"One sincere and honest move will cover over a dozen dishonest ones. Open-hearted gestures of honesty and generosity bring down the guard of even the most suspicious people." — Robert Greene
How do you trick a suspicious person?
If you lie constantly, you will be caught. The secret to deception is not "More Lies," but "Calculated Truth."
When you are honest when it matters least, people trust you when it matters most.
In Part 12 of The 48 Laws of Power series, we discuss Law #12: Use Selective Honesty and Generosity to Disarm your Victim. This is the law of the Con Artist, the Politician, and the Master Negotiator.
1. How to Trick a Gangster
Count Victor Lustig was a master conman (he once sold the Eiffel Tower!). He wanted to scam Al Capone, the most dangerous gangster in America.
The Setup
Lustig asked Capone for $50,000 to invest. Capone gave it, warning him: "If you lose this, you die."
Lustig took the money, put it in a safe, and did nothing for two months.
Then he went back to Capone, put the $50,000 on the table, and said:
"I am sorry, Mr. Capone. The deal failed. But here is your money back, every penny."
The Effect: Capone was shocked. He expected Lustig to steal it or double it. Returning it without profit seemed incredibly Honest.
Capone said: "You are an honest man, Count." He gave Lustig $5,000 as a reward.
The Con: Lustig didn't want the investment; he wanted the $5,000 reward! He used "Honesty" ($50k return) to disarm Capone and get what he really wanted ($5k free money).
2. Why Honesty Works like a Drug
We are naturally suspicious. We build walls around our minds to protect ourselves from liars.
The Breach: An act of honesty (or generosity) creates a hole in that wall.
• When someone gives you a gift, you feel Obligated.
• When someone admits a mistake, you feel they are Trustworthy.
Once the wall is breached, you can manipulate them at will.
Robert Greene says: "Honesty is just another tool in the arsenal of the deceiver."
3. Give Before You Take
The ancient Greeks couldn't enter the city of Troy by fighting.
So they built a giant wooden horse and left it as a "Gift." The Trojans dragged the gift inside their walls. At night, the soldiers hiding inside the horse came out and destroyed the city.
Modern Application:
• The Free Trial: Apps give you 1 month free (The Gift). Once you put your data in (The Trust), they charge you forever.
• The Business Lunch: A salesman buys you an expensive lunch. You feel obligated to listen to his pitch. The lunch was the Trojan Horse.
4. Real-Life Examples (Indian Context)
The Chit Fund Scam
How do Ponzi schemes (like Saradha or Rose Valley) fool millions?
Selective Honesty.
For the first 6 months, they pay returns on time. They are brutally honest with the early investors.
These early investors tell their friends: "This company is genuine! I got my money."
This initial honesty disarms the public. Then, once the fund is huge, the scammers vanish with Crores.
The Smart Employee Strategy
If you made a big mistake, don't hide it. But don't confess the big mistake first.
Confess a small mistake proactively.
"Sir, I noticed a small typo in my report, I am correcting it."
The Boss thinks: "Wow, he is so meticulous and honest."
Later, when the big mistake happens, the Boss assumes it was a genuine accident because you have established a reputation for honesty.
5. Timing is Everything
Honesty works best on First Contact.
First impressions last. If your first action is generous or honest, it sets a filter.
If you try to be honest after you are caught lying, it looks like damage control.
Rule: Use calculated honesty *before* you need to use deception.
Key Takeaways
- Selective Honesty: You don't need to be honest all the time. Just honest enough to gain trust.
- The Gift Effect: Generosity blinds people. It turns adults into children.
- Confess the Small: Admit small flaws to hide big ones.
- The Trojan Horse: Use a gift to get inside the enemy's defense.
Frequently Asked Questions (FAQ)
Q1: Is Robert Greene teaching us to be scammers?
A: No. He is teaching you how the world works. Scammers use this law against you. If you understand it, you won't be fooled by a "Free Gift" or "Sudden Honesty."
Q2: Can I use this for good?
A: Yes. If you are a leader, admitting a mistake makes your team trust you more. You can use this law to build genuine relationships, not just for deception.
Q3: What is the best gift to give?
A: A gift that costs you little but means a lot to them. Information, a compliment, or a small favor. It's the gesture that disarms, not the price tag.
Up next: Part 13 – When Asking for Help, Appeal to Self-Interest (Law #13).
📚 Credit & Disclaimer:
This post is a summary based on the bestseller "The 48 Laws of Power" by Robert Greene. Content is for educational purposes only.
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