Step 5: Play to their emotions. The best way to motivate people is not through reason but through emotion. Humans, however, are naturally defensive, and if you begin with an appeal to their emotions—some histrionic harangue—they will see you as manipulative and will recoil. An emotional appeal needs a setup: lower their defenses, and make them bond as a group, by putting on a show, entertaining them, telling a story. Now they have less control over their emotions and you can approach them more directly, moving them easily from laughter to anger or hatred. Masters of man management have a sense
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