak - dont hide them, dont put
them in the way of your Heart-to-Heart connection. Make sure nothing interrupts the line connection
from your targets bodys centre to yours. Straighten your back, but dont sit up straight unless you want
to be intimidating. Sit forward instead, head tilted slightly.
7) Dont interrupt, ask open-ended question, give conversational feedback based on what youre
hearing. When talking yourself, be inviting (in the sense that your tone and pacing invites a response),
talk about things in terms of the other persons interests (and with the you-principle), and be both
confident and emotionally driven in what youre saying. (i.e. Show that you know about the topic and
care about it.)
8) Sit opposite a person for an intimate or intimidating interaction (generally a bad idea, situationally
good). Sit your chair at a 90 degree angle from a person, if necessary turning your body to face them at a
45 degree angle. This is a good and intimate, yet personally and physically secure way of interacting.
9) LOTS MORE TO REMEMBER
Openness:
- Largely discussed in the context of other terms, but there is a very large advantage in conveying a
sense of absolute openness and disinhibition, especially when eliciting through Reciprocation. Though I
recommend complete openness only in relations with friends or romantically, I recommend exerting an
aire of openness in practically every situation.
- People act and converse as others act and converse, generally, but especially when good rapport has
been established (there are some exceptions, but none deserving of specific mention). Unconditional
openness is a good rapport-builder and a good eliciter when rapport has been established. Through
Reciprocity, Obligation due to it, and Empathy, all building trust when your openness appears genuine
(which is really inherent to its conveying), being open all but necessitates your targets to trust you and
open up themselves.

- It is essential for engaging in an open and stimulating (eliciting) conversation to make the other
person the sole topic of interest. Experiences (whether in work to elicit work-related info, or personal
to elicit sensitive information, for example in a therapeutic setting) should always be relevant to the
other person and invoke in them a sense of empathy and understanding; never should this mean you
dominate over your target in the conversation. It might be a story about you, the conversation is still
about them.
- As discussed in Flipnosis (the book), intelligent and sociable psychopaths (understand the difference
between asocial, meaning not-social, and antisocial, meaning going against societal rules -- the latter
doesnt preclude social skills) very easily come across as open, because openness is nothing more than
disinhibition put into effect (comparatively easy for one attaching no value to telling sensitive info,
whether fraudulent or genuine).
- This is to say: what you share is not important, and whether or not its true is not important, as long as
it appears true and is valuable to your target.
Rapport:
-
- More extensively discussion on the possibilities can be found in Group Psychology, but building rapport
with crowds is vastly more difficult because you cannot match tone and posture -- however, you can
match attitude and wording to a large extent.
- Rapport is likeness and understanding (cognitively, emotionally and physically), but when not normally
someone you'd build rapport with, requires effort to establish a send of likeness and understanding.
When in agreement, and when inclosed, your target will be locked in rapport.
Reciprocity:
- The inherent expectation that when others treat you well you respond in kind.
- Important because often done unconsciously.
- Usage: Created indebted feelings, then ask for what you want.
- Is really about the compliance with an established social protocol, and by extension compliance with
the trade agreement the social engineer creates.
- There are interesting possibilities with the use of reciprocity in otherwise suspect situations. For
example, suppose you are shoplifting and they have (or don't have) an "always-show-your-bag-to-thecashier"-policy. Show them the largest cache of your backpack, and they'll almost always feel morally

obligated to not check the other caches, because you've done them a favor already.
Scarcity/Exclusivity:
- Objects and opportunities that are rare or hard to obtain are more attractive and considered more
valuable.
- Can be introduced into social situations in an attempt to make something one has go up in value. Also,
remember: time is the most valuable asset anyone has, because it's the one thing you can never get
back!
- Scarcity of attention is a great way to make people want to get your attention.
- Impressions of low demand are worse than impressions of high demand, because of the principle of
exclusivity and Social Proof. However, bear in mind, impressions of low demand will lower the value of
something, even when the actual demand is high. Conversely, impressions of high demand can make
something more desirable even when the demand is actually low. (Used extensively in marketing.)
- This principle of exclusivity also extends to a social setting, combining with Social Proof. Strictly
speaking, a person is exclusive to one other person in a romantic sense. Even the inconvenience of a
ladies-man being a ladies-man, namely the many women that chase him (target), is mitigated for the
woman thinking about seducing him exactly because the numerous affections he receives validate that
womans choice for him, as they make him more prestigious to have. Even the attentions displayed
by the ladies man towards a woman who proclaims to not be into ladies men are amplified by these
principles. (i.e. Rationalized as Of all girls, he chooses me!)
- In fact, financial and emotional investment when bidding, as occurs in mating, occurs because of a
thrill to compete and get exclusivity.
Signature:
- Any recognizable identifying characteristic of a person, no matter how small. (Always wearing a pink
shirt, always buying a single apple at the supermarket, etc.)
- People remember odd things out, and it makes them think of (and talk of) you, even if it's not about
your signature. It's hard to not remember unique or striking things you encounter during the day.
- Make sure it isn't weird in a disturbing way (excessively noticeably bright clothing with mismatched
colors). That ensures quite the opposite type of recognition you'll want.
Simplicity:
-

- K.I.S.S.!
Sincere apology:
- Due to the nature of human social interactions, it is better to have conflict and resolve it than to
never have conflict. This creates tension. And due to the points made in Sincere interest, it is better
to never have real conflict. This goes outside agreeableness, and extends into warmth. Remember the
following: "It's better to make an error and sincerely admit it than not to make an error at all."
- That includes errors intentionally made for the express purpose of apologizing.
Sincere interest:
- The only way one can become charismatic in the warm variety is by evoking in the subject a sense of
being recognized. However, even for the trained charlatans interest is difficult to feign, and so the only
way to establish a friendly pretext is by becoming sincerely interest in both their person and their own
interests and well-being.
- Caution: this could cause you to start caring deeply about practically everyone, and honing this skill
may cause you to become empathetic to a great many things. If you wish to be a cold-hearted loner, this
may not be for you.
- Used by all social engineers (of the good and bad variety) extensively, and is usually done by
establishing (via a principle similar to those in method acting) that their interest is your interest. This is
nearly universally the case, so it is quite easy. It is equally easy, counter to the second note, to disregard
this attachment after obtaining your interest.
- Reaches beyond mere interest. If every interaction becomes a game of maximizing both pleasure for
both parties and your own interests, you will also come to be very easy to get in conflict with. Once
understood that nearly no interaction benefits from argument (Ask yourself: Would you rather win an
argument, or win a friend?), this sincere interest in their well-being will allow you to resolve arguments
before they begin, and admit openly and sincerely to have been at fault even if there was no fault to
place. With trained empathy there can always be conceived of a frame of reference where one can
apologize earnestly, no matter the situation.
Sincerity:
-
- See sub-topics of sincerity for more extensive explanation.

- Exerting an air of honesty and openness is the key to all successful communication, be that in speech,
touch, eye-contact, honest smiles or other applicable non-verbal components of communication.
- Social skill, and social engineering skill, must not be social proof! Lacking empathy, and lacking
emotional interest, is fairly easy to subconsciously pick up on. It will seem dishonest and disingenuous,
or formal, or pleasing/ingratiating, that you are socially conforming, in short: It will seem like you
behave the way you behave because thats how youre supposed to behave. Do not make that
mistake. Genuinely aspire to be a good conversational partner. Do not fake it.

Social proof:
- A psychological phenomenon that occurs in social situations when people are unable to determine the
appropriate mode of behavior. Keep in mind: The way we see others depends on how others see others.
- Will mirror the consensus of social behavior visible when there is no frame of reference for how to
behave in a situation.
- Uncertainty or ambiguity in the situation and similarity to self of people to mirror will create the most
influential circumstance for social proof.

SPICE:
- Simplicity
- Perceived self-interest.
- Incongruity
- Confidence
- Empathy
- These 5 are the key components of flipnosis, on the spot instant persuasion, though they are also
generally necessary in all other affairs of influence.
Suggestion / planting:
-
- Making it so that a desired plan or behavior or emotion is planted in another person's mind, so that
the idea seems theirs, not yours. That way, you won't need to persuade them to do what you want, and
they won't feel like they're doing something for you. Rather, they will do it on their own accord, and
won't feel like you are indebted to them, or have been unreasonably demanding.

Suggestion, negative:
- As explained in "White bears and other unwanted thoughts," simply not wanting a thought is enough
to think obsessively in an attempt to rid oneself of it.
- Combining this with the idea of commitment all but ensuring actions ("Could you watch my briefcase,
I need to go to the bathroom?" - 90% defend against theft vs. 0%), and the idea that questions
are automatically answered internally (Doc: Theoretical - Questions) we end up with the following
example: "Don't you miss me too much, okay?" This firmly plants you in their mind.
Sunk-cost fallacy:
- The human tendency to inefficiently attribute value to spent resources and what is obtained for
those resources, even when the received item in the exchange itself is unfavorable to possess. It is
economically (and socially) irrational behavior, which springs from the targets assumption that they
have passed the point of no return.
- An example is going to the movies, and, due to the money spent on a movie ticket youve bought, you
will want to finish watching the movie, even when youre feeling ill or the movie is plainly unenjoyable,
so as to not waste resources.
- Socially, this leads to a number of interesting phenomena, mostly tying into Consistency and
Commitment.
- As Ive mentioned, you should never feel obligated to fulfill further commitments to remain consistent
when you are losing value by doing so. People tend to stay in relationships that are destructive and
unsalvage not mostly due to the fact that they believe it is salvageable (which is also a factor), but due
the fact that they think they stand to lose all the resources theyve put into it with nothing to show for
it.
- As you by now understand, this is highly exploitable. By committing (either for Reciprocation
or by committing material resources) almost anyone will extend a relationship far past the point
where it benefits them, merely due to the expectation that it will benefit them in the future and the
unwillingness to resign all their efforts and input energy. It is thus fairly easy to either gain more out of
a relation/interaction than you put in, and even continue to do so by minorly returning favors at some
point. (This is also why battered wives exist. They are unwilling to let go of something destructive for the
few benefits it has, as well as their idea that all has been for nothing should they resign from it.)
Touch:
-

- Touch itself flows upwards in hierarchy. When you touch another person, you are showing them one or
more of three things:
1) You are not intimidated by them. You cannot touch someone that scares you or is above you socially.
(You can also not touch co-workers of the other gender too much, as that could result in a lawsuit.) This
shows power.
2) You trust them. Especially among the erstwhile (read: at first) socially awkward or emotionally
damaged, this rings particularly true. You need trust to be able to touch someone socially, both in them
and in yourself. This shows warmth and (social) power, and either creates Rapport and a sense of trust
for them, or it creeps them out, depending on your intentions and presentation.
3) You elevate them to your standing socially. It can be an equalizer in this regard. It says, implicitly:
You are of value to me. The hier-ups (in work settings, personal settings and in general social settings)
will touch the lower-downs, and elevate them with that. Again, it builds trust and familiarity incredibly
fast. It shows warmth, presence, and in certain ways it shows empathy.
- All of these show confidence and presence. Otherwise noted is just in particular.
- Touch is so incredibly important that I can scarcely wait to type more about it.
Ultimate Voice:
- [...] Just notes for now. Will expand after all notes are finished.
- Extension of the intonation and linguistic usage in NLP.
- Note that questions end with up-swings in your intonations, while commands use down-swings.
Using up- and down-swings in other parts of your sentence can either make your target consider
something as unsure (up-swing), or something else as imperative or true (down-swing). Try to practice
subtle up- and down-swings to create minor influences.
- A careful consideration of sentence-structure is necessary for this effect, as well as for communication
in general. [...]
- To practice intonation, 1) move around your voice as is done in singing lessons, going High-to-Low and
Low-To-High. 2) Resonate, humming the vocalizer um following the same pitches as before. Allow lips
to vibrate as you do so.
- Practice vocal tones and emphasis by dramatizing sentences, then slowly work on making your
emphasis be more subtly and natural.

- Choose words and word orders carefully (e.g. Negative words with negative things, and vice versa). [...]
- Create a list of command sentences. [...]
You-principle:
-
- One of the most highly-recommended change to speech mannerisms within marketing (e.g. salesletters) and political rhetoric is talking engaged through using the you-principle. Focusing on your
audience as both the target and the subject of your entire interaction creates engagement by and to
your argument more than any other influence principle out there.
- Practice of this principle is done in three ways. 1) Substitute I, they, etc. for you wherever
possible, 2) add you wherever possible in a neutral sentence, and 3) prioritize you over I by placing
it first in any sentence.
- Example of 1): Rather than Id like us to work together on this one say Id like you and I to work
together on this one... or one step further, even better, So, do you think itd be good to work together
on this one?
- Example of 2): Rather than John stole my bike last year, so it figures that... say As you may know,
John stole my bike last year, so it figures that...
- Example of 3): Rather than Out of all people, Id expect you to know that, say Out of all people, you
should know that.
- Preferably, and this ties in with a lot of things (Doc. Theoretical: Questions, elicitation, suggestion,
agreeability), try to always ask things that have to do with the you in question: Do you know who?
Have you and John? What do you think about? (As always, preferably open-ended to keep
the you engaged, but close-ended when needed.

Unedited Notes:
///

////
!Don't forget to recheck the .docs that were sent to you!

Five-factor model, big five: Extraversion (sociability), emotionality (anxiety), agreeableness (conformity),
and Openness to experience (curiosity).
Situations and personality influence behavior. Change situations if the behavior is not conform your
desires.
People construct their own meanig from experience; they assign value based on interaction
between 'raw matter' and their mental faculties.
Remember that even objective reality is just a widely agreed upon interpretation.
Conditions of worth; meet these citeria to be loved.
UPR - Unconditional Positive Regard: Need full acceptance to reach potential. Criticize situations and
behavior, not people.
--Eye-contact; at least 90% while listening, 50% while talking. (Can be trained)
Empathy; When we are vulnerable, we are at the height of our persuasive powers. (Evoke empathy with
a sob story)
Dilated pupils signifies attraction, and with rapport indicates interest.
Commitment; When your target approaches you, they've made a much larger commitment. When
possible, have them approach you or make the suggestion, then trap them.
Empathy; Nonchalance helps with openness. 'It is not important or it cannot harm you.' Avoid looking
emotionless or indifferent.
Onbewust laten denken 'het is ok/normaal/goed zo.' Fake it until you make it, social proof.
Reasons and justifications are processed under some circumstances like functional words like 'of.' Most
check long enough to see if there is a reason, not what that reason is.
--///
Emotion Elicitation:

> Physicality decides emotionality: A body does what the mind feels, and vice versa. Holding a sad
posture makes one sad. Good for pretext/acting and for summoning emotions one wants. (MC)
> Emotion elicitation: If producing the facial expression can cause that respective emotions, that must
mean that our facial movements can affect the emotions we ourselves feel, and the emotions others
around us feel. (As long as they arent significantly incongruent.)
> A person can manipulate another person to a certain emotional state by displaying even subtle
hints of emotion. Subtle hints of nervousness can break charisma, subtle hints of anger can make a
conversation hostile, subtle hints of joy can make another person happy, etc.
> For subtlety, using Micro-Expressions to cause an emotional response works well. Learning to exhibit
subtle hints of emotions (Micro-Expressions), either consciously or through consciously evoking an
emotion and then controlling it, when applied causes the mirror neurons of the target to kick in and
display the same emotion, evoking it by the principle Physicality decides emotionality.
//////
Lie-spotting/Lying:
-
- All principles stated here, as well as those in Pretext and Sincerity, can be used to become a skilled liar.
- Any change from normal behavior indicates deceit. There are 100s of markers that can indicate deceit,
but only if they deviate from the norm (i.e. base-line) of that persons usual behavior and personality
should you assume those behaviours indicate deceit.
- Cautionary note: Never be assumptive. Knowing deceit is taking place (through behavior analysis, or
reading Micro-expressions, etc.) tells you nothing of the why.
- Another cautionary note: Even an honest person is not necessarily telling you the facts you need to
hear. Truth and facts are very different, and only one is objective. A person can not only misinterpret
things, but it is perfectly possible to lie to yourself for an extended period of time and earnestly start
believing your own lies. It neednt even be conscious lies. (False memories are an example of that.)
- Generally, untrue stories cant be told in reverse. (...)
- Hesitation can indicate deceit, but only if their answer has not been prepared.
- Liars tend to look more at the person theyre lying too, not less. (Which, by the myth of liars shy
away, makes it very easy to appear honest.)
- Contradictions indicate deceit, but the nature of the defense after pointing out the contradiction tends
to verify it. People misremember things, explain them incompetently, and all around forget things that
they fill in. This does not mean they are intentionally deceiving you.

///
NLP Core principles:
- Anchoring
- Swish Pattern
- Reframing
- Belief change
- Nesting Loops
- Chaining states
- Submodalities applications
- Golden voice
- Human Buffer overload
///
- Sections to add: Lie-spotting, Lying, Emotion Elicitation
- Note to self: create sections on the various heuristics. They are treated in other sections, but availability
heuristics require special attention. > Wonder where I can now put in the piece where the brain has
an unfailing capacity to jump to conclusions, which you can rely on. Its in part the Halo effect, in part
First Impression, and in part Availability Heuristics. Remember people: in most cases, omission of data is
REALLY IMPORTANT when giving a first impression.