The 50th Law (with 50 Cent)

2. Infect people with the proper mood. As social animals, we
are extremely susceptible to the moods of other people. This gives us
the power to subtly infuse into people the appropriate mood for
influencing them. If you are relaxed and anticipating a pleasurable
experience, this will communicate itself and have a mirror-like effect
on the other person. One of the best attitudes to adapt for this purpose
is one of complete indulgence. You do not judge other people; you
accept them as they are.
In the novel The Ambassadors, the writer Henry James paints the
portrait of this ideal in the form of Marie de Vionnet, an older French
woman of impeccable manners who surreptitiously uses an American
named Lambert Strether to help her in a love affair. From the very
moment he meets her, Strether is captivated. She seems a “mix of
lucidity and mystery.” She listens deeply to what he says and, without
responding, gives him the feeling she completely understands him. She
envelops him in her empathy. She acts from the beginning as if they
have become good friends, but it is in her manner, nothing she says.
He calls her indulgent spirit “a beautiful conscious mildness,” and it
has a hypnotic power over him. Well before she even asks for his help,
he is completely under her spell and will do anything for her. Such an
attitude replicates the ideal mother figure—unconditional in her love.
It is not expressed so much in words as in looks and body language. It
works equally well on men and women and has an hypnotic effect on
almost anyone.
A variation of this is to infect people with a warm feeling of rapport
through laughter and shared pleasures. Lyndon Johnson was the
master of this. Of course, he used alcohol, which flowed freely in his

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office, his targets never knowing that his own drinks were greatly
watered down so he could retain control of himself. His bawdy jokes
and colorful anecdotes created a comfortable club-like atmosphere for
men. It was hard to resist the mood he set. Johnson could also be quite
physical, often wrapping his arms around a man’s shoulder, frequently
touching him on the arm. Many studies on nonverbal cues have
demonstrated the incredible power that a simple touch of people’s
hands or arms can have in any interaction, making them think positive
things about you without their ever being aware of the source of their
good opinion. Such gentle taps establish a feeling of visceral rapport,
as long as you do not maintain eye contact, which will give it too much
of a sexual connotation.
Keep in mind that your expectations about people are
communicated to them nonverbally. It has been demonstrated, for
instance, that teachers who expect greater things from their pupils can,
without ever saying anything, have a positive effect on their work and
grades. By feeling particularly excited when you’re meeting someone,
you will communicate this to him or her in a powerful way. If there is a
person of whom you will eventually ask a favor, try imagining him or
her in the best light—generous and caring—if that is possible. Some
have claimed to get great results by simply thinking the other person is
handsome or good-looking.